Journal of Personal Selling and Sales Management

Journal

Publication Venue For

  • A Process Model of Buyer Responses to Salesperson Transgressions and Recovery Efforts: The Impact of Salesperson Orientation.  36:59-73. 2016
  • A process model of buyer responses to salesperson transgressions and recovery efforts: The impact of salesperson orientation.  36:59-73. 2016
  • An Assessment of Needed Sales Management Skills (Nominated for the Marvin Jolson Award for Best Contribution to Selling and Sales Management).  34:206-222. 2014
  • An assessment of needed sales management skills.  34:206-222. 2014
  • Sales Knowledge Distinctions and Sales Performance.  34:123-140. 2014
  • The interactive effects of sales presentation, suspicion, and positive mood on salesperson evaluations and purchase intentions.  33:53-66. 2013
  • Performance trends and salesperson evaluations: The moderating roles of evaluation task, managerial risk propensity, and firm strategic orientation.  32:207-223. 2012
  • Compensation and control systems: A new application of vertical dyad linkage theory.  32:107-115. 2012
  • A global perspective on the current state of sales education in the college curriculum.  31:55-75. 2011
  • Cultural Intelligence in Cross-Cultural Selling: Propositions and Directions for Future Research.  31:245-259. 2011
  • An update on the status of sales management training.  30:319-326. 2010
  • An Update on the Status of Sales Management Training.  30:319-326. 2010
  • Ethical salesperson behavior in sales relationships.  29:151-166. 2009
  • What are the characteristics of an effective sales manager? An exploratory study comparing salesperson and sales manager perspectives.  28:7-20. 2008
  • Performance expectations of salespeople: The role of past performance and causal attributions in independent and interdependent cultures.  27:133-147. 2007
  • Leveraging crm for sales: The role of organizational capabilities in successful crm implementation.  26:39-53. 2006
  • Descriptive and predictive analyses of industrial buyers’ use of online information for purchasing.  21:279-290. 2001
  • Sales Management as a Writing Intensive Course.  21:319-320. 2001
  • A cross national example of supervisory management practices in the sales force.  19:1-14. 1999
  • Salesperson performance attribution processes and the formation of expectancy estimates.  17:1-17. 1997
  • The relationship of pre-entry variables to early employment organizational commitment.  16:25-36. 1996
  • Utilization of Sales Management Knowledge: An Analysis of JPSSM 1980-1988.  11:1-9. 1991
  • Utilization of sales management knowledge and identification of contributors: An analysis of JPSSM 1980-1990.  11:5-13. 1991
  • Communication Between Sales and Product Management: A Chance for Improvement.  9:66. 1989
  • Selling from 1900 to 1949: A historical perspective.  8:11-21. 1988
  • Selling before 1900: A historical perspective.  7:1-7. 1987
  • International Standard Serial Number (issn)

  • 0885-3134
  • Electronic International Standard Serial Number (eissn)

  • 1557-7813