No. 1 March 2015 pp. 1-89
- Leadership style, salesperson’s work effort and job performance: the influence of power distance (pp. 3-22)
Jay P. Mulki, Barbara Caemmerer and Githa S. Heggde - Formal salesforce controls and revenue production: a meta-analysis (pp. 23-32)
Manoshi Samaraweera and Betsy D. Gelb - The influence of organizational and functional support on the development of salesperson job satisfaction (pp. 33-50)
Nadia Pomirleanu and Babu John Mariadoss - Contingent cross-selling and up-selling relationships with performance and job satisfaction: an MOA-theoretic examination (pp. 51-71)
Jeff S. Johnson and Scott B. Friend
No. 2, June 2015, Special Issue: Ethical Issues in Sales Decision Marking
- Influence of the ethical servant leader and ethical climate on customer value enhancing sales performance (pp. 93-107)
Charles H. Schwepker Jr. and Roberta J. Schultz - Servant leadership and ethics: a dyadic examination of supervisor behaviors and salesperson perceptions (pp. 108-124)
Fernando Jaramillo, Belén Bande and Jose Varela - The impact of salesperson customer orientation on the evaluation of a salesperson’s ethical treatment, trust in the salesperson, and intentions to purchase (pp. 125-142)
Connie Bateman and Sean Valentine - Rogues in the ranks of selling organizations: using corporate ethics to manage workplace bullying and job satisfaction (pp. 143-163)
Sean Valentine, Gary Fleischman and Lynn Godkin - Salesperson empathy, ethical behaviors, and sales performance: the moderating role of trust in one’s manager (pp. 164-174)
Raj Agnihotri and Michael T. Krush - Panacea or paradox? The moderating role of ethical climate (pp. 175-190)
Emily C. Tanner, John F. Tanner and Kirk Wakefield
No. 3, September 2015
- Salesperson directive modification intention: a conceptualization and empirical validation (pp. 203-220)
Gregory McAmis, Kenneth R. Evans and Todd J. Arnold - Does choice of sales control conceptualization matter? An empirical comparison of existing conceptualizations and directions for future research (pp. 221-246)
Nikolaos G. Panagopoulos, Catherine M. Johnson and David L. Mothersbaugh - Abusive supervision, distributive justice, and work-life balance: perspectives from salespeople and managers (pp. 247-261)
Colin B. Gabler and Ronald Paul Hill - Qualitative sales research: an exposition of grounded theory (pp. 262-273)
Jeff S. Johnson
No. 4, December 2015
- Trends in optimization models of sales force management (pp. 275-291)
Sönke Albers, Kalyan Raman and Nick Lee - Influencing the salesforce through perceived ethical leadership: the role of salesforce socialization and person–organization fit on salesperson ethics and performance (pp. 292-313)
Charles H. Schwepker Jr - Salesperson–brand relationship: main dimensions and impact within the context of private brand retailing (pp. 314-333)
Géraldine Michel, Michaela Merk and Sevgin Eroglu