| Journal of Personal Selling & Sales Management 1996 |
| Title | Subject | Authors |
|---|
| Conscious and unconscious processing of priming cues in selling encounters. (response to Tommy E. Whittler, Journal of Personal Selling and Sales Management, vol. 4, p. 41, Fall 1994) | Retail industry | Stafford, Thomas F. |
| Customers' decision-making styles and their preference for sales strategies: conceptual examination and an empirical study. | Retail industry | Sharma, Arun, Pillai, Rajnandini |
| Ethics in salesperson decision making: a synthesis of research approaches and an extension of the scenario method. (includes appendix) | Retail industry | Chonko, Lawrence B., Tanner, John F., Jr., Weeks, William A. |
| Ethnology as a method for broadening sales force research: promise and potential. | Retail industry | Swan, John E., McInnis-Bowers, Cecilia, Trawick, I. Fredrick, Jr. |
| Examining the role of organizational variables in the salesperson job satisfaction model. | Retail industry | Johnston, Mark, Moncrief, William C., Babakus, Emin, Cravens, David W. |
| Exploring group support systems in sales management applications.(Sales Technology Applications) | Retail industry | Dishman, Paul, Aytes, Kregg |
| Exploring the relative effects of salesperson interpersonal process attributes and technical product attributes on customer satisfaction. | Retail industry | Humphreys, Michael A., Williams,, Michael R. |
| Improving the detection of interactions in selling and sales management research. (includes appendix) | Retail industry | Ping, Robert A., Jr. |
| Leader behavior, work-attitudes, and turnover of salespeople: an integrative study. | Retail industry | Johnston, Mark W., Futrell, Charles M., Kantak, Donna Massey, Jones, Eli |
| Leadership, decision making and performance of sales managers: a multi-level approach. (includes appendix) | Retail industry | Comer, James M., Russ, Frederick A., McNeilly, Kevin M. |
| Marketing and sales: strategic alignment and functional implementation. (includes appendices) | Retail industry | Spiro, Rosann L., Strahle, William M., Acito, Frank |
| Sales certification programs(Selling and Sales Management in Action) | Retail industry | Honeycutt, Earl D., Jr., Attia, Ashraf M., D'Auria, Angela R. |
| Sales force control: a synthesis of three theories. | Retail industry | Stathakopoulos, Vlasis |
| Salesforce socialization tactics: building organizational value congruence. (includes appendix) | Retail industry | Bush, Alan J., Grant, E. Stephen |
| Smooth operators: reflections on sales representatives' influence expressions. (response to article by Thomas F. Stafford in this issue, p. 37) | Retail industry | Whittler, Tommy E. |
| Some assumptions about the effectiveness of sales training. (includes appendix)(Sales Training and Education) | Retail industry | Dubinsky, Alan J. |
| The effect of priming cues in sales interactions: additional perspectives. (response to Tommy E. Whittler, Journal of Personal Selling and Sales Management, vol. 14, p. 41, Fall 1994) | Retail industry | Sharma, Arun |
| The relationship of pre-entry variables to early employment organizational commitment. | Retail industry | Landau, Jacqueline, Werbel, James, DeCarlo, Thomas E. |
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