Journal of Personal Selling and Sales Management

Publisher: Pi Sigma Epsilon (Fraternity), ME Sharpe


The Journal of Personal Selling & Sales Management is positioned as the premier journal internationally that is devoted exclusively to the publication of peer-reviewed articles in the field of selling and sales management. For over twenty years JPSSM has offered its readers high-quality research and innovative conceptual work that spans an impressive array of topics -- sales force performance management, account management, organizational buyer-seller relationships, technology in selling and account management, leadership in sales organizations, interface of sales and marketing (and other functional areas), sales channels, alliances and partnerships, customer relationship management, database management in buyer-seller contexts, and more. The outstanding Selling and Sales Management Abstracts section provides summaries of sales-related articles from a wide array of publications.

  • Impact factor
  • 5-year impact
  • Cited half-life
  • Immediacy index
  • Eigenfactor
  • Article influence
  • Website
    Journal of Personal Selling and Sales Management website
  • Other titles
    Journal of personal selling & sales management, Journal of personal selling and sales management, JPSSM
  • ISSN
  • OCLC
  • Material type
    Periodical, Internet resource
  • Document type
    Journal / Magazine / Newspaper, Internet Resource

Publisher details

ME Sharpe

  • Pre-print
    • Archiving status unclear
  • Post-print
    • Author cannot archive a post-print version
  • Restrictions
    • 18 months embargo
  • Conditions
    • Authors pre-published version
    • Must be clearly marked as pre-published version
    • Author or Authors Institution Only
    • On author's personal website or institution's website only
    • Publisher copyright and source must be acknowledged
    • Must link to publisher version
    • Deposit may be made immediately on authors secure institutional intranet
  • Classification
    ​ white

