| Journal of Personal Selling & Sales Management 1991 |
| Title | Subject | Authors |
|---|
| Analyzing the ethical decision making of sales professionals. (includes appendices) | Retail industry | Vitell, Scott J., Singhapakdi, Anusorn |
| An analysis of leading contributors to the sales force research literature, 1980 through 1990. | Retail industry | Bush, Alan J., Grant, E. Stephen |
| An applied analysis of buyer equity perceptions and satisfaction with automobile salespeople. | Retail industry | Oliver, Richard L., Swan, John E. |
| An exploratory investigation of reward and corrective responses to salesperson performance: an attributional approach. | Retail industry | Johnston, Mark W., Sherrell, Daniel L., Hair, Joseph F., Jr., McKay, Sandra |
| An exploratory study of reciprocal trust between sales managers and salespersons. | Retail industry | Lagace, Rosemary R. |
| A social responsibility framework to guide sales management. (includes appendix) | Retail industry | LaFleur, Elizabeth K., Forrest, Pj |
| Assessing the relationships among performance measures, managerial practices, and satisfaction when evaluating the salesforce: a replication and extension. | Retail industry | Morris, Michael H., Allen, Jeffrey W., Avila, Ramon A., Davis, Duane L., Chapman, Joseph |
| Comments on "Utilization of Sales Management Knowledge and Identification of Contributors: An Analysis of JPSSM 1980-1990." (Journal of Personal Selling & Sales Management) | Retail industry | Chonko, Lawrence B. |
| Discrimination issues in the selection of salespeople: a review and managerial suggestions. | Retail industry | Shepherd, C. David, Heartfield, James C. |
| Ethical climate, organizational commitment, and indebtedness among purchasing executives. (include appendices) | Retail industry | Dorsch, Michael J., Kelley, Scott W. |
| Ethical dilemmas faced in the selling of complex services: significant others and competitive pressures. (includes appendix) | Retail industry | Hardigree, Donald W., Hoffman, K. Douglas, Howe, Vince |
| Gender and sales ethics: are women penalized less severely than their male counterparts? | Retail industry | Lambert, David R., Joyce, Mary L., Sayre, Shay |
| Leadership style and sales performance: a test of the situational leadership model. | Retail industry | Butler, John K., Jr., Reese, Richard M. |
| Leaders in sales management: Dr. Blair Stephenson, Director of Strategic Market Development for Mary Kay Cosmetics. | Retail industry | Seitz, Victoria A. |
| Leaders in selling and sales management: John Wyman, AT&T and University of Florida. | Retail industry | Johnson, Eugene M. |
| Leaders in selling and sales management: Lee A. Iacocca. | Retail industry | Kelly, Kathleen, Crittenden, William F. |
| Needs assessment and evaluation in sales-training programs. | Retail industry | Erffmeyer, Robert C., Hair, Joseph F., Jr., Russ, K. Randall |
| Perceptions of gender stereotypic behavior: an exploratory study of women in selling. | Retail industry | Jolson, Marvin A., Comer, Lucette B. |
| Salesperson evaluation: a systematic structure for reducing judgmental biases. | Retail industry | Gentry, James W., Mowen, John C., Tasaki, Lori |
| Sales technology applications: interactive video technology in sales training: a case study. | Retail industry | Martin, Warren S., Collins, Ben H. |
| Selling and sales management in action: attitudes and applications of quotas by sales executives and sales managers. | Retail industry | Good, David J., Stone, Robert W. |
| Selling and sales management in action: sales management students vs. business practitioners: ethical dilemmas and perceptual differences. | Retail industry | Haley, Debra A. |
| Selling and sales management in action: the sales force's role in international marketing research and marketing information systems. | Retail industry | Chonko, Lawrence B., Tanner, John F., Jr., Smith, Ellen Reid |
| The effect of salesforce behavior on customer satisfaction: an interactive framework. (includes appendix) | Retail industry | Sharma, Arun, Grewal, Dhruv |
| The evolution of personal selling. | Retail industry | Wotruba, Thomas R. |
| The influence of personal variables on salesperson selling orientation. | Retail industry | Johnston, Mark W., Boles, James S., O'Hara, Bradley S. |
| The relevance of ethical salesperson behavior on relationship quality: the pharmaceutical industry. (includes appendix) | Retail industry | Lagace, Rosemary R., Gassenheimer, Jule B., Dahlstrom, Robert |
| The role of accent on the credibility and effectiveness of the salesperson. | Retail industry | LaTour, Michael S., Tsalikis, John, DeShields, Oscar W., Jr. |
| Type A behavior pattern (TABP) among salespeople and its relationship to job stress. | Retail industry | Sager, J.K. |
| Utilization of sales management knowledge and identification of contributors: an analysis of JPSSM 1980-1990. (Journal of Personal Selling & Sales Management) | Retail industry | Powers, Thomas L., Swan John E., Sobczak, Patrick M. |
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