Sales Excellence
The Selling and Sales Management Special Interest Group or SalesSIG serves members by providing programs designed to enhance selling and sales management scholarship, teaching, and practice in an inclusive and collegial environment.
The core values of the Sales SIG include knowledge generation, leading-edge research and teaching approaches, integration of academic and practitioner perspectives into research and teaching, continuous quality improvements and faculty development, close collaboration with companies, and the attraction of new Ph.D. students to the sales area.
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
2024 Andrea Dixon, Baylor University
2023 Dominique Rouzies, HEC Paris
2022 Dr. Michael Ahearns, University of Houston
2020 Dr. S繹nke Albers, KLU
2019 Jagdip Singh, Case Western Reserve University
2018 Greg Marshall, Rollins College
2017 Rene Darmon, ESSEC
2016 Eli Jones, Texas A&M University
2015 Ken Evans, Lamar University
2014 Jim Boles, University of North Carolina Greensboro
2013 Bill Moncrief, Texas Christian University
2012 Dr. William Cron, Texas Christian University
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
Doctoral Dissertation Proposal Award
The Doctoral Dissertation Proposal Competition is sponsored by the University Sales Center Alliance (USCA). This dissertation proposal competition is held annually and recognizes the best doctoral dissertation proposals in the area of selling and sales management.
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.
Previous Winners
2024 First Place: Aline Lanzrath
Runner Up: Florian Gasser
2023 First Place: Victoria Kramer
Runner Up: Howard Hao Wang
2022: Dr. Irene Nahm, University of Houston and Dr. Mohsen, Pourmasoudi, University of Houston
2021 First Place: Mohammad Sakif Amin
Runner-Up: Sara Fraccastoro
2020 First Place: Valerie Good
Runner-Up: Dayle Childs
2019 First Place: Raghu Bommaraju
Runner-Up: Rushana Khusainova
2018 First Place: Bert Paesbrugghe
Runner-up: Christopher Nelson
2017 First Place: Maria Rouziou, Vanderbilt University
Runner-up: Wyatt Schrock, West Virginia University
2016 First Place: Sarah Magnotta, Towson State University
Runner-up: Bryan Hochstein, University of Alabama
2015 First Place: Jeffrey P. Boichuk
Runner-up: James Mick Andzulis
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
2024 Satornino, Cinthia B., Alexis Allen, Huanhuan Shi, and Willy Bolander. “Understanding the performance effects of Dark salesperson traits: Machiavellianism, narcissism, and psychopathy.” Journal of Marketing 87, no. 2 (2023): 298-318.
2023 Nahm, Irene Y., Michael J. Ahearne, Nick Lee, and Seshadri Tirunillai. “Managing positive and negative trends in sales call outcomes: The role of momentum.” Journal of Marketing Research 59, no. 6 (2022): 1120-1140.
2022 Dr. Justin Lawrence, Dr. Lisa Scheer, Dr. Son Lam, and Dr. Andrew Crecelius for their Journal of Marketing article Lawrence, J. M., Scheer, L. K., Crecelius, A. T., & Lam, S. K. (2021). Salesperson dual agency in price negotiations. Journal of Marketing, 85(2), 89-109.
2021 Yashar Atefi, Michael Ahearne, Sebastian Hohenberg, Zachary Hall & Florian Zettelmeyer for their JMR article, Open Negotiation: The Back-End Benefits of Salespeoples Transparency in the Front End.
2020 Drs. Jeffrey Boichuk (University of Virginia), Raghu Bommaraju (Indian School of Business), Michael Ahearne (University of Houston), Florian Kraus (University of Mannheim) and Thomas Steenburgh (University of Virginia) for their article Managing Laggards: The Importance of a Deep Sales Bench, Journal of Marketing Research 56, no. 4 (2019): 652-665.
2019 Atefi, Y., Ahearne, M., Maxham, J. G., Donavan, D. T., & Carlson, B. D. (2018). Does Selective Sales Force Training Work? Journal of Marketing Research, 55(5), 722737.
2018 Nikolaos G. Panagopoulos, Adam A. Rapp, and Jessica L. Ogilvie (2017), Salesperson Solution Involvement and Sales Performance: The Contingent Role of Supplier Firm and CustomerSupplier Relationship Characteristics. Journal of Marketing, 81(4), 144-164.
2017 Plouffe, Christopher R., Willy Bolander, Joseph A. Cote, and Bryan Hochstein (2016), Does the customer matter most? Exploring strategic frontline employees influence of customers, the internal business team, and external business partners, Journal of Marketing, 80 (1), 106-123.
2016 (two winners) Bolander, Willy, Cinthia Satornino, Doug Hughes, and Gerald Ferris (2015), Social Networks Within Sales Organizations: Their Development and Importance for Salesperson Performance, Journal of Marketing 79 (6), 1-16.
2016 (two winners) Hall, Zachary, Michael Ahearne, and Harish Sujan (2015), The Importance of Starting Right: The Influence of Accurate Intuition on Performance in SalespersonCustomer Interactions, Journal of Marketing 79 (2), 91109.
