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Journal of personal selling & sales management

中文名称：个人销售与销售管理杂志

ISSN：0885-3134
出版周期：Quarterly

发文量：437

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1.From selling to managing strategic customers - a competency analysis

机译：从销售到管理战略客户-能力分析
- 作者：Sylvie Lacoste
- 期刊名称：《Journal of personal selling & sales management》 | 2018年第1期
- sales;
- strategic account management;
- competency;
- personal traits;
- transitioning;
2.(Re) defining salesperson motivation: current status, main challenges, and research directions

机译：（重新）定义销售人员的动机：当前状态，主要挑战和研究方向
- 作者：Rushana Khusainova;Ad de Jong;Nick Lee;Greg W. Marshall;John M. Rudd
- 期刊名称：《Journal of personal selling & sales management》 | 2018年第1期
- salesperson;
- motivation;
- review;
- sales management;
3.Personal selling and the purchasing function: where do we go from here?

机译：个人销售和购买功能：我们从这里去哪里？
- 作者：Bert Paesbrugghe;Arun Sharma;Deva Rangarajan;Niladri Syam
- 期刊名称：《Journal of personal selling & sales management》 | 2018年第1期
- purchasing function;
- purchasing maturity;
- sales strategies;
4.Letter from the Editor-in-Chief

机译：主编的信
- 作者：Douglas E. Hughes
- 期刊名称：《Journal of personal selling & sales management》 | 2018年第1期
5.On the nature of international sales and sales management research: a social network-analytic perspective

机译：国际销售和销售管理研究的性质：社会网络分析视角
- 作者：Wyatt A. Schrock;Yanhui Zhao;Keith A. Richards;Douglas E. Hughes;Mohammad Sakif Amin
- 期刊名称：《Journal of personal selling & sales management》 | 2018年第1期
6.A review of climate and culture research in selling and sales management

机译：买卖管理中的气候和文化研究述评
- 作者：Brandon M. Gustafson;Nadia Pomirleanu;Babu John-Mariadoss
- 期刊名称：《Journal of personal selling & sales management》 | 2018年第1期
- organizational climate: organizational culture;
- industry climate;
- industry culture;
- literature review;
7.The sales manager as a unit of analysis: a review and directions for future research

机译：销售经理作为分析单位：回顾和未来研究方向
- 作者：Richard E. Plank;David A. Reid;Steven E. Koppitsch;Jeffrey Meyer
- 期刊名称：《Journal of personal selling & sales management》 | 2018年第1期
- sales manager;
- sales leadership: sales management;
- sales management practices;
8.Sales management control systems: review, synthesis, and directions for future exploration

机译：销售管理控制系统：审查，综合和未来探索的方向
- 作者：Stacey L. Malek;Shikhar Sarin;Bernard J. Jaworski
- 期刊名称：《Journal of personal selling & sales management》 | 2018年第1期
- sales management control systems;
- sales-force controls;
- formal controls;
- informal controls;
9.Is it navigation, networking, coordination ... or what? A multidisciplinary review of influences on the intraorganizational dimension of the sales role and performance

机译：是导航，联网，协调...还是什么？对销售角色和绩效的组织内部维度的影响的多学科审查
- 作者：Christopher R. Plouffe
- 期刊名称：《Journal of personal selling & sales management》 | 2018年第2期
- sales;
- selling;
- salesperson;
- internal;
- intraorganizational;
- IDSR;
- performance;
10.Personal Selling and Sales Management Abstracts

机译：个人销售和销售管理摘要
- 作者：Dawn R. Deeter-Schmelz;Raj Agnihotri;Alexander Haas;Edward Nowlin;Frederik Beuk;Fernando Jaramillo;Cindy Rippe;Elten Briggs;Felicia G. Lassk;Bruce Robertson;Joseph Chapman;Terry W. Loe;Leroy Robinson;Duleep S. Delpechitre;Alma Mintu-Wimsatt;Stacey Schetzsle;Tanya Drollinger;Jesse N. Moore;Wyatt Schrock;David Gilliam;Jay Mulki;J. Andy Wood
- 期刊名称：《Journal of personal selling & sales management》 | 2018年第2期
11.Sales intrafirm networks and the performance impact of sales cross-functional collaboration with marketing and customer service

机译：销售公司内部网络以及销售与营销和客户服务跨职能协作对性能的影响
- 作者：Danny P. Claro;Carla Ramos
- 期刊名称：《Journal of personal selling & sales management》 | 2018年第2期
- sales intrafirm networks;
- cross-functional collaboration;
- sales management;
- marketing;
- customer service;
- social network theory;
12.Does it pay to be proactive? Testing proactiveness and the joint effect of internal and external collaboration on key account manager performance

机译：积极主动是否值得？测试主动性以及内部和外部协作对关键客户经理绩效的共同影响
- 作者：Lesley E. Murphy;Joseph P. Coughlan
- 期刊名称：《Journal of personal selling & sales management》 | 2018年第2期
- internal collaboration;
- external collaboration;
- proactiveness;
- key account management;
- social exchange theory;
- interaction effect;
13.Why study intraorganizational issues in selling and sales management?

