Journal of Personal Selling & Sales Management, Volume 16, Issue 1 (1996)

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Journal of Personal Selling & Sales Management, Volume 16, Issue 1 (1996)

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Original Articles

Article
From the Editor
Ron Michaels
Page: vi
Published online: 24 Oct 2013
CitationforFrom the Editor | PDF (176.1 KB)
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Article
Marketing and Sales: Strategic Alignment and Functional Implementation
William M. Strahle, Rosann L. Spiro & Frank Acito
Pages: 1-20
Published online: 24 Oct 2013
AbstractforMarketing and Sales: Strategic Alignment and Functional Implementation | References | PDF (1.6 MB)
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Article
Customers' Decision-Making Styles and their Preference for Sales Strategies: Conceptual Examination and an Empirical Study
Aran Sharma & Rajnandini Pillai
Pages: 21-33
Published online: 24 Oct 2013
AbstractforCustomers' Decision-Making Styles and their Preference for Sales Strategies: Conceptual Examination and an Empirical Study | References | PDF (1.2 MB)
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Article
Ethics in Salesperson Decision Making: A Synthesis of Research Approaches and an Extension of the Scenario Method
Lawrence B. Chonko, John F. Tanner Jr. & William A. Weeks
Pages: 35-52
Published online: 24 Oct 2013
AbstractforEthics in Salesperson Decision Making: A Synthesis of Research Approaches and an Extension of the Scenario Method | References | PDF (1.4 MB)
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Article
Improving the Detection of Interactions in Selling and Sales Management Research
Robert A. Ping Jr.
Pages: 53-64
Published online: 24 Oct 2013
AbstractforImproving the Detection of Interactions in Selling and Sales Management Research | References | PDF (1,003.2 KB)
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Article
Sales Technology Applications: Exploring Group Support Systems in Sales Management Applications
Michael J. Swenson (Associate Editor) , Paul Dishman & Kregg Aytes
Pages: 65-77
Published online: 24 Oct 2013
AbstractforSales Technology Applications: Exploring Group Support Systems in Sales Management Applications | References | PDF (1.7 MB)
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Book Reviews

Book Review
Book Reviews
Jeff Tanner, Jeff Tanner & Jeff Tanner
Pages: 79-81
Published online: 24 Oct 2013
First Page PreviewforBook Reviews | PDF (282.1 KB)
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Abstracts

Abstract
Personal Selling & Sales Management Abstracts
Rosemary Ramsey (Associate Editor)
Pages: 83-95
Published online: 24 Oct 2013
First Page PreviewforPersonal Selling & Sales Management Abstracts | PDF (1.3 MB)
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