The Marriott-Waterside Hotel
Norfolk, Virginia
Thursday, April 2 through Saturday, April 4, 1998

Thursday, April 2

7:45 - 8:15
WELCOME COFFEE AND ROLLS

8:15 - 9:15
SESSION ONE: JOB FACTORS AND SALESPERSON PERFORMANCE
Session Chair: Don McBane, Central Michigan University

Salesperson Job Involvement: Do Demographic, Situational, and Market Variables Matter?
Felicia G. Lassk, Western Kentucky University
Greg W. Marshall, University of South Florida
William C. Moncrief, Texas Christian University

Salesforce Values: Types, Propositions, and Potential
E. Stephen Grant, University of New Brunswick
R. Edward Bashaw, University of Arkansas-Little Rock
Shelley M. Rinehart, University of New Brunswick-Saint John

Perception of Equity in the Acceptance of Salesforce Automation
Scott A. Inks, Middle Tennessee State University
Amy J. Morgan, Bradley University

9:15 - 9:30
BREAK

9:30 - 10:30
SESSION TWO: COMPENSATION, REWARD, AND SALESPERSON SUPPORT ISSUES
Session Chair: Felicia Lassk, Western Kentucky University

Optimal Compensation Plan Structures Under "True" Uncertainty and Salespeople’s Optimism-Pessimism Orientation: A Decision Theory Perspective
René Y. Darmon, Ecole Supérieures des Sciences Economiques et Commerciales (ESSEC)

Salesperson Social Support: How Important is It?
Dawn R. Deeter-Schmelz, Monmouth University
Rosemary P. Ramsey, Eastern Kentucky University

The Influence of Compensation Plans: Consequences for Managerial Style and Salesperson Customer Orientation
Julie T. Johnson, Western Carolina University
James S. Boles, Georgia State University
Jeffrey Lewin, Western Carolina University

10:30 - 10:45
BREAK

10:45 - 12:30
SPECIAL SESSION ONE: THE PROFESSIONAL SELLING NETWORK
Session Chair: Buddy Laforge, University of Louisville

12:30 – Evening
FREE AFTERNOON AND EVENING TO ENJOY NORFOLK!!

Friday, April 3

7:30 - 8:00
GOOD MORNING COFFEE AND ROLLS

8:00 - 9:00
SESSION THREE: BUYER-SALESPERSON EXCHANGE DYNAMICS
Session Chair: Ellen Bolman Pullins, University of Toledo

A Model of Buyer-Seller Trust Formation and Its Impact on Sales Performance
Ronald Marks, University of Wisconsin - Oshkosh
Douglas W. Vorhies, University of Wisconsin - Oshkosh

How Salespeople Can Improve Their Selling Productivity by Understanding the Relationship Development
Ramon Avila, Ball State University
Joseph D. Chapman, Ball State University
Raghu Tadepalli, Xavier University
Mike Baur, Chapman University

Adaptive Behavior Revisited: A Literature Review and Analysis
Thomas R. Blackshear, Lincoln Memorial University

9:00 - 9:15
BREAK

9:15 - 10:30
SESSION FOUR: SALES MANAGER-SALESPERSON EXCHANGE DYNAMICS
Session Chair: Brian van der Westhuizen, California State University - Northridge

Sales Manager-Salesperson Communication as the Basis for an Alternative Model of Salesperson Job Outcomes
Mark C. Johlke, University of North Carolina at Wilmington

An Empirical Assessment of the Constructs of Sales Coaching, Supervisory Feedback, Role Modeling and Trust
Gregory A. Rich, Bowling Green State University
This paper was recognized with the Outstanding Paper Award for 1998!

The Effects of Perceived Supervisory Feedback on Salesperson Role Ambiguity and Self Efficacy
Kevin G. Celuch, Illinois State University
Michael Williams, Illinois State University

The Handling of Traditional Sales Management Activities: Do Sales Managers and Salespeople Think Alike?
Theresa B. Flaherty, Old Dominion University
Myron Glassman, Old Dominion University

10:30 -10:45
BREAK

10:45 - 12:15
SPECIAL SESSION TWO: THE CHANGING ROLE OF SALES TRAINING
Session Chair: (Substitute) Mike Williams, Illinois State University

12:15 - 1:30
LUNCH

1:45 - 3:15
SPECIAL SESSION THREE: SALESPERSON BEHAVIORS: WHAT IS THERE WE SHOULD KNOW?
Session Chair: Dick Plank, Western Michigan University

Included in this special session was a special presentation by Terry W. Loe, Baylor University, who presented plans for a special student sales role play competition.

