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.

TEST METHODS STUDIES

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.

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

Effects of Administration Method, Gender and Nationality on the Tendency to Claim False Knowledge (2003, April). Bernstein, I. H., Dudley, G.W., Goodson, S.L., Bryant, T.R., Woo, W., and McConnell, K.S., Annual Convention, Society for Industrial and Organizational Psychology (SIOP), Orlando, FL.

Response Latency and Faking: Do Exaggerators Really Take Longer? (2004, April). Dudley, G.W., Bernstein, Ira H., and Tanner, Jeff, Annual Convention, Southwestern Psychological Association, San Antonio, TX.

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