TOC: J Personal Selling Sales Man


Journal of Personal Selling and Sales Management, 33(3)

Distinguishing between the Roles of Customer-Oriented Selling and Adaptive Selling in Managing Dysfunctional Conflict in Buyer-Seller Relationships
Subhra Chakrabarty, Gene Brown, Robert E. Widing [Publisher] [Google Scholar]

Making Sense of the Customer’s Role in the Personal Selling Process: A Theory of Organizing and Sensemaking Perspective
Rachelle J. Shannahan, Alan J. Bush, William C. Moncrief, et al. [Publisher] [Google Scholar]

Collectivistic and Individualistic Performance Expectancy in the Utilization of Sales Automation Technology in an International Field Sales Setting
David S. Baker, Duleep Delpechitre [Publisher] [Google Scholar]

How Do Unethical Salespeople Sleep at Night? The Role of Neutralizations in the Justification of Unethical Sales Intentions
Laura Serviere-Munoz, Michael L. Mallin [Publisher] [Google Scholar]

Ideal Versus Actual Number of Sales Calls: An Application of Disconfirmation Theory
G. Alexander Hamwi, Brian N. Rutherford, Hiram C. Barksdale, et al. [Publisher] [Google Scholar]

Using Shortened Scales in Sales Research: Risks, Benefits, and Strategies
George R. Franke, Adam Rapp, James "Mick" Andzulis [Publisher] [Google Scholar]

The Hardware and Software Behind ELMAR Is Paid for with AMA Dues
Please Support ELMAR by joining the AMA or renewing your membership