The following papers have been presented at previous conferences.
1998  1997  1996  1995   1994  1993  1992

1998

Avila, Ramon, Joseph D. Chapman, Raghu Tadepalli, and Mike Baur (1998), "How Salespeople Can Improve Their Selling Productivity by Understanding Relationship Development," 53-61.

Bashaw, R. Edward and Scott A. Inks (1998), "A Normative Exchange Typology and Its Impact on Sales Training," 96-99.

Bettis-Outland, Harriette and Richard G. McFarland (1998), "A Current Review of Salesforce Operations Modeling Research," 118-33.

Blackshear, Thomas R. (1998), "Adaptive Behavior Revisited: A Literature Review and Analysis," 62-69.

Boorom, Michael L. (1998), "Do Salespeople Get Sweaty Palms: An Investigation of the Incidence of Salesperson Communication Anxiety and Its Effects on Sales Performance," 155-60.

Castleberry, Stephen B., C. David Shepherd, and Rick E. Ridnour (1998), "Using the Watson-Barker Listening Test to Measure Salesperson Listening," 147-54.

Celuch, Kevin G. and Michael Williams (1998), "The Effects of Perceived Supervisory Feedback on Salesperson Role Ambiguity and Self Efficacy," 76-86.

Comer, Lucette B. and Mahatapa Palit (1998), "Components of Achievement Motivation and Androgyny: Do They Relate to Performance Quality?," 203-09.

Darmon, René Y. (1998), "Optimal Compensation Plan Structures Under "True" Uncertainty and Salespeople's Optimism-Pessimism Orientation: A Decision Theory Perspective," 15-28.

Deeter-Schmelz, Dawn R. and Rosemary P. Ramsey (1998), "Salesperson Social Support: How Important is It?," 29-38.

Flaherty, Theresa B. and Myron Glassman (1998), "The Handling of Traditional Sales Management Activities: Do Sales Managers and Salespeople Think Alike?," 87-95.

Grant, E. Stephen, R. Edward Bashaw, and Shelley M. Rinehart (1998), "Salesforce Values: Types, Propositions, and Potential," 4-11.

Inks, Scott A. and Amy J. Morgan (1998), "Perceptions of Equity in the Acceptance of Salesforce Automation," 12-14.

Johlke, Mark C. (1998), "Sales Manager-Salesperson Communication as the Basis for an Alternative Model of Salesperson Job Outcomes," 70-72.

Johnson, Julie T., James S. Boles, and Jeffrey Lewin (1998), "The Influence of Compensation Plans: Consequences for Managerial Style and Salesperson Customer Orientation," 39-40.

Lassk, Felicia G., Greg W. Marshall, and William C. Moncrief (1998), "Salesperson Job Involvement: Do Demographic, Situational, and Market Variables Matter?," 1-3.

Le Bon, Joël (1998), "C.I.A. Salesperson Scale: Toward a New Scale to Measure Competitive Intelligence Attitude of Salespeople," 134-42.

Luthy, Michael R. (1998), "Re-designing the Personal Selling Course and Advising Sales Interested Students: The View from Pi Sigma Epsilon Corporate Sponsors," 210-17.

Marks, Ronald and Douglas W. Vorhies (1998), "A Model of Buyer-Seller Trust Formation and Its Impact on Sales Performance," 41-52.

Patton, Mark Allan (1998), "Pro-Active Encouragement as a Micro-Tool to Assist Sales and Marketing Students to Gain Professional Confidence," 218-26.

Peterson, Robert M. (1998), "Leadership Substitutes as Moderators of a Salesperson's Rewards and Their Organizational Commitment and Propensity to Quit," 143-46.

Porter, Stephen S. (1998), "An Exploratory Investigation of the Relationship Between Communication Competence and the Practice of Adaptive Selling," 161-65.

Reid, David A., Ellen Bolman Pullins, and Richard E. Plank (1998), "The Impact of Purchasing Situation on the Behavior-Sales Performance Relationship Revisited," 166-78.

