Journal of Personal Selling & Sales Management, Volume 34, Issue 2 (2014)

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Journal of Personal Selling & Sales Management, Volume 34, Issue 2 (2014)

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Articles

Article
Effect of salespeople's acquisition–retention trade-off on performance
Robert E. Carter, Conor M. Henderson, Inigo Arroniz & Robert W. Palmatier
Pages: 91-111
Published online: 03 Mar 2014
AbstractforEffect of salespeople's acquisition–retention trade-off on performance | Full Text | References | PDF (266.4 KB)
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Article
Selling behaviours and sales performance: the moderating and mediating effects of interpersonal mentalizing
Subhra Chakrabarty, Robert E. Widing II & Gene Brown
Pages: 112-122
Published online: 03 Mar 2014
AbstractforSelling behaviours and sales performance: the moderating and mediating effects of interpersonal mentalizing | Full Text | References | PDF (211.6 KB)
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Article
Salesperson knowledge distinctions and sales performance
Thomas W. Leigh, Thomas E. DeCarlo, David Allbright & James Lollar
Pages: 123-140
Published online: 03 Mar 2014
AbstractforSalesperson knowledge distinctions and sales performance | Full Text | References | PDF (198.9 KB)
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Article
Which influence tactics lead to sales performance? It is a matter of style
Christopher R. Plouffe, Willy Bolander & Joseph A. Cote
Pages: 141-159
Published online: 03 Mar 2014
AbstractforWhich influence tactics lead to sales performance? It is a matter of style | Full Text | References | PDF (235.9 KB)
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Article
Selling and Sales Management Abstracts
Dawn R. Deeter-Schmelz
Pages: 160-171
Published online: 03 Mar 2014
First Page PreviewforSelling and Sales Management Abstracts | Full Text | PDF (118.2 KB)
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Corrigendum

Correction
Corrigendum
Examining Impacts of Technostress on the Professional Salesperson's Behavioral Performance
Page: 172
Published online: 13 Feb 2014
CitationforCorrigendum | Full Text | PDF (34.2 KB)
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