机译：为什么要研究销售和销售管理中的组织内问题？
- 作者：Willy Bolander;Keith A. Richards
- 期刊名称：《Journal of personal selling & sales management》 | 2018年第2期
14.Aligning sales and operations management: an agenda for inquiry

机译：调整销售和运营管理：查询议程
- 作者：Devarajan Rangarajan;Aran Sharma;Bert Paesbrugghe;Robert Boute
- 期刊名称：《Journal of personal selling & sales management》 | 2018年第2期
- sales and operations management;
- integration;
- solution selling;
- cooperation;
15.Brand assets and pay fairness as two routes to enhancing social capital in sales organizations

机译：品牌资产和薪酬公平是提高销售组织社会资本的两条途径
- 作者：Maria Rouziou;Riley Dugan;Dominique Rouzies;Dawn Iacobucci
- 期刊名称：《Journal of personal selling & sales management》 | 2018年第2期
- brand identification;
- job satisfaction;
- pay fairness;
- salespeople;
- social capital;
16.Familiarity breeds contempt: perceived service and sales complacency in business-to-business relationships

机译：熟悉会轻视：企业间的服务和销售自满感
- 作者：Scott B. Friend;Jeff S. Johnson
- 期刊名称：《Journal of personal selling & sales management》 | 2017年第1期
- service and sales complacency;
- relationship marketing;
- customer defection;
- failure analysis;
- qualitative;
17.The role of delight in driving repurchase intentions

机译：愉悦在推动回购意图中的作用
- 作者：Tracy Meyer;Donald C. Barnes;Scott B. Friend
- 期刊名称：《Journal of personal selling & sales management》 | 2017年第1期
18.Do sales and service compete? The impact of multiple psychological climates on frontline employee performance

机译：销售和服务竞争吗？多种心理氛围对一线员工绩效的影响
- 作者：Jessica Ogilvie;Adam Rapp;Daniel G. Bachrach;Ryan Mullins;Jaron Harvey
- 期刊名称：《Journal of personal selling & sales management》 | 2017年第1期
- psychological climate;
- service climate;
- sales climate;
- employee performance;
- organizational citizenship behavior;
19.Psychological ethical climate, leader-member exchange and commitment to superior customer value: influencing salespeople's unethical intent and sales performance

机译：心理道德氛围，领导者与成员之间的交流以及对卓越客户价值的承诺：影响销售人员的不道德意图和销售业绩
- 作者：Charles H. Schwepker Jr
- 期刊名称：《Journal of personal selling & sales management》 | 2017年第1期
20.Introduction to the special issue on the intersection of professional selling and service

机译：专业销售与服务交叉专刊介绍
- 作者：Adam Rapp;Thomas L. Baker
- 期刊名称：《Journal of personal selling & sales management》 | 2017年第1期
- frontline;
- sales;
- service;
- service-sales ambidexterity;
- sales-service interface;
21.Salesperson ambidexterity and customer satisfaction: examining the role of customer demandingness, adaptive seUing, and role conflict

机译：销售员的灵活性和客户满意度：检查客户需求，自适应设置和角色冲突的作用
- 作者：Raj Agnihotri;Colin B. Gabler;Omar S. Itani;Fernando Jaramillo;Michael T. Krush
- 期刊名称：《Journal of personal selling & sales management》 | 2017年第1期
- sales-service ambidexterity;
- adaptive selling behavior;
- role conflict;
- customer satisfaction;
- control theory;
- resource allocation;
22.Letter from the Editor-in-Chief

机译：主编的信
- 作者：Douglas E. Hughes
- 期刊名称：《Journal of personal selling & sales management》 | 2017年第1期
23.Translating sales effort into service performance: it's an emotional ride

机译：将销售工作转化为服务绩效：这是一次激动人心的旅程
- 作者：Ogilvie Jessica L.;Rapp Adam A.;Agnihotri Raj;Bachrach Daniel G.
- 期刊名称：《Journal of personal selling & sales management》 | 2017年第2期
- emotional intelligence;
- employee effort;
- relational performance;
- sales;
- service;
24.Personal Selling and Sales Management Abstracts

机译：个人销售和销售管理摘要
- 作者：Dawn R. Deeter-Schmelz;Raj Agnihotri;Elten Briggs;Frederik Beuk;Joseph Chapman;Susan K. DelVecchio;Tanya Drollinger;Duleep S. Delpechitre;David Gilliam;Alexander Haas;Fernando Jaramillo;Felicia G. Lassk;Terry W. Loe;Alma Mintu-Wimsatt;Jesse N. Moore;Jay Mulki;Edward Nowlin;Cindy Rippe;Bruce Robertson;Leroy Robinson;Stacey Schetzsle;J. Andy Wood
- 期刊名称：《Journal of personal selling & sales management》 | 2017年第2期
25.Generating leads with sequential persuasion: should sales influence tactics be consistent or complementary?