Rich, Gregory A. (1998), "An Empirical Assessment of the Constructs of Sales Coaching: Supervisory Feedback, Role Modeling and Trust," 73-75.

Shannon, J. Richard and Ronald E. Milliman (1998), "A Study of the Frequency of Use and the Perceived Effectiveness of Various Techniques for Teaching Personal Selling in Universities," 227-37.

Shemwell, Donald J. (1998), "Operant Conditioning, Precision Teaching, and the Personal Computer: Technology and Psychological Theory Converge to Generate a More Efficient and a More Effective Methodology for Providing Product Knowledge Training," 100-07.

Shepherd, C. David and Sarah F. Gardial (1998), "An Empirical Study Linking Ethical Philosophy to Personal Selling Behavior," 191-202.

Weinrauch, J. Donald, O. Karl Mann, and Marilyn Stephens (1998), "Manufacturers' Representatives: Will They Hire Students?," 108-17.

Widmier, Scott M., Donald W. Jackson, Jr., and Robert Cardy (1998), "Examining the Effects of Service Failures and Customer Compensation On Customers' Evaluations of Salespeople," 179-90.

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1997

Attaway, Jill S., Kevin G. Celuch, Michael A. Humphreys, and Michael R. Williams (1997), "An Examination of the Determinants of Change in Self-Efficacy Resulting From Sales Training," 37-48.

Avila, Ramon A., Joseph D. Chapman, and O. Karl Mann (1997), "Taking the Professional Selling Class to the Field for Commission," 52-58.

Celuch, Kevin G. and Michael R. Williams (1997), "Perceived Self-Efficacy and Salesperson Motivation: Research Propositions and Preliminary Test," 61-70.

Darmon, René Y. (1997), "Sales Force Control Main Characteristics: Some Research Propositions," 90-102.

Deeter-Schmelz, Dawn R. and Rosemary P. Ramsey (1997), "Retail Customers' Perceptions of Salesperson Interaction Performance: Initial Scale Development," 152-62.

Drollinger, Tanya and Lucette B. Comer (1997), "A Conceptual Framework of Active Empathetic Listening in the Sales Encounter," 142-45.

Grant, E. Stephen (1997), "Tolerance of Organizational Influence: Refinement of a TOI Measure for Salesforce Research Applications," 171-79.

Inks, Scott A. (1997), "Understanding the Factors Affecting Salesperson Commitment to Sales Force Automation Implementation: An Investigation of Salesforce Change," 180-84.

Lanasa, John, Conway Lackman, and Kenneth Saban (1997), "TQM in Sales," 74-79.

Liu, Sandra S. (1997), "Sub-Cultural Variations in Motivational Perceptions Between Salespeople in People's Republic of China and Hong Kong," 71-73.

Luthy, Michael R. (1997), "Just the Facts Mam: Information Relevance and Potential Bias in Sales Management Case Studies," 29-36.

Mann, O. Karl, J. Donald Walrach, Marilyn Stephen, and Thomas R. Blackshear (1997), "Manufacturer's Representatives Identify Their Sales Competencies: An Exploratory Study," 5-12.

Marshall, Greg W. and William C. Moncrief, III (1997), "Decision Making in Salesforce Selection: Risk Taking by Sales Managers vs Human Resource Managers," 1-4.

Martin, Thomas N. and John Hafer (1997), "Part- and Full-Time Salesperson's Interest in Transitioning to Management," 13-20.

McBane, Donald A., Stephen J. Grove, Raymond P. Fisk, and Patricia A. Knowles (1997), "Stanislavsky and Selling: What Sales Training Can Learn From the Theater," 49-51.

McFarland, Richard G. (1997), "Seller Influence Tactics in the Buyer-Seller Exchange," 132-41.

Minton, Ann P. (1997), "Relationship Marketing and Leader Member Exchange: A Proposed Application to Buyer-Seller Relationships," 112-17.

Peterson, Robert M. (1997), "A Positivist Evaluation of the Walker-Churchill-Ford Sales Performance Model with Observations from Practitioners," 128-31.

Porter, Steven S. (1997), "Salesperson Knowledge Structure and the Practice of Adaptive Selling: An Empirical Investigation," 146-51.

