Research

Research 2018-08-29T16:43:25+00:00

One of the elements that helps distinguish BSRP’s product offerings from competitors is our relentless commitment to mainstream scientific research. The following is a sample of the scope of BSRP’s research papers and presentations.

2018

Can You be Overly Prepared for Success in Sales? (2018) Haws, P., Bryant, T. and Dudley, S. of Behavioral Sciences Research Press. Presented at the annual meeting of Southwestern Psychological Association (SWPA) in Houston, TX.

2017

Social Networking:  Some Lessons from Effective Sales Professionals (2017). Goodson, S. L., Dudley, G. W., Bryant, T. R., Dudley, S. C., Haws, P. of Behavioral Sciences Research Press. Presented at annual conference, Southwestern Psychological Association (SWPA), San Antonio, TX.

Exaggerating Competencies on a Test for Sales Personnel: A Four-nation Comparison (2107). Dudley, G. W., Goodson, S. L., Bryant, T. R., Dudley, S. C., and Haws, P. of Behavioral Sciences Research Press. Presented at annual conference, Southwestern Psychological Association (SWPA), San Antonio, TX.

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 (SWPA), 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 (SWPA), 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. of Behavioral Sciences Research Press. Presented at the annual conference, Southwestern Psychological Association (SWPA), 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 (SWPA), 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 (SWPA), 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 (SWPA), Fort Worth, TX.

2012

Comparison of the Effectiveness of Traditional versus Computer-Mediated Communication Technologies (2012). Dudley, G. W., Bryant, T. R., and Goodson, S. L. of Behavioral Sciences Research Press. Presented at the 58th annual conference, Southwestern Psychological Association (SWPA), 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. and Goodson, S. L., Paper presented at 56th annual conference, Southwestern Psychological Association (SWPA), Dallas, TX.

Do Incentive Rewards Increase Incentive? A Cross-Cultural Examination. (2010). Bryant, T. R., Dudley, G. W. and Goodson, S. L. of Behavioral Sciences Research Press. Paper presented at 25th annual conference, Society for Industrial & Organizational Psychology (SIOP), Atlanta, GA.

2009

Customer Engagement Discomfort in Retail Sales Environments (2009). Bryant, T. R. of Behavioral Sciences Research Press. Presented at the 55th annual convention, Southwestern Psychological Association (SWPA), San Antonio, TX.

“Goal Allergic” Salespeople: Is Goal Setting Always Helpful? (2009). Bryant, T. R. and Dudley, G. W. of Behavioral Sciences Research Press. Presented at the 55th annual convention, Southwestern Psychological Association (SWPA), San Antonio, TX.

Incidence of Sales Call Reluctance: A Multi-National Study (2009).  Goodson, S. L., Bryant, T. R. and Dudley, G. W. of Behavioral Sciences Research Press. Paper presented at the 55th annual convention, Southwestern Psychological Association (SWPA), San Antonio, TX.

2008

Leadership Initiative Profile: Attitudes towards Networking and Career Advancement (2008). Goodson, S. L., Bryant, T. R. and Dudley, G. W. of Behavioral Sciences Research Press. 54th annual convention, Southwestern Psychological Association (SWPA), Kansas City, MO.

Are Ethnic Labels Enough? (2008).  Dudley, G. W., Bryant, T. R. and Goodson, S. L. of Behavioral Sciences Research Press. 54th annual convention, Southwestern Psychological Association (SWPA), Kansas City, MO.

Contact Initiation and Sales Performance Outcomes in a South African Sample (2008). Bryant, T. R., Dudley, G. W. and Goodson, S. L. of Behavioral Sciences Research Press. 54th annual convention, Southwestern Psychological Association (SWPA), Kansas City, MO.

2007

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

The Relationship of Education and A Multivariate Social Desirability Construct (2007).  Bryant, T. R. and Dudley, G. W. of Behavioral Sciences Research Press. 53rd annual convention, Southwestern Psychological Association (SWPA), Fort Worth, TX.

