Journal of Personal Selling & Sales Management, Volume 39, Issue 4 (2019)

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Journal of Personal Selling & Sales Management, Volume 39, Issue 4 (2019)

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Fostering International Collaboration in Sales Research

Introduction

Article
Perspectives on international collaboration in sales research
Andrea L. Dixon, Joel LeBon & Jan Wieseke
Pages: 317-318
Published online: 26 Nov 2019
AbstractforPerspectives on international collaboration in sales research | Full Text | PDF (194 KB) | EPUB
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Articles

Article
A qualitative study of leader behaviors perceived to enable salesperson performance
Karen M. Peesker, Lynette J. Ryals, Gregory A. Rich & Susan E. Boehnke
Pages: 319-333
Published online: 10 May 2019
AbstractforA qualitative study of leader behaviors perceived to enable salesperson performance | Full Text | References | PDF (1.2 MB) | EPUB | Supplemental
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Article
Understanding cross-cultural sales manager–salesperson relationships in the Asia-Pacific Rim region: a grounded theory approach
Dawn R. Deeter-Schmelz, Timothy P. Lauer & John M. Rudd
Pages: 334-351
Published online: 01 May 2019
AbstractforUnderstanding cross-cultural sales manager–salesperson relationships in the Asia-Pacific Rim region: a grounded theory approach | Full Text | References | PDF (1.3 MB) | EPUB
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Article
It is all in good humor? Examining the impact of salesperson evaluations of leader humor on salesperson job satisfaction and job stress
Paolo Guenzi, Deva Rangarajan, Nawar N. Chaker & Laszlo Sajtos
Pages: 352-369
Published online: 19 Jun 2019
AbstractforIt is all in good humor? Examining the impact of salesperson evaluations of leader humor on salesperson job satisfaction and job stress | Full Text | References | PDF (1.4 MB) | EPUB
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Article
Do salespeople matter in competitive tenders?
Maximilian Dax, Eva Katharina Tyssen, Christian Schmitz & Shankar Ganesan
Pages: 370-385
Published online: 23 May 2019
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Special Section: The Boundary

Article
A within-person theoretical perspective in sales research: outlining recommendations for adoption and consideration of boundary conditions
Dayle R. N. Childs, Nick Lee, Belinda Dewsnap & John W. Cadogan
Pages: 386-399
Published online: 19 Jun 2019
AbstractforA within-person theoretical perspective in sales research: outlining recommendations for adoption and consideration of boundary conditions | Full Text | References | PDF (1.2 MB) | EPUB
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Abstracts

Abstract
Personal Selling and Sales Management Abstracts
Dawn R. Deeter-Schmelz
Pages: 400-410
Published online: 26 Nov 2019
First Page PreviewforPersonal Selling and Sales Management Abstracts | Full Text | PDF (733.4 KB) | EPUB
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