Journal of Personal Selling & Sales Management, Volume 39, Issue 2 (2019)

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Journal of Personal Selling & Sales Management, Volume 39, Issue 2 (2019)

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Articles

Article
Moving beyond ethical decision-making: a practice-based view to study unethical sales behavior
Irfan Ameer & Aino Halinen
Pages: 103-122
Published online: 22 Jan 2019
AbstractforMoving beyond ethical decision-making: a practice-based view to study unethical sales behavior | Full Text | References | PDF (332.5 KB) | EPUB
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Article
Sales manager cost control engagement: antecedents and performance implications
Jenifer Skiba, Amit Saini & Scott B. Friend
Pages: 123-137
Published online: 07 Jan 2019
AbstractforSales manager cost control engagement: antecedents and performance implications | Full Text | References | PDF (271 KB) | EPUB
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Original Articles

Article
Salesperson time perspectives and customer willingness to pay more: roles of intraorganizational employee navigation, customer satisfaction, and firm innovation climate
Raj Agnihotri, Zhiyong Yang & Elten Briggs
Pages: 138-158
Published online: 22 Jan 2019
AbstractforSalesperson time perspectives and customer willingness to pay more: roles of intraorganizational employee navigation, customer satisfaction, and firm innovation climate | Full Text | References | PDF (654.8 KB) | EPUB
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Article
I need to be your only friend: the effect of salesperson network centrality on opportunistic behavior
Diane Kang, Sungmin Ryu & Seung-Hyun Lee
Pages: 159-171
Published online: 26 Mar 2019
AbstractforI need to be your only friend: the effect of salesperson network centrality on opportunistic behavior | Full Text | References | PDF (339.4 KB) | EPUB
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Articles

Article
A taxonomy for financial services selling
Joie S. Hain, Brian N. Rutherford & Joe F. Hair Jr.
Pages: 172-188
Published online: 07 Jan 2019
AbstractforA taxonomy for financial services selling | Full Text | References | PDF (684.9 KB) | EPUB
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Abstracts

Abstract
Personal Selling and Sales Management Abstracts
Dawn R. Deeter-Schmelz
Pages: 189-200
Published online: 11 Jun 2019
First Page PreviewforPersonal Selling and Sales Management Abstracts | Full Text | PDF (178 KB) | EPUB
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