| Journal of Personal Selling & Sales Management 1999 |
| Title | Subject | Authors |
|---|
| Accounting for the impact of territory characteristics on sales performance: relative efficiency as a measure of salesperson performance. | Retail industry | Donthu, Naveen, Pilling, Bruce K., Henson, Steve |
| A cross national example of supervisory management practices in the sales force. | Retail industry | DeCarlo, Thomas E., Rody, Raymond C., DeCarlo, James E. |
| Active empathetic listening and selling success: a conceptual framework. | Retail industry | Comer, Lucette B., Drollinger, Tanya |
| Alliance formation with direct selling companies: Avon and Mattel. | Retail industry | Chonko, Lawrence B. |
| Apples and apples or apples and oranges? A meta-analysis of objective and subjective measures of salesperson performance.(Statistical Data Included) | Retail industry | MacKenzie, Scott B., Bommer, William H., Johnson, Jonathan L., Rich, Gregory A., Podsakoff, Philip |
| Applying learned optimism to increase sales productivity. | Retail industry | Schulman, Peter |
| Decision-making processes and formation of salespeople's expectancies, instrumentalities, and valences. | Retail industry | Gray, Gordon T., Wert-Gray, Stacia |
| Empowered selling teams: how shared leadership can contribute to selling team outcomes. | Retail industry | Sims, Henry P., Jr., Pearce, Craig L., Perry, Monica L. |
| Extending the learned helplessness paradigm: a critique of Schulman's "Learned Optimism.".(response to article by Peter Schulman in this issue, p 31) | Retail industry | Sujan, Harish |
| Influence of personal characteristics on salespeople's coping style. | Retail industry | Srivastava, Rajesh, Sager, Jeff K. |
| Insights into sexual harassment of salespeople by customers: the role of gender and customer power.(includes appendix) | Retail industry | Josephs, Susan L., Fine, Leslie M., Shepherd, C. David |
| Leadership practices in sales managers associated with the self-efficacy, role clarity, and job satisfaction of individual industrial salespeople.(Statistical Data Included) | Retail industry | Shoemaker, Mary E. |
| Marginally performing salespeople: a definition.(Statistical Data Included) | Retail industry | Hyman, Michael R., Sager, Jeffrey K. |
| Measuring the impact of turnover on sales.(Statistical Data Included) | Retail industry | Richardson, Robert |
| Optimism and street-smarts: identifying and improving salesperson intelligence. | Retail industry | Sujan, Harish |
| Organizational values and role stress as determinants of customer-oriented selling performance.(includes appendix) | Retail industry | Flaherty, Theresa B., Skinner, Steven J., Dahlstrom, Robert |
| Perceived trust in business-to-business sales: a new measure. | Retail industry | Plank, Richard E., Reid, David A., Pullins, Ellen Bolman |
| Reframing salesforce compensation systems: an agency theory-based performance management perspective. | Retail industry | Bartol, Kathryn M. |
| Selling partner relationships: the role of interdependence and relative influence.(Statistical Data Included) | Retail industry | Barclay, Donald W., Smith, J. Brock |
| Service quality and the sales force: a tool for competitive advantage. | Retail industry | Shepherd, C. David |
| The acquisition and use of sales force automation by mid-sized manufacturers.(includes appendices) | Retail industry | Dart, Jack, Rivers, L. Mark |
| The relationship between ethical conflict, organizational commitment and turnover intentions in the salesforce. | Retail industry | Schwepker, Charles H., Jr. |
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