Resource Library Calendar Career Management Community
About The AMA Search
Login

Community

Email Print page

Selling and Sales Management Special Interest Group 

 

Awards

ARC: Connections: SIGs: Sales: Awards

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.

Past Winners

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
           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.

Past Winners

2011 -  Rob Peterson, Northern Illinois University

2010 – Doug Hughes, Michigan State University

2009 - Jon Hawes, Indiana State University (Jon was the first winner)

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.

Past Winners

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 - 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.

First 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 - 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

First 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 - 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.

First 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 - 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.

First 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 - 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 Interveing 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' Preinterview Biases: The Impact of Sales Job-Type and Applicants' Race, Gender, and Physical
Attractiveness on Preinterview 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

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

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 Practioners,” 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.

 

 

 

 


AMA IconPowered by the American Marketing Association | Copyright © 2012 MarketingPower, Inc. The site content may not be copied, reproduced, or redistributed without prior written permission from the American Marketing Association or its affiliates.