机译：依序说服产生潜在客户：销售影响策略是一致的还是互补的？
- 作者：Pöyry Essi;Parvinen Petri M.T.;McFarland Richard G.
- 期刊名称：《Journal of personal selling & sales management》 | 2017年第2期
- direct marketing;
- direct sales;
- email marketing;
- lead generation;
- sales influence tactics;
- sequential persuasion;
- telesales;
26.Elaboration on potential outcomes (EPO) and the consultative salesperson: investigating effects on attributions and performance

机译：阐述潜在成果（EPO）和咨询销售员：调查对归因和绩效的影响
- 作者：Plouffe Christopher R.;Beuk Frederik;Hulland John S.;Nenkov Gergana Y.
- 期刊名称：《Journal of personal selling & sales management》 | 2017年第2期
- attribution theory;
- elaboration on potential outcomes (EPO);
- sales;
- sales performance;
- salespeople;
27.CALL FOR PAPERS: Applying learning from other domains to Sales

机译：征文启事：将其他领域的学习应用于销售
- 期刊名称：《Journal of personal selling & sales management》 | 2017年第2期
28.Time, change, and longitudinally emergent conditions: understanding and applying longitudinal growth modeling in sales research

机译：时间，变化和纵向出现的条件：在销售研究中理解和应用纵向增长模型
- 作者：Bolander Willy;Dugan Riley;Jones Eli
- 期刊名称：《Journal of personal selling & sales management》 | 2017年第2期
- change;
- growth modeling;
- longitudinal data analysis;
- longitudinally emergent conditions;
- research methods;
- sales research;
- time;
29.Meta-analyses in sales research

机译：销售研究中的荟萃分析
- 作者：Johnson Jeff S.;Jaramillo Fernando Fernando
- 期刊名称：《Journal of personal selling & sales management》 | 2017年第2期
30.A Repertoire of Marketers' Trust-Building Strategies Within The Sales-Marketing Interface

机译：销售-营销界面中的营销人员信任建立策略表
- 作者：Malshe Avinash;Al-Khatib Jamal A.
- 期刊名称：《Journal of personal selling & sales management》 | 2017年第3期
- qualitative;
- sales-marketing interface;
- Saudi Arabia;
- signaling;
- trust;
31.JPSSM announces 2016 annual award winners

机译：JPSSM宣布2016年度获奖者
- 期刊名称：《Journal of personal selling & sales management》 | 2017年第3期
32.CALL FOR PAPERS: Fostering international collaboration in sales research

机译：征文启事：促进国际销售研究合作
- 期刊名称：《Journal of personal selling & sales management》 | 2017年第3期
33.Gratitude in buyer-seller relationships: a dyadic investigation

机译：买卖双方关系中的感激之情：二元调查
- 作者：Mangus Stephanie M.;Bock Doraelizabeth;Jones Eli P.;Folse Judith Anne Garretson
- 期刊名称：《Journal of personal selling & sales management》 | 2017年第3期
- emotional contagion;
- prosocial behaviors;
- salesperson gratitude;
34.Macro sales force research

机译：宏观销售人员研究
- 作者：Cron William L.
- 期刊名称：《Journal of personal selling & sales management》 | 2017年第3期
- health care;
- Internet of things;
- macro sales force research;
- sales force competencies;
- sales force strategy;
35.Letter from the Editor-in-Chief

机译：主编的信
- 作者：Hughes Douglas E.
- 期刊名称：《Journal of personal selling & sales management》 | 2017年第3期
36.A Multi-Cultural Study of Salespeople's Behavior In Individual Pay-For-Performance Compensation Systems: When Managers Are More Equal And Less Fair Than Others

机译：在个人绩效绩效薪酬系统中销售人员行为的多文化研究：当经理比其他人更平等，更不公平时
- 作者：Rouziès Dominique;Onyemah Vincent;Iacobucci Dawn
- 期刊名称：《Journal of personal selling & sales management》 | 2017年第3期
- culture;
- fairness;
- financial incentives;
- international compensation;
- salespeople;
37.Stuck like glue: the formation and consequences of brand attachments among salespeople

