Home
About M.E. Sharpe
Books
Sharpe Reference
Sharpe Online Ref.
Sharpe Focus
Journals
Right/Permissions
Author Guidelines
Subject Catalogs
Catalog Request
Contacts
Library Rec. Form
North Castle Books
Journal of Personal Selling and Sales Management
Editor-in-Chief: Michael Ahearne, University of Houston (jpssm@uh.edu)
Associate Editor: Manfred Krafft, University of Muenster, Germany

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 more than 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

The Journal of Personal Selling and Sales Management is now available in the JSTOR Archive as part of the Business III Collection.

 
Abstracting and Indexing: ProQuest Database; PsycINFO; Scopus

Click here for information on online access to Journal of Personal Selling and Sales Management.

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

Click here to view a sample issue online.

Click here for Information for Contributors.

Click here to request a free print sample issue.
ISSN:  Current volume: Frequency Per Year:
0885-3134 Vol. 32 No. 2 (Spring 2012 - Winter 2012-13) 4

 U.S. Individual Subscription Rate: $80.00  
Quantity:
Discount Code:
 U.S. Institutional Subscription Rate: $415.00  
Quantity:
Discount Code:
Foreign Individual Subscription Rate: $96.00  
Quantity:
Discount Code:
 Foreign Institutional Subscription Rate: $447.00   
Quantity:
Discount Code:
Editorial Board
Senior Advisory Board: James S. Boles, Georgia State University; 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: Sonke Albers, Kuhne Logistics University, Germany; Artur Baldauf, University of Bern, Switzerland; Willy Bolander, Florida State University; Fabio Caldieraro, University of Washington; Joseph P. Cannon, Colorado State University; Gotham Challagalla, Georgia Institute of Technology; Pradeep K. Chintagunta, University of Chicago; Anne Coughlan, Northwestern University; William L. Cron, Texas Christian University; Rene Y. Darmon, ESSEC, France; Thomas DeCarlo, University of Alabama; Dawn R. Deeter-Schmeltz, Kansas State University; Bart Dietz, Erasmus University, Netherlands; Andrea L. Dixon, Baylor University; Karen Flaherty, Oklahoma State University; Shankar Ganesan, University of Arizona; Srinath Gopalakrishna, University of Missouri; Paolo Guenzi, Universita Bocconi, Italy; Douglas E. Hughes, Michigan State University; Gary K. Hunter, Case Western Reserve University; Fernando Jaramillo, University of Texas at Dallas; Ove Jensen, WHU--Otto Beisheim School of Management, Germany; Mark C. Johlke, Bradley University; Babu John-Mariadoss, Washington State University; Eli Jones, Louisiana State University; Kissan Joseph, University of Kansas; Karen Norman Kennedy, University of Alabama; Florian Kraus, University of Mannheim, Germany; Raymond W. LaForge, University of Louisville; Son K. Lam, University of Georgia; Timothy D. Landry, University of Alabama at Huntsville; Felicia G. Lassk, Northeastern University; Joel Le Bon, University of Houston; Nick Lee, Aston Business School, United Kingdom; Noah Lim, University of Wisconsin--Madison; Murali Mantrala, University of Missouri; Richard G. McFarland, West Virginia University; Bulent Menguc, Brock University, Canada; William C. Moncrief, Texas Christian University; Jay Mulki, Northeastern University; Ryan Mullins, Clemson University; Das Narayandas, Harvard Business School; Nikolaos Panagopoulos, Athens University of Economics & Business, Greece; Chris R. Plouffe, University of Akron; Ellen Bolman Pullins, University of Toledo; Adam Rapp, Clemson University; Gregory A. Rich, Bowling Green State University; Dominique Rouzies, HEC, Paris, France; Lynette Ryals, Cranfield University, United Kingdom; Charles Schwepker, Jr., Central Missouri State University; Arun Sharma, University of Miami; Jagdip Singh, Western Reserve University; Ravipreet S. Sohi, University of Nebraska, Lincoln; Thomas J. Steenburgh, Harvard Business School; Kaj Storbacka, Hanken School of Economics, Finland; Harish Sujan, Tulane University; John F. Tanner, Jr., Baylor University; Wolfgang Ulaga, HEC, Paris, France; Willem Verbeke, Erasmus University, Netherlands; Kenneth H. Wathne, BI Norwegian School of Management, Norway; Jan Wieseke, Ruhr University at Bochum, Germany; Andy Wood, University of West Virginia; Alex Zablah, Oklahoma State University; Andris A. Zoltners, Northwestern University

Table of Contents
 Spring 2012
Vol. 32 No. 02

Announcing a Special Section on Sales Research Methodology
Nick Lee and Mike Ahearne 169
Breaking the Sales Force Incentive Addiction: A Balanced Approach to Sales Force Effectiveness
Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer 171
Does Intraorganizational Network Embeddedness Improve Salespeople's Effectiveness? A Task Contingency Perspective
Tuba Üstüner and Dawn Iacobucci 187
Performance Trends and Salesperson Evaluations: The Moderating Roles of Evaluation Task, Managerial Risk Propensity, and Firm Strategic Orientation
Michael J. Barone and Thomas E. DeCarlo 207
The Interactive Effects of Sales Force Controls on Salespeople Behaviors and Customer Outcomes
Guangping Wang, Wenyu Dou, and Nan Zhou 225
Technology Usage and Sales Teams: A Multilevel Analysis of the Antecedents of Usage
Luke Weinstein and Ryan Mullins 245
An Empirical Study on the Impact of Two Types of Goal Orientation and Salesperson Perceived Obsolescence on Adaptive Selling
Junwu Chai, Guangzhi Zhao, and Barry J. Babin 261
Personal Selling and Sales Management Abstracts
275

 
Browse Back Issues:
[1/40]