No. 1, Winter 2013, Special Issue: The Role of Affect in Personal Selling and Sales Management
- THE ROLE OF AFFECT IN PERSONAL SELLING AND SALES MANAGEMENT (pp. 7-24)
Sunil Erevelles and Nobuyuki Fukawa
- EXPLORING THE RELATIONSHIP BETWEEN EMOTIONAL INTELLIGENCE AND SALESPERSON CREATIVITY (pp. 25-37)
Felicia G. Lassk and C. David Shepherd - THE IPS-EQ MODEL: INTERPERSONAL SKILLS AND EMOTIONAL INTELLIGENCE IN A SALES PROCESS (pp. 39-51)
Susanne Wiatr Borg and Wesley J. Johnston - THE INTERACTIVE EFFECTS OF SALES PRESENTATION, SUSPICION, AND POSITIVE MOOD ON SALESPERSON EVALUATIONS AND PURCHASE INTENTIONS (pp. 53-66)
Thomas E. DeCarlo and Michael J. Barone - THE WAY A SALESPERSON MANAGES SERVICE PROVIDERS INFLUENCES CUSTOMERS’ ANGER ABOUT PROBLEMS (pp. 67-77)
Steven Koppitsch, Valerie S. Folkes, Deborah MacInnis and Christine Porath - EXPLORING THE IMPACT OF SOCIAL UNDERMINING ON SALESPERSON DEVIANCE: AN INTEGRATED MODEL (pp. 79-90)
Jaewon (Jay) Yoo and Gary L. Frankwick - STEREOTYPING, AFFILIATION, AND SELF-STEREOTYPING OF UNDERREPRESENTED GROUPS IN THE SALES FORCE (pp. 105-116)
Linyun W. Yang, Jared M. Hansen, Tanya L. Chartrand and Gavan J. Fitzsimons - THE EFFECTS OF FACIAL ATTRACTIVENESS AND GENDER ON CUSTOMER EVALUATIONS DURING A WEB-VIDEO SALES ENCOUNTER (pp. 117-128)
Rod McColl and Yann Truong
No. 2, Spring 2013
- TESTING AN ENHANCED, PROCESS-BASED VIEW OF THE SALES PROCESS (pp. 141-163)
Christopher R. Plouffe, Yvette Holmes Nelson and Frederik Beuk - IMPROVING PROFESSIONAL SELLING EFFECTIVENESS THROUGH THE ALIGNMENT OF BUYER AND SELLER EXCHANGE APPROACHES (pp. 165-184)
Chad W. Autry, Michael R. Williams and William C. Moncrief - SALESPERSON LISTENING IN THE EXTENDED SALES RELATIONSHIP: AN EXPLORATION OF COGNITIVE, AFFECTIVE, AND TEMPORAL DIMENSIONS (pp. 185-196)
Susie Pryor, Avinash Malshe and Kyle Paradise - POLYCHRONICITY AND SCHEDULING’S ROLE IN REDUCING ROLE STRESS AND ENHANCING SALES PERFORMANCE (pp. 197-209)
Christophe Fournier, William A. Weeks, Christopher P. Blocker and Lawrence B. Chonko - SALES TECHNOLOGIES, SALES FORCE MANAGEMENT, AND ONLINE INFOMEDIARIES (pp. 211-224)
Jason Kuruzovich
No. 3, Summer 2013
- DISTINGUISHING BETWEEN THE ROLES OF CUSTOMER-ORIENTED SELLING AND ADAPTIVE SELLING IN MANAGING DYSFUNCTIONAL CONFLICT IN BUYER—SELLER RELATIONSHIPS (pp. 245-260)
Subhra Chakrabarty, Gene Brown and Robert E. Widing II - MAKING SENSE OF THE CUSTOMER’S ROLE IN THE PERSONAL SELLING PROCESS: A THEORY OF ORGANIZING AND SENSEMAKING PERSPECTIVE (pp. 261-275)
Rachelle J. Shannahan, Alan J. Bush, William C. Moncrief and Kirby L.J. Shannahan - COLLECTIVISTIC AND INDIVIDUALISTIC PERFORMANCE EXPECTANCY IN THE UTILIZATION OF SALES AUTOMATION TECHNOLOGY IN AN INTERNATIONAL FIELD SALES SETTING (pp. 277-288)
David S. Baker and Duleep Delpechitre - HOW DO UNETHICAL SALESPEOPLE SLEEP AT NIGHT? THE ROLE OF NEUTRALIZATIONS IN THE JUSTIFICATION OF UNETHICAL SALES INTENTIONS (pp. 289-306)
Laura Serviere-Munoz and Michael L. Mallin - IDEAL VERSUS ACTUAL NUMBER OF SALES CALLS: AN APPLICATION OF DISCONFIRMATION THEORY (pp. 307-318)
G. Alexander Hamwi, Brian N. Rutherford, Hiram C. Barksdale, Jr. and Julie T. Johnson - USING SHORTENED SCALES IN SALES RESEARCH: RISKS, BENEFITS, AND STRATEGIES (pp. 319-328)
George R. Franke, Adam Rapp and James “Mick” Andzulis
No. 4, Fall 2013
- THE ROLE OF SALES AND MARKETING IN MARKET-ORIENTED COMPANIES (pp. 353-371)
Oliver Goetz, Ann-Kristin Hoelter and Manfred Krafft - THE EFFECT OF PSYCHOLOGICAL CLIMATE FOR INNOVATION ON SALESPEOPLE’S CREATIVITY AND TURNOVER INTENTION (pp. 373-387)
Guangping Wang and Xiaoqin Ma - IMPROVING SALES PERFORMANCE THROUGH COMMITMENT TO SUPERIOR CUSTOMER VALUE: THE ROLE OF PSYCHOLOGICAL ETHICAL CLIMATE (pp. 389-402)
Charles H. Schwepker, Jr. - THE IMPACT OF NEGATIVE COMPENSATION CHANGES ON INDIVIDUAL SALES PERFORMANCE (pp. 403-417)
Susan L. Dustin and Ariel R. Belasen - INDSALES MODEL: A FACET-LEVEL JOB SATISFACTION MODEL AMONG SALESPEOPLE (pp. 419-438)
Scott B. Friend, Jeff S. Johnson, Brian N. Rutherford and G. Alexander Hamwi