Table Of Content

INDEX TO VOLUME 24 OF JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT Ahearne, Michael, Narasimhan Srinivasan, and Luke Weinstein Jaramillo, Fernando, Francois A. Carrillat, and William B. (2004), “Effect of Technology on Sales Performance: Pro- Locander (2004), “Response to Comment: Starting to Solve gressing from Technology Acceptance to Technology Usage the Method Puzzle in Salesperson Self-Report Evaluations,” and Consequence,” Journal of Personal Selling & Sales Man- Journal of Personal Selling & Sales Management, 24, 2 agement, 24, 4 (Fall), 297-310. (Spring), 141-145. Anderson, Rolph E. See Yim, Frederick Hong-kit. Johnston, Wesley J. See Zablah, Alex R. Bellenger, Danny N. See Zablah, Alex R. Jones, Eli. See Weeks, William A Bhuian, Shahid N. See Menguc, Bulent. Jung, Jae Min. See Choi, Nak Hwan. Brown, Gene. See Chakrabarty, Subhra. Ko, Dong-Gil, and Alan R. Dennis (2004), “Sales Force Auto Carrillat, Francois A. See Jaramillo, Fernando. mation and Sales Performance: Do Experience and Exper- Chakrabarty, Subhra. See Periatt, Jeffery A. tise Matter?” Journal of Personal Selling & Sales Manage- Chakrabarty, Subhra, Gene Brown, Robert E. Widing II, and ment, 24, 4 (Fall), 311-322. Ronald D. Taylor (2004), “Analysis and Recommendations Lee, Hanjoon. See Ford, Thomas E. for the Alternative Measures of Adaptive Selling,” Journal of Leigh, Thomas W. See Plouffe, Christopher R. Personal Selling &S ales Management, 24, 2 (Spring), 125-133. Leigh, Thomas W., and John F. Tanner Jr. (2004), “Introduc- Choi, Nak Hwan, Andrea L. Dixon, and Jae Min Jung (2004), tion: /PSSM Special Issue on Customer Relationship Man- “Dysfunctional Behavior Among Sales Representatives: The agement,” Journal of Personal Selling & Sales Management, Effect of Supervisory Trust, Participation, and Information 24, 4 (Fall), 259-262. Controls,” Journal of Personal Selling & Sales Management, LeMay, Stephen A. See Periatt, Jeffery A. 24, 3 (Summer), 181-198. Levy, Michael. See Sharma, Arun. Chonko, Lawrence B. See Weeks, William A. Locander, William B. See Jaramillo, Fernando. Dennis, Alan R. See Ko, Dong-Gil. Loe, Terry W. See Weeks, William A. Dixon, Andrea L. See Choi, Nak Hwan. Mayo, Edward. See Ford, Thomas E. Dutta, Indranil. See Erevelles, Sunil. Menguc, Bulent, and Shahid N. Bhuian (2004), “Career Stage Erevelles, Sunil, Indranil Dutta, and Carolyn Galantine (2004), Effects on Job Characteristics—Job Satisfaction Relationships “Sales Force Compensation Plans Incorporating Multidi- Among Guest Worker Salespersons,” Journal of Personal mensional Sales Effort and Salesperson Efficiency,” Journal Selling & Sales Management, 24, 3 (Summer), 215-227. of Personal Selling & Sales Management, 24, 2 (Spring), Mintu-Wimsatt, Alma, and Jule B. Gassenheimer (2004), “The 101-112. Problem Solving Approach of International Salespeople: The Evans, Kenneth R. See Pass, Michael W. Experience Effect,” Journal of Personal Selling & Sales Man Ferguson, Mark A. See Ford, Thomas E. agement, 24, 1 (Winter), 19-25. Ford, Thomas E., Frank Gambino, Hanjoon Lee, Edward Mayo, Michael W., Kenneth R. Evans, and John L. Schlacter and Mark A. Ferguson (2004), “The Role of Accountabil- (2004), “Sales Force Involvement in CRM Information ity in Suppressing Managers’ Preinterview Bias Against Af- Systems: Participation, Support, and Focus,” Journalo f Per- rican-American Sales Job Applicants,” Journal of Personal sonal Selling & Sales Management, 24, 3 (Summer), Selling & Sales Management, 24, 2 (Spring), 113-124. 