Journal of Personal Selling & Sales Management, Volume 26, Issue 1 (2006)

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Journal of Personal Selling & Sales Management, Volume 26, Issue 1 (2006)

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Editorials

Editorial
From the Editor
Kenneth R. Evans
Pages: 5-6
Published online: 23 Sep 2013
CitationforFrom the Editor | PDF (31.2 KB)
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Original Articles

Article
An Exploratory Study of the Relative Effectiveness of Different Types of Sales Force Mentors
Thomas G. Brashear, Danny N. Bellenger, James S. Boles & Hiram C. Barksdale Jr.
Pages: 7-18
Published online: 23 Sep 2013
AbstractforAn Exploratory Study of the Relative Effectiveness of Different Types of Sales Force Mentors | References | PDF (115.9 KB)
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Article
Effects of Ethical Climate and Supervisory Trust on Salesperson’S Job Attitudes and Intentions to Quit
Jay Prakash Mulki, Fernando Jaramillo & William B. Locander
Pages: 19-26
Published online: 23 Sep 2013
AbstractforEffects of Ethical Climate and Supervisory Trust on Salesperson’S Job Attitudes and Intentions to Quit | References | PDF (114.1 KB)
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Article
Learning and Performance Goal Orientation of Salespeople Revisited: The Role of Performance-Approach and Performance-Avoidance Orientations
Lawrence S. Silver, Sean Dwyer & Bruce Alford
Pages: 27-38
Published online: 23 Sep 2013
AbstractforLearning and Performance Goal Orientation of Salespeople Revisited: The Role of Performance-Approach and Performance-Avoidance Orientations | References | PDF (133.3 KB)
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Article
Leveraging CRM for Sales: The Role of Organizational Capabilities in Successful CRM Implementation
Pushkala Raman, C. Michael Wittmann & Nancy A. Rauseo
Pages: 39-53
Published online: 23 Sep 2013
AbstractforLeveraging CRM for Sales: The Role of Organizational Capabilities in Successful CRM Implementation | References | PDF (126.7 KB)
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Research Note

A Contemporary Taxonomy of Sales Positions
William C. Moncrief, Greg W. Marshall & Felicia G. Lassk
Pages: 55-65
Published online: 23 Sep 2013
AbstractforA Contemporary Taxonomy of Sales Positions | References | PDF (88 KB)
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Role Stress, Attitudes, and Job Outcomes in Business-To-Business Selling: Does the Type of Selling Situation Matter?
George J. Avlonitis & Nikolaos G. Panagopoulos
Pages: 67-77
Published online: 23 Sep 2013
AbstractforRole Stress, Attitudes, and Job Outcomes in Business-To-Business Selling: Does the Type of Selling Situation Matter? | References | PDF (138.3 KB)
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