Journal of Personal Selling and Sales Management Journal

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A competitive path to cohesion: multilevel effects of competitiveness in the sales force. 43:222-240. 2023
Treating top salespeople like superstars: the role of an informal sales climate in boosting sales output. 43:207-221. 2023
The moderating role of self-efficacy in the relationship between control systems and sales performance. 42:158-180. 2022
Selling your network: how political skill builds social capital and enhances salesperson performance. 41:233-249. 2021
Sales management, education, and scholarship across cultures: early findings from a global study and an agenda for future research. 40:198-212. 2020
Whom to hire and how to coach them: a longitudinal analysis of newly hired salesperson performance. 40:78-94. 2020
Why study intraorganizational issues in selling and sales management?. 38:169-171. 2018
Gratitude in buyer-seller relationships: a dyadic investigation. 37:250-267. 2017
Salesperson brand attachment: a job demands-resources theory perspective. 36:3-18. 2016
Which influence tactics lead to sales performance? It is a matter of style. 34:141-159. 2014
KEY ACCOUNTS AND TEAM SELLING: A REVIEW, FRAMEWORK, AND RESEARCH AGENDA. 25:181-198. 2005
THE CHANGING ENVIRONMENT OF SELLING AND SALES MANAGEMENT. 25:105-111. 2005
THE NEED FOR SPEED: AGILITY SELLING. 25:371-382. 2005
Introduction to the Special Issue: Advancing the Field of Selling and Sales Management. 25:103-104. 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. 8:21-36. 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
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.
Time, change, and longitudinally emergent conditions: understanding and applying longitudinal growth modeling in sales research. 37:153-169.