Journal of Personal Selling & Sales Management, Volume 18, Issue 4 (1998)

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Journal of Personal Selling & Sales Management, Volume 18, Issue 4 (1998)

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Special Issue on Diversity in the Sales Force

Original Articles

Article
From the Guest Editor
Lucette B. Comer
Page: iv
Published online: 24 Oct 2013
CitationforFrom the Guest Editor | PDF (102.1 KB)
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Article
Managerial Summaries Fall 1998, Volume XVIII, Number 4
Pages: v-xi
Published online: 24 Oct 2013
First Page PreviewforManagerial Summaries Fall 1998, Volume XVIII, Number 4 | PDF (509.2 KB)
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Article
Diversity in the Sales Force: Problems and Challenges
Lucette B. Comer, J. A. F. Nicholls & Leslie J. Vermillion
Pages: 1-20
Published online: 24 Oct 2013
AbstractforDiversity in the Sales Force: Problems and Challenges | References | PDF (1.9 MB)
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Article
Preinterview Biases: The Impact of Race, Physical Attractiveness, and Sales Job Type on Preinterview Impressions of Sales Job Applicants
Greg W. Marshall, Miriam B. Stamps & Jesse N. Moore
Pages: 21-38
Published online: 24 Oct 2013
AbstractforPreinterview Biases: The Impact of Race, Physical Attractiveness, and Sales Job Type on Preinterview Impressions of Sales Job Applicants | References | PDF (1.6 MB)
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Article
Older Salespeople's Role in Retail Encounters
Jikyeong Kang & Julie Hillery
Pages: 39-53
Published online: 24 Oct 2013
AbstractforOlder Salespeople's Role in Retail Encounters | References | PDF (1.4 MB)
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Article
An Exploratory Study of Gender and Age Matching in the Salesperson-Prospective Customer Dyad: Testing Similarity-Performance Predictions
Sean Dwyer, Richard Orlando & C. David Shepherd
Pages: 55-69
Published online: 24 Oct 2013
AbstractforAn Exploratory Study of Gender and Age Matching in the Salesperson-Prospective Customer Dyad: Testing Similarity-Performance Predictions | References | PDF (1.8 MB)
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Article
Salesperson Race and Gender and the Access and Legitimacy Paradigm: Does Difference Make a Difference?
Eli Jones, Jesse N. Moore, Andrea J. S. Stanaland & Rosalind A. J. Wyatt
Pages: 71-88
Published online: 24 Oct 2013
AbstractforSalesperson Race and Gender and the Access and Legitimacy Paradigm: Does Difference Make a Difference? | References | PDF (1.9 MB)
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Article
Peer Mentoring in the Industrial Sales Force: An Exploratory Investigation of Men and Women in Developmental Relationships
Leslie M. Fine & Ellen Bolman Pullins
Pages: 89-103
Published online: 24 Oct 2013
AbstractforPeer Mentoring in the Industrial Sales Force: An Exploratory Investigation of Men and Women in Developmental Relationships | References | PDF (1.3 MB)
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Article
Volume XVIII, Year in Review
Pages: 104-105
Published online: 24 Oct 2013
CitationforVolume XVIII, Year in Review | PDF (88.5 KB)
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