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 | ||
Journal for the Advancement of Marketing Education: Special Issue on Teaching Innovations in Sales Education (2016) (coauthor: James Peltier). “Crafting the Future of Collegiate Sales Education,” Journal of Advancement of Marketing Education (2016) (coauthor: James Peltier). “Omni-Channel Research Framework in the Context of Personal Selling and Sales Management: A Review and Research Extensions,” Journal of Research in Interactive Marketing (2016) (coauthors: Shannon Cummins, James Peltier. Journal of Research in Interactive Marketing: Special Issue on The Convergence of Interactive Marketing and Personal Selling and Sales Management (2015) (coauthor: James Peltier). "Professional Sales Coaching: An Integrative Review and Research Agenda," European Journal of Marketing, 49 (7/8) (2015) (coauthors: Vishag Badrinarayanan, Vicki West, Gail Zank) . Journal of Marketing Education: Special Issue on Sales Education and Training (2014) (coauthor: James Peltier). “The Convergence of Interactive Marketing Literature and Personal Selling and Sales Management: A Review and Research Agenda,” Journal of Research in Interactive Marketing, V 8, #4 (2014) (coauthors: Michael Rodriguez, James Peltier). "Developing a Stakeholder Approach for Recruiting Top‐level Sales Students,” Journal of Marketing Education (April 2014) (coauthors: Raj Agnihotri, Leff Bonney, Robert Erffmeyer, Ellen Bolman-Pullins, Jane Sojka, Vicki West). “Does Supervisory Knowledge Shape Positive Salesperson Behaviors? Salesperson Knowledge as a Linking Mechanism,” Proceedings of 2014 AMA Winter Marketing Educators’ Conference: Engaging Customers, Vol. 25, Hunter, Gary and Tom Steenburgh, eds. Chicago, IL: American Marketing Association, L10-L11 (2014) (coauthors: Erkan Ozkaya, Jae Min Jung, Nak Hwan Choi, Robert Fabrize, Jr.). Global Sales Science Institute (GSSI) Conference Proceedings (2012) (coauthor: Liisa Kairisto-Mertanen. Journal of Personal Selling and Sales Management, 30th Anniversary Issue (2012) (coauthor: Jeff Tanner). “Transforming Selling: Why It Is Time to Think Differently About Sales Research,” Journal of Personal Selling and Sales Management (Winter 2012) (coauthor: Jeff Tanner). “Social Network Theory and the Sales Manager Role: Engineering the Right Relationship Flows,” Journal of Personal Selling and Sales Management (Winter 2012) (coauthors: Karen Flaherty, Son Lam, Nick Lee, Jay Mulki. “Creating the Future for Sales and Sales Management Research,” Journal of Personal Selling and Sales Management (Winter 2012) (coauthor: Jeff Tanner). "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). | |||
| Chuck Fifield, MBA | View Chuck Fifield's Research | ||
"Developing a Winning Theme or The Attention Getter,"Keller Center Research Report, (June 2016). "The Salesperson's Toolkit for Success,"Keller Center Research Report, (March 2016). "Value-Developing Skills,"Keller Center Research Report, (December 2015). "Setting the Sale Through Persuasive Communication,"Keller Center Research Report, (September 2015). "The Skill set Needed for Sales Success,"Keller Center Research Report, (June 2015). "The Mindset Needed for Sales Success,"Keller Center Research Report, (March 2015). "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). | |||
| Emily Hunter, PhD | View Emily Hunter's Research | ||
"A servant leader and their stakeholders: When does organizational structure enhance a leader’s influence?," The Leadership Quarterly, (in press) (coauthors: M.J. Neubert and R. Tolentino). "Avoiding the issue: Disengagement coping style and the personality-CWB link," Human Performance, (in press) (coauthors: M.K. Shoss and L.M. Penney). "Managing the innovators: Organizational and professional commitment among scientists and engineers," Research Policy, (2016) (coauthors: S.J. Perry and S.C. Currall). "Give me a better break: Choosing workday break activities to maximize resource recovery," Journal of Applied Psychology, (2016) (coauthor: C. Wu). "When Does Virtuality Really 'Work?' Examining the Role of Work-Family and Virtuality in Social Loafing," Journal of Management, (2016) (coauthors: S.J. Perry, N. Lorinkova, A. Hubbard, and M. McMahon). "“Organized innovation” for a jobs-driven economy: The role of boundary-breaking collaboration," In R. Denson, E. Fraser, & T. Richards (Eds.), Advancing a Jobs Driven Economy: Higher Education and Business Partnerships Lead the Way, (20015) (coauthors: S.C. Currall, E. Frauenheim and S.J. Perry). "Organized Innovation: A Blueprint for Renewing America’s Prosperity," Oxford University Press, (2014) (coauthors: S.C. Currall, E. Frauenheim, S.J. Perry). "The Waiter