Award-winning Articles

Each year articles are selected for their outstanding contribution by the editorial review board members. The past winners are listed below.

• 2005: Artur Baldauf, David W. Cravens, Nigel F. Piercy, Sales Management Control Research - Synthesis and an Agenda for Future Research, V25 #1, Winter, 2005, 7-26. This article received the James M. Comer award for the Best Contribution to Selling and Sales Management Theory/Methodology published in JPSSM in 2005.
• 2005: Mark P. Leach, Ashraf Attia, Earl D. Honeycutt, A Three Stage Model for Assessing and Improving Sales Force Training and Development, V25 #3, Summer 2005, 199-214. This article received the Marvin Jolson award for the Best Contribution to Selling and Sales Management Practice published in JPSSM in 2004.
• 2004: William A. Weeks, Terry W. Loe, Larry Chonko, and Kirk Wakefield, The Impact of Perceived Ethical Climate on the Search for Sales Force Excellence, V24 #3, Summer 2004, 199-214. This article received the Marvin Jolson award for the Best Contribution to Selling and Sales Management Practice published in JPSSM in 2004.
• 2004: Sunil Erevelles, Indranil Dutta, and Carolyn Galantine, Sales Force Compensation Plans Incorporating Multidimensional Sales Effort and Salesperson Efficiency, V24 #2, Spring 2004, 101-112. This article received the James M. Comer award for the Best Contribution to Selling and Sales Management Theory/Methodology published in JPSSM in 2004.
• 2003: Hiram C. Barksdale Jr., Danny N. Bellenger, James S. Boles, and Thomas G. Brashear, The Impact of Realistic Job Previews and Perceptions of Training on Sales Force Performance and Continuance Commitment: A Longitudinal Test, V23 # 2, Spring 2003, 125-138. This article received the Marvin Jolson award for the Best Contribution to Selling and Sales Management Practice published in JPSSM in 2003.
• 2003: Charles H. Schwepker Jr., Customer Oriented Selling: A Review, Extension, and Directions for Future Research, V23 #2, Spring 2003, 151-171. This article received the James M. Comer award for the Best Contribution to Selling and Sales Management Theory/Methodology published in JPSSM in 2003.
• 2002: Eli Jones, Suresh Sundaram, and Wynne Chin, Factors Leading to Sales Force Automation Use: A Longitudinal Analysis, V22 #3, Summer 2002, 145-156. This article received the Marvin Jolson award for the Best Contribution to Selling & Sales Management Practice published in JPSSM in 2002.
• 2002: Lawrence B. Chonko, Eli Jones, James A. Roberts, Alan J. Dubinsky, The Role of Environmental Turbulence, Readiness for Change, and Salesperson Learning in the Success of Sales Force Change, V22 #4, Fall 2002, 227-245. This article received the James Comer award for the Best Contribution to Selling & Sales Management Theory/Methodology published in JPSSM in 2002.
• 2001: Sandy D. Jap, The Strategic Role of the Salesforce in Developing Customer Satisfaction Across the Relationship Lifecycle, V21 #2, Spring 2001, 95-108. This article received the Mu Kappa Tau award for the best article published in JPSSM this year.
• 2000: Lawrence B. Chonko, Terry W. Loe, James A. Roberts and John F. Tanner, Sales Performance: Timing of Measurement and Type of Measurement Make a Difference, V20 #1, Winter 2000, 23-36. This article received the Mu Kappa Tau award for the best article published in JPSSM this year.
• 1999: Harish Sujan, Optimism and Street-Smarts: Identifying and Improving Salesperson Intelligence, V19 #3, Summer 1999, 17-33. This article received the Mu Kappa Tau award for the best article published in JPSSM this year.
• 1998: Jeffrey K. Sager, Junsub Yi, and Charles M. Futrell, A Model Depicting Salespeople's Perceptions, V18 #3, Summer 1998, 1-22. This article received the Mu Kappa Tau award for the best article published in JPSSM this year.
