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Journal of Personal Selling & Sales Management

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http://www.tandfonline.com/loi/rpss20

From the Editor

a
Greg W. Marshall
a
Crummer Graduate School of Business Rollins CollegeWinter Park, FL
Published online: 23 Sep 2013.

To cite this article: Greg W. Marshall (2005) From the Editor, Journal of Personal Selling & Sales Management, 25:1, 5-6

To link to this article: http://dx.doi.org/10.1080/08853134.2005.10749043

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 FROM THE EDITOR

Dear Colleagues:

Welcome to the first issue in Volume 25 of the Journal of Personal Selling & Sales Management. That’s
right . . . this is the twenty-fifth year of JPSSM!
Before providing you with a “teaser” about the great set of papers published herein, I want to call
your attention to a major upcoming event. The next issue of JPSSM (Volume 25, Number 2) will be an
expanded Twenty-Fifth Anniversary Special Issue. The guest editors are Steve Brown and Eli Jones of
the Bauer College of Business at the University of Houston. The author teams include many of the most
widely published academicians in the field of selling and sales management, with each paper focused on
the state of a particular subfield within our discipline. This upcoming issue is an apropos way of cel-
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ebrating JPSSM’s twenty-fifth anniversary and highlighting the effect the journal has had, and will
continue to have, on selling and sales management and on marketing in general.
Now, back to the current issue. In the first paper, “Sales Management Control Research—Synthesis
and an Agenda for Future Research,” Artur Baldauf, David W. Cravens, and Nigel F. Piercy provide an
invaluable synthesis of the various management control research initiatives in the literature. Their work
culminates in a research agenda to address differences in conceptualization of management control,
pursue inconsistencies in research findings, and expand the existing knowledge base. The second paper,
by Dennis B. Arnett, Barry A. Macy, and James B. Wilcox, is titled “The Role of Core Selling Teams in
Supplier–Buyer Relationships.” The authors break new ground by developing and testing a model to
explain the influence that core selling teams, a specific key account management strategy, have on the
relationship between suppliers and buyers.
The third paper, by Susan Powell Mantel, is titled “Choice or Perception: How Affect Influences
Ethical Choices Among Salespeople.” The paper describes an experiment that identifies contextual and
personal influences on ethical decision making by sales representatives, with the results providing much
opportunity for reflection by sales managers about what can lead to higher or lower levels of ethical
behavior by their reps. In “Improving Relationship Selling Through Failure Analysis and Recovery
Efforts: A Framework and Call to Action,” Gabriel R. Gonzalez, K. Douglas Hoffman, and Thomas N.
Ingram focus on two underresearched aspects of relationship selling—failure analysis and recovery ef-
forts. The authors propose that salespeople be trained in five intertwined skill set areas related to the
topic: failure identification; failure attribution; recovery strategy selection; recovery implementation;
and tracking, monitoring, and evaluating effectiveness.
Finally, in “Early Success: How Attributions for Sales Success Shape Inexperienced Salespersons’
Behavioral Intentions,” Andrea L. Dixon, Lukas P. Forbes, and Susan M.B. Schertzer discuss their
fascinating finding that achieving success (by inexperienced reps in a sales call) did not assure the adop-
tion or future use of the strategy that garnered that success. Suggestions are provided for how sales
managers can help such inexperienced reps to fully understand and appropriately assimilate their sales
successes.
What a great set of papers we have represented in this issue! Thanks to all the authors for your
contributions to the field.

Greg W. Marshall
Crummer Graduate School of Business
Rollins College
Winter Park, FL

5
 2004 Ad Hoc Reviewers Recognized

Very often, it is necessary to assign a reviewer who is not a member of the JPSSM editorial review board to evaluate a manu-
script. This is usually driven by that person’s particular expertise or interest that is a good fit for the submitted paper. Without
a panel of ad hoc reviewers, the high-quality review process experienced by JPSSM authors would be diminished. A big “thank
you” goes to the following ad hoc reviewers who were assigned one or more manuscripts during 2004.

Gerald Albaum Scott Inks Thomas Porter

University of New Mexico Ball State University University of North Carolina–Wilmington
Artur Baldauf Timothy Landry E. James Randall
University of Bern University of Oklahoma Georgia Southern University
Terri Feldman Barr Mark P. Leach Devarajan Rangarajan
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Miami University Loyola Marymount University Vlerick Leuven Gent Management School
Michael Beverland Nicholas J. Lee Sherry Reynolds
Monash University Aston University Edinboro University
Stephen Castleberry Bryan Lilly Leroy Robinson
University of Minnesota–Duluth University of Wisconsin–Oshkosh University of Houston–Clearlake
Susan K. DelVecchio Annie H. Liu William T. Ross
East Carolina University Loyola Marymount University Pennsylvania State University
Michael J. Dorsch Terry W. Loe J. Richard Shannon
Clemson University Kennesaw State University Western Kentucky University
Lukas P. Forbes Gerrard Macintosh Mary E. Shoemaker
Western Kentucky University North Dakota State University Widener University
Gary L. Frankwick Richard McFarland Rajesh Srivatsava
Oklahoma State University Kansas State University University of Louisiana at Lafayette
Gary F. Gebhardt Bulent Menguc James A. Stephens
University of South Florida Brock University Emporia State University
David Godes William H. Murphy Tracy A. Suter
Harvard Business School University of Wisconsin–Madison Oklahoma State University
E. Stephen Grant Karen Flaherty Pappas Raghu R. Tadepalli
University of New Brunswick Oklahoma State University Xavier University
Stephen J. Grove Robert M. Peterson Thomas Tellefsen
Clemson University University of Portland College of Staten Island/CUNY
Rajesh Gulati Chris R. Plouffe Ramendra Thakur
St. Cloud State University University of Georgia Southern Illinois University
Gary K. Hunter Judy Wagner
Florida International University East Carolina University