s Editorial Staff ABSTRACTS SECTION TOPIC AREASS SECTION TOPIC AREAS The purpose of this section is to help readers keep abreast of current personal selling and sales management literature. We review more than sixty different academic publications containing contemporary sales-related articles. Abstracts are classified according to their appropriate topic areas. The surname (in brackets) identifies the staff member who prepared the summary. The topic areas used to categorize abstracts are: Buyer/Customer Behavior – Perceptions – Negotiations – Decision Making Buyer-Seller Relationships – Purchasing – Supplier Issues – Alliances – Partnerships Compensation – Incentives – Sales Contests Customer Relationship Management Diversity Issues – Image Ethics – Legal – Environmental – Social – Deviance General Selling and Sales Management Topics Global Selling and Sales Management – Cross-Cultural Issues – National Character Hiring Practices – Recruiting – Assessment – Selection Job Performance – Productivity – Effectiveness – Effort – Failure – Firm Performance Leaders in Selling and Sales Management Marketing–Sales Interface – Cross-Functional Interface Methodology – Measurement Motivation – Job Involvement – Satisfaction National/Major/Key Account Management Organizational Climate – Culture Organizational Commitment – Work Commitment Performance Evaluation Personal Traits/Characteristics Role Stress – Physical Stress – Coping – Anxiety Sales Careers – Stages – Paths Sales Education Issues – Student and Academic Perspectives Salesforce Control Sales Management Functions – Analysis – Planning – Strategy – Implementation – Decision Making Quotas Sales Organization – Structure – Channels Sales Technology Applications – Information Systems – Automation – Database Selling and Sales Management in Action Selling Process – Stages – Activities – Adaptive Selling – Team Selling – Social Selling Specialized Channels – Trade Shows – Telemarketing – E-Commerce Supervision – Leadership – Leader Behaviors – Leader/ Subordinate Relationships Time and Territory Management – Allocation – Optimization Models – Customer/Account Analysis Forecasting Training – Development – Promotion Turnover – Propensity to Leave – Retention Raj Agnihotri Iowa State University Alexander Haas University of Giessen Edward Nowlin Kansas State University Frederik Beuk University of Akron Katerina Hill Arkansas State University Cindy Ripp e University of North Georgia Elten Briggs University of Texas Arlington Fernando Jaramillo University of Texas Arlington Bruce Robertson San Francisco State University Nawar Chaker Elon University Ashish Kalra LaSalle University Leroy Robinson University of Houston Clear Lake Joseph Chapman Ball State University Felicia G. Lassk Northeastern University Stacey Schetzsle University of Tampa Duleep S. Delpechitre Illinois State University Terry W. Loe Kennesaw State University Wyatt Schrock Michigan State University Tanya Drollinger University of Lethbridge Alma Mintu-Wimsatt Texas A&M University-Commerce J. Andy Wood James Madison University David Gilliam University of Arkansas at Little Rock Jesse N. Moore Clemson University Yanhui Zhao University of Nebraska Omaha Jay Mulki Northeastern University 2019 Pi Sigma Epsilon National Educational Foundation JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT 2019, VOL. 39, NO. 4, 400–410 https://doi.org/10.1080/08853134.2019.1664305 Articles summarized in the Abstracts Section are not available from members of the editorial staff or JPSSM. Any correspondence regarding the Abstracts Section should be sent to the Abstracts Section Editor.

中文翻译：

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个人销售和销售管理摘要

s 编辑人员摘要部分主题区域部分主题区域本部分的目的是帮助读者了解当前的个人销售和销售管理文献。我们审查包含当代销售相关文章的 60 多种不同的学术出版物。摘要根据其适当的主题领域进行分类。姓氏（括号中）标识了编写摘要的工作人员。用于对摘要进行分类的主题领域是：Andy Wood James Madison University David Gilliam 阿肯色大学小石城 Jesse N. Moore Clemson University Yanhui Zhao 内布拉斯加大学 Omaha Jay Mulki 东北大学 2019 Pi Sigma Epsilon 国家教育基金会 JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT 2019，VOL。39，没有。4, 400–410 https://doi.org/10.1080/08853134.2019.1664305 编辑人员或 JPSSM 无法提供摘要部分中总结的文章。有关摘要部分的任何通信都应发送给摘要部分编辑。销售管理 2019，卷。39，没有。4, 400–410 https://doi.org/10.1080/08853134.2019.1664305 编辑人员或 JPSSM 无法提供摘要部分中总结的文章。有关摘要部分的任何通信都应发送给摘要部分编辑。销售管理 2019，卷。39，没有。4, 400–410 https://doi.org/10.1080/08853134.2019.1664305 编辑人员或 JPSSM 无法提供摘要部分中总结的文章。有关摘要部分的任何通信都应发送给摘要部分编辑。