Publications in this journal

  • [Show abstract] [Hide abstract]
    ABSTRACT: Cross-selling and up-selling are common sales strategies firms use to increase the revenue their salespeople garner from customers. However, these sales approaches are difficult to implement and a large percentage of these programs fail. Examinations of cross-selling and up-selling traditionally rely on transactional databases which do not assess the salesperson’s orientations and attitudes. To overcome this limitation, the authors capture the behavioral tendencies towards cross- and up-selling by salespeople and embed them within a motivation-opportunity-ability (MOA) theoretical framework. Variables which fit an MOA categorization moderate the efficacy of cross- and up-selling on performance and job satisfaction. Using a multi-industry sample of 224 business-to-business salespeople, findings indicate a unique subset of factors differentially interact with cross-selling and up-selling in predicting performance and job satisfaction. Free Full Text Download:
    Journal of Personal Selling and Sales Management 09/2014;
  • [Show abstract] [Hide abstract]
    ABSTRACT: Though implicit measures are identified as a valuable technique to measure latent constructs in many domains of inquiry, these measures are seldom used in sales research. This manuscript provides an overview of implicit measurement techniques and examines the potential for expanded application by sales researchers. The authors review the uses and advantages of implicit measures and bring to light specific contexts where implicit measures may provide added contributions to sales research. Specific applications of implicit measurement are identified and sales-related applications are advanced. Further, an exposition and review of the most commonly-used implicit measurement technique in marketing research, the Implicit Association Test, is provided. Based on this review, additional research opportunities for future investigation using implicit measurement in sales research are offered. Free Full Text Download:
    Journal of Personal Selling and Sales Management 08/2014;
  • [Show abstract] [Hide abstract]
    ABSTRACT: Sales researchers are increasingly adopting a multilevel-multisource (MLMS) approach to answer many key questions involving sales managers, salespeople, and customers. MLMS research involves the acquisition and analysis of data collected from two or more sources pertaining to multiple hierarchical levels and presents a number of opportunities and challenges for sales researchers to consider. The authors highlight the benefits and drawbacks of MLMS research and describe various approaches for implementing an MLMS collection and analysis. Additionally, a review of the MLMS studies conducted in the sales domain is provided which summarizes and delineates relationships tested in the extant literature. Based on this review, the authors advance a number of underdeveloped areas of research where MLMS approaches can be applied to further the understanding of the dynamic conditions that typify sales research.
    Journal of Personal Selling and Sales Management 01/2014; 34(1):70-86.
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    ABSTRACT: This study examines the impact of a reduction in compensation on individual sales performance over time. Sales performance data over a two-year time period were obtained for individuals who remained with their organization after experiencing a reduction in compensation. Using labor economic theory, this study examines how negative compensation changes affect performance and whether individuals’ pay levels affect their reactions to a negative change in pay. To examine these questions, the study uses an interrupted time series with a nonequivalent no-treatment control group method of design. In addition, an alternative panel specification is used for verification. Data on 292 sales individuals are analyzed. The results show that in response to a reduction in compensation, individuals at high pay levels change their effort less than individuals at lower pay levels. The practical implications of these findings provide important insights into contingencies that affect the outcomes of pay-for-performance sales programs.
    Journal of Personal Selling and Sales Management 11/2013; 33(4):403-417.
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    ABSTRACT: While a debate exists with regard to the measurement of job satisfaction as a global or multifaceted construct, research has yet to understand how the facets of job satisfaction behave in a developmental process. Using the INDSALES satisfaction scale, this research theoretically develops and empirically tests a multifaceted job satisfaction model using a sample of 226 business-to-business sales representatives. The results demonstrate the linkages among different elements of satisfaction and illustrate the interdependencies inherent to job satisfaction facets. Drawing from expectancy theory and the established relationships among satisfaction facets, sales organizations should focus their efforts on increasing salesperson satisfaction with policy and support and properly aligning salesperson expectations.
    Journal of Personal Selling and Sales Management 11/2013; 33(4):419-438.
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    ABSTRACT: Given the potential importance of ethics in shaping business relationships, this paper explores the impact of salespeople’s psychological ethical climate on their commitment to providing superior customer value, and its ensuing affect on salesperson performance. The results suggest that ethical climate negatively affects ethical ambiguity and salespeople’s commitment to providing superior customer value, while ethical ambiguity negatively affects commitment to providing superior customer value. Salespeople who are committed to providing superior customer value report greater sales performance. Based on these findings, both theoretical and managerial implications are provided.
    Journal of Personal Selling and Sales Management 11/2013; 33(4):389-402.
