Personal selling and sales management abstracts.

This document is an abstract from the Journal of Personal Selling & Sales Management, which covers various topics related to personal selling and sales management. The abstracts summarize recent research articles in these areas, providing valuable insights for researchers and practitioners in the field of sales and marketing. One article discusses the importance of considering cultural differences when conducting international sales force research and proposes a method called "response standardization" to improve the comparability of survey data. Another article explores the use of automation and technology in B2B salesperson pricing decisions, suggesting that a human-machine hybrid approach can improve pricing accuracy and efficiency. The collection of research articles covers a wide range of topics, including the impact of social media on B2B buying behavior, the role of AI in enhancing the customer experience, and the relationship between ethical leadership and salesperson creativity. [Extracted from the article]

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