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Journal of Personal Selling & Sales Management Volume 14, 1994 - Issue 1
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Original Articles

Salesperson Failure: Definition, Determinants, and Outcomes

Michael H. MorrisMichael H. Morris is the Fletcher Jones Professor of Entrepreneurship at the University of the Pacific, Stockton, CA. The author of two books and numerous academic articles, Dr. Morris specializes in research on industrial marketing, pricing, and entrepreneurial behavior in marketing.
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Raymond W. LaForgeRaymond W. Laforge holds the Brown-Forman Chair in Marketing at the University of Louisville. He has done considerable research in the sales management area, and published both books and articles in leading journals on a number of sales-related topics.
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Jeffrey A. AllenJeffrey A. Allen is Assistant Professor of Marketing at the University of Central Florida, Daytona Beach. His research interests include sales and distribution channels, as well as ethical issues in marketing. His work has appeared in number of marketing and business journals.
Pages 1-15 | Published online: 24 Oct 2013

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Alec Pappas, Wyatt Schrock, Manoshi Samaraweera & Willy Bolander. (2023) A competitive path to cohesion: multilevel effects of competitiveness in the sales force. Journal of Personal Selling & Sales Management 43:3, pages 222-240.
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Peter Nguyen, Scott B. Friend, Kevin S. Chase & Jeff S. Johnson. (2023) Analyzing sales proposal rejections via machine learning. Journal of Personal Selling & Sales Management 43:1, pages 24-45.
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Julien Cusin & Michaël Flacandji. (2022) How can organizational tolerance toward frontline employees’ errors help service recovery?. Journal of Personal Selling & Sales Management 42:2, pages 91-106.
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Phillip McGowan. (2021) Sales failure: a review and future research directions. International Journal of Logistics Research and Applications 24:1, pages 23-50.
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Duleep Delpechitre, Aditya Gupta, Arash H. Zadeh, Joon Ho Lim & Steven A. Taylor. (2020) Toward a new perspective on salesperson success and motivation: a trifocal framework. Journal of Personal Selling & Sales Management 40:4, pages 267-288.
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Christopher Plouffe, Frederik Beuk, John Hulland & Gergana Y. Nenkov. (2017) Elaboration on potential outcomes (EPO) and the consultative salesperson: investigating effects on attributions and performance. Journal of Personal Selling & Sales Management 37:2, pages 113-133.
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Scott B. Friend & Jeff S. Johnson. (2017) Familiarity breeds contempt: perceived service and sales complacency in business-to-business relationships. Journal of Personal Selling & Sales Management 37:1, pages 42-60.
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Jeff S. Johnson, Scott B. Friend & Avinash Malshe. (2016) Mixed interpretations of sales proposal signals. Journal of Personal Selling & Sales Management 36:3, pages 264-280.
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Earl D. Honeycutt$suffix/text()$suffix/text(), Sharon K. Hodge & Ashraf M. Attia. (2015) Addressing Service Challenges to Improve Sales Training. Services Marketing Quarterly 36:4, pages 352-367.
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Lawrence B. Chonko, Eli Jones, James A. Roberts & Alan J. Dubinsky. (2002) The Role of Environmental Turbulence, Readiness for Change, and Salesperson Learning in the Success of Sales Force Change. Journal of Personal Selling & Sales Management 22:4, pages 227-245.
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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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Lawrence B. Chonko, Terry N. Loe, James A. Roberts & John F. Tanner. (2000) Sales Performance: Timing of Measurement and Type of Measurement Make a Difference. Journal of Personal Selling & Sales Management 20:1, pages 23-36.
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