MSI Awards Research Grants for “Thought Leadership on Sales”

July 14, 2013

MSI and the Sales Excellence Institute (SEI) at the University of Houston are pleased to announce the winners of a research proposal competition to promote thought leadership on the sales profession.

Thirty-eight high-quality research proposals were submitted. The competition review committee selected five outstanding submissions as the competition winners.

MSI and SEI have awarded the competition winners research grants to help support their work. The authors of the winning proposals have also been invited to present their research at the next “Thought Leadership on the Sales Profession Conference,” which will be held at Columbia University in June 2014.

We congratulate the competition winners, and express our appreciation to the authors of the many other high-quality submissions we received.


  • Othman Boujena, Wesley J. Johnston, and Russell S. Winer,“CRM and the Relationship between Marketing and Sales”
  • Tat Y. Chan, Jia Li, and Lamar Pierce, “Team Composition, Compensation, and Sales Force Performance”
  • Srinath Gopalakrishna, Andrew Crecelius, and Raghuram Iyengar, “Leveraging the Social Network to Improve Sales Prospecting Outcomes”
  • V. Kumar, J. Andrew Petersen, and Adam Rapp, “Making Solution Selling More Effective: The Role of Team Composition and Task Effort”
  • Jagdip Singh, Detelina Marinova, and Sunil Singh, “Email Negotiations in B2B Selling: Dynamic Use of Textual Cues as Influence Strategies”

We also thank our distinguished panel of reviewers:

Mike Ahearne, University of Houston (Co-chair) 
Tom Steenburgh, University of Virginia Darden School (Co-chair) 
Noel Capon, Columbia University
John Deighton, Harvard Business School
Bob Kelly, Sales Management Association
Ajay Kohli, Georgia Tech
Jim Lattin, Stanford University
Len Lodish, University of Pennsylvania
Earl Taylor, Marketing Science Institute
Bart Weitz, University of Florida

Related links

Do Bonuses Enhance Sales Productivity? A Dynamic Structural Analysis of Bonus-based Compensation Plans
Doug Chung, Thomas Steenburgh, and K. Sudhir (2009) [Report]

A Meta-analysis of Personal Selling Elasticities
Sönke Albers, Murali Mantrala, and Shrihari Sridhar (2008) [Report]

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