An analysis of leading contributors to the sales force research literature, 1980 through 1990

Article Abstract:

In order to provide direction, the research productivity of a discipline should be evaluated and reported upon periodically. This paper documents all selling and sales management articles published in the Journal of Marketing, the Journal of Marketing Research, Industrial Marketing Management and the Journal of Personal Selling & Sales Management for the years 1980 through 1990. The opinion leaders and leading institutions in sales management research are identified and the results indicate that the relatively young discipline of sales management has attracted some of the most prolific researches in marketing. (Reprinted by permission of the publisher.)

Periodicals, Publishing industry, Marketing research, Market research, Selling, Bibliography, Journal of Marketing Research (Periodical)

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Salesforce socialization tactics: building organizational value congruence

Article Abstract:

The authors explore salesforce socialization tactics as a means of building organizational value congruence - an important dimension of salesforce culture strength. An empirical study is presented in which six socialization tactics are measured and it is found that certain socialization tactics have a greater effect than others on organizational value congruence. The findings have important implications for salesforce managers and suggest future research direction. (Reprinted by permission of the publisher.)

Social aspects, Research, Professional socialization

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Reframing salesforce compensation systems: an agency theory-based performance management perspective

Article Abstract:

This article proposes a framework for paying sales personnel. The use of agency theory, need for retention patterns, and accounting for associated justice patterns and affective responses are discussed.

Analysis, Compensation and benefits, Agency theory

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