Pub Date : 2024-08-13DOI: 10.1080/08853134.2024.2380444
Sascha Alavi, Johannes Habel, Arnd Vomberg
In today’s “war for talent,” effectively managing the salesperson lifecycle is more crucial than ever. This process, which encompasses hiring, onboarding, managing, developing, retaining, and termi...
{"title":"Salesperson lifecycle management: Challenges and research priorities","authors":"Sascha Alavi, Johannes Habel, Arnd Vomberg","doi":"10.1080/08853134.2024.2380444","DOIUrl":"https://doi.org/10.1080/08853134.2024.2380444","url":null,"abstract":"In today’s “war for talent,” effectively managing the salesperson lifecycle is more crucial than ever. This process, which encompasses hiring, onboarding, managing, developing, retaining, and termi...","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"60 1","pages":""},"PeriodicalIF":4.4,"publicationDate":"2024-08-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142203444","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-07-29DOI: 10.1080/08853134.2024.2377979
Jacqueline Schmidt, Sascha Alavi, Sebastian Springer, Jan Helge Guba
Self-managed teams are becoming more prevalent in sales. In such teams, leadership emergence plays a key role, as leaders are often not explicitly appointed but take on leadership implicitly. Previ...
{"title":"Individual perceptions of leadership emergence in the B2B sector and its impact on perceived team sales performance","authors":"Jacqueline Schmidt, Sascha Alavi, Sebastian Springer, Jan Helge Guba","doi":"10.1080/08853134.2024.2377979","DOIUrl":"https://doi.org/10.1080/08853134.2024.2377979","url":null,"abstract":"Self-managed teams are becoming more prevalent in sales. In such teams, leadership emergence plays a key role, as leaders are often not explicitly appointed but take on leadership implicitly. Previ...","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"40 1","pages":""},"PeriodicalIF":4.4,"publicationDate":"2024-07-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141932450","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-07-26DOI: 10.1080/08853134.2024.2373076
Valter Vieira, Raj Agnihotri, Riley Dugan
Previous studies have found positive, negative, and null effects of Competitive Intelligence (CI) on performance, and there is limited evidence about the moderators that might strengthen or weaken ...
{"title":"Research note: the impact of CI diversity and organizational tenure on the relationship between competitive intelligence and sales performance: a meta-analytic review","authors":"Valter Vieira, Raj Agnihotri, Riley Dugan","doi":"10.1080/08853134.2024.2373076","DOIUrl":"https://doi.org/10.1080/08853134.2024.2373076","url":null,"abstract":"Previous studies have found positive, negative, and null effects of Competitive Intelligence (CI) on performance, and there is limited evidence about the moderators that might strengthen or weaken ...","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"57 1","pages":""},"PeriodicalIF":4.4,"publicationDate":"2024-07-26","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141932461","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-05-02DOI: 10.1080/08853134.2024.2340034
Stephanie M. Mangus
Published in Journal of Personal Selling & Sales Management (Ahead of Print, 2024)
发表于《个人销售与销售管理杂志》（2024 年提前出版）
{"title":"Personal selling and sales management abstracts","authors":"Stephanie M. Mangus","doi":"10.1080/08853134.2024.2340034","DOIUrl":"https://doi.org/10.1080/08853134.2024.2340034","url":null,"abstract":"Published in Journal of Personal Selling & Sales Management (Ahead of Print, 2024)","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"46 1","pages":""},"PeriodicalIF":4.4,"publicationDate":"2024-05-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140938683","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-04-17DOI: 10.1080/08853134.2024.2322177
Muzi Liu, Babu John-Mariadoss, U. N. Umesh, Yuan Wen
Sales force turnover has been identified as one of the top issues in sales organizations by sales researchers and practitioners. The present research examines the role of two under-investigated fac...
{"title":"Understanding why and when sales role focus affects salesperson turnover: Do career aspirations and age play a role?","authors":"Muzi Liu, Babu John-Mariadoss, U. N. Umesh, Yuan Wen","doi":"10.1080/08853134.2024.2322177","DOIUrl":"https://doi.org/10.1080/08853134.2024.2322177","url":null,"abstract":"Sales force turnover has been identified as one of the top issues in sales organizations by sales researchers and practitioners. The present research examines the role of two under-investigated fac...","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"1 1","pages":""},"PeriodicalIF":4.4,"publicationDate":"2024-04-17","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140617259","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-04-17DOI: 10.1080/08853134.2024.2329905
Colleen E. McClure, Rhett T. Epler, Laurianne Schmitt, Deva Rangarajan
Artificial intelligence (AI) tools have seen widespread adoption in the sales function. However, the pace of adoption means that sales researchers are often several steps behind the business world....
