Personal selling and sales management abstracts

Abstract

S Journal of Personal selling & sales ManageMent 2021, Vol. 41, no. 2, 167–179 Personal selling and sales management abstracts Dawn R. Deeter-Schmelz Kansas state university, section editor Abstracts Editorial Staffs Editorial Staff Abstracts section topic areass section topic areas The purpose of this section is to help readers keep abreast of current personal selling and sales management literature. We review more than 60 different academic publications containing contemporary sales-related articles. Abstracts are classified according to their appropriate topic areas. The surname (in brackets) after each abstract identifies the staff member who prepared the summary. The topic areas used to categorize abstracts are as follows: • Buyer/Customer Behavior – Perceptions – Negotiations – Decision-Making • Buyer–Seller Relationships – Purchasing – Supplier Issues – Alliances – Partnerships • Compensation – Incentives – Sales Contests • Customer Relationship Management • Diversity Issues – Image • Ethics – Legal – Environmental – Social – Deviance • General Selling and Sales Management Topics • Global Selling and Sales Management – Cross-Cultural Issues – National Character • Hiring Practices – Recruiting – Assessment – Selection • Job Performance – Productivity – Effectiveness – Effort – Failure – Firm Performance • Leaders in Selling and Sales Management • Marketing–Sales Interface – Cross-Functional Interface • Methodology – Measurement • Motivation – Job Involvement – Satisfaction • National/Major/Key Account Management • Organizational Climate – Culture • Organizational Commitment – Work Commitment • Performance Evaluation • Personal Traits/Characteristics • Role Stress – Physical Stress – Coping – Anxiety • Sales Careers – Stages – Paths • Sales Education Issues – Student and Academic Perspectives • Salesforce Control • Sales Management Functions – Analysis – Planning – Strategy – Implementation – Decision-Making Quotas • Sales Organization – Structure – Channels • Sales Technology Applications – Information Systems – Automation – Database – Sales Enablement • Selling and Sales Management in Action • Selling Process – Stages – Activities – Adaptive Selling – Team Selling – Social Selling • Specialized Channels – Trade Shows – Telemarketing – E-Commerce • Supervision – Leadership – Leader Behaviors – Leader/Subordinate Relationships © 2021 Pi sigma epsilon national educational foundation https://doi.org/10.1080/08853134.2021.1919522 raj agnihotri University of Texas Arlington alexander Haas University of Giessen Cindy rippé University of North Georgia frederik Beuk University of Akron Katerina Hill Arkansas State University leroy robinson University of Houston Clear Lake elten Briggs University of Texas Arlington fernando Jaramillo University of Texas Arlington amin rostami University of Minnesota Duluth nawar Chaker Louisiana State University ashish Kalra LaSalle University stacey schetzsle University of Tampa Duleep s. Delpechitre Illinois State University felicia g. lassk Northeastern University Wyatt schrock Michigan State University tanya Drollinger University of Lethbridge terry W. loe Kennesaw State University J. andy Wood James Madison University David gilliam University of Arkansas at Little Rock Jesse n. Moore Clemson University Jessica Zeiss Ball State University Megan good California State Polytechnic University Ponoma Jay Mulki Northeastern University Yanhui Zhao University of Nebraska Omaha edward nowlin Kansas State University 168 PERSONAL SELLING AND SALES MANAGEMENT ABSTRACTS • Time and Territory Management – Allocation – Optimization Models – Customer/Account Analysis Forecasting • Training – Development – Promotion • Turnover – Propensity to Leave – Retention Articles summarized in the Abstracts Section are not available from members of the editorial staff or JPSSM. Any correspondence regarding the Abstracts Section should be sent to the Abstracts Section Editor.