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Call Reluctance, SPQ*Gold, SPQ*Gold/FSA, PsychScore and the Fear-
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.
Comparison of the Effectiveness of Traditional verses Computer-
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-
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-
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.
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-
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-
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.