Class information for:
Level 1: SALES MANAGEMENT//SALES FORCE//SALES PERFORMANCE

Basic class information
ID Publications Average number
of references		 Avg. shr. active
ref. in WoS
12516 837 47.3 40%


Bar chart of Publication_year

Last years might be incomplete

Classes in level above (level 2)


ID, lev.
above		 Publications Label for level above
31 33122 MANAGEMENT//PSYCHOLOGY, APPLIED//INTERNATIONAL JOURNAL OF HUMAN RESOURCE MANAGEMENT

Terms with highest relevance score


Rank Term Type of term Relevance score
(tfidf)		 Class's shr.
of term's tot.
occurrences		 Shr. of publ.
in class containing
term		 Num. of
publ. in
class
1 SALES MANAGEMENT Author keyword 42 50% 7% 60
2 SALES FORCE Author keyword 35 56% 5% 43
3 SALES PERFORMANCE Author keyword 23 51% 4% 32
4 SALES TRAINING Author keyword 18 83% 1% 10
5 SALESPEOPLE Author keyword 12 45% 2% 20
6 SALESPERSON PERFORMANCE Author keyword 11 60% 1% 12
7 ADAPTIVE SELLING Author keyword 10 73% 1% 8
8 SALES FORCE AUTOMATION Author keyword 10 61% 1% 11
9 SALES FORCE MANAGEMENT Author keyword 10 61% 1% 11
10 CUSTOMER ORIENTED SELLING Author keyword 9 83% 1% 5

Web of Science journal categories

Author Key Words


Rank Web of Science journal category Relevance score
(tfidf)		 Class's shr.
of term's tot.
occurrences		 Shr. of publ.
in class containing
term		 Num. of
publ. in
class		 LCSH search Wikipedia search
1 SALES MANAGEMENT 42 50% 7% 60 Search SALES+MANAGEMENT Search SALES+MANAGEMENT
2 SALES FORCE 35 56% 5% 43 Search SALES+FORCE Search SALES+FORCE
3 SALES PERFORMANCE 23 51% 4% 32 Search SALES+PERFORMANCE Search SALES+PERFORMANCE
4 SALES TRAINING 18 83% 1% 10 Search SALES+TRAINING Search SALES+TRAINING
5 SALESPEOPLE 12 45% 2% 20 Search SALESPEOPLE Search SALESPEOPLE
6 SALESPERSON PERFORMANCE 11 60% 1% 12 Search SALESPERSON+PERFORMANCE Search SALESPERSON+PERFORMANCE
7 ADAPTIVE SELLING 10 73% 1% 8 Search ADAPTIVE+SELLING Search ADAPTIVE+SELLING
8 SALES FORCE AUTOMATION 10 61% 1% 11 Search SALES+FORCE+AUTOMATION Search SALES+FORCE+AUTOMATION
9 SALES FORCE MANAGEMENT 10 61% 1% 11 Search SALES+FORCE+MANAGEMENT Search SALES+FORCE+MANAGEMENT
10 CUSTOMER ORIENTED SELLING 9 83% 1% 5 Search CUSTOMER+ORIENTED+SELLING Search CUSTOMER+ORIENTED+SELLING

Key Words Plus


Rank Web of Science journal category Relevance score
(tfidf)		 Class's shr.
of term's tot.
occurrences		 Shr. of publ.
in class containing
term		 Num. of
publ. in
class
1 SALESPEOPLE 86 55% 13% 108
2 SALESPERSON PERFORMANCE 47 51% 8% 66
3 INDUSTRIAL SALESPERSONS 33 77% 3% 23
4 WORKING SMART 27 92% 1% 11
5 SELLING EFFECTIVENESS 22 63% 3% 22
6 SALESFORCE CONTROL SYSTEMS 20 56% 3% 24
7 TERRITORY ALIGNMENT 17 100% 1% 8
8 COMPENSATION PLANS 16 64% 2% 16
9 SALES FORCE 13 39% 3% 26
10 CONTROL COMBINATIONS 10 54% 2% 13

Journals

Reviews


Title Publ. year Cit. Active
references		 % act. ref.
to same field
Technostress: negative effect on performance and possible mitigations 2015 3 66 26%
An attitude-behavior model of salespeople's customer orientation 2005 87 75 28%
The adoption of information technology in the sales force 2005 63 53 36%
Determinants of B2B salespersons' performance and effectiveness: a review and synthesis of literature 2010 5 52 69%
How Do Salespeople Make Decisions? The Role of Emotions and Deliberation on Adaptive Selling, and the Moderating Role of Intuition 2014 1 78 21%
Motivation in a global economy: Lessons from Herzberg 2005 0 1 100%
Role stress and effectiveness in horizontal alliances 2002 38 46 33%
Exploring the conditions under which salesperson work satisfaction can lead to customer satisfaction 2005 49 65 23%
Optimization models for salesforce compensation 1996 10 13 92%
Salesperson navigation: The intraorganizational dimension of the sales role 2007 14 67 34%

Address terms


Rank Address term Relevance score
(tfidf)		 Class's shr.
of term's tot.
occurrences		 Shr. of publ.
in class containing
term		 Num. of
publ. in
class
1 EDWARD H MIDT PROFESS SALES 6 80% 0.5% 4
2 SALES EXCELLENCE 4 41% 0.8% 7
3 ENTERPRISE DEMAND 2 67% 0.2% 2
4 FISHER PROFESS SELLING 2 67% 0.2% 2
5 RUSS BERRIE PROFESS SALES 2 67% 0.2% 2
6 MJ NEELEY BUSINESS 2 11% 1.6% 13
7 BUSINESS SYST KNOWLEDGE MODELLING 1 50% 0.2% 2
8 MKT ENTREPRENEURSHIP 1 12% 0.8% 7
9 DECIS SYST SCI 1 33% 0.2% 2
10 ISLETME MUHENDISLIGI BOLUMU 1 33% 0.2% 2

Related classes at same level (level 1)


Rank Relatedness score Related classes
1 0.0000159284 PROPERTY PROJECT CONSTRUCT MANAGEMENT//OCCUPATIONAL STRESS INDICATOR//CONSTRUCTION PROFESSIONALS
2 0.0000141394 INDUSTRIAL MARKETING MANAGEMENT//JOURNAL OF BUSINESS & INDUSTRIAL MARKETING//JOURNAL OF BUSINESS-TO-BUSINESS MARKETING
3 0.0000113773 TRADE FAIRS//TRADE SHOWS//TRADE SHOW PERFORMANCE
4 0.0000095066 ORGANIZATIONAL COMMITMENT//JOB EMBEDDEDNESS//AFFECTIVE COMMITMENT
5 0.0000080415 CUSTOMER SATISFACTION//SERVICE QUALITY//SERVICE RECOVERY
6 0.0000078614 MARKET ORIENTATION//ENTREPRENEURIAL ORIENTATION//DYNAMIC CAPABILITIES
7 0.0000071022 ORGANIZATIONAL CITIZENSHIP BEHAVIOR//VOICE BEHAVIOR//ORGANIZATIONAL CITIZENSHIP BEHAVIOUR
8 0.0000070311 PSYCHOLOGICAL EMPOWERMENT//EMPLOYEE EMPOWERMENT//BEHAVIOURAL EMPOWERMENT
9 0.0000064426 POLITICAL DISTRICTING//DISTRICTING//TERRITORY DESIGN
10 0.0000062858 CONFLICT HYPERGRAPH//EXPERT SYSTEM TOOL//GROUP DELPHI