Faculty associated with the Center for Professional Selling are publishing in some of the world's top academic journals. Each faculty member's most current, sales related publications are listed below.
| Andrea Dixon, PhD | View Andrea Dixon's Research | ||
"Customer Selection to Acquire, Retain and Grow," The Oxford Handbook of Sales Management and Sales Strategy, Ken LeMeunier-Fitzhugh, Nigel Piercy, and David W. Cravens (eds.): Oxford University Press, 2011. "Creating the Future for Sales and Sales Management Research, (Winter).," Journal of Personal Selling and Sales Management, (Winter 2011) (coauthors: Jeff Tanner). "Social Network Theory and the Sales Manager Role: Engineering the Right Relationship Flows," Journal of Personal Selling and Sales Management, (Winter 2011) (coauthors: Karen Flaherty, Son Lam, Nicholas Lee, Jay Mulki). "Transforming Selling: Why It is Time to Think Differently About Sales Research," Journal of Personal Selling and Sales Management, (Winter 2011) (coauthors: Jeff Tanner). "The Complexities of Sales and Sales Management Research: A Historical Analysis from 1990 to 2005," Journal of Personal Selling and Sales Management, (Fall 2008) (coauthors: Robert Carter, William Moncrief). "Research in Selling and Sales Management: An Agenda from Sales Practitioners," Journal of Personal Selling and Sales Management, (Summer 2006) (coauthors: Bruce Robertson, David Curry). "Corrigendum to 'Distributed Leadership in Teams: The Network of Leadership Perceptions and Team Performance'," Leadership Quarterly, (2006) (coauthors: Ajay Mehra, Brett Smith, Bruce Robertson). "Distributed Leadership in Teams: The Network of Leadership Perceptions and Team Performance," Leadership Quarterly, (2006) (coauthors: Ajay Mehra, Brett Smith, Bruce Robertson). "Old Hand or New Blood?," Vol. July, (2006) (coauthors: F. Cespedes, A. Gardner, S. Kerr, R. Kelley). "The Social Network Ties of Group Leaders: Implications for Group Performance and Leader Reputation," Organization Science, (2006) (coauthors: Ajay Mehra, Daniel Brass, Bruce Robertson). "Bouncing Back: How Salesperson Optimism and Self Efficacy Influence Attributions and Behaviors Following Failure," Journal of Personal Selling and Sales Management, (Fall 2005) (coauthors: Susan Schertzer). "Key Accounts and Team Selling: Review, Framework, and Research Agenda," Journal of Personal Selling and Sales Management, (Spring 2005) (coauthors: Eli Jones, Larry Chonko, Joseph Cannon). Strategic Sales Leadership: BREAKthrough Thinking for Breakthrough Results, AMA-Southwestern Publishing, 2005 (coauthors: Jerry Bauer, Thomas Ingram, Eli Jones, Raymond LaForge, Thomas Leigh, Greg Marshall, Michael Morris). "Early Success: How Attributions for Sales Success Shape Inexperienced Salespersons' Behavioral Responses," Journal of Personal Selling and Sales Management, (Winter 2005) (coauthors: Lukas Forbes, Susan Schertzer). "Dysfunctional Behavior among Sales Representatives: The Impact of Supervisory Trust, Participation, and Information Controls," Journal of Personal Selling and Sales Management, (Summer 2004) (coauthors: N. Choi, Jae-Min Jung). "Listening Begins at Home," Harvard Business Review, (November 2003) (coauthors: James Stengel, Chris Allen). "Attributions and Behavioral Intentions of Inexperienced Salespersons to Failure: An Empirical Investigation," Journal of the Academy of Marketing Science, (Fall 2003) (coauthors: Rosann Spiro, Lukas Forbes). "Identifying the Lone Wolf: A Team Perspective," Journal of Personal Selling and Sales Management, (Summer 2003) (coauthors: Jule Gassenheimer, Terri Barr). "Bridging the Distance Between Us: How Initial Responses to Sales Team Conflict Help Shape Core Selling Team Outcomes," Journal of Personal Selling and Sales Management, (Fall 2002) (coauthors: Jule Gassenheimer, Terri Barr). "Successful and Unsuccessful Sales Calls: Measuring Salesperson Attributions and Behavioral Intentions," Journal of Marketing, (July 2001) (coauthors: Rosann Spiro, Maqbul Jamil). "Sellers and Buyers on the Boundary: Potential Moderators of Role Stress-Job Outcome Relationships," Journal of the Academy of Marketing Science, (Winter 1994) (coauthors: Ronald Michaels). "Getting Off to a Fast Start," Keller Center