The Sales Manager As a Boundary Spanner: A Role Theory Analysis |
| |
| Authors: | Warren A. French Clyde E. Harris Jr. |
| |
| Affiliation: | 1. Warren A. French (Ph.D., Pennsylvania State University) received his B.A. from St. Anselm's College and his M.A. from the Louisiana State University. He is now a faculty member in the Department of Marketing at the University of Georgia. His publications in the field have focused on the use and validation of salesforce selection criteria. His current research interests are in the areas of marketing strategy and business values.;2. Clyde E. Harris, Jr. (Ph.D., University of Arkansas) is Associate Professor of Marketing at the University of Georgia. His teaching and research interests are in sales management and marketing strategy. He is co-author of Cases in Marketing and has had recent articles published in Sales &3. Marketing Management, The Journal of Business, Business Horizons, Columbia Journal of World Business, and the Journal of Personal Selling &4. Sales Management. |
| |
| Abstract: | AbstractThe authors consider the distasteful possibility that parallelism exists between tactics of warfare and sales management operations. The functions of a salesperson are equated to those of a soldier, and the theories of guerrilla warfare as espoused by people such as Mao Tse-Tung are applied to sales management decision areas. |
| |
| Keywords: | |
|
|
