Sales Research: Where is the Cutting Edge?

Professors Greg Marshall, William Locander, and Daniel Ladik proposed a special session for the Selling & Sales Management Track titled “Sales Research: Where is the Cutting Edge? ” at the 40th Anniversary Conference of the Academy of Marketing Science. Professor Daniel Ladik will present the data, theme by theme, while a panel of Professors Michael Ahearne, Andrea Dixon, Douglas Hughes, William Locander, and Greg Marshall, will comment on each theme. The explicit goal of this session is to explore cutting edge sales force research topics. A number of excellent articles have been published in the Journal of Personal Selling & Sales Management and elsewhere with a historical perspective examining where the sales discipline has been. By contrast, our study looks ahead and investigates where the sales discipline is heading, more in the spirit of Leigh and Marshall (2001).