register now button

Call for Papers 

The National Conference in Sales Management (NCSM) is the premier international gathering of scholars, instructors, and practitioners interested in personal selling and sales management research and teaching.  Based on the success of the 2016 conference schedule, we will begin sessions Wednesday at 1pm and have our welcome event that evening.  Sessions will continue through Friday afternoon and we will have a special NCSM event Friday evening to cap off the conference. The conference will consist of double blind review competitive paper sessions, roundtable sessions, a variety of special sessions devoted to sales education and connecting academia and practice.  Cash prizes are awarded for best competitive papers and best doctoral student papers.





   Author(s) of the competitive paper manuscript judged to be the top paper in terms of quality and relevance will receive a plaque and a total paper award of $500.  The paper will later be separately reviewed for the Journal of Personal Selling & Sales Management.        Presenters of the education session judged to be the top teaching and innovation will receive a plaque and total teaching award of $1,000 sponsored by The University Sales Center Alliance (USCA).      We wave conference fees for all current doctoral students who attend the pre-conference session and meet the recruiters luncheon.  The best doctoral paper will be awarded the “2017 NCSM Doctoral Fellows” award with a $1000 research grant sponsored by the USCA. and NCSM   


Dr. Scott Widmier, Program Chair: This email address is being protected from spambots. You need JavaScript enabled to view it. This email address is being protected from spambots. You need JavaScript enabled to view it.



2017 Proceedings

Click Here to View the Combined Proceedings PDF

Wednesday, April 19th

1:15PM - 2:00PM Competitive Paper Session

“The Ties that Bind: Exploring the Influence of Emotion Exchange on Salesperson-Manager Rapport”
          Emily Tanner, West Virginia University

“The Effect of Training on Sales: A Role Theory Perspective”
          Gary Schirr, Radford University
          Maneesh Thakkar, Radford University

“Does Building an Ambidextrous Sales Force Pay-off? Balancing Customer- and Supplier-Centricity for Improved Performance” *Best Paper Nominee 
Nikolaos Panagopoulos, University of Alabama
          Michael A. Pimentel, University of Alabama 


3:30PM - 4:15PM Competitive Paper Session

“Investigating the Effects of Implicit Theories of Selling Ability on Salesperson’s Selling Confidence, Entitlement, Career Satisfaction, Turnover Intentions, and Sales Performance” 
          Corinne Novell, Purdue University
          Bruno Lussier, HEC Montreal
          Karen Machleit, University of Cincinnati

“How Salesperson Expertise and Self-Efficacy Differentially Influence Adaptive Selling Behaviors, Customer Trust and Sales Performance” *Best Paper Nominee
          Bruno Lussier, HEC Montreal
          Alain Joliber, INSEEC
          Nathaniel N. Hartmann, University of Hawaii



Thursday, April 20th


8:30AM - 9:50AM Competitive Paper Session

“What is Sales Enablement? Definitions, Domain, and Agenda”
          Robert Peterson, Northern Illinois University
          Howard Dover, University of Texas at Dallas

“An Examination of the Interplay Between Emotional Intelligence, Deliberation, and Intuition” *Best Paper Nominee
          David Locander, University of Tennessee at Chattanooga
          Jennifer Locander, University of Mississippi

“New Supplier Relationships: Homophily’s Impact on Trust and Governance”
          Bryan Hochstein, University of Alabama
          Larry Giunipero, Florida State University
          Duane M. Nagel, Wichita State University


“Doing Well by Doing Good: Using Direct Selling to Help the Base-of-Pyramid (BOP)”

 Scott Widmier, Kennesaw State University
Lance Brouthers, Kennesaw State University
Charles Ragland, Indiana State University



10:00AM - 11:00AM Doctoral Session

“Toward a Measure of Salesperson Job Embeddedness”
          Andrew Borodin, University of Memphis

“Competitive Coworkers as a Double-edged Sword”
          Ashish Kalra, University of Texas, Arlington
          Amin M. Rostami, University of Texas Arlington

“An Integrated Model of Salespeople’s Emotional Labor”
          Michel Klein, University of Montpellier


4:15PM - 5:15PM Competitive Paper Session

“Exploring the Relationship between Salesperson Influence Tactics, Buyer Trust, and the Buyer Purchase Decision”
          Nathaniel N. Hartmann, University of Hawaii
          Joseph A. Cote, Washington State University
          Chris Plouffe, New Mexico State University
          Phanasan (Sunny) Kohsuwan, Panyapiwat Institute of Management, International College

“Regulatory Focus, Achievement Orientation, Emotions, and Gender: A Comparison of Sales Manager and Salesperson Attributes”
          Jane McKay-Nesbitt, Bryant University
          Malcom Smith, University of Manitoba

“The Impact of Salespeople’s Unbiased and Biased Attributions on Their Job Satisfaction: An Experimental Study”
          Christine Jaushyuam Lai, Laval University
          Rene Darmon, ESSEC Business School



Friday, April 21st


10:15AM - 11:15AM Doctoral Session

“Salesperson Perceptions – An Examination of Sales Manager Leadership and Salesperson Engagement”
          Marleen Pope, Kennesaw State University

“Bringing Moral Identity into Sales”
          Omar Itani, University of Texas Arlington

“Inside Sales Operations: Inbound/Outbound and Bilingual/Monolingual Inside Sales Centers as Part of the Inside Sales Ecosystem”
          Richard Conde, University of North Texas


2:15PM - 3:15PM Doctoral Session

“The Salesperson’s Linchpin Role on Organizational Effectiveness and Relationship Performance”
          Ricky Ferguson, University of North Texas

“Salesperson Implementation of Sales Strategy and its Impact on Salesperson Performance”
          Aniefre Eddie Inyang, University of Texas at Arlington

“When Salesperson Opportunity Recognition Increases Salesperson Performance and When Not”
          Stephan Volpers, Justus-Liebig University


You are here: Home Past Conferences 2017 NCSM