JPSSM since the beginning: intellectual cornerstones,knowledge structure,and thematic developments |
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| Authors: | Wyatt A. Schrock Yanhui Zhao Douglas E. Hughes Keith A. Richards |
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| Affiliation: | 1. College of Business &2. Economics, West Virginia University, 1601 University Ave., Office #207, Morgantown, WV 26505, USA;3. College of Business Administration, University of Nebraska at Omaha, Mammel Hall 134M, 6708 Pine Street, Omaha, NE 68182, USA;4. Eli Broad College of Business, Michigan State University, N300 North Business Complex, East Lansing, MI 48824, USA;5. Hankamer School of Business, Baylor University, One Bear Place #98007, Waco, TX 76798, USA |
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| Abstract: | Bibliometric analyses are applied to 35,975 citations from 721 articles published in the Journal of Personal Selling & Sales Management, spanning the journal’s first 35 years of existence (1980–2015). For each of three time periods (1980s, 1990s, and 2000s), the sales literature’s most influential article publications are objectively identified. Multidimensional scaling is then used to identify key intellectual themes across time. Based on the citation data, historical developments in the literature regarding (1) relationship marketing, (2) sales force technology, (3) sales force control systems, and (4) salesperson role stress are traced and briefly explored in some article-level depth. Co-citation trends and recently influential papers are used to identify opportunities for future research. Altogether, this paper presents a first-of-its-kind view of sales literature’s intellectual cornerstones, knowledge structure, and thematic developments over 35 years. |
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| Keywords: | buyer–seller relationships/alliances motivation role stress/ambiguity sales technology/information systems sales force control |
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