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date: 16 June 2019

(p. xii) List of Tables

(p. xii) List of Tables

  1. 3.1. Information Exchange in Contemporary Sales Organizations 57

  2. 3.2. An Integrative Framework for Strategic Leadership Processes in Sales 66

  3. 8.1. Benefits of Manufacturer Reps 204

  4. 8.2. Market Segment Sales Profiles 217

  5. 14.1. A Comparison of Climate, Culture, and Controls 378

  6. 15.1. Mean Life Satisfaction and Income across Nations … from Diener (2000)406

  7. 15.2. The Measurement of Action Identification … from Vallacher and Wegner 1989 414

  8. 15.3. The Measurement of Present (Hedonistic) and Future Time Orientations … from Zimbardo and Boyd 1999 415

  9. 19.1. Components of Prospect/Customer-Perceived Value 523