Welcome to the official web site of Journal of Personal Selling & Sales Management (JPSSM).


JPSSM, published on behalf of The PI SIGMA EPSILON National Educational Foundation, is positioned as the premier journal internationally that is devoted to the publication of peer-reviewed articles in the field of sales management and selling. In JPSSM, we publish contributions of high quality that deal with new issues, topics, methodologies, theories, concepts, tools, models or applications in sales and selling. Publications have to represent leading-edge, state-of-the-art and original work. Our aim is to increase our understanding of selling and sales management, contribute to fostering education in the domain, encourage knowledge transfer between science and practice, and the identification of issues and shaping of ideas associated with sales and selling as a company’s single most important revenue-generating function.


ISSN: 0885-3134


To submit a manuscript to JPSSM, please visit us at ScholarOne: http://mc.manuscriptcentral.com/jpssm.

For more information about our publisher, please visit us at Routledge: http://www.tandfonline.com/rpss


Call for Papers: Special Issue on “Selling & Sales Management in Emerging Economies”

Journal of Personal Selling & Sales Management (JPSSM) is pleased to announce and invites research article submissions for a special issue on Selling & Sales Management in Emerging Economies that is scheduled for publication in Spring, 2016.

For more information, please CLICK HERE.


Congratulations to our Award Recipients!

The plaques have been handed out at Summer AMA in Chicago during the Sales Special Interest Group Reception on August 16


Best Contribution to Selling and Sales Management PRACTICE


Formal Salesforce Controls and Revenue Production: A Meta-Analysis 

Manoshi Samaraweera, University of Central Oklahoma

Betsy D. Gelb, University of Houston


Best Contribution to Selling and Sales Management THEORY


Does Choice of Sales Control Conceptualization Matter? An Empirical Comparison of Existing Conceptualizations and Directions for Future Research

Nikolaos G. Panagopoulos, University of Alabama

Catherine M. Johnson, University of Alabama

David L. Mothersbaugh, University of Alabama



Robert Wilken, ESCP Europe