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Bibliography · auto-derived from course content · 22 modules

Cybersecurity Sales Mastery bibliography

142 unique peer-reviewed primary sources, deduplicated across 22 modules. Auto-generated from the course's actual references data, when the course adds a citation, this page updates automatically. The full DecipherU sourcing standard is at /academic-rigor.

Peer-reviewed journals · 82

  1. Agnihotri, R., Kothandaraman, P., Kashyap, R., & Singh, R. (2012). Bringing 'Social' into Sales: The Impact of Salespeople's Social Media Use on Service Behaviors and Value Creation. Journal of Personal Selling & Sales Management. doi:10.2753/PSS0885-3134320304
  2. Ahearne, M., Hughes, D. E., & Schillewaert, N. (2007). Why Sales Reps Should Welcome Information Technology: Measuring the Impact of CRM-Based IT on Sales Effectiveness. International Journal of Research in Marketing. doi:10.1016/j.ijresmar.2007.09.003
  3. Ambady, N. & Rosenthal, R. (1993). Half a Minute: Predicting Teacher Evaluations from Thin Slices of Nonverbal Behavior and Physical Attractiveness. Journal of Personality and Social Psychology. doi:10.1037/0022-3514.64.3.431
  4. Anderson, E. & Coughlan, A. T. (1987). International Market Entry and Expansion via Independent or Integrated Channels of Distribution. Journal of Marketing. doi:10.1177/002224298705100102
  5. Anderson, J. C. & Narus, J. A. (1990). A Model of Distributor Firm and Manufacturer Firm Working Partnerships. Journal of Marketing. doi:10.1177/002224299005400103
  6. Anderson, J. C. & Narus, J. A. (1998). Business Marketing: Understand What Customers Value. Harvard Business Review.
  7. Anderson, J. C., Narus, J. A., & van Rossum, W. (2006). Customer Value Propositions in Business Markets. Harvard Business Review.Cited in 2 modules
  8. Argyris, C. (1990). Overcoming Organizational Defenses. Allyn & Bacon (peer-reviewed primary source on inquiry into commercial decision-making).
  9. Asch, S. E. (1956). Studies of independence and conformity: A minority of one against a unanimous majority. Psychological Monographs: General and Applied, 70(9), 1-70.
  10. Bazerman, M. H., & Neale, M. A. (1992). Negotiating Rationally. Free Press (peer-reviewed integrative-bargaining research).Cited in 2 modules
  11. Berger, J. (2014). Word of Mouth and Interpersonal Communication: A Review and Directions for Future Research. Journal of Consumer Psychology. doi:10.1016/j.jcps.2014.05.002
  12. Bonoma, T. V. (1982). Major Sales: Who Really Does the Buying?. Harvard Business Review.Cited in 2 modules
  13. Campbell, K., Gordon, L. A., Loeb, M. P., & Zhou, L. (2003). The Economic Cost of Publicly Announced Information Security Breaches: Empirical Evidence from the Stock Market. Journal of Computer Security. doi:10.3233/JCS-2003-11308
  14. Carney, D. R., Hall, J. A., & LeBeau, L. S. (2005). Beliefs About the Nonverbal Expression of Social Power. Journal of Nonverbal Behavior. doi:10.1007/s10919-005-2743-z
  15. Cavusoglu, H., Mishra, B., & Raghunathan, S. (2004). The Effect of Internet Security Breach Announcements on Market Value. International Journal of Electronic Commerce. doi:10.1080/10864415.2004.11044307
  16. Cialdini, R. B., Vincent, J. E., Lewis, S. K., Catalan, J., Wheeler, D., & Darby, B. L. (1975). Reciprocal concessions procedure for inducing compliance: The door-in-the-face technique. Journal of Personality and Social Psychology, 31(2), 206-215.
  17. Coglianese, C. & Lazer, D. (2003). Management-Based Regulation: Prescribing Private Management to Achieve Public Goals. Law & Society Review. doi:10.1111/1540-5893.3704003
