Table Of Content

INDEX TO VOLUME 26 OF JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT Ahearne, Michael. See Jelinek, Ronald. Jaramillo, Fernando. See Mulki, Jay Prakash. Alford, Bruce. See Silver, Lawrence S. Jaramillo, Fernando, Jay Prakash Mulki, and Paul Solomon Avlonitis, George J., and Nikolaos G. Panagopoulos (2006), (2006), “The Role of Ethical Climate on Salesperson’s Role “Role Stress, Attitudes, and Job Outcomes in Business-to- Stress, Job Attitudes, Turnover Intention, and Job Perfor- Business Selling: Does the Type of Selling Situation Mat- mance,” Journal ofP ersonal Selling & Sales Management, 26, ter?” Journal of Personal Selling & Sales Management, 26, | 3 (Summer), 271-282. (Winter), 67-77. Jelinek, Ronald, and Michael Ahearne (2006), “The Enemy Barksdale, Hiram C., Jr. See Brashear, Thomas G. Within: Examining Salesperson Deviance and Its Deter- Barksdale, Hiram C., Jr. See Rutherford, Brian N. minants,” Journal of Personal Selling & Sales Management, Barnes, John W., Donald W. Jackson, Jr., Michael D. Hutt, and 26, 4 (Fall), 327-344. Ajith Kumar (2006), “The Role of Culture Strength in Johnson, Julie T. See Rutherford, Brian N. Shaping Sales Force Outcomes,” Journal ofP ersonal Selling Johnson, Mark S. (2006), “A Bibliometric Review of the Con- & Sales Management, 26, 3 (Summer), 255-270. tribution of Attribution Theory to Sales Management,” Bellenger, Danny N. See Brashear, Thomas G. Journal of Personal Selling & Sales Management, 26, 2 Boles, James S. See Brashear, Thomas G. (Spring), 181-195. Boles, James S. See Rutherford, Brian N. Kidwell, Blair. See McFarland, Richard G. Brashear, Thomas G., Danny N. Bellenger, James S. Boles, and Kumar, Ajith. See Barnes, John W. Hiram C. Barksdale, Jr. (2006), “An Exploratory Study of Lassk, Felicia G. See Moncrief, William C. the Relative Effectiveness of Different Types of Sales Force Locander, William B. See Mulki, Jay Prakash. Mentors,” Journal of Personal Selling & Sales Management, Loe, Terry W. See Weeks, William A. 26, 1 (Winter), 7-18. Lopez, Tara Burnthorne, Christopher D. Hopkins, and Mary Bridges, Claudia M. See Giacobbe, Ralph W. Anne Raymond (2006), “Reward Preferences of Salespeople: Campbell, Kim Sydow, Lenita Davis, and Lauren Skinner (2006), How Do Commissions Rate?” Journal of Personal Selling & “Rapport Management During the Exploration Phase of the Sales Management, 26, 4 (Fall), 381-390. Salesperson—Customer Relationship,” Journal ofP ersonal Mallin, Michael L., and Michael Mayo (2006), “Why Did I Lose? Selling & Sales Management, 26, 4 (Fall), 359-370. A Conservation of Resources View of Salesperson Failure Chonko, Lawrence B. See Weeks, William A. Attributions,” Journal ofP ersonal Selling & Sales Manage- Crosby, Lawrence A. See Giacobbe, Ralph W. ment, 26, 4 (Fall), 345-357. Curry, David. See Robertson, Bruce. Marshall, Greg W. See Moncrief, William C. Davis, Lenita. See Campbell, Kim Sydow. Martinez, Carlos Ruy. See Weeks, William A. Dixon, Andrea L. See Robertson, Bruce. Mayo, Michael. See Mallin, Michael L. Dwyer, Sean. See Silver, Lawrence S. McFarland, Richard G., and Blair Kidwell (2006), “An Examina- Giacobbe, Ralph W., Donald W. Jackson, Jr., Lawrence A. Crosby, tion of Instrumental and Expressive Traits on Performance: and Claudia M. Bridges (2006), Journal