Journal of Personal Selling & Sales Management, Volume 14, Issue 4 (1994)

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Journal of Personal Selling & Sales Management, Volume 14, Issue 4 (1994)

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Original Articles

Article
From the Editor
Ron Michaels
Page: vii
Published online: 24 Oct 2013
CitationforFrom the Editor | PDF (158.9 KB)
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Article
Examining the Salesforce Culture: Managerial Applications and Research Propositions
Donald W. Jackson Jr., Stephen S. Tax & John W. Barnes
Pages: 1-14
Published online: 24 Oct 2013
AbstractforExamining the Salesforce Culture: Managerial Applications and Research Propositions | References | PDF (1.2 MB)
  • 32 Views
  • 8 CrossRef citations
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Article
Sexual Harassment in the Sales Force: The Customer is NOT Always Right
Leslie M. Fine, C. David Shepherd & Susan L. Josephs
Pages: 15-30
Published online: 24 Oct 2013
AbstractforSexual Harassment in the Sales Force: The Customer is NOT Always Right | References | PDF (2 MB)
  • 42 Views
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Article
Sampling and Data Collection Methods in Sales Force Research: Issues and Recommendations for Improvement
Lynne D. Richardson, John E. Swan & Cecilia McInnis-Bowers
Pages: 31-39
Published online: 24 Oct 2013
AbstractforSampling and Data Collection Methods in Sales Force Research: Issues and Recommendations for Improvement | References | PDF (696.4 KB)
  • 13 Views
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Article
Eliciting Consumer Choice Heuristics: Sales Representives' Persuasion Strategies
Tommy E. Whittler
Pages: 41-53
Published online: 24 Oct 2013
AbstractforEliciting Consumer Choice Heuristics: Sales Representives' Persuasion Strategies | References | PDF (1.2 MB)
  • 164 Views
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Article
Sales Success as Predicted by A Process Measure of Adaptability
Carolyn E. Predmore & Joseph G. Bonnice
Pages: 55-65
Published online: 24 Oct 2013
AbstractforSales Success as Predicted by A Process Measure of Adaptability | References | PDF (931.6 KB)
  • 98 Views
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Article
Selling and Sales Management in Action: Maintaining Customer Relationships in Direct Sales: Stimulating Repeat Purchase Behavior
Mary Anne Raymond & John F. Tanner Jr.
Pages: 67-76
Published online: 24 Oct 2013
AbstractforSelling and Sales Management in Action: Maintaining Customer Relationships in Direct Sales: Stimulating Repeat Purchase Behavior | References | PDF (850.3 KB)
  • 128 Views
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Article
Methods in Sales Research: Scaling and Measurement Section: A Time for Change
James M. Comer (Editor)
Pages: 77-78
Published online: 24 Oct 2013
AbstractforMethods in Sales Research: Scaling and Measurement Section: A Time for Change | PDF (138.1 KB)
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Book Reviews

Book Review
Book Reviews
Jeff Tanner & Jeff Tanner
Pages: 79-81
Published online: 24 Oct 2013
First Page PreviewforBook Reviews | PDF (235.9 KB)
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