3.3(top 10%)
impact factor
457(top 50%)
papers
13.2K(top 20%)
citations
57(top 10%)
h-index
3.5(top 10%)
impact factor
628
all documents
14.7K
doc citations
86(top 10%)
g-index

Top Articles

#TitleJournalYearCitations
1A Review of Social Media and Implications for the Sales ProcessJournal of Personal Selling and Sales Management2012304
2The Role of Ethical Climate on Salesperson’s Role Stress, Job Attitudes, Turnover Intention, and Job PerformanceJournal of Personal Selling and Sales Management2006270
3Bringing “Social” Into Sales: The Impact of Salespeople’S Social Media Use on Service Behaviors and Value CreationJournal of Personal Selling and Sales Management2012234
4Social Media’s Influence on Business-to-Business Sales PerformanceJournal of Personal Selling and Sales Management2012222
5Relating Social Media Technologies to Performance: A Capabilities-Based PerspectiveJournal of Personal Selling and Sales Management2012209
6Effects of Ethical Climate and Supervisory Trust on Salesperson’S Job Attitudes and Intentions to QuitJournal of Personal Selling and Sales Management2006200
7The Effects of Perceived Supervisor Support, Perceived Organizational Support, and Organizational Justice on Turnover among SalespeopleJournal of Personal Selling and Sales Management2009198
8Revolution in Sales: The Impact of Social Media and Related Technology on the Selling EnvironmentJournal of Personal Selling and Sales Management2012179
9Sales profession and professionals in the age of digitization and artificial intelligence technologies: concepts, priorities, and questionsJournal of Personal Selling and Sales Management2019168
10Examining the Impact of Servant Leadership on Sales Force PerformanceJournal of Personal Selling and Sales Management2009164
11Examining the Impact of Servant Leadership on Salesperson’s Turnover IntentionJournal of Personal Selling and Sales Management2009160
12A Contingency Approach to Adaptive Selling Behavior and Sales Performance: Selling Situations and Salesperson CharacteristicsJournal of Personal Selling and Sales Management2006146
13The Sales Force Technology–Performance Chain: The Role of Adaptive Selling and EffortJournal of Personal Selling and Sales Management2008144
14Advancing Sales Performance Research: A Focus on Five UnderResearched Topic AreasJournal of Personal Selling and Sales Management2012142
15Sales Technology Orientation, Information Effectiveness, and Sales PerformanceJournal of Personal Selling and Sales Management2006130
16The Role of the Sales Force in Value Creation and Appropriation: New Directions for ResearchJournal of Personal Selling and Sales Management2012128
17Sales Force Effectiveness: A Framework for Researchers and PractitionersJournal of Personal Selling and Sales Management2008125
18Getting the Job Done: The Moderating Role of Initiative on the Relationship Between Intrinsic Motivation and Adaptive SellingJournal of Personal Selling and Sales Management2007112
19Role Ambiguity, Role Conflict, and Performance: Empirical Evidence of an Inverted‑U RelationshipJournal of Personal Selling and Sales Management2008108
20Salesperson ambidexterity and customer satisfaction: examining the role of customer demandingness, adaptive selling, and role conflictJournal of Personal Selling and Sales Management2017104
21Servant leadership and ethics: a dyadic examination of supervisor behaviors and salesperson perceptionsJournal of Personal Selling and Sales Management2015101
22Leveraging CRM for Sales: The Role of Organizational Capabilities in Successful CRM ImplementationJournal of Personal Selling and Sales Management2006100
23Transforming Selling: Why It Is Time to Think Differently About Sales ResearchJournal of Personal Selling and Sales Management2012100
24Does 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 Management200796
25Workplace Stressors, Job Attitude, and Job Behaviors: Is Interpersonal Conflict the Missing Link?Journal of Personal Selling and Sales Management201191
26Does Customer Orientation Impact Objective Sales Performance? Insights from a Longitudinal Model in Direct SellingJournal of Personal Selling and Sales Management200989
27Gritting their teeth to close the sale: the positive effect of salesperson grit on job satisfaction and performanceJournal of Personal Selling and Sales Management201989
28The Moral Philosophy of Sales Managers and its Influence on Ethical Decision MakingJournal of Personal Selling and Sales Management199889
29The good, the bad and the effective: a meta-analytic examination of selling orientation and customer orientation on sales performanceJournal of Personal Selling and Sales Management201487
30Sales Effort: The Intertwined Roles of the Leader, Customers, and the SalespersonJournal of Personal Selling and Sales Management200886
31The Role of Technology at the Interface Between Salespeople and ConsumersJournal of Personal Selling and Sales Management201086
32Organizational Readiness for Change, Individual Fear of Change, and Sales Manager Performance: An Empirical InvestigationJournal of Personal Selling and Sales Management200483
33A Contemporary Taxonomy of Sales PositionsJournal of Personal Selling and Sales Management200683
34Salesperson Ethical Decision Making: The Impact of Sales Leadership and Sales Management Control StrategyJournal of Personal Selling and Sales Management200783
35The Impact of Salesperson Motivation on Role Perceptions and Job Performance—A Cognitive and Affective PerspectiveJournal of Personal Selling and Sales Management200782
36Does Collaboration Between Sales and Marketing Affect Business Performance?Journal of Personal Selling and Sales Management200780
37Learning and Performance Goal Orientation of Salespeople Revisited: The Role of Performance-Approach and Performance-Avoidance OrientationsJournal of Personal Selling and Sales Management200678
38Hybrid sales structures in the age of e-commerceJournal of Personal Selling and Sales Management201878
39The Effect of Self-Efficacy on Salesperson Work Overload and Pay SatisfactionJournal of Personal Selling and Sales Management200876
40An Investigation into the Effects of Work–Family Conflict and Job Satisfaction on Salesperson DevianceJournal of Personal Selling and Sales Management201076
41Workplace Isolation, Salesperson Commitment, and Job PerformanceJournal of Personal Selling and Sales Management200874
42Examining impacts of technostress on the professional salesperson's behavioural performanceJournal of Personal Selling and Sales Management201474
43Salespeople as knowledge brokers: a review and critique of the challenger sales modelJournal of Personal Selling and Sales Management201473
44Qualitative sales research: an exposition of grounded theoryJournal of Personal Selling and Sales Management201572
45A Framework For Personal Selling and Sales Management Ethical Decision MakingJournal of Personal Selling and Sales Management200769
46Perceived Organizational Ethics and the Ethical Decisions of Sales and Marketing PersonnelJournal of Personal Selling and Sales Management200768
47Perceiving Emotion in the Buyer–Seller Interchange: The Moderated Impact on PerformanceJournal of Personal Selling and Sales Management200768
48Leadership style, salesperson's work effort and job performance: the influence of power distanceJournal of Personal Selling and Sales Management201568
49Ethical Salesperson Behavior in Sales RelationshipsJournal of Personal Selling and Sales Management200967
50Salesperson empathy, ethical behaviors, and sales performance: the moderating role of trust in one's managerJournal of Personal Selling and Sales Management201567