Journal of Personal Selling and Sales Management
Papers 933
1 page of 94 pages (933 results)
#1Adam Rapp (OU: Ohio University)H-Index: 7
#2J. Andrew Petersen (PSU: Pennsylvania State University)H-Index: 11
Last. Jessica Ogilvie (Marquette University)H-Index: 1
view all 4 authors...
AbstractSales managers often take on the dual responsibilities of managing a sales team and selling to customers. This practice raises questions about how sales managers’ time allocation to managin...
#1Willem Verbeke (EUR: Erasmus University Rotterdam)H-Index: 29
#2Jolly Masih (EUR: Erasmus University Rotterdam)H-Index: 1
AbstractLife sciences uses the Latin name Homo sapiens to describe humans, an animal species. First, we discuss how “popular beliefs” about the brain have inhibited the progress of life science app...
#1Lisa Beeler (OU: Ohio University)H-Index: 1
#2Nawar N. Chaker (Elon University)H-Index: 3
Last. Alex R. Zablah (UT: University of Tennessee)H-Index: 16
view all 4 authors...
AbstractThe last decade has witnessed a rapid growth in the number of individuals who sell products and services to their friends. Despite this fast growth, there is scant research on the phenomeno...
#1Maria Rouziou (WLU: Wilfrid Laurier University)H-Index: 2
#2Riley Dugan (UD: University of Dayton)H-Index: 5
AbstractGiven the scant attention paid to Bayesian inference in the academic sales literature, researchers could be forgiven for believing that frequentist methods provide the only feasible way for...
#1Andrea L. Dixon (Baylor University)H-Index: 15
#2Joel LeBon (Johns Hopkins University)
Last. Jan Wieseke (RUB: Ruhr University Bochum)H-Index: 22
view all 3 authors...
AbstractInternational research collaboration and co-authorship among scholars is always encouraged, yet it comes with its share of difficulties. While globalization brings its own challenges in sal...
#1Willy Bolander (FSU: Florida State University)H-Index: 9
#2Cinthia B. Satornino (UConn: University of Connecticut)H-Index: 3
Last. Riley Dugan (UD: University of Dayton)H-Index: 5
view all 5 authors...
AbstractSalesperson hiring decisions are critical for firms, and managers typically accept one of two viewpoints regarding optimal hiring strategies. The first asserts that prior sales experience a...
1 CitationsSource
AbstractSelf-efficacy has been a focal construct in personal selling research for more than four decades. This article reviews and examines how self-efficacy has been conceptualized, measured, and ...
#1Johannes Habel (Warw.: University of Warwick)H-Index: 5
#2Roland Kassemeier (RUB: Ruhr University Bochum)H-Index: 1
Last. Jan Wieseke (RUB: Ruhr University Bochum)H-Index: 22
view all 6 authors...
AbstractThe concept of customer centricity is frequently debated by sales and marketing researchers and practitioners. However, to date no validated scale exists that measures to what extent custom...
1 CitationsSource
#1Colin B. Gabler (OU: Ohio University)H-Index: 12
Last. Raj Agnihotri (Iowa State University)H-Index: 1
view all 4 authors...
AbstractThe advancement of theory of mind in general, and development of interpersonal mentalizing (IM) skills measure in particular, has opened new avenues for sales research and practice. To furt...
Top fields of study
Sales management
Public relations
Social psychology