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Journal of Personal Selling & Sales Management Volume 12, 1992 - Issue 3
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Original Articles

Sales Coordination: An Exploratory Study

Frank V. CespedesFrank V. Cespedes is Associate Professor at Harvard Business School. He received his B.A. from City College of New York, M.S. from MIT, and Ph.D. from Cornell University. He has published in Business Horizons, California Management Review, Harvard Business Review, Industrial Marketing Management, Journal of Marketing Channels, Organization Science, and Sloan Management Review, and is the author of Organizing and Implementing the Marketing Effort (Addison-Wesley, 1991).
Pages 13-29 | Published online: 24 Oct 2013

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Adam Rapp & Tammy Rapp. (2023) Team selling: a review, implications, and an agenda for sales team research. Journal of Personal Selling & Sales Management 43:4, pages 289-306.
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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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James Cross, Steven W. Hartley, William Rudelius & Michael J. Vassey. (2001) Sales Force Activities and Marketing Strategies in Industrial Firms: Relationships and Implications. Journal of Personal Selling & Sales Management 21:3, pages 199-206.
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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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Sanjit Sengupta, Robert E. Krapfel & Michael A. Pusateri. (2000) An Empirical Investigation of Key Account Salesperson Effectiveness. Journal of Personal Selling & Sales Management 20:4, pages 253-261.
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Belinda Dewsnap & David Jobber. (2000) The Sales-Marketing Interface in Consumer Packaged-Goods Companies: A Conceptual Framework. Journal of Personal Selling & Sales Management 20:2, pages 109-119.
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C. Jay Lambe & Robert E. Spekman. (1997) National Account Management: Large Account Selling or Buyer-Supplier Alliance?. Journal of Personal Selling & Sales Management 17:4, pages 61-74.
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Richard L. Oliver & Erin Anderson. (1995) Behavior- and Outcome-Based Sales Control Systems: Evidence and Consequences of Pure-Form and Hybrid Governance. Journal of Personal Selling & Sales Management 15:4, pages 1-15.
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Leslie M. Fine & Janice R. Franke. (1995) Legal Aspects of Salesperson Commission Payments Implications for the Implementation of Commission Sales Programs. Journal of Personal Selling & Sales Management 15:1, pages 53-68.
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