No. 1, March 2014
- Antecedents and consequences of salesperson identification with the brand and company (pp. 3-18)
Bashar S. Gammoh, Michael L. Mallin and Ellen Bolman Pullins - The impact of salesperson credibility-building statements on later stages of the sales encounter (pp. 19-32)
Aaron Arndt, Kenneth Evans, Timothy D. Landry, Sarah Mady and Chatdanai Pongpatipat - The double-edged effects of emotional intelligence on the adaptive selling–salesperson-owned loyalty relationship (pp. 33-50)
Chien-Chung Chen and Fernando Jaramillo - Examining impacts of technostress on the professional salesperson’s behavioural performance (pp. 51-69)
Monideepa Tarafdar, Ellen Bolman Pullins and T.S. Ragu-Nathan - Levels of analysis and sources of data in sales research: a multilevel-multisource review (pp. 70-86)
Jeff S. Johnson, Scott B. Friend and Bradley J. Horn
No. 2, June 2014
- Effect of salespeople’s acquisition–retention trade-off on performance (pp. 91-111)
Robert E. Carter, Conor M. Henderson, Inigo Arroniz and Robert W. Palmatier - Selling behaviours and sales performance: the moderating and mediating effects of interpersonal mentalizing (pp. 112-122)
Subhra Chakrabarty, Robert E. Widing II and Gene Brown - Salesperson knowledge distinctions and sales performance (pp. 123-140)
Thomas W. Leigh, Thomas E. DeCarlo, David Allbright and James Lollar - Which influence tactics lead to sales performance? It is a matter of style (pp. 141-159)
Christopher R. Plouffe, Willy Bolander and Joseph A. Cote
No. 3, September 2014
- The effect of environmental orientation on salesperson effort and participation: the moderating role of organizational identification (pp. 173-187)
Colin B. Gabler, Adam Rapp and R. Glenn Richey - Manager–salesperson congruence in customer orientation and job outcomes: The bright and dark sides of leadership in aligning values (pp. 188-205)
Ryan Mullins and Niladri Syam - An assessment of needed sales management skills (pp. 206-222)
Ryan Mullins and Niladri Syam - Sales-as-practice: an introduction and methodological outline (pp. 223-231)
Susi Geiger and Séamas Kelly
No. 4, December 2014
- Salespeople as knowledge brokers: a review and critique of the challenger sales model (pp. 245-259)
Adam Rapp, Daniel G. Bachrach, Nikolaos Panagopoulos and Jessica Ogilvie - Approach or avoid? The effect of regulatory focus on consumer behavioural responses to personal selling attempts (pp. 260-271)
Guang-Xin Xie and Lynn R. Kahle - Beyond commitment: entrenchment in the buyer–seller exchange (pp. 272-284)
Ronald Jelinek - The good, the bad and the effective: a meta-analytic examination of selling orientation and customer orientation on sales performance (pp. 285-301)
Emily A. Goad and Fernando Jaramillo - Nonlinear analyses in sales research: theoretical bases and analytical considerations for polynomial models (pp. 302-317)
Jeff S. Johnson - Personal Selling and Sales Management Abstracts (pp. 318-330)
Dawn R. Deeter-Schmelz