Journal of Personal Selling and Sales Management

Publisher: Pi Sigma Epsilon (Fraternity), ME Sharpe

Journal description

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.

Current impact factor: 0.00

Impact Factor Rankings

Additional details

5-year impact 0.00
Cited half-life 0.00
Immediacy index 0.00
Eigenfactor 0.00
Article influence 0.00
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 0885-3134
OCLC 7410012
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

Publications in this journal

  • [Show abstract] [Hide abstract]
    ABSTRACT: The exponential expansion of the Internet has fundamentally altered the nature of personal selling and sales management. The Internet has also created significant change for sales researchers and proffered a bevy of new means of conducting research. Online panel data collection is one such means that has recently proliferated. Online panel data collection imbues a host of advantages sales researchers may reap. However, there are a proportionate number of disadvantages and concerns with collecting and using this type of data. This article delineates said benefits and drawbacks and also provides a review of recent sales-related examples employing this method of data collection. Furthermore, key considerations in utilizing online panel data are advanced. Importantly, several ways to maximize the benefits and minimize the drawbacks inherent to online panel data are provided. This article aims to provide a resource for sales scholars in optimizing their usage of online panel data.
    No preview · Article · Nov 2015 · Journal of Personal Selling and Sales Management

  • No preview · Article · Nov 2015 · Journal of Personal Selling and Sales Management
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    ABSTRACT: In the last half-century, significant advances have been made in directing sales force behavior with the use of optimization and decision models. The present paper both presents the current state-of-the art in sales force decision modeling, and also discusses key issues and trends in contemporary modeling of relevance to sales force researchers. The paper begins by exploring critical concepts regarding the estimation of the sales response function, and then discusses critical problems of endogeneity, heterogeneity, and temporal variation that are faced by modelers in this task. Modern approaches to dealing with these issues are presented. We then discuss areas of importance concerning finding model solutions, including closed form versus simulation, and optimization versus heuristic solutions. The paper next moves to areas of practical importance where models can help, including call planning, sales force size, territory allocation, and compensation design. Finally, we discuss trends that will likely impact on sales force modeling in coming years, including the use of big data and data mining, the possible breakdown of rationality, the rise of the Internet and social media, and the potential of agent-based modeling.
    No preview · Article · Sep 2015 · Journal of Personal Selling and Sales Management

  • No preview · Article · Aug 2015 · Journal of Personal Selling and Sales Management
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    ABSTRACT: Salespersons represent an important and challenging set of employees for organizational management. Given frequently high autonomy levels and varied job roles, boundary spanning agents have ample opportunity and motivation to modify/ignore organizational directives. Based on a multi-theoretical perspective, this research sets forth a three-dimensional conceptualization of directive modification intentions and develops and empirically tests a scale designed to better explain this phenomenon while empirically validating its occurrence. Results indicate that boundary spanners have three distinct and relatively stable motivations for modifying/ignoring organizational directives, including customer-, organization-, and self-focused motivations, and that each motivation may potentially relate differently to important antecedent and outcome variables. Managerial and theoretical implications are discussed.
    No preview · Article · May 2015 · Journal of Personal Selling and Sales Management
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    ABSTRACT: Sales controls represent an important area of sales research. Unfortunately, knowledge to date tends to be fragmented in that prior work has followed one of the two notable conceptualizations which, however, take a different route to studying sales controls: the Oliver and Anderson (O&A) index and the Jaworski and Colleagues (J&C) measures. Consequently, important questions remain unaddressed: Does choice of sales control conceptualization matter to sales research? What is the degree of similarity between the two conceptualizations and how do they compare against measurement qualities and effects on performance? Drawing on a unique dataset that matches survey data to objective, time-lagged, firm financial performance data, we reveal that choice of sales control conceptualization matters. Surprisingly, unlike current assumptions, the O&A index, is equally related to J&C's output and process controls whereas it reflects both formal and informal types of control. Analyses show that at least some components of the O&A index are not identical to J&C's process or output controls and thus measures from each conceptualization cannot be substituted. Moreover, the size and nature of sales controls’ effects on sales force performance differ depending on the conceptualization employed, thus strengthening the view that the two conceptualizations should not be used interchangeably. Finally, results reveal an intriguing pattern of nonlinear effects such as that - beyond a certain point - process (but not behavioral) control may be detrimental to customer relationship performance. We conclude by contributing ideas on how to move forward with the development of a new, modern measure of sales control.
    No preview · Article · Mar 2015 · Journal of Personal Selling and Sales Management
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    ABSTRACT: Mixed method research designs can be extremely useful in extending knowledge in the sales domain. A bevy of mixed method designs are at the disposal of sales researchers seeking to reap the benefits of this combination of research approaches. However, application of mixed methods in sales research has been rather limited, focusing primarily on exploratory sequential designs. The purpose of this article is to provide an exposition of mixed method research in the sales domain and offer avenues of extension that employ underutilized mixed methodological approaches. Accordingly, a definition of mixed methods along with its benefits and drawbacks is espoused followed by guidance in conducting mixed method research. A review of sales-related mixed method studies is then provided and articles containing both quantitative and qualitative methods are analyzed to glean insight on the state of mixed methods research in sales. Future avenues for mixed method research are then provided focusing on best practices and techniques that have yet to be embraced by sales researchers. This article aims to be a resource for sales scholars in expanding the mixed method research paradigm.
    No preview · Article · Feb 2015 · Journal of Personal Selling and Sales Management
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    ABSTRACT: Previous research suggests that salespersons’ customer orientation can impact the effectiveness and outcomes of their selling interactions with customers. The purpose of this exploratory research was to create a foundation (based on prior results) for more comprehensive future work investigating customer judgments of a salesperson based on observed behaviors. Specifically, this study assessed whether a salesperson’s relational customer orientation (compared to a functional orientation) could trigger improved evaluations of a salesperson’s ethical treatment of a customer, increased trust in the salesperson, and stronger intentions to purchase. The relationships among perceptions of ethical treatment, trust, and purchase intentions were also explored. Using data collected from a large sample of working professionals, the results indicated that a relational selling approach resulted in increases in the three indicators of sales effectiveness. Additionally, perceived ethical treatment was positively related to trust in a salesperson and purchase intentions, and trust was positively related to purchase intentions. Implications for sales professionals in general as well as sales organizations and sales leaders in particular are discussed.
    No preview · Article · Feb 2015 · Journal of Personal Selling and Sales Management
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    ABSTRACT: The literature recognizes that the sales profession is an inherently competitive and self-interested occupation that can be negatively impacted by deviant behavior and rationalizations of unethical conduct. The unique boundary-spanning nature and autonomy of such work means that there is often little management oversight of sales professionals' behavior, which may lead to misbehavior and poor work attitudes. Yet, evidence suggests that the development of corporate ethical values (CEVs) can mitigate concerns about unethical conduct, suggesting that these principles might be used to reduce workplace bullying and enhance job satisfaction. Using a self-report questionnaire, information was collected from national and regional samples of selling professionals employed in different organizations located in the USA (N = 356). While controlling for the effects of sampling and social desirability, results indicated that increased communication of an ethics code was associated with stronger perceptions of CEVs, while ethical values were negatively related to perceptions of workplace bullying and positively related to job satisfaction. Workplace bullying was also negatively related to job satisfaction. The findings suggest that an ethical work environment should be instituted in sales organizations to reduce misconduct and enhance work attitudes.
    No preview · Article · Feb 2015 · Journal of Personal Selling and Sales Management