Relationship of Contact-Initiation Behaviors and Sales Productivity across Sales Cultures (2007). Dudley, G. W., Bryant, T. R. and Goodson, S. L. 53rd annual convention, Southwestern Psychological Association (SWPA), Fort Worth, TX.

2006

The Influence of Exaggeration on Sales Selection and Performance Outcomes (2006). Dudley, G. W., Goodson, S. L. and Bryant, T.  R. of Behavioral Sciences Research Press, 52nd annual convention, Southwestern Psychological Association (SWPA), Austin, Texas.

Multilevel Analysis: Selling Style, Gender, Culture & Exaggeration by Salespeople (2006).  Bernstein, I. H. of University of Texas at Arlington, Dudley, G. W. and 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). Goodson, S. L., Dudley, G. W. of Behavioral Sciences Research Press and 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). Bryant, T. R., Dudley, G. W. and Goodson, S. L. of Behavioral Sciences Research Press. 52nd annual convention, Southwestern Psychological Association (SWPA), Austin, TX.

2005

Exaggeration, Gender & Selling Style (2005). Dudley, G. W. and Bryant, T. R. of Behavioral Sciences Research Press. Annual convention, Southwestern Psychological Association (SWPA), Memphis, TN.

Socially Desirable Responding and Sales Outcome (2005). Dudley, G. W. and Bryant, T. R. of Behavioral Sciences Research Press. Annual convention, Southwestern Psychological Association (SWPA), Memphis, TN.

Salesperson Motivation and Success: Examining the Relationship between Motivation and Sales Approach (2005). Tanner, J. F., of Baylor University & and Dudley, G. W. of Behavioral Sciences Research Press. Paper presented at 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., of Baylor University and Dudley, G. W., of Behavioral Sciences Research Press. Paper presented at annual convention, Society for Marketing Advances, San Antonio, TX.

2004

Response Latency and Faking: Do Exaggerators Really Take Longer? (2004). Dudley, G. W., Bernstein, I. H. of Behavioral Sciences Research Press and Tanner, J. F. of Baylor University. Annual convention, Southwestern Psychological Association (SWPA), San Antonio, TX.

Networking, Duration of Unemployment and the Job Seeking Index (2004). Dudley, G. W., Goodson, S. L., Bryant, T. R. of Behavioral Sciences Research Press. Annual convention, Southwestern Psychological Association (SWPA), San Antonio, TX.

Social Desirability and Reported Sales Productivity in a Multi-Nation Sample (2004). Bryant, T. R. and Dudley, G. W. of Behavioral Sciences Research Press. Annual convention, Southwestern Psychological Association (SWPA), San Antonio, Texas.

What Do Salespeople Fear Most: A Differential Diagnosis of Sales Call Reluctance (2004). Dudley, G. W. of Behavioral Sciences Research Press Chonko, L. B. and Tanner, J. F. of Baylor University and Bryant, T. R. of Behavioral Sciences Research Press. Annual convention, Southwestern Psychological Association (SWPA), San Antonio, TX.

2003

Exaggeration Scores and Prospectively Verifiable Sales Competencies (2003). Dudley, G. W., Bryant, T. R., and Goodson, S. L. of Behavioral Sciences Research Press. Annual convention, Southwestern Psychological Association (SWPA), New Orleans, LA.

Attitudes Toward Networking in Outplaced Executives (2003). Goodson, S. L., Dudley, G. W., and Bryant, T. R. of Behavioral Sciences Research Press. Annual convention, Society for Organizational and Industrial Psychology (SIOP), Orlando, FL.

Effects of Administration Method, Gender and Nationality on the Tendency to Claim False Knowledge (2003). Bernstein, I. H., Dudley, G. W., Goodson, S. L., Bryant, T. R. of Behavioral Sciences Research Press, 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). Dudley, G. W., Goodson, S. L., and Bryant, T. R. of Behavioral Sciences Research Press. Annual convention, Southeastern Psychological Association (SEPA), Orlando, FL.

