The Psychology of

Sales Call Reluctance

by George W. Dudley

& Shannon L. Goodson


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Call Reluctance, SPQ*Gold, SPQ*Gold/FSA, PsychScore and the Fear-Free Prospecting & Self-Promotion Workshop are registered trademarks of Behavioral Sciences.  ALL RIGHTS RESERVED.

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One of the things that helps distinguish Behavioral Sciences’ product array from competitors is our relentless commitment to mainstream scientific research. The following is a sample of the scope of Behavioral Sciences’ scientific/academic papers and presentations.

ALL STUDIES - BY YEAR

2016

Clientele and Business-Building Advocacy Behaviors in Professional Salespeople
(2016). Bryant, T. R., Goodson, S. L., Dudley, G. W. and Dudley, S. C. of Behavioral Sciences Research Press. Presented at the Annual Conference, Southwestern Psychological Association, Dallas, TX.

Are Employee Recognition Incentives Motivating? Examining Gender
Differences Among Sales Personnel (2016). Bryant, T. R., Dudley, G. W., Goodson, S. L. and Dudley, S. C. of Behavioral Sciences Research Press. Presented at the Annual Conference, Southwestern Psychological Association, Dallas, TX.

Relationship of Embellishment, Over-positive Posturing, Evasive Responding & Employment Status On A New Measure of Clientele & Business-building
Advocacy (2016). Dudley, G. W., Bernstein, I. H., Dudley, S. C. and Bryant, T. R. Presented at the Annual Conference, Southwestern Psychological Association, Dallas, TX.

2014

A Key Predictor of Career Success: Is it Still Relevant in the Digital Age? (2014). Bryant, T. R of Behavioral Sciences Research Press. Invited Presentation for the Society of Multivariate Research, at the 60th Annual Conference, Southwestern Psychological Association, San Antonio, TX.

Most Utilized Sales Strategies and Their Relationship to New Business Development Activity (2014). Bryant, T. R, Dudley, G. W., Goodson, S. L. of Behavioral Sciences Research Press. Presented at the 60th Annual Conference, Southwestern Psychological Association, San Antonio, TX.

2013

Relationship Selling: Theory vs. Practice (2013). Bryant, T. R, Dudley, G. W., Goodson, S. L. of Behavioral Sciences Research Press.  Presented at the 59th Annual Conference, Southwestern Psychological Association, Fort Worth, TX.

2012

Comparison of the Effectiveness of Traditional verses Computer-Mediated Communication Technologies (2012). Dudley, G. W., Bryant, T. R., and Goodson, Shannon of Behavioral Sciences Research Press.  Presented at the 58th Annual Conference, Southwestern Psychological Association, Oklahoma City, OK.

2011

Sales Force Turnover and Retention: A Research Agenda (2011). Boles, J.S., Dudley, G. W., Onyemah, V., Rouziès, D and Weeks, W.A.  Published in the Journal of Personal Selling & Sales Management.

Fake It to Make It? Stretching the Truth in a Shrinking Job Market (2011). Tanner Jr., J. F., of Baylor University, Bryant, T. R. and Dudley, G. W., of Behavioral Sciences Research Press. Published in the 2011 Society for Marketing Advances Proceedings.

The Performance of Performance Incentives: What's the Downside? (Sept. 2011). Dudley, G. W. and Bryant, T. R. of Behavioral Sciences Research Press. Published in the Keller Center Research Report, Baylor University.

2010

Examination of Locus of Control and Sales Contact Inhibition (2010). Bryant, T.R., Dudley, G.W. & Goodson, S.L., Paper presented 56th Annual Conference, Southwestern Psychological Association, Dallas, TX.

Do Incentive Rewards Increase Incentive? A Cross-Cultural Examination. (2010, April). Bryant, T.R., Dudley, G.W. & Goodson, S.L., Paper presented 25th Annual Conference, Society for Industrial & Organizational Psychology, Atlanta, GA.

2009

Customer Engagement Discomfort in Retail Sales Environments (2009, April). Bryant, T.R., Presented at the 55th Annual Convention, Southwestern Psychological Association, San Antonio, TX.

“Goal Allergic” Salespeople: Is Goal Setting Always Helpful? (2009, April).  Bryant, T.R. & Dudley, G.W. Presented at the 55th Annual Convention, Southwestern Psychological Association, San Antonio, TX.

Incidence of Sales Call Reluctance: A Multi-National Study (2009, April).  Goodson, S.L., Bryant, T.R. & Dudley, G.W., Paper presented at the 55th Annual Convention, Southwestern Psychological Association, San Antonio, TX.

2008

Leadership Initiative Profile: Attitudes towards Networking and Career Advancement (2008, April). Goodson, S.L., Bryant, T.R. & Dudley, G.W., 54th Annual Convention, Southwestern Psychological Association, Kansas City, MO.

