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Journal of Personal Selling & Sales Management Volume 19, 1999 - Issue 3
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Original Articles

Optimism and Street-Smarts: Identifying and Improving Salesperson Intelligence

Harish SujanHarish Sujan (Ph.D., University of California at Los Angeles) is an Associate Professor of Marketing at the Smeal College of Business Administration at Penn State University. His interests center on the relationships between intelligence, motivation and personality. His publications have appeared in The Journal of Personal Selling and Sales Management, The Journal of Personality and Social Psychology, The Journal of Marketing, and The Journal of Marketing Research.
Pages 17-33 | Published online: 24 Oct 2013

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Aaron Johnson, M. Judi Billups & Amit Poddar. (2022) THE MANDATORY INTERNAL ROLE-PLAY SALES COMPETITION: EFFECTS ON CLASSROOM EFFICIENCY AND SALES CAREER INTENT. Marketing Education Review 32:1, pages 54-64.
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Mona Bouzari & Osman M. Karatepe. (2020) Does optimism mediate the influence of work-life balance on hotel salespeople’s life satisfaction and creative performance?. Journal of Human Resources in Hospitality & Tourism 19:1, pages 82-101.
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Christopher R. Plouffe, Duane Nagel, Leff Bonney, Bryan Hochstein & Jim Salas. (2020) The Austrian view and value co-creation process in solution-oriented firms: A seven stage, “solution prototyping” framework. Journal of Marketing Theory and Practice 28:1, pages 79-97.
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Richard G. McFarland. (2019) A conceptual framework of macrolevel and microlevel adaptive selling theory, setting a research agenda, and suggested measurement strategies. Journal of Personal Selling & Sales Management 39:3, pages 207-221.
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Colin B. Gabler, Valter Afonso Vieira, Karin B. Senra & Raj Agnihotri. (2019) Measuring and testing the impact of interpersonal mentalizing skills on retail sales performance. Journal of Personal Selling & Sales Management 39:3, pages 222-237.
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Kevin Duane Bradford, Yongmei Liu, Yuying Shi, Barton A. Weitz & Jun Xu. (2019) Harnessing Internal Support to Enhance Customer Relationships: The Role of Networking, Helping, and Allocentrism. Journal of Marketing Theory and Practice 27:2, pages 140-158.
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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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Danny P. Claro & Carla Ramos. (2018) Sales intrafirm networks and the performance impact of sales cross-functional collaboration with marketing and customer service. Journal of Personal Selling & Sales Management 38:2, pages 172-190.
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Scott B. Friend, Jeff S. Johnson, Fred Luthans & Ravipreet S. Sohi. (2016) Positive Psychology In Sales: Integrating Psychological Capital. Journal of Marketing Theory and Practice 24:3, pages 306-327.
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Raj Agnihotri, Valter Afonso Vieira, Karin Borges Senra & Colin B. Gabler. (2016) Examining the impact of salesperson interpersonal mentalizing skills on performance: the role of attachment anxiety and subjective happiness. Journal of Personal Selling & Sales Management 36:2, pages 174-189.
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Christopher R. Plouffe, Willy Bolander & Joseph A. Cote. (2014) Which influence tactics lead to sales performance? It is a matter of style. Journal of Personal Selling & Sales Management 34:2, pages 141-159.
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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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