Journal of Personal Selling & Sales Management最新文献

{"title":"Closing is more than a list of tactics: how to build rapport while facilitating a commercial exchange","authors":"Aaron D. Arndt, Rhett Epler, Kenneth Evans, Sama Ashouri","doi":"10.1080/08853134.2023.2300454","DOIUrl":"https://doi.org/10.1080/08853134.2023.2300454","url":null,"abstract":"Closing is an essential part of selling. However, academic research related to closing has been quite limited and detailed observational research has not yet been conducted. This research analyzes ...","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"72 1","pages":""},"PeriodicalIF":4.4,"publicationDate":"2024-02-16","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139910785","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}

{"title":"Increasing graduates’ interest in B2B sales: how to dispel lay beliefs, fight stigma, and create a profession of choice","authors":"Aline Isabelle Lanzrath, Christian Homburg, Robin-Christopher M. Ruhnau","doi":"10.1080/08853134.2023.2289701","DOIUrl":"https://doi.org/10.1080/08853134.2023.2289701","url":null,"abstract":"Given the pressing talent shortage and the need for well-educated recruits in business-to-business (B2B) sales, understanding how to increase university graduates’ low interest in this profession i...","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"19 1","pages":""},"PeriodicalIF":4.4,"publicationDate":"2024-01-09","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139408211","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}

{"title":"Is authenticity needed in service-sales ambidexterity? Examination of employees and customers’ responses","authors":"Michel Tremblay","doi":"10.1080/08853134.2023.2284638","DOIUrl":"https://doi.org/10.1080/08853134.2023.2284638","url":null,"abstract":"Drawing on the conservation of resources theory, this study investigates the impact of service-sales ambidexterity on employee behavior and customer outcomes in retail. Using a sample of 518 employ...","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"35 1","pages":""},"PeriodicalIF":4.4,"publicationDate":"2023-12-12","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138817221","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}

{"title":"Buyer-seller uncertainty: a systematic review and future research directions","authors":"Ryan Mullins, Kevin S. Chase, Scott B. Friend","doi":"10.1080/08853134.2023.2282806","DOIUrl":"https://doi.org/10.1080/08853134.2023.2282806","url":null,"abstract":"Research on buyer-seller exchange consistently acknowledges the role of uncertainty as an influential factor in decision-making for both exchange parties. However, a fragmented understanding of unc...","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"26 1","pages":""},"PeriodicalIF":4.4,"publicationDate":"2023-12-12","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139022560","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}

{"title":"International sales interactions in a post-disruptive environment","authors":"Brian N. Rutherford, Ryan L. Matthews, Lucy M. Matthews, Diane R. Edmonson","doi":"10.1080/08853134.2023.2266142","DOIUrl":"https://doi.org/10.1080/08853134.2023.2266142","url":null,"abstract":"This study examines the impact of a major global disruption on the international sales force. A total of twenty-three qualitative interviews, with eighteen international sales executives, were coll...","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"87 1","pages":""},"PeriodicalIF":4.4,"publicationDate":"2023-11-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138515733","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}

{"title":"Understanding sales representatives’ unreliable lead management efforts: contingent impacts of sales managers’ goal and process control behaviors","authors":"Jan Altenscheidt, Sophie-Charlotte Ernst, Christian Schmitz","doi":"10.1080/08853134.2023.2266144","DOIUrl":"https://doi.org/10.1080/08853134.2023.2266144","url":null,"abstract":"Sales representatives (reps) frequently exhibit a lack of lead management effort and sales managers need to determine why so that they can address the problem. Scant insights exist into which leade...","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"77 1","pages":""},"PeriodicalIF":4.4,"publicationDate":"2023-11-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138515732","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}

{"title":"There’s no I in team: aligning self- and group-efficacy to optimize the effects of support on sales outcomes","authors":"Valter Silva Faia, Valter Afonso Vieira, Colin Gabler","doi":"10.1080/08853134.2023.2267184","DOIUrl":"https://doi.org/10.1080/08853134.2023.2267184","url":null,"abstract":"Research has shown that self-efficacy influences individual performance. However, individuals often work in teams, and perceptions of the group’s ability also impact performance. Drawing on social ...","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"93 3","pages":""},"PeriodicalIF":4.4,"publicationDate":"2023-11-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138515719","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}

