ARC: Connections: SIGs: Sales: Dissertation Award
areas: sales: sig
Related ARContent: Ph. D. Awards
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 within the most recent 2 years. The primary focus of the dissertation must involve professional selling and/or sales management. To enter the competition, please submit an electronic file of the entire dissertation along with a letter highlighting the contributions of the research for review by a Blue Ribbon Panel Committee of sales scholars.
The deadline for submitting materials for this award is generally at the end of March, and entries and nominations should be sent to:
Andy Wood
West Virginia University
P. O. Box 6035
Morgantown, WV 26506-6025
+1 304.293.7958
jawood@mail.wvu.edu
Past Winners
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