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

Visibility Management and Executive Success in the Corporate Environment (2002). Goodson, S. L., Dudley, G. W. and Bryant, T. R. of Behavioral Sciences Research Press. Annual convention, Southeastern Psychological Association (SEPA). Orlando, FL.

Predicting Success and Failure in Mortgage Banking Sales (2002). Goodson, S. L., Dudley, G. W. of Behavioral Sciences Research Press. Annual convention, Southwestern Psychological Association (SWPA). New Orleans, LA.

Sales Call Reluctance & Sales Performance in Mortgage Banking (2002). Dudley, G. W., Goodson, S. L., and Bryant, T. R. of Behavioral Sciences Research Press. Annual convention, Southwestern Psychological Association (SWPA), Corpus Christi, TX.

2001

Inhibited Social Contact Initiation Syndrome and Recruiting in the Military (2001). Goodson, S. L., and Dudley, G. W. of Behavioral Sciences Research Press. Annual convention, Southwestern Psychological Association (SWPA), Houston, TX.

Sales Call Reluctance Among Americans, Australians and New Zealanders (2001). Bernstein, I. H., Dudley, G. W., and Goodson, S. L. of Behavioral Sciences Research Press. Annual convention, Southwestern Psychological Association (SWPA), Houston, Texas.

Sales Motivation: A Multi-National Comparison of What Salespeople Want (2001). Dudley, G. W., and Goodson, S. L., and Bryant, T. R. of Behavioral Sciences Research Press. Annual convention, Southwestern Psychological Association (SWPA), Houston, Texas.

2000

The Influence of Social Anxiety on the Effectiveness of Executive Mentoring Programs (2000). Goodson, S. L., and Dudley, G. W. of Behavioral Sciences Research Press. Paper presented at annual convention, Southwestern Psychological Association (SWPA), Dallas, Texas.

1999

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

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

1998

Attitudes Toward Prospecting and Sales Success in the Financial Services Industry (1998). Goodson, S. L, and Dudley, G. W. of Behavioral Sciences Research Press. Annual convention, Southwestern Psychological Association (SWPA), Houston,TX.

Using the SPQ to Predict Success and Failure In The Financial Services Industry (1998). Goodson, S. L., Dudley, G. W. and Bryant, T. R. of Behavioral Sciences Research Press. Annual convention, Southwestern Psychological Association (SWPA). Houston, TX.

1997

Executive Women and the Glass Ceiling Revisited (1997). Goodson, S. L. and Dudley, G. W. of Behavioral Sciences Research Press. Annual convention, Southwestern Psychological Association (SWPA), Fort Worth, TX.

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

Diagnosing The Fear of Self-promotion in Executive Women (1997). Goodson, S. L. of Behavioral Sciences Research Press. Invited Paper, 23rd annual convention, European Association of Cognitive-Behavioral Therapies, Venice, Italy.

The Influence of Stage Fright on Presentational Competency Ratings of Professional Speakers (1997). Dudley, G. W. and Goodson, S. L. of Behavioral Sciences Research Press. Annual convention, Southwestern Psychological Association (SWPA).

1996

The Role of Gender and Attitude Toward Selling vs. Task Orientation in Executive Career Advancement (1996). Goodson, S. L. and Dudley, G. W. of Behavioral Sciences Research Press. Paper presented at annual convention, Southeastern Psychological Association (SEPA), Norfolk, VA.

Attitudes Toward Self-Promotion in Outplaced Non-Sales Professionals (1996). Dudley, G. W. and Goodson, S. L. of Behavioral Sciences Research Press. Paper presented at annual convention, Southwestern Psychological Association (SWPA), Fort Worth, TX.

The Role of Gender and Attitude Toward Selling vs. Task Orientation in Executive Career Advancement (1996). Goodson, S. L. and Dudley, G. W. of Behavioral Sciences Research Press. Paper presented at annual convention, Southeastern Psychological Association (SEPA), Norfolk, VA.