Utilization of Sales Management Knowledge and Identification of Contributors: An Analysis of JPSSM 1980-1990

Swan, John E.; Powers, Thomas L.; Sobczak, Patrick M.
January 1991
Journal of Personal Selling & Sales Management;Winter91, Vol. 11 Issue 1, p5
Academic Journal
The utilization of the JPSSM in enhancing sales management knowledge was analyzed by a cross citation of JPSSM articles in other journals and sales management textbooks which found that the JPSSM has made a basic contribution to the sales and sales management literature. An examination of authorships and institutional contributors to the sales and sales management literature in the JPSSM was also conducted. A large number of both individuals and institutions have contributed articles to the JPSSM, indicating a breadth of research on sales. However, a relatively few contributors accounted for a significant proportion of JPSSM articles, suggesting a concentration of research efforts by both individuals and institutions.


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