메뉴 건너뛰기




Volumn 32, Issue 4, 2012, Pages 473-489

The state of research methods in personal selling and sales management literature

Author keywords

[No Author keywords available]

Indexed keywords


EID: 84870899820     PISSN: 08853134     EISSN: None     Source Type: Journal    
DOI: 10.2753/PSS0885-3134320405     Document Type: Review
Times cited : (13)

References (40)
  • 1
    • 57849129892 scopus 로고    scopus 로고
    • First decade of organizational research methods: Trends in design, measurement and data-analysis topics
    • Aguinis, Herman, Charles A. Pierce, Frank A. Bosco, and Ivan S. Muslin (2009), "First Decade of Organizational Research Methods: Trends in Design, Measurement and Data-Analysis Topics, " Organizational Research Methods, 12 (1), 69-112.
    • (2009) Organizational Research Methods , vol.12 , Issue.1 , pp. 69-112
    • Herman, A.1    Pierce, C.A.2    Bosco, F.A.3    Muslin, I.S.4
  • 2
    • 0030121899 scopus 로고    scopus 로고
    • Applications of structural equation modeling in marketing and consumer research: A Review
    • Baumgartner, Hans, and Christian Homburg (1996), "Applications of Structural Equation Modeling in Marketing and Consumer Research: A Review, " International Journal of Research in Marketing, 13 (2), 139-161.
    • (1996) International Journal of Research in Marketing , vol.13 , Issue.2 , pp. 139-161
    • Hans, B.1    Homburg, C.2
  • 3
    • 84965740723 scopus 로고
    • The diffusion of marketing research techniques in business: Implications for marketing education
    • Bellenger, Danny N., Roy D. Howell, Jim Wilcox, and Barnett A. Greenberg (1990), "The Diffusion of Marketing Research Techniques in Business: Implications for Marketing Education, " Journal of Marketing Education, 12 (1), 24-29.
    • (1990) Journal of Marketing Education , vol.12 , Issue.1 , pp. 24-29
    • Bellenger Danny, N.1    Howell, R.D.2    Wilcox, J.3    Greenberg, B.A.4
  • 4
    • 66049160527 scopus 로고    scopus 로고
    • The Theoretical domains of retailing research: A retrospective
    • Brown, James R., and Rajiv P. Dant (2009), "The Theoretical Domains of Retailing Research: A Retrospective, " Journal of Retailing, 85 (2), 113-128.
    • (2009) Journal of Retailing , vol.85 , Issue.2 , pp. 113-128
    • Brown James, R.1    Dant, R.P.2
  • 5
    • 0039019463 scopus 로고
    • An analysis of leading contributors to the sales force research literature, 1980 through 1990
    • Summer
    • Bush, Alan J., and E. Stephen Grant (1991), "An Analysis of Leading Contributors to the Sales Force Research Literature, 1980 Through 1990, " Journal of Personal Selling & Sales Management, 11, 3 (Summer), 47-56.
    • (1991) Journal of Personal Selling & Sales Management , vol.11 , Issue.3 , pp. 47-56
    • Bush Alan, J.1    Stephen Grant, E.2
  • 6
    • 0001955409 scopus 로고
    • Analyzing the content of marketing journals to assess trends in sales force research 1980-1992
    • Summer
    • Bush, Alan J., and E. Stephen Grant (1994), "Analyzing the Content of Marketing Journals to Assess Trends in Sales Force Research 1980-1992, " Journal of Personal Selling & Sales Management, 14, 3 (Summer), 57-68.
    • (1994) Journal of Personal Selling & Sales Management , vol.14 , Issue.3 , pp. 57-68
    • Bush Alan, J.1    Stephen Grant, E.2
  • 7
    • 67649965226 scopus 로고    scopus 로고
    • The complexities of sales and sales management research: A historical analysis from 1990 to 2005
    • Fall
    • Carter, E. Robert., Andrea L. Dixon, and William C. Moncrief (2008), "The Complexities of Sales and Sales Management Research: A Historical Analysis from 1990 to 2005, " Journal of Personal Selling & Sales Management, 28, 4 (Fall), 403-419.
