564
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565
Paul C. Judge, «Will Online Ads Ever Click?» Fast Company , March 2001, pp. 181—192.
566
Online Publisher’s Association, «OPA Media Consumption Study», January 2002.
567
Jeffrey F. Rayport and Bernard J. Jaworski, E-Commerce (New York: McGraw-Hill, 2002), pp. 116.
568
Bob Tedeschi, «E-Commerce report», New York Times , June 24, 2002, p. C8.
569
«Prime Clicking Time», The Economist , May 31, 2003, p. 65; Ben Elgin, «Search Engines Are Picking Up Steam», BusinessWeek , March 24, 2003, pp. 86—87.
570
«Global Click-Through Rates Level Off in 2004 After Year in Decline», New Media Age , November 25, 2004, p. 10; Ned Desmond, «Google’s Next Runaway Success, Business 2.0, November 2002, p. 73.
571
Heather Green, Online Ads Take Off Again», BusinessWeek , May 5, 2003, p. 75.
572
Seth Godin, Permission Marketing: Turning Strangers into Friends and Friends into Customers (New York: Simon & Schuster, 1999).
573
Chana R. Schoenberger, «Web? What Web?» Forbes, June 10, 2002, p. 132.
574
Stan Rapp and Thomas L. Collins, Maximarketing (New York: McGraw-Hill, 1987).
575
Bill Keenan, «Cost-per-Call Data Deserve Scrutiny», Industry Week , January 10, 2000.
576
Robert N. McMurry, «The Mystique of Super-Salesmanship», Harvard Business Review (March–April 1961): 114; William C. Moncrief III, «Selling Activity and Sales Position Taxonomies for Industrial Salesforces», Journal of Marketing Research (August 1986): 261—270.
577
John F. Martin and Gary S. Tubridy, «Major Account Management», AMA Management Handbook , edited by John J. Hampton (New York: Amacom, 1994) pp. 3–25–3–27; Sanjit Sengupta, Robert E. Krapfel, and Michael A. Pusateri, «The Strategic Sales Force», Marketing Management , Summer 1997, pp. 29—34; Robert S. Duboff and Lori Underhill Sherer, «Customized Customer Loyalty», Marketing Management , Summer 1997, pp. 21—27; Tricia Campbell, «Getting Top Executives to Sell», Sales & Marketing Management, October 1998, p. 39.
578
Luis R. Gomez-Mejia, David B. Balkin and Robert L. Cardy, Managing Human Resources (Upper Saddle River, NJ: Prentice Hall, 1995), pp. 416—418.
579
«What Salespeople Are Paid», Sales & Marketing Management , February 1995, pp. 30—31; Christopher Power, «Smart Selling: How Companies Are Winning Over Today’s Tougher Customer», BusinessWeek , August 3, 1992, pp. 46—48; William Keenan Jr., ed., The Sales & Marketing Management Guide to Sales Compensation Planning: Commissions, Bonuses & Beyond (Chicago: Probus Publishing, 1994).
580
Sonke Albers, «Salesforce Management – Compensation, Motivation, Selection, and Training», in Handbook of Marketing , edited by Bart Weitz and Robin Wensley (London: Sage Publications, 2002), pp. 248—266.
581
Nanette Byrnes, «Avon Calling – Lots of New Reps», BusinessWeek , June 2, 2003, pp. 53—54.
