Two North Dakota State University College of Business faculty members, Mike Krush and Sukumarakurup Krishnakumar, received the Tanner, Honeycutt, and Erffmeyer/Prentice Hall NCSM Best Paper Award at the 2012 National Conference in Sales Management. The paper title is ďTHE SALESPERSONíS ABILITY TO BOUNCE BACK: EXAMINING THE INFLUENCE OF SALESPERSONíS RESILIENCY ON JOB ATTITUDES, BEHAVIORS, AND PERFORMANCE", co-authored with Raj Agnihotri, William Paterson University and Kevin J. Trainor, Northern Arizona University. The National Conference in Sales Management is a conference designed to develop and distribute knowledge regarding topics in sales management and personal selling. The 2012 conference was held in Indianapolis, IN from March 14 to March 17
The paper focuses on the mounting interest regarding the influence of emotional regulation on salespeopleís job-related behaviors and performance. One form of emotional regulation lies in the salespersonís level of resiliency. Resiliency is particularly relevant in a sales setting because salespeople are consistently exposed to ever-changing environments and frequently face the potential for failure due to the unique nature of their jobs. The scholars proposed and tested a model of salesperson resiliency and its direct impact on a salespersonís job-related variables and indirectly on sales performance. The study findings support that resiliency provides a salesperson with a sense of personal buoyancy that supports two pathways, that of amplifying motivation control and adaptive selling and reducing stress and anxiety.