机译：像胶水一样粘在一起：销售人员之间品牌依恋的形成和后果
- 作者：Gillespie Erin Adamson;Noble Stephanie M.
- 期刊名称：《Journal of personal selling & sales management》 | 2017年第3期
- attachment;
- brand attachment;
- market share;
- psychological ownership;
- sales quota;
- salesperson brand identification;
- salesperson effort;
38.Connect within to connect outside: effect of salespeople's political skill on relationship performance

机译：内部连接，外部连接：销售人员的政治技巧对关系绩效的影响
- 作者：Ashish Kalra;Raj Agnihotri;Nawar N. Chaker;Rakesh K. Singh;Barttanu Kumar Das
- 期刊名称：《Journal of personal selling & sales management》 | 2017年第4期
39.The role of formal information sharing in key account team effectiveness: does informal control matter and when

机译：正式信息共享在关键客户团队有效性中的作用：非正式控制是否重要以及何时
- 作者：Christine Jaushyuam Lai;Ying Yang
- 期刊名称：《Journal of personal selling & sales management》 | 2017年第4期
- key account management;
- customer orientation;
- task interdependence;
- information sharing;
- team effectiveness;
- multilevel analysis;
40.Generating and sharing of market intelligence in sales teams: an economic social network perspective

机译：销售团队中市场情报的生成和共享：经济社会网络的角度
- 作者：Zachary R. Hall;Ryan R. Mullins;Niladri Syam;Jeffrey P. Boichuk
- 期刊名称：《Journal of personal selling & sales management》 | 2017年第4期
- sales teams;
- market intelligence;
- expert peers;
- social networks;
- sales managers;
41.Are sales as we know it dying ... or merely transforming?

机译：我们所知道的销售是否正在消亡...或只是在转变？
- 作者：William C. Moncrief;Charles F.;Allan P. Bedford
- 期刊名称：《Journal of personal selling & sales management》 | 2017年第4期
- artificial intelligence;
- buyer-seller dyad;
- selling strategy;
- social media;
42.Personal Selling and Sales Management Abstracts

机译：个人销售和销售管理摘要
- 作者：Dawn R. Deeter-Schmelz;Raj Agnihotri;Frederik Beuk;Elten Briggs;Joseph Chapman;Duleep S. Delpechitre;Tanya Drollinger;David Gilliam;Alexander Haas;Fernando Jaramillo;Felicia G. Lassk;Terry W. Loe;Alma Mintu-Wimsatt;Jesse N. Moore;Jay Mulki;Edward Nowlin;Cindy Rippe;Bruce Robertson;Leroy Robinson;Stacey Schetzsle;Wyatt Schrock;J. Andy Wood
- 期刊名称：《Journal of personal selling & sales management》 | 2017年第4期
43.Effects of top-performer rewards on fellow salespeople: a double-edged sword

机译：最高绩效奖励对销售人员的影响：一把双刃剑
- 作者：C. Fred Miao;Kenneth R. Evans;Pochien Li
- 期刊名称：《Journal of personal selling & sales management》 | 2017年第4期
- top-performer rewards;
- customer relationship building;
- favoritism;
- selling skills;
- opportunism;
- sales performance;
44.Salesperson brand attachment: a job demands-resources theory perspective

机译：销售员品牌依恋：工作需求-资源理论的视角
- 作者：Lee Allison;Karen E. Flaherty;Jin Ho Jung;Isaac Washburn
- 期刊名称：《Journal of personal selling & sales management》 | 2016年第1期
- psychological resource;
- brand attachment;
- selling effort;
- job stress;
- job satisfaction;
45.A job demands-resources perspective on salespersons' market intelligence activities in new product development

机译：对新产品开发中销售人员的市场情报活动的工作需求-资源观点
- 作者：Sabine Kuester;Andreas Rauch
- 期刊名称：《Journal of personal selling & sales management》 | 2016年第1期
46.A process model of buyer responses to salesperson transgressions and recovery efforts: the impact of salesperson orientation

机译：买方对销售人员违规和恢复工作的响应的过程模型：销售人员导向的影响
- 作者：John D. Hansen;Donald J. Lund;Thomas E. DeCarlo
- 期刊名称：《Journal of personal selling & sales management》 | 2016年第1期
- personal selling;
- sales management;
- business-to-business relationships;
- relationship recovery management;
- ethics;
47.EDITORIAL

机译：社论
- 作者：Manfred Krafft
- 期刊名称：《Journal of personal selling & sales management》 | 2016年第1期
48.Improving online panel data usage in sales research

机译：改进销售研究中的在线面板数据使用率
- 作者：Jeff S. Johnson
- 期刊名称：《Journal of personal selling & sales management》 | 2016年第1期
- panel data;
- online data collection;
- methodology;
- salesperson;
- sales management;
49.Serving first for the benefit of others: preliminary evidence for a hierarchical conceptualization of servant leadership

机译：首先为他人服务：为仆人领导层级概念化的初步证据
- 作者：Douglas B. Grisaffe;Rebecca VanMeter;Lawrence B. Chonko
- 期刊名称：《Journal of personal selling & sales management》 | 2016年第1期
- servant leadership;
- leadership hierarchy;
- salesperson outcomes;
50.What personal selling and sales management recommendations from developed markets are relevant in emerging markets?

