The Omni-Netherland Hotel
Cincinnati, Ohio
April 3-5

Thursday, April 3

7:45 A.M. -8:15 A.M.
WELCOME COFFEE & ROLLS

8:15 A.M. - 9:15 A.M.
SESSION I: CAREER AND SELECTION ISSUES
Chair: Tim Hartman, Ohio University

Decision Making in the Salesforce Selection: Risk Taking by Sales Managers vs Human Resource Managers
Greg W. Marshall, University of South Florida
William C. Moncrief, III, Texas Christian University

Manufacturer’s Representatives Identify Their Sales Competencies: An Exploratory Study
O. Karl Mann, Tennessee Technological University
J. Donald Walrach, Tennessee Technological University
Marilyn Stephen, Electronic Representative Association
Thomas R. Blackshear, Lincoln Memorial University

Part- and Full-Time Salesperson’s Interest in Transitioning to Management
Thomas N. Martin, University of Nebraska at Omaha
John Hafer, University of Nebraska at Omaha

9:15 A.M. - 9:30 A.M.
BREAK

9:30 A.M. - 10:30 A.M.
SESSION II : SALES MANAGEMENT ISSUES
CHAIR: Jon Hawes, University of Akron

The Effects of Perceived Competitive Intensity, Cognitive Moral Development and Moral Judgment on Salespeople’s Intention to Behave Unethically
Charles H. Schwepker, Jr., Central Missouri State

Measuring the Duration of Sales Force Turnover in Sales Force Personnel: An Initial Investigation
Jeff K. Sager, University of North Texas
Paul Dishman, Idaho State University

Just the Facts Mam: Information Relevance and Potential Bias in Sales Management Case Studies
Michael R. Luthy, Drake University

10:30 A.M. - 10:45 A.M.
BREAK

10:45 A.M. - 11:45 A.M.
SESSION III: SALES TRAINING ISSUES
CHAIR: Paul Dishman, Idaho State University

An Examination of the Determinants of Change in Self-Efficacy Resulting From Sales Training
Jill S. Attaway, Illinois State University
Kevin G. Celuch, Illinois State University
Michael A. Humphreys, Illinois State University
Michael R. Williams, Illinois State University

Stanislavsky and Selling: What Sales Training Can Learn From the Theater
Donald A. McBane, Clemson University
Stephen J. Grove, Clemson University
Raymond P. Fisk, University of New Orleans
Patricia A. Knowles, Clemson University

Taking the Professional Selling Class to the Field for Commission
Ramon A. Avila, Ball State University
Joseph D. Chapman, Ball State University
O. Karl Mann, Tennessee Technological University

12:00 Noon – Evening
Cincinnati Reds baseball game and marketing tour.

Friday, April 4

8:00 A.M. - 8:30 A.M.
GOOD MORNING COFFEE AND ROLLS

8:30 A.M. - 9:30 A.M.
SESSION IV: SALESPERSON MOTIVATION
CHAIR: Brian van der Westhuizen, California State University - Northridge

Antecedents and Consequences of Salesperson Optimism
Gregory A. Rich, Bowling Green State University

Perceived Self-Efficacy and Salesperson Motivation: Research Propositions and Preliminary Test
Kevin G. Celuch, Illinois State University
Michael R. Williams, Illinois State University

Sub-Cultural Variation in Motivational Perceptions Between Salespeople in People’s Republic of China and Hong Kong
Sandra S. Liu, Hong Kong Baptist University

9:30 A.M. - 9:45 A.M.
BREAK

9:45 A.M. - 10:45 A.M.
SESSION V: INTEGRATING TQM AND PERSONAL SELLING
CHAIR: Steve Porter, Wichita State University

TQM in Sales
John Lanasa, Duquesne University
Conway Lackman, Duquesne University
Kenneth Saban, Duquesne University

Variation in Sales Performance: Using Process Control
John F. Tanner, Jr., Baylor University
Terry W. Loe, Baylor University

Sales Force Control Main Characteristics: Some Research Propositions
René Y. Darmon, Ecole Superieure des Sciences Economiques et Commerciales - ESSEC
This paper was recognized with the Outstanding Paper Award for 1997!