3:15 - 3:30
BREAK

3:30 - 4:30
SESSION FIVE: SALES TRAINING ISSUES
Session Chair: Roscoe Hightower, University of Akron

A Normative Exchange Typology and Its Impact on Sales Training
R. Edward Bashaw, University of Arkansas - Little Rock
Scott A. Inks, Middle Tennessee State University

Operant Conditioning, Precision Teaching, and the Personal Computer: Technology and Psychological Theory Converge to Generate a More Efficient and a More Effective Methodology for Providing Product Knowledge Training
Donald J. Shemwell, East Tennessee State University

Manufacturers’ Representatives: Will They Hire Students?
J. Donald Weinrauch, Tennessee Technological University
O. Karl Mann, Tennessee Technological University
Marilyn Stephens, Electronic Representative Association

4:30 - 5:45
NCSM BOARD MEETING

6:00 - 7:30
NCSM Educator’s Reception, PSE Presidential Suite

Saturday, April 4

7:30 - 8:00
GOOD MORNING COFFEE AND ROLLS

8:00 - 9:00
SESSION SIX: STUDENT PAPERS
Session Chair: (Substitute) Mike Williams, Illinois State University

A Current Review of Salesforce Operations Modeling Research
Harriette Bettis-Outland, Georgia Institute of Technology
Richard G. McFarland, Georgia Institute of Technology

C.I.A. Salesperson Scale: Toward a New Scale to Measure Competitive Intelligence Attitude of Salespeople
Joël Le Bon, Negocia & University of Paris Dauphine
This paper was recognized with the Outstanding Student Paper Award for 1998!

Leadership Substitutes as Moderators of a Salesperson’s Rewards and Their Organizational Commitment and Propensity to Quit
Robert M. Peterson, University of Memphis

9:00 - 9:15
BREAK

9:15 - 10:15
SESSION SEVEN: COMMUNICATION ISSUES
Session Chair: Theresa Flaherty, Old Dominion University

Using the Watson-Barker Listening Test to Measure Salesperson Listening
Stephen B. Castleberry, University of Minnesota - Duluth
C. David Shepherd, Kennesaw State University
Rick E. Ridnour, Northern Illinois University

Do Salespeople Get Sweaty Palms: An Investigation of the Incidence of Salesperson Communication Anxiety and Its Effects on Sales Performance
Michael L. Boorom, California State University - San Bernardino

An Exploratory Investigation of the Relationship Between Communication Competence and the Practice of Adaptive Selling
Stephen S. Porter, Wichita State University

10:30 - 12:45
PSE RECOGNITION BRUNCH

1:00 - 2:15
SESSION EIGHT: SALESPERSON PERFORMANCE ISSUES
Session Chair: Mike Luthy, Drake University

The Impact of Purchasing Situation on the Behavior-Sales Performance Relationship Revisited
David A. Reid, The University of Toledo
Ellen Bolman Pullins, The University of Toledo
Richard E. Plank, Western Michigan University

Examining the Effects of Service Failures and Customer Compensation On Customers’ Evaluations of Salespeople
Scott M. Widmier, Arizona State University
Donald W. Jackson, Jr. , Arizona State University
Robert Cardy, Arizona State University

An Empirical Study Linking Ethical Philosophy to Personal Selling Behavior
C. David Shepherd, Kennesaw State University
Sarah F. Gardial, University of Tennessee

Components of Achievement Motivation and Androgyny: Do They Relate to Performance Quality?
Lucette B. Comer, Purdue University
Mahatapa Palit, Barry University

2:15 - 2:30
BREAK

2:30 - 3:30
SESSION NINE: SALES EDUCATION ISSUES
Session Chair: Tim Longfellow, Illinois State University

Re-designing the Personal Selling Course and Advising Sales Interested Students: The View from Pi Sigma Epsilon Corporate Sponsors
Michael R. Luthy, Drake University

Pro-Active Encouragement as a Micro-Tool to Assist Sales and Marketing Students to Gain Professional Confidence
Mark Allan Patton, Curtin University of Technology

A Study of the Frequency of Use and the Perceived Effectiveness of Various Techniques for Teaching Personal Selling in Universities
J. Richard Shannon, Western Kentucky University
Ronald E. Milliman, Western Kentucky University