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Journal of Personal Selling & Sales Management Volume 38, 2018 - Issue 1
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Articles

The sales manager as a unit of analysis: a review and directions for future research

Richard E. PlankMuma College of Business, The University of South Florida, Department of Marketing, 4202 East Fowler Ave, Tampa, FL33620, USACorrespondence[email protected]
,
David A. ReidDepartment of Marketing, College of Business, Bowling Green State University, Bowling Green, OH43403, USA
,
Steven E. KoppitschDepartment of Marketing, College of Business, Bowling Green State University, Bowling Green, OH43403, USA
&
Jeffrey MeyerDepartment of Marketing, College of Business, Bowling Green State University, Bowling Green, OH43403, USA
Pages 78-91 | Received 01 Jul 2017, Accepted 29 Dec 2017, Published online: 12 Feb 2018

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Alejandro Salvador-Gómez, Juan Carlos Bou-Llusar & Inmaculada Beltrán-Martín. (2023) A multi-actor perspective on the effectiveness of human resource management implementation: an empirical analysis based on the ability-motivation-opportunity framework. The International Journal of Human Resource Management 34:20, pages 3963-4002.
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Brian N. Rutherford, Martha Troncoza, Scott C. Ambrose, Nwamaka Anaza & Ryan Matthews. (2023) One does not fit all: what is in a salesperson sample?. Journal of Personal Selling & Sales Management 43:4, pages 354-367.
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Malla Mattila, Mika Yrjölä & Pia Hautamäki. (2021) Digital transformation of business-to-business sales: what needs to be unlearned?. Journal of Personal Selling & Sales Management 41:2, pages 113-129.
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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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Adam Rapp & Lisa Beeler. (2021) The state of selling & sales management research: a review and future research agenda. Journal of Marketing Theory and Practice 29:1, pages 37-50.
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Vishag Badrinarayanan, Aditya Gupta & Nawar N. Chaker. (2021) The pull-to-stay effect: influence of sales managers’ leadership worthiness on salesperson turnover intentions. Journal of Personal Selling & Sales Management 41:1, pages 39-55.
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Na Young Lee, Riley Dugan, Maria Rouziou & Ali Anwar. (2021) “Give me one but not the other”: the substitution effects of supervisor’s organizational status and salesperson internal networking on performance growth trajectories. Journal of Personal Selling & Sales Management 41:1, pages 28-38.
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Deva Rangarajan, Riley Dugan, Maria Rouziou & Mike Kunkle. (2020) People, Process, and Performance: Setting an agenda for sales enablement research. Journal of Personal Selling & Sales Management 40:3, pages 213-220.
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Jenifer Skiba, Amit Saini & Scott B. Friend. (2019) Sales manager cost control engagement: antecedents and performance implications. Journal of Personal Selling & Sales Management 39:2, pages 123-137.
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