Are Ethnic Labels Enough? (2008, April).  Dudley, G.W., Bryant, T.R. & Goodson, S.L., 54th Annual Convention, Southwestern Psychological Association, Kansas City, MO.

Contact Initiation and Sales Performance Outcomes in a South African Sample (2008, April). Bryant, T.R., Dudley, G.W. & Goodson, S.L. 54th Annual Convention, Southwestern Psychological Association, Kansas City, MO.

2007

Stretching the Truth: Exaggeration Practices of Sales Representatives (2007, March). Tanner Jr.,  J.F., Baylor University, Chonko, L.B., Baylor University & Dudley, G.W. Behavioral Sciences Research Press. Proceedings, National Sales Conference in Sales Management, Irvine CA.

The Relationship of Education and A Multivariate Social Desirability Construct (2007, April).  Bryant, T.R. & Dudley, G.W. 53nd Annual Convention, Southwestern Psychological Association, Fort Worth, TX.

Relationship of Contact-Initiation Behaviors and Sales Productivity across Sales Cultures (2007, April). Dudley, G.W., Bryant, T.R. & Goodson, S.L., 53nd Annual Convention, Southwestern Psychological Association, Fort Worth, TX.

2006

The Influence of Exaggeration on Sales Selection and Performance Outcomes, Dudley, George W., Goodson, Shannon L.& Bryant, Trelitha R., Behavioral Sciences Research Press, 52nd Annual Convention, Southwestern Psychological Association, Austin , Texas, April, 2006.

Multilevel Analysis: Selling Style, Gender, Culture & Exaggeration by Salespeople (2006, May).  Bernstein, I. H. of University of Texas at Arlington, Dudley, G. W. & Goodson, S. L. of Behavioral Sciences Research Press.  Annual Convention, Society for Industrial and Organizational Psychology (SIOP), Dallas, TX.

Women Managers: Self-Imposed Barriers to Career Advancement (2006, May). Goodson, S. L., Behavioral Sciences, Dudley, G. W., Behavioral Sciences & Weeks, W. A., Baylor University,  Annual Convention, Society for Industrial and Organizational Psychology (SIOP), Dallas, TX.

Self-reports of Business Building Competency in Candidate and Incumbent Salespeople (2006, April). Bryant, T.R., Dudley, G.W. & Goodson, S.L., 52nd Annual Convention, Southwestern Psychological Association, Austin , TX.

2005

Exaggeration, Gender & Selling Style (2005, April).  Dudley, G.W. & Bryant, T.R. Annual Convention, Southwestern Psychological Association, Memphis,TN.

Socially Desirable Responding and Sales Outcome (2005, April).  Dudley, G.W. & Bryant, T.R., Annual Convention, Southwestern Psychological Association, Memphis, TN.

Salesperson Motivation and Success: Examining the Relationship between Motivation and Sales Approach (2005).  Tanner, J.F., Baylor University & Dudley, G.W., Behavioral Sciences, paper presented Annual Convention, Society for Marketing Advances, San Antonio, TX.

Exaggeration by Salespeople: Effects of Administration Method, Gender, and Nationality on the Tendency to Exaggerate (2005). Tanner, J.F., Baylor University & Dudley, G.W., Behavioral Sciences, paper presented at Annual Convention, Society for Marketing Advances, San Antonio, TX.

2004

Response Latency and Faking: Do Exaggerators Really Take Longer? (2004, April). Dudley, G.W., Bernstein, Ira H., and Tanner, Jeff, Annual Convention, Southwestern Psychological Association, San Antonio, TX.

Networking, Duration of Unemployment and the Job Seeking Index (2004, April). Dudley, G., Goodson, L., Bryant, T., Annual Convention, Southwestern Psychological Association, San Antonio, TX.

Social Desirability and Reported Sales Productivity in a Multi-Nation Sample, Bryant, T.R. and Dudley, G.W., Annual Convention, Southwestern Psychological Association, San Antonio, Texas, April, 2004

What Do Salespeople Fear Most: A Differential Diagnosis of Sales Call Reluctance (2004, April).  Dudley, G.W., Chonko, L.B., Tanner, J.R. & Bryant, T.R. Annual Convention, Southwestern Psychological Association, San Antonio, TX.

2003

Exaggeration Scores and Prospectively Verifiable Sales Competencies (2003). Dudley, G.W., Bryant, Trelitha R., and Goodson, S.L. Annual Convention, Southwestern Psychological Association, New Orleans, LA.

Attitudes Toward Networking in Outplaced Executives (2003, April). Goodson, S.L., Dudley, G.W., & Bryant, T.R., Annual Convention, Society for Organizational and Industrial Psychology, Orlando, FL.

