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.

RECRUITING STUDIES

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.

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.

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

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.

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

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.

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

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.

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.

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.

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.

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.