Announcing the 2022 SEF Research Grant Program Call for Proposals
Submission Deadline July 15, 2022
Program promotes sales research applicable to industry
The SEF Research Grant Program recognizes sales-specific research with the potential for application by sales executives, sales managers and/or the sales force. Two recipients will be chosen by an independent Selection Committee to each receive a $5,000 grant. Proposals are evaluated on three key criteria – Innovation, Practicality and Dissemination.
Our 2021 Recipients
Scott Friend, Peter Nguyen and Christopher Blocker for their paper titled, “Assessing Customer Defection and Sales Win-Back Strategies via Machine Learning.”
–Bruno Lussier, Nathaniel Hartmann and Nawar Chaker for their paper titled, “Understanding and Mitigating the Undesirable Consequences of B2B Salespeople Working from Home on Burnout and Sales Performance.”
Research Grant History
SEF has awarded more than $145,000 in research grants since 2011. Our research grant program was started when Neil Rackham, well-known author of “SPIN Selling” and visionary, partnered with SEF to provide $5,000 grants. Today, SEF continues research grant funding to educators and doctoral candidates to support their efforts.
The Importance of Sales Research into Business Issues
Sales specific research is needed to bridge the gap between academia and industry. Sales managers need easy access to published research where they can find best practices and solid methodology for dealing with their daily challenges.
Our commitment to Sales research is supported in part by the SEF Research Grant Program. SEF also posts calls for papers from conferences and special journal publications. Please direct your questions to email@example.com, to learn more or inquire about our next opportunity.
JOURNAL OF SELLING – SPECIAL ISSUES
Women in Sales – Volume 20, Number 2
From the Guest Editor – Stefanie Boyer, Ph.D.
“Today’s business environment presents unique challenges for women in sales. While the field is rapidly changing, university educators continue to experience low enrollment for women in sales programs, and that trend is reflected in sales organizations around the world. This special issue on Women in Sales offers insights for academics, salespeople, managers and executives on how to support, promote and inspire women.”
SEF/NEIL RACKHAM RESEARCH GRANT PROGRAM
According to Neil Rackham, “the time has come for new approaches to customer interaction.” Since 2011, $5,000 research grants have been awarded annually. Links to published papers appear below. Efforts have been made to ensure accuracy. Please note we do not list papers that require a fee to access the published paper. If you discover a non-working link or other issue, please contact SEF.
Grant recipients Published Research
2019 – Stacey L. Malek, Shikhar Sarin, and Bernard J. Jaworski – “A Measurement Model of the Dimensions and Types of Informal Organizational Control: An Empirical Test in a B2B Sales Context” Read the Executive Summary
2019 – Victor V. Chernetsky and Douglas E. Hughes – “The Role of Senior Executives and Organizational Culture in Management of Conflict Between Sales and Marketing” Read the Executive Summary
2018 – Ryan Mullins – “Uncovering the Impact of Sales Force Capabilities on Firm Performance” Read the Executive Summary
2018 – Scott B. Friend, Jeff S. Johnson and Kumar Rakesh Ranjan – “Fail Fast, Sell Well” Read the Executive Summary-Part One
2018 – Scott B. Friend, Jeff S. Johnson and Kumar Rakesh Ranjan – “Fail Fast Strategy in Sales Force Management” Read the Executive Summary-Part Two
2015 – Dr. V. Kumar – “Why Do Salespeople Quit? An Empirical Examination of Own and Peer Effects on Salesperson Turnover Behavior”
AMA Journal of Marketing Research
2015 – Blake Runnalls – “The Impact of Social Networks on Sales Training Transfer and Performance” Read the Summary Report.
2013 – Drs. Nick Panagopoulos and Adam Rapp – “Adaptive Sales Capabilities and Sales Performance” Read the summary report.
2013 – Craig C. Chapman, Jeffrey Patrick Boichuk, Thomas J. Steenburgh, Michael Ahearne – “Real Earnings Management in Sales”
Journal of Accounting Research
2012 – Mark P. Leach and Annie H. Liu – “It ain’t over ’til it’s over: Evaluating Reacquisition Opportunities in Business-to-Business Markets”
Industrial Marketing Management
2011 – Zachary R. Hall, Michael Ahearne, & Harish Sujan – “The Importance of Starting Right: The Influence of Accurate Intuition on Performance in Salesperson–Customer Interactions.”
AMA Journal link
POSTED – CALL FOR PAPERS
Conferences and journals offer researchers the opportunity to submit papers for consideration. See current open calls below:
- Journal of Selling Special Issue Call for Papers – “Communication in Sales” Deadline for submissions – September 1, 2022
- Journal of Marketing Education Special Issue Call for Papers – “How Well Does Your Sales Curriculum Sell?” Research Focused on (Re)Designing Sales Curriculum – Submission Deadline: December 31, 2023