Journal of Selling - Published Issues
Vol 25 No 1 - Special Issue: Recruiting - Retainment
Cover, Table of Contents, Letter from Editor
Academic Articles
- Recruiting the Next Generation of Sales Talent: Resonating with Gen Z Audiences
By Timothy D. Butler, Jen Riley, Andrew Pueschel, James “Jimmy” W. Peltier and Ryan C. Johnson - Top-Performing Sales Students’ Often-Problematic Ethical Orientation
By Grant C. Aguirre II, Missy Graham, Kenneth Kickham and Michael R. Hyman - Understanding the Gen Z Job Hopping Phenomenon: An Exploration of the Next Generation
of Sales Professionals
By April Kemp, Timothy D. Butler, David Wyld, David Brauer and Tará Lopez - Is It a Good "Fit"? In Search of Gen Z Sales Talents Model of Person-Environment Fit
By Hayam Alnakhli and Jeffrey Hoyle
Non-special Issue Articles
- Innovation Mentality: Three Perspectives of the Selling Function
By Claus-Christian Carbon and Christoph Englert - Beyond the Script: Assessing the Effectiveness of Sales Role-Plays in Developing Selling
Skills
By Howard F. Dover, Ryan E. Freling and Lukas P. Forbes - Delayed Gratification and Its Impact in B2B Sales
By Sergio Robledo, Laura Munoz, Rich Miller and Tom Brill
Archives
Vol 24 No 1
Cover, Table of Contents, Letter from Editor
Academic Articles
- Elevating Mental Health: Stigma and Well-Being in B2B marketing Environments
By Elyria Kemp, McDowell Porter III, Scott Aaron Phillips and Cassandra Denise Davis - Can Social Selling be a Source of Stressors? Examining the Effect of Organizational
Competence in Social Media on Technostress
By Hayam Alnakhli, Shoaib Shafique and Nizar Hussein - Unlocking Sales Success: Decoding Net Promoter Score Categories and Buyer Repurchase
Intentions
By George Talbert, Earl D. Honeycutt Jr., and Sharon Hodge - How the Use of Camera during Virtual Sales Calls Impacts Relative Performance
By Kristen M. Getchell and Vincent Onyemah - Sales Enablement Leadership Responsibilities, Expectations, and Qualifications
By Robert M. Peterson and Laura Munoz
Pedagogy Articles
- Enhancing Classroom Role-plays Through Experiential Learning Theory Application
By Terry W. Loe, Lukas P. Forbes, Scott Inks and Stefan Sleep
Vol 23 No 1
Cover, Table of Contents, Letter from Editor
Academic Articles
- The Central Role of Salesperson Communication Strategies and Behaviors in Buyer-Seller
Relationships: The Customer Perspective
By Juliana White, James “Mick” Andzulis, and Timothy D. Butler - How Salesperson Emotional Intelligence and Gendered Communication Style Influence
Performance
By David A. Locander, Jennifer A. Locander, Barron W. Brown, and Frankie J. Weinberg - Sales Organization Communication Quality and Salesperson Performance
By Louis J. Zmich and Mark D. Groza - A Comparison of Open and Closed Influencers: An Extension and Replication
By Subhra Chakrabarty and Robert E. Widing
Vol 22 No 1
Cover, Table of Contents, Letter from Editor
Academic Articles
- An Exploratory Study of the Factors Related to the Sales Manager and Salesperson that
Affect the Sales Coaching Process
By Carlin A. Nguyen, Jeffrey E. Anderson and Andrew B. Artis - A Winning Sales Formula: Using Sales Manager Coaching to Maximize Salesperson Effectiveness
By Michael Peasley - Exploring Cross-Generational Sales Coaching and Training: Millenials and Gen Z
By Dawn R. Deeter-Schmelz
Pedagogy Articles
- In the Classroom (ITC) Sales Coaching: An Evaluation and Discussion of Using Live
Selling for Sales Manager Training
By Greg Accardo and Aaron Gleiberman - Sales Faculty Coaching and Organizational Culture in a University Sales Competition
Team: A Case Study
By Stefan Sleep and Brent McCulloch
Vol 21 No 2
Cover, Table of Contents, Letter from Editor
Academic Articles
- It is All About Me: Antecedents and Consequences of Salesperson Lone Wolf Tendencies
By David A. Locander, Louis J. Zmich, and William B. Locander - The Role of Salesperson Growth Mindset in Organizational Commitment
By Christopher A. Nelson and Michael F. Walsh
Application Articles
- The 4T Alignment Sales Strategy – A Model and Case Study
By Ahmed F. Taher
Pedagogy Articles
- Are Sales Graduates Ready?: A Skills Gap Analysis
By Mya Pronschinske Groza, Michele L. Kaczka, Charles Howlett - Do Pass-Fail Experiential Learning Activities Enhance Gen Z Sales Student Engagement?