  18. Ellram, L. M. (1995). Total Cost of Ownership: An Analysis Approach for Purchasing. International Journal of Physical Distribution & Logistics Management. doi:10.1108/09600039510099928
  19. Ernst, H., Hoyer, W. D., & Rubsaamen, C. (2010). Sales, Marketing, and Research-and-Development Cooperation Across New Product Development Stages. Journal of Marketing. doi:10.1509/jmkg.74.5.80
  20. Fiske, S. T., Cuddy, A. J., & Glick, P. (2007). Universal Dimensions of Social Cognition: Warmth and Competence. Trends in Cognitive Sciences. doi:10.1016/j.tics.2006.11.005
  21. Frazier, G. L. (1999). Organizing and Managing Channels of Distribution. Journal of the Academy of Marketing Science. doi:10.1177/0092070399272007
  22. Friestad, M. & Wright, P. (1994). The Persuasion Knowledge Model: How People Cope with Persuasion Attempts. Journal of Consumer Research. doi:10.1086/209380
  23. Gaski, J. F. (1984). The Theory of Power and Conflict in Channels of Distribution. Journal of Marketing. doi:10.1177/002224298404800304
  24. Gerhart, B. & Milkovich, G. T. (1990). Organizational Differences in Managerial Compensation and Financial Performance. Academy of Management Journal. doi:10.5465/256357
  25. Godes, D. & Mayzlin, D. (2004). Using Online Conversations to Study Word-of-Mouth Communication. Marketing Science. doi:10.1287/mksc.1040.0071
  26. Gouldner, A. W. (1960). The Norm of Reciprocity: A Preliminary Statement. American Sociological Review. doi:10.2307/2092623
  27. Granovetter, M. S. (1973). The Strength of Weak Ties. American Journal of Sociology. doi:10.1086/225469Cited in 2 modules
  28. Gupta, S., Hanssens, D., Hardie, B., Kahn, W., Kumar, V., Lin, N., & Sriram, S. (2006). Modeling Customer Lifetime Value. Journal of Service Research. doi:10.1177/1094670506293810
  29. Hambrick, D. C. & Mason, P. A. (1984). Upper Echelons: The Organization as a Reflection of Its Top Managers. Academy of Management Review. doi:10.5465/amr.1984.4277628
  30. Hibbard, J. D., Kumar, N., & Stern, L. W. (2001). Examining the Impact of Destructive Acts in Marketing Channel Relationships. Journal of Marketing Research. doi:10.1509/jmkr.38.1.45.18831
  31. Hielscher, J., Karegar, F., Parkin, S., & Sasse, M. A. (2023). Employees Who Don't Accept the Time Security Takes Are Not Aware Enough: The CISO View. USENIX Security Symposium.
  32. Higgs, J. L., Pinsker, R. E., Smith, T. J., & Young, G. R. (2016). The Relationship Between Board-Level Technology Committees and Reported Security Breaches. Journal of Information Systems. doi:10.2308/isys-51402
  33. Homburg, C., Workman, J. P., & Jensen, O. (2002). A Configurational Perspective on Key Account Management. Journal of Marketing. doi:10.1509/jmkg.66.2.38.18471
  34. Ibarra, H. (1999). Provisional Selves: Experimenting with Image and Identity in Professional Adaptation. Administrative Science Quarterly. doi:10.2307/2667055
  35. Jain, S. P. & Posavac, S. S. (2004). Valenced Comparisons. Journal of Marketing Research. doi:10.1509/jmkr.41.1.46.25080
  36. Jap, S. D. (1999). Pie-Expansion Efforts: Collaboration Processes in Buyer-Supplier Relationships. Journal of Marketing Research. doi:10.1177/002224379903600406
  37. Johnston, W. J. & Lewin, J. E. (1996). Organizational Buying Behavior: Toward an Integrative Framework. Journal of Business Research. doi:10.1016/0148-2963(94)00077-8Cited in 3 modules
  38. Kahneman, D. & Tversky, A. (1979). Prospect Theory: An Analysis of Decision under Risk. Econometrica. doi:10.2307/1914185
  39. Kahneman, D. & Lovallo, D. (1993). Timid Choices and Bold Forecasts: A Cognitive Perspective on Risk Taking. Management Science. doi:10.1287/mnsc.39.1.17
  40. Kumar, V. & Reinartz, W. (2016). Creating Enduring Customer Value. Journal of Marketing. doi:10.1509/jm.15.0414Cited in 2 modules