  • No preview · Article · Feb 2015 · Journal of Personal Selling and Sales Management
  • [Show abstract] [Hide abstract]
    ABSTRACT: An increasing interest in sales ethics research in recent years is clearly apparent (McClaren 2013). In response to growing questions of uncertainty, this study examines the influence of an ethical leadership style, servant leadership, and the existence of a caring ethical climate on salesperson performance and the extension of those ethical values to customers. Servant leadership has emerged as a critical leadership style (Parris and Peachey 2013; Goh and Zhen-Jie 2014) and has been shown to affect the organization’s ethical level, person-organization fit, organizational commitment and turnover intention of salespeople (e.g., Jaramillo et al. 2009a, 2009b) as well as predict additional variance above and beyond that of other leadership styles such as transformational leadership (Ehrhart 2004). This paper extends previous sales ethics research by examining servant leadership’s impact on customer value creation. Results from a sample of 279 business-to-business salespeople suggest that servant leadership affects salespeople’s value enhancing behavior performance, as well as their outcome sales performance. In addition, caring ethical climate perceptions moderate the relationship between servant leadership and salespeople’s value enhancing behavior performance. Based on these findings, both implications and opportunities are provided for future ethics research in the sales environment.
    No preview · Article · Feb 2015 · Journal of Personal Selling and Sales Management
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    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:
    No preview · Article · Sep 2014 · Journal of Personal Selling and Sales Management
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    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:
    No preview · Article · Aug 2014 · Journal of Personal Selling and Sales Management
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    ABSTRACT: The dominant research paradigm in sales research involves testing theory through empirical research. Nascent or underdeveloped research areas, however, may lack or have inadequate existing theories to explain sales-related phenomena. In these cases, sales researchers require a theory-generating methodological approach. Qualitative research designs are useful in this pursuit. The purpose of this article is to provide an exposition of one such qualitative research design - grounded theory. To this end, the foundational processes of grounded theory methodology are discussed. The results of a review of grounded theory examinations conducted in sales research are also provided, and current practices utilized by sales grounded theorists are discussed. Based on this review, future directions in substantive areas and methodological practices are provided. This article aims to serve as a resource for sales scholars wishing to know what grounded theory examinations have been conducted, how to implement grounded theory research and what avenues are available for future grounded theory sales research.
    No preview · Article · May 2014 · Journal of Personal Selling and Sales Management
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    ABSTRACT: While salespeople use adaptive influence tactics in interactions with consumers, consumers can act as goal-oriented individuals attempting to manage those interactions. Prior research has documented a repertoire of consumer response behaviours, but little is known about the motivational forces. The present research examines the effects of regulatory focus on consumer behavioural tendencies in response to personal selling attempts. The findings suggest that the more promotion-focused consumers are more likely to engage in goal-seeking behaviours. This research not only addresses a void in the literature, but more importantly, sheds light on motivational antecedents driving consumer behaviours in customer–salesperson interactions.
    No preview · Article · Apr 2014 · Journal of Personal Selling and Sales Management