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Sales Education Foundation Awards $15,000 in 2019 Sales Research Grant Program
Over $125,000 awarded by foundation to support research into issues confronting sales organizations
Victor Chernetsky from Michigan State University for his proposal titled, "The Role of Senior Executives and Organizational Culture in Management of Conflict Between Sales and Marketing." When contacted Victor said, "I am grateful to the Sales Education Foundation for the support of our research. We aim to investigate the conflict between sales and marketing, which are probably the most conflicting functions at the firm." His advisor is Douglas E. Hughes, Ph.D., from Michigan State.
Yeji Lim, from University of Missouri, for her proposal titled, "Motivating Salespeople to Work Smarter and Harder: A Behavioral Economics and Agency-theoretic Approach." Yeji told SEF, "Leading sales consultants ZS Associates have reported that in today's complex business marketing environment, enhancing salespeople's selling effectiveness can increase a firm's profitability by 5 to 20%. My research will show how sales-plus activity-based incentive mechanisms can be used." Her advisor is Murali Mantrala, Ph.D., University of Missouri, who is currently Visiting Faculty at Indian School of Business.
Alec Pappas from Florida State University, for his proposal titled, "The Turnover Pandemic: A Network Perspective on Salesperson Turnover Contagion." When contacted by SEF Alec said, "It is an honor to be awarded this gift. I appreciate the dedication the Sales Education Foundation has to their mission of elevating the sales profession through university education. I hope to have a positive impact on the sales profession as this research project progresses."
SEF reported it received a record number of proposals for their 2019 program. Each proposal was evaluated by an independent selection committee chaired by Jason Jordan, well known sales management expert, advisor and best-selling author. According to Jordan, "The quality and variety of the grant proposals this year was amazing. It's exciting to see that the academic community's commitment to meaningful sales research is continuing to grow." Three proposals stood out from the rest and the decision was made to award a third grant this year, bringing the total of the awards to $15,000.
To learn more about the grant program and see links to previous recipient's published paper you can visit the SEF website https://salesfoundation.org/
Marty Holmes, Associate Director SEF
Page Updated Last on: Jul 30, 2019