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    ABSTRACT: Psychological climate for innovation (PCI) has received little attention in sales research, although psychological climate as a general construct has been studied extensively in social psychology. This study examines two outcomes of PCI in the sales context: salespeople’s creativity and voluntary turnover intention (VTI). We conceptualize and test a partial mediating mechanism composed of learning orientation and job satisfaction. Data collected from a sample of business-to-business salespeople from multiple companies in the northeast United States provide general support for the model. Overall, PCI is found to enhance sales creativity and reduce VTI. It positively affects salespeople’s learning orientation and job satisfaction, and learning orientation further enhances job satisfaction and sales creativity. However, job satisfaction actually reduces creativity. While PCI positively influences creativity through learning orientation, it exerts a negative effect through job satisfaction. Finally, we find that PCI reduces VTI both directly and indirectly through its positive effects on learning orientation and job satisfaction. The results offer insights and challenges for sales managers on how to retain a learning and creative sales force in an innovative work environment.
    Journal of Personal Selling and Sales Management 11/2013; 33(4):373-387.
  • Journal of Personal Selling and Sales Management 10/2013; 14(1):91-99.
  • Journal of Personal Selling and Sales Management 10/2013; 12(1):69-75.
  • Journal of Personal Selling and Sales Management 10/2013; 20(1):65-74.
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    ABSTRACT: What personal characteristics and performance dimensions are important in determining who is promoted to first-line sales management positions? This question concerns those who aspire to sales management positions, as well as managers who are involved in the first-line sales management process. Despite the significance of the topic, virtually no published research has examined this issue. This paper reports the results of a nationwide survey of senior-level sales executives that focused on criteria that are important in the selection of first-line managers.
    Journal of Personal Selling and Sales Management 10/2013; 3(1):18-25.
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    ABSTRACT: Utilizing existing conceptual frameworks in business unit level strategies and sales management activities, a set of propositions relating the sales department's role in the strategy implementation process has been generated. The focus of this conceptualization is at the functional level with specific attention on management of the sales force relative to three distinctive business unit strategies (Prospector, Differentiated Defender, and Low Cost Defender).
    Journal of Personal Selling and Sales Management 10/2013; 12(1):45-57.
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    ABSTRACT: This study examines the relative influences of corporate ethics codes, Machiavellianism, and gender on various components of sales professionals' decision making in ethical situations. The results from a mail survey of American Marketing Association members suggest that the ethical climate of an organization influences a salesperson's perceptions of an ethical problem and his/her perceptions of alternative courses of action. The most ethically sensitive salespeople were found to be more agreeable with both punitive and non-punitive types of remedial actions and less agreeable with a no-action alternative. The results also revealed a negative relationship between Machiavellianism and deontological norms.
    Journal of Personal Selling and Sales Management 10/2013; 11(4):1-12.
  • [Show abstract] [Hide abstract]
    ABSTRACT: This article applies what the behavioral sciences know about trust to industrial sales situations. Trust between an industrial buyer and salesperson is defined cognitively and behaviorally. A model of this trust-building process is presented and appropriate behaviors for sales representatives who wish to build trust are discussed. The interactions between experience, general knowledge, and trust building are examined in light of possible situations a sales representative might encounter. The findings suggest that both firm and salesperson can act positively to build and maintain trust with their clients.
    Journal of Personal Selling and Sales Management 10/2013; 5(2):39-48.
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    ABSTRACT: A major concern of sales managers is getting the most out of the salesforce. While much literature has investigated how an array of variables influences the performance of salespeople, little has examined the impact of culture. Specifically, this article discusses the importance of developing a culture in which salespeople, by exerting the maximum amount of discretionary effort, can perform at peak levels. Managerial and research implications of the discussion are presented.
    Journal of Personal Selling and Sales Management 10/2013; 20(1):37-42.
  • Journal of Personal Selling and Sales Management 10/2013; 21(1):15-17.
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    ABSTRACT: Previous research has yielded inconclusive evidence regarding whether territory difficulty information influences evaluations of salesperson performance. Two studies were conducted to assess whether a territory difficulty bias exists. In addition, the research tested for a divergence in performance ratings depending upon whether the evaluation was completed by a salesperson or a sales manager. The results show that, given the right conditions, territory difficulty bias can be overcome, and that previous failures to find territory difficulty effects in similar studies were likely caused by Type II errors. Also, the results indicate that self-ratings do tend to exhibit an upward bias over ratings by others.
    Journal of Personal Selling and Sales Management 10/2013; 12(4):35-47.
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    ABSTRACT: Industry observers note that of late industrial marketers are making a greater use of “selling teams” or “selling centers” to better deal with multiple influences on the buying side. This paper reports the findings from a field study which examined selling center participation in the negotiations involved in a common type of industrial purchase, the rebuy of a component part. The results suggest that the makeup of the selling firm's negotiation team is affected by the importance of the purchase and its riskiness regarding the potential for problems. The managerial implications of the study are discussed, and suggestions are offered for future research on multifunctional involvement in negotiations.
    Journal of Personal Selling and Sales Management 10/2013; 8(3):1-10.
  • [Show abstract] [Hide abstract]
    ABSTRACT: Many authors have argued that when a firm selects a particular marketing strategy, at the business-unit level, the organization should make functional level decisions which are aligned with the marketing strategy. This study examines the alignment between business-unit level marketing strategies and functional level sales objectives and activities for a specific products.
    Journal of Personal Selling and Sales Management 10/2013; 16(1):1-20.