2014 Final Program

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Wednesday, April 9, 2014

 

8:00-5:00         Event Registration

 

                        Location:

 

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

 

Adoption”

 

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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