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.

GENERAL 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.

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.

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.

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.

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.

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

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.

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.

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

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

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 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.

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.

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.

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.