229-234. Galantine, Carolyn. See Erevelles, Sunil. Periatt, Jeffery A., Stephen A. LeMay, and Subhra Chakrabarty Gambino, Frank. See Ford, Thomas E. (2004), “The Selling Orientation—Customer Orientation Gassenheimer, Jule B. See Mintu-Wimsatt, Alma. (SOCO) Scale: Cross-Validation of the Revised Version,’ Good, David J. See Schwepker, Charles H., Jr. Jouofr Pernsonaal Slell ing & Sales Management, 24, | (Win- Hawes, Jon M., Anne K. Rich, and Scott M. Widmier (2004), ter), 49-54. “Assessing the Development of the Sales Profession,” Jour- Plouffe, Christopher R., Brian C. Williams, and Thomas W. Leigh nal of Personal Selling & Sales Management, 24, | (Winter), (2004), “Who's on First? Stakeholder Differences in Cus- 27-37 tomer Relationship Management and the Elusive Notion Hunter, Gary L. (2004), “Information Overload: Guidance for of ‘Shared Understanding,” Journal of Personal Selling eo Identifying when Information Becomes Detrimental to Sales Sales Management, 24, 4 (Fall), 323-338. Force Performance,” Journalo f Personal Selling & Sales Man- Rich, Anne K. See Hawes, Jon M. agement, 24, 2 (Spring), 91—100. Rich, Gregory A. See Sharma, Arun. Journalo f Personal Selling & Sales Management, vol. XXIV, no. 4 (fall 2004), pp. 339-340 © 2005 PSE National Educational Foundation. All rights reserved ISSN 0885-3134 / 2005 $9.50 + 0.00 340 3 Jourm Management Roberts jar -~-— , Terry W. Loe, Lawrence B. Chonko, and Kirk Wakefield Schlacter, Jo \ (2004), “The Effect of Perceived Ethical Climate on the Schwepke: ( David ]. Good (2004), “Mar- Search for Sales Force Excellence,” Journal of Personal Sell- keting ( Customer Orientation,” ing & Sales Management, 24, 3 (Summer), 199-214. Journa Vianagement, 24, 3 (Sum- Weinstein, Luke. See Ahearne, Michael. mect Widing, Robert E., II. See Chakrabarty, Subhra. Sharma, Aru ind Michael Levy (2004), Widmier, Scott M. See Haw es, Jon M. (Lom! the Method Puzzle in Sales- Wiles, Michael A., and Rosann L. Spiro (2004), “Attracting person § Journal of Personal Selling Graduates to Sales Positions and the Role of Recruiter & Sa ring), 135 139. Knowledge: A Reexamination,” Journal of Personal Selling Spiro, Rosa \ & Sales Management, 24, | (Winter), 39-48. Srinivasan Michael Williams, Brian C. See Plouffe, Christopher R. Swaminat! Frederick Hong-kit. Yim, Frederick Hong-kit, Rolph E. Anderson, and Srinivasan [Tanner Johr is W Swaminathan (2004), “Customer Relationship Manage- Taylor, Ros Subhra. ment: Its Dimensions and Effect on Customer Outcomes,” Wakefield, k \ Journal of Personal Selling & Sales Management, 24, 4 (Fall), Weeks, Wi awrence B. Chonko, and 263-278. Eli Jc ial Readiness for Change, Zablah, Alex R., Danny N. Bellenger, and Wesley J. Johnston Individ sales Manager Performance: (2004), “Customer Relationship Management Implemen- An Emy nal of Personal Selling ¢€ tation Gaps,” Journal of Personal Selling & Sales Manage- Saa les A ' 7-17. ment, 24, 4 (Fall), 279-295. a