| Journal of Personal Selling & Sales Management 1990 |
| Title | Subject | Authors |
|---|
| A comprehensive framework for the analysis of ethical behavior, with a focus on sales organizations. | Retail industry | Wotruba, Thomas R. |
| Adaptive communication: the adaptation of the seller's interpersonal style to the stage of the dyad's relationship and the buyer's communication style. | Retail industry | Miles, Morgan P., Arnold, Danny R., Nash, Henry W. |
| Adaptive selling - insights from social cognition. (Social Cognition in Sales) | Retail industry | Morgan, Fred W., Stoltman, Jeffrey J. |
| A method for investigating the cognitive processes and knowledge structures of expert salespeople. (Social Cognition in Sales) | Retail industry | Rentz, Joseph O., Shepherd, C. David |
| Assessing gender differences in relationships between supervisory behaviors and job-related outcomes in the industrial sales force. | Retail industry | Schul, Patrick L., Remington, Steven, Berl, Robert L. |
| Behavioral self-management as a supplement to sales force controls. | Retail industry | Hunt, James B., Sauers, Daniel A., Bass, Ken |
| Career path charting: a framework for sales force evaluation. | Retail industry | Dalrymple, Douglas J., Strahle, William M. |
| High tech organizes for the future. (organizational structure) | Retail industry | Dunn, Dan T., Jr., Thomas, Claude A. |
| Leader-member exchange: antecedents and consequences of the cadre and the hired hand. | Retail industry | Lagace, Rosemary R. |
| Organizing the overseas sales force - how multinationals do it. | Retail industry | Hill, John S., Still, Richard R. |
| Sales management as an entrepreneurial activity. | Retail industry | Morris, Michael H., Avila, Ramon, Teeple, Eugene |
| Salespeople's time use and performance. | Retail industry | Kahle, Lynn R., Weeks, William A. |
| The accuracy of salespersons' perceptions of their customers: conceptual examination and an empirical study. | Retail industry | Sharma, Arun, Lambert, Douglas M., Marmorstein, Howard |
| The atmospherics of personal selling. (Social Cognition in Sales) | Retail industry | McElroy, James C., Morrow, Paula C., Eroglu, Sevo |
| The congruence of manager perception of salesperson performance and knowledge-based measures of adaptive selling. (Social Cognition in Sales) | Retail industry | Gentry, James W., Anglin, Kenneth A., Stolman, Jeffrey J. |
| The customer-salesperson dyad: an interaction/communication model and review. | Retail industry | Spiro, Rosann L., Williams, Kaylene C., Fine, Leslie M. |
| The effects of self-monitoring and similarity on salesperson inferential processes. (Social Cognition in Sales) | Retail industry | Fine, Leslie M., Gardial, Sarah Fisher |
| The identification of selling abilities needed for missionary type sales. | Retail industry | Weilbaker, Dan C. |
| The implementation process of segmentation in sales management. | Retail industry | Saunders, John, Maier, Jens |
| The persuasive effect of salesperson credibility: conceptual and empirical examination. (Social Cognition in Sales) | Retail industry | Sharma, Arun |
| Use of closed influence tactics by salespeople: incidence and buyer attributions. (Social Cognition in Sales) | Retail industry | Brown, Steven P. |
| Vertical exchange quality and performance: studying the role of sales manager. | Retail industry | Tanner, John F., Jr., Castleberry, Stephen B. |
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