| Journal of Personal Selling & Sales Management 1988 |
| Title | Subject | Authors |
|---|
| Career plateaus in the salesforce: understanding and removing blockages to employee growth. | Retail industry | Feldman, Daniel C., Weitz, Barton A. |
| Drug abuse in the sales force. | Retail industry | Patton, W.E., III |
| Has sex stereotyping disappeared? A study of perceptions of women and men in sales. | Retail industry | Russ, Frederick A., McNeilly, Kevin M. |
| High technology salespeople's information acquisition strategies. | Retail industry | Beltramini, Richard F. |
| Increasing sales productivity by getting salespeople to work smarter. | Retail industry | Sujan, Mita, Sujan, Harish, Weitz, Barton A. |
| Measuring dimensions of purchaser trust of industrial salespeople. | Retail industry | Rink, David R., Swan, John E., Roberts, Jenny J., Trawick, Fred, Jr. |
| Sales force motivation using travel incentives: some empirical evidence. | Retail industry | Hastings, Bill, Kiely, Julia, Watkins, Trevor |
| Salesperson motivation to perform and job satisfaction: a sales contest participant perspective. | Retail industry | Evans, Kenneth R., Beltramini, Richard F. |
| Selling from 1900 to 1949: a historical perspective. | Retail industry | Powers, Thomas L., Koehler, William F., Martin, Warren S. |
| The selling firm's negotiation team in rebuys of component parts. | Retail industry | Perdue, Barbara C. |
| Understanding salesperson turnover: a partial evaluation of Mobley's turnover process model. | Retail industry | Varadarajan, P. Rajan, Futrell, Charles M., Sager, Jeffrey K. |
| Unravelling criteria for assessing the performance of salespeople: a causal analysis. | Retail industry | Avila, Ramon A., Fern, Edward F., Mann, O. Karl |
| Using trust-transference as a persuasion technique: an empirical field investigation. (persuasive selling technique analysis) | Retail industry | Milliman, Ronald E., Fugate, Douglas L. |
| Women in professional selling: A human resource management perspective. | Retail industry | Fugate, Douglas L., Decker, Philip J., Brewer, Joyce J. |
| Women's perceptions of personal selling: some positive results. | Retail industry | Weeks, William A., Muehling, Darrel D. |
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