Carl H. Lindner College of BusinessCarl H. Lindner College of BusinessUniversity of Cincinnati

Carl H. Lindner College of Business

Paper By UC Prof Awarded Top Research Honor By Marketing Group

Source:UC News
Link Submitted: 12/23/2002 13:51:09

College of Business marketing professor, Andrea Dixon, received the top research award by the Sales Special Interest Group of the American Marketing Association. Prof. Dixon's research paper, "Successful and Unsuccessful Sales Calls: Measuring Salesperson Attributions and Behavioral Intentions," earned the prestigious award of excellence, and was published in the Journal of Marketing. According to Dixon, "Sales is the probably the most brutal profession, say next to boxing". The study examines how salespeople make sense of their failures ? and which failures "knock them out".