By Kevin W. Westbrook and Charles Howlett - One-Day Internships: An Experiential Activity Connecting Sales Students & Local Corporate
Sponsors
By M. J. Billups, Aaron C. Johnson, and Amit Poddar - An Exploratory Examination of the Current State of Online Sales Course
By Allison Crick-Smith, Ayman Abuhamdieh, J. Ricky Fergurson, and David E. Fleming
Vol 21 No 1
Cover, Table of Contents, Letter from Editor
Academic Articles
- Antecedents of Sales Coachability
By Concha Allen, David E. Fleming, Stacey Schetzsle, and Lisa R. Simon - Career Path Framework of Inside Sales Training
By Tará Burnthorne Lopez, April Field Kemp, and C. Michael Wittmann
Application Articles
- The Origins and Early History of Sales Training: A Descriptive Study of Sales Training
Prior to 1900
By Jon M. Hawes and C. David Shepherd
Pedagogy Articles
- Cold Calling: An Experiential Learning Exercise Within a Classroom Setting
By Brenda B. Dockery, Anna M. Talafuse, and Jessica Perius - Embedding Automated Emotional Analysis into Role-Playing Exercises: Benefits for Sales
Education and Training
By Ilona Pezenka and David Bourdin
Vol 20 No 2
Cover, Table of Contents, Letter from Editor
Academic Articles
- On the Relationship Between Self-Efficacy and Sales/Job Performance: Does Gender Matter?
- Gender Differences in Dispositional Traits of Sales Representatives
- Selling with Confidence and Empathy: Utilizing Improvisation Training to Explore the Gender Gap in B2B Sales
- Hey Blue Eyes: Sexism Still at Work in the Modern Sales Workplace
Application Articles
- It’s Time to Move Past Lean-In: Breaking Institutional Barriers to Empower Female Sales Leaders
- Walking the Talk: LinkedIn’s Best Practices to Advance Women in Sales
Pedagogy Articles
Vol 20 No 1
Cover, Table of Contents, Letter from Editor
Academic Articles
- Creating Advocates: A Social Network or Role-Making Phenomenon?
- Current Trends and Environmental Changes Impacting Sales Practice
- Developing Formative Measures for Understanding Social Media Use in Sales
- Sales Enablement: Definition, Domain, and Future Considerations
Application Articles
- Gender Differences in Salespeople: Implications for Sales Organizations
- Email, Voicemail, Social Media, or In Person Visits? Insights into Buyers’ Contact Preferences for Salespeople
- B2B Buyers Want Leadership from Sellers
Pedagogy Articles
Vol 19 No 2
Cover, Table of Contents, Letter from Editor
Academic Articles
- Fostering Sales Leadership Effectiveness: Complementary Effects of Sales Coaching and Leader-Member Exchange
- Support and Participation in Sales Manager-Salesperson Interactions
- An Exploratory Investigation into How Grit Influences the Leadership Practices of Sales Managers
Application Articles
- Leadership Practices of Sales Managers and Their Impact on Workplace Engagement
- A Review of the Sales Leadership Style and Type Literature with Adaptations for Sales Leadership
Pedagogy Articles
Vol 19 No 1
Cover, Table of Contents, Letter from Editor
Academic Articles
- Exploring the Dark Side of Trust in Business Relationships from the Perspective of the Sales People
- In the Shadows: When Unethical Intent Mediates Customer Orientation and Sales Performance
- Deviant Behavior in Sales: Positive, Negative or Indifferent?
- Destructive Selling: An Exploratory Descriptive Inquiry Using Qualitative and Survey Research
Vol 18 No 1
Cover, Table of Contents, Letter from Editor
Academic Articles
- Towards a Framework for Evaluating Sales Managers
- The Influence of Servant Leadership on Business-to-Business Salespeople's Social Media Usage
- Understanding the Role of Trust and Expertise When Developing Business-to-Business Relationships in France
- Developing Social Selling Influence: An Archetypal Examination of Content Strategies and Influence Tactics
- Perceptions of Professional Sales Careers: The Impact of Various Sources of Information
Application Articles
Pedagogy Articles
Vol 17 No 1
Cover, Table of Contents, Letter from Editor
Academic Articles
- The Digital Selling Movement: An Evolution of Change and Research Opportunities
- The Roles and Responsibilities of the Inside Sales Force: A Strategic Framework
- Inside Sales Force and Gender: Mediating Effects of Intrinsic Motivation on Sales Controls and Performance
Application Articles
- The Inside-Outside Alliance: How Inside and Field Sales Teams Collaborate to Maximize Growth
- The Power of Inside Sales and Sales Acceleration
- A Sales Disruption: Is Digital Sales Replacing Traditional Field Sales?