Reid, David A. and Richard E. Plank (1997), "The Moderating Role of Purchasing Situation on the Behavior - Performance Relationship: A Replication and Extension," 163-70.

Rich, Gregory A. (1997), "Antecedents and Consequences of Salesperson Optimism," 59-60.

Sager, Jeff K. and Paul Dishman (1997), "Measuring the Duration of Consideration of Turnover in Sales Force Personnel: An Initial Investigation," 24-28.

Schuster, Camille P. (1997), "What is Relationship Selling?," 103-04.

Schwepker, Charles H., Jr. (1997), "The Effects of Perceived Competitive Intensity, Cognitive Moral Development and Moral Judgment on Salespeople's Intention to Behave Unethically," 21-23.

Shephard, C. David and Adam Bock (1997), "An Alternative Model of the Relationship Selling Process," 105-111.

Tanner, John F., Jr. and Terry W. Loe (1997), "Variation in Sales Performance: Using Process Control," 80-89.

Thomas, Ray (1997), "How Marketing Oriented Are Industrial Salespeople? Three Points of View Using the Selling Orientation - Customer Orientation (S.O.C.O.) Scale," 118-27.

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1996

Avila, Ramon A., Stephen M. Avila, Joseph D. Chapman, Scott A. Inks, and Michael R Williams (1996), "The MASS TRAC Selling System: Advanced Technologies for Effective Sales Training and Classroom Instruction," 57-66.

Blackshear, Thomas R., Karl O. Mann, and Richard Plank (1996), "Critical Factors That Contribute to the Success of Sales and Sales Management Students in the Classroom: A Comparative Study," 115-23.

Celuch, Kevin and Michael R. Williams (1996), "Perceived Self-Efficacy and Salesperson Performance: Conceptual Framework and Research Propositions," 27-37.

Comer, Lucette B. and Tanya Drollinger (1996), "Androgyny and Relationship Selling: Some Possible Linkages," 153-55.

Darmon, René Y. (1996), "A Theory-Based Scheme and Procedure for Classifying Sales Positions," 67-81.

Deeter-Schmelz, Dawn R., Rosemary Ramsey, and Michael Boorom (1996), "Sales Force Technology: The Reality of Virtual Reality," 132-39.

Devine, Ann M., Arno Kleimenhagen, and G. M. Naidu (1996), "Examples of Learning and Assessment Within the Sales and Marketing Curriculum," 98-105.

Hafer, John (1996), "The Cyber-Panel: A Case Study in Sales Management Research and Education," 124-27.

Herche, Joel, Michael J. Swenson, and Mark E. Hill (1996), "A Contextual Appraisal of Social Values Structures: Consumer/Salespeople Congruence," 15-17.

Humphreys, Michael A. and Michael R. Williams (1996), "Revisiting 'Interpersonal Process Attributes and Technical Product Attributes': Theoretical Insight and Managerial Implications," 142-52.

Inks, Scott A., R. Edward Bashaw, and Thomas N. Ingram (1996), "Teaching Technology to Sales Students: A Course Overview," 128-31.

Luthy, Michael R. (1996), "Evaluating the Success of a Sales Force Promotional Program: Denman Industrial Products (A) and (B)," 88-97.

Martin, Thomas N. (1996), "A Test of the Blau and Boal Turnover Model on Part-time Salespeople," 82-87.

McBane, Donald A. (1996), "Sales Education and the National Education Goals," 106-14.

McBane, Donald A. and Patricia A. Knowles (1996), "Testing Signal Detection Theory as it Relates to Sales Effectiveness: A Proposed Methodology," 21-26.

Peterson, Robert M., George H. Lucas, Jr., and Patrick L. Schul (1996), "Consultative Selling: Walking the Walk in the New Selling Environment," 140-41.

Porter, Stephen S. and Gary L. Frankwick (1996), "A Scale to Measure Selling Situation," 1-3.

Reid, David A., Ann P. Minton, and Richard E. Plank (1996), "The Moderating Role of Purchasing Situation on the Behavior-Performance Relationship," 4-14.

