Journal of Personal Selling & Sales Management, Volume 36, Issue 3 (2016)

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Journal of Personal Selling & Sales Management, Volume 36, Issue 3 (2016)

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Articles

Article
Salespersons’ empathy as a missing link in the customer orientation–loyalty chain: an investigation of drivers and age differences as a contingency
Gisela I. Gerlach, Kai Rödiger, Ruth Maria Stock & Nicolas A. Zacharias
Pages: 221-239
Published online: 20 Jul 2016
AbstractforSalespersons’ empathy as a missing link in the customer orientation–loyalty chain: an investigation of drivers and age differences as a contingency | Full Text | References | PDF (480.1 KB)
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Article
Selling with technology: understanding the resistance to mobile sales assistant use in retailing
Philipp Spreer & Philipp A. Rauschnabel
Pages: 240-263
Published online: 29 Jul 2016
AbstractforSelling with technology: understanding the resistance to mobile sales assistant use in retailing | Full Text | References | PDF (560.1 KB)
  • 820 Views
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Article
Mixed interpretations of sales proposal signals
Jeff S. Johnson, Scott B. Friend & Avinash Malshe
Pages: 264-280
Published online: 19 Jul 2016
AbstractforMixed interpretations of sales proposal signals | Full Text | References | PDF (207.8 KB)
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Article
The impact of sales contests on customer listening: an empirical study in a telesales context
Maryse Koehl, Juliet F. Poujol & John F. Tanner Jr.
Pages: 281-293
Published online: 10 Jun 2016
AbstractforThe impact of sales contests on customer listening: an empirical study in a telesales context | Full Text | References | PDF (456.7 KB)
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Special Section on Sales Research Methodology

Article
Inferring salesperson capability using stochastic frontier analysis
Cong Feng & Scott A. Fay
Pages: 294-306
Published online: 04 Apr 2016
AbstractforInferring salesperson capability using stochastic frontier analysis | Full Text | References | PDF (252.8 KB)
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Announcement

Announcement
Announcement
Page: 307
Published online: 29 Jun 2016
CitationforAnnouncement | Full Text | PDF (39.5 KB)
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