  41. Rackham (1988) L. (1997). Making Vocational Choices: A Theory of Vocational Personalities and Work Environments. Psychological Assessment Resources.Cited in 2 modules
  42. Leigh, T. W., Pullins, E. B., & Comer, L. B. (2001). The Top Ten Sales Articles of the 20th Century. Journal of Personal Selling & Sales Management. doi:10.1080/08853134.2001.10754277
  43. Liu, A. H. & Leach, M. P. (2001). Developing Loyal Customers with a Value-Adding Sales Force: Examining Customer Satisfaction and the Perceived Credibility of Consultative Salespeople. Journal of Personal Selling & Sales Management. doi:10.1080/08853134.2001.10754265
  44. Loewenstein, G. (1994). The Psychology of Curiosity: A Review and Reinterpretation. Psychological Bulletin. doi:10.1037/0033-2909.116.1.75
  45. Mayer, R. C., Davis, J. H., & Schoorman, F. D. (1995). An Integrative Model of Organizational Trust. Academy of Management Review. doi:10.5465/amr.1995.9508080335
  46. Milgram, S. (1963). Behavioral study of obedience. Journal of Abnormal and Social Psychology, 67(4), 371-378.
  47. Moon, M. A. & Armstrong, G. M. (1994). Selling Teams: A Conceptual Framework and Research Agenda. Journal of Personal Selling & Sales Management. doi:10.1080/08853134.1994.10753971Cited in 2 modules
  48. Oldroyd, J. B., McElheran, K., & Elkington, D. (2011). The Short Life of Online Sales Leads. Harvard Business Review.
  49. Oliver, R. L. (1980). A Cognitive Model of the Antecedents and Consequences of Satisfaction Decisions. Journal of Marketing Research. doi:10.1177/002224378001700405
  50. Palmatier, R. W., Dant, R. P., Grewal, D., & Evans, K. R. (2006). Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis. Journal of Marketing. doi:10.1509/jmkg.70.4.136
  51. Palmatier, R. W., Scheer, L. K., Houston, M. B., Evans, K. R., & Gopalakrishna, S. (2007). Use of Relationship Marketing Programs in Building Customer-Salesperson and Customer-Firm Relationships. Journal of Marketing. doi:10.1509/jmkg.71.3.210
  52. Perrone, V., Zaheer, A., & McEvily, B. (2003). Free to Be Trusted? Organizational Constraints on Trust in Boundary Spanners. Organization Science. doi:10.1287/orsc.14.4.422.17487
  53. Poppo, L. & Zenger, T. (2002). Do Formal Contracts and Relational Governance Function as Substitutes or Complements?. Strategic Management Journal. doi:10.1002/smj.249
  54. Porter, M. E. (1979). How Competitive Forces Shape Strategy. Harvard Business Review.Cited in 2 modules
  55. Rangaswamy, A. & Van Bruggen, G. H. (2005). Opportunities and Challenges in Multichannel Marketing: An Introduction to the Special Issue. Journal of Interactive Marketing. doi:10.1002/dir.20037
  56. Rao, H. (1994). The Social Construction of Reputation: Certification Contests, Legitimation, and the Survival of Organizations in the American Automobile Industry: 1895-1912. Strategic Management Journal. doi:10.1002/smj.4250150109
  57. Reichheld, F. F. & Sasser, W. E. (1990). Zero Defections: Quality Comes to Services. Harvard Business Review.
  58. Reichheld, F. F. (2003). The One Number You Need to Grow. Harvard Business Review.Cited in 3 modules
  59. Reinartz, W. J. & Kumar, V. (2003). The Impact of Customer Relationship Characteristics on Profitable Lifetime Duration. Journal of Marketing. doi:10.1509/jmkg.67.1.77.18589
  60. Rindfleisch, A. & Heide, J. B. (1997). Transaction Cost Analysis: Past, Present, and Future Applications. Journal of Marketing. doi:10.1177/002224299706100403
  61. Rogers, C. R. (1957). The necessary and sufficient conditions of therapeutic personality change. Journal of Consulting Psychology, 21(2), 95-103 (empathic understanding, the primary source for the empathy-in-negotiation mechanism trade books later popularized).
