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.

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  • 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;
  • Aaron Arndt, Kenneth Evans, Timothy D. Landry, Sarah Mady, Chatdanai Pongpatipat
    Journal of Personal Selling and Sales Management 02/2014; 34(1):19-32.
  • [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: 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: 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: 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: 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: Over the last two decades considerable research effort has focused on the relationship between role stress (role conflict and role ambiguity) and salesperson job performance and satisfaction. Many researchers in selling and sales management have used role stress scales developed by Rizzo, House and Lirtzman (RHL) in 1970. Researchers who wish to use the RHL scales must contend with criticisms about the scales ‘validity and reliability, and with a history of changes to the scales’ response format and item content. This paper reviews the criticisms of the scales, the use of the scales in the sales literature, and offers guidelines for researchers for the most effective use of the RHL scales.
    Journal of Personal Selling and Sales Management 10/2013; 14(2):57-65.
  • [Show abstract] [Hide abstract]
    ABSTRACT: Performance evaluation of salespeople is particularly important in this era of escalating costs and concern with productivity. This study of 213 sales executives indicated that sales managers tended to rely on qualitative bases for evaluation, used only a narrow set of quantitative bases, and evaluated salespeople over only a narrow range of selling activities. Suggestions for improving performance evaluation are provided. Findings of the study indicate that salesforce evaluation procedures utilized in practice differ from those provided in the sales management literature.
    Journal of Personal Selling and Sales Management 10/2013; 3(2):42-51.
  • [Show abstract] [Hide abstract]
    ABSTRACT: The findings of several research studies suggest that gender, culture, and ethnic group are associated reliably with differences in workplace behaviors. This paper looks beyond demographic differences to a broader concept of group-based differences and addresses how differences in the behavioral reactions of outgroup sales trainees affect sales managers' attempts to socialize them into the organization. It is important for sales managers to be able to understand how differences are related to workplace behavior as sales forces become increasingly diverse. A framework and research propositions are offered based on theories of socialization, acculturation, and person—organization fit. In addition, interviews were conducted with salespeople to assess the viability of the proposed framework. Several areas of future research emerge as a result of this exploratory discussion.
    Journal of Personal Selling and Sales Management 10/2013; 22(4):297-309.
  • Journal of Personal Selling and Sales Management 10/2013; 8(1):55-58.
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    ABSTRACT: This paper investigates how the time of measurement and the “type” of variable used to measure sales performance can impact the results of sales performance studies. Information is presented which indicates that performance measures taken at different times are not highly related. Further, the relationships between different performance measures are also not strong. Finally, the type of performance measure used and when the measure of performance was taken had an impact on the relationship of sales performance to a set of predictor variables. The results provide empirical support for previously published concerns that researchers exercise caution in their use of performance measures that are readily available from a host firm or easily created by the researcher.
    Journal of Personal Selling and Sales Management 10/2013; 20(1):23-36.
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    ABSTRACT: Adaptive selling is the notion that salespeople alter their selling message to fit the buyer in order to increase the likelihood of success. This paper presents the results of a study where trade show salespeople were presented with three types of buyers. The findings indicate that salespeople do alter the content of their presentation depending on the type of buyer they are faced with. Implications for practitioners concern the importance of formal training so that prospects are closed for the appropriate follow-up.
    Journal of Personal Selling and Sales Management 10/2013; 14(2):15-23.
  • [Show abstract] [Hide abstract]
    ABSTRACT: This article, first, synthesizes three theoretical approaches to salesforce control systems and, second, examines the effect of the control mechanisms on key consequence variables. More specifically, the manuscript develops a comprehensive model of salesforce control by integrating key constructs from three alternative theories: organization theory, agency theory, and transaction cost analysis. The constructs are (1) outcome observability from organization theory, (2) behavior observability from agency theory, (3) transaction-specific assets (TSA) from transaction cost analysis, and (4) task programmability or environmental task uncertainty, a key construct in all three theories. In addition, the study examines the effects of controls on certain consequence variables: salesperson-customer relationships and salespersons' motivation and organizational commitment.
    Journal of Personal Selling and Sales Management 10/2013; 16(2):1-12.
  • [Show abstract] [Hide abstract]
    ABSTRACT: The last twenty years has seen an extensive broadening of the terms “marketing” and “selling”. It is currently fashionable to consider marketing as exchange behavior, and selling to be personal “exchange facilitation” within any context. Justification for such all-encompassing definitions includes the fact that all cultures face certain prerequisites in order to survive: “marketing” and “selling” are means of satisfying them. Such paradigms increase the likelihood that we embrace ethnocentric perspectives and covertly equate various exchange situations which in reality are very different. When discussing selling and marketing, especially in the international arena, we must carefully guard against ethnocentrism and the distortion caused by such homogenizing tendencies.
    Journal of Personal Selling and Sales Management 10/2013; 6(3):9-18.
  • Journal of Personal Selling and Sales Management 10/2013; 20(1):65-74.
  • [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.