TOC: J Personal Sell Sales Man
Introduction
Journal of Personal Selling & Sales Management, 38(1)
Letter from the Editor-in-Chief
–Douglas E. Hughes Editor-in-Chief, JPSSM []
(Re) defining salesperson motivation: current status, main challenges, and research directions
–Rushana Khusainova, Ad de Jong, Nick Lee, Greg W. Marshall & John M. Rudd [] []
Sales management control systems: review, synthesis, and directions for future exploration
–Stacey L. Malek, Shikhar Sarin & Bernard J. Jaworski [] []
On the nature of international sales and sales management research: a social network–analytic perspective
–Wyatt A. Schrock, Yanhui Zhao, Keith A. Richards, Douglas E. Hughes & Mohammad Sakif Amin [] []
The sales manager as a unit of analysis: a review and directions for future research
–Richard E. Plank, David A. Reid, Steven E. Koppitsch & Jeffrey Meyer [] []
From selling to managing strategic customers – a competency analysis
–Sylvie Lacoste [] []
Personal selling and the purchasing function: where do we go from here?
–Bert Paesbrugghe, Arun Sharma, Deva Rangarajan & Niladri Syam [] []
A review of climate and culture research in selling and sales management
–Brandon M. Gustafson, Nadia Pomirleanu & Babu John-Mariadoss [] []