Snyder, David J. and Kevin Brayer (1996), "Ideas for a More Dynamic Sales Class," 49-56.

Thomas, Ray, Glen Davies, Kylie Baker, and Joanne Francis (1996), "Can Marketing Graduates Sell? Sales Managers' Perceptions of Western Australian Marketing Graduates and University Sales Education," 38-48.

Weilbaker, Dan C. and Denise D. Schoenbachler (1996), "Post-Sale Follow-Up: The Forgotten Phase in the Selling Process," 18-20.

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1995

Avila, Ramon A., Shaheen Borna, Kristen Solik, and Mike Lang (1995), "An Exploratory Study of Buyers and Sellers Ethical Perceptions and Intentions to Choose a Supplier," 68-72.

Badovick, Gordon. R., Ronald B. Marks, and Ann Thompson (1995), "The Relationship Between Adaptive Selling, Task-related Sales Behavior and Commitment to Performance--Some Largely Disappointing Results," 7-12.

Blackshear, Thomas R. and Karl O. Mann (1995), "The Relationship of Adaptive Behaviors of Industrial Salespeople to Performance," 13-17.

Boorom, Michael L. and Rosemary Ramsey (1995), "Psychometric Assessment of the Behrman-Perreault Salesperson Performance Scale Using Salesperson-Sales Manager Dyads," 126-32.

Chapman, Joe and Todd Paddock (1995), "A Synopsis of the Literature on Characteristics of Successful Salespeople," 26-31.

Clabaugh, Maurice G., Jr. and Jessie L. Forbes (1995), "Structuring a Sales Course Based on the Cognitive Domain," 3.

Darmon, René Y. (1995), "Linking Sales Quotas to Territory Untapped Market Potential," 112-20.

Errfmeyer, Robert C. and Dale A. Johnson (1995), "An Evaluation: Distance Education Techniques Used in Sales Training," 1-2.

Gruen, Thomas W. (1995), "Salesperson and Sales Force Financial Compensation: A Review of Existing Literature and Recommendations for Further Review," 50-57.

Hawes, Jon M. and James T. Strong (1995), "The Impact of Closing Techniques on Prospect Trust," 66-67.

Humphreys, Michael A. and Michael R. Williams (1995), "The Relative Importance of Salesperson Interpersonal Process Attributes and Technical Product Attributes in a Commodity Industry," 34-41.

Jones, Eli, III (1995), "International Sales Force Design: A Conceptual Model of the Propensity to Ally," 147-50.

Karns, Gary L. and John J. Wheatley (1995), "A Preliminary Study of the Effects of Field Sales Manager's Efforts in Training in Marketing Planning on Salesperson Motivation, Role Perceptions, and Satisfaction," 103-11.

Kiecker, Pamela and Cathy L. Hartman (1995), "Defining the Category of Pal-Assisted Buyers: Seller's Declarative and Procedural Knowledge Structures," 18-25.

Luhrsen, David A. and Michelle A. DeMoss (1995), "Federally Mandated Outcomes Assessment: How Can Sales and Marketing Educators Respond?," 3.

Macintosh, Gerrard and James W. Gentry (1995), "Dimensions of Selling Strategy," 133-36.

Marshall, Greg W. (1995), "Attributions in Salesperson Evaluations: The Impact of Performance Outcome," 73-74.

McBane, Donald A. (1995), "A Modified Organizational Commitment Scale for Use in Sales Research," 121-25.

Minton, Ann P. and Richard E. Plank (1995), "The Impact of Action Control Tendencies on Effort Expended on Sales Behaviors Within an Expectancy Framework: A Proposal," 88-93.

Naidu, G. M., Edward Vitale, Arno Kleimenhagen, and Ann Devine (1995), "Role Clarity and Vertical Communication in Sales Manager's Performance," 82-87.

Schwepker, Charles H., Jr. (1995), "The Roles of Moral Judgment, Customer Oriented Selling, and Customer Trust in Developing Relational Exchange and Improving Salesperson Performance," 58-65.