Effects of Administration Method, Gender and Nationality on the Tendency to Claim False Knowledge (2003, April). Bernstein, I. H., Dudley, G.W., Goodson, S.L., Bryant, T.R., Woo, W., and McConnell, K.S., Annual Convention, Society for Industrial and Organizational Psychology (SIOP), Orlando, FL.

2002

Bankers and Stockbrokers: Differences in Attitude Towards Prospecting for New Customers (2002, April). Dudley, G.W., Goodson, S.L., & Bryant, T.R., Annual Convention, Southeastern Psychological Assoc., Orlando, FL.

Cross-National Differences in SPQ Self-Presentation Bias of Salespeople (2002, April).  Bernstein, I. H., Samuels, W. E., Annual Convention, Society of Applied Multivariate Research.

Visibility Management and Executive Success in the Corporate Environment (2002, April). Goodson, S.L., Dudley, G.W. & Bryant, T.R., Annual Convention, Southeastern Psychological Assoc., Orlando, FL.

Predicting Success and Failure in Mortgage Banking Sales (2002, April).  Goodson, S.L., Dudley, G.W. , Annual Convention, Southwestern Psychological Assoc., New Orleans, LA.

Sales Call Reluctance & Sales Performance in Mortgage Banking (2002, April). Dudley, G.W., Goodson, S.L., & Bryant, T.R., Annual Convention, Southwestern Psychological Association, Corpus Christi, TX.

2001

Inhibited Social Contact Initiation Syndrome and Recruiting in the Military (2001, Houston). Goodson, S.L., & Dudley, G.W., Annual Convention, Southwestern Psychological Association, Houston, TX.

Sales Call Reluctance Among Americans, Australians and New Zealanders (2001, April). Bernstein, I.H., Dudley, G.W., & Goodson, S.L., Annual Convention, Southwestern Psychological Association, Houston, Texas.

Sales Motivation: A Multi-National Comparison of What Salespeople Want (2001, April). Dudley, G.W., & Goodson, S.L., Bryant, T.R., Annual Convention, Southwestern Psychological Association, Houston, Texas.

2000

The Influence of Social Anxiety on the Effectiveness of Executive Mentoring Programs (2000, April). Goodson, S.L., & Dudley, G.W., paper presented Annual convention, Southwestern Psychological Association, Dallas, Texas.

1999

True, False And Then Some: The Use of Logically Exhaustive Response Alternatives on the CareerStyles Inventory (1999, November). Dudley, G.W., Goodson, S.L., & Bryant, T.R., Scientific Advisory Meeting, Vancouver, B.C., Canada.

Validity of SPQ*GOLD for Measuring Call Reluctance Across 11 Industries and Four Countries (1999, April). Bernstein, I. H., Dudley, G. W., & Fricke, H., 45th Annual Convention, Southwestern Psychological Association, Albuquerque, NM.

1998

Attitudes Toward Prospecting and Sales Success in the Financial Services Industry (1998, April). Goodson, S.L, & Dudley, G.W., Annual convention, Southwestern Psychological Association, Houston,TX.

Using the SPQ to Predict Success and Failure In The Financial Services Industry (1998, March).  Goodson, S.L., Dudley, G.W. & Bryant, T.R., Annual Convention, Southwestern Psychological Assoc., Houston, TX.

1997

Executive Women and the Glass Ceiling Revisited (1997, April). Goodson, S.L. & Dudley, G.W., Annual convention, Southwestern Psychological Association, Fort Worth, TX.

The Measurement of Sales Call Reluctance in Italian Salespeople Using the SPQ (1997, April). Goodson, S.L., Dudley, G.W., and Field, M.A., Annual convention, Southwestern Psychological Association,  Fort Worth, TX.

Diagnosing The Fear of Self-promotion in Executive Women (1997, September). Goodson, S.L. Invited Paper,  XXIII Annual Convention, European Association of Cognitive-Behavioural Therapies, Venice, Italy.

The Influence of Stage Fright on Presentational Competency Ratings of Professional Speakers (1997, April). Dudley, G.W. & Goodson, S.L. Annual convention, Southwestern Psychological Association.

1996

The Role of Gender and Attitude Toward  Selling vs. Task Orientation in Executive Career Advancement (1996). Goodson, S.L. & Dudley, G.W., paper presented, Annual convention, Southeastern Psychological Association, Norfolk, VA.

Attitudes Toward Self-Promotion in Outplaced Non-Sales Professionals (1996). Dudley, G.W. & Goodson, S.L., paper presented, Annual convention, Southwestern Psychological Association, Fort Worth, TX.

The Role of Gender and Attitude Toward  Selling vs. Task Orientation in Executive Career Advancement (1996). Goodson, S.L. & Dudley, G.W., paper presented, Annual convention, Southeastern Psychological Association, Norfolk, VA.