The DOI matches its Crossref record.
Selling Activity and Sales Position Taxonomies for Industrial Salesforces
Abstract
The author develops a comprehensive inventory of selling activities and uses it to analyze the jobs of 1393 salespeople employed by 51 industrial selling organizations. He also develops a taxonomy of sales activities based on frequency of occurrence of 121 sales activities. In addition, a taxonomy of six industrial sales jobs is created from configurations of sales activity factors. Managerial implications of the findings are discussed and directions for further research are proposed.
Overview
The claims and statistics of this paper haven’t been checked yet.
Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.
Integrity signals
Registry
Cites
Statistics
Verification
Claims the paper makes
The claims and statistics of this paper haven’t been checked yet.
Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.
Self-check
Percentages, sums and reported differences re-computed from the paper’s own numbers.
The self-check needs the paper’s full text.
Citations
Cited by
Bergen, M., Dutta, S., & Walker, O. C. (1992) · Journal of Marketing · doi:10.1177/002224299205600301 · Cited by 1,105
Technostress: negative effect on performance and possible mitigations
Tarafdar, M., Pullins, E. B., & Ragu‐Nathan, T. S. (2015) · Information Systems Journal · doi:10.1111/isj.12042 · Cited by 791
Johnston, M. W., Parasuraman, A., Futrell, C. M., & Black, W. C. (1990) · Journal of Marketing Research · doi:10.1177/002224379002700307 · Cited by 451
Boles, J. S., Johnston, M. W., & Hair, J. F. (1997) · Journal of Personal Selling & Sales Management · doi:10.1080/08853134.1997.10754079 · Cited by 419
Gruber, M., Heinemann, F., Brettel, M., & Hungeling, S. (2010) · Strategic Management Journal · doi:10.1002/smj.865 · Cited by 324
Metadata
- Authors
- Moncrief, W. C.
- Venue
- Journal of Marketing Research
- Publisher
- SAGE Publications
- Published
- 1986-08
- Volume
- 23
- Issue
- 3
- Pages
- 261-270
- ISSN
- 0022-2437 (ISSN-L)
- 1547-7193
- OpenAlex
- W2313163322
- Cited by
- 235
- References
- 0
- FWCI
- 6.57
- Type
- journal article
- Language
- en
- Open access
- closed
About these checks
Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.
Statistics and arithmetic are recomputed, not judged.
Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.
What counts as a claim ›How we measure confidence ›How we check this ›
Are you an author, or do you see a problem with this page? Request a review
How to cite
Cite CoChat for the checks on this page, and the paper for its own findings.
- This page
- CoChat. (2026). Citation check: Selling Activity and Sales Position Taxonomies for Industrial Salesforces. https://app.cochat.ai/papers/10.1177/002224378602300306
- The paper
- Moncrief, W. C. (1986). Selling Activity and Sales Position Taxonomies for Industrial Salesforces. Journal of Marketing Research. https://doi.org/10.1177/002224378602300306
Data sources
Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
