Sales Education Foundation

SALES RESEARCH

Sales Research

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.  In addition, researchers need information on the various calls for papers issued by journals and sales-focused conferences. Until recently, information has been challenging to access.

Our commitment to Sales research is supported in part by the SEF/Neil Rackham Research Grant Program. In addition, other Sales research shared with SEF is posted below. You’ll also find posted calls for papers for conferences and special journal publications.  Please connect with us via our Questions and Suggestions feature below if you’d like to see a paper added.

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. If you discover a non-working link or other issue, contact SEF.

Grant recipients by year:

2015 – Blake Runnalls
“The Impact of Social Networks on Sales Training Transfer and Performance” Read the Summary Report.

2014 – Raghuram Bommaraju
“Self-Selected Sales Incentives: Evidence of Their Effectiveness, …” Executive Summary coming soon.

2014 – Raj Agnihotri
“Salesperson Ambidexterity and Customer Satisfaction: Examining the role of customer demandingness, adaptive selling, and role conflict”
Executive Summary | JPSSM

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

 

SALES RESEARCH PUBLISHED IN JOURNALS/MAGAZINES

Find links to published sales research of interest to professionals and academics below. We invite you to share your research with your colleagues and industry practitioners. Please email SEF.

POSTED – CALL FOR PAPERS

Many conferences/journals offer researchers the opportunity to submit papers for consideration. See current open calls below:

  • Journal of Selling Special Issue Call for Papers – The Sales Leadership Development Research Gap. Deadline September 1, 2018 More information
  • Journal of Service Research Special Issue, “The Interface of Sales and Service.” Deadline September 21, 2018. More information