JSMAM Abstracts
In order to help prospective new subscribers understand the value the journal offers, we periodically post sample articles that have appeared in the journal. Please take a look at the article to see if it fills a need for you. Just click on a link below to read an abstract of an article. subscribe now...
JSMAM Volume 10 / Number 3
- 10-3-1 Auditing a Strategic Account Management Pilot: A Case Study in the Marine Manufacturing Industry
- 10-3-2 The Utilization of Scripts in Business-to-Business Selling: An Assessment
- 10-3-3 Golf as a Sales Tool
JSMAM Volume 10 / Number 2
- 10-2-1 Revelations from Data Mining: A Case Study of a Sales Territory
- 10-2-2 Developing a Valide and Reliable Measurement of Attitudes Towards Salespeople
- 10-2-3 Why Unified Communication Makes Sense Today
- 10-2-4 What Candor Can Do For Your
JSMAM Volume 10 / Number 1
- 10-01-01 Perceived Organizational Support and the Seven Facets of Salesperson Job Satisfaction.pdf
- 10-01-02 Antecedents and Consequences of teh Conflict Between the Marketing and Sales Departments.pdf
- 10-01-03 How to Approach the Complexity of Negotiations.pdf
- 10-01-04 From Checkers to Chess Positioning-to-WinTM in Complex Selling Environments.pdf
JSMAM Volume 9 / Numbers 1 - 4
- 09-01-01 Ethical Climate's Influence on Sales Management Practices.pdf
- 09-01-02 Drivers of Organizational Commitment Among Salespeople.pdf
- 09-01-03 The Impact of Self-Efficacy on Expectancy, Effort, and Adaptive Selling in a Personnel-Selling Context.pdf
- 09-01-04 Gender Differences in Communication - Implications for Salespeople.pdf
- 09-01-05 The Edwin Moses Theory of Direct Sales.pdf
- 09-02-01 Turnover in the Sales Force - A Comparison of Hunters and Farmers.PDF
- 09-02-02 Why Sales Managers Should Provide More Leadership Support - The Relationship between Levels of Leadership Support and Salesperson Performance.PDF
- 09-02-03 The Impact of Managerial Trust and Control on Salesperson Performance.PDF
- 09-02-04 How Salespeople Should Communicate Value in a Tough Economy.PDF
- 09-03-01 Sales Careers Stages - Testing for Sequential Changes.PDF
- 09-03-02 Necessity is the Mother of Invention - Why Salesperson Creativity is More Important Now Than Ever and What We Can Do to Encourage It.PDF
- 09-03-03 There's No Such Thing as a Red Flag, They are Really Tiny Corners on HUGE Red Banners.PDF
- 09-04-01 Psychological Climate Dimensions as Antecedents to Salespeople's Organizational Commitment, Turnover, Success Beliefs and Performance.pdf
- 09-04-02 Psychological Empowerment of Salespeople Antecedents and Consequences.pdf
- 09-04-03 Does the Quality of Consulting Related Behaviors Mediate the Relationship Between Those Behaviors and Salesperson Effectiveness.pdf
- 09-04-04 How to Minimize Realignment Issues A Case Studys.pdf
JSMAM Volume 8 / Numbers 2 - 4
- 08-02-01 Impact of Purchase Importance and Salesperson Behaviors on Relationship Loyalty.pdf
- 08-02-02 The Idea Generation Stage of the New Product Development Process Can Key Account Management systems Help.pdf
- 08-02-03 Set Goals to Accomplish the Extaordinary.pdf
- 08-02-04 What is the Difference Between Selling in a Robust Economy and Selling in a Failing Economy.pdf
- 08-02-05 Are You Ready for a Sales Makeover Managing the Shift from Product Seller to Problem Solver.pdf
- 08-03-01 Alignment of Front-line Personnel A Preliminary Attempt at Scale Development.pdf
- 08-03-02 Information Technology and Professional Selling - What do the Sales People of Tomorrow Think.pdf
- 08-04-01 Levels of Sales Leadership Support.pdf
- 08-04-02 Sales Leaders as Senior Level Managers - A Conceptual Framework for Examining Upper Echelon Theory.pdf
- 08-04-03 Evaluating the Impact of Collegiate Sales Training and Education on Early Salesperson Performance.pdf
JSMAM Volume 7 / Numbers 2 - 3
- 07-02-02 Antecedents and Outcomes.pdf
- 07-02-03 Technology Empowerment as a Determinant.pdf
- 07-02-04 To PowerPoint or Not to PowerPoint.pdf
- 07-02-05 Making Cold Calls.pdf
- 07-02-06 Negotiation Techniques.pdf
- 07-03-02 Expanding International Sales Ed.pdf
- 07-03-03 The Plateau Syndrome.pdf
- 07-03-04 Sales Managers' Perceptions of the Benefits of Sales Force Automation.pdf
- 07-03-05 Thoughts from Gerhardt Gschwandtner.pdf
- 07-03-06 Want to Win the Sales.pdf