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Journal of Personal Selling & Sales Management最新文献

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Salesperson lifecycle management: Challenges and research priorities 销售人员生命周期管理：挑战和研究重点
IF 4.4
Journal of Personal Selling & Sales Management Pub Date : 2024-08-13 DOI: 10.1080/08853134.2024.2380444
Sascha Alavi, Johannes Habel, Arnd Vomberg
{"title":"Salesperson lifecycle management: Challenges and research priorities","authors":"Sascha Alavi, Johannes Habel, Arnd Vomberg","doi":"10.1080/08853134.2024.2380444","DOIUrl":"https://doi.org/10.1080/08853134.2024.2380444","url":null,"abstract":"In today’s “war for talent,” effectively managing the salesperson lifecycle is more crucial than ever. This process, which encompasses hiring, onboarding, managing, developing, retaining, and termi...","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2024-08-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142203444","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
Individual perceptions of leadership emergence in the B2B sector and its impact on perceived team sales performance 个人对 B2B 行业领导力崛起的看法及其对团队销售业绩的影响
IF 4.4
Journal of Personal Selling & Sales Management Pub Date : 2024-07-29 DOI: 10.1080/08853134.2024.2377979
Jacqueline Schmidt, Sascha Alavi, Sebastian Springer, Jan Helge Guba
{"title":"Individual perceptions of leadership emergence in the B2B sector and its impact on perceived team sales performance","authors":"Jacqueline Schmidt, Sascha Alavi, Sebastian Springer, Jan Helge Guba","doi":"10.1080/08853134.2024.2377979","DOIUrl":"https://doi.org/10.1080/08853134.2024.2377979","url":null,"abstract":"Self-managed teams are becoming more prevalent in sales. In such teams, leadership emergence plays a key role, as leaders are often not explicitly appointed but take on leadership implicitly. Previ...","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2024-07-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141932450","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
Research note: the impact of CI diversity and organizational tenure on the relationship between competitive intelligence and sales performance: a meta-analytic review 研究说明：竞争情报多样性和组织任期对竞争情报与销售业绩之间关系的影响：元分析综述
IF 4.4
Journal of Personal Selling & Sales Management Pub Date : 2024-07-26 DOI: 10.1080/08853134.2024.2373076
Valter Vieira, Raj Agnihotri, Riley Dugan
{"title":"Research note: the impact of CI diversity and organizational tenure on the relationship between competitive intelligence and sales performance: a meta-analytic review","authors":"Valter Vieira, Raj Agnihotri, Riley Dugan","doi":"10.1080/08853134.2024.2373076","DOIUrl":"https://doi.org/10.1080/08853134.2024.2373076","url":null,"abstract":"Previous studies have found positive, negative, and null effects of Competitive Intelligence (CI) on performance, and there is limited evidence about the moderators that might strengthen or weaken ...","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2024-07-26","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141932461","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
Personal selling and sales management abstracts 个人销售和销售管理摘要
IF 4.4
Journal of Personal Selling & Sales Management Pub Date : 2024-05-02 DOI: 10.1080/08853134.2024.2340034
Stephanie M. Mangus
{"title":"Personal selling and sales management abstracts","authors":"Stephanie M. Mangus","doi":"10.1080/08853134.2024.2340034","DOIUrl":"https://doi.org/10.1080/08853134.2024.2340034","url":null,"abstract":"Published in Journal of Personal Selling & Sales Management (Ahead of Print, 2024)","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2024-05-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140938683","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
AI in sales: Laying the foundations for future research 销售中的人工智能：为未来研究奠定基础
IF 4.4
Journal of Personal Selling & Sales Management Pub Date : 2024-04-17 DOI: 10.1080/08853134.2024.2329905
Colleen E. McClure, Rhett T. Epler, Laurianne Schmitt, Deva Rangarajan
{"title":"AI in sales: Laying the foundations for future research","authors":"Colleen E. McClure, Rhett T. Epler, Laurianne Schmitt, Deva Rangarajan","doi":"10.1080/08853134.2024.2329905","DOIUrl":"https://doi.org/10.1080/08853134.2024.2329905","url":null,"abstract":"Artificial intelligence (AI) tools have seen widespread adoption in the sales function. However, the pace of adoption means that sales researchers are often several steps behind the business world....","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2024-04-17","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140617261","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
