| Journal of Personal Selling & Sales Management 1997 |
| Title | Subject | Authors |
|---|
| An empirical investigation of sales management training programs for sales managers. | Retail industry | Mehta, Rajiv, Anderson, Rolph, Strong, James |
| Broadening the scope of relationship selling.(Special Issue on National Account Management) | Retail industry | Jolson, Marvin A. |
| Change management initiatives: moving sales organizations from obsolescence to high performance. | Retail industry | Chonko, Lawrence B., Colletti, Jerome A. |
| Considering sources and type of social support: a psychometric evaluation of the House and Wells (1978) instrument. (includes appendix) | Retail industry | Ramsey, Rosemary P., Deeter-Schmelz, Dawn R. |
| Customer satisfaction-based incentive systems: some managerial and salesperson considerations. | Retail industry | Sharma, Arun |
| Customer-supplier partnering: a strategy whose time has come.(Special Issue on National Account Management) | Retail industry | Napolitano, Lisa |
| Examining the formation of selling centers: a conceptual framework. | Retail industry | Moon, Mark A., Gupta, Susan Forquer |
| Information asymmetry between salesperson and supervisor: postulates from agency and social exchange theories. (includes appendix) | Retail industry | Ramaswami, Sridhar N., Srinivasan, Srini S., Gorton, Stephen A. |
| Key account management in the business to business field: the key account's point of view.(Special Issue on National Account Management) | Retail industry | Pardo, Catherine |
| Managing compensation caps in key accounts.(Special Issue on National Account Management) | Retail industry | Tice, Thomas E. |
| Models of leadership for sales management. | Retail industry | Yammarino, Francis J. |
| National account management: large account selling or buyer-supplier alliance?(Special Issue on National Account Management) | Retail industry | Lambe, C. Jay, Spekman, Robert E. |
| Personal selling and transactional/transformational leadership. | Retail industry | Bass, Bernard M. |
| Role stress, work-family conflict and emotional exhaustion: inter-relationships and effects on some work-related consequences. (includes appendix) | Retail industry | Johnston, Mark W., Boles, James S., Hair, Joseph F., Jr. |
| Salesperson performance attribution processes and the formation of expectancy estimates. (includes appendices) | Retail industry | Teas, R. Kenneth, McElroy, James C., DeCarlo, Thomas E. |
| Selecting appropriate sales quota plan structures and quota-setting procedures. | Retail industry | Darmon, Rene Y. |
| Switching costs in key account relationships.(Special Issue on National Account Management) | Retail industry | Sengupta, Sanjit, Krapfel, Robert E., Pusateri, Michael A. |
| The evolution of national account management: a literature perspective.(Special Issue on National Account Management) | Retail industry | Weeks, William A., Weilbaker, Dan C. |
| The use of instrumental and expressive personality traits as indicators of a salesperson's behavior. (includes appendices) | Retail industry | Jolson, Marvin A., Comer, Lucette B. |
| Who prefers key account management programs? An investigation of business buying behavior and buying firm characteristics.(Special Issue on National Account Management) | Retail industry | Sharma, Arun |
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