Pedagogy Articles
Vol 16 No 1
Cover, Table of Contents, Letter from Editor
Academic Articles
- An Exploratory Study of Sales Managers’ and Sales Professionals’ Perceptions of eLearning and Job Performance
- The Effect of Perceptual Differences between Firm Market Orientation and Salesperson Customer Orientation on Salesperson Performance
- Writing Effective Prospecting Emails: An Instructional Guide
Application Articles
Pedagogy Articles
Vol 15 No 2
Cover, Table of Contents, Letter from Editor
Articles
- Honor Among Salespeople: Using an Ethical Role Play and Code of Ethics Exercise to Develop and Ethical Framework in a professional Selling Course
- Developing Professional Social Networks: Student Outcomes Using LinkedIn
- How Sales Managers Evaluate Talent to Optimize Sales Results: A Classroom Case Study For Sales Students
- Developing Effective Habits of Self-Management: Preparing the Salesforce for the Future
- Bringing Sales Analytics to the Classroom: Teaching Sales Students How to Use Excel to Derive Insight From Sales Data
- The UniversitySalesCup Competition – Engaging & Motivating Sales Students
Vol 15 No 1
Cover, Table of Contents, Letter from Editor
Articles
- The Role of the Salesperson: A Semiotic Analysis of Salesmanship in Movies
- Ethical Climate and Psychological Contract Violation:Precursors of Salesperson Frontline Deviance
- When Sales and Marketing Align: Impact on Performance
- Can B2B Sales Representatives Distinguish between Legal and Illegal Activities: Initial Empirical Evidence
- Designing Sales Contests in Call Centers: Understanding Inside Salespeople’s: Preferences for Contest Design Attributes and Rewards
Vol 14 No 2
Articles
- Value Creation Within The Sales-Marketing Interface:The Varied Approaches to Integration
- Rx for Success: Creation of Firm Value through Detailing
- Does Co-creation Always Produce Values: An Experimental Study
- Impact of Satisfaction with Sales Supervisor on Offering Client Value and Customer-Oriented Selling
- Skills, Effort, or Learning: How Do Salespeople Create Superior Value for Automotive Dealerships in China?
Vol 14 No 1
Articles
- Communication Techniques in Adaptive Selling A Strategic Account Management Approach
- Comparing the Two Newest Models of Sales Performance Silent Edge and Corporate Executive Board
- Establishing, Growing, and Running a Sales Program An Analysis of Certified University Sales Centers
- Running an Effective Induction Program for New Sales Recruits Lessons from the Financial Services Industry
- Valuing the Salesperson Assessing Financial Consequences of B2B Customer Loyalty to the Salesperson
Vol 13 No 2
Articles
- A Psychometric Analysis and Comparison of Three Competing Communication Style Taxonomies
- An Exploratory Study of the Content Areas of an Advanced Professional Selling Course A Comparison of Professors' and Sales Managers' Opinions
- Salesforce Socialization Revisited A Search for Salient Constructs
- The Sales Manager Development Gap Are Leaders Equipped to Walk the Walk
Vol 13 No 1
Articles
- Key Account Management Orientation and Its Impact on Performance An Empirical Study
- Sales Training Evaluation An Integrated Framework and Research Agenda
- Selling in the New Venture Context Influencing Buyer Intentions Through the Liabilities and Assets of Newness
- The Impact of a Salesperson's Smile on Perceptions of Trustworthiness
- Understanding Impct of Quota Participation and Difficulty on Sales Performance
Vol 12 No 2
Academic Articles
- Culture's Mediating Role on Global Sales Training
- Investigation of Commonly Used International Market Selection Variables in Direct Selling
- Testing the Impact of Organizational Culture on Work Outcomes and Attitudes An Empirical Study in the Travel Agencies in Egypt
Application Articles
Vol 12 No 1
Academic Articles
- A Multi-University Empirical Study of Student Perception of Sales Education and Careers in Professional Selling
- Analysis and Lessons Learned from a Student Sales Force
- Extremeness Aversion Techniques in Personal Selling An Exploratory Study
- Managing Emotions in Personal Selling Examining the Role of Emotion Regulation Strategy in Salespeople
Application Articles
Vol 9 No 4
Academic Articles
- Psychological Climate Dimensions as Antecedents to Salespeople's Organizational Commitment, Turnover, Success Beliefs and Performance
- Psychological Empowerment of Salespeople: Antecedents and Consequences
- Does the Quality of Consulting Related Behaviors Mediate the Relationship Between Those Behaviors and Salesperson Effectiveness?
