Journal of Personal Selling & Sales Management

A meta-analytic review of emotional exhaustion in a sales context

Moving beyond ethical decision-making: a practice-based view to study unethical sales behavior

Salesperson time perspectives and customer willingness to pay more: roles of intraorganizational employee navigation, customer satisfaction, and firm innovation climate

A qualitative study of leader behaviors perceived to enable salesperson performance

What does adaptive selling mean to salespeople? An exploratory analysis of practitioners’ responses to generic adaptive selling scales

A within-person theoretical perspective in sales research: outlining recommendations for adoption and consideration of boundary conditions

It is all in good humor? Examining the impact of salesperson evaluations of leader humor on salesperson job satisfaction and job stress

A conceptual framework of macrolevel and microlevel adaptive selling theory, setting a research agenda, and suggested measurement strategies

An updated taxonomy of salesperson influence tactics

Measuring and testing the impact of interpersonal mentalizing skills on retail sales performance

I need to be your only friend: the effect of salesperson network centrality on opportunistic behavior

Fostering collaborative mind-sets among customers: a transformative learning approach

Reconceptualizing the measurement of multidimensional salesperson job satisfaction

Dimensions of effective sales coaching: scale development and validation

Sales manager cost control engagement: antecedents and performance implications

Taking the measure of measurement in sales research: introduction to the special issue

Perspectives on international collaboration in sales research

Do opposites attract? Assimilation and differentiation as relationship-building strategies

Do salespeople matter in competitive tenders?

Understanding cross-cultural sales manager–salesperson relationships in the Asia-Pacific Rim region: a grounded theory approach

Personal Selling and Sales Management Abstracts

Letter from the Editor-in-Chief

Personal Selling and Sales Management Abstracts

A taxonomy for financial services selling

Measuring peer effects in sales research: a review of challenges and remedies