10:45 - 11:00 A.M.
BREAK

11:00 A.M. - 12:15 P.M.
SESSION VI : NETWORKING SALES FACULTY AND SALES PROFESSIONALS - SOME PRELIMINARY IDEAS
CHAIR: Raymond "Buddy" LaForge, University of Louisville

12:15 P.M. - 1:30 P.M.
LUNCH

1:30 P.M. - 2:45 P.M.
SESSION VII: RELATIONSHIP SELLING
CHAIR: Rosemary P. Ramsey, Eastern Kentucky University

What is Relationship Selling?
Camille P. Schuster, Xavier University

An Alternative Model of the Relationship Selling Process
C. David Shephard, University of Tennessee - Chattanooga
Adam Bock, Mayfield Dairy Farms

Relationship Marketing and Leader Member Exchange: A Proposed Application to Buyer-Seller Relationships
Ann P. Minton, University of South Carolina

How Marketing Oriented Are Industrial Salespeople: Three Points of View Using the Selling Orientation - Customer Orientation (S.O.C.O.) Scale
Ray Thomas, Edith Cowan University

2:45 P.M. - 3:00 P.M.
BREAK

3:00 P.M. - 4:30 P.M.
SESSION VIII: SPECIAL SESSION: NATIONAL SALES TRAINERS PANEL
CHAIR: Thomas Ingram, Colorado State University

4:30 P.M. - 5:45 P.M.
NCSM PLANNING SESSION - NCSM BOARD

6:00 P.M. - 7:30 P.M.
NCSM EDUCATORS’ RECEPTION, PSE PRESIDENTIAL SUITE

Saturday, April 5

7:45 A.M. -8:15 A.M.
GOOD MORNING COFFEE AND ROLLS

8:15 A.M. - 9:00 A.M.
SESSION IX: DOCTORAL STUDENT PAPER SESSION
CHAIR: Scott W. Kelley, University of Kentucky

A Positivist Evaluation of the Walker-Churchill-Ford Sales Performance Model with Observations from Practitioners
Robert M. Peterson, University of Memphis

Seller Influence Tactics in the Buyer-Seller Exchange
Richard G. McFarland, Georgia Tech University

9:00 A.M. - 10:00 A.M.
SESSION X: INTERPERSONAL BEHAVIORS IN THE SALESPERSON-CUSTOMER EXCHANGE
CHAIR René Y. Darmon, Ecole Superieure des Sciences Economiques et Commerciales - ESSEC

A Conceptual Framework of Active Empathetic Listening in the Sales Encounter
Tanya Drollinger, Purdue University
Lucette B. Comer, Purdue University

Salesperson Knowledge Structure and the Practice of Adaptive Selling: An Empirical Investigation
Steven S. Porter, Wichita State University

Retail Customers’ Perceptions of Salesperson Interaction Performance: Initial Scale Development
Dawn R. Deeter-Schmelz, Monmouth University
Rosemary P. Ramsey, Eastern Kentucky University

10:30 A.M. - 12:30 P.M.
PSE RECOGNITION BRUNCH

12:45 P.M. - 1:45 P.M.
SESSION XI: SPECIAL SESSION: Using Personality Assessment Instruments in the Sales Class
CHAIR: Paul Dishman, Idaho State University

1:45 P.M. - 2:00 P.M.
BREAK

2:00 P.M. - 3:00 P.M.
SESSION XII: INFLUENCING SALES PERFORMANCE
CHAIR: Don McBane, Central Michigan University

The Moderating Role of Purchasing Situation on the Behavior - Performance Relationship: A Replication and Extension
David A. Reid, University of Toledo
Richard E. Plank, Western Michigan University

Tolerance of Organizational Influence: Refinement of a TOI Measure for Salesforce Research Applications
E. Stephen Grant, University of New Brunswick

Understanding the Factors Affecting Salesperson Commitment to Sales Force Automation Implementation: An Investigation of Salesforce Change
Scott A. Inks, University of Memphis

3:00 P.M. - 3:45 P.M.
SESSION XIII: SPECIAL SESSION: NCSM ATTENDEE CONTINUOUS IMPROVEMENT SESSION
CHAIR: Michael R. Williams, 1998 NCSM Chair