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

Basic class information
Class id #P Avg. number of
references		 Database coverage
of references
11056 1010 51.4 43%


Bar chart of Publication_year

Last years might be incomplete

Hierarchy of classes
The table includes all classes above and classes immediately below the current class.


Cluster id Level Cluster label #P
1 4 ECONOMICS//EDUCATION & EDUCATIONAL RESEARCH//PSYCHOL 3876184
83 3       MANAGEMENT//PSYCHOLOGY, APPLIED//BUSINESS 77967
22 2             PSYCHOLOGY, APPLIED//MANAGEMENT//JOURNAL OF APPLIED PSYCHOLOGY 36271
11056 1                   SALES MANAGEMENT//SALES FORCE//SALES PERFORMANCE 1010

Terms with highest relevance score


rank Term termType Chi square Shr. of publ. in
class containing
term		 Class's shr. of
term's tot. occurrences		 #P with
term in
class
1 SALES MANAGEMENT authKW 1105554 6% 57% 64
2 SALES FORCE authKW 992094 6% 58% 57
3 SALES PERFORMANCE authKW 608597 4% 54% 37
4 SALESPEOPLE authKW 434796 3% 55% 26
5 SALES FORCE MANAGEMENT authKW 404195 2% 70% 19
6 INDUSTRIAL MARKETING MANAGEMENT journal 339900 16% 7% 163
7 CUSTOMER ORIENTATION authKW 330082 5% 20% 54
8 SALES FORCE AUTOMATION authKW 329181 1% 78% 14
9 SALESPERSON PERFORMANCE authKW 309559 2% 64% 16
10 SALES TRAINING authKW 251926 1% 83% 10

Web of Science journal categories


Rank Term Chi square Shr. of publ. in
class containing
term		 Class's shr. of
term's tot. occurrences		 #P with
term in
class
1 Business 178225 77% 1% 777
2 Management 24075 34% 0% 340
3 Psychology, Applied 1438 6% 0% 62
4 Operations Research & Management Science 349 5% 0% 47
5 Hospitality, Leisure, Sport & Tourism 126 1% 0% 11
6 Industrial Relations & Labor 96 1% 0% 9
7 Engineering, Industrial 57 2% 0% 16
8 Psychology, Multidisciplinary 32 2% 0% 18
9 Psychology, Social 14 1% 0% 9
10 Economics 11 2% 0% 22

Address terms


Rank Term Chi square Shr. of publ. in
class containing
term		 Class's shr. of
term's tot. occurrences		 #P with
term in
class
1 MKT 129982 19% 2% 194
2 EDWARD H MIDT PROFESS SALES 96739 0% 80% 4
3 SALES EXCELLENCE 87130 1% 41% 7
4 MKT ENTREPRENEURSHIP 48113 1% 14% 11
5 MJ NEELEY BUSINESS 42911 1% 11% 13
6 ENTERPRISE DEMAND 40307 0% 67% 2
7 RUSS BERRIE PROFESS SALES 40307 0% 67% 2
8 MKT INTL BUSINESS STRATEGY 38866 0% 43% 3
9 CT BAUER BUSINESS 30804 2% 6% 16
10 AIRLINES TOURISM 30231 0% 100% 1

Journals


Rank Term Chi square Shr. of publ. in
class containing
term		 Class's shr. of
term's tot. occurrences		 #P with
term in
class
1 INDUSTRIAL MARKETING MANAGEMENT 339900 16% 7% 163
2 JOURNAL OF MARKETING 198123 10% 7% 96
3 JOURNAL OF THE ACADEMY OF MARKETING SCIENCE 175464 7% 9% 66
4 JOURNAL OF BUSINESS & INDUSTRIAL MARKETING 83179 4% 7% 40
5 JOURNAL OF BUSINESS RESEARCH 64086 10% 2% 100
6 JOURNAL OF RETAILING 32732 3% 3% 32
7 JOURNAL OF MARKETING RESEARCH 31040 4% 2% 43
8 JOURNAL OF SERVICE RESEARCH 12632 1% 3% 12
9 PSYCHOLOGY & MARKETING 11515 2% 2% 22
10 SERVICE INDUSTRIES JOURNAL 10638 2% 2% 23

Author Key Words


Rank Term Chi square Shr. of publ. in
class containing
term		 Class's shr. of
term's tot. occurrences		 #P with
term in
class		 LCSH search Wikipedia search
1 SALES MANAGEMENT 1105554 6% 57% 64 Search SALES+MANAGEMENT Search SALES+MANAGEMENT
2 SALES FORCE 992094 6% 58% 57 Search SALES+FORCE Search SALES+FORCE
3 SALES PERFORMANCE 608597 4% 54% 37 Search SALES+PERFORMANCE Search SALES+PERFORMANCE
4 SALESPEOPLE 434796 3% 55% 26 Search SALESPEOPLE Search SALESPEOPLE
5 SALES FORCE MANAGEMENT 404195 2% 70% 19 Search SALES+FORCE+MANAGEMENT Search SALES+FORCE+MANAGEMENT
6 CUSTOMER ORIENTATION 330082 5% 20% 54 Search CUSTOMER+ORIENTATION Search CUSTOMER+ORIENTATION
7 SALES FORCE AUTOMATION 329181 1% 78% 14 Search SALES+FORCE+AUTOMATION Search SALES+FORCE+AUTOMATION
8 SALESPERSON PERFORMANCE 309559 2% 64% 16 Search SALESPERSON+PERFORMANCE Search SALESPERSON+PERFORMANCE
9 SALES TRAINING 251926 1% 83% 10 Search SALES+TRAINING Search SALES+TRAINING
10 INTERNAL MARKET ORIENTATION 222610 1% 82% 9 Search INTERNAL+MARKET+ORIENTATION Search INTERNAL+MARKET+ORIENTATION

Core articles
The table includes core articles in the class. The following variables is taken into account for the relevance score of an article in a cluster c:
(1) Number of references referring to publications in the class.
(2) Share of total number of active references referring to publications in the class.
(3) Age of the article. New articles get higher score than old articles.
(4) Citation rate, normalized to year.


