Announcing the 2020 SEF Research Grant Recipients
Program promotes sales research applicable to industry
The goal of the SEF research grant program is to recognize sales-specific research with the potential for application by sales executives, sales managers and/or the sales force. Two recipients have been chosen by an independent selection committee to each receive a $5,000 grant. Proposals are evaluated on three key criteria – Innovation, Practicality and Dissemination.
Congratulations to our 2020 SEF Research Grant Program Recipients!
The Sales Education Foundation is proud to announce the recipients of our 2020 SEF Research Grant Program. Grants of $5,000 each were awarded to:
Stacey Malek, Shikhar Sarin, Bernard Jaworski and Thomas Brashear-Alejandro for their proposal titled, “Cross-Cultural Effectiveness of Informal Controls and Their Influence on Salesperson Engagement and Performance.”
Allison Crick, David Fleming and J. Ricky Fergurson for their proposal titled, “Dynamics of Global Sales Leadership: An Examination Through Hofstede’s Cultural Dimensions.”
We congratulate our 2020 recipients and look forward to the completion of their papers and publication.
SEF has awarded over $140,000 in research grants and awards. Our research grant program began in 2011 when Neil Rackham, well-known author of “SPIN Selling” partnered with SEF to provide $5,000 grants. Today, SEF continues to provide research grant funding to educators and doctoral candidates.
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 connect with us via email, email@example.com, to learn more or inquire about our next opportunity.
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 by year
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
2017 – Stacey L. Malek, Shikhar Sarin, and Bernard J. Jaworski – “A Measurement Model of the Dimensions and Types of Informal Organizational Control”
Read the Executive Summary Report
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