TOC: J Personal Selling Sales Man
Introduction
Journal of Personal Selling & Sales Management, 39(3)
Editorial
Taking the measure of measurement in sales research: introduction to the special issue
–Zachary R. Hall & Nick Lee [] []
A conceptual framework of macrolevel and microlevel adaptive selling theory, setting a research agenda, and suggested measurement strategies
–Richard G. McFarland [] []
Measuring and testing the impact of interpersonal mentalizing skills on retail sales performance
–Colin B. Gabler, Valter Afonso Vieira, Karin B. Senra & Raj Agnihotri [] []
An updated taxonomy of salesperson influence tactics
–Richard G. McFarland & Andrea L. Dixon [] []
What does adaptive selling mean to salespeople? An exploratory analysis of practitioners’ responses to generic adaptive selling scales
–Sascha Alavi, Johannes Habel & Kim Linsenmayer [] []
Measuring peer effects in sales research: a review of challenges and remedies
–Yashar Atefi & Mohsen Pourmasoudi [] []
A meta-analytic review of emotional exhaustion in a sales context
–Diane R. Edmondson, Lucy M. Matthews & Scott C. Ambrose [] []
Reconceptualizing the measurement of multidimensional salesperson job satisfaction
–Brian N. Rutherford, James S. Boles & Scott C. Ambrose [] []
Dimensions of effective sales coaching: scale development and validation
–Carlin A. Nguyen, Andrew B. Artis, Richard E. Plank & Paul J. Solomon [] []