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Browse Archives by Author: Larry Chonko

To Keep Your Agents: Consider Servant Leadership
Fernando Jaramillo, Douglas B. Grisaffe, Lawrence B. Chonko, and James A. Roberts
Sales force retention is a critical objective facing managers. The costs of high turnover rates can be substantial and include lost sales, abandoned sales territories and costs...

Is Achieving Customer Satisfaction Enough?
William A. Weeks, DBA and Larry Chonko, PhD
Research has often failed to find a relationship between customer satisfaction with salespeople and sales performance. Some research shows that as satisfaction levels...


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