Research Report, (March 2011) (coauthors: Bruce Robertson). "Personal "Touch" Portfolio: Connecting with the Right Clients to Grow Your Business," Keller Center Research Report, (June 2010). "Bouncing Back Following Failure," Keller Center Research Report, (October 2009). "Systems for Success: Finding the Right People," (2006) (coauthors: Carol Walsh). "Systems for Success: Building the Right People," (2003) (coauthors: Carol Walsh, Lukas Forbes, Jule Gassenheimer). "Systems for Success: Keeping the Right People," (2003) (coauthors: Bruce Robertson, Susan Schertzer, Carol Walsh). "A Study of Agency Recruiting and Selection Practices," (1995) (coauthors: Frank Acito, Scott MacKenzie, Philip Podsakoff). "The Scholarship of Teaching in Sales Education," Marketing Education Review, (Summer 2005) (coauthors: Rolph Anderson, Eli Jones, Mark Johnston, Raymond LaForge, Greg Marshall, John Tanner, Jr.). "Exploring the 'Lone Wolf' Phenomenon in Student Teams," Journal of Marketing Education, Vol. 27, No. 1, (2005) (coauthors: Terri Barr, Jule Gassenheimer). | |||
| Chris Blocker, PhD | View Chris Blocker's Research | ||
"Unpacking What a 'Relationship' Means to Commercial Buyers: How the Relationship Metaphor Creates Tension and Obscures Experience," Journal of Consumer Research, (February 2012) (coauthors: Mark B Houston, Daniel J Flint). "Proactive Customer Orientation and its Role for Creating Customer Value in Global Markets," Journal of the Academy of Marketing Science, (April 2011) (coauthors: Daniel J Flint, Matthew B Myers, Stan Slater). "Customer Value Anticipation, Customer Satisfaction and Loyalty: An Empirical Examination," Industrial Marketing Management, (2010) (coauthors: Daniel J. Flint, Philip Boutin). "Modeling Customer Value Perceptions in Cross-Cultural Business Markets," Journal of Business Research, (2010). "Organizational Capacity for Change and Strategic Ambidexterity: Flying the Plane while Rewiring It," European Journal of Marketing, Vol. 42, No. 9/10, (October 2008), pp. 915-925 (coauthors: William Q. Judge). "Exploring the Dynamics of Customer Value in Cross-Cultural Business Relationships," Journal of Business and Industrial Marketing, Vol. 22, No. 4/5, (September 2007), pp. 249-259 (coauthors: Daniel J Flint). "Customer Segments as Moving Targets: Integrating Customer Value Dynamism into Segment Instability Logic," Industrial Marketing Management, Vol. 36, No. 6, (August 2007), pp. 810-822 (coauthors: Daniel J Flint). "Dissertation: Exploring the Role of Customer Desired Value Change and Relationship Adaptation in Global Business Services," (May 2007). "The Role of the Sales Force in Value Creation and Appropriation: New Directions for Research, forthcoming (2012)," Journal of Personal Selling & Sales Management, (coauthors: Joe Cannon, Nick Panagapoulos, Jeff Sager). "Are We on the Same Wavelength? How Emotional Intelligence Interacts and Creates Value in Agent-Client Encounters," Keller Center Research Report, (December 2010). "Trying to Find and Keep Top-notch Agents for your Sales Team? Why Not Use the Person-Job Fit Approach?," Keller Center Publication, (December 2009) (coauthors: Bill Weeks). "The Emotionally Intelligent Salesperson," Keller Center Research Report, (August 2009). "Lead Conversion: Adaptation, Influence, and Customer Value," Keller Center Research Report, Vol. 1, No. 2, (November 2008). "Want to Convert More Leads into Clients? Dig Deeper into What Customers Value," Keller Center Research Report, Vol. 1, No. 1, (June 2008). | |||
| Chuck Fifield. MBA | View Chuck Fifield's Research | ||
"Necessary Condition #10 - The Right Commitment,"Keller Center Research Report, (September 2012). "Necessary Condition #9 - The Right Approach Metrics,"Keller Center Research Report, (June 2012). "Necessary Condition #8 - The Right Approach Outcome,"Keller Center Research Report, (March 2012). "Necessary Condition #7 - The Right Approach Method,"Keller Center Research Report, (December 2011). "Necessary Condition #6 - The Right Approach Plan of Action," Keller Center Research Report, (September 2011). "Necessary Condition #5 - The Right Approach Priorities," Keller Center Research Report, (June 2011). "Integrating Sales Technology into Real Estate Sales Forces