ofP ersonal Selling The Mediating Role of Learning, Prove, and Avoid Goal & Sales Management, 26, 2 (Spring), 115-142. Orientations,” Journal of Personal Selling & Sales Manage- Hartman, Katherine B. (2006), “Television and Movie Repre- ment, 26, 2 (Spring), 143-159. sentations of Salespeople: Beyond Willy Loman,” Journal Moncrief, William C., Greg W. Marshall, and Felicia G. Lassk ofP ersonal Selling & Sales Management, 26, 3 (Summer), (2006), “A Contemporary Taxonomy of Sales Positions,” 283-292. Journal of Personal Selling & Sales Management, 26, | Hopkins, Christopher D. See Lopez, Tard Burnthorne. (Winter), 55-65. Hunter, Gary K., and William D. Perreault, Jr. (2006), “Sales Mulki, Jay Prakash. See Jaramillo, Fernando. Technology Orientation, Information Effectiveness, and Mulki, Jay Prakash, Fernando Jaramillo, and William B. Locander Sales Performance,” Journal of Personal Selling & Sales (2006), “Effects of Ethical Climate and Supervisory Trust Management, 26, 2 (Spring), 95-113. on Salesperson’s Job Attitudes and Intentions to Quit,” Hurt, Michael D. See Barnes, John W. Journal of Personal Selling & Sales Management, 26, | Jackson, Donald W., Jr. See Giacobbe, Ralph W. (Winter), 19-26. . See also Barnes, John W. Panagopoulos, Nikolaos G. See Avlonitis, George J Jourofn Pearslona l Selling & Sales Management, vol. XXV1, no. 4 (fall 2006), pp. 405-406. © 2006 PSE National Educational Foundation. All rights reserved ISSN 0885-3134 / 2006 $9.50 + 0.00. 406 Journal of P. ales Management Perreault, William | r, Gary K. Revisited: The Role of Performance-Approach and Perfor- Raman, Pushkala, mann, and Nancy A. Rauseo mance-Avoidance Orientations,” Journal of Personal Selling (2006), “Le r Sales: The Role of Orga- e> Sales Management, 26, | (Winter), 27-38. nizational ( cessful CRM Implementa- Skinner, Lauren. See Campbell, Kim Sydow. tion, /ourna g & Sales Management, 26, Solomon, Paul. See Jaramillo, Fernando. 1 (Winter), 3 Sparks, John R., and Joseph A. Schenk (2006), “Socialization Rauseo, Nancy A kala. Communication, Organizational Citizenship Behaviors, Raymond, Mary ir4 Burnthorne. and Sales in a Multilevel Marketing Organization,” Journal Robertson, Bruc« and David Curry (2006), of Personal Selling & Sales Management, 26, 2 (Spring), “An Agenda t sales Management Research: 161-180. Using the Fi Forward Thinkers for In- Wakefield, Kirk. See Weeks, William A. sight,” Jour? d o& Sales Management, 26, Weeks, William A., Terry W. Loe, Lawrence B. Chonko, Carlos 3 (Summer Ruy Martinez, and Kirk Wakefield (2006), “Cognitive Mor- Rutherford, Brian ! Hiram C. Barksdale, Jr., al Development and the Impact of Perceived Organizational and Julie 7 Single Source Supply Versus Ethical Climate on the Search for Sales Force Excellence: Multiple Sour into the Relationship Be- A Cross-Cultural Study,” Journal of Personal Selling & Sales tween Satisfa y to Stay Within a Service Management, 26, 2 (Spring), 205-217. Setting, ing e Sales Management, Wittmann, C. Michael. See Raman, Pushkala. 26, 4 (Fall Wood, John Andy (2006), “NLP Revisited: Nonverbal Commu- Schenk, Joseph : nications and Signals of TrustworthineJsosur,7”a/ of Personal Silver, Lawrence nd Bruce Alford (2006), Selling & Sales Management, 26, 2 (Spring), 197-204. “Learning and Orientation of Salespeople