An Analysis of Leading Contributors to the Sales Force Research Literature, 1980 Through 1990
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Abstract
In order to provide direction, the research productivity of a discipline should be evaluated and reported upon periodically. This paper documents all selling and sales management articles published in the Journal of Marketing, the Journal of Marketing Research, Industrial Marketing Management, and the Journal of Personal Selling & Sales Management for the years 1980 through 1990. The opinion leaders and leading institutions in sales management research are identified and the results indicate that the relatively young discipline of sales management has attracted some of the most prolific researchers in marketing.