References Barber, C. S., & Tietje, B. C. (2004). Competency requirements for managerial development in manufacturing, assembly, and/or material processing functions. Journal of Management 596-607. Development, 23(6), Becker, G. (1993). Human capital: A theoretical and empirical analysis with special (3rd ed.). Chicago: University of Chicago Press. reference to education. R. L., & Selvarajan, T. T. (2006). Competencies: Alternative frameworks for competitive advantage. 235-245. Business Horizon, 49, Cron, W. L., & DeCarlo, T. E. (2009). (10th ed.). Danvers, MA: Dalrymple’s sales management. John Wiley & Sons, Inc. Deeter-Schmelz, D., Goebel, D., & Kennedy, K. (2002). Understanding sales manager effectiveness: Linking attributes to sales force values. Industrial Marketing Management, 617-626. 31(7), Dooley, K. E., Lindner, J. R., Dooley, L. M., & Alagaraja, M. (2004). Behaviorally anchored competencies: Evaluation tool for training via distance. Human 315-332. Resource Development International, 7(3), Dubinsky, A., & Ingram, T. (1983). Important first-line sales management qualifications: What sales executives think. 18-25. Journal of Personal Selling & Sales Management, 3(1), Guest, D., & Meric, H. (1989). The fortune 500 companies' selection criteria for promotion to first level sales management: An empirical study. Journal of Personal Selling & Sales 47-52. Management, 9(3), Hasson, F., Keeney, S., & McKenna, H. (2000). Research guidelines for the Delphi survey technique. 32(4), 1008-1015. Journal of Advanced Nursing,
References Barber, C. S., & Tietje, B. C. (2004). Competency requirements for managerial development in manufacturing, assembly, and/or material processing functions. Journal of Management Development, 23(6), 596-607. Becker, G. (1993). Human capital: A theoretical and empirical analysis with special reference to education. (3rd ed.). Chicago: University of Chicago Press. R. L., & Selvarajan, T. T. (2006). Competencies: Alternative frameworks for competitive advantage. Business Horizon, 49, 235-245. Cron, W. L., & DeCarlo, T. E. (2009). Dalrymple’s sales management. (10th ed.). Danvers, MA: John Wiley & Sons, Inc. Deeter-Schmelz, D., Goebel, D., & Kennedy, K. (2002). Understanding sales manager effectiveness: Linking attributes to sales force values. Industrial Marketing Management, 31(7), 617-626. Dooley, K. E., Lindner, J. R., Dooley, L. M., & Alagaraja, M. (2004). Behaviorally anchored competencies: Evaluation tool for training via distance. Human Resource Development International, 7(3), 315-332. Dubinsky, A., & Ingram, T. (1983). Important first-line sales management qualifications: What sales executives think. Journal of Personal Selling & Sales Management, 3(1), 18-25. Guest, D., & Meric, H. (1989). The fortune 500 companies' selection criteria for promotion to first level sales management: An empirical study. Journal of Personal Selling & Sales Management, 9(3), 47-52. Hasson, F., Keeney, S., & McKenna, H. (2000). Research guidelines for the Delphi survey technique. Journal of Advanced Nursing, 32(4), 1008-1015.
Research-Roundtable-Sample-Paper.docx