2014 Final Program




Wednesday, April 9, 2014


8:00-5:00         Event Registration




12:00-2:00       NCSM Board Meeting


                                Executive Director, Concha Allen, Central Michigan University


                        Location:  Presidential Suite Rm 1823


2:00-4:00         Pre-session for Doctoral Students


Session Chairs:


Fernando Jaramillo, The University of Texas at Arlington


Brian Rutherford, Kennesaw State University


Location:  Boardroom 324


2:00-5:00         USCA Board Meeting


                        Director, Mark Johlke, Bradley University


                        Location:  Concerto A


6:00-7:30         Welcoming Reception sponsored by Pi Sigma Epsilon                                                        Location:  Hotel Poolside







Thursday, April 10, 2014 


All NCSM sessions are held in Tenor Room


8:00-8:30         Breakfast (Continental)


8:30-8:45         Welcome


Michael Mallin, NCSM Conference Chair, University of Toledo


                        Scott Widmier, NCSM Proceedings Editor, Kennesaw State University


                        Andy Wood, NCSM Special Session Chair, West Virginia University


8:45-10:00       Education Program Overview 


University Sales Center Alliance sponsors the Best Sales Teaching Innovation-method Award ($1,000 cash & plaque).  A team of three judges will select the winner from the innovations presented at this session.


Jay Mulki,   Education Session Chair, NorthEastern University


Integrating and Layering External Sales Professionals into the University of Georgia’s Terry College of Business Professional Selling Program


Kevin Ellis


John Hulland


Richard Gooner


The University of Georgia


Framework for Teaching Introductory Sales Online


Cindy Rippé, Embry-Riddle Aeronautical University


The Emotional Blueprint


Felicia Lassk, Northeastern University


10:00-10:15     Break


10:15-12:00     Education Session Presentations


Personal Branding Series


Rebecca Dingus, Kent State University


Finding Success in Sales Today: Improve with Improv


Stefanie Boyer, Bryant University


Sales Management Assignment: Role Playing the Recruiter


Amit Poddar, Georgia College and State University


An Experiment in “Flipping” the Professional Selling Classroom


Mary Shoemaker, Widener University


12:00-1:00       Meet the Recruiters at the Job Fair and Lunch on Your Own


                        Location: Symphony Ballroom


12:00-1:00         PhD Student Lunch (sponsored by Central Michigan University)


                        Location: Brisa Bistro (in Hotel)


1:00- 2:15        Education Session Presentations


                        How to Teach Ethics in Sales - Comparison of Practices between France and USA


                        Laure Lavorata, Université Paris-Est Créteil Val de Marne


                        Improving the Typical Needs Identification Challenges in Role-Plays                                               Karl Sooder, University of Central Florida


                        The "Video Elevator Pitch": A "selling yourself" Class Project


                        Larry DeGarris, University of Indianapolis


2:15-2:30         Break


2:30-4:15         Education Session Presentations


                        Main Street Gourmet Muffins/Wendy’s


                        Jon Hawes, Indiana State University


                        Nontraditional Final Examinations in Professional Selling: Ideas and Assessment


David Fleming, Eastern Illinois University


Andy Artis, University of South Florida  


Evaluating the Effectiveness of Sales Presentations Using Famous Movie Clips


Michael Marck, University of Strathclyde Business School


Case-à-role: A Tool for Teaching Sales Strategically!


Prabakar Kothandaraman, William Patterson University


William Healy, William Patterson University




4:15-5:00         Special Session


Session Chairs:


            Ann Devine, Executive Director, Pi Sigma Epsilon


Concha Allen, Central Michigan University


                        “PSE 101”


                        Session Panelists:


                        Matthew Bunker, PSE Faculty Advisor and Chair, University of Northern Iowa


                        Helen Brown, Academic Outreach Manager, Vector Marketing


                        Marie Artim, VP of Talent Acquisition, Enterprise Holdings


                        Mark Franklin, Director of College Recruiting, MultiView


Michael Van Grinsven, Dir.Field Recruitment and Officer, Northwestern Mutual


An interactive panel to discuss best practices for student success, industry engagement and research collaboration.