    • (2008) Journal of Personal Selling & Sales Management , vol.28 , Issue.4 , pp. 403-419
    • Robert, C.E.1    Dixon, A.L.2    Moncrief, W.C.3
  • 8
    • 67649522312 scopus 로고    scopus 로고
    • Segmentation based on physical behavior: Implications for sales forecasting and marketing-mix strategy
    • Winter
    • Carter, Franklin J., and Ravinda Chitturi (2009), "Segmentation Based on Physical Behavior: Implications for Sales Forecasting and Marketing-Mix Strategy, " Journal of Personal Selling & Sales Management, 29, 1 (Winter), 81-95.
    • (2009) Journal of Personal Selling & Sales Management , vol.29 , Issue.1 , pp. 81-95
    • Carter Franklin, J.1    Chitturi, R.2
  • 9
    • 84947352928 scopus 로고
    • Application of least squares regressions to relationships containing autocorrelated error terms
    • Cochrane, D., and G.H. Orcutt (1949), "Application of Least Squares Regressions to Relationships Containing Autocorrelated Error Terms, " Journal of the American Statistical Association, 44 (245), 32-61.
    • (1949) Journal of the American Statistical Association , vol.44 , Issue.245 , pp. 32-61
    • Cochrane, D.1    Orcutt, G.H.2
  • 10
    • 70949093319 scopus 로고    scopus 로고
    • Are we there yet? An Assessment of research design and construct measurement practices in entrepreneurship research
    • April
    • Crook, Russell T., Christopher L. Shook, M. Lane Morris, and Timothy M. Madden (2010), "Are We There Yet? An Assessment of Research Design and Construct Measurement Practices in Entrepreneurship Research, " Organizational Research Methods, 13 (April), 1-15.
    • (2010) Organizational Research Methods , vol.13 , pp. 1-15
    • Crook Russell, T.1    Shook, C.L.2    Lane Morris, M.3    Madden, T.M.4
  • 11
    • 0004243486 scopus 로고
    • 2d ed., New York: McGraw-Hill
    • Denzin, Norman K. (1978), The Research Act, 2d ed., New York: McGraw-Hill.
    • (1978) The Research Act
    • Denzin, N.1
  • 13
    • 30244459245 scopus 로고
    • Testing for serial correlation in least squares regression II
    • Durbin, J., and G.S. Watson (1951), "Testing for Serial Correlation in Least Squares Regression II, " Biometrika, 38 (1-2), 159-178.
    • (1951) Biometrika , vol.38 , Issue.1-2 , pp. 159-178
    • Durbin, J.1    Watson, G.S.2
  • 14
    • 0001329103 scopus 로고
    • A Note on institutional contributions to the accounting literature
    • Dyl, Edward A., and Martha S. Lilly (1985), "A Note on Institutional Contributions to the Accounting Literature, " Accounting, Organizations and Society, 10 (2), 171-175.
    • (1985) Accounting, Organizations and Society , vol.10 , Issue.2 , pp. 171-175
    • Dyl Edward, A.1    Lilly, M.S.2
  • 17
    • 33745040286 scopus 로고    scopus 로고
    • Sales technology orientation, information effectiveness, and sales performance
    • Spring
    • Hunt, Gary K., and William D. Perreault, Jr. (2006), "Sales Technology Orientation, Information Effectiveness, and Sales Performance, " Journal of Personal Selling & Sales Management, 26, 2 (Spring), 95-113.
    • (2006) Journal of Personal Selling & Sales Management , vol.26 , Issue.2 , pp. 95-113
    • Hunt Gary, K.1    Perreault Jr., W.D.2
  • 18
    • 67749139603 scopus 로고    scopus 로고
    • Does customer orientation impact objective sales performance? insights from a longitudinal model in direct selling
    • Spring
    • Jaramillo, Fernando, and Douglass B. Grisaffe (2009), "Does Customer Orientation Impact Objective Sales Performance? Insights from a Longitudinal Model in Direct Selling, " Journal of Personal Selling & Sales Management, 29, 2 (Spring), 167-178.
