Journal of Personal Selling & Sales Management, Volume 42, Issue 1 (2022)

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Journal of Personal Selling & Sales Management, Volume 42, Issue 1 (2022)

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Editorial

Editorial
Editorial: upcoming changes to the journal
Nick Lee & Adam Rapp
Pages: 1-2
Published online: 08 Apr 2022
CitationforEditorial: upcoming changes to the journal | Full Text | References | PDF (144 KB) | EPUB
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Articles

Article
Advancing sales theory with conceptual papers: what’s new and what’s next?
Ravipreet S. Sohi, Alexander Haas & Lenita M. Davis
Pages: 3-11
Published online: 06 Dec 2021
AbstractforAdvancing sales theory with conceptual papers: what’s new and what’s next? | Full Text | References | PDF (760.9 KB) | EPUB
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Article
How customer perception of dependence on salesperson and customer–salesperson guanxi determine salesperson influence effectiveness
Wen-Kuei Wu
Pages: 12-25
Published online: 20 Jul 2021
AbstractforHow customer perception of dependence on salesperson and customer–salesperson guanxi determine salesperson influence effectiveness | Full Text | References | PDF (1 MB) | EPUB
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Article
All that glitters is not sold: selling a luxury brand outside a luxury environment
Moumita Das Gyomlai, Michael Ahearne, Dominique Rouziès & Jean-Noël Kapferer
Pages: 26-45
Published online: 22 Jul 2021
AbstractforAll that glitters is not sold: selling a luxury brand outside a luxury environment | Full Text | References | PDF (1.4 MB) | EPUB
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Article
Ambidextrous selling: a systematic review and synthesis of theories, themes, and methodologies
Mohammed Atif Aman, Mohammad Khalid Azam & Asif Akhtar
Pages: 46-67
Published online: 14 Sep 2021
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Article
Dual distribution systems: Investigating their effects on independent manufacturers’ representatives’ perceptions of manufacturers
Trond Bergestuen, Kenneth N. Thompson & David Strutton
Pages: 68-82
Published online: 22 Nov 2021
AbstractforDual distribution systems: Investigating their effects on independent manufacturers’ representatives’ perceptions of manufacturers | Full Text | References | PDF (1 MB) | EPUB
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