Personal Selling & Sales Management Abstracts

Dubinsky, Alan J.
May 1987
Journal of Personal Selling & Sales Management;May87, Vol. 7 Issue 1, p61
Academic Journal
The article presents abstracts of various articles related to personal selling and sales management literature. Abstracts are classified according to their appropriate topic areas. The topic areas used to categorize abstracts are: Budgeting and Expenses, Buyer Behavior, Recruiting and Selection, Sales and Cost Analysis, Social Responsibility and Ethics. The article "Time Pressure and the Development of Integrative Agreements in Bilateral Negotiations," reports the results of a study designed to examine the influence of time pressure on negotiation proceedings and outcomes. When negotiators adopt a cooperative orientation, they achieve high outcomes regardless of the time pressure. Another article "Effects of Consumer Expectations on Information Processing in Selling Encounters," investigates how consumers process salesperson-provided information. The specific emphasis is on how prior expectations about salespeople affect information processing and product evaluations. The influence on information processing is most pronounced when the salesperson deviates from expected behavior.


Related Articles

  • 19. Sales Management. Fox, Harold W.; Babione, F. A.; Peters, William S.; Wright, John S. // Journal of Marketing;Oct66, Vol. 30 Issue 4, p94 

    The article presents abstracts of articles related to sales management and selling appearing in various periodicals. Articles abstracted include "The Big Discounters," published in "The Nielsen Researcher, "The Controversy in Sales Quotas," by Leslie Rich, appearing in the May 1966 issue of...

  • 23. SALES MANAGEMENT. Holloway, Robert J.; Douglas, Edna; Banks, Seymour // Journal of Marketing;Jul1954, Vol. 19 Issue 1, p90 

    The article presents various abstracts relating to marketing focused on sales management in marketing, including the articles "Analyzing Markets and Setting Sales Quotas;" "The Deployment of the Sales Force;" and "Machine Tool Rentals: Another Recruit."

  • Personal Selling & Sales Management Abstracts. Evans, Kenneth R // Journal of Personal Selling & Sales Management;Summer94, Vol. 14 Issue 3, p89 

    The purpose of this article is to help readers keep abreast of the current personal selling and sales management literature. Topics on which abstracts are sought include: Budgeting and expenses, buying behavior, compensation, forecasting, general sales management, social responsibility, time and...

  • 23. MARKET AREA STUDIES. RIGGLEMAN, J. R.; CLEWETT, RICHARD M.; BURLEY, ORIN E.; Bartels, R. // Journal of Marketing;Oct50, Vol. 15 Issue 2, p230 

    The article presents abstracts about research related to general market statistics. They include "When the Salesman Complains, 'My Quota is Too High,'" by Richard M. Clewett, "The South Bend Tribune," by Orin E. Burley, and "An Analysis of Iowa Income Payments," by R. Bartels.

  • Personal Selling & Sales Management Abstracts. Dubinsky, Alan J. // Journal of Personal Selling & Sales Management;Fall/Winter81/82, Vol. 2 Issue 1, p59 

    The article discusses certain topics related to personal selling and sales management that were published in issues of different journals and trade publications. The purpose of such record is to help sales people keep abreast of information concerning the current personal selling and sales...

  • SALES COMPLEXITY: CONCEPTUALIZATION AND A NEW MEASURE OF COMPLEXITY IN THE SELLING FUNCTION. Schmitz, Christian; Rader, Philipp // AMA Winter Educators' Conference Proceedings;2010, Vol. 21, p3 

    An abstract of the article "Sales Complexity: Conceptualization and a New Measure of Complexity in the Selling Function," by Christian Schmitz and Philipp Rader is presented.

  • 2. SELLING--PERSONAL. Breyer, Ralph F. // Journal of Marketing;Jul1947, Vol. 12 Issue 1, p106 

    The article presents a section of abstracts related to personal selling. They include "Low pressure selling," "An informal report on the life training program for ex-servicemen," and "A short course in salesmanship."

  • 19. Sales Management and Selling.  // Journal of Marketing;Apr1967, Vol. 31 Issue 2, p89 

    Abstracts of articles related to sales management and selling are presented. Articles abstracted include "The Sales Manager's Alter Ego," by M. A. Brice, appearing in the November 1966 issue of "Dun's Review and Modern Industry," and "The Application of Social Class in Market Segmentation," by...

  • 23. SALES MANAGEMENT. Sevin, Charles H.; Hand, Richard // Journal of Marketing;Apr1955, Vol. 19 Issue 4, p371 

    Several abstracts related to sales management are presented. They include "Containers and packaging industry report," "How to set up sales territories," and "Shaping company structure to its needs."


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics