# | Title | Journal | Year | Citations |
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1 | A Review of Social Media and Implications for the Sales Process | Journal of Personal Selling and Sales Management | 2012 | 304 |
2 | The Role of Ethical Climate on Salesperson’s Role Stress, Job Attitudes, Turnover Intention, and Job Performance | Journal of Personal Selling and Sales Management | 2006 | 270 |
3 | Bringing “Social” Into Sales: The Impact of Salespeople’S Social Media Use on Service Behaviors and Value Creation | Journal of Personal Selling and Sales Management | 2012 | 234 |
4 | Social Media’s Influence on Business-to-Business Sales Performance | Journal of Personal Selling and Sales Management | 2012 | 222 |
5 | Relating Social Media Technologies to Performance: A Capabilities-Based Perspective | Journal of Personal Selling and Sales Management | 2012 | 209 |
6 | Effects of Ethical Climate and Supervisory Trust on Salesperson’S Job Attitudes and Intentions to Quit | Journal of Personal Selling and Sales Management | 2006 | 200 |
7 | The Effects of Perceived Supervisor Support, Perceived Organizational Support, and Organizational Justice on Turnover among Salespeople | Journal of Personal Selling and Sales Management | 2009 | 198 |
8 | Revolution in Sales: The Impact of Social Media and Related Technology on the Selling Environment | Journal of Personal Selling and Sales Management | 2012 | 179 |
9 | Sales profession and professionals in the age of digitization and artificial intelligence technologies: concepts, priorities, and questions | Journal of Personal Selling and Sales Management | 2019 | 168 |
10 | Examining the Impact of Servant Leadership on Sales Force Performance | Journal of Personal Selling and Sales Management | 2009 | 164 |
11 | Examining the Impact of Servant Leadership on Salesperson’s Turnover Intention | Journal of Personal Selling and Sales Management | 2009 | 160 |
12 | A Contingency Approach to Adaptive Selling Behavior and Sales Performance: Selling Situations and Salesperson Characteristics | Journal of Personal Selling and Sales Management | 2006 | 146 |
13 | The Sales Force Technology–Performance Chain: The Role of Adaptive Selling and Effort | Journal of Personal Selling and Sales Management | 2008 | 144 |
14 | Advancing Sales Performance Research: A Focus on Five UnderResearched Topic Areas | Journal of Personal Selling and Sales Management | 2012 | 142 |
15 | Sales Technology Orientation, Information Effectiveness, and Sales Performance | Journal of Personal Selling and Sales Management | 2006 | 130 |
16 | The Role of the Sales Force in Value Creation and Appropriation: New Directions for Research | Journal of Personal Selling and Sales Management | 2012 | 128 |
17 | Sales Force Effectiveness: A Framework for Researchers and Practitioners | Journal of Personal Selling and Sales Management | 2008 | 125 |
18 | Getting the Job Done: The Moderating Role of Initiative on the Relationship Between Intrinsic Motivation and Adaptive Selling | Journal of Personal Selling and Sales Management | 2007 | 112 |
19 | Role Ambiguity, Role Conflict, and Performance: Empirical Evidence of an Inverted‑U Relationship | Journal of Personal Selling and Sales Management | 2008 | 108 |
20 | Salesperson ambidexterity and customer satisfaction: examining the role of customer demandingness, adaptive selling, and role conflict | Journal of Personal Selling and Sales Management | 2017 | 104 |
21 | Servant leadership and ethics: a dyadic examination of supervisor behaviors and salesperson perceptions | Journal of Personal Selling and Sales Management | 2015 | 101 |
22 | Leveraging CRM for Sales: The Role of Organizational Capabilities in Successful CRM Implementation | Journal of Personal Selling and Sales Management | 2006 | 100 |
23 | Transforming Selling: Why It Is Time to Think Differently About Sales Research | Journal of Personal Selling and Sales Management | 2012 | 100 |
24 | Does Salesperson Perception of the Importance of Sales Skills Improve Sales Performance, Customer Orientation, Job Satisfaction, and Organizational Commitment, and Reduce Turnover? | Journal of Personal Selling and Sales Management | 2007 | 96 |
