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Journal of Personal Selling & Sales Management Volume 3, 1983 - Issue 2
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Original Articles

The Sales Manager As a Boundary Spanner: A Role Theory Analysis

Steven J. Lysonski Steven J. Lysonski (Ph.D., Syracuse University) is Assistant Professor of Marketing at the University of Rhode Island. His current research interests are product innovation and management, consumer behavior, and industrial marketing. He has presented his research at a number of professional meetings, including the American Marketing Association, Academy of Marketing Science, and Project Management Institute. His articles appear in several professional and business journals.
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Eugene M. Johnson Eugene M. Johnson (D.B.A., Washington University) is Professor of Marketing at the University of Rhode Island. His current research interests include professional selling, sales management, and service marketing. Dr. Johnson's research has appeared in a number of professional and business journals. He is the coauthor of Managing Your Sales Team (Prentice-Hall) and several other books.
Pages 8-21 | Published online: 24 Oct 2013

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Richard E. Plank, David A. Reid, Steven E. Koppitsch & Jeffrey Meyer. (2018) The sales manager as a unit of analysis: a review and directions for future research. Journal of Personal Selling & Sales Management 38:1, pages 78-91.
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Susanne Birgit Spillecke & Malte Brettel. (2014) Antecedents and Performance Implications of a Sales Department's Learning and Entrepreneurial Orientation in SMEs. Journal of Small Business Management 52:3, pages 407-426.
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Brian Lambert, RichardE. Plank, DavidA. Reid & David Fleming. (2014) A Competency Model for Entry Level Business-to-Business Services Salespeople. Services Marketing Quarterly 35:1, pages 84-103.
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DavidA. Reid & RichardE. Plank. (2000) Business Marketing Comes of Age: A Comprehensive Review of the Literature. Journal of Business-to-Business Marketing 7:2-3, pages 9-186.
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AlanJ. Dubinsky, RolphE. Anderson & Rajiv Mehta. (1999) Selection, Training, and Performance Evaluation of Sales Managers: An Empirical Investigation. Journal of Business-to-Business Marketing 6:3, pages 37-69.
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C. David Shepherd & Leslie M. Fine. (1994) Scaling and Measurement: Role Conflict and Role Ambiguity Reconsidered. Journal of Personal Selling & Sales Management 14:2, pages 57-65.
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Michael D. Hutt, Wesley J. Johnston & John R. Ronchetto$suffix/text()$suffix/text(). (1985) Selling Centers and Buying Centers: Formulating Strategic Exchange Patterns. Journal of Personal Selling & Sales Management 5:1, pages 32-40.
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