European Journal of Marketing: Volume 30 Issue 7

The effects of organizational formalization on organizational commitment and work alienation in US, Japanese and Korean industrial salesforces

Ronald E. Michaels, Alan J. Dubinsky, Masaaki Kotabe, Chae Un Lim

States that researchers in marketing have called for investigations concerning personal selling and sales management in the international arena. Examines the influence of…

Personal construct psychology and personal selling performance

Richard E. Plank, Joel N. Greene

Proposes an alternative approach to understanding personal selling performance based on personal construct psychology, a cognitively based personality paradigm, originally…

The effects of environmental dynamism and heterogeneity on salespeople’s role perceptions, performance and job satisfaction

Ravipreet S. Sohi

Develops a structural equations model which examines the effects of environmental dynamism and heterogeneity on salespeople’s role conflict, role ambiguity, performance and job…

CAPPLAN: a decision‐support system for planning the pricing and sales effort policy of a salesforce

Sönke Albers

Describes the decision‐support system CAPPLAN. CAPPLAN has been developed for firms which sell their products through a salesforce to industrial customers or wholesalers and…

Personal selling constructs and measures: emic versus etic approaches to cross‐national research

Joel Herche, Michael J. Swenson, Willem Verbeke

Argues that salesforce research has typically been conducted in the USA, and that US researchers have developed the theories, designed the research, and interpreted the results…