    • (2009) Journal of Personal Selling & Sales Management , vol.29 , Issue.2 , pp. 167-178
    • Fernando, J.1    Grisaffe, D.B.2
  • 19
    • 0002934032 scopus 로고
    • Content analysis in consumer research
    • Kassarjian, Harold H. (1977), "Content Analysis in Consumer Research, " Journal of Consumer Research, 4 (1), 8-18.
    • (1977) Journal of Consumer Research , vol.4 , Issue.1 , pp. 8-18
    • Kassarjian, H.1
  • 22
    • 0002181702 scopus 로고
    • Dilemmatics: The study of research choices and dilemmas
    • Joseph E. McGrath, Joanne Martin, and Richard A. Kulka, eds. Newbury Park, CA: Sage
    • McGrath, Joseph E. (1982), "Dilemmatics: The Study of Research Choices and Dilemmas, " in Judgment Calls in Research, Joseph E. McGrath, Joanne Martin, and Richard A. Kulka, eds., Newbury Park, CA: Sage, 69-102.
    • (1982) Judgment Calls in Research , pp. 69-102
    • McGrath, J.1
  • 23
    • 33846495154 scopus 로고    scopus 로고
    • The impact of salesperson motivation on role perceptions and job performance: A cognitive and affective perspective
    • Winter
    • Miao, C. Fred, and Kenneth R. Evans (2007), "The Impact of Salesperson Motivation on Role Perceptions and Job Performance: A Cognitive and Affective Perspective, " Journal of Personal Selling & Sales Management, 27, 1 (Winter), 89-101.
    • (2007) Journal of Personal Selling & Sales Management , vol.27 , Issue.1 , pp. 89-101
    • Fred, M.C.1    Evans, K.R.2
  • 24
    • 85009578866 scopus 로고    scopus 로고
    • Tracking academic research in selling and sales management: Authors, authorships, academic institutions, and journals
    • Spring
    • Moncrief, William C., Greg W. Marshall, and Courtney Watkins (2000), "Tracking Academic Research in Selling and Sales Management: Authors, Authorships, Academic Institutions, and Journals, " Journal of Personal Selling & Sales Management, 20, 2 (Spring), 99-108.
    • (2000) Journal of Personal Selling & Sales Management , vol.20 , Issue.2 , pp. 99-108
    • Moncrief, W.C.1    Marshall, G.W.2    Watkins, C.3
  • 26
    • 67649986990 scopus 로고    scopus 로고
    • Sales force control systems: A review of measurement practices and proposed scale refinements
    • Fall
    • Panagopoulos, Nikolaos G., and George J. Avlonitis (2008), "Sales Force Control Systems: A Review of Measurement Practices and Proposed Scale Refinements, " Journal of Personal Selling & Sales Management, 28, 4 (Fall), 365-385.
    • (2008) Journal of Personal Selling & Sales Management , vol.28 , Issue.4 , pp. 365-385
    • Panagopoulos, N.G.1    Avlonitis, G.J.2
  • 27
    • 40049096794 scopus 로고    scopus 로고
    • Navigating difficult waters: Publishing trends and scholarship in sales research
    • Winter
    • Plouffe, Christopher R., Brian C. Williams, and Trent Wachner (2008), "Navigating Difficult Waters: Publishing Trends and Scholarship in Sales Research, " Journal of Personal Selling & Sales Management, 28, 1 (Winter), 79-92.
    • (2008) Journal of Personal Selling & Sales Management , vol.28 , Issue.1 , pp. 79-92
    • Plouffe, C.R.1    Williams, B.C.2    Wachner, T.3
  • 28
    • 0011667678 scopus 로고
    • Sampling and data collection methods in sales force research: Issues and recommendations for improvement
    • Fall
    • Richardson, D. Lynne., John E. Swan, and Cecilia McInnis-Bowers (1994), "Sampling and Data Collection Methods in Sales Force Research: Issues and Recommendations for Improvement, " Journal of Personal Selling & Sales Management, 14, 4 (Fall), 31-39.