to Improve Sales Performance," Keller Center Research Report, (March 2011) (coauthors: Bill Weeks). "Necessary Condition #4 - The Right Prospects," Keller Center Research Report, (March 2011). "Necessary Condition #3 - The Right Day-to-Day Operational Focus,"Keller Center Research Report, (January 2011). "Necessary Condition #2 - The Right Process," Keller Center Research Report. "Necessary Condition #1 - The Right Attitude," Keller Center Research Report, (Fall 2010). "The 10 Necessary Conditions to Highly Effective Personal Selling," Keller Center Research Report, (Summer 2010). "Selling is Shorthand for Storytelling," Keller Center Research Report, (Summer 2009). "The Three Most Important Words in Highly Effective Personal Sellling," Keller Center Research Report, (Spring 2009). "Sales and The River Analogy," Keller Center Research Report, (Summer 2008). "Selling the Lean Way," Keller Center Research Report, (Spring 2008). | |||
| Jeff Tanner, PhD | View Jeff Tanner's Research | ||
"Compliance versus Preference: Understanding Salesperson Response to Contests," Journal of Business Research, Vol. 64, (July 2011), pp. 664-671 (coauthors: F. Juliet Poujol, Christophe Fournier). "Creating the Future for Sales and Sales Management Research, (Winter).," Journal of Personal Selling and Sales Management, (Winter 2011) (coauthors: Andrea Dixon). "Transforming Selling: Why It is Time to Think Differently About Sales Research," Journal of Personal Selling and Sales Management, (Winter 2011) (coauthors: Andrea Dixon). "The Impact of Sales Contests on Salespeople's Customer Orientation," Journal of Personal Selling & Sales Management, Vol. 30, No. 1, (Winter 2010), pp. 7-22 (coauthors: F. Juliet Poujol). "The Moderating Effect of Ethical Climate on Salesperson Propensity to Leave," Journal of Personal Selling & Sales Management, (August 2009) (coauthors: Christophe Fournier, Lawrence B. Chonko, Chris Manolis). "Executives' Perspectives of the Changing Role of the Sales Profession," Journal of Business & Industrial Marketing, Vol. 23, No. 3, (Fall 2008), pp. 193-202 (coauthors: Jorge Wise, Christophe Fournier, Sandrine Hollet). "Industrial Buyers' Risk Aversion and Channel Selection," Journal of Business Research, Vol. 59, No. 6, (2006), pp. 653-661 (coauthors: Marjorie Cooper, Kirk Wakefield). "Retailer Merchandising Decisions: Using Retailer Perceptions to Develop a Multi-Level Competitive Strategic Profit Model," Journal of Marketing Management, (2006) (coauthors: Mary Anne Raymond, John Mittelstaedt, Christopher Hopkins). The Hard Truth about Soft Selling, Dallas, Texas: Behavioral Science Research Press, 2006 (coauthors: George W. Dudley). "CRM in Sales-Intensive Organizations: A Review and Future Directions," Journal of Personal Selling & Sales Management, Vol. 25, No. 2, (April 2005), pp. 171-182 (coauthors: Michael Ahearne, Thomas W. Leigh, Charlotte Mason, and William Moncrief). "Factors Associated with Propensity to Leave the Organization: A Study of Salespeople," Marketing Management Journal, Vol. 14, No. 1, (2004), pp. 90-102 (coauthors: Praveen Agrawwal, Stephen B. Castleberry). "A Learning Model of Trade Show Attendance," Journal of Hospitality and Convention Management, Vol. 3, No. 3, (2002), pp. 3-26 (coauthors: Lawrence B. Chonko, Thomas V. Ponzurick). "Leveling the Playing Field: Factors Influencing Trade Show Success for Small Companies," Industrial Marketing Management, Vol. 31, No. 3, (2002), pp. 229-240. "Response to Selling in the New Millennium: A Joint Agenda," Industrial Marketing Management, Vol. 31, No. 7, (2002), pp. 569-572. "Using Trade Shows Throughout the Product Life Cycle," Journal of Promotion Management, Vol. 8, No. 1, (2001), pp. 109-125 (coauthors: Lawrence B. Chonko). "Sales Training: Status and Needs," Journal of Personal Selling & Sales Management, Vol. 13, No. 4, (1993), pp. 81-86 (coauthors: Larry Chonko, Bill Weeks). "Incentive Systems and Corporate Strategy, Sales Managers, Sales Professionals, and Customers – What we Know and Need to Know," Journal of Personal Selling & Sales Management, (coauthors: Manfred Krafft, Thomas DeCarlo, F. Juliet Poujol). "Why Would You Want to be a Salesperson?," Careers in Professional Selling, (January 2007), pp. 