Signal Detection Theory and Sales Effectiveness

Patricia A. KnowlesPatricia A. Knowles is Assistant Professor in the Department of Marketing at Clemson University. She received her M.A. and Ph.D. in Experimental Psychology from Bowling Green State University and completed post-doctoral study in marketing at the University of Georgia. Dr. Knowles has published in the Journal of the Academy of Marketing Science, Journal of Business and Industrial Marketing, Journal of Marketing Education, Journal of Education for Business, Journal of Teaching in International Business, Psychological Reports, and Journal of International Consumer Marketing, as well as in physiological psychology journals. Her research interests include psychological and physiological bases of consumer information processing and the underlying components of selling effectiveness of salespersons.

Stephen J. GroveStephen J. Grove is Associate Professor in the Department of Marketing at Clemson University. He received his Ph.D. from Oklahoma State University. Dr. Grove is active in many research streams including services marketing, salesperson effectiveness, and environmental issues. Among his publications are articles in the Journal of the Academy of Marketing Science, Journal of Public Policy and Marketing, Journal of Health