Journal of Personal Selling & Sales Management, Volume 12, Issue 3 (1992)

Browse this journal
Sample our Economics, Finance,Business & Industry journals, sign in here to start your access, latest two full volumes FREE to you for 14 days

Journal of Personal Selling & Sales Management, Volume 12, Issue 3 (1992)

See all volumes and issues
Vol 44, 2024 Vol 43, 2023 Vol 42, 2022 Vol 41, 2021 Vol 40, 2020 Vol 39, 2019 Vol 38, 2018 Vol 37, 2017 Vol 36, 2016 Vol 35, 2015 Vol 34, 2014 Vol 33, 2013 Vol 32, 2012 Vol 31, 2011 Vol 30, 2010 Vol 29, 2009 Vol 28, 2008 Vol 27, 2007 Vol 26, 2006 Vol 25, 2005 Vol 24, 2004 Vol 23, 2003 Vol 22, 2002 Vol 21, 2001 Vol 20, 2000 Vol 19, 1999 Vol 18, 1998 Vol 17, 1997 Vol 16, 1996 Vol 15, 1995 Vol 14, 1994 Vol 13, 1993 Volume 12, 1992 Vol 11, 1991 Vol 10, 1990 Vol 9, 1989 Vol 8, 1988 Vol 7, 1987 Vol 6, 1986 Vol 5, 1985 Vol 4, 1984 Vol 3, 1983 Vol 2, 1982 Vol 1, 1981
Download citations Download PDFs Download issue

Original Articles

Article
From the Editor
Tom Ingram
Page: vii
Published online: 24 Oct 2013
CitationforFrom the Editor | PDF (57.9 KB)
  • 2 Views
  • 1 CrossRef citations
  • 0Altmetric
Article
Attributions and Emotions: The Effects on Salesperson Motivation after Successful vs. Unsuccessful Quota Performance
Gordon J. Badovick, Farrand J. Hadaway & Peter F. Kaminski
Pages: 1-11
Published online: 24 Oct 2013
AbstractforAttributions and Emotions: The Effects on Salesperson Motivation after Successful vs. Unsuccessful Quota Performance | References | PDF (965.7 KB)
  • 78 Views
  • 4 CrossRef citations
  • 0Altmetric
Article
Sales Coordination: An Exploratory Study
Frank V. Cespedes
Pages: 13-29
Published online: 24 Oct 2013
AbstractforSales Coordination: An Exploratory Study | References | PDF (1.5 MB)
  • 60 Views
  • 9 CrossRef citations
  • 0Altmetric
Article
Assessment Centers: An Untapped Resource For Global Salesforce Management
Roy A. Cook & Joel Herche
Pages: 31-38
Published online: 24 Oct 2013
AbstractforAssessment Centers: An Untapped Resource For Global Salesforce Management | References | PDF (876.1 KB)
  • 13 Views
  • 0 CrossRef citations
  • 0Altmetric
Article
Increasing the Utility of the Application Blank: Relationship Between Job Application Information and Subsequent Performance and Turnover of Salespeople
Myron Gable, Charles Hollon & Frank Dangello
Pages: 39-55
Published online: 24 Oct 2013
AbstractforIncreasing the Utility of the Application Blank: Relationship Between Job Application Information and Subsequent Performance and Turnover of Salespeople | References | PDF (1.1 MB)
  • 25 Views
  • 3 CrossRef citations
  • 0Altmetric
Article
Initial Impressions in the Organizational Buyer-Seller Dyad: Sales Management Implications
Tony L. Henthorne, Michael S. LaTour & Alvin J. Williams
Pages: 57-65
Published online: 24 Oct 2013
AbstractforInitial Impressions in the Organizational Buyer-Seller Dyad: Sales Management Implications | References | PDF (884.4 KB)
  • 42 Views
  • 5 CrossRef citations
  • 0Altmetric
Article
Selling and Sales Management in Action: Reward Preferences of Salespeople
Lawrence B. Chonko, John F. Tanner Jr. & William A. Weeks
Pages: 67-75
Published online: 24 Oct 2013
AbstractforSelling and Sales Management in Action: Reward Preferences of Salespeople | References | PDF (635.8 KB)
  • 118 Views
  • 9 CrossRef citations
  • 0Altmetric
Article
Scaling and Measurement: Multi-Item Scaled Measures In Sales Related Research
Paul J. Hensel & Gordon C. Bruner II
Pages: 77-82
Published online: 24 Oct 2013
AbstractforScaling and Measurement: Multi-Item Scaled Measures In Sales Related Research | References | PDF (523.6 KB)
  • 58 Views
  • 1 CrossRef citations
  • 0Altmetric

Book Reviews

Book Review
Book Reviews
Rick Ridnour & William A. Weeks
Pages: 83-84
Published online: 24 Oct 2013
CitationforBook Reviews | PDF (190.2 KB)
  • 2 Views
  • 0 CrossRef citations
  • 0Altmetric

Abstracts

Abstract
Personal Selling & Sales Management Abstracts
Kenneth R. Evans (Editor)
Pages: 85-91
Published online: 24 Oct 2013
First Page PreviewforPersonal Selling & Sales Management Abstracts | PDF (620.5 KB)
  • 6 Views
  • 0 CrossRef citations
  • 0Altmetric

Explore articles

Explore the most recently published articles

Conceptualizing an integrative typology of sales enablement strategy
Scott B. Friend et al.
Article | Published online: 9 May 2024
Free Access
Understanding why and when sales role focus affects salesperson turnover: Do career aspirations and age play a role?
Muzi Liu et al.
Article | Published online: 17 Apr 2024
AI in sales: Laying the foundations for future research
Colleen E. McClure et al.
Article | Published online: 17 Apr 2024
Free Access
Personal selling and sales management abstracts
Stephanie M. Mangus
Editorial | Published online: 2 May 2024
Free Access
View all latest articles