Construct · 1 fields · 1 citations

Walker-Churchill-Ford model: a standalone construct

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Walker-Churchill-Fordmodel1 CONSTRUCTWalker-Churchill-FordWALKER · PERSONAL SELLING AND

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Personal selling and sales management

a model explaining salesperson performance as a function of motivation, aptitude, skill level and role perceptions, along with personal, organizational and environmental factors.

In personal selling and sales management, Walker-Churchill-Ford model refers to a model explaining salesperson performance as a function of motivation, aptitude, skill level and role perceptions, along with personal, organizational and environmental factors. This meaning comes from Walker (1977) in Journal of Marketing Research.[1]

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Nearby constructs

function5 fields · 6 citationsjingle · one word, five constructslevel1 fields · 1 citationsanchor · a standalone constructmodel3 fields · 3 citationsjingle · one word, three constructs

References

  1. Walker, O. C., Churchill, G. A., & Ford, N. M. (1977). Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research. Journal of Marketing Research, 14(2), 156. https://doi.org/10.2307/3150465

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