Journal of Personal Selling and Sales Management 

About: Journal of Personal Selling and Sales Management is an academic journal published by Taylor & Francis. The journal publishes majorly in the area(s): Sales management & Personal selling. It has an ISSN identifier of 0885-3134. Over the lifetime, 958 publications have been published receiving 39578 citations. The journal is also known as: JPSSM & Journal of personal selling and sales management.

A Review of Social Media and Implications for the Sales Process

Abstract: Technology-based research has a long, storied history in the sales discipline. Beginning with the role of computers to laptops, moving to the influence of the Internet, onward to customer relationship management and sales force automation applications, and now to the role of social media, sales research is being shuttled into a new technological paradigm. The purpose of this paper is to review the role of social media in the sales force and the sales process. We begin the paper by providing definitions of social media and reviewing the role and importance of social media in business. An analogy between the rise of Internet usage in the sales force and the advent of social media is presented and discussed. Next, we discuss the challenges of social media in the sales and marketing interface and review four different business strategies to determine who “owns” social media within an organization. We continue with a discussion of the different stages in the sales process and offer ways in which social media i...

Role Stress, Work-Family Conflict and Emotional Exhaustion: Inter-Relationships and Effects on Some Work-Related Consequences

Abstract: Recent research demonstrates that attitudes toward the workplace are influenced by both work and non-work domains. This study examines the inter-relationships of role conflict, role ambiguity, work-family conflict, emotional exhaustion, job satisfaction and propensity to leave in a sales environment. Results indicate that: role conflict is significantly related to emotional exhaustion; work-family conflict is significantly related to both emotional exhaustion and job satisfaction; and, that emotional exhaustion and job satisfaction are related to salesperson propensity to leave. These results support other research indicating the conflict between the work and home domains is highly related to important workplace attitudes and perceptions and suggests that work-family conflict should be included in models examining employee response to the effects of stress.

The Role of Ethical Climate on Salesperson’s Role Stress, Job Attitudes, Turnover Intention, and Job Performance

Abstract: This study builds on previous research to investigate the effects of ethical climate on salesperson’s role stress, job attitudes, turnover intention, and job performance. Responses from 138 salespeople who work for a large retailer selling high-end consumer durables at 68 stores in 16 states were used to examine the process through which ethical climate affects organizational variables. This is the first study offering empirical evidence that both job stress and job attitudes are the mechanisms through which a high ethical climate leads to lower turnover intention and higher job performance. Results indicate that ethical climate results in lower role conflict and role ambiguity and higher satisfaction, which, in turn, leads to lower turnover intention and organizational commitment. Also, findings indicate that organizational commitment is a significant predictor of job performance.

The Changing Environment of Selling and Sales Management

Abstract: New developments and trends in selling and sales management are creating demands and opportunities that require adaptation and new approaches on the part of both sales organizations and academic researchers. This paper summarizes critical dimensions of change in the environment that affect the practice of selling and sales management and introduces the papers that follow in this Anniversary Special Issue of JPSSM.

Effects of Ethical Climate and Supervisory Trust on Salesperson's Job Attitudes and Intentions to Quit.

Abstract: This study builds on previous research to investigate the integrated effects of ethical climate and supervisory trust on salesperson’s job attitudes and intentions to quit. Responses from 344 sales...