Journal of Personal Selling & Sales Management

Taylor & Francis

AJG 2ABDC A

Recent paperssorted by most recent

Paper	Year	Citations
Emerging tensions in selling sustainable solutions: a future research agenda Heiko Fischer et al.	2026	1 citations
Artificial intelligence (AI) in sales organizations: the role of trust Deva Rangarajan et al.	2026	0 citations
Profiling before scoring: a two-stage predictive model for B2B lead prioritization Migao Wu et al.	2026	0 citations
Changing the narrative: introducing the CARE framework for salesperson well-being Emily C. Tanner et al.	2026	0 citations
Unpacking Generative AI for B2B Sales: Definitional Perspectives, Multidimensional Framework, and Sales Roles Nengbo Wang et al.	2026	0 citations
Leveraging coping flexibility to ease emotional exhaustion in salespeople Ali Anwar et al.	2026	0 citations
The customer loyalty-revenue linkage: exploring the role of unconventional salesperson traits Ashish Sharma et al.	2026	0 citations
From Authoritative Confidant to Financial Orchestrator: how digital transformation recasts advisor roles in retail banking Christian Zern & Oliver Mauroner	2026	0 citations
Microfoundations of sales and sales-allied capabilities Sreedhar Madhavaram et al.	2026	0 citations
Sales force motivation, control system, and compensation & incentive research in the first half of the 21st century Murali K. Mantrala et al.	2026	0 citations
Psychological safety: How seller and buyer knowledge impact educational interactions and outcomes in the pre-purchase process Antti Lähtevänoja et al.	2026	0 citations
B2B sales management in a circular economy: multilevel implications and future directions Pia Hautamäki & Leena Aarikka-Stenroos	2026	0 citations
Neurosales: a neuroscientific framework for sales research W. J. Jones et al.	2026	0 citations
Selling and sales management for successful servitization: a systematic review and research agenda Christian Kowalkowski et al.	2025	6 citations
DEI in B2B selling: a systematic review and research agenda Roberto Mora Cortez et al.	2025	3 citations
Customer demandingness and salesperson’s performance: a meta-analytic examination Fernando Jaramillo et al.	2025	2 citations
Psychological reactance among B2C sales prospects Bitty Balducci & Minjoo Kim	2025	2 citations
Empirics before theory? Considerations for research sequencing within sales scholarship Brian N. Rutherford & Scott B. Friend	2025	2 citations
Can micromanagement be beneficial for adaptive selling? Role of salesperson creativity and managerial micromanagement during disruption Binay Kumar et al.	2025	1 citations
Gamification in virtual sales training: evidence from a field experiment Maximilian Friess	2025	1 citations

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