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Related ARContent: Ph. D. Awards

Past Recipients of the DSEF Dissertation Awards for Dissertation Proposals

Stefanie L. Boyer, University of South Florida, “Self-Directed Learning: Measures and Models for Salesperson Training and Development.” Dissertation Advisor: Paul J. Solomon.

Rachelle J. Dupuis, University of Memphis, “Customer-Involved Collaborative Selling: The Link from Customer Organizational Citizenship Behavior to Salesperson Behavioral Effectiveness and Salesperson Outcome Productivity.” Dissertation Advisor: Alan J. Bush.

Douglas E. Hughes, University of Houston, “Leveraging Identification: Influencing Salesperson Effort and Brand Performance.” Dissertation Advisor: Michael Ahearne.

Edward Nowlin, University of Nebraska-Lincoln, “Leveraging Sales Force Market Knowledge: The Construct, Antecedents and Consequences.” Dissertation Advisor: Ravipreet S. Sohi

2006 DSEF Awards (Presented at 2007 Winter AMA)

C. Shane Hunt (Oklahoma Sate University), “The Influence of Sales Management Control Systems on Salesperson Perceptions of the Organization,” Dissertation Advisor: Gary L. Frankwick

Keith Richards (University of Houston), “Relationship Effectiveness and Key Account Performance: Assessing Inter-Firm Fit between Buying and Selling Organizations,” Dissertation Advisor: Eli Jones

Kirby L. J. Shannahan (University of Memphis), “The Relationship of Salesperson Coachability, Trait Competitiveness, and Leadership Style on Salesperson Performance: An Interactionist Perspective,” Dissertation Advisor: Alan J. Bush

Luke A. Weinstein (University of Connecticut), “Technology Usage and the Sales Force: Antecedents, Usage and the Impact on Performance,” Dissertation Advisors: Michael Ahearne and Han Srinivasan

Jun Xu (University of Florida), “Exploring Sales-Marketing Integration: The Role of Mindset Differences,” Dissertation Advisor: Barton A. Weitz2006 DSEF Dissertation Awards: (

2005 DSEF Dissertation Awards: (Presented at 2006 Winter AMA)

Adam A. Rapp (University of Houston), “New Insights on Marketing and Performance Outcomes: Applying a Sales Team Lens,”Dissertation Advisor: Michael Ahearne

Ramana (Ram) Madupalli (Georgia State University), “Salesperson Behavior Determinants of Customer Equity: An Effectiveness Approach,” Dissertation Advisor: James Boles

Brian C. Williams (University of Georgia), “The Problem with Solutions: Exploring Opportunity Scoping in Cross-Functional Sales Teams,” Dissertation Advisor: Thomas W. Leigh

C. Fred Miao (University of Missouri-Columbia), “How Formal Sales Control Systems Affect Salespersons’ Job Outcomes: An Adaptive Selling and Relational Exchange Perspective,” Dissertation Advisor: Kenneth R. Evans

2004 DSEF Dissertation Awards: (Presented at 2005 Winter AMA)

Qingbo (Frank) Fu (University of Houston), “Analytical and Empirical Essays Regarding the Sales-Marketing Interface,” Dissertation Advisors: Steven P. Brown and James D. Hess

Jason Garrett (University of Missouri-Columbia), “Determining the Effectiveness of Sales Contests,”
Dissertation Advisor: Srinath Gopalakrishna

Michael L. Mallin (Kent State University), “A Framework of Sales Control and Trust in Salesforce Governance,” Dissertation Advisor: Michael Hu

Simone Schmidt (University of Münster), “Delegating Pricing Authority to the Sales Force,” Dissertation Advisor: Manfred Krafft

2003 DSEF Dissertation Awards: (Presented at 2004 Winter AMA)

Linda M. Horton Foley (University of Mississippi), “The Moderating Role of Organizational Culture and Cultural Diversity in Business-to-Business Selling Encounters,” Dissertation Advisor: Victoria D. Bush

Robert W. Palmatier (University of Missouri), “When is Relationship Marketing an Effective Strategy? A Relationship Orientation Strategic Fit Perspective,” Dissertation Advisors: Kenneth R. Evans and Lisa Scheer

Jeony Eun Park (University of Alabama), “The Impact of Outsourcing on Market-Based Organizational Learning: Moderators and Outcomes,” Dissertation Advisor: Robert M. Morgan

Tuba Ustuner (Harvard Business School), “Account Management in Sales Networks: The Role of Salespeople’s Social Capital in Customer Value Creation,” Dissertation Advisor: Rohit Deshpande

John Andy Wood (Georgia State University), “Buyer’s Assessment of the Trustworthiness of Sellers during Initial Sales Exchanges,” Dissertation Advisor: James S. Boles