Journal of Personal Selling and Sales Management
Latest Publications

TOTAL DOCUMENTS

527

(FIVE YEARS 80)

H-INDEX

40

(FIVE YEARS 5)

Published By Informa Uk (Taylor & Francis)

1557-7813, 0885-3134

Latest Documents Most Cited Documents Contributed Authors Related Sources Related Keywords

Advancing sales theory with conceptual papers: what’s new and what’s next?

Journal of Personal Selling and Sales Management ◽

10.1080/08853134.2021.2005613 ◽

2021 ◽

pp. 1-9

Author(s):

Ravipreet S. Sohi ◽

Alexander Haas ◽

Lenita M. Davis

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How can organizational tolerance toward frontline employees’ errors help service recovery?

Journal of Personal Selling and Sales Management ◽

10.1080/08853134.2021.2005612 ◽

2021 ◽

pp. 1-16

Author(s):

Julien Cusin ◽

Michaël Flacandji

Keyword(s):

Service Recovery ◽

Frontline Employees

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Dual distribution systems: Investigating their effects on independent manufacturers’ representatives’ perceptions of manufacturers

Journal of Personal Selling and Sales Management ◽

10.1080/08853134.2021.1997607 ◽

2021 ◽

pp. 1-15

Author(s):

Trond Bergestuen ◽

Kenneth N. Thompson ◽

David Strutton

Keyword(s):

Distribution Systems ◽

Dual Distribution

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Personal selling and sales management abstracts

Journal of Personal Selling and Sales Management ◽

10.1080/08853134.2021.1997608 ◽

2021 ◽

Vol 41 (4) ◽

pp. 369-381

Author(s):

Dawn R. Deeter-Schmelz

Keyword(s):

Sales Management ◽

Personal Selling

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Ambidextrous selling: a systematic review and synthesis of theories, themes, and methodologies

Journal of Personal Selling and Sales Management ◽

10.1080/08853134.2021.1967757 ◽

2021 ◽

pp. 1-22

Author(s):

Mohammed Atif Aman ◽

Mohammad Khalid Azam ◽

Asif Akhtar

Keyword(s):

Systematic Review

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All that glitters is not sold: selling a luxury brand outside a luxury environment

Journal of Personal Selling and Sales Management ◽

10.1080/08853134.2021.1948341 ◽

2021 ◽

pp. 1-20

Author(s):

Moumita Das Gyomlai ◽

Michael Ahearne ◽

Dominique Rouziès ◽

Jean-Noël Kapferer

Keyword(s):

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How customer perception of dependence on salesperson and customer–salesperson guanxi determine salesperson influence effectiveness

Journal of Personal Selling and Sales Management ◽

10.1080/08853134.2021.1947142 ◽

2021 ◽

pp. 1-14

Author(s):

Wen-Kuei Wu

Keyword(s):

Customer Perception

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Introducing a new, machine learning process, and online tools for conducting sales literature reviews: An application to the forty years of JPSSM

Journal of Personal Selling and Sales Management ◽

10.1080/08853134.2021.1935976 ◽

2021 ◽

pp. 1-18

Author(s):

Hideaki Kitanaka ◽

Piotr Kwiatek ◽

Nikolaos G. Panagopoulos

Keyword(s):

Machine Learning ◽

Learning Process ◽

Online Tools ◽

Literature Reviews ◽

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Rapport building during retail encounters with embarrassed clients

Journal of Personal Selling and Sales Management ◽

10.1080/08853134.2021.1925127 ◽

2021 ◽

pp. 1-21

Author(s):

Iracema Medeiros d’Abreu ◽

Irene Raguenet Troccoli ◽

João Felipe Rammelt Sauerbronn

Keyword(s):

Rapport Building

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Commentary: practical insights for sales force digitalization success: the scholar’s perspective

Journal of Personal Selling and Sales Management ◽

10.1080/08853134.2021.1919523 ◽

2021 ◽

pp. 1-4

Author(s):

William L. Cron ◽

Artur Baldauf

Keyword(s):

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