6:30                 Evening Cruise on The Biscayne Lady


South Florida is most magical when seen from the emerald waters that surround it onboard a luxury yacht charter. Enjoy luxury, comfort, flavorful menu items, and first-class customer service as you, your friends and colleagues create memories that will last a lifetime.   Check it out at  http://www.biscaynelady.com/


Sponsored by MultiView and NCSM.


Logistic details for meeting and departure to be provided at the conference.



Friday, April 11, 2014


All NCSM sessions are held in Tenor Room


8:00-8:30         Breakfast (Continental)


8:30-9:30         Doctoral Papers Session


Session Chairs:


Fernando Jaramillo, The University of Texas at Arlington


Brian Rutherford, Kennesaw State University


“External Controls: How One Firm Governs another Firm’s Salesforce”


Sarah R. Magnotta, University of Kentucky


2014 NCSM Doctoral Fellow


Adaptive Firms and Diligent Salespeople: An Examination of the Impact on Customer Satisfaction”


Emily Goad, The University of Texas at Arlington


“Customer Relationships and Deviance in Sales Environments”


Bryan W. Hochstein, The Florida State University


9:30-10:30                   Competitive Paper Session




                                Session Chair:  Laura Serviere-Munoz, University of Dallas


“Salesperson’s Influence on the Global Multichannel Consumer”


Cindy Rippé, Embry-Riddle Aeronautical University
Suri Weisfeld-Spolter, Nova Southeastern University


Yuliya Yurova, Nova Southeastern University


Supervisory Influence, Employee Creativity, and Job Outcomes”


                        Raj Agnihotri, Ohio University


                        Michael T. Krush, North Dakota State University


                        “A Conceptual Model of the Drivers and Outcomes of Mobile CRM Application




Michael Rodriguez, Elon University


Kevin J. Trainor, Northern Arizona University


10:30-10:45     Break


10:45-11:45     Competitive Paper Session


                        Session Chair:  Charles Ragland, The University of Toledo


“Exploring the Effects of Personal Selling and Direct-to-Consumer Advertising in the Pharmaceutical Market: A Valuation Model Analysis”


Rebecca Dingus, Kent State University


Raj Agnihotri, Ohio University


Michael Y. Hu, Kent State University


“Turnover and the Sales Force”


Erin Gillespie, Elon University


Michael Rodriguez, Elon University 


Earl D. Honeycutt, Jr., Elon University


“A Content Analysis of Research Methods & Strategies Used by Authors Published in the Journal of Personal Selling & Sales Management”


Andrew B. Artis, University of South Florida


David E. Fleming, Eastern Illinois University


Jennifer Dapko, Florida Southern College


Matthew Askew, Eastern Illinois University


12:00 - 2:00     PSE Luncheon and NCSM Awards Presentation


Location: Symphony Ballroom


Axcess Capon/Tanner, Honeycutt, and Erffmeyer Best Paper Award.  Authors of the NCSM manuscript judged to be the top paper in terms of quality and relevance will receive a $500 award.


University Sales Center Alliance sponsors the Best Sales Teaching Innovation-method Award ($1,000 cash & plaque).   A team of three judges selected the winner from the innovations presented at the Thursday, April 10 Education Program.


“How to Be Certain in a Totally Uncertain Future.”


Keynote Speaker:  Dan Moore, President, Southwestern Advantage Company.


Dan Moore is a 1976 Honors Graduate from Harvard University, and also holds an MBA from Vanderbilt University.  He has been involved in business and entrepreneurship as part of the Southwestern Company since 1974.  As President, he is responsible for strategy executive both domestically and internationally. 


2:00-3:00         Competitive Paper Session


                        Session Chair:  Richard Buehrer, Virginia Tech University


“Student Motivations To Sell: A Cross-Cultural Study of the U.S., Chile, and the Philippines”


             Douglas Amyx, Louisiana Tech University


Denny Bristow, St. Cloud State University


James J. Cochran, Louisiana Tech University


Leopoldo Arias-Bolzmann, Pontificia Universidad Catolica del Peru 


Ben Paul Gutierrez, University of the Philippines


Rajesh Gulati, St. Cloud State University 


“Determinants of Avoidance of Sales Performance Feedback:  A Conceptual Model”


Corinne A. Novell, The University of Cincinnati


Jane Z. Sojka, The University of Cincinnati


Karen A. Machleit, The University of Cincinnati




“Selling with Distraction:  Blemish Effects”


Gary R. Schirr, Radford University


Maneesh Thakkar, Radford University


James Lollar, Radford University


3:00-3:45         Special Session


“Evolution of Experiential Teaching Approaches in Selling and Sales Management”


Andrea Dixon, Baylor University


Jeff Tanner, Baylor University


An examination and discussion of the evolution of experiential teaching approaches for selling and sales management that have been published in leading marketing education journals.