Rank Reference # ref.
in cl.		 Shr. of ref. in
cl.		 Citations
1 ROMAN, S , IACOBUCCI, D , (2010) ANTECEDENTS AND CONSEQUENCES OF ADAPTIVE SELLING CONFIDENCE AND BEHAVIOR: A DYADIC ANALYSIS OF SALESPEOPLE AND THEIR CUSTOMERS.JOURNAL OF THE ACADEMY OF MARKETING SCIENCE. VOL. 38. ISSUE 3. P. 363 -382 49 71% 41
2 MIAO, CF , EVANS, KR , (2013) THE INTERACTIVE EFFECTS OF SALES CONTROL SYSTEMS ON SALESPERSON PERFORMANCE: A JOB DEMANDS-RESOURCES PERSPECTIVE.JOURNAL OF THE ACADEMY OF MARKETING SCIENCE. VOL. 41. ISSUE 1. P. 73-90 37 65% 18
3 GUENZI, P , BALDAUF, A , PANAGOPOULOS, NG , (2014) THE INFLUENCE OF FORMAL AND INFORMAL SALES CONTROLS ON CUSTOMER-DIRECTED SELLING BEHAVIORS AND SALES UNIT EFFECTIVENESS.INDUSTRIAL MARKETING MANAGEMENT. VOL. 43. ISSUE 5. P. 786 -800 41 59% 5
4 SINGH, R , KOSHY, A , (2010) DETERMINANTS OF B2B SALESPERSONS' PERFORMANCE AND EFFECTIVENESS: A REVIEW AND SYNTHESIS OF LITERATURE.JOURNAL OF BUSINESS & INDUSTRIAL MARKETING. VOL. 25. ISSUE 7. P. 535 -546 38 72% 7
5 GORDON, GL , SHEPHERD, CD , LAMBERT, B , RIDNOUR, RE , WEILBAKER, DC , (2012) THE TRAINING OF SALES MANAGERS: CURRENT PRACTICES.JOURNAL OF BUSINESS & INDUSTRIAL MARKETING. VOL. 27. ISSUE 8. P. 659-672 30 81% 0
6 ROMAN, S , RODRIGUEZ, R , (2015) THE INFLUENCE OF SALES FORCE TECHNOLOGY USE ON OUTCOME PERFORMANCE.JOURNAL OF BUSINESS & INDUSTRIAL MARKETING. VOL. 30. ISSUE 6. P. 771 -783 36 61% 1
7 SOHI, RS , JOHNSON, JS , (2014) THE CURVILINEAR AND CONDITIONAL EFFECTS OF PRODUCT LINE BREADTH ON SALESPERSON PERFORMANCE, ROLE STRESS, AND JOB SATISFACTION.JOURNAL OF THE ACADEMY OF MARKETING SCIENCE. VOL. 42. ISSUE 1. P. 71-89 35 53% 8
8 MIAO, CF , EVANS, KR , (2012) EFFECTS OF FORMAL SALES CONTROL SYSTEMS: A COMBINATORY PERSPECTIVE.INTERNATIONAL JOURNAL OF RESEARCH IN MARKETING. VOL. 29. ISSUE 2. P. 181-191 30 65% 4
9 RIGOPOULOU, I , THEODOSIOU, M , KATSIKEA, E , PERDIKIS, N , (2012) INFORMATION CONTROL, ROLE PERCEPTIONS, AND WORK OUTCOMES OF BOUNDARY-SPANNING FRONTLINE MANAGERS.JOURNAL OF BUSINESS RESEARCH. VOL. 65. ISSUE 5. P. 626 -633 25 76% 8
10 PLOUFFE, CR , HULLAND, J , WACHNER, T , (2009) CUSTOMER-DIRECTED SELLING BEHAVIORS AND PERFORMANCE: A COMPARISON OF EXISTING PERSPECTIVES.JOURNAL OF THE ACADEMY OF MARKETING SCIENCE. VOL. 37. ISSUE 4. P. 422 -439 27 69% 16

Classes with closest relation at Level 1


Rank Class id link
1 7720 MARKET ORIENTATION//MARKETING CAPABILITIES//BUSINESS
2 2118 INDUSTRIAL MARKETING MANAGEMENT//JOURNAL OF BUSINESS & INDUSTRIAL MARKETING//RELATIONSHIP MARKETING
3 19297 TRADE FAIRS//TRADE SHOWS//INDUSTRIAL MARKETING MANAGEMENT
4 427 CUSTOMER SATISFACTION//SERVICE QUALITY//SERVICE FAILURE
5 4082 ORGANIZATIONAL COMMITMENT//JOB EMBEDDEDNESS//TURNOVER INTENTION
6 10435 ORGANIZATIONAL CITIZENSHIP BEHAVIOR//ORGANIZATIONAL CITIZENSHIP BEHAVIOUR//VOICE BEHAVIOR
7 13122 EMOTIONAL LABOR//EMOTIONAL LABOUR//SURFACE ACTING
8 13440 LEADER MEMBER EXCHANGE//LMX//PSYCHOLOGICAL EMPOWERMENT
9 8585 WORK AND STRESS//OCCUPATIONAL STRESS//OCCUPATIONAL STRESS INDICATOR
10 23992 FORMATIVE MEASUREMENT//HUMAN OURCE MANAGEMENT ORG HRMO//CAUSAL INDICATORS

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