Srivastava, Rajesh and J. K. Sager (1995), "Influence of Personal Characteristics on Salespeople's Coping Styles," 32-33.

Swift, Cathy Owens and Constance Campbell (1995), "Ingroup and Outgroup Status in the Sales Force: Is Gender a Factor?," 42-46.

Williams, Michael R. and Timothy A. Longfellow (1995), "The Influence of Salespersons' Customer-Orientation on Customer Satisfaction and Relationship Development," 94-102.

Wilson, Kevin (1995), "A Problem Centered Approach to Sales Force and Key Account Management -- A U.K. Perspective," 137-46.

Wilson, Phillip H. and Jeff Sager (1995), "A Model of Salespeople's Training Attitudes and Related Outcomes: A Research Proposal," 47-49.

Wolfe, William G., John L. Schlacter, and Donald W. Jackson, Jr. (1995), "Examining How Sales Managers Evaluate Their Salespeople's Performance," 75-81.

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1994

Avila, Ramon, Joe Chapman, and Pamela Riegel (1994), "A Business Perspective on the Student Portfolio," 54-57.

Badovick, Gordon and Ann Thompson (1994), "Preferred Cognitive Styles and Their Influences Upon Adaptive and Task Related Selling Behaviors: An Exploratory Study," 1-2.

Blackshear, Thomas R., Karl O. Mann, and Richard Plank (1994), "Critical Success Factors That Contribute to the Success of Marketing Students," 50-53.

Clabaugh, Maurice G., Jr. and Jessie L. Forbes (1994), "Learning a New Language for Selling: Communication for the Double-Win Philosophy," 42.

Claxton, Reid, Roger P. McIntyre, and Ann P. Minton (1994), "Empirical Relationships Between Self-Monitoring and Cognitive Style: Implications for Adaptive Selling and Sales Management," 11-12.

Devine, Ann M., G. M. Naidu, and Arno Kleimenhagen (1994), "Predictors of Sales Manager Performance: An Empirical Study," 60.

Dishman, Paul (1994), "Disinformation Techniques Utilized in Sales Management and Personal Selling Strategies: A Typology and Examples," 34-41.

Donoho, Casey and David A. Cohen (1994), "The Personal Selling Ethics (PSE) Scale: A Replication and Extension of the Dabholkar and Kellaris Study (1992)," 74.

Faria, A. J. and John R. Dickinson (1994), "Simulation Gaming for Sales Management Training," 75-82.

Feehery, George and Warren Martin (1994), "The Role of Empathy in Sales Agent Performance," 69-72.

Good, David J. and Robert W. Stone (1994), "Computer Usage in the Sales Organization," 33.

Gupta, Susan and Mark A. Moon (1994), "Examining the Formation of Selling Centers: A Conceptual Framework," 26.

Herche, Joel, Reginald Graham, and Michael J. Swenson (1994), "Revisiting the Academic Performance/Salesperson Performance Relationship," 13.

Humphreys, Michael (1994), "Adaptive Selling Behavior: An Exploratory Study of Reseller Perceptions of Manufacturer Sales Representatives," 3-10.

Lagace, Rosemary R. and Greg W. Marshall (1994), "Buyers' Trust of Salespeople: Does It Go Beyond the Dyad?," 44-48.

Luhrsen, David A. and Michael L. Boorom (1994), "The Personal Selling Course: A Career-Oriented Experiential Education Model," 58-59.

Macintosh, Gerrard, Kenneth A. Anglin, and James W. Gentry (1994), "The Role of Inference and Procedural Knowledge in Prospecting for New Customers," 73.

McBane, Donald A. (1994), "Measurement Problems When a Sales Job is Only a Stepping Stone," 93.

McIntyre, Roger P. and Martin S. Meloche (1994), "National Culture and Negotiations: Examples from the Pacific Basin," 17.

Metcalf, Lynn E. (1994), "Sales Management Practices for a New Age: Deming's Principles Applied," 61-68.

Sager, Jeffrey K. and Phillip H. Wilson (1994), "Clarification of the Meaning of Job Stress and Application to Sales Force Research," 25.

