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Salesforce selection that meets federal regulation and management needs |
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| Authors: | J.Michael Munson W.Austin Spivey |
| Affiliation: | Associate Professor of Marketing at the University of Santa Clara, USA |
| Abstract: | A key problem for industrial marketing management is to develop a selection process that is both legally valid and managerially useful. By applying a selection approach which incorporates both a sequential selection process and a validation procedure, industrial marketers should be able to make better hiring decisions as well as comply with existing governmental regulations. |
| Keywords: | Address correspondence to: J. Michael Munson Graduate School of Business University of Santa Clara Santa Clara CA 95053 USA. |
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