Sales SIG Dissertation Grants


The American Marketing Association Selling and Sales Management Special Interest Group announces the awarding of five $2000 Direct Selling Educational Foundation grants

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Date: Fri, 01 Dec 2006 15:43:42 -0500
From: "Raymond W LaForge" <>

AMA Sales SIG/DSEF Sales Dissertation Research Grants

The AMA Sales SIG is delighted to announce the awarding of five $2000 DSEF Sales Dissertation Research Grants for 2006.  The grant winners are:

C. Shane Hunt (Oklahoma Sate University),  “The Influence of Sales Management Control Systems on Salesperson Perceptions of the Organization,” Dissertation Advisor: Gary L. Frankwick

Keith Richards (University of Houston), “Relationship Effectiveness and Key Account Performance: Assessing Inter-Firm Fit between Buying and Selling Organizations,” Dissertation Advisor: Eli Jones

Kirby L. J. Shannahan  (University of Memphis), “The Relationship of Salesperson Coachability, Trait Competitiveness, and Leadership Style on Salesperson Performance: An Interactionist Perspective,” Dissertation Advisor: Alan J. Bush

Luke A. Weinstein (University of Connecticut), “Technology Usage and the Sales Force: Antecedents, Usage and the Impact on Performance,” Dissertation Advisors: Michael Ahearne and Han Srinivasan

Jun Xu (University of Florida), “Exploring Sales-Marketing Integration: The Role of Mindset Differences,” Dissertation Advisor: Barton A. Weitz

Congratulations to all of the doctoral students who submitted dissertation proposals.    Selecting the winners was a difficult process.  Thanks to Larry Chonko (Baylor University), Jule Gassenheimer (Rollins College), and Tom Ingram (Colorado State University) for reviewing the proposals.   Special thanks to DSEF, especially Robin Diamond and the Richard DeVos DSEF Academic Institute, for providing financial support for these sales dissertation grants.

The grant winners will present their proposals during a special session at the 2007 AMA Winter Educators’ Conference and be honored at a reception following the session.