机译：来自发达市场的哪些个人销售和销售管理建议与新兴市场相关？
- 作者：Arun Sharma
- 期刊名称：《Journal of personal selling & sales management》 | 2016年第2期
- personal selling;
- sales management;
- developed markets;
- emerging markets;
- India;
- China;
51.Cultural norms and cultural agents in buyer-seller negotiation processes and outcomes

机译：买卖双方谈判过程和结果中的文化规范和文化主体
- 作者：Uchenna Uzo;Jude O. Adigwe
- 期刊名称：《Journal of personal selling & sales management》 | 2016年第2期
- buyer-seller negotiation;
- negotiation process;
- negotiation outcome;
- culture;
- template of organizing;
52.Examining the impact of salesperson interpersonal mentalizing skills on performance: the role of attachment anxiety and subjective happiness

机译：检验销售人员人际交往技巧对绩效的影响：依恋焦虑和主观幸福感的作用
- 作者：Raj Agnihotri;Valter Afonso Vieira;Karin Borges Senra;Colin B. Gabler
- 期刊名称：《Journal of personal selling & sales management》 | 2016年第2期
- sales;
- theory-of-mind;
- performance;
- skills;
53.The importance of corporate and salesperson expertise and trust in building loyal business-to-business relationships in China

机译：公司和销售人员的专业知识和信任对于在中国建立忠实的企业对企业关系的重要性
- 作者：Stephen J. Newell;Bob Wu;Duke Leingpibul;Yang Jiang
- 期刊名称：《Journal of personal selling & sales management》 | 2016年第2期
- corporate credibility;
- salesperson credibility;
- trust;
- expertise;
- loyalty;
- business-to-business relationships in China;
54.EDITORIAL

机译：社论
- 作者：John F. Tanner Jr;Murali Mantrala
- 期刊名称：《Journal of personal selling & sales management》 | 2016年第2期
55.Seeking attention: an investigation of salesperson influence strategies used while selling to small retailers

机译：寻求关注：调查销售人员对小零售商销售时所使用的策略
- 作者：Rajesh Nanarpuzha;Ernesto Noronha
- 期刊名称：《Journal of personal selling & sales management》 | 2016年第2期
- salesperson;
- influence strategy;
- emerging market;
- small retail;
56.B2B commitment building in emerging markets: the case of Brazil

机译：新兴市场中B2B承诺的建立：以巴西为例
- 作者：Sandra S. Graca;James M. Barry;Patricia M. Doney
- 期刊名称：《Journal of personal selling & sales management》 | 2016年第2期
- Brazil;
- international partnerships;
- emerging markets;
- relationship marketing;
- communication;
- relationship benefits;
- trust;
- commitment;
- institutional voids;
57.A Uniao Faz a Forca (There is strength in unity): understanding the sales-marketing interface in Brasil

机译：Uniao Faz a Forca（团结有力量）：了解巴西的销售-营销界面
- 作者：Jeff S. Johnson;Ricardo Boeing
- 期刊名称：《Journal of personal selling & sales management》 | 2016年第2期
- sales-marketing interface;
- emerging economy;
- Brasil;
- qualitative;
58.Personal Selling and Sales Management Abstracts

机译：个人销售和销售管理摘要
- 作者：Dawn R. Deeter-Schmelz
- 期刊名称：《Journal of personal selling & sales management》 | 2016年第2期
59.Submitting a Paper to Journal of Personal Selling & Sales Management

机译：向《个人销售与销售管理杂志》提交论文
- 期刊名称：《Journal of personal selling & sales management》 | 2016年第3期
60.Salespersons' empathy as a missing link in the customer orientation-loyalty chain: an investigation of drivers and age differences as a contingency

机译：销售人员的同情心是客户导向忠诚度链中缺失的环节：调查驾驶员和年龄差异作为偶然事件
- 作者：Gisela I. Gerlach;Kai Roediger;Ruth Maria Stock;Nicolas A. Zacharias
- 期刊名称：《Journal of personal selling & sales management》 | 2016年第3期
61.Mixed interpretations of sales proposal signals

