Journal of Personal Selling & Sales Management, Volume 37, Issue 1 (2017)

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Journal of Personal Selling & Sales Management, Volume 37, Issue 1 (2017)

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The intersection of professional selling and service

Editorial

Editorial
Letter from the Editor-in-Chief
Douglas E. Hughes
Pages: 1-3
Published online: 28 Mar 2017
First Page PreviewforLetter from the Editor-in-Chief | Full Text | PDF (53.5 KB)
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Introduction

Introduction
Introduction to the special issue on the intersection of professional selling and service
Adam Rapp & Thomas L. Baker
Pages: 4-10
Published online: 28 Mar 2017
AbstractforIntroduction to the special issue on the intersection of professional selling and service | Full Text | References | PDF (129.3 KB)
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Articles

Article
Do sales and service compete? The impact of multiple psychological climates on frontline employee performance
Jessica Ogilvie, Adam Rapp, Daniel G. Bachrach, Ryan Mullins & Jaron Harvey
Pages: 11-26
Published online: 14 Feb 2017
AbstractforDo sales and service compete? The impact of multiple psychological climates on frontline employee performance | Full Text | References | PDF (779.6 KB)
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Article
Salesperson ambidexterity and customer satisfaction: examining the role of customer demandingness, adaptive selling, and role conflict
Raj Agnihotri, Colin B. Gabler, Omar S. Itani, Fernando Jaramillo & Michael T. Krush
Pages: 27-41
Published online: 14 Feb 2017
AbstractforSalesperson ambidexterity and customer satisfaction: examining the role of customer demandingness, adaptive selling, and role conflict | Full Text | References | PDF (329.1 KB)
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Article
Familiarity breeds contempt: perceived service and sales complacency in business-to-business relationships
Scott B. Friend & Jeff S. Johnson
Pages: 42-60
Published online: 14 Feb 2017
AbstractforFamiliarity breeds contempt: perceived service and sales complacency in business-to-business relationships | Full Text | References | PDF (259.1 KB)
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Article
The role of delight in driving repurchase intentions
Tracy Meyer, Donald C. Barnes & Scott B. Friend
Pages: 61-71
Published online: 14 Feb 2017
AbstractforThe role of delight in driving repurchase intentions | Full Text | References | PDF (260.8 KB)
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Article
Psychological ethical climate, leader–member exchange and commitment to superior customer value: influencing salespeople’s unethical intent and sales performance
Charles H. Schwepker Jr.
Pages: 72-87
Published online: 04 Jan 2017
AbstractforPsychological ethical climate, leader–member exchange and commitment to superior customer value: influencing salespeople’s unethical intent and sales performance | Full Text | References | PDF (347.4 KB)
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