J Personal Selling Sales Man
Introduction
Journal of Personal Selling & Sales Management, 44(4)
INTEREST CATEGORY: SELLING AND SALES MAN
POSTING TYPE: TOCs
Editorial
Making it work better: improving the review process experience
—Adam Rapp & Nawar N. Chaker [] []
Personal selling and sales management abstracts
—Stephanie M.Mangus [] []
When sales leaders induce competition among sales employees: a source of motivation or exhaustion?
—Maximilian Friess, Sascha Alavi, Johannes Habel & Bianca Richter [] []
Sales force financial compensation – a review and synthesis of the literature
—Melanie Bowen, Alexander Haas & Isabel Hofmann [] []
Social media in response to COVID-19: how increased social media usage affects the performance of B2B salespeople in the “new normalâ€
—Simon Barner & Dirk Totzek [] []
Reclaiming the contingent nature of the determinants of salesperson performance: an extended meta-analysis
—Peter D. Kerr & Javier Marcos-Cuevas [] []
International sales interactions in a post-disruptive environment
—Brian N. Rutherford, Ryan L. Matthews, Lucy M. Matthews & Diane R. Edmonson [] []
Understanding sales representatives’ unreliable lead management efforts: contingent impacts of sales managers’ goal and process control behaviors
—Jan Altenscheidt, Sophie-Charlotte Ernst & Christian Schmitz [] []