The salesperson's operating freedom: a matter of perception

Article Abstract:

This study compared the perceptions of the salesperson to those of his or her respective manager. In this paired comparison of matched responses, findings indicate that salespeople's evaluations of the degree of latitude they have over the sales call are significantly different from those of their managers. Salespeople perceive they are given more latitude than their managers are giving. When managers have the opportunity to interact with fewer subordinates - or interact with those subordinates over longer periods of time - these perceptual differences occur less frequently. (Reprinted by permission of the publisher.)

Beliefs, opinions and attitudes, Sales personnel, Sales managers, Salespeople

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A matter of pride

Article Abstract:

Elaborate and painstaking preparations are underway for the Asia-Pacific Economic Cooperation Forum to be hosted this year in the Philippines. The fourth APEC summit will draw about 6,000 visitors to the cities of Manila, Pasay City and Makati. Compiling and harmonizing more than 1,500 action plans for the November summit is a joint effort by government, business and private sectors.

Planning, Conferences, meetings and seminars, International economic relations, Philippines, Summit meetings, Asia-Pacific Economic Cooperation

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Ministers who matter for business

Article Abstract:

Key cabinet menisters in Margaret Thatcher's government are evaluated. Personality traits and backgrounds highlight her business policy. Problems to be tackled are also included.

Officials and employees, Biography, United Kingdom. Treasury, Great Britain, Lawson, Nigel, Parkinson, Cecil, Tebbit, Norman, Walker, Peter

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