2015 Mullins, Ryan, Michael Ahearne, Son K. Lam, Zachary R. Hall, and Jeffrey P. Boichuk (2014), Know Your Customer: How Salesperson Perceptions of Customer Relationship Quality Form and Influence Account Profitability, Journal of Marketing, 78(6), 38-58.
2014 Kishore, Sunil, Raghunath Singh Rao, Om Narasimhan, and George John (2013) Bonuses versus Commissions: A Field Study, Journal of Marketing Research, 50 (3), 317-333.
2013 Wieseke, Jan, Florian Kraus, Michael Ahearne, and Sven Mikolon (2012), Multiple Identification Foci and Their Countervailing Effects on Salespeoples Negative Headquarters Stereotypes, Journal of Marketing, 76 (3), 1-20.
2012 Willem Verbeke, Bart Dietz, and Ernst Verwaal (2011), Drivers of Sales Performance: A Contemporary Meta-Analysis. Have Salespeople Become Knowledge Brokers?, Journal of the Academy of Marketing Science, 39, 407-428.
2011 Hughes, Doug and Michael Ahearne (2010) Energizing the Resellers Sales Force: The Power of Brand Identification, Journal of Marketing, 74 (4).
2010 Rouzi癡s, 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 Practitioners, 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.
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.
Previous Winners
2024 Tim Butler, Southeastern Louisiana University
2023 Zach Hall, Texas Christian University
2022 Adam Rapp, Ohio University
2021 Riley Dugan, The University of Dayton
2020 Gregory Rich, Bowling Green State University
2019 Stephanie Mangus, Baylor University
2018 Chuck Viosca, Florida State University
2017 Stefanie Boyer, Bryant University
2016 Joel LeBon, University of Houston
2015 D. Joel Whalen, DePaul
2014 Andrea Dixon, Baylor University
2013 Concha Allen, Central Michigan University
2012 Charles Futrell, Texas A&M University
2011 Rob Peterson, Northern Illinois University
2010 Doug Hughes, Michigan State University
2009 (inaugural year) Jon Hawes, Indiana State University
Don McBane Special Recognition Award
Donald Angus McBane, PhD, October 1, 1946 – October 15, 2006
Dr. Donald Angus McBane was a professor at Central Michigan University in the Department of Marketing and Hospitality Services Administration. He started at CMU in August 1997 after seven years at Clemson University. He got his PhD from Texas Tech, writing a dissertation titled “Understanding Customer Needs: A Reconceptualization of Empathy and Its Effects on Sales Outcomes.”
Don had extensive “real world” experience in several marketing fields: as a District Executive with the Boy Scouts of America, as a free-lance photographer working out of New York City, and as a manager for Sears, Roebuck & Co. He also served as a sergeant in the United States Army, seeing action in Vietnam and Cambodia.
He taught the sales courses at Central Michigan University: both personal selling and sales management classes. His research appeared in Psychology and Marketing, The Journal of Marketing Education, the Journal of Marketing Theory and Practice, Marketing Education Review, Advances in Health Care Research, the Journal of Personal Selling and Sales Management, and various national proceedings, twice being awarded a Best Paper Award at the National Conference in Sales Management and at the Association of Marketing Theory and Practice Conference.
Although he undoubtedly touched many students, perhaps Don’s largest contribution to the sales academy was at the intersection of his love for technology, his professional service, and his attitude. He designed and maintained the Web sites for the CMU Department of Marketing, the Sales Special Interest Group (SalesSIG) of the 蹤獲扦夥厙, the National Conference in Sales Management, the Journal of Personal Selling and Sale Management, and the Southern Marketing Association. He also designed the Web sites for the Clemson University Department of Marketing and the Journal of Advertising.
Previous Winners
2024 William B. Locander, Louisiana Tech University
2020 Dr. Murali Mantrala, Professor Emeritus, University of Missouri
2017 Leff Bonney, Florida State University
2014 Ellen Bolman Pullins, University of Toledo
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
2002 Dr. Terry W. Loe, Kennesaw State University
Selling andSalesManagement Chair
Colleen McClure
Ohio University
cemcclur@ohio.edu
Selling and Sales Management Chair Elect & Vice Chair
Eric Swan
Baylor University
eric_swan@baylor.edu
Selling and Sales Management Vice Chair, Communications and Membership
Ali Anwar
James Madison University
anwarax@jmu.edu
Selling and Sales Management Vice Chair, Conference Programming
Victor Chernetsky
University of St. Thomas
cher4071@stthomas.edu
Selling and Sales Management Vice Chair, Conference Programming
Viktor Jaotschkin
Louisiana State University
vjarotschkin@lsu.edu
Selling and Sales Management Vice Chair, Recognition & Awards
Dayle Childs
Bournemouth University
dchilds@bournemouth.ac.uk
Selling and Sales Management Vice Chair, Finance
Gary Frazier
University of Southern California
frazier@marshall.usc.edu
Selling andSalesManagement Immediate Past Chair
Huanhuan Shi
Texas A&M University
hshi@mays.tamu.edu