机译：销售建议信号的混合解释
- 作者：Jeff S. Johnson;Scott B. Friend;Avinash Malshe
- 期刊名称：《Journal of personal selling & sales management》 | 2016年第3期
- sales proposal selection;
- signaling theory;
- price concessions;
- proposal specificity;
- comparative customer examples;
- qualitative;
62.Selling with technology: understanding the resistance to mobile sales assistant use in retailing

机译：技术销售：了解零售中移动销售助理使用的阻力
- 作者：Philipp Spreer;Philipp A. Rauschnabel
- 期刊名称：《Journal of personal selling & sales management》 | 2016年第3期
- mobile sales assistants;
- tablets;
- adoption barriers;
- technology acceptance;
- technology resistance;
- technology-assisted selling;
- salespeople;
- retail;
63.Inferring salesperson capability using stochastic frontier analysis

机译：使用随机前沿分析推断销售人员能力
- 作者：Cong Feng;Scott A. Fay
- 期刊名称：《Journal of personal selling & sales management》 | 2016年第3期
64.The impact of sales contests on customer listening: an empirical study in a telesales context

机译：销售竞赛对客户倾听的影响：电话销售环境下的实证研究
- 作者：Maryse Koehl;Juliet F. Poujol;John F. Tanner Jr.
- 期刊名称：《Journal of personal selling & sales management》 | 2016年第3期
- sales contests;
- customer listening;
- call center;
- telesales;
65.Personal Selling and Sales Management Abstracts

机译：个人销售和销售管理摘要
- 作者：Dawn R. Deeter-Schmelz
- 期刊名称：《Journal of personal selling & sales management》 | 2016年第4期
66.JPSSM since the beginning: intellectual cornerstones, knowledge structure, and thematic developments

机译：自成立以来的JPSSM：知识基石，知识结构和主题发展
- 作者：Wyatt A. Schrock;Yanhui Zhao;Douglas E. Hughes;Keith A. Richards
- 期刊名称：《Journal of personal selling & sales management》 | 2016年第4期
67.Selling in an asymmetric retail world: perspectives from India, Russia, and the US on buyer-seller information differential, perceived adaptive selling, and purchase intention

机译：在不对称的零售世界中进行销售：印度，俄罗斯和美国对买卖双方信息差异，可感知的适应性销售和购买意愿的看法
- 作者：Cindy B. Rippse;Suri Weisfeld-Spolter;Alan J. Dubinsky;Aaron D. Arndt;Maneesh Thakkar
- 期刊名称：《Journal of personal selling & sales management》 | 2016年第4期
68.Are good salespeople born or made? A new perspective on an age-old question: implicit theories of selling ability

机译：好销售人员是天生的还是天生的？一个古老问题的新观点：隐性销售能力理论
- 作者：Corinne A. Novell;Karen A. Machleit;Jane Ziegler Sojka
- 期刊名称：《Journal of personal selling & sales management》 | 2016年第4期
- implicit theories;
- sales;
- selling ability;
- born or made;
- hiring;
- training;
69.Editorial

机译：社论
- 作者：Manfred Krafft
- 期刊名称：《Journal of personal selling & sales management》 | 2015年第1期
70.Formal salesforce controls and revenue production: a meta-analysis

机译：正式的销售人员控制和收益产生：荟萃分析
- 作者：Manoshi Samaraweera;Betsy D. Gelb
- 期刊名称：《Journal of personal selling & sales management》 | 2015年第1期
- output control;
- behaviour control;
- revenue;
- performance;
- meta-analysis;
- hierarchical linear modeling;
71.Contingent cross-selling and up-selling relationships with performance and job satisfaction: an MOA-theoretic examination

机译：与绩效和工作满意度的偶然交叉销售和向上销售关系：MOA理论检验
- 作者：Jeff S. Johnson;Scott B. Friend
- 期刊名称：《Journal of personal selling & sales management》 | 2015年第1期
- cross-selling;
- up-selling;
- sales and sales management;
- structural equation modelling;
72.The Dynamic Opportunities of Pi Sigma Epsilon

机译：Pi Sigma Epsilon的动态机会
- 期刊名称：《Journal of personal selling & sales management》 | 2015年第1期
73.Leadership style, salesperson's work effort and job performance: the influence of power distance

机译：领导风格，销售人员的工作努力和工作绩效：权力距离的影响
- 作者：Jay P. Mulki;Barbara Caemmerer;Githa S. Heggde
- 期刊名称：《Journal of personal selling & sales management》 | 2015年第1期
- leadership style;
- emerging economies;
- national culture;
- satisfaction;
- job performance;
- turnover intentions;
74.The influence of organizational and functional support on the development of salesperson job satisfaction