Application Articles
Vol 9 No 3
Academic Articles
- Sales Careers Stages: Testing for Sequential Change
- Necessity is the Mother of Invention: Why Salesperson Creativity is More Important Now Than Ever and What We Can Do to Encourage It
Application Articles
Vol 9 No 2
Academic Articles
- Turnover in the Sales Force: A Comparison of Hunters and Farmers
- Why Sales Managers Should Provide More Leadership Support: The Relationship between Levels of Leadership Support and Salesperson Performance
- The Impact of Managerial Trust and Control on Salesperson Performance
Application Articles
Vol 9 No 1
Academic Articles
- Ethical Climate's Influence on Sales Management Practices
- Drivers of Organizational Commitment Among Salespeople
- The Impact of Self-Efficacy on Expectancy, Effort, and Adaptive Selling in a Personnel Selling Context
- Gender Differences in Communication: Implications of Salespeople
Application Articles
Vol 8 No 4
Academic Articles
- Levels of Sales Leadership Support: An Exploratory Study
- Sales Leaders as Senior Level Managers: A Conceptual Framework for Examining Upper Echelon Theory
- Evaluating the Impact of Collegiate Sales Training and Education on Early Salesperson Performance
Application Articles
Vol 8 No 3
Academic Articles
- Alignment of Front-line Personnel: A Preliminary Attempt at Scale Development
- Information Technology and Professional Selling: What do the Sales People of Tomorrow Think?
Application Articles
Vol 8 No 2
Academic Articles
- Impact of Purchase Importance and Salesperson Behaviors on Relationship Loyalty
- The Idea Generation State of the New Product Development Process Can Key Account Management Systems Help
Application Articles
- Set Goals to Accomplish the Extraordinary
- What is the Difference Between Selling in a Robust Economy and Selling in a Failing Economy
- Are You Ready for a Sales Makeover
Vol 8 No 1
Academic Articles
- The Effects of Communication Mode in Relationship Selling
- Customers' Proneness to Relationship Selling and Universal Values
Application Articles
- How to Handle Your Most Important Customers: The St. Gallen KAM Concept
- Selling to Executives: How to Stop Losing and Keep Winning!
- A Case Study of Exceptional Achievement in Selling: The Raymond D. Meyo Story
Vol 7 No 4
Academic Articles
- How Do I Trust Thee? Let Me Control the Way: The Role of Sales Control in the Development of Sales Manager Trust
- What is Successful Sales Behavior? Exploratory Research in Business-to-Business Markets in the UK
- The Impact of Stigma: Negative Stereotypes of Salespeople
Application Articles
Vol 7 No 3
Academic Articles
- Expanding International Sales Education: Reporting on an EU-US Workshop and Introducing the Global Sales Science Institute
- The Plateau Syndrome: The Problem and Alternative Solutions
- Sales Managers' Perceptions of the Benefits of Sales Force Automation
Application Articles
Vol 7 No 2
Academic Articles
- Antecedents and Outcomes of Salesperson Perceptions of Organization Support
- Technology Empowerment as a Determinant of Salesforce Technology Usage
Application Articles
Vol 7 No 1
Academic Articles
- The Challenges of Key Account Management Implementation in Professional Service Organizations
- Are You Willing to Relocate? Recruiting the College Student in Today's Mobile Work Environment
Application Articles
Vol 6 No 4
Academic Articles
- Field Sales People and Wireless Computing Technology: Testing Innovation-Diffusion Theory
- Authenticity in the Personal Selling Context
- A New Look at Industrial Sales and Its Requisite Competencies
Application Articles
Vol 6 No 3
Academic Articles
- Sales Force Training: What Is Needed Versus What Is Happening
- The Portal Promise: Community and Value for Salespeople
Application Articles
Vol 6 No 2
Academic Articles
- Situational Salesforce Leadership Using Sales Control and Trust
- Personality and Relational Time Perspective in Selling
- Exploring the Practice of Undercover Selling
Application Articles
Vol 6 No 1
Academic Articles
- Delivering Integration, Value, and Satisfaction Through Key Account Manager's Communication
- Do You See what I See? A Comparison of "Ivory Tower" and "Real World Perspectives Regarding the Contribution of Sales related Courses in University Curricula
- An Analysis of the Effect of Sales Force Automation on Salesperson Perceptions of Performance
Application Articles
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