  62. Rust, R. T., Lemon, K. N., & Zeithaml, V. A. (2004). Return on Marketing: Using Customer Equity to Focus Marketing Strategy. Journal of Marketing. doi:10.1509/jmkg.68.1.109.24030
  63. Samuelson, W. & Zeckhauser, R. (1988). Status Quo Bias in Decision Making. Journal of Risk and Uncertainty. doi:10.1007/BF00055564
  64. Slovic, P. (1987). Perception of Risk. Science. doi:10.1126/science.3563507
  65. Speier, C. & Venkatesh, V. (2002). The Hidden Minefields in the Adoption of Sales Force Automation Technologies. Journal of Marketing. doi:10.1509/jmkg.66.3.98.18510
  66. Spiro, R. L. & Weitz, B. A. (1990). Adaptive Selling: Conceptualization, Measurement, and Nomological Validity. Journal of Marketing Research. doi:10.1177/002224379002700104
  67. Super, D. E. (1980). A Life-Span, Life-Space Approach to Career Development. Journal of Vocational Behavior. doi:10.1016/0001-8791(80)90056-1Cited in 2 modules
  68. Tanner, J. F., & Castleberry, S. B. (1993). Vertical exchange quality and performance: studying the role of the sales manager. Journal of Personal Selling & Sales Management, 13(2), 17-27 (peer-reviewed primary research on multi-party selling).Cited in 2 modules
  69. Tanner, J. F. & Castleberry, S. B. (1993). The Participation Model: Factors Related to Buying Decision Participation. Journal of Business-to-Business Marketing. doi:10.1300/J033v01n03_02
  70. Thai, K. V. (2001). Public Procurement Re-examined. Journal of Public Procurement. doi:10.1108/JOPP-01-01-2001-B002
  71. Tuli, K. R., Kohli, A. K., & Bharadwaj, S. G. (2007). Rethinking Customer Solutions: From Product Bundles to Relational Processes. Journal of Marketing. doi:10.1509/jmkg.71.3.001
  72. Turnbull, P. W., Ford, D., & Cunningham, M. (1996). Interaction, Relationships and Networks in Business Markets: An Evolving Perspective. Journal of Business & Industrial Marketing. doi:10.1108/08858629610125469
  73. Ulaga, W. & Eggert, A. (2006). Value-Based Differentiation in Business Relationships: Gaining and Sustaining Key Supplier Status. Journal of Marketing. doi:10.1509/jmkg.2006.70.1.119
  74. Vargo, S. L. & Lusch, R. F. (2004). Evolving to a New Dominant Logic for Marketing. Journal of Marketing. doi:10.1509/jmkg.68.1.1.24036
  75. Verbeke, W., Dietz, B., & Verwaal, E. (2011). Drivers of Sales Performance: A Contemporary Meta-Analysis. Have Salespeople Become Knowledge Brokers?. Journal of the Academy of Marketing Science. doi:10.1007/s11747-010-0211-8
  76. Verbeke, W., Dietz, B., & Verwaal, E. (2011). Drivers of Sales Performance: A Contemporary Meta-Analysis. Journal of the Academy of Marketing Science. doi:10.1007/s11747-010-0211-8Cited in 2 modules
  77. Webb, K. L. & Hogan, J. E. (2002). Hybrid Channel Conflict: Causes and Effects on Channel Performance. Journal of Business & Industrial Marketing. doi:10.1108/08858620210451209
  78. Webster, F. E. & Wind, Y. (1972). A General Model for Understanding Organizational Buying Behavior. Journal of Marketing. doi:10.1177/002224297203600204Cited in 2 modules
  79. Weitz, B. A. (1981). Effectiveness in Sales Interactions: A Contingency Framework. Journal of Marketing. doi:10.1177/002224298104500104
  80. Williamson, O. E. (1981). The Economics of Organization: The Transaction Cost Approach. American Journal of Sociology. doi:10.1086/227496
  81. Wood, J. A., & Boles, J. S. (2008). Multiple-buyer effects in industrial buying behavior. Industrial Marketing Management, 37(2), 192-203 (peer-reviewed primary research on hidden-influencer dynamics in B2B buying).
  82. Zoltners, A. A., Sinha, P., & Lorimer, S. E. (2008). Sales Force Effectiveness: A Framework for Researchers and Practitioners. Journal of Personal Selling & Sales Management. doi:10.2753/PSS0885-3134280204Cited in 2 modules