Understanding why and when sales role focus affects salesperson turnover: Do career aspirations and age play a role? 了解销售角色的侧重点为何以及何时会影响销售人员的流失：职业抱负和年龄是否起作用？
IF 4.4
Journal of Personal Selling & Sales Management Pub Date : 2024-04-17 DOI: 10.1080/08853134.2024.2322177
Muzi Liu, Babu John-Mariadoss, U. N. Umesh, Yuan Wen
{"title":"Understanding why and when sales role focus affects salesperson turnover: Do career aspirations and age play a role?","authors":"Muzi Liu, Babu John-Mariadoss, U. N. Umesh, Yuan Wen","doi":"10.1080/08853134.2024.2322177","DOIUrl":"https://doi.org/10.1080/08853134.2024.2322177","url":null,"abstract":"Sales force turnover has been identified as one of the top issues in sales organizations by sales researchers and practitioners. The present research examines the role of two under-investigated fac...","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2024-04-17","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140617259","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
The nine habits of highly effective researchers: strategies for strengthening scholarly submissions 高效研究人员的九个习惯：加强学术论文提交的策略
IF 4.4
Journal of Personal Selling & Sales Management Pub Date : 2024-03-12 DOI: 10.1080/08853134.2024.2324883
Valerie Good, Ellen Bolman Pullins
{"title":"The nine habits of highly effective researchers: strategies for strengthening scholarly submissions","authors":"Valerie Good, Ellen Bolman Pullins","doi":"10.1080/08853134.2024.2324883","DOIUrl":"https://doi.org/10.1080/08853134.2024.2324883","url":null,"abstract":"In the competitive arena of academic publishing, facing rejection can be disheartening for scholars striving for recognition and impact. In this editorial, we delve into the process of article writ...","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2024-03-12","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140107263","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
The early-tenure salesperson: sales effort and sales growth during the ramp-up period 任职初期的销售人员：爬坡期的销售努力和销售增长
IF 4.4
Journal of Personal Selling & Sales Management Pub Date : 2024-03-12 DOI: 10.1080/08853134.2024.2316383
Michael C. Peasley, Bryan Hochstein
{"title":"The early-tenure salesperson: sales effort and sales growth during the ramp-up period","authors":"Michael C. Peasley, Bryan Hochstein","doi":"10.1080/08853134.2024.2316383","DOIUrl":"https://doi.org/10.1080/08853134.2024.2316383","url":null,"abstract":"The challenges encapsulated in the ‘War for Sales Talent’ are symbolic of the struggles inherent in the recruitment, nurturing, and retention of sales professionals. While extant research provides ...","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2024-03-12","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140107098","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
In search of digital solution sellers: the role of non-monetary motivation and empowering leadership behaviors 寻找数字解决方案销售商：非金钱激励和授权领导行为的作用
IF 4.4
Journal of Personal Selling & Sales Management Pub Date : 2024-02-26 DOI: 10.1080/08853134.2024.2305496
Paolo Guenzi, Edwin J. Nijssen
{"title":"In search of digital solution sellers: the role of non-monetary motivation and empowering leadership behaviors","authors":"Paolo Guenzi, Edwin J. Nijssen","doi":"10.1080/08853134.2024.2305496","DOIUrl":"https://doi.org/10.1080/08853134.2024.2305496","url":null,"abstract":"Many B2B companies are trying to gain a competitive advantage by leveraging digitally-enabled, value-creating solutions. For this, they need to modify their sales force and re-consider what “talent...","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2024-02-26","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139980309","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
Creating tension in sales research 在销售研究中制造紧张气氛
IF 4.4
Journal of Personal Selling & Sales Management Pub Date : 2024-02-21 DOI: 10.1080/08853134.2024.2304238
Adam Rapp, Johannes Habel
{"title":"Creating tension in sales research","authors":"Adam Rapp, Johannes Habel","doi":"10.1080/08853134.2024.2304238","DOIUrl":"https://doi.org/10.1080/08853134.2024.2304238","url":null,"abstract":"Published in Journal of Personal Selling & Sales Management (Vol. 44, No. 1, 2024)","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2024-02-21","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140008547","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 0
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