Navigating Difficult Waters: Publishing Trends and Scholarship in Sales Research

In this paper, we examine long-term knowledge-dissemination trends and future prospects for personal selling and sales management research. We augment data from a more than two-decade, 1,200+ article content analysis of sales research with perceptual data from a survey of leading sales researchers w...

Ausführliche Beschreibung

Gespeichert in:
Bibliographische Detailangaben
Veröffentlicht in:The Journal of personal selling & sales management 2008-12, Vol.28 (1), p.79-92
Hauptverfasser: Plouffe, Christopher R., Williams, Brian C., Wachner, Trent
Format: Artikel
Sprache:eng
Schlagworte:
Online-Zugang:Volltext
Tags: Tag hinzufügen
Keine Tags, Fügen Sie den ersten Tag hinzu!
Beschreibung
Zusammenfassung:In this paper, we examine long-term knowledge-dissemination trends and future prospects for personal selling and sales management research. We augment data from a more than two-decade, 1,200+ article content analysis of sales research with perceptual data from a survey of leading sales researchers worldwide. The content analysis exposes a marked decline of published sales manuscripts at the most prestigious marketing journals. Three lenses are then offered to better understand this trend-the methods chosen, the theories leveraged, and the topical areas pursued. Survey data from sales scholars provide additional insights into these issues. Overall, we highlight a remarkable congruence between the largely disconcerting publishing pattern of sales research in recent decades and the sentiment of sales scholars as to why this might have transpired. We conclude with a broader discussion and set of recommendations for the continued advancement of sales research in marketing going forward.
ISSN:0885-3134
1557-7813
DOI:10.2753/PSS0885-3134280106