机译：组织和职能支持对销售人员工作满意度发展的影响
- 作者：Nadia Pomirleanu;Babu John Mariadoss
- 期刊名称：《Journal of personal selling & sales management》 | 2015年第1期
- salesperson job satisfaction;
- organizational support;
- functional support;
- trust;
75.Implicit measures in sales research

机译：销售研究中的隐式措施
- 作者：Scott B. Friend;Jeff S. Johnson
- 期刊名称：《Journal of personal selling & sales management》 | 2015年第1期
- implicit measures;
- sales methodology;
- Implicit Association Test (IAT);
- sales and sales management;
76.2015 National Conference in Sales Management

机译：2015年全国销售管理大会
- 期刊名称：《Journal of personal selling & sales management》 | 2015年第1期
77.Journal of Personal Selling and Sales Management Special Issue on 'The Intersection of Professional Selling and Service'

机译：个人销售与销售管理杂志“专业销售与服务交叉点”特刊
- 作者：Adam Rapp;Thomas L. Baker
- 期刊名称：《Journal of personal selling & sales management》 | 2015年第1期
78.Influence of the ethical servant leader and ethical climate on customer value enhancing sales performance

机译：道德的仆人领导者和道德的氛围对客户价值的影响提高了销售业绩
- 作者：Charles H. Schwepker Jr.;Roberta J. Schultz
- 期刊名称：《Journal of personal selling & sales management》 | 2015年第2期
- ethics;
- salespeople;
- sales management;
- caring ethical climate;
- customer value;
- performance;
- servant leadership;
79.The impact of salesperson customer orientation on the evaluation of a salesperson's ethical treatment, trust in the salesperson, and intentions to purchase

机译：销售人员以客户为导向对销售人员的道德待遇评估，对销售人员的信任以及购买意图的影响
- 作者：Connie Bateman;Sean Valentine
- 期刊名称：《Journal of personal selling & sales management》 | 2015年第2期
- customer orientation;
- ethics;
- trust;
- purchase intentions;
80.Rogues in the ranks of selling organizations: using corporate ethics to manage workplace bullying and job satisfaction

机译：销售组织中的流氓：利用企业道德规范管理工作场所欺凌和工作满意度
- 作者：Sean Valentine;Gary Fleischman;Lynn Godkin
- 期刊名称：《Journal of personal selling & sales management》 | 2015年第2期
- corporate ethical values;
- workplace bullying;
- job satisfaction;
81.Panacea or paradox? The moderating role of ethical climate

机译：万能药还是悖论？道德气候的调节作用
- 作者：Emily C. Tanner;John F. Tanner;Kirk Wakefield
- 期刊名称：《Journal of personal selling & sales management》 | 2015年第2期
- ethical climate;
- selling orientation;
- customer orientation;
- motivation;
- job satisfaction;
- sales performance;
82.Journal of Personal Selling and Sales Management Special Issue on 'The Intersection of Professional Selling and Service'

机译：个人销售与销售管理杂志“专业销售与服务交叉点”特刊
- 作者：Adam Rapp;Thomas L. Baker
- 期刊名称：《Journal of personal selling & sales management》 | 2015年第2期
83.JPSSM - Ethical Issues in Sales Decision Making

机译：JPSSM-销售决策中的道德问题
- 作者：Larry Chonko
- 期刊名称：《Journal of personal selling & sales management》 | 2015年第2期
84.Servant leadership and ethics: a dyadic examination of supervisor behaviors and salesperson perceptions

机译：仆人的领导和道德：对主管行为和销售员看法的二元检查
- 作者：Fernando Jaramillo;Belen Bande;Jose Varela
- 期刊名称：《Journal of personal selling & sales management》 | 2015年第2期
- servant leadership;
- ethical climate;
- salesperson performance;
85.Salesperson empathy, ethical behaviors, and sales performance: the moderating role of trust in one's manager

机译：销售人员的同理心，道德行为和销售绩效：信任经理的角色
- 作者：Raj Agnihotri;Michael T. Krush
- 期刊名称：《Journal of personal selling & sales management》 | 2015年第2期
- ethics;
- trust in sales manager;
- empathy;
- salesperson ethical behaviors;
86.Personal Selling and Sales Management Abstracts

机译：个人销售和销售管理摘要
- 作者：Dawn R. Deeter-Schmelz
- 期刊名称：《Journal of personal selling & sales management》 | 2015年第2期
87.Does choice of sales control conceptualization matter? An empirical comparison of existing conceptualizations and directions for future research