Schultz, Roberta (1994), "The Elaboration Likelihood Model: Establishing Enduring Industrial Buyer Attitudes," 49.

Schwepker, Charles H., Jr. and Thomas N. Ingram (1994), "An Exploratory Investigation of the Relationship Between Salesperson Moral Judgment and Job Performance," 14-15.

Shemwell, Donald J. and Qian Wang (1994), "Cross-Cultural Relationships: What to Expect When You Do Business with the Chinese," 18-23.

Swift, Cathy Owens, Jane P. Wayland, and Robert Wayland (1994), "How the ADA (Americans with Disabilities Act) Will Affect Customer Relationships," 43.

Taku, Michael A., Syed T. Anwar, and Farrand J. Hadaway (1994), "Social Exchange Processes for Industrial Sales Effectiveness in Sub-Saharan African Markets," 24.

Tanner, John F., Stephen B. Castleberry, and Rick E. Ridnour (1994), "The Dimensionality of Vertical Exchange Relationships," 27-32.

van der Westhuizen, Brian (1994), "Development and Testing of a Multi-Attribute Linear Compensatory Sales Force Productivity Score," 16.

Williams, Michael R. and Jill S. Attaway (1994), "An Exploratory Investigation of Customer Orientation as a Mediator of the Antecedent Effects of Organizational Culture on Buyer-Seller Relationships," 83-92.

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1993

Anglin, Kenneth A. and Kevin M. Elliott (1993), "Selling Knowledge, Adaptive Selling and Systematic Distortion," 35-38.

Badovick, Gordon J., Farrand J. Hadaway, and Ronald B. Marks (1993), "Antecedents of Goal Commitment and Salesperson Performance: The Influence of Self-Consciousness, Self-Efficacy, and Goal Difficulty," 66.

Baxter, Richard P., Ernest F. Cooke, and Robert L. Berl (1993), "Salesperson Motivation and the Requirements of the Job," 149-53.

Bergadaa, Michelle (1993), "Strategy, Organization and Evolution in Sales Careers," 156-58.

Blackshear, Thomas and Richard E. Plank (1993), "The Relationship of Self-Report Task-Specific and Adaptive Behaviors of Pharmaceutical Salespeople to Sales Performance," in the Proceedings of the National Conference in Sales Management.

Boorom, Michael L. and David A. Luhrsen (1993), "Communication Apprehension or Why Do Students Get Sweaty Palms in the Classroom," 1.

Chapman, Joe (1993), "Sales Education and the Marketing Concept," 2-5.

Chonko, Lawrence B. and John F. Tanner, Jr. (1993), "Managing the Diversity of Inside and Outside Sales Forces," 145.

Clabaugh, Maurice G., Jr. (1993), "Experiential Case Method of Teaching Professional Selling," 10.

Claxton, Reid P. and Roger P. McIntyre (1993), "Cognitive Style and Indiscriminate 'Friendliness' in the Service Mix," 82-87.

Darmon, René Y. (1993), "Territory Potential Versus Sales Performance: Some Hypotheses About Salespeople's Time Allocation," 136-42.

DelVecchio, S. K. (1993), "The Effect of Sales Manager Behaviors: A Critical Review," 45-51.

Donoho, Casey L., Michael J. Swenson, and Gary R. Taylor (1993), "Journal Writing in the Personal Selling Curriculum," 88.

Good, David J., John Lanasa, and David Burns (1993), "Mentoring: A New Source of Role Contact," 73-76.

Good, David J., E. James Randall, David Burns, and John Lanasa (1993), "Coaching in the Sales Organization," 107-10.

Klewer, Edwin D., Vernon R. Stauble, and Charles L. Taylor (1993), "A Precision Sales Training Model: Vital Steps Toward Improving Selling Effectiveness for Business-to-Business Sellers," 159-61.

Lagace, Rosemary R. and Jule B. Gassenheimer (1993), "The Impact of Role Stressors on Sales Manager Job Satisfaction," 77-81.

