Orville C. Walker

Measuring the Job Satisfaction of Industrial Salesmen

While the unique characteristics of the industrial salesman's role has stimulated much recent research, this uniqueness requires the development and use of occupation-specific m...

Expectation-specific measures of the intersender conflict and role ambiguity experienced by industrial salesmen

Marketing's Interaction with Other Functional Units: A Conceptual Framework and Empirical Evidence

The authors develop a framework for examining how and why marketing personnel interact with personnel in other functional areas in planning, implementing, and evaluating marketi...

Interactions between marketing and R&D departments in implementing different business strategies

Abstract This paper examines how interactions between marketing and research and development personnel vary across business units pursuing different strategies. Based on the Mil...