Awards
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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.