20-23. "Entertaining in Sales: Will my Golf Game Get Better?," Careers in Professional Selling, (September 2000), pp. 21-23. Sales Management: Shaping Future Sales Leaders, Upper Saddle River, New Jersey: Pearson, October 2008 (coauthors: Earl Honeycutt, Robert Erffmeyer). Selling: Building Partnerships, 7e: McGraw-Hill Irwin, 2008 (coauthors: Barton A. Weitz, Stephen B. Castleberry). Business Marketing: Connecting Strategy, Relationships, and Learning 3e: McGraw-Hill Irwin, 2005 (coauthors: Robert Dwyer). "The Scholarship of Teaching Sales Education," Marketing Education Review, Vol. 15, No. 2, (2005), pp. 1-12 (coauthors: Raymond LaForge, Rolph Anderson, Andrea Dixon, Mark Johnston, Eli Jones, Greg Marshall). | |||
| Bill Weeks, DBA | View Bill Weeks' Research | ||
"The Impact of Perceived Ethical Climate on Organizational Variables, Individual Outcomes, and Salesperson Performance," Journal of Personal Selling & Sales Managment, (September 2011) (coauthors: Elten Briggs, Fernando Jaramillo). "Sales Force Turnover and Retention: A Research Agenda," Journal of Personal Selling & Sales Management, (July 2011) (coauthors: Jim Boles Georgia State University, George Dudley Behavioral Research Press, Vincent Onyemah Babson College, Dominique Rouzies HEC, France). "The Effects of Perceived Barriers to Career Advancement on Job Attitudes and Job Outcomes," Journal of Business Research, (April 2011) (coauthors: Elten Briggs, Fernando Jaramillo). "Alignment of Front-Line Personnel: A Preliminary Attempt at Scale Development," Journal of Selling & Major Account Management, (Summer 2009) (coauthors: Larry Chonko). "The Impact of Time Congruity on Salesperson's Role Stress: A Person-Job Fit Approach," Journal of Personal Selling & Sales Management, (Winter 2009) (coauthors: Christophe Fournier). "Sales Trainer Roles, Competencies, Skills, and Behaviors: A Case Study," Industrial Marketing Management, (July 2008) (coauthors: Joe M. Ricks, Jacqueline Williams). "Cognitive Moral Development and the Impact of Perceived Organizational Ethical Climate on the Search for Salesforce Excellence: A Cross-Cultural Study," Journal of Personal Selling & Sales Management, Vol. 26, No. 2, (April 2006), pp. 205-217 (coauthors: Terry W. Loe, Larry Chonko, Carlos Martinez, and Kirk Wakefield). "The Role of Mere Exposure Effect on Ethical Tolerance: A Two-Study Approach," Journal of Business Ethics, Vol. 58, No. 4, (June 2005), pp. 281-295 (coauthors: Justin G. Longenecker, Joe McKinney, Carlos Moore). "Organizational Readiness for Change, Individual Fear of Change, and Sales Manager Performance: An Empirical Investigation," Journal of Personal Selling & Sales Management, Vol. 24, No. 1, (2004), pp. 7-17 (coauthors: Jim Roberts, Larry Chonko, Eli Jones). "The Impact of Perceived Ethical Climate on the Search for Salesforce Excellence," Journal of Personal Selling & Sales Management, Vol. 24, No. 3, (2004) (coauthors: Larry Chonko, Terry Loe, Kirk Wakefield). Received Marvin Jolson Award for Best Contribution to Selling and Sales Management Practice (2004) "An Experimental Investigation of Efforts to Improve Sales Students' Moral Reasoning," Journal of Personal Selling & Sales Management, Vol. 20, No. 4, (2000), pp. 243-252 (coauthors: Terry W. Loe). "The Effects of Gender and Career Stage on Ethical Judgment," Journal of Business Ethics, Vol. 20, No. 4, (July 1997), pp. 301-313 (coauthors: Carlos Moore, Joe McKinney, Justin G. Longenecker). "The Evolution of National Account Management: A Literature Perspective," Journal of Personal Selling & Sales Management, Vol. 17, No. 4, (1997), pp. 49-59 (coauthors: Dan C. Weilbaker). "Sales Training: Status and Needs," Journal of Personal Selling & Sales Management, Vol. 13, No. 4, (1993), pp. 81-86 (coauthors: Larry Chonko, Jeff Tanner). "Integrating Sales Technology into Real Estate Sales Forces to Improve Sales Performance," Keller Center Research Report, (March 2011) (coauthors: Charles Fifield). "Directions for Enhancing Customer Loyalty," Keller Center Research Report, (September 2010). "Trying to Find and Keep Top-notch Agents for your Sales Team? Why Not Use the Person-Job Fit Approach?," Keller Center Research Report, (December 2009) (coauthors: Christopher Blocker). | |||
