| Journal of Personal Selling & Sales Management 1998 |
| Title | Subject | Authors |
|---|
| A conceptual scheme and procedure for classifying sales positions. | Retail industry | Darmon, Rene Y. |
| A model depicting salespeople's perceptions. (includes appendix) | Retail industry | Yi, Junsub, Futrell, Charles M., Sager, Jeffrey K. |
| An exploratory study of gender and age matching in the salesperson-prospective customer dyad: testing similarity-performance predictions.(includes appendix) | Retail industry | Shepherd, C. David, Dwyer, Sean, Richard, Orlando |
| Diversity in the sales force: problems and challenges. | Retail industry | Nicholls, J.A.F., Comer, Lucette B., Vermillion, Leslie J. |
| Exploring the impact of critical sales events. | Retail industry | Comer, James M., Russ, Frederick A., McNeilly, Kevin M., Light, Theodore B. |
| Managing change: an ethnographic approach to developing research propositions and understanding change in sales organizations. (includes appendix) | Retail industry | Hurley, Robert F. |
| Older salespeople's role in retail encounters. | Retail industry | Kang, Jikyeong, Hillery, Julie |
| Peer mentoring in the industrial sales force: an exploratory investigation of men and women in developmental relationships. | Retail industry | Fine, Leslie M., Pullins, Ellen Bolman |
| Preinterview biases: the impact of race, physical attractiveness, and sales job type on preinterview impressions of sales job applicants.(includes appendix) | Retail industry | Stamps, Miriam B., Marshall, gerg W., Moore, Jesse N. |
| Reward perceptions of Hong Kong and Mainland Chinese sales personnel. | Retail industry | Liu, Sandra S. |
| Sales contests: a research agenda. | Retail industry | Murphy, William H., Dacin, Peter A. |
| Salesperson mood at work: implications for helping customers. | Retail industry | George, Jennifer M. |
| Salesperson race and gender and the access and legitimacy paradigm: does difference make a difference? | Retail industry | Jones, Eli, Moore, Jesse N., Stanalad, Andrea J.S., Wyatt, Rosalind A.J. |
| Territory assignment decisions and supervising unethical selling behavior: the effects of obesity and gender as moderated by job-related factors. | Retail industry | Bellizzi, Joseph A., Hasty, Ronald W. |
| The effects of some situational variables on sales force governance system characteristics. | Retail industry | Darmon, Rene Y. |
| The moral philosophy of sales managers and its influence on ethical decision making. (includes appendices) | Retail industry | Brown, Gene, Bass, Ken, Barnett, Tim |
| The quality of salesperson-manager relationship: the effect of latitude, loyalty and competence. | Retail industry | DelVecchio, Susan K. |
| The role of strategic selling in the company turnaround process.(Selling and Sales Management in Action) | Retail industry | Harker, Debra, Harker, Michael |
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