Lorentz, Robert L. (1993), "A Methodology for Measuring and Evaluating Sales Force Performance," 59-65.

Macintosh, Gerrard and James W. Gentry (1993), "Similarity Cue Utilization: New Evidence and Suggestions for Salesperson/Customer Similarity Research," 55-58.

Mayo, Edward, Lance Jarvis, and Frank Gambino (1993), "The Ethics of Manipulation in Selling," 101-06.

McIntyre, Roger P. and Martin S. Meloche (1993), "Cognitive Style and Problem Solving in Personal Selling," 115-19.

Metcalf, Lynn E. (1993), "Selling Across Cultures: Educating for Intercultural Competence," 89-94.

Morris, Michael E., Duane L. Davis, and Raymond W. LaForge (1993), "Toward an Integration of Entrepreneurship into the Sales Function: A Conceptual and Propositional Approach," 143-44.

Naidu, G.M. and Raja P. Velu (1993), "Product-Mix in the Evaluation of Sales Performance: A Perspective from Property and Casualty," 72.

Newell, Stephen J. and Donald J. Shemwell (1993), "A Proposed Experiment Concerning the Effects of Expertise, Attractiveness and Trustworthiness on the Credibility of Sales Messages," 129-133.

Panitz, Eric and John Withey (1993), "Adaptive Selling in Pooled Sales Organizations," 52-54.

Plank, Richard E., Joel N. Greene, and David A. Reid (1993), "Empathy and Sales Performance: A Critical Review," 17-24.

Rexeisen, Richard and Richard Sauter (1993), "When to Say No to a Customer," 120-23.

Schlissel, Martin R. (1993), "Sales Planning for the Manager of Selling Tactics," 154-55.

Schwepker, Charles H., Jr. (1993), "Goal Setting as a Motivational Technique in Salesforce Management: A Review with Directions for Future Research," 39-44.

Shemwell, Donald J., Jr. (1993), "SPES: A Multi-Dimensional Empathy Scale for Salespersons," 124-29.

Smith, William Bryant, Jr. and Darrell Goudge (1993), "Learning Contracts: A Participative, Real World Goal-Setting Alternative for Coursework in Personal Selling," 6-9.

Stafford, Thomas F. and Marla Royne Stafford (1993), "The X, Y and Z of Sales Management: New Pedagogical Perspective for Classroom Excellence," 134.

Stephens, Marilyn H., J. Donald Weinrauch, and O. Karl Mann (1993), "Leading Manufacturer's Representatives Voice Their Perceptions and Recommendations for the Future: A Challenge to Marketing Educators," 95-100.

Strong, James T. and Michael F. d'Amico (1993), "Testing Closing Techniques," 111-14.

Swift, Cathy Owens, Robert F. Wayland, and Jane P. Wayland (1993), "The ADA (Americans with Disabilities Act): Implications for Sales Managers," 146-48.

van der Westhuizen, Brian (1993), "Factors Used by Sales Managers to Measure Sales Force Productivity," 67-71.

Weilbaker, Dan C. (1993), "Pooling Industries in Personal Selling Research: Help or Hindrance," 31-34.

Williams, Michael R., Timothy A. Longfellow, and Sue Steward-Belle (1993), "An Exploratory Examination of the Relationship Between Type A Behavior Pattern, Selling Behaviors, and Performance," 11-16.

Wotruba, Thomas R. and Edwin K. Simpson (1993), "Relationships of the Selling Cycle to Sales Management Variables: An Exploratory Analysis," 135.

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1992

Andaleeb, Syed Saad (1992), "What Explains Customer Trust in a Salesperson?," 75-79.

Badovick, Gordon J. and Farrand J. Hadaway (1992), "Antecedents of Goal Commitment and Salesperson Performance: An Exploratory Study," 50-54.

Bean, LuAnn (1992), "An Investigation of Selling Abilities Essential for the Effective Selling of Public Accounting Services," 37-40.

Bergadaa, Michelle and Caroline Peynichou (1992), "Sales Efficiency: A European Strategic Vision," 113-18.

