| Journal of Personal Selling & Sales Management 1993 |
| Title | Subject | Authors |
|---|
| Adaptive selling and organizational characteristics: suggestions for future research. | Retail industry | Verbeke, Willem, Vink, Jaap |
| Affective organizational committment of salespeople: an expanded model. (includes appendix) | Retail industry | Agarwal, Sanjeev, Ramaswami, Sridhar N. |
| Attributes and behaviors of salespeople preferred by buyers: high socializing vs. low socializing industrial buyers. | Retail industry | Boya, Unal O., Brown, Gene, Widing, Robert E., II, Humphreys, Neil |
| Effective interpersonal listening and personal selling. | Retail industry | Castleberry, Stephen B., Shepherd, C. David |
| Hiring and promotion policies in sales force management: some antecedents and consequences. (includes appendix) | Retail industry | Weitz, Barton A., Ganesan, Shankar, John, George |
| Incorporating a quality improvement perspective into measures of salesperson performance. | Retail industry | Cravens, David W., LaForge, Raymond W., Young, Clifford E., Pickett, Gregory M. |
| Job performance and attitudes of disengagement stage salespeople who are about to retire. (includes appendix) | Retail industry | Cron, William L., Jackofsky, Ellen F., Slocum, John W., Jr. |
| Leaders in selling and sales management: an analysis of the impact of sales and marketing principles on the career of Stanley C. Gault. (CEO, Goodyear Tire & Rubber Co.) | Retail industry | Baker, Thomas L. |
| Organizational size and salesforce evaluation practices. | Retail industry | Shipley, David, Jobber, David, Hooley, Graham J. |
| Sales technology applications: self-paced video enhanced training: a case study. | Retail industry | Honeycutt, Earl D., Howe, Vince, McCarty, Tom |
| Scaling and measurement: a quasi-replicative assessment of a revised version of INDSALES. | Retail industry | Lagace, Rosemary R., Gassenheimer, Jule B., Goolsby, Jerry R. |
| Selling and sales management in action: sales force effectiveness research reveals new insights and reward-penalty patterns in sales force training. | Retail industry | El-Ansary, Adel I. |
| The appeal of personal selling as a career: a decade later. | Retail industry | Smith, Scott M., Swenson, Michael J., Swinyard, William R., Langrehr, Frederick W. |
| The relationship between optimism and coping styles of salespeople. | Retail industry | Strutton, David, Lumpkin, James R. |
| Vertical exchange and salesperson stress. (includes appendix) | Retail industry | Chonko, Lawrence B., Dunn, Mark G., Tanner, John F., Jr. |
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