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Awards: Selling & Sales Management SIG

Don McBane Special Recognition Award

This Special Recognition Award was re-named the Don McBane Special Recognition Award in Fall 2005.  The award honors an individual, who has made a special contribution to Selling and Sales Management community.  This award is not necessarily given annually but only when the Sales SIG Board feel that it is deserved by someone who has made exceptional contributions in sales service over an extended period of time that do not fit within the framework of another award.

Previous Winners

2017 – Leff Bonney, Florida State University

2014 – Ellen Bolman Pullins, University of Toledo 

2011 – Scott Inks, Ball State University

2009 – Jon Hawes, Indiana State University

2007 – Greg W. Marshall, Rollins College and Ronald E. Michaels, University of Central Florida

2006 – Robin Diamond, Academic Program Director, Direct Selling Education Foundation (DSEF)

2005 – Raymond “Buddy” LaForge, University of Louisville

2004 – Dr. Joe Bellizzi, Arizona State University

2003 – Dr. Donald A. McBane, Central Michigan University

2002 – Dr. Terry W. Loe, Kennesaw State University 

Sales Teacher of the Year Award

This award recognizes excellence in sales teaching. This competition provides a forum for outstanding teachers to share their classroom excellence with colleagues from around the world.

Previous Winners

2018 – Chuck Viosca, Florida State University

2017 – Stefanie Boyer, Bryant University

2016 – Joel LeBon, University of Houston

2015 – D. Joel Whalen, DePaul

2014 – Andrea Dixon, Baylor University

2013 – Concha Allen, Central Michigan University

2012 – Charles Futrell, Texas A&M University

2011 –  Rob Peterson, Northern Illinois University

2010 – Doug Hughes, Michigan State University

2009(inaugural year) – Jon Hawes, Indiana State University

Doctoral Dissertation Award Competition

The Doctoral Dissertation Award competition is now sponsored by the Sales Excellence Institute at the University of Houston and the winner will receive a cash award of $1,500. The competition is open to anyone having completed a doctoral degree 2 years. The primary focus of the dissertation must involve professional selling and/or sales management.

Previous Winners

2018 First Place: Bert Paesbrugghe, “Salespeople are from Mars, Purchasers are from Venus: Matching Sales to Purchasing.” Directed by Deva Rangarajan and Bert Weijters

         Runner-up: Christopher Nelson, “Building and Recovering Trust in the Buyer-Seller Relationship.” Directed by James Brown

2017 First Place: Maria Rouziou, Vanderbilt University, “Fair Differences: Impact of Social Comparisons on Sales Organization Performance,” Ph.D. completed at HEC Paris. Major Advisor: Dominique Rouzies

         Runner-up: Wyatt Schrock, West Virginia University, “Self-Oriented Competitiveness: Implications for Sales Managers,” Ph.D. completed at Michigan State University. Major advisor: Douglas Hughes 

2016 First Place: Sarah Magnotta, Towson State University, “Two Essays on the Recommendation Behavior of Multi-line Salespeople,” Ph.D. completed at the University of Kentucky. Major advisors: Steven Skinner and Brian Murtha.
          Runner-up: Bryan Hochstein, University of Alabama, “B2C Sales Interactions: Empowered Consumers, Sales Influence Tactics, and Salespeople as Knowledge Brokers,” Ph.D. completed at Florida State University. Major advisors: Ronald Goldsmith and Daekwan Kim. 

2015 First Place: Jeffrey P. Boichuk, “Developing and Retaining New Hires During the Sales Force Socialization Process”. 

         Runner-up: James “Mick” Andzulis for his dissertation titled, “Applying Network Theory to the Technology to Performance Profit Chain: A Social Media Application”.

2014: Zachary Hall, Texas Christian University, “Salesperson Intuition: Its Critical Role and Antecedents,” Ph.D. completed at University of Houston. Major Advisor: Michael Ahearne.

2013 First Place: Ryan Mullins, Assistant Professor, Clemson University, “Salesperson Judgment (In)accuracy: An Integrative Conceptual Framework and Empirical Evidence,” Ph.D. completed at University of Houston. Major Advisor: Michael Ahearne

          Runner-up: Babak Hayati, Assistant Professor, University of Colorado, Colorado Springs, “Implementing Marketing Strategies through Business-to-Business Sales Forces: A Social Network Perspective,” Ph.D. completed at  University of Houston. Major Advisor: Michael Ahearne

2012: David Gilliam, Assistant Professor, University of Arkansas-Little Rock, “Story Telling by the Sales Force and Its Effect on Personal Selling and Buyer-Seller Relationships,” Ph.D. completed at Oklahoma State University. Major Advisor: Karen Flaherty.

2011: Scott Friend, Assistant Professor of the University of Nebraska “Why Are You Really Winning and Losing Deals: A Customer Perspective on Determinants of Sales Failure,” Ph.D. completed at Georgia State University.  Major Advisors: Danny Bellenger and Jim Boles

2010 First Place: Raj S. Agnihotri (PhD., Kent State University “Salesperson Competitive Intelligence: A Social Identity Perspective” was chosen as the winner. The dissertation was co-chaired by Dr. Adam Rapp, Assistant Professor, Clemson University and Dr. Michael Y. Hu, Bridgestone Professor in International Business, Kent State University. 