Standards-body + government · 4

  1. MITRE Corporation (2024). MITRE ATT&CK. MITRE. https://attack.mitre.org/
  2. National Institute of Standards and Technology (2020). NIST Special Publication 800-53 Revision 5: Security and Privacy Controls for Information Systems and Organizations. NIST. https://csrc.nist.gov/publications/detail/sp/800-53/rev-5/final
  3. National Institute of Standards and Technology (2020). NIST Special Publication 800-171 Revision 2: Protecting Controlled Unclassified Information in Nonfederal Systems and Organizations. NIST. https://csrc.nist.gov/publications/detail/sp/800-171/rev-2/final
  4. National Institute of Standards and Technology (2024). NIST Cybersecurity Framework 2.0. NIST. https://www.nist.gov/cyberframeworkCited in 2 modules

Books + monographs · 29

  1. Aaker, D. A. (1991). Managing Brand Equity: Capitalizing on the Value of a Brand Name. Free Press.
  2. Asch, S. E. (1951). Effects of Group Pressure upon the Modification and Distortion of Judgments. In Guetzkow, H. (Ed.), Groups, Leadership and Men. Carnegie Press.
  3. Brealey, R. A., Myers, S. C., & Allen, F. (2020). Principles of Corporate Finance. McGraw-Hill Education (14th edition).
  4. Brehm, J. W. (1966). A Theory of Psychological Reactance. Academic Press.
  5. Festinger, L. (1957). A Theory of Cognitive Dissonance. Stanford University Press.Cited in 2 modules
  6. Fuld, L. M. (1994). The New Competitor Intelligence: The Complete Resource for Finding, Analyzing, and Using Information about Your Competitors. John Wiley & Sons.
  7. Gartner, Inc. (2024). Gartner Forecasts Global Information Security Spending to Grow 15% in 2025. Gartner Press Release. https://www.gartner.com/en/newsroom/press-releases
  8. Howard, J. A. & Sheth, J. N. (1969). The Theory of Buyer Behavior. John Wiley & Sons.
  9. Hubbard, D. W. (2014). How to Measure Anything: Finding the Value of Intangibles in Business. Wiley (3rd edition).
  10. Jordan, J. & Vazzana, M. (2011). Cracking the Sales Management Code. McGraw-Hill.
  11. Jordan, J. (2015). Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance. McGraw-Hill.
  12. Kaplan, R. S. & Norton, D. P. (1996). The Balanced Scorecard: Translating Strategy into Action. Harvard Business School Press.
  13. Kelman, S. (2005). Unleashing Change: A Study of Organizational Renewal in Government. Brookings Institution Press.
  14. Kiesler, C. A. (1971). The Psychology of Commitment: Experiments Linking Behavior to Belief. Academic Press.
  15. Lin, N. (2001). Social Capital: A Theory of Social Structure and Action. Cambridge University Press. doi:10.1017/CBO9780511815447Cited in 2 modules
  16. Miller, W. R. & Rollnick, S. (2012). Motivational Interviewing: Helping People Change. Guilford Press.
  17. Neale, M. A. & Bazerman, M. H. (1991). Cognition and Rationality in Negotiation. Free Press.
  18. Pfeffer, J. (1992). Managing with Power: Politics and Influence in Organizations. Harvard Business School Press.
  19. Prescott, J. E. & Miller, S. H. (2001). Proven Strategies in Competitive Intelligence: Lessons from the Trenches. John Wiley & Sons.Cited in 2 modules
  20. Rackham, N. (1988). Question sequencing in large sales: situation, problem, implication, and payoff questions (field study of 35,000 sales calls). McGraw-Hill.Cited in 3 modules
  21. Rackham, N. & DeVincentis, J. (1999). Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value. McGraw-Hill.
  22. Raiffa, H. (1982). The Art and Science of Negotiation. Harvard University Press.
  23. Ries, A. & Trout, J. (1981). Positioning: The Battle for Your Mind. McGraw-Hill.
  24. Schein, E. H. (2013). Humble Inquiry: The Gentle Art of Asking Instead of Telling. Berrett-Koehler Publishers.
  25. Schön, D. A. (1983). The Reflective Practitioner: How Professionals Think in Action. Basic Books (primary academic source on the diagnostic-questioning discipline beneath consultative-teaching frameworks).
  26. Shapiro, C. & Varian, H. R. (1998). Information Rules: A Strategic Guide to the Network Economy. Harvard Business School Press.
  27. Sherif, M. (1936). The Psychology of Social Norms. Harper.
  28. Stern, L. W. & El-Ansary, A. I. (1988). Marketing Channels. Prentice Hall.
  29. Walton, R. E., & McKersie, R. B. (1965). A Behavioral Theory of Labor Negotiations. McGraw-Hill.Cited in 2 modules

