Tracking and updating academic research in selling and sales management: a decade later

Keith A. Richards, William C. Moncrief, Gregory Marshall

Research output: Contribution to journalArticlepeer-review


This study examines the state of academic research in selling and sales management (S&SM) from the years 2003-7, ten years after the data collected by Moncrief, Marshall, and Watkins (2000). Sales articles are reviewed that appeared in 19 marketing journals and evidence is provided on the state of the S&SM discipline by comparing the number of authors, authorships, and publications versus a comparable five-year period a decade ago. Of interest are the universities that produce and employ faculty in S&SM and to identify those schools and geographic regions that are publishing the majority of articles. Publication distribution trends across journals are also examined. A dramatic increase in non-U.S. authors and authorships is noted versus the prior study. Overall, the findings indicate that, perhaps contrary to some popular misconceptions, the state of S&SM research is healthy, vibrant, and evolving.
Original languageEnglish
Pages (from-to)253-272
Number of pages20
JournalJournal of Personal Selling and Sales Management
Issue number3
Publication statusPublished - 1 Sept 2010


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