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Journal of Personal Selling & Sales Management

IF3.5
Papers25
Citations
Journal Papers 25
Publication Date
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Artificial persuasion: profit motives and the persuasiveness of AI sales agents
deleteJournal of Personal Selling & Sales Management
IF3.5
delete2026-07-17
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PREAI
deleteMatthew Farmer; R. Dustin Harding
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The nonlinear impact of ethical climate on salesperson role stress
deleteJournal of Personal Selling & Sales Management
IF3.5
delete2026-07-17
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PREAI
deleteJeff S. Johnson; Scott B. Friend; Timothy M. Reilly
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Subtle influence: revealing the tactical functions of ingratiation in business-to-business sales meetings
deleteJournal of Personal Selling & Sales Management
IF3.5
delete2026-07-17
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deleteJarkko Niemi; Johanna Vuori; Hanna Timonen; Ellen Bolman Pullins
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Navigating public procurement: strategic sales and pricing approaches in business-to-government markets
deleteJournal of Personal Selling & Sales Management
IF3.5
delete2026-06-03
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deleteFlorian Holz; Aline Isabelle Lanzrath; Christian Homburg
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Advancing the field of selling and sales management 20 years later: Are scholars keeping pace with practice?
deleteJournal of Personal Selling & Sales Management
IF3.5
delete2026-05-11
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deleteEli Jones; Nathaniel Hartmann; Christopher R. Plouffe; Bryan Hochstein
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Personal selling and sales management abstracts
deleteJournal of Personal Selling & Sales Management
IF3.5
delete2026-04-29
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PREAI
deleteColleen E. McClure
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Generative AI and salesperson creativity in value co-creation: a socio-technical process model
deleteJournal of Personal Selling & Sales Management
IF3.5
delete2026-04-28
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PREAI
deleteYuanyuan (Gina) Cui; Patrick van Esch
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The impact of salesforce diversity and inclusion on salesperson well-being and performance
deleteJournal of Personal Selling & Sales Management
IF3.5
delete2026-04-28
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PREAI
deleteNwamaka A. Anaza; Carla Childers; Cassandra Denise Davis; Elyria Kemp
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The customer loyalty-revenue linkage: exploring the role of unconventional salesperson traits
deleteJournal of Personal Selling & Sales Management
IF3.5
delete2026-03-04
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PREAI
deleteAshish Sharma; Jeff S. Johnson; Scott B. Friend
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Changing the narrative: introducing the CARE framework for salesperson well-being
deleteJournal of Personal Selling & Sales Management
IF3.5
delete2026-02-11
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PREAI
deleteEmily C. Tanner; Amy Fehl; David Brauer; Elizabeth Brauer; Dayle Childs; Tyler Hancock; Colleen McClure; Eric Swan
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Unpacking Generative AI for B2B Sales: Definitional Perspectives, Multidimensional Framework, and Sales Roles
deleteJournal of Personal Selling & Sales Management
IF3.5
delete2026-02-10
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PREAI
deleteNengbo Wang; Irene Nahm; Qiyao Pu; Navid Mojir; Jagdip Singh
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Sales force motivation, control system, and compensation & incentive research in the first half of the 21st century
deleteJournal of Personal Selling & Sales Management
IF3.5
delete2026-02-04
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PREAI
deleteMurali K. Mantrala; Drew Franklin; Tim Kalwey; Manfred Krafft; Yeji Lim; Deva Rangarajan
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Microfoundations of sales and sales-allied capabilities
deleteJournal of Personal Selling & Sales Management
IF3.5
delete2026-02-02
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deleteSreedhar Madhavaram; Radha Appan; Vishag Badrinarayanan; Hadi Houshmand
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B2B sales management in a circular economy: multilevel implications and future directions
deleteJournal of Personal Selling & Sales Management
IF3.5
delete2026-02-01
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PREAI
deleteHautamaki, Pia; Aarikka-Stenroos, Leena
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Profiling before scoring: a two-stage predictive model for B2B lead prioritization
deleteJournal of Personal Selling & Sales Management
IF3.5
delete2026-02-01
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deleteWu, Migao; Andreev, Pavel; Benyoucef, Morad
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From Authoritative Confidant to Financial Orchestrator: how digital transformation recasts advisor roles in retail banking
deleteJournal of Personal Selling & Sales Management
IF3.5
delete2026-01-05
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deleteChristian Zern; Oliver Mauroner
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Artificial intelligence (AI) in sales organizations: the role of trust
deleteJournal of Personal Selling & Sales Management
IF3.5
delete2026-01-01
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deleteRangarajan, Deva; Westphal, Jorg; Habel, Johannes; Rutherford, Brian
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Psychological safety: How seller and buyer knowledge impact educational interactions and outcomes in the pre-purchase process
deleteJournal of Personal Selling & Sales Management
IF3.5
delete2025-12-23
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deleteAntti Lähtevänoja; David Mathis; Lisa Beeler; Jani Holopainen; Petri Parvinen
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Emerging tensions in selling sustainable solutions: a future research agenda
deleteJournal of Personal Selling & Sales Management
IF3.5
delete2025-12-22
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deleteHeiko Fischer; Deva Rangarajan; Colin B. Gabler; Joona Keränen; Omar Itani; Myles Landers
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Neurosales: a neuroscientific framework for sales research
deleteJournal of Personal Selling & Sales Management
IF3.5
delete2025-11-22
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PREAI
deleteWilliam (Billy) Jones; Riley Dugan; Scott B. Friend
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