Journal of Personal Selling & Sales Management, Volume 33, Issue 1 (2013)

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Journal of Personal Selling & Sales Management, Volume 33, Issue 1 (2013)

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Original Articles

Article
Introduction to the Special Issue on the Role of Affect in Personal Selling and Sales Management
Sunil Erevelles
Pages: 5-6
Published online: 23 Sep 2013
AbstractforIntroduction to the Special Issue on the Role of Affect in Personal Selling and Sales Management | PDF (440.5 KB)
  • 133 Views
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Article
The Role of Affect in Personal Selling and Sales Management
Sunil Erevelles & Nobuyuki Fukawa
Pages: 7-24
Published online: 23 Sep 2013
AbstractforThe Role of Affect in Personal Selling and Sales Management | References | PDF (548.7 KB)
  • 792 Views
  • 34 CrossRef citations
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Article
Exploring the Relationship Between Emotional Intelligence and Salesperson Creativity
Felicia G. Lassk & C. David Shepherd
Pages: 25-37
Published online: 23 Sep 2013
AbstractforExploring the Relationship Between Emotional Intelligence and Salesperson Creativity | References | PDF (602.5 KB)
  • 726 Views
  • 49 CrossRef citations
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Article
The IPS-EQ Model: Interpersonal Skills and Emotional Intelligence in a Sales Process
Susanne Wiatr Borg & Wesley J. Johnston
Pages: 39-51
Published online: 23 Sep 2013
AbstractforThe IPS-EQ Model: Interpersonal Skills and Emotional Intelligence in a Sales Process | References | PDF (1.5 MB)
  • 926 Views
  • 29 CrossRef citations
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Article
The Interactive Effects of Sales Presentation, Suspicion, and Positive Mood on Salesperson Evaluations and Purchase Intentions
Thomas E. DeCarlo & Michael J. Barone
Pages: 53-66
Published online: 23 Sep 2013
AbstractforThe Interactive Effects of Sales Presentation, Suspicion, and Positive Mood on Salesperson Evaluations and Purchase Intentions | References | PDF (675.5 KB)
  • 204 Views
  • 5 CrossRef citations
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Article
The Way a Salesperson Manages Service Providers Influences Customers’ Anger About Problems
Steven Koppitsch, Valerie S. Folkes, Deborah MacInnis & Christine Porath
Pages: 67-77
Published online: 23 Sep 2013
AbstractforThe Way a Salesperson Manages Service Providers Influences Customers’ Anger About Problems | References | PDF (562.7 KB)
  • 144 Views
  • 10 CrossRef citations
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Article
Exploring the Impact of Social Undermining on Salesperson Deviance: An Integrated Model
Jaewon (Jay) Yoo & Gary L. Frankwick
Pages: 79-90
Published online: 23 Sep 2013
AbstractforExploring the Impact of Social Undermining on Salesperson Deviance: An Integrated Model | References | PDF (642.8 KB)
  • 290 Views
  • 26 CrossRef citations
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Article
Investigating the Employee’s Perspective of Customer Delight
Donald C. Barnes, Joel E. Collier, Nicole Ponder & Zachary Williams
Pages: 91-104
Published online: 23 Sep 2013
AbstractforInvestigating the Employee’s Perspective of Customer Delight | References | PDF (527.8 KB)
  • 282 Views
  • 27 CrossRef citations
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Article
Stereotyping, Affiliation, and Self-Stereotyping of Underrepresented Groups in the Sales Force
Linyun W. Yang, Jared M. Hansen, Tanya L. Chartrand & Gavan J. Fitzsimons
Pages: 105-116
Published online: 23 Sep 2013
AbstractforStereotyping, Affiliation, and Self-Stereotyping of Underrepresented Groups in the Sales Force | References | PDF (680.1 KB)
  • 225 Views
  • 5 CrossRef citations
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Article
The Effects of Facial Attractiveness and Gender on Customer Evaluations during a Web-Video Sales Encounter
Rod McColl & Yann Truong
Pages: 117-128
Published online: 23 Sep 2013
AbstractforThe Effects of Facial Attractiveness and Gender on Customer Evaluations during a Web-Video Sales Encounter | References | PDF (540.7 KB)
  • 417 Views
  • 31 CrossRef citations
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