| Journal of Personal Selling & Sales Management 1992 |
| Title | Subject | Authors |
|---|
| Assessment centers: an untapped resource for global salesforce management. | Retail industry | Herche, Joel, Cook, Roy A. |
| Attracting graduates to sales positions: the role of recruiter knowledge. | Retail industry | Weilbaker, Dan C., Merritt, Nancy J. |
| Attributions and emotions: the effects on salesperson motivation after successful vs. unsuccessful quota performance. (includes appendices) | Retail industry | Badovick, Gordon J., Kaminski, Peter F., Hadaway, Farrand J. |
| Better measurement practices are critical to better understanding of sales management issues. (Special Section on Scaling and Measurement) | Retail industry | Chrchill, Gilbert A., Jr. |
| Cellular telephones and the national sales force. | Retail industry | Swenson, Michael J., Parrella, Adilson |
| Compensation and sales performance of service personnel: a service transaction perspective. | Retail industry | Evans, Kenneth R., Grant, John A. |
| Ethical perceptions of field sales personnel: an empirical assessment. (includes appendix) | Retail industry | Dubinsky, Alan J., Kotabe, Masaaki, Michaels, Ronald E., Jolson, Marvin A., Chae Un Lim |
| Increasing the utility of the application blank: relationship between job application information and subsequent performance and turnover of salespeople. | Retail industry | Gable, Myron, Hollon, Charles, Dangello, Frank |
| Initial impressions in the organizational buyer-seller dyad: sales management implications. | Retail industry | LaTour, Michael S., Henthorne, Tony L., Williams, Alvin J. |
| Job satisfaction and life satisfaction in a sales force. | Retail industry | Futrell, Charles M., Sager, Jeffrey K., Kantak, Donna Massey |
| Leaders in selling and sales management: John Cameron Aspley and the Dartnell Corporation. | Retail industry | Strong, James T. |
| Marketing ethics: sales professionals versus other marketing professionals. (includes appendices) | Retail industry | Vitell, Scott J., Singhapakdi, Anusorn |
| Organizational purchasing analysis for sales management. (includes appendices) | Retail industry | Tullous, Raydel, Munson, J. Michael |
| Professional and ethical standards among salespeople in a deregulated environment: a case study of the trucking industry. | Retail industry | Schneider, Kenneth C., Johnson, James C. |
| Psychological adaptiveness and sales performance. | Retail industry | Lagace, Rosemary R., Goolsby, Jerry R., Boorom, Michael L. |
| Relationship development in selling: a cognitive analysis. (includes appendix) | Retail industry | Szymanski, David M., Gentry, James W., Anglin, Kenneth A., Macintosh, Gerrard |
| Sales coordination: an exploratory study. | Retail industry | Cespedes, Frank V. |
| Scaling and measurement: multi-item scaled measures in sales related research. | Retail industry | Bruner, Gordon C., II, Hensel, Paul J. |
| Selling and sales management in action - from hot boxes to open systems: the changing world of computer salespeople. | Retail industry | Blustain, Harvey |
| Selling and sales management in action: prospecting: a new look at this old challenge. | Retail industry | Jolson, Marvin A., Wotruba, Thomas R. |
| Selling and sales management in action: reward preferences of salespeople. (includes appendix) | Retail industry | Chonko, Lawrence B., Tanner, John F., Jr., Weeks, William A. |
| Selling and sales management in action: the use of insight coaching to improve relationship selling. | Retail industry | Doyle, Stephen X., Roth, George Thomas |
| The impact of territory difficulty and self versus other ratings on managerial evaluations of sales personnel. | Retail industry | Mowen, John C., Fabes, Keith J., Marshall, Greg W. |
| The implementation of business strategies: implications for the sales function. | Retail industry | Viswanathan, Madhubalan, Olson, Eric M. |
| The moderating effect of sales force performance on relationships involving antecedents of turnover. | Retail industry | Russ, Frederick A., McNeilly, Kevin M. |
| The power of persuasion: lessons in personal selling from the White House. | Retail industry | Jarvis, Lance P., Mayo, Edward |
| The use of human judgement models in sales force selection decisions. (includes appendices) | Retail industry | Patton, W.E., King, Ronald H. |
| Will feminism change the ethics of the sales profession? | Retail industry | Dawson, Leslie M. |
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