Journal of Personal Selling and Sales Management Journal

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Gratitude in buyer-seller relationships: a dyadic investigation. 37:1-18. 2017
Time, change, and longitudinally emergent conditions: understanding and applying longitudinal growth modeling in sales research. 37:1-17. 2017
Key Account Management: Adding Elements of Account Fit to an Integrative Theoretical Framework. 29:305-320. 2009
The Motivation Hub: Effects of Goal Setting and Self-Efficacy on Effort and New Product Sales. 29:277-292. 2009
Product Innovativeness, Customer Newness, and New Product Performance: A Time-Lagged Examination of the Impact of Salesperson Selling Intentions on New Product Performance. 28:351-364. 2008
Introduction to the Special Issue: Advancing the Field of Selling and Sales Management. 25:103-104. 2005
Key accounts and team selling: A review, framework, and research agenda?. 25:181-198. 2005
The changing environment of selling and sales management?. 25:105. 2005
The need for speed: Agility selling?. 25:371-382. 2005
Organizational Readiness for Change, Individual Fear of Change, and Sales Manager Performance: An Empirical Investigation. 24:7-17. 2004
Factors leading to sales force automation use: A longitudinal analysis. 22:145-156. 2002
The role of environmental turbulence, readiness for change, and salesperson learning in the success of sales force change. 22:227-245. 2002
Managing salesperson motivation in a territory realignment. 20:215-226. 2000
Salesperson race and gender and the access and legitimacy paradigm: Does difference make a difference?. 18:71-88. 1998
Leader behavior, work-attitudes, and turnover of salespeople: An integrative study. 16:13-23. 1996
Understanding salesperson turnover: A partial evaluation of mobley’s turnover process model. 8:21-35. 1988
The relationship between organizational commitment, job satisfaction, and turnover among new salespeople. 7:29-38. 1987
An evaluation of sales training in the U.S. banking industry. 4:40-47. 1984