{"title":"Bridging academia and industry: Reflections on the double legacy of Andy Zoltners (1945–2023)","authors":"Mathew S. Isaac","doi":"10.1080/08853134.2023.2237195","DOIUrl":"https://doi.org/10.1080/08853134.2023.2237195","url":null,"abstract":"When basketball aficionados discuss the late Kobe Bryant, they often point out that the superstar’s illustrious 20-year career can be neatly divided into two halves: the ten seasons in which he wore the number 8 on his jersey and the ten seasons in which he wore the number 24. Experts have remarked that each half of Kobe’s career would independently warrant induction into the National Basketball Association (NBA) Hall of Fame.1 Although he made his mark in a very different arena than Kobe, Andris “Andy” Zoltners—who passed away in April at the age of 77—also cultivated two legendary careers within a single lifetime. In Andy’s case, these two careers were not sequential but occurred largely in parallel and fortified one another during his five extraordinary decades as a Sales Management professor and consultant.","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"43 1","pages":"241 - 244"},"PeriodicalIF":4.4,"publicationDate":"2023-07-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"45573388","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}

{"title":"Where we have been, where we are, and where we are heading: a perspective on sales research","authors":"Adam Rapp, Maria Rouziou","doi":"10.1080/08853134.2023.2202325","DOIUrl":"https://doi.org/10.1080/08853134.2023.2202325","url":null,"abstract":"As the new Editor of the Journal of Personal Selling and Sales Management, I have a vision of what I would like to achieve during my tenure and how the journal can support sales scholars and practitioners around the world. One of these notions is that I would like to provide a short editorial at the beginning of each issue that offers publishing advice, avenues for future research, or some perspective on the field that could add value to our readers, as well as engage individuals that may not be as familiar with what we are accomplishing within the sales discipline. To realize this goal, I plan to invite someone in the field to coauthor each editorial that has expertise in a specific area that is outside of my realm. For the second half of this editorial, Dr. Maria Rouziou joins me with expertise and insight on “Women in Sales.” The purpose of this article is to briefly discuss where we have been as a field and research discipline and where we are heading. As we are all getting back face-to-face, I have started networking and talking to more scholars in our field once again. Through these interactions, I have had a very profound realization–somehow, I became one of the ‘more seasoned’ researchers in our field (to put it nicely)! It seems like yesterday that I was attending AMA and the New Horizons Conference as a young doctoral student and meeting other young scholars such as Nick Lee, Stephanie Boyer, Nick Panagopoulos, Stacey Schetzsle, Chris Plouffe, Gabe Gonzalez, and many others. Surprisingly, many of these first interactions were 20 years ago and now, these are the individuals who have helped shape the field and are thought leaders in the direction we are moving. Although many young scholars see a bright and vibrant sales research field today, that was not always the case (as those mentioned above can attest). Many of us entered the field as ‘strategy’ or ‘relationship marketing’ researchers for fear of being considered ‘a sales gal/guy’ (a term I heard more than once and not in a positive light) and pigeon-holed as someone with limited research potential. While this may seem odd today for current early career scholars, believe me when I say that sales has not always been viewed in the same manner. As evidenced in Williams and Plouffe’s (2007, p. 417) 20-year content analysis, a great deal of sales research was being published but “of the articles appearing in the study time period, JM, JMR, and MS published a mere 10% of the total.” It was not uncommon to hear faculty both within and outside of the marketing discipline critique the field for being atheoretical or more vocational in nature. This state of affairs extended beyond research into academic curriculum as well. Sales courses, programs, and centers have flourished within universities and colleges throughout the United Stated and become apparent at a global level over the past few years. In the late 1990s and early 2000s, there were just a handful of these selling-focused programs. T","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"43 1","pages":"85 - 88"},"PeriodicalIF":4.4,"publicationDate":"2023-04-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42595180","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}

{"title":"Personal-selling and sales-management abstracts","authors":"Stephanie M. Mangus","doi":"10.1080/08853134.2023.2197234","DOIUrl":"https://doi.org/10.1080/08853134.2023.2197234","url":null,"abstract":"s editorial staff","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"43 1","pages":"146 - 158"},"PeriodicalIF":4.4,"publicationDate":"2023-04-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"46972138","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}