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 or institution's web site 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: 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.
    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.
  • [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 Download:
    Journal of Personal Selling and Sales Management 01/2014;
  • [Show abstract] [Hide abstract]
    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.
  • [Show abstract] [Hide abstract]
    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.
  • [Show abstract] [Hide abstract]
    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.
  • [Show abstract] [Hide abstract]
    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.
  • [Show abstract] [Hide abstract]
    ABSTRACT: This study develops a model that consolidates knowledge involving salespeople's perceptions of their sales manager's behavior with knowledge relating to other perceptions and intentions. Relationships tested in the model indicate that the sales manager's behavior drives salespeople's attitude, lessens their perceptions of job stress, strengthens their attachment to the organization, and inhibits their desire to withdraw. Several suggestions are drawn from the results to enhance salespeople's attachment to the selling organization and retention. The findings indicate that senior sales management needs to strongly consider increasing efforts devoted to selecting, training, and supporting first-line sales managers.
    Journal of Personal Selling and Sales Management 10/2013; 18(3):1-22.
  • Journal of Personal Selling and Sales Management 10/2013; 1(1).
  • [Show abstract] [Hide abstract]
    ABSTRACT: An increasingly litigious society coupled with complex and dynamic legislation makes avoiding charges of discrimination in selection practices a considerable challenge for the sales manager. The authors identify four problematic areas that, if avoided, greatly reduce the sales manager's exposure to claims of discrimination in selection. Further, recommendations are made for a proactive approach to nondiscrimination.
    Journal of Personal Selling and Sales Management 10/2013; 11(4):67-75.
  • Journal of Personal Selling and Sales Management 10/2013; 5(1):77-83.
  • [Show abstract] [Hide abstract]
    ABSTRACT: Sales coaching has long been cited by sales professionals as a critically important means used by sales managers to enhance the performance of their salespeople. A review of a number of popular press articles and books indicates that practitioners typically discuss sales coaching as a multidimensional activity consisting of three core constructs: supervisory feedback, role modeling, and salesperson trust in manager. This article defines and examines the three sales coaching constructs in detail, reviewing the most recent academic theory and research in order to more precisely understand how and why sales coaching is effective.
    Journal of Personal Selling and Sales Management 10/2013; 18(1):53-63.
  • [Show abstract] [Hide abstract]
    ABSTRACT: This study examines the impact of several perceived organizational climate variables on the job satisfaction of manufacturers' agents and internal salespeople. The study analyzes the relationship between each climate variable and each component of job satisfaction for both groups. Climate variables include closeness of supervision, influence over standards, role ambiguity, and role conflict. The study suggests that the organizational climate variables are more important for explaining the variation in total job satisfaction for internal salespeople than is the case for manufacturers' agents. Finally, the study considers the managerial implications of the findings relating to manufacturers' agents and suggests actions for improving their morale.
    Journal of Personal Selling and Sales Management 10/2013; 4(1):1-10.
  • [Show abstract] [Hide abstract]
    ABSTRACT: Because there is little guidance for detecting interactions among unobserved variables in theory tests, the paper provides suggestions to selling and sales management researchers for improved detection of these variables. After a review of situations where including interactions might be appropriate, the paper describes detection techniques for these variables. Since nonlinear structural equation analysis and errors-in-variables techniques are less accessible than regression and generally unknown to researchers in Marketing, the paper discusses the interaction detection capabilities of several regression-based techniques. It also reviews the effects the data used to test a model containing interactions can have on their detection. These effects are illustrated in detecting an interaction between salesperson role clarity and closeness of supervision in their association with satisfaction. The paper concludes with suggestions for improving the detection of interactions among unobserved variables.
    Journal of Personal Selling and Sales Management 10/2013; 16(1):53-64.
  • [Show abstract] [Hide abstract]
    ABSTRACT: The purposes of this study are to (1) investigate the extent to which salespeople and sales managers are utilized within a firm's marketing information system, (2) examine the nature of information provided by the sales organization to the M.I.S., and (3) explore characteristics associated with effective implementation of an M.I.S. Two hundred and thirty-five sales managers and sales executives were interviewed. The results indicate that information solicited from the sales force and sales management tends to be limited and primarily pricing-related. Most respondents indicated limited or no formal recognition/reinforcement of sales force and sales management participation in the M.I.S.
    Journal of Personal Selling and Sales Management 10/2013; 5(2):49-58.
  • [Show abstract] [Hide abstract]
    ABSTRACT: This study tests differences between part- and full-time employees in a causal model of job performance and satisfaction. It is hypothesized that employment status will moderate the effect of participatory style, organizational commitment, and job involvement on these outcome variables. This expectation is based on differences in the frames of reference of part-versus full-time employees, which will lead to differences in expectations and social comparisons. The results indicate that part-timers react differently to participatory style and job involvement, but not to organizational commitment.
    Journal of Personal Selling and Sales Management 10/2013; 13(3):1-15.
  • Journal of Personal Selling and Sales Management 10/2013; 22(3):199-209.
  • Journal of Personal Selling and Sales Management 10/2013; 17(4).
  • [Show abstract] [Hide abstract]
    ABSTRACT: Previous research has shown female college students are less favorably predisposed toward selling than males. However, recent trends in the educational and work environments lead one to expect females to be more favorable. This article investigates this expectation and presents findings that indicate females are indeed more positive toward selling than males. Suggestions are made for future research and recommendations are offered for marketing practitioners.
    Journal of Personal Selling and Sales Management 10/2013; 8(1):11-20.