Sales Training and Education: Tracking Academic Research in Selling and Sales Management: Authors,Authorships, Academic Institutions,and Journals |
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| Authors: | C David Shepherd William C Moncrief Greg W Marshall Courtney Watkins |
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| Institution: | 1. Kennesaw State University;2. William C. Moncrief (Ph.D., Louisiana State University) is Professor of Marketing in the M.J. Neeley School of Business at Texas Christian University. His current research interests include salesforce activities, international selling, salesforce turnover, role stress among salespeople, and salesforce deployment. His articles have appeared in the Journal of Personal Selling &3. Sales Management, Journal of Marketing Research, Industrial Marketing Management, Journal of the Academy of Marketing Science, Journal of Business Research, and elsewhere.;4. Greg W. Marshall (Ph.D., Oklahoma State University) is Associate Professor of Marketing at the University of South Florida. His current research interests include salesforce selection, performance, and evaluation;5. salesforce diversity;6. internal customers/intraorganizational aspects of service delivery;7. and marketing management decision making. His articles have appeared in the Journal of Personal Selling &8. Sales Management, Psychology &9. Marketing, Industrial Marketing Management, Journal of Business and Industrial Marketing, Journal of Marketing Theory and Practice, Journal of Marketing Education, and elsewhere.;10. Courtney Watkins (M.BA. and B.B.A, Texas Christian University) worked on this project as a student at TCU, and now is employed by GTE. Her interests are in marketing strategy, promotion, and sales management. |
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| Abstract: | This study examines and tracks the extent of selling and sales management research from 1993–1997. Two hundred and sixty- six published journal articles representing sixteen journals are examined to identify where and when selling and sales management researchers received their doctoral training, their employment location at time of publication, regional trends in the location of these researchers, and a count by-journal of selling and sales management articles that have appeared during the time period. A total of 280 individual authors from 175 different colleges and universities are included in the study. Overall, the general trends for scholarly activity in selling and sales management appear to be robust when compared to prior studies of sales research productivity. |
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