3:45-4:00         Break


4:00-5:15         Revising Roundtable Paper Session


The revising roundtable paper session is held in a format whereby the paper author(s) summarize their research in a small group (3-4 participants) setting.  Group participants offer feedback through discussion designed to help the author(s) advance their paper toward journal submission and publication.  Group participants rotate on a periodic basis so author(s) receive several sets of group feedback.


                        Session Chair:  Lisa Simon, California Polytechnic State University 


“Importance of Ethical Climate on Salespeople’s Ethical Behavior Organizational Commitment, Job Performance and Job Satisfaction:  Proposal for a Multidimensional Scale”


                                Laure Lavorata, IRG – Université Paris Est


Usage of Social Media in Buyer-seller Relationships: A Broader Perspective Research Agenda”


Richard E. Plank, University of South Florida


Mary E. Shoemaker, Widener University


“Who Should Sell? An Investigation of How Start-up Entrepreneurs Make the Sales Agent Choice”


Jason Harkins, University of Maine


Aaron D. Arndt, Old Dominion University


“Thinking Styles and Sales Performance: The Mediating Role of Creative Selling”


Mark D. Groza, Northern Illinois University


David Locander, Louisiana Tech University


Charles H. Howlett, Northern Illinois University


Examining Intrinsic/Extrinsic Motivation Interrelationships: Research Propositions”


Richard E. Plank, University of South Florida in Lakeland
David A. Reid, Bowling Green State University


“The Effect of Forgiveness on Salesperson Attitudes and Outcomes: A Conceptual Framework”


J. Garry Smith, Tarleton State University


“Salesperson Lifecycle Management Model for Effective Sales Force Development and Management”


Joon-Hee Oh, Georgia State University


5:30                 Reception and Networking


                                Location:   Presidential Suite Rm 1823


                        Sponsored by:  The University Sales Center Alliance


7:00                 Dinner on your own.





Saturday, April 12, 2014


All NCSM sessions are held in Tenor Room




8:00-8:30         Breakfast (Continental)


8:30-8:45         NCSM Board Report


Concha Allen, Central Michigan University


8:45-9:45         Doctoral Student Paper Session


                        Session Chairs:


Fernando Jaramillo, The University of Texas at Arlington


Brian Rutherford, Kennesaw State University


“Moderating Effects of Salesperson Openness to Experience on Co-Creation of Value”


Stephanie M. Mangus, Louisiana State University


Matthew M. Lastner, Louisiana State University


“Social Media Enabled Sales Service Encounters: The Role of Social Media-Specific Organizational Support”


Jessica Lynn Ogilvie, The University of Alabama


James ‘Mick’ Andzulis, The University of Alabama


“The Fox Guards the Henhouse: When Suppliers Take on Category Management for the Retailer”


Lee Allison, Oklahoma State University


9:45-10:45       Competitive Paper Session


                        Session Chair:  Scott Widmier, Kennesaw State University


Directive Modification Behavior: A New Perspective on Managing Boundary Spanners”


Gregory McAmis, Western Kentucky University


Kenneth R. Evans, Lamar University


“Defection Analysis and Reacquisition Efforts: Building a Sales Process Framework for B2B Reacquisition”


Annie H. Liu, Victoria Business School


Mark P. Leach, Loyola Marymount University


Richa Chugn, Victoria Business School


“How Sales Contributes to Value Creation in Business Relationships:  Towards and Interaction-based Theory”


Nina Stuebiger, Justus-Liebig-University Giessen


Alexander Haas, Justus-Liebig-University Giessen




10:45-11:00     Break


11:00-12:00     Special Session




                        “Practice Gatekeeper Interaction with Technology”


                        Rob Peterson, Northern Illinois University


                        Nancy Munro, CEO Knowledge Shift


This session will begin to shine the light on improving "gatekeeper phone calls" but will readily be expanded to cover voicemails, objection handling, or even specific questions in an interview setting.  


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