    • (1994) Journal of Personal Selling & Sales Management , vol.14 , Issue.4 , pp. 31-39
    • Lynne, R.D.1    Swan, J.E.2    McInnis-Bowers, C.3
  • 30
    • 0034364883 scopus 로고    scopus 로고
    • Research methodology in management: Current practices, trends, and implications for future research
    • Scandura, Terri A., and Ethlyn A. Williams (2000), "Research Methodology in Management: Current Practices, Trends, and Implications for Future Research, " Academy of Management Journal, 43 (6), 1248-1264.
    • (2000) Academy of Management Journal , vol.43 , Issue.6 , pp. 1248-1264
    • Scandura Terri, A.1    Williams, E.A.2
  • 32
    • 1842558775 scopus 로고    scopus 로고
    • An Assessment of the use of structural equation modeling in strategic management research
    • Shook, Christopher L., David J. Ketchen, Jr., G. Tomas M. Hult, and K. Michele Kacmar (2004), "An Assessment of the Use of Structural Equation Modeling in Strategic Management Research, " Strategic Management Journal, 25 (4), 397-404.
    • (2004) Strategic Management Journal , vol.25 , Issue.4 , pp. 397-404
    • Shook, C.L.1    Ketchen Jr., D.J.2    Tomas, G.3    Hult, M.4    Kacmar, K.M.5
  • 36
    • 0002325027 scopus 로고
    • Trends in research design and data analytic strategies in organizational research
    • Stone-Romero, Eugene F., Amy E. Weaver, and Jennifer L. Glenar (1995), "Trends in Research Design and Data Analytic Strategies in Organizational Research, " Journal of Management, 12 (1), 141-157.
    • (1995) Journal of Management , vol.12 , Issue.1 , pp. 141-157
    • Stone-Romero, E.F.1    Weaver, A.E.2    Glenar, J.L.3
  • 37
    • 34249679603 scopus 로고    scopus 로고
    • Research design and scientific identity in marketing journals: Review and evaluation
    • Svensson, Goran, and Greg Wood (2007), "Research Design and Scientific Identity in Marketing Journals: Review and Evaluation, " European Journal of Marketing, 41 (5-6), 419-438.
    • (2007) European Journal of Marketing , vol.41 , Issue.5-6 , pp. 419-438
    • Goran, S.1    Wood, G.2
  • 38
    • 0001955682 scopus 로고
    • Utilization of sales management knowledge and identification of contributors: An analysis of jpssm 1980-1990
    • Winter
    • Swan, E. John, Thomas L. Powers, and Patrick M. Sobczak (1991), "Utilization of Sales Management Knowledge and Identification of Contributors: An Analysis of JPSSM 1980-1990, " Journal of Personal Selling & Sales Management, 11, 1 (Winter), 5-13.
    • (1991) Journal of Personal Selling & Sales Management , vol.11 , Issue.1 , pp. 5-13
    • John, S.E.1    Powers, T.L.2    Sobczak, P.M.3
  • 39
    • 34247171727 scopus 로고    scopus 로고
    • Assessing the evolution of sales knowledge: A 20-year content analysis
    • Williams, Brian C., and Christopher R. Plouffe (2007), "Assessing the Evolution of Sales Knowledge: A 20-Year Content Analysis, " Industrial Marketing Management, 36 (4), 408-419.
    • (2007) Industrial Marketing Management , vol.36 , Issue.4 , pp. 408-419
    • Williams Brian, C.1    Plouffe, C.R.2
  • 40
    • 0003083119 scopus 로고
    • Behavioral methods
    • T.S. Robertson and H. Kassarjian, eds., Englewood Cliffs, NJ: Prentice Hall
    • Wind, Yorum, Vithali R. Rao, and Paul E. Green (1991), "Behavioral Methods, " in Handbook of Consumer Theory and Research, T.S. Robertson and H. Kassarjian, eds., Englewood Cliffs, NJ: Prentice Hall, 507-532.
    • (1991) Handbook of Consumer Theory and Research , pp. 507-532
    • Yorum, W.1    Rao, V.R.2    Green, P.E.3


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.