Moncrief Hall

Marketing Professors Honored for Research on Sales and Selling

Bill Moncrief was honored with two awards from the Journal of Personal Selling and Sales Management, and Zach Hall was honored by the American Marketing Association for his dissertation. 

August 08,  2014

By Elaine Cole

Two marketing professors from the Neeley School of Business took several of the top honors at the 2014 Summer Marketing Educators Conference presented by the American Marketing Association.

Bill Moncrief, the Charles F. and Alann P. Bedford Professor of International Business and chair of the Neeley School’s marketing department, won the Journal of Personal Selling and Sales Management’s top award for two of his research papers.

JPSSM, the top journal in sales and sales management, bestows two Best Paper awards each year. The Marvin Jolson Award goes to the best paper for selling and sales management practice, and the James Comer Award goes to the best paper for selling and sales management theory.

This is the first time the same professor has won both awards for two different research articles.

Moncrief’s research, “Improving Professional Selling Effectiveness through the Alignment of Buyer and Seller Exchange Approaches,” with Chad Autry and Mike Williams, won the Marvin Jolson Award. His research, “Making Sense of the Customer’s Role in the Personal Selling Process:  A Theory of Organizing and Sensemaking Perspective,” with Al Bush, Rachelle Shannahan and Kirby Shannahan, won the Comer Award.

“JPSSM has been one of my primary research publication outlets throughout my career, so I truly appreciate the recognition from the journal and the hard work from my co-authors,” Moncrief said. “I knew I had different papers chosen as a finalists for each award and was hopeful that one might win. I never dreamed that I would receive both awards. It is very rewarding to have your research recognized, particularly in my advanced career.”

Zach Hall, assistant professor of marketing, was selected as the winner of the 2014 AMA Sales SIG Doctoral Dissertation Award for his research, “Salesperson Intuition: Its Critical Role in the Sales Process and Antecedents.”

“With sales research growing in importance in premier journals and PhD programs around the world, I am honored to win this award,” Hall said. “I am thankful to my dissertation chair, committee, colleagues, family and wife for their support while I worked diligently to complete my dissertation.”