Utilization of sales management knowledge and identification of contributors: An analysis of JPSSM 1980-1990

Academic Article


  • The utilization of the JPSSM in enhancing sales management knowledge was analyzed by a cross citation of JPSSM articles in other journals and sales management textbooks which found that the JPSSM has made a basic contribution to the sales and sales management literature. An examination of authorships and institutional contributors to the sales and sales management literature in the JPSSM was also conducted. A large number of both individuals and institutions have contributed articles to the JPSSM, indicating a breadth of research on sales. However, a relatively few contributors accounted for a significant proportion of JPSSM articles, suggesting a concentration of research efforts by both individuals and institutions. © 1991 Taylor & Francis Group, LLC.
  • Authors

    Digital Object Identifier (doi)

    Author List

  • Swan JE; Powers TL; Sobczak PM
  • Start Page

  • 5
  • End Page

  • 13
  • Volume

  • 11
  • Issue

  • 1