Skip to: search, navigation, or content.

Indiana University Bloomington

Center for Global Sales Leadership


"The Center for Global Sales Leadership at IU makes a rare and important contribution to improving our knowledge of this vital business function."

Neil Rackham, author of Spin Selling and consultant to the world's leading corporations

Research & Publications


The GSSI 2015 Conference will be in Hiroshima, Japan from June 12-June 14. GSSI is an international network formed in 2007 by both academics and practitioners involved in sales & sales management. Its intent is to build knowledge and practice within the sales & sales management areas around the globe. GSSI focuses on further advancing global collaboration in sales research, practice, and education.

The conference will have presentations of peer-reviewed papers, as well as panel discussions and invited keynote addresses by noted practitioners. All topics related to sales management and personal selling are invited. The papers can range from theory development to concepts for measurements and modeling to testing propositions in empirical or experimental studies. Papers based on cross-cultural studies and having international implications are particularly welcome.


Ragland, C. B., L. Brouthers, and S. Widnier
“Institutional Theory and International Market Selection for Direct Selling,” forthcoming Marketing Intelligence & Planning

Ragland, C. B., S. Widmier, and L. Brouthers
“A Factor Endowment Approach to International Market Selection for the Direct Selling Industry,” forthcoming Journal of Strategic Marketing

Rodriguez, M., C. B. Ragland, and E. Honeycutt
“Entertainment Orientation and Teaching Entertaining Strategies in Professional Sales Education and Training,” forthcoming Journal of Business-to-Business Marketing


Longenecker, C., M. Mallin, and C. B. Ragland
“The Sales Manager Development Gap: Are Leaders Equipped to "Walk the Walk?,” forthcoming Selling & Major Account Management

Mallin, M., C. B. Ragland, and T. Finkle
“The Proactive Behavior of Younger Salespeople: Antecedents and Outcomes,” forthcoming Journal of Marketing Channels

Longenecker, C., C. B. Ragland, and M. Mallin
“Developing High Performance Sales Managers: Key Practices for Accelerating Growth,” Development and Learning in Organizations


Nicholls, J., J. F. Hair, C. B. Ragland, and K. Schimmel
“Ethics, Corporate Social Responsibility, and Sustainability in AACSB Undergraduate and Graduate Marketing Curricula: A Benchmark Study,” Journal of Marketing Education


Michael Ahearne, Scott B. MacKenzie, Phillip M. Podsakoff, John E. Mathieu, and Son K. Lam, "The Role of Consensus in Sales Team Performance," Journal of Marketing Research

Kevin Bradford, Steven Brown, Shankar Ganesan, Gary Hunter, Vincent Onyemah, Robert Palmatier, Dominique Rouziès, Rosann Spiro, Harish Sujan, Barton Weitz, "The Embedded Sales Force: Connecting Buying and Selling Organizations," Marketing Letters


Neil A. Morgan and Lopo L. Rego, “The Value of Different Customer Satisfaction and Loyalty Metrics in Predicting Business Performance,” Marketing Science


Thomas N. Ingram, Raymond W. LaForge, William B. Locander, Scott B. MacKenzie, and Philip M. Podsakoff
New Directions for Sales Leadership Research,” Journal of Personal Selling & Sales Management

William L. Cron, Greg W. Marshall, Jagdip Singh, Rosann L. Spiro, and Harish Sujan
Salesperson Selection, Training, and Development,” Journal of Personal Selling & Sales Management


Michael Wiles and Rosann L. Spiro, “Attracting Graduates to Sales Positions: The Role of Recruiter Knowledge Revisited,” Journal of Personal Selling & Sales Management


Andrea Dixon, Rosann L. Spiro, and Lukas P. Forbes, “Attributions and Behavioral Intentions of Inexperienced Salespersons to Failure: An Empirical Investigation,” Journal of Academy of Marketing Science


Andrea L. Dixon, Rosann L. Spiro, and Maqbul Jamil, “Successful and Unsuccessful Sales Calls: Measuring Salespersons Attributions and Behaviornal Intentions,” Journal of Marketing

Scott B. MacKenzie, Philip M. Podsakoff, and Gregory A. Rich, “Transformational and Transactional Leadership and Salesperson Performance,” Journal of the Academy of Marketing Science


Nigel F. Piercy, David W. Cravens, and Neil A. Morgan , “Relationships between Sales Management Control, Territory Design, Salesperson Performance and Sales Organization Effectivenes,” British Journal of Management

Scott B. MacKenzie, Philip M. Podsakoff, and Julie Paine, “Do Citizenship Behaviors Matter More for Managers than for Salespeople?Journal of the Academy of Marketing Science

Greg Rich, William Bommer, Scott B. MacKenzie, Philip Podsakoff, and Jonathan Johnson, “Apples and Apples or Apples and Oranges? A Meta-Analysis of Objective and Subjective Measures of Salesperson Performance,” Journal of Personal Selling & Sales Management


Nigel F. Piercy, David W. Cravens, and Neil A. Morgan , “Salesforce Performance and Behaviour-based Management Processes in Business-to-Business Sales Organization,” European Journal of Marketing

Scott B. MacKenzie, Philip M. Podsakoff, and Michael Ahearne, “Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson Performance,” Journal of Marketing