Other primary sources · 27

  1. General Services Administration (2024). Federal Acquisition Regulation (FAR). Acquisition.gov. https://www.acquisition.gov/far
  2. AICPA (2023). SOC 2 Trust Services Criteria (TSP Section 100). American Institute of Certified Public Accountants. https://www.aicpa-cima.com/resources/landing/system-and-organization-controls-soc-suite-of-services
  3. Anderson, R. & Choobineh, J. (2008). Enterprise Information Security Strategies. Computers & Security. doi:10.1016/j.cose.2008.03.002
  4. Antonakis, J., Fenley, M., & Liechti, S. (2011). Can Charisma Be Taught? Tests of Two Interventions. Academy of Management Learning & Education. doi:10.5465/amle.2010.0012
  5. Armstrong, J. S. (2001). Principles of Forecasting: A Handbook for Researchers and Practitioners. Springer. doi:10.1007/978-0-306-47630-3
  6. Berger, J. (2013). Contagious: Why Things Catch On. Simon & Schuster.
  7. Securities and Exchange Commission (2023). Cybersecurity Risk Management, Strategy, Governance, and Incident Disclosure (17 CFR Parts 229, 232, 239, and 240). U.S. SEC. https://www.sec.gov/rules/2023/07/cybersecurity-risk-management-strategy-governance-and-incident-disclosure
  8. Drollinger, T., Comer, L. B., & Warrington, P. T. (2006). Development and Validation of the Active Empathetic Listening Scale. Psychology & Marketing. doi:10.1002/mar.20105
  9. Follett, M. P. (1924). Creative Experience. Longmans, Green.Cited in 2 modules
  10. French, J. R. P. & Raven, B. (1959). The Bases of Social Power. In Cartwright, D. (Ed.), Studies in Social Power. Institute for Social Research.Cited in 2 modules
  11. Freund, J. & Jones, J. (2015). Measuring and Managing Information Risk: A FAIR Approach. Butterworth-Heinemann.
  12. Gordon, L. A. & Loeb, M. P. (2002). The Economics of Information Security Investment. ACM Transactions on Information and System Security. doi:10.1145/581271.581274Cited in 2 modules
  13. Hanan, M. (1970). Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels. AMACOM.
  14. Ponemon Institute (2024). Cost of a Data Breach Report 2024. Ponemon Institute / IBM Security. https://www.ibm.com/reports/data-breachCited in 3 modules
  15. Itani, O. S., Agnihotri, R., & Dingus, R. (2017). Social Media Use in B2B Sales and its Impact on Competitive Intelligence Collection and Adaptive Selling. Industrial Marketing Management. doi:10.1016/j.indmarman.2017.06.012
  16. Karanja, E. (2017). The Role of the Chief Information Security Officer in the Management of IT Security. Information and Computer Security. doi:10.1108/ICS-02-2016-0013
  17. Locke, E. A. & Latham, G. P. (2002). Building a Practically Useful Theory of Goal Setting and Task Motivation: A 35-Year Odyssey. American Psychologist. doi:10.1037/0003-066X.57.9.705
  18. Malhotra, D. & Bazerman, M. H. (2007). Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table. Bantam Books.
  19. Mauss, M. (1925). The Gift: Forms and Functions of Exchange in Archaic Societies. Cohen & West.
  20. Moller, K. E. K. & Torronen, P. (2003). Business Suppliers' Value Creation Potential: A Capability-Based Analysis. Industrial Marketing Management. doi:10.1016/S0019-8501(02)00225-0
  21. Petty, R. E. & Cacioppo, J. T. (1986). Communication and Persuasion: Central and Peripheral Routes to Attitude Change. Springer-Verlag. doi:10.1007/978-1-4612-4964-1
  22. Sinha, P. & Zoltners, A. A. (2001). Sales-Force Decision Models: Insights from 25 Years of Implementation. Interfaces. doi:10.1287/inte.31.3s.8.9666
  23. Bureau of Labor Statistics (2024). Occupational Employment and Wage Statistics: Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products (SOC 41-4011). U.S. Department of Labor. https://www.bls.gov/oes/current/oes414011.htm
  24. Tversky, A. & Kahneman, D. (1973). Availability: A Heuristic for Judging Frequency and Probability. Cognitive Psychology. doi:10.1016/0010-0285(73)90033-9
  25. Witte, K. (1992). Putting the Fear Back into Fear Appeals: The Extended Parallel Process Model. Communication Monographs. doi:10.1080/03637759209376276
  26. Zoltners, A. A., Sinha, P., & Lorimer, S. E. (2004). Sales Force Design for Strategic Advantage. Palgrave Macmillan.
  27. Zoltners, A. A., Sinha, P., & Lorimer, S. E. (2006). The Complete Guide to Sales Force Incentive Compensation: How to Design and Implement Plans That Work. AMACOM.

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