Journal of Personal Selling & Sales Management 1998 - Abstracts

Journal of Personal Selling & Sales Management 1998
TitleSubjectAuthors
A conceptual scheme and procedure for classifying sales positions.Retail industryDarmon, Rene Y.
A model depicting salespeople's perceptions. (includes appendix)Retail industryYi, 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 industryShepherd, C. David, Dwyer, Sean, Richard, Orlando
Diversity in the sales force: problems and challenges.Retail industryNicholls, J.A.F., Comer, Lucette B., Vermillion, Leslie J.
Exploring the impact of critical sales events.Retail industryComer, 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 industryHurley, Robert F.
Older salespeople's role in retail encounters.Retail industryKang, Jikyeong, Hillery, Julie
Peer mentoring in the industrial sales force: an exploratory investigation of men and women in developmental relationships.Retail industryFine, 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 industryStamps, Miriam B., Marshall, gerg W., Moore, Jesse N.
Reward perceptions of Hong Kong and Mainland Chinese sales personnel.Retail industryLiu, Sandra S.
Sales contests: a research agenda.Retail industryMurphy, William H., Dacin, Peter A.
Salesperson mood at work: implications for helping customers.Retail industryGeorge, Jennifer M.
Salesperson race and gender and the access and legitimacy paradigm: does difference make a difference?Retail industryJones, 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 industryBellizzi, Joseph A., Hasty, Ronald W.
The effects of some situational variables on sales force governance system characteristics.Retail industryDarmon, Rene Y.
The moral philosophy of sales managers and its influence on ethical decision making. (includes appendices)Retail industryBrown, Gene, Bass, Ken, Barnett, Tim
The quality of salesperson-manager relationship: the effect of latitude, loyalty and competence.Retail industryDelVecchio, Susan K.
The role of strategic selling in the company turnaround process.(Selling and Sales Management in Action)Retail industryHarker, Debra, Harker, Michael
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