Spit In My Soup! Antecedents of Customer-directed Counterproductive Work Behavior," Human Performance, (2014) (coauthor: L.M. Penney). "Work-family Enrichment and Satisfaction: Mediating Processes and Relative Impact of Originating and Receiving Domains," Journal of Management, (2014) (coauthors: D.S. Carlson, M. Ferguson, and D. Whitten). "Virtual Team Effectiveness: Investigating the Moderating Role of Experience with Computer-mediated Communication on the Impact of Team Cohesion and Openness," Journal of Organizational and End User Computing, (2013) (coauthors: J.R. Carlson, D.S. Carlson, R.L. Vaughn, and J.F. George). "Servant Leaders Inspire Servant Followers: Antecedents and Outcomes for Employees and the Organization," The Leadership Quarterly, (2013) (coauthors: M.J. Neubert, S.J. Perry, L.A. Witt, M.L. Penney, and E.L. Weinberger). "Demography and disappearing merchandise: How older workforces influence retail shrinkage," Journal of Organizational Behavior, (2012) (coauthors: D. Avery and P. McKay). "A Two-study Examination of Work-family Conflict, Production Deviance and Gender," Journal of Vocational Behavior, (2012) (coauthors: M. Ferguson, D.S. Carlson, and D. Whitten). "Abusive Supervision and Work-family Conflict: The Path Through Emotional Labor and Burnout," The Leadership Quarterly, (2012) (coauthors: D.S. Carlson, M. Ferguson, and D. Whitten). "Health and Turnover of Working Mothers After Childbirth Via the Work-family Interface: An Analysis Across Time," Journal of Applied Psychology, (2011) (coauthors: D.S. Carlson, J. Grzywacz, M. Ferguson, C.R. Clinch, and T.A. Arcury). "Inside multi-disciplinary science and engineering research centers: The impact of organizational climate on invention disclosures and patents," Research Policy, (2011) (coauthors: S.C. Currall and S.J. Perry). "Personality and Counterproductive Work Behaviour: Using Conservation of Resources Theory to Narrow the Profile of Deviant Employees," Special issue of Journal of Occupational and Organizational Psychology, (2011) (coauthors: L.M. Penney and S.J. Perry). "Linking Team Resources to Work-family Enrichment and Satisfaction," Journal of Vocational Behavior, (2010) (coauthors: S.J. Perry, D.S. Carlson, and S.A. Smith). "Can Counterproductive Work Behaviors be Productive? CWB as Emotion-focused Coping," Journal of Occupational Health Psychology, (2010) (coauthors: M.M. Krischer and L.M. Penney). "P = f (Conscientiousness x Ability): Examining the Facets of Conscientiousness," , (2010) (coauthors: S.J. Perry, L.A. Witt, and K.J. Harris). | |||
| Keith Richards, PhD | View Keith Richard's Research | ||
“From High Tech to High Touch: Enhancing Customer Service Experiences via Improved Self-Service Technologies,” Innovative Marketing, (2014) (coauthor: Diane Halstead). “Trait Competitiveness and Competitive Psychological Climate as Antecedents of Salesperson Organizational Commitment and Sales Performance,” Marketing Letters, (2014) (coauthors: Wyatt Schrock, Doug Hughes, Frank Fu and Eli Jones). “Tracking and Updating Academic Research in Selling and Sales Management: A Decade Later,” Journal of Personal Selling and Sales Management, (2010) (coauthors: Bill Moncrief and Greg Marshall). “Key Account Management: Adding Elements of Account Fit to an Integrative Theoretical Framework,” Journal of Personal Selling and Sales Management, (2009) (coauthor: Eli Jones). “Developing a Strategic Framework of Key Account Performance,” Journal of Strategic Marketing, (2009) (coauthors: Diane Halstead, Frank Fu and Eli Jones). “The Motivation Hub: Effects of Goal Setting and Self-Efficacy on Effort and New Product Sales,” Journal of Personal Selling and Sales Management, (2009) (coauthors: Frank Fu and Eli Jones). | |||
| Bill Weeks, DBA | View Bill Weeks' Research | ||
"Factors that Influence the Job Market Decision: The Role of Faculty as a Knowledge Broker," Journal of Marketing Education, (2014) (coauthors: Brian Rutherford, James Boles, and Terry Loe). "Polychronicity and Scheduling’s Role in Reducing Role Stress and Enhancing Sales Performance," Journal of Personal Selling & Sales Managment, (2013) (coauthors: Christophe Fournier, Christopher P. Blocker and Lawrence B. Chonko). "Sales Force Turnover and Retention: A Research Agenda," Journal of Personal Selling & Sales Managment, (2012) (coauthors: James Boles, George W. Dudley, Vincent Onyemah and Dominique Rouzies). "The Influences of Ethical Climate and Organization Identity Comparisons on Salespeople and Their Job Performance," Journal of Personal Selling & Sales Managment, (2012) (coauthors: Elten Briggs, Fernando Jaramillo). "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). | |||
