The Psychology of

Sales Call Reluctance

by George W. Dudley

& Shannon L. Goodson


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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.

GENDER & DIVERSITY STUDIES

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.

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.

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 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.

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.

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.

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.

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

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.

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.

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.

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.

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.