Concepedia

Personal Selling

Personal Selling is a form of interpersonal, direct marketing communication in which a salesperson engages in face-to-face or interactive dialogue with prospective or existing customers to inform, persuade, and assist them with the primary aim of influencing purchase decisions and developing ongoing buyer–seller relationships.

643

Publications

39.4K

Citations

1K

Authors

496

Institutions

Publications per year

2017–2026

143

Parents

Children

Publications

643

Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness

Barton A. Weitz, Harish Sujan, Mita Sujan · Journal of Marketing · 1986 · 1K citations

, , +13

Learning Orientation, Working Smart, and Effective Selling

Harish Sujan, Barton A. Weitz, Nirmalya Kumar · Journal of Marketing · 1994 · 938 citations · Full text

, , +12

Personal Selling and Sales Management: A Relationship Marketing Perspective

Barton A. Weitz, Kevin Bradford · Journal of the Academy of Marketing Science · 1999 · 796 citations

, , +16

The Salesperson as Outside Agent or Employee: A Transaction Cost Analysis

Erin Anderson · Marketing Science · 1985 · 748 citations

, , +8

Salesperson Adaptive Selling Behavior and Customer Orientation: A Meta-Analysis

George R. Franke, Jeong-Eun Park · Journal of Marketing Research · 2006 · 702 citations

, , +15

1–5 of 643

Authors

1K

  1. AS
    Arun Sharma

    University of Miami, United States

    11 publications · 525 citations

    11

    h-index

  2. TR
    Thomas R. Wotruba

    San Diego State University, United States

    9 publications · 365 citations

    9

    h-index

  3. WC
    William C. Moncrief

    Texas Christian University, United States

    9 publications · 679 citations

    9

    h-index

  4. HS
    Harish Sujan

    Pennsylvania State University, United States

    9 publications · 3.7K citations

    9

    h-index

  5. CD
    C. David Shepherd

    Georgia Southern University, United States

    8 publications · 651 citations

    8

    h-index

1–5 of 1K

Institutions

496

  1. Pennsylvania State University

    State College, United States

    14 h-index

    21 publications

    7.7K citations

  2. University of Alabama

    Tuscaloosa, United States

    12 h-index

    14 publications

    1.5K citations

  3. University of Georgia

    Athens, United States

    11 h-index

    15 publications

    1.2K citations

  4. Iowa State University

    Ames, United States

    10 h-index

    11 publications

    458 citations

  5. Georgia State University

    Atlanta, United States

    10 h-index

    18 publications

    2.3K citations

  6. University of Houston

    Houston, United States

    10 h-index

    11 publications

    576 citations

  7. Ball State University

    Muncie, United States

    8 h-index

    13 publications

    398 citations

  8. University of Miami

    Coral Gables, United States

    8 h-index

    9 publications

    398 citations

1–8 of 496

Venues

  1. Journal of Personal Selling and Sales Management

    JPSSM · 134 publications · 7.7K citations

    51

    h-index

  2. Journal of Marketing

    JM · 49 publications · 7K citations

    34

    h-index

  3. Industrial Marketing Management

    42 publications · 3K citations

    28

    h-index

  4. Journal of Business and Industrial Marketing

    29 publications · 1.2K citations

    21

    h-index

  5. Journal of Business Research

    JBR · 24 publications · 1.5K citations

    21

    h-index

1–5