• 1997: Jerome A. Colletti and Lawrence B. Chonko, Change Management Initiatives: Moving Sales Organizations From Obsolescence to High Performance, V17 #2, Spring 1997, 1-30. This article received the Mu Kappa Tau award for the best article published in JPSSM this year.
• 1996: William M. Strahle, Rosann L. Spiro, and Frank Acito, Marketing and Sales: Strategic Alignment and Functional Implementation, V16 #1, Winter 1996, 1-20. This article received the Mu Kappa Tau award for the best article published in JPSSM this year.
• 1995: Richard L. Oliver and Erin Anderson, Behavior- and Outcome-Based Sales Control Systems: Evidence and Consequences of Pure-Form and Hybrid Governance, V15 #4, Fall 1995, 1-15. This article received the Mu Kappa Tau award for the best article published in JPSSM this year.
• 1994: Gary K. Rhoads, Jagdip Singh, and Phillips W. Goodell, The Multiple Dimensions of Role Ambiguity and Their Impact Upon Psychological and Behavioral Outcomes of Industrial Salespeople, V14 #3, Summer 1994, 1-24. This article received the Mu Kappa Tau award for the best article published in JPSSM this year.
• 1993: David W. Cravens, Raymond W. LaForge, Gregory M. Pickett, and Clifford E. Young, Incorporating a Quality Improvement Perspective into Measures of Salesperson Performance, V13 #1, Winter 1993, 1-14. This article received the Mu Kappa Tau award for the best article published in JPSSM this year.
• 1992: Gerrard MacIntosh, Kenneth A. Anglin, David M. Szymanski, and James W. Gentry, Relationship Development in Selling: A Cognitive Analysis, V12 #4, Fall 1992, 23-34. This article received the Mu Kappa Tau award for the best article published in JPSSM this year.
• 1991: James W. Gentry, John C. Mowen, and Lori Tasaki, Salesperson Evaluation: A Systematic Structure for Reducing Judgmental Biases, V11 #2, Spring 1991, 27-38. This article received the Mu Kappa Tau award for the best article published in JPSSM this year.
• 1990: Thomas R. Wotruba, A Comprehensive Framework for the Analysis of Ethical Behavior, With a Focus on Sales Organizations, V10 #2, Spring 1990, 29-42. This article received the Mu Kappa Tau award for the best article published in JPSSM this year.
• 1989: Thomas N. Ingram, Keun S. Lee, and Steven J. Skinner, An Empirical Assessment of Salesperson Motivation, Commitment, and Job Outcomes, V09 #3, Fall 1989, 25-33. This article received the Mu Kappa Tau award for the best article published in JPSSM this year.
• 1988: Ramon A. Avila, Edward F. Fern, and O. Karl Mann, Unravelling Criteria for Assessing the Performance of Salespeople: A Causal Analysis, V08 #1, May 1988, 45-54. This article received the Mu Kappa Tau award for the best article published in JPSSM this year.
• 1987: Marvin A. Jolson, Alan J. Dubinsky, and Rolph E. Anderson, Correlates and Determinants of Sales Force Tenure: An Exploratory Study, V07 #3, November 1987, 9-27. This article received the Mu Kappa Tau award for the best article published in JPSSM this year.
• 1986:
• 1985: John E. Swan and Johannah Jones Nolan, Gaining Customer Trust: A Conceptual Guide for the Salesperson, V05 #2, November 1985, 39-48. This article received the Mu Kappa Tau award for the best article published in JPSSM this year.
• 1984: Ram C. Rao and Ronald E. Turner, Organization and Effectiveness of the Multiple-Product Salesforce, V04 #1, May 1984, 24-30. This article received the Mu Kappa Tau award for the best article published in JPSSM this year.
• 1983: Thomas R. Wotruba and Donald J. Schoel, Evaluation of Salesforce Contest Performance, V03 #1, May 1983, 1-10. This article received the Mu Kappa Tau award for the best article published in JPSSM this year.
• 1982: René Y. Darmon, Identifying Profit-Producing Salesforce Members, V02 #2, November 1982, 14-23. This article received the Mu Kappa Tau award for the best article published in JPSSM this year.
• 1981: