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North Castle Books
Journal of Personal Selling and Sales Management
Editor: James S. Boles, Georgia State University (jpssm@gsu.edu)
Associate Editor: Michael Ahearne, University of Houston

As the only scholarly research-based journal in its field, JPSSM seeks to advance both the theory and practice of personal selling and sales management. It provides a forum for the exchange of the latest ideas and findings among educators, researchers, sales executives, trainers, and students. For almost 30 years JPSSM has offered its readers high-quality research and innovative conceptual work that spans an impressive array of topics-motivation, performance, evaluation, team selling, national account management, and more. In addition to feature articles by leaders in the field, the journal offers a widely used selling and sales management abstracts section, drawn from other top marketing journals. Emerging topics are addressed through periodic special issues devoted to such cutting-edge issues as CRM and sales force ethics.

"I think every academic who teaches and does research in the areas of selling and sales management should read every issue of JPSSM. It is the primary outlet for scholars who are doing cutting edge research in sales and sales management. I also think that JPPSM should be required reading for every sales manager who is looking for ideas about how to improve the performance of her/his sales force." -- Rosann Spiro, Indiana University

"The Journal of Personal Selling & Sales Management is a boon to anyone interested in doing research in the area of sales force motivation and productivity. The articles and references along with the abstracts provide a very convenient access to relevant literature." -- Neil Ford, University of Wisconsin

"JPSSM plays a pivotal role in encouraging and communicating cutting-edge selling and sales management research. It provides an essential avenue for sharing management issues and practices." -- David Cravens, Texas Christian University

" JPSSM publishes cutting edge research on selling and sales management -- a must read for academics and thoughtful practitioners in the sales field." -- Bart Weitz, University of Florida
 
Abstracting and Indexing: ProQuest Database; PsycINFO; Scopus

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Visit the JPSSM website at: http://www.jpssm.org

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ISSN:  Current volume: Frequency Per Year:
0885-3134 Vol. 30 No. 2 (Spring 2010 - Winter 2010) 4

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Editorial Board
Senior Advisory Board: Lawrence B. Chonko, University of Texas, Arlington; David W. Cravens, Texas Christian University; Kenneth R. Evans, University of Oklahoma; Thomas N. Ingram, Colorado State University; Thomas W. Leigh, University of Georgia; Greg W. Marshall, Rollins College; Ronald E. Michaels, University of Central Florida; Robert A. Peterson, University of Texas, Austin; Nigel F. Piercy, University of Warwick; Jeffrey K. Sager, University of North Texas; Rosann L. Spiro, Indiana University; Barton A. Weitz, University of Florida; Thomas R. Wotruba, San Diego State University
 Editorial Review Board: Rolph E. Anderson, Drexel University; Michael Ahearne, University of Houston; Artur Baldauf, University of Bern; Joseph A. Bellizzi, Arizona State University; Steven P. Brown, University of Houston; Lucette B. Comer, Purdue University; William L. Cron, Texas Christian University; Rene Y. Darmon, ESSEC; Thomas DeCarlo, University of Alabama, Birmingham; Dawn R. Deeter-Schmeltz, Ohio University; Susan K. DelVecchio, East Carolina University; Andrea L. Dixon, University of Cincinnati; Robert C. Erffmeyer, University of Wisconsin, Eau Claire; Jule B. Gassenheimer, Rollins College; Daniel J. Goebel, Illinois State University; Jerry R. Goolsby, Loyola University of New Orleans; Jon M. Hawes, University of Akron; Earl D. Honeycutt, Elon University; Michael A. Humphreys, Illinois State University; Gary K. Hunter, Case Western Reserve University; Donald W. Jackson, Jr., Arizona State University; Mark C. Johlke, Bradley University; Mark W. Johnston, Rollins College; Eli Jones, University of Houston; Karen Norman Kennedy, University of Alabama, Birmingham; Raymond W. LaForge, University of Louisville; Timothy D. Landry, University of Oklahoma; Felicia G. Lassk, Northeastern University; Mark P. Leach, Loyola Marymount University; Gerrard M. Macintosh, North Dakota State University; Richard G. McFarland, Kansas State University; William C. Moncrief, Texas Christian University; Chris R. Plouffe, Washington State University, Vancouver; Ellen Bolman Pullins, University of Toledo; Rosemary P. Ramsey, Wright State University; Gregory A. Rich, Bowling Green State University; Charles Schwepker, Jr., Central Missouri State University; Arun Sharma, University of Miami; C. David Shepherd, Georgia Southern University; Jagdip Singh, Case Western Reserve University; Daniel C. Smith, Indiana University; Ravipreet S. Sohi, University of Nebraska, Lincoln; Harish Sujan, Tulane University; John F. Tanner, Jr., Baylor University; Willem Verbeke, Erasmus University; Michael R. Williams, Illinois State University

Table of Contents
 Spring 2010
Vol. 30 No. 02
SPECIAL ISSUE
Technology in Business-to-Consumer Selling

From the Editor
101
Technology and Business-to-Consumer Selling: Contemplating Research and Practice
Victoria L. Crittenden, Robert A. Peterson, and Gerald Albaum, Guest Editors
The Role of Technology at the Interface Between Salespeople and Consumers
Michael Ahearne and Adam Rapp 111
A Framework of Technology Mediation in Consumer Selling: Implications for Firms and Sales Management
Arun Sharma and Jagdish N. Sheth 121
A Social Learning Perspective on Sales Technology Usage: Preliminary Evidence from an Emerging Economy
Vincent Onyemah, Scott D. Swain, and Richard Hanna 131
Characteristics That Enhance Training Effectiveness in Implementing Technological Change in Sales Strategy: A Field-Based Exploratory Study
Shikhar Sarin, Trina Sego, Ajay K. Kohli, and Goutam Challagalla 143
An Assessment of the Use of Technology in the Direct Selling Industry
Linda Ferrell, Tracy L. Gonzalez-Padron, and O.C. Ferrell 157
Measuring Corporate Affinity for Technology: A Scale for Customers and Employees
David E. Fleming and Andrew B. Artis 167

 
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