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Journal of Personal Selling & Sales Management

Latest Issue: 01/01/2006

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In This Issue

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1. Role stress, attitudes, and job outcomes in business-to-business selling:... The critical importance of the business-to-business (B2B) sales force for creating and sustaining competitive advantage comes with the realization that salespeople are susceptible to high ... (PERIODICAL ARTICLE) 2. A contemporary taxonomy of sales positions. Over the past two decades, the nature of professional sales jobs and the function of selling within a firm and within the business milieu have ... (PERIODICAL ARTICLE) 3. Leveraging CRM for sales: the role of organizational capabilities in... A Fortune 500 company's sales managers often discuss the issue of "impact versus activity" with their salespeople. The underlying premise is that the company would ... (PERIODICAL ARTICLE) 4. Learning and performance goal orientation of salespeople revisited: the... Salesperson work motivation has long been an important element in sales management research (e.g., Brown, Cron, and Slocum 1998; Cron, Dubinsky, and Michaels 1988; DeCarlo, ... (PERIODICAL ARTICLE) 5. Effects of ethical climate and supervisory trust on salesperson's job... Scandals in organizations such as Arthur Andersen, Enron, ImClone Systems, Parmalat, Tyco, and WorldCom suggest that unethical acts are not isolated but have become quite ... (PERIODICAL ARTICLE) 6. An exploratory study of the relative effectiveness of different types of... The training and development of new salespeople requires an enormous investment of time and resources. Billions of dollars are spent annually on training and developing ... (PERIODICAL ARTICLE) 7. From the editor. Dear Colleagues: I am pleased to begin my term as editor of JPSSM with this issue, Volume 26, No. 1. The goal of JPSSM has ... (PERIODICAL ARTICLE)
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