机译：选择销售控制概念化是否重要？现有概念和未来研究方向的实证比较
- 作者：Nikolaos G. Panagopoulos;Catherine M. Johnson;David L. Mothersbaugh
- 期刊名称：《Journal of personal selling & sales management》 | 2015年第3期
- sales controls;
- salesperson;
- performance;
- measurement;
- formative/reflective indicators;
88.Qualitative sales research: an exposition of grounded theory

机译：定性销售研究：扎根理论的阐述
- 作者：Jeff S. Johnson
- 期刊名称：《Journal of personal selling & sales management》 | 2015年第3期
- qualitative methodology;
- grounded theory;
- theoretical development;
- salesperson;
- sales management;
89.Salesperson directive modification intention: a conceptualization and empirical validation

机译：销售员指令修改意图：概念化和经验验证
- 作者：Gregory McAmis;Kenneth R. Evans;Todd J. Arnold
- 期刊名称：《Journal of personal selling & sales management》 | 2015年第3期
- directive modification;
- salesperson;
- boundary spanner;
- scale validation;
- agency theory;
- cognitive dissonance;
90.Abusive supervision, distributive justice, and work-life balance: perspectives from salespeople and managers

机译：滥用监督，分配正义和工作与生活的平衡：销售人员和经理的观点
- 作者：Colin B. Gabler;Ronald Paul Hill
- 期刊名称：《Journal of personal selling & sales management》 | 2015年第3期
- abusive supervision;
- distributive justice;
- normative commitment;
- continuance commitment;
- sales performance;
- life satisfaction;
91.Trends in optimization models of sales force management

机译：销售队伍管理优化模型的趋势
- 作者：Soenke Albers;Kalyan Raman;Nick Lee
- 期刊名称：《Journal of personal selling & sales management》 | 2015年第4期
- sales force management;
- optimization;
- model;
- modeling;
92.Influencing the salesforce through perceived ethical leadership: the role of salesforce socialization and person-organization fit on salesperson ethics and performance

机译：通过公认的道德领导力影响销售人员：销售人员的社会化和人员组织的作用适合销售人员的道德和绩效
- 作者：Charles H. Schwepker Jr.
- 期刊名称：《Journal of personal selling & sales management》 | 2015年第4期
- salespeople;
- perceived ethical leadership;
- socialization;
- person- organization fit;
- unethical intent;
- performance;
93.Salesperson-brand relationship: main dimensions and impact within the context of private brand retailing

机译：销售员与品牌的关系：私人品牌零售环境下的主要维度和影响
- 作者：Geraldine Michel;Michaela Merk;Sevgin Eroglu
- 期刊名称：《Journal of personal selling & sales management》 | 2015年第4期
- salesperson management;
- brand relationships;
- private brands;
94.Broadening the application of mixed methods in sales research

机译：扩大混合方法在销售研究中的应用
- 作者：Jeff S. Johnson
- 期刊名称：《Journal of personal selling & sales management》 | 2015年第4期
- mixed methods;
- sequential design;
- concurrent design;
- salesperson;
- sales management;
95.Personal Selling and Sales Management Abstracts

机译：个人销售和销售管理摘要
- 作者：Dawn R. Deeter-Schmelz
- 期刊名称：《Journal of personal selling & sales management》 | 2015年第4期
96.Submitting a Paper to Journal of Personal Selling & Sales Management

机译：向《个人销售与销售管理杂志》提交论文
- 期刊名称：《Journal of personal selling & sales management》 | 2015年第4期
97.Editorial

机译：社论
- 作者：Manfred Krafft
- 期刊名称：《Journal of personal selling & sales management》 | 2014年第1期
98.Antecedents and consequences of salesperson identification with the brand and company

机译：销售人员与品牌和公司识别的前因和后果
- 作者：Bashar S. Gammoh;Michael L. Mallin;Ellen Bolman Pullins
- 期刊名称：《Journal of personal selling & sales management》 | 2014年第1期
- brand identification;
- company identification;
- value congruence;
- sales force outcomes;
- salesperson performance;
99.Examining impacts of technostress on the professional salesperson's behavioural performance

机译：研究技术压力对专业销售人员的行为表现的影响
- 作者：Monideepa Tarafdar;Ellen Bolman Pullins;T.S. Ragu-Nathan
- 期刊名称：《Journal of personal selling & sales management》 | 2014年第1期
100.Levels of analysis and sources of data in sales research: a multilevel-multisource review

机译：销售研究中的分析级别和数据源：多级多源审查
- 作者：Jeff S. Johnson;Scott B. Friend;Bradley J. Horn
- 期刊名称：《Journal of personal selling & sales management》 | 2014年第1期
- multilevel;
- multisource;
- hierarchical linear modelling;
- sales and sales management;

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