Provenance, evolution, and transition of personal selling and sales management to strategic marketing channel management

Rolph E. AndersonLeBow College of Business, Drexel University, Philadelphia, PA, USA; Correspondence[email protected]

Alex H. CohenCollege of Business and Public Management, West Chester University, West Chester, PA, USA;

Paul F. ChristCollege of Business and Public Management, West Chester University, West Chester, PA, USA;

Rajiv MehtaMartin Tuchman School of Management, New Jersey Institute of Technology, Newark, NJ, USA;

Alan J. DubinskySelling and Sales Management, Purdue University, West Lafayette, IN, USA

Citations (6)

Keep up to date with the latest research on this topic with citation updates for this article.

Read on this site (2)

Maurik de Groot & Ingrid Wakkee. (2023) How ineffective entrepreneurial selling contributes to business failure: an explorative study on business owners of small and medium enterprises in The Netherlands. Journal of Personal Selling & Sales Management 0:0, pages 1-15.
Read now

Huma Akram, Mohsin Raza, Muhammad Farooq Jan, Sarfraz Aslam & Laura Nivin-Vargas. (2022) Identified leadership practices and teachers’ professional development in Karachi, Pakistan: the moderation effect of training. Education 3-13 0:0, pages 1-18.
Read now

Articles from other publishers (4)

Mehir Baidya & Bipasha Maity. (2023) The interplay between sales and marketing expenditures: an econometric approach in the B2B market. Journal of Business & Industrial Marketing.
Crossref

Paul Ammann & Gerald Drißner. 2022. International Leadership. International Leadership 79 109 .

Jon M. Hawes. (2021) John H. Patterson and the early sales practices of NCR. Journal of Historical Research in Marketing 13:1, pages 44-62.
Crossref

Ayaz Ali, Chen LiAshfaque Hussain & Bakhtawar. (2020) Hedonic Shopping Motivations and Obsessive–Compulsive Buying on the Internet. Global Business Review, pages 097215092093753.
Crossref

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Order Reprints Request Corporate Permissions

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

Request Academic Permissions

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.

Provenance, evolution, and transition of personal selling and sales management to strategic marketing channel management

Articles from other publishers (4)

Information for

Open access

Opportunities

Help and information

Your download is now in progress and you may close this window

Login or register to access this feature

Provenance, evolution, and transition of personal selling and sales management to strategic marketing channel management

Citations (6)

Read on this site (2)

Articles from other publishers (4)

Reprints and Corporate Permissions

Academic Permissions

Related research

To cite this article:

Download citation

Information for

Open access

Opportunities

Help and information

Keep up to date