Journal of Personal Selling & Sales Management, Volume 19, Issue 3 (1999)

Browse this journal
Sample our Economics, Finance,Business & Industry journals, sign in here to start your access, latest two full volumes FREE to you for 14 days

Journal of Personal Selling & Sales Management, Volume 19, Issue 3 (1999)

See all volumes and issues
Vol 44, 2024 Vol 43, 2023 Vol 42, 2022 Vol 41, 2021 Vol 40, 2020 Vol 39, 2019 Vol 38, 2018 Vol 37, 2017 Vol 36, 2016 Vol 35, 2015 Vol 34, 2014 Vol 33, 2013 Vol 32, 2012 Vol 31, 2011 Vol 30, 2010 Vol 29, 2009 Vol 28, 2008 Vol 27, 2007 Vol 26, 2006 Vol 25, 2005 Vol 24, 2004 Vol 23, 2003 Vol 22, 2002 Vol 21, 2001 Vol 20, 2000 Volume 19, 1999 Vol 18, 1998 Vol 17, 1997 Vol 16, 1996 Vol 15, 1995 Vol 14, 1994 Vol 13, 1993 Vol 12, 1992 Vol 11, 1991 Vol 10, 1990 Vol 9, 1989 Vol 8, 1988 Vol 7, 1987 Vol 6, 1986 Vol 5, 1985 Vol 4, 1984 Vol 3, 1983 Vol 2, 1982 Vol 1, 1981
Download citations Download PDFs Download issue

Original Articles

Article
From the Editor
Jeffrey Sager
Page: iv
Published online: 24 Oct 2013
CitationforFrom the Editor | PDF (66.8 KB)
  • 5 Views
  • 0 CrossRef citations
  • 0Altmetric

Letters to the Editor

Letter
Letter to the Editor
Ernest H. Friedman MD
Page: v
Published online: 24 Oct 2013
CitationforLetter to the Editor | References | PDF (72.1 KB)
  • 5 Views
  • 0 CrossRef citations
  • 0Altmetric

Original Articles

Article
Reframing Salesforce Compensation Systems: An Agency Theory-Based Performance Management Perspective
Kathryn M. Bartol
Pages: 1-16
Published online: 24 Oct 2013
AbstractforReframing Salesforce Compensation Systems: An Agency Theory-Based Performance Management Perspective | References | PDF (1.6 MB)
  • 561 Views
  • 5 CrossRef citations
  • 0Altmetric
Article
Optimism and Street-Smarts: Identifying and Improving Salesperson Intelligence
Harish Sujan
Pages: 17-33
Published online: 24 Oct 2013
AbstractforOptimism and Street-Smarts: Identifying and Improving Salesperson Intelligence | References | PDF (1.6 MB)
  • 184 Views
  • 12 CrossRef citations
  • 0Altmetric
Article
Empowered Selling Teams: How Shared Leadership Can Contribute to Selling Team Outcomes
Monica L. Perry, Craig L. Pearce & Henry P. Sims Jr.
Pages: 35-51
Published online: 24 Oct 2013
AbstractforEmpowered Selling Teams: How Shared Leadership Can Contribute to Selling Team Outcomes | References | PDF (1.8 MB)
  • 1010 Views
  • 22 CrossRef citations
  • 0Altmetric
Article
Research Note: Decision-Making Processes and Formation of Salespeople's Expectancies, Instrumentalities, and Valences
Gordon T. Gray & Stacia Wert-Gray
Pages: 53-59
Published online: 24 Oct 2013
AbstractforResearch Note: Decision-Making Processes and Formation of Salespeople's Expectancies, Instrumentalities, and Valences | References | PDF (705.7 KB)
  • 62 Views
  • 0 CrossRef citations
  • 0Altmetric
Article
Methods in Sales Research: Perceived Trust in Business-to-Business Sales: A New Measure
James M. Comer, Richard E. Plank, David A. Reid & Ellen Bolman Pullins
Pages: 61-71
Published online: 24 Oct 2013
AbstractforMethods in Sales Research: Perceived Trust in Business-to-Business Sales: A New Measure | References | PDF (838.1 KB)
  • 694 Views
  • 1 CrossRef citations
  • 0Altmetric
Article
Selling and Sales Management in Action: Service Quality and the Sales Force: A Tool for Competitive Advantage
Greg W. Marshall & C. David Shepherd
Pages: 73-82
Published online: 24 Oct 2013
AbstractforSelling and Sales Management in Action: Service Quality and the Sales Force: A Tool for Competitive Advantage | References | PDF (982.2 KB)
  • 151 Views
  • 0 CrossRef citations
  • 0Altmetric

Book Reviews

Book Review
Book and Website Reviews
Shelley R. Tapp (Associate Editor) , Shelley R. Tapp Ph.D. & Shelley R. Tapp Ph.D.
Pages: 83-84
Published online: 24 Oct 2013
CitationforBook and Website Reviews | PDF (177.3 KB)
  • 5 Views
  • 0 CrossRef citations
  • 0Altmetric

Abstracts

Abstract
Personal Selling & Sales Management Abstracts
Ravi Sohi (Associate Editor)
Pages: 85-97
Published online: 24 Oct 2013
First Page PreviewforPersonal Selling & Sales Management Abstracts | PDF (1.3 MB)
  • 14 Views
  • 0 CrossRef citations
  • 0Altmetric

Explore articles

Explore the most recently published articles

Conceptualizing an integrative typology of sales enablement strategy
Scott B. Friend et al.
Article | Published online: 9 May 2024
Free Access
Understanding why and when sales role focus affects salesperson turnover: Do career aspirations and age play a role?
Muzi Liu et al.
Article | Published online: 17 Apr 2024
AI in sales: Laying the foundations for future research
Colleen E. McClure et al.
Article | Published online: 17 Apr 2024
Free Access
Personal selling and sales management abstracts
Stephanie M. Mangus
Editorial | Published online: 2 May 2024
Free Access
View all latest articles