Drug Abuse in the Sales Force |
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| Authors: | W E Patton III |
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| Institution: | W. E. “Pat” Patton, III (DBA, University of Colorado) is Professor of Marketing at Appalachian State University. He has over ten years of experience in sales and sales management in the automobile industry. His current research interests are field sales force management and industrial marketing. His articles have appeared in the Journal of Marketing, Journal of Personal Selling and Sales Mangement, Industrial Marketing Management, Journal of Business Research, Journal of Consumer Affairs, and Journal of Consumer Marketing. He is past editor of the Appalachian Business Review, serves on the editorial board of the Journal of Marketing Education, and is a life member of Pi Sigma Epsilon. The author would like to thank several anonymous JPSSM reviewers for their helpful comments. |
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| Abstract: | Drug abuse in the workplace is a national problem of frightening proportions and there is no reason to suspect that the nations's sales forces should be immune. This study examines the problem of sales force drug abuse and reports the findings of a nationwide survey of field sales managers concerning the extent of drug abuse in the nation's sales forces, the methods of dealing with the problem, and factors related to drug abuse problems in the sales force. Implications for sales managers, sales management educators and trainers, and researchers in the field of sales and sales management are also discussed. |
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