Blackshear, Thomas R. (1992), "The Relationship of Task-Specific and Adaptive Behavior of Pharmaceutical Salespeople to Performance," 136-40.

Chapman, Joseph D. (1992), "A Building Block Method for In-Class Role-Playing," 27-30.

Cooke, Ernest F. (1992), "Sales Managers - Qualifications and Duties," 156-58.

d'Amico, Michael F., Dale M. Lewison, and Robert T. Gonci (1992), "Selling PSE: The Place of Pi Sigma Epsilon, Mu Kappa Tau, and Other Student Groups in Student Development," 23-26.

Darmon, René Y. (1992), "Where Do the Best Sales Force Profit Producers Come From?," 119-25.

Devine, Ann and Michael d'Amico (1992), "The Dyadic Paradigm at Thirty: A Retrospective," 71-74.

Dunn, Dan T., Jr. and Claude A. Thomas (1992), "Enterprise Solutions," 62-65.

Elliott, Kevin M. and John R. Kuzma (1992), "Contemporary Work Values of Future Male Versus Female Salespeople: What are the Implications for Sales Managers?," 146-50.

Feehery, George R. (1992), "The Role of Empathy in Personal Selling," 130-35.

Festervand, Troy A., Katie J. Kemp, and W. Jeffery Clark (1992), "Students' Attitudes Toward and Perceptions of Retail Versus Industrial Sales: A Decade of Change?," 1-7.

Foldvari, Steve, Stephen B. Castleberry, and Rick E. Ridnour (1992), "The Importance of Trust in the Buyer-Seller Dyad: Review and Considerations," 66-70.

Good, David J. and Robert W. Stone (1992), "The Impact of Compensation Upon Quota Development," 41-44.

Good, Roberta J. (1992), "Mixed Signals: The Impact of Discrepancy of Assortment on Ethical Salesforce Behavior," 98-101.

Lanasa, John M., Edward M. Zawadzki, and Dave Burns (1992), "Quality: Sales Training's Deficiency," 59-61.

Luhrsen, David A. (1992), "Moderators of Salesforce Performance: Recent Research, Potential Implications, and an Agenda," 109-12.

Martin, Warren S., Richard Baids, and Bruce Hayes (1992), "Motorola Corporation and the Total Quality Process," 88.

Martin, Warren S., Leo Damkroger, Robert Klein, and Judith Quinn (1992), "Current Trends in Sales Training," 89.

McIntyre, Roger P., Susan L. Lewis, and Martin S. Meloche (1992), "The Impact of Jungian Cognitive Style on the Sales Manager's Leadership Style," 151-55.

Metcalf, Lynn E. (1992), "Role Playing in the Classroom: Enriching the Sales Management Course in a Resource-Limited Environment," 8-12.

Moon, Mark A. (1992), "A Task Group Model of Selling Team Performance," 141-45.

Morris, Michael H., Foard Jones, and Raymond W. LaForge (1992), "The Nature of Causes of Failure in Personal Selling," 102-08.

Randall, E. James and Cathy Owens Swift (1992), "How Bad is Overcompensation?," 45-49.

Rexeisen, Richard J. (1992), "Developing Role-Play as an Interactive Learning Resource," 13-18.

Rogers, Hudson P., James H. Underwood, III, and J. Brooke Hamilton, III (1992), "Ethical Training in Selling and Sales Management: A Seven Step Approach," 90-94.

Schwepker, Charles H., Jr. (1992), "Salesperson Ethical Decision Making: A Focus on Ethical Conflict," 126-29.

Staples, William A. and John I. Coppett (1992), "The Evolution of the Marketing Concept's Impact on Professional Selling," 80-83.

Stauble, Vernon R. (1992), "Ethical Perspectives in the Development of Long-Term Relationships in Selling," 95-97.

Sweitzer, Robert W., Dale Doreen, and Donald R. Emery, Jr. (1992), "Dyadic Interaction and Pair Similarity Revisited," 84-85.

Swenson, Michael J. and Casey Donoho (1992), "Sales Education and Managerial Relevance: Bringing the 'Real World' to the Classroom," 19-22.

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