        Runner-up: Dr. Ting Yu (PhD., University of New South Wales) for the dissertation titled “Ambidexterity: The Simultaneous Pursuit of Service and Sales Goals in Retail Banking.” Drs. Paul Patterson and Ko de Ruyter served as advisors.

2009 First Place: Doug Hughes, Assistant Professor of Marketing, Michigan State University, “Leveraging Identification: Influencing Channel Salesperson Effort and Brand Performance.” Ph.D. completed at University of Houston. Major advisor: Michael Ahearne

         Runner-up: Jaime Garcia, Communications Director, Christus Muguerza, “Contrasting the Motivation to Fight and the Motivation to Tend for Their Effect on Sustaining or Negating Sales Ability.” Ph.D. completed at Tulane University. Major Advisor: Harish Sujan  

2008 First Place: Babu John Mariodoss, Assistant Professor of Marketing, Washington State University, “Two Essays on Team Perspectives in Sales.” Ph.D. completed at the University of Houston. Major advisors: Michael Ahearne and Edward Blair.

          Runner-up: C. Shane Hunt, Assistant Professor of Marketing, Arkansas State University, “The Influence of Sales Management Control Systems on Salesperson Perceptions of the Organization,” Ph.D. completed at Oklahoma State University. Major advisor: Gary L. Frankwick.

2007: Adam A. Rapp, Assistant Professor of Marketing, Kent State University, “New Insights on Marketing and Performance Outcomes: Applying a Team Lens.” Ph.D. completed at the University of Connecticut. Major advisor: Michael Ahearne.

2006: Frank Fu, Assistant Professor at University of Missouri – Saint Louis, “Marketing-Sales Interface for New Products: Analytical and Empirical Essays.” Degree completed at the University of Houston. Advisors: Steven P. Brown and James D. Hess

2005: Vincent Onyemah, Assistant Professor at Boston University, (INSEAD), “Sensitivity of Salesperson’s Performance to Incongruity in Control Systems: A Varying Parameter Model.” Ph.D. Completed at Institut Europeen d’Administration des Affaires (France). Advisor: Erin Anderson

2004 First Place: John Andy Wood, Assistant Professor of Marketing at West Virginia University, “Perceptual Cues That Influence Buyers’ Assessments About The Trustworthiness of Sellers During Initial Sales Exchanges.” Completed at Georgia State University. Dissertation Advisor: James S. Boles.

          Runner-up: Ravipa Larpsiri, Assistant Professor of Marketing, Sripatum University (Bangkok), “Consumer Response to Sales Force Automation in the Insurance Industry.” Completed at Asian Institute of Technology (Bangkok). Dissertation Advisor: Mark Speece.

2003: Xueming Luo, Assistant Professor of Marketing at State University of New York at Fredonia, “Antecedents of Salesperson Effectiveness and Efficiency Performance: A Data Envelopment Analysis.” Completed at Louisiana Tech University. Chair: Sean Dwyer

2002 First Place: Craig A. Martin, Assistant Professor of Marketing at Western Kentucky University, “Customer-Oriented Selling: An Empirical Examination of Organizational and Individual Antecedents, and Performance Outcomes.” Completed at the University of Memphis. Advisor: Alan J. Bush

Lukas Forbes, “The Intervening Role of Sales Call Anxiety and role Ambiguity on New Sales Representative Ownership, Improvisation and Performance.”, Completed at University of Kentucky. Advisor: Jule B. Gassenheimer

2001: Richard G. McFarland, Assistant Professor of Marketing at Kansas State University, “Seller Influence Tactics (SITS) in the Buyer-Seller Dyad: Developing the Construct, Its Antecedents, and Consequences.” Completed at Georgia Tech. Advisors: Goutam N. Challagalla and Naresh K. Malhotra.

2000: Joel Le Bon, Assistant Professor of Marketing at ESSEC Business School, “Understanding, Explaining and Managing Salespeople’s Effort Toward Competitive Intelligence.” Completed at University of Paris Dauphine. Advisor: Dwight Merunka.

1999: Mark Paul Leach, Assistant Professor of Marketing at Purdue University, “The Effects of Self-Regulatory Training on Salesperson Job Satisfaction and Performance: Examining the Role of Self-Regulation Skills and Self-Efficacy.” Completed at Georgia State University. Advisor: Wesley J. Johnston

1998: Jesse N. Moore, Assistant Professor of Marketing at Clemson University, “An Investigation of Sales Managers’ Pre-interview Biases: The Impact of Sales Job-Type and Applicants’ Race, Gender, and Physical Attractiveness on Pre-interview Impressions.” Completed at University of South Florida. Advisor: Greg W. Marshall 

Lifetime Achievement Award

The Lifetime Achievement Award honors an individual who has made meaningful contributions to the academic sales discipline over a long period of time.