25 | Workplace Stressors, Job Attitude, and Job Behaviors: Is Interpersonal Conflict the Missing Link? | Journal of Personal Selling and Sales Management | 2011 | 91 |
26 | Does Customer Orientation Impact Objective Sales Performance? Insights from a Longitudinal Model in Direct Selling | Journal of Personal Selling and Sales Management | 2009 | 89 |
27 | Gritting their teeth to close the sale: the positive effect of salesperson grit on job satisfaction and performance | Journal of Personal Selling and Sales Management | 2019 | 89 |
28 | The Moral Philosophy of Sales Managers and its Influence on Ethical Decision Making | Journal of Personal Selling and Sales Management | 1998 | 89 |
29 | The good, the bad and the effective: a meta-analytic examination of selling orientation and customer orientation on sales performance | Journal of Personal Selling and Sales Management | 2014 | 87 |
30 | Sales Effort: The Intertwined Roles of the Leader, Customers, and the Salesperson | Journal of Personal Selling and Sales Management | 2008 | 86 |
31 | The Role of Technology at the Interface Between Salespeople and Consumers | Journal of Personal Selling and Sales Management | 2010 | 86 |
32 | Organizational Readiness for Change, Individual Fear of Change, and Sales Manager Performance: An Empirical Investigation | Journal of Personal Selling and Sales Management | 2004 | 83 |
33 | A Contemporary Taxonomy of Sales Positions | Journal of Personal Selling and Sales Management | 2006 | 83 |
34 | Salesperson Ethical Decision Making: The Impact of Sales Leadership and Sales Management Control Strategy | Journal of Personal Selling and Sales Management | 2007 | 83 |
35 | The Impact of Salesperson Motivation on Role Perceptions and Job Performance—A Cognitive and Affective Perspective | Journal of Personal Selling and Sales Management | 2007 | 82 |
36 | Does Collaboration Between Sales and Marketing Affect Business Performance? | Journal of Personal Selling and Sales Management | 2007 | 80 |
37 | Learning and Performance Goal Orientation of Salespeople Revisited: The Role of Performance-Approach and Performance-Avoidance Orientations | Journal of Personal Selling and Sales Management | 2006 | 78 |
38 | Hybrid sales structures in the age of e-commerce | Journal of Personal Selling and Sales Management | 2018 | 78 |
39 | The Effect of Self-Efficacy on Salesperson Work Overload and Pay Satisfaction | Journal of Personal Selling and Sales Management | 2008 | 76 |
40 | An Investigation into the Effects of Work–Family Conflict and Job Satisfaction on Salesperson Deviance | Journal of Personal Selling and Sales Management | 2010 | 76 |
41 | Workplace Isolation, Salesperson Commitment, and Job Performance | Journal of Personal Selling and Sales Management | 2008 | 74 |
42 | Examining impacts of technostress on the professional salesperson's behavioural performance | Journal of Personal Selling and Sales Management | 2014 | 74 |
43 | Salespeople as knowledge brokers: a review and critique of the challenger sales model | Journal of Personal Selling and Sales Management | 2014 | 73 |
44 | Qualitative sales research: an exposition of grounded theory | Journal of Personal Selling and Sales Management | 2015 | 72 |
45 | A Framework For Personal Selling and Sales Management Ethical Decision Making | Journal of Personal Selling and Sales Management | 2007 | 69 |
46 | Perceived Organizational Ethics and the Ethical Decisions of Sales and Marketing Personnel | Journal of Personal Selling and Sales Management | 2007 | 68 |
47 | Perceiving Emotion in the Buyer–Seller Interchange: The Moderated Impact on Performance | Journal of Personal Selling and Sales Management | 2007 | 68 |
48 | Leadership style, salesperson's work effort and job performance: the influence of power distance | Journal of Personal Selling and Sales Management | 2015 | 68 |
49 | Ethical Salesperson Behavior in Sales Relationships | Journal of Personal Selling and Sales Management | 2009 | 67 |
50 | Salesperson empathy, ethical behaviors, and sales performance: the moderating role of trust in one's manager | Journal of Personal Selling and Sales Management | 2015 | 67 |