Validating the Vroom-Yetton normative model of leader behavior in field sales force management and measuring the training effect of Telos on the leader behavior of district managers
By: by Robert John Zimmer.
Publisher: Virginia Polytechnic Institute and State University
Published: 1978
Place of publication: Blacksburg, VA
Language: eng
Number of pages: 242
Subjects: Sales personnel, Training of.; Leadership.; Sales management.
Notes: Photocopy. Ann Arbor, Michigan : University Microfilms, 1984.

Thesis (Ph.d.)--Virginia Polytechnic Institute and State University, 1978.

Bibliogr.

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