Journal of Personal Selling & Sales Management, Volume 19, Issue 2 (1999)

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Journal of Personal Selling & Sales Management, Volume 19, Issue 2 (1999)

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Original Articles

Article
From the Editor
Alan J. Dubinsky
Pages: v-vi
Published online: 24 Oct 2013
CitationforFrom the Editor | PDF (173.1 KB)
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Letters to the Editor

Letter
Letter to the Editor
Michael P. Marshall (Consultant) Ph.D.
Pages: ix-x
Published online: 24 Oct 2013
CitationforLetter to the Editor | PDF (132.5 KB)
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Original Articles

Article
Managerial Summaries Spring 1999, Volume XIX, Number 2
Pages: xi-xvii
Published online: 24 Oct 2013
First Page PreviewforManagerial Summaries Spring 1999, Volume XIX, Number 2 | PDF (369.7 KB)
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Article
Organizational Values and Role Stress as Determinants of Customer-Oriented Selling Performance
Theresa B. Flaherty, Robert Dahlstrom & Steven J. Skinner
Pages: 1-18
Published online: 24 Oct 2013
AbstractforOrganizational Values and Role Stress as Determinants of Customer-Oriented Selling Performance | References | PDF (1.6 MB)
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Article
Insights into Sexual Harassment of Salespeople by Customers: The Role of Gender and Customer Power
Leslie M. Fine, C. David Shepherd & Susan L. Josephs
Pages: 19-34
Published online: 24 Oct 2013
AbstractforInsights into Sexual Harassment of Salespeople by Customers: The Role of Gender and Customer Power | References | PDF (1.5 MB)
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Article
Accounting for the Impact of Territory Characteristics on Sales Performance: Relative Efficiency as a Measure of Salesperson Performance
Bruce K. Pilling, Naveen Donthu & Steve Henson
Pages: 35-45
Published online: 24 Oct 2013
AbstractforAccounting for the Impact of Territory Characteristics on Sales Performance: Relative Efficiency as a Measure of Salesperson Performance | References | PDF (1.2 MB)
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Article
Influence of Personal Characteristics on Salespeople's Coping Style
Rajesh Srivastava & Jeff K. Sager
Pages: 47-57
Published online: 24 Oct 2013
AbstractforInfluence of Personal Characteristics on Salespeople's Coping Style | References | PDF (1.1 MB)
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Article
Sales Technology Applications: The Acquisition and Use of Sales Force Automation by Mid-Sized Manufacturers
L. Mark Rivers & Jack Dart
Pages: 59-73
Published online: 24 Oct 2013
AbstractforSales Technology Applications: The Acquisition and Use of Sales Force Automation by Mid-Sized Manufacturers | References | PDF (1.2 MB)
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Article
Leaders in Selling and Sales Management: DSEF: A Foundation that Works
Lawrence B. Chonko
Pages: 75-81
Published online: 24 Oct 2013
First Page PreviewforLeaders in Selling and Sales Management: DSEF: A Foundation that Works | PDF (617.9 KB)
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Book Reviews

Book Review
Book and Website Reviews
Shelley R. Tapp (Associate Editor) & Rolph Anderson
Pages: 83-85
Published online: 24 Oct 2013
First Page PreviewforBook and Website Reviews | PDF (264.6 KB)
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Abstracts

Abstract
Special Abstract Section: National Conference in Sales Management
Michael Humphreys (Editor)
Pages: 87-91
Published online: 24 Oct 2013
First Page PreviewforSpecial Abstract Section: National Conference in Sales Management | PDF (362.7 KB)
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