Past Winners

2018 – Greg Marshall, Rollins College
2017 – Rene Darmon, ESSEC
2016 – Eli Jones, Texas A&M University, Check out 2016’s winner, Eli Jones.
2015 – Ken Evans, Lamar University
2014 – Jim Boles, University of North Carolina – Greensboro
2013 – Bill Moncrief, Texas Christian University
2012 – Dr. William Cron, Texas Christian University
2011 – Dr. Raymond “Buddy” LaForge
2010 – Dr. Tom Ingram, Colorado State University
2009 – Dr. Larry Chonko, University of Texas at Arlington
2008 – Dr. William D. Perreault, Jr., University of North Carolina at Chapel Hill
2007 – Dr. Rosann L. Spiro, Indiana University
2006 – Dr. Thomas Leigh, University of Georgia
2005 – Dr. Charles M. Futrell, Texas A&M University
2004 – Dr. Thomas Wotruba, San Diego State University
2003 – Dr. Barton A. Weitz , University of Florida
2002 – Dr. David W. Cravens, Texas Christian University
2001 – Dr. Gilbert A. Churchill, Jr., University of Wisconsin-Madison
            Dr. Neil M. Ford, University of Wisconsin-Madison
            Dr. Orville C. Walker, Jr., University of Minnesota
2000 – Dr. William J. Stanton, University of Colorado
1999 – Dr. Marvin A. Jolson, University of Maryland

Excellence in Research Award

The Excellence in Research Award is intended to recognize the author(s) of a professional selling and/or sales management article, published during the previous year that has made a significant contribution to the sales discipline.

Past Winners

2018 – Nikolaos G. Panagopoulos, Adam A. Rapp, and Jessica L. Ogilvie (2017), “Salesperson Solution Involvement and SalesPerformance: The Contingent Role of Supplier Firm and Customer–SupplierRelationship Characteristics.” Journal of Marketing, 81(4), 144-164. 

2017 – Plouffe, Christopher R., Willy Bolander, Joseph A. Cote, and Bryan Hochstein (2016), “Does the customer matter most? Exploring strategic frontline employees’ influence of customers, the internal business team, and external business partners,” Journal of Marketing, 80 (1), 106-123.
2016 (two winners) – Bolander, Willy, Cinthia Satornino, Doug Hughes, and Gerald Ferris (2015), “Social Networks Within Sales Organizations: Their Development and Importance for Salesperson Performance,” Journal of Marketing 79 (6), 1-16.
2016 (two winners) – Hall, Zachary, Michael Ahearne, and Harish Sujan (2015), “The Importance of Starting Right: The Influence of Accurate Intuition on Performance in Salesperson–Customer Interactions,” Journal of Marketing 79 (2), 91–109.
2015 – Mullins, Ryan, Michael Ahearne, Son K. Lam, Zachary R. Hall, and Jeffrey P. Boichuk (2014), “Know Your Customer: How Salesperson Perceptions of Customer Relationship Quality Form and Influence Account Profitability,” Journal of Marketing, 78(6), 38-58.
2014 – Kishore, Sunil, Raghunath Singh Rao, Om Narasimhan, and George John (2013) Bonuses versus Commissions: A Field Study,” Journal of Marketing Research, 50 (3), 317-333.

2013 – Wieseke, Jan, Florian Kraus, Michael Ahearne, and Sven Mikolon (2012), “Multiple Identification Foci and Their Countervailing Effects on Salespeople’s Negative Headquarters Stereotypes,” Journal of Marketing, 76 (3), 1-20.

2012 – Willem Verbeke, Bart Dietz, and Ernst Verwaal (2011), “Drivers of Sales Performance: A Contemporary Meta-Analysis.  Have Salespeople Become Knowledge Brokers?,” Journal of the Academy of Marketing Science, 39, 407-428.

2011 –  Hughes, Doug and Michael Ahearne (2010) “Energizing the Reseller’s Sales Force: The Power of Brand Identification,” Journal of Marketing, 74 (4).

2010 – Rouziès, Dominque, Anne T. Coughlan, Erin Anderson and Dawn Iacobucci (2009) “Determinants of Pay Levels and Structures in Sales Organizations,” Journal of Marketing

2009 – Zoltners, Andris A., Prabhakant Sinha, and Sally E. Lorimer (2008) “Sales Force Effectiveness: A Framework for Researchers and Practitioners,” Journal of Personal Selling and Sales Management, 28(2), 115-131.

2008 – Gary K. Hunter, Case Western Reserve University and William D. Perreault, Jr., University of North Carolina at Chapel Hill, “Making Sales Technology Effective,” Journal of Marketing, 71 (Issue 1, January 2007), 16-34. 

2007 – Franke, George R. and Jeong-Eun Park (2006), “Salesperson Adaptive Selling Behavior and Customer Orientation: A Meta-Analysis,” Journal of Marketing Research, 43 (November), 693-702.

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