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.

MOTIVATION & GOAL STUDIES

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.

Do Incentive Rewards Increase Incentive? A Cross-Cultural Examination. (2010, April). Bryant, T.R., Dudley, G.W. & Goodson, S.L., paper presented 25th Annual Conference, Society for Industrial & Organizational Psychology, Atlanta, GA.

“Goal Allergic” Salespeople: Is Goal Setting Always Helpful? (2009, April).  Bryant, T.R. & Dudley, G.W. Presented at the 55th Annual Convention, Southwestern Psychological Association, San Antonio, TX.

Sales Motivation: A Multi-National Comparison of What Salespeople Want (2001, April). Dudley, G.W., & Goodson, S.L., Bryant, T.R., Annual Convention, Southwestern Psychological Association, Houston, Texas.

Salesperson Motivation and Success: Examining the Relationship between Motivation and Sales Approach (2005).  Tanner, J.F., Baylor University & Dudley, G.W., Behavioral Sciences, paper presented Annual Convention, Society for Marketing Advances, San Antonio, TX.