Journal of Personal Selling & Sales Management, Volume 15, Issue 4 (1995)

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Journal of Personal Selling & Sales Management, Volume 15, Issue 4 (1995)

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Original Articles

Article
From the Editor
Ron Michaels
Page: vii
Published online: 24 Oct 2013
CitationforFrom the Editor | PDF (156.2 KB)
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Article
Behavior- and Outcome-Based Sales Control Systems: Evidence and Consequences of Pure-Form and Hybrid Governance
Richard L. Oliver & Erin Anderson
Pages: 1-15
Published online: 24 Oct 2013
AbstractforBehavior- and Outcome-Based Sales Control Systems: Evidence and Consequences of Pure-Form and Hybrid Governance | References | PDF (1.3 MB)
  • 222 Views
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Article
When the Sales Manager is a Woman: An Exploration into the Relationship Between Salespeople's Gender and their Responses to Leadership Styles
Lucette B. Comer, Marvin A. Jolson, Alan J. Dubinsky & Francis J. Yammarino
Pages: 17-32
Published online: 24 Oct 2013
AbstractforWhen the Sales Manager is a Woman: An Exploration into the Relationship Between Salespeople's Gender and their Responses to Leadership Styles | References | PDF (1.6 MB)
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Article
Sales Productivity of Insurance Agents During the First Six Months of Employment: Differences Between Older and Younger New Hires
Jacqueline C. Landau & James D. Werbel
Pages: 33-43
Published online: 24 Oct 2013
AbstractforSales Productivity of Insurance Agents During the First Six Months of Employment: Differences Between Older and Younger New Hires | References | PDF (991.1 KB)
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Article
The Effect of Vertical Exchange Relationships on the Performance Attributions and Subsequent Actions of Sales Managers
Cathy Owens Swift & Constance Campbell
Pages: 45-56
Published online: 24 Oct 2013
AbstractforThe Effect of Vertical Exchange Relationships on the Performance Attributions and Subsequent Actions of Sales Managers | References | PDF (1.1 MB)
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Article
Selling and Sales Management in Action Examining the Bases Utilized for Evaluating Salespeoples' Performance
Jon M. Hawes (Associate Editor) , Donald W. Jackson Jr., John L. Schlacter & William G. Wolfe
Pages: 57-65
Published online: 24 Oct 2013
AbstractforSelling and Sales Management in Action Examining the Bases Utilized for Evaluating Salespeoples' Performance | References | PDF (718.5 KB)
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Article
Sales Training and Education: Sales Training: Executives' Research Needs
Raymond. W. LaForge (Associate Editor) , Earl D. Honeycutt Jr., John B. Ford & C.P. Rao
Pages: 67-71
Published online: 24 Oct 2013
AbstractforSales Training and Education: Sales Training: Executives' Research Needs | References | PDF (439.6 KB)
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Book Reviews

Book Review
Book Reviews
Shelley R. Tapp (Associate Editor) , Shelley R. Tapp, Shelley R. Tapp & Karen Norman Kennedy
Pages: 73-75
Published online: 24 Oct 2013
First Page PreviewforBook Reviews | PDF (328.5 KB)
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