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Focusing on Quality NCSM, Miami 2005

Issues. Me Too" ResearchThe JM ModelWhat is Sales research?Exploring Research in Other Fields and Marketing Sub-fieldsMethodological Issues. Me Too" Research. Not a negative termMe Too" research seeks specific answers, manipulates variables, builds on existing researchMe Too" is the Hea

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Focusing on Quality NCSM, Miami 2005

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    1. Focusing on Quality NCSM, Miami 2005 William C. Moncrief Senior Associate Dean and Bedford Chair of International Business TCU

    2. Issues “Me Too” Research The JM Model What is Sales research? Exploring Research in Other Fields and Marketing Sub-fields Methodological Issues

    3. “Me Too” Research Not a negative term “Me Too” research seeks specific answers, manipulates variables, builds on existing research “Me Too” is the Heart of our Literature

    4. The JM Model Must be new and different; groundbreaking research High quality on every dimension Major contribution to the literature Competing for limited space

    5. What is Sales Research JM sales articles since 2000 Sales Call Anxiety: Exploring What it Means Where Fear Rules a Sales Encounter – Verbeke and Bagozzi Successful and Unsuccessful Sales Calls: Measuring Salesperson Attributions and Behavioral Intentions – Dixon, Spiro, and Jamil Antecedents and Consequences of Merit Pay fairness for Industrial Salespeople – Ramaswami and Singh Building and Sustaining Buyer-Seller Relationships in Mature Industrial Markets – Narayandas and Rangan

    6. What is Sales Research? Non-Traditional Topics On the Profitability of Long-life Customers in a Noncontractual Setting: An empirical Investigation and Implications for Marketing? - Reinartz and Kumar When Does Vertical Coordination Improve Industrial Purchasing Relationships? - Buvik and John The Impact of Customer Relationship Characteristics of Profitable Lifetime Duration - Reinartz and Kumar Implementing a Customer Orientation: Extension of Theory and Application – Kennedy, Goolsby and Arnould Metrics for Making Marketing Matter – Lehmann Determinants of Customers’ Responses to Customized Offers: Conceptual Framework and Research Propositions - Simonson

    7. Exploring Research in Other Fields and Marketing Sub-fields We borrow from other fields – Management, Psychology, Sociology We must get more Strategic literature in our Sales Research We need to look at the Big Picture and not just focus on the tactics Should we even be a Sub-discipline?

    8. Methodological Issues Obtaining high quality Data Using new and improved Modeling and Analytical Techniques Acquiring and building new Scales Marrying the Theoretical with the Practical

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