Using Mail Questionnaires in Multifirm Studies of Sales Representatives |
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| Authors: | Terry Deutscher David G Burgoyne Stephen B Ash |
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| Institution: | 1. Terry Deutscher (Ph.D., Stanford Graduate School of Business) is Associate Professor of Business and Director of the Associates' Workshop in Business Research at The University of Western Ontario in London, Canada. He previously worked in industrial selling with Dupont of Canada.;2. David G. Burgoyne (MBA, University of Western Ontario) is Associate Professor of Business and Director of Continuing Education and Alumni Relations at The University of Western Ontario. He has 13 years of experience in Canadian sales and sales management positions.;3. Stephen B. Ash (D.B.A., Indiana University) is Assistant Professor of Business at The University of Western Ontario. He has several years of business experience in the securities industry. |
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| Abstract: | AbstractAs further efforts are made to construct theories of sales force behavior, increasing emphasis will be placed on studying sales forces across several firms in an effort to produce generalized results. This study reports on an experiment which tests four methods of improving response from sales representatives in a multifirm survey. |
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