Index to Volume 25 of Journal of Personal Selling & Sales Management

Job burnout has been described as a syndrome of emotional exhaustion, depersonalization, and a feeling of reduced personal accomplishment that frequently occurs among individuals who do client-centered work of some kind such as selling. Burnout is a particularly troubling condition as it has been related to a host of organizational problems ranging from increased turnover to decreased job satisfaction and performance. Burnout has been well documented and studied in several client-centered positions such as nursing and teaching, but it has received little attention in the sales literature. This paper builds on previous research by shedding light on the sequential steps in the burnout process in personal selling while empirically testing a model of burnout in the professional selling position.     

Index to Volume 26 of Journal of Personal Selling & Sales Management

Organizational support theory is used to investigate the moderating effects of both instrumental and social/psychological support on the relationships between a salesperson’s customer orientation and level of psychological empowerment and job performance. Results obtained within a sampling of 830 financial services salespeople operating from remote locations indicate that organizational support may interfere with salespeople’s attitudes in the development of salesperson performance. Specifically, this study found that under conditions of low social/psychological support the positive effect of empowerment on job performance becomes weaker, but the positive effect of customer orientation on job performance becomes significantly stronger. Further, instrumental support seems to be somewhat counterproductive to high-performing salespeople by diminishing the positive relationship between empowerment and performance. Implications of such findings are discussed.     

Index to Volume 22 of Journal of Personal Selling & Sales Management

A considerable amount of research has focused on stress in personal selling, primarily focusing on role demands. However, the issue of how a salesperson’s sales behaviors relate to his or her own stress has largely been unaddressed. The author investigates felt stress in the salesperson as a consequence of using coercive sales tactics. The role of learning orientation as a coping resource is also examined. It was found that the use of coercive sales tactics (threats and promises) is associated with higher levels of felt stress. This stress, in turn, is related to lower levels of manifest influence. Learning orientation serves as a coping resource, moderating the relationship between threats and felt stress.     

Editorial board page for “Journal of Personal & Interpersonal Loss”, Volume 3, Number 2

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Editorial board page for “Journal of Personal & Interpersonal Loss”, Volume 5, Number 4

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Editorial board page for “Journal of Personal & Interpersonal Loss”, Volume 2, Number 3

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This is a scanned image of the original Editorial Board page(s) for this issue     

Editorial board page for “Journal of Personal & Interpersonal Loss”, Volume 1, Number 3

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Editorial board page for “Journal of Personal & Interpersonal Loss”, Volume 4, Number 4

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This is a scanned image of the original Editorial Board page(s) for this issue     

Editorial board page for “Journal of Personal & Interpersonal Loss”, Volume 1, Number 4

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This is a scanned image of the original Editorial Board page(s) for this issue     

Editorial board page for “Journal of Personal & Interpersonal Loss”, Volume 2, Number 2

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This is a scanned image of the original Editorial Board page(s) for this issue     

Editorial board page for “Journal of Personal & Interpersonal Loss”, Volume 5, Number 1

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This is a scanned image of the original Editorial Board page(s) for this issue