Call For Papers

Teaching Competition 

Extension Announcement 


Thank you so much for your participation in the 2016 NCSM.

We hope to see you in St. Louis in 2017!





The NCSM Shared Folder 2016:  


Tuesday, March 22nd, Wright Ballroom B&C

2:15 to 3:15pm - Competitive Paper Session 

Session Chair: Annie H. Liu (Texas State University)

“The Role of Salesperson Optimism and Resiliency: a Dyadic Analysis of Salespeople and Their Customers” by Bruno Lussier (Université du Québec à Montréal) & Nathaniel Hartman (University of Hawaiʻi at Mānoa)
“Why Salesperson Customer Orientation Does Not Consistently Increase Performance: A Framework” by Desirée Jost & Alexander Haas (Justus-Liebig-University)
“The Effects of Hire Source on Newly Hired Salesperson Performance Growth Over Time” by Willy Bolander (Florida State University), Alexis Allen, (University of Kentucky), Bryan Hochstein (Florida State University) & Cinthia Satornino (Northeastern University)

3:30 to 4:30pm - Competitive Paper Session

Session Chair: Matthew M Lastner (Louisiana State University)

“Preliminary Evidence for a Bi-Faceted Salesperson Buy-In Scale” by Jessica Mikeska & David Fleming (Indiana State University)
“Identifying Predictors of University Sales Competition Performance: A Social-Cognitive Account” by Corinne A. Novell & Myles G. Chandler (Purdue University)
“Innovation, Product Customizability, and Creative Selling” by David A. Locander (California State University, Fullerton), Obi O. Obilo (Central Michigan University) & Mark D. Groza (Northern Illinois University)


Wednesday, March 23rd, Wright Ballroom B&C

8:30 to 10:00 am - Doctoral Session

Session Chairs: Nathan Hartmann (University of Hawaii) and Mick Andzulis (Lousiana State University)

“The Moderating Role of Environmental Extraversion on Job Stress and Job Performance in Multi-level Marketing Context” by Ashish Kalra, Han Ma, & Sijie Sun (University of Texas at Arlington)
“The Answer is to Empower Your Sales Force When it Comes to Sales Technology” by Omar Itani (University of Texas at Arlington)
“Follow Up and Lead Qualification: An Examination through a Construal Theory Lens” by James B. Youn & Rui Du (University of Hawaii at Manoa)
“Selling to Empowered Consumers: Is the Consumer’s Regulatory Focus the Key to Salesperson Transformation to Knowledge Broker” by Bryan Hochstein (Florida State University)

10:15 to 11:15 am - Competitive Paper Session

Session Chair: Joël Le Bon (University of Houston)

“Buying Value: Towards Understanding the Performance Impact of Purchasing Agent’s Value-Creating Behaviors” by Stephan Volpers (Justus-Liebig-University), Roland Kretzschmar (Justus-Liebig-University), Maximilian A. Maier (Justus-Liebig-University) & Alexander Haas (Justus-Liebig-University)
“Examining the Sales Force through an Institutional, Systemic, Service-Dominant Logic Lens” by Nathaniel Hartmann (University of Hawaiʻi at Mānoa), Heiko Wieland (California State University, Monterey Bay) & Stephen L. Vargo (University of Hawaiʻi at Mānoa)
“A Framework for Evaluating Sales Managers” by Michael L. Mallin (University of Toledo)


Thursday, March 24th, Wright Ballroom B&C

9:30 to 10:50 am - Competitive Paper Session

Session Chair: Bryan Hochstein (Florida State University)

“The Impact of Impression Management Tactics and Identity Similarity and Distinctiveness on Customer-based Salesperson Performance” by Shu-Hao Chang (National Applied Research Laboratories) & Kai-Yu Wang (Brock University)
“How Do Residual Relationships Affect Salespeople’s Opportunity and Effort to Regain Business? Comparing Gender Differences” by Annie H. Liu (Texas State University) & Mark P. Leach (Loyola Marymount University)
“Transforming B2B Customers’ Cognitive Thinking in Sales Interaction: A Conceptual Model” by Timo Kaski, Ari Alamäki (Haaga Helia University), Ellen Pullins (University of Toledo), Pia Hautamäki & Heidi Kock (Haaga Helia University)
“Lucky Happenstance for Young Sales Professionals Or Would You Rather Work Hard or Smart to Get Lucky” by Joël Le Bon (University of Houston)

4:00 to 6:00pm - Revising Roundtable, Wright Ballroom

The Revising Roundtable at NCSM is an opportunity for authors to share in small groups finished research or research in progress and receive valuable feedback to use when moving forward with current or future research. It is equivalent to concurrent sessions in most other academic conferences. Session Chairs: Emily Goad (Illinois State University) and Stacey Schetzsle (Ball State University)

“Developing a Measure for Understanding the Frequency and Purpose of Using Social Media in the Supply Chain” by Mary Shoemaker (Widener University), Richard E. Plank & Robert Hooker (University of South Florida)
“How Many Fish does Your ‘Net’ Catch? The Implications of Social Media in Sales Strategy” by Phuoc H. Pham & Catherine M. Johnson (University of Toledo)
“Grit, Mental Toughness and Tenacity: Are they Different?” by David Fleming (Indiana State University), Andrew B. Artis (University of South Florida), Jessica Mikeska (Indiana State University) & Carlin Nguyen (University of South Florida–St. Petersburg)
“Converting Purchase Commitments into Purchase Fulfillments: An Examination of Salesperson Characteristics and Influence Tactics” by Melissa Clark (Berry College), Willy Bolander & Bryan Hochstein (Florida State University)
“The Role of Guilt, Relational Orientation Selling, and Positive Outcome Feedback on Customer Satisfaction” by Colin B. Gabler (Ohio University), Raj Agnihotri (The University of Texas at Arlington), Kevin J. Trainor (Northern Arizona University), Michael T. Krush (North Dakota State University) & Omar Itani (The University of Texas at Arlington)
“The Role of Social Media in Proactive Postsales Service” by Yusuf Oc (Bogazici University) & Omer Topaloglu (Eastern Illinois University)
“A Synthesis of Research on Listening” by Emily A. Goad (Illinois State University), Fernando Jaramillo (The University of Texas at Arlington) & Duleep Delpechitre (Illinois State University)
“Agility Selling: How Flexibility and Speed Influence Value Co-Creation with Customers” by Aniefre Inyang (The University of Texas at Arlington) & Juliana White (Louisiana State University)
“A Fresh Look at SOCO: Should we Link Selling Orientation to Customer Orientation?” by Gary R. Schirr & Maneesh Thakkar (Radford University) & Laurel E. Shirr (Virginia Tech)


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