Journal of Personal Selling & Sales Management, Volume 32, Issue 2 (2012)

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Journal of Personal Selling & Sales Management, Volume 32, Issue 2 (2012)

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Original Articles

Article
Announcing A Special Section On Sales Research Methodology
Nick Lee & Mike Ahearne
Pages: 169-170
Published online: 23 Sep 2013
CitationforAnnouncing A Special Section On Sales Research Methodology | References | PDF (65.1 KB)
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Article
Breaking the Sales Force Incentive Addiction: A Balanced Approach to Sales Force Effectiveness
Andris A. Zoltners, Prabhakant Sinha & Sally E. Lorimer
Pages: 171-186
Published online: 23 Sep 2013
AbstractforBreaking the Sales Force Incentive Addiction: A Balanced Approach to Sales Force Effectiveness | References | PDF (1.8 MB)
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Article
Does Intraorganizational Network Embeddedness Improve Salespeople’s Effectiveness? A Task Contingency Perspective
Tuba Üstüner & Dawn Iacobucci
Pages: 187-205
Published online: 23 Sep 2013
AbstractforDoes Intraorganizational Network Embeddedness Improve Salespeople’s Effectiveness? A Task Contingency Perspective | References | PDF (194.9 KB)
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Article
Performance Trends and Salesperson Evaluations: The Moderating Roles of Evaluation Task, Managerial Risk Propensity, and Firm Strategic Orientation
Michael J. Barone & Thomas E. DeCarlo
Pages: 207-223
Published online: 23 Sep 2013
AbstractforPerformance Trends and Salesperson Evaluations: The Moderating Roles of Evaluation Task, Managerial Risk Propensity, and Firm Strategic Orientation | References | PDF (605.4 KB)
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Article
The Interactive Effects of Sales Force Controls on Salespeople Behaviors and Customer Outcomes
Guangping Wang, Wenyu Dou & Nan Zhou
Pages: 225-243
Published online: 23 Sep 2013
AbstractforThe Interactive Effects of Sales Force Controls on Salespeople Behaviors and Customer Outcomes | References | PDF (434.7 KB)
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Article
Technology Usage and Sales Teams: A Multilevel Analysis of the Antecedents of Usage
Luke Weinstein & Ryan Mullins
Pages: 245-259
Published online: 23 Sep 2013
AbstractforTechnology Usage and Sales Teams: A Multilevel Analysis of the Antecedents of Usage | References | PDF (631.9 KB)
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Free Access
Article
An Empirical Study on the Impact of Two Types of Goal Orientation and Salesperson Perceived Obsolescence on Adaptive Selling
Junwu Chai, Guangzhi Zhao & Barry J. Babin
Pages: 261-273
Published online: 23 Sep 2013
AbstractforAn Empirical Study on the Impact of Two Types of Goal Orientation and Salesperson Perceived Obsolescence on Adaptive Selling | References | PDF (189.5 KB)
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Article
Personal Selling and Sales Management Abstracts
Dawn R. Deeter-Schmelz
Pages: 275-286
Published online: 23 Sep 2013
First Page PreviewforPersonal Selling and Sales Management Abstracts | PDF (136.9 KB)
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