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Journal of Personal Selling & Sales Management Volume 10, 1990 - Issue 4: Special Issue - Social Cognition in Sales
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Original Articles

A Method for Investigating the Cognitive Processes and Knowledge Structures of Expert Salespeople

C. David Shepherd C. David Shepherd received his Ph.D. in Marketing at the University of Tennessee, Knoxville. He is currently an Assistant Professor at the University of Tennessee at Chattanooga. His experience includes over five years in sales and sales management with the Burroughs Corporation. Dr. Shepherd has published in the proceedings of the Academy of Marketing Science and the American Psychological Association. His primary area of interest is sales force management, with a particular focus on expertise and ethics in personal selling.
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Joseph O. Rentz Joseph O. Rentz received his Ph.D. in Marketing at the University of Georgia. He is currently an Associate Professor of Marketing at the University of Tennessee, Knoxville. His research has appeared in various publications, including the Journal of the Academy of Marketing Science, the Journal of Advertising, the Journal of Marketing, and the Journal of Marketing Research. His primary interests are measurement, research methodology, and cohort analysis.
Pages 55-70 | Published online: 24 Oct 2013

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Hideaki Kitanaka, Piotr Kwiatek & Nikolaos G. Panagopoulos. (2021) Introducing a new, machine learning process, and online tools for conducting sales literature reviews: An application to the forty years of JPSSM. Journal of Personal Selling & Sales Management 41:4, pages 351-368.
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Christopher R. Plouffe. (2018) Is it navigation, networking, coordination … or what? A multidisciplinary review of influences on the intraorganizational dimension of the sales role and performance. Journal of Personal Selling & Sales Management 38:2, pages 241-264.
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RobinT. Peterson. (2006) Scripts as a Training Tool for Hospitality and Tourism Employees. International Journal of Hospitality & Tourism Administration 7:1, pages 63-82.
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Joseph O. Rentz, C. David Shepherd, Armen Tashchian, Pratibha A. Dabholkar & Robert T. Ladd. (2002) A Measure of Selling Skill: Scale Development and Validation. Journal of Personal Selling & Sales Management 22:1, pages 13-21.
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Timothy B. Palmer & Gregory M. Pickett. (1999) The Role of Mental Models in Control Theory:Understanding Cognitive FACTORS Influencing the Behaviors of Salespeople. Journal of Marketing Theory and Practice 7:1, pages 17-29.
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René Y. Darmon. (1998) A Conceptual Scheme and Procedure for Classifying Sales Positions. Journal of Personal Selling & Sales Management 18:3, pages 31-46.
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Robin T. Peterson & Andrew Melendrez Stapleton. (1995) Life History Study for the Personal Selling Class. Marketing Education Review 5:3, pages 51-56.
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Leslie M. Fine, C. David Shepherd & Susan L. Josephs. (1994) Sexual Harassment in the Sales Force: The Customer is NOT Always Right. Journal of Personal Selling & Sales Management 14:4, pages 15-30.
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Stephen B. Castleberry & C. David Shepherd. (1993) Effective Interpersonal Listening and Personal Selling. Journal of Personal Selling & Sales Management 13:1, pages 35-49.
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