{"title":"AI in sales: Laying the foundations for future research","authors":"Colleen E. McClure, Rhett T. Epler, Laurianne Schmitt, Deva Rangarajan","doi":"10.1080/08853134.2024.2329905","DOIUrl":"https://doi.org/10.1080/08853134.2024.2329905","url":null,"abstract":"Artificial intelligence (AI) tools have seen widespread adoption in the sales function. However, the pace of adoption means that sales researchers are often several steps behind the business world....","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"230 1","pages":""},"PeriodicalIF":4.4,"publicationDate":"2024-04-17","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140617261","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-03-12DOI: 10.1080/08853134.2024.2324883
Valerie Good, Ellen Bolman Pullins
In the competitive arena of academic publishing, facing rejection can be disheartening for scholars striving for recognition and impact. In this editorial, we delve into the process of article writ...
{"title":"The nine habits of highly effective researchers: strategies for strengthening scholarly submissions","authors":"Valerie Good, Ellen Bolman Pullins","doi":"10.1080/08853134.2024.2324883","DOIUrl":"https://doi.org/10.1080/08853134.2024.2324883","url":null,"abstract":"In the competitive arena of academic publishing, facing rejection can be disheartening for scholars striving for recognition and impact. In this editorial, we delve into the process of article writ...","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"26 1","pages":""},"PeriodicalIF":4.4,"publicationDate":"2024-03-12","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140107263","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-03-12DOI: 10.1080/08853134.2024.2316383
Michael C. Peasley, Bryan Hochstein
The challenges encapsulated in the ‘War for Sales Talent’ are symbolic of the struggles inherent in the recruitment, nurturing, and retention of sales professionals. While extant research provides ...
{"title":"The early-tenure salesperson: sales effort and sales growth during the ramp-up period","authors":"Michael C. Peasley, Bryan Hochstein","doi":"10.1080/08853134.2024.2316383","DOIUrl":"https://doi.org/10.1080/08853134.2024.2316383","url":null,"abstract":"The challenges encapsulated in the ‘War for Sales Talent’ are symbolic of the struggles inherent in the recruitment, nurturing, and retention of sales professionals. While extant research provides ...","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"2016 1","pages":""},"PeriodicalIF":4.4,"publicationDate":"2024-03-12","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140107098","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-02-26DOI: 10.1080/08853134.2024.2305496
Paolo Guenzi, Edwin J. Nijssen
Many B2B companies are trying to gain a competitive advantage by leveraging digitally-enabled, value-creating solutions. For this, they need to modify their sales force and re-consider what “talent...
{"title":"In search of digital solution sellers: the role of non-monetary motivation and empowering leadership behaviors","authors":"Paolo Guenzi, Edwin J. Nijssen","doi":"10.1080/08853134.2024.2305496","DOIUrl":"https://doi.org/10.1080/08853134.2024.2305496","url":null,"abstract":"Many B2B companies are trying to gain a competitive advantage by leveraging digitally-enabled, value-creating solutions. For this, they need to modify their sales force and re-consider what “talent...","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"11 1","pages":""},"PeriodicalIF":4.4,"publicationDate":"2024-02-26","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139980309","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-02-21DOI: 10.1080/08853134.2024.2304238
Adam Rapp, Johannes Habel
Published in Journal of Personal Selling & Sales Management (Vol. 44, No. 1, 2024)
发表于《个人销售与销售管理杂志》（第 44 卷第 1 期，2024 年）
{"title":"Creating tension in sales research","authors":"Adam Rapp, Johannes Habel","doi":"10.1080/08853134.2024.2304238","DOIUrl":"https://doi.org/10.1080/08853134.2024.2304238","url":null,"abstract":"Published in Journal of Personal Selling & Sales Management (Vol. 44, No. 1, 2024)","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"4 1","pages":""},"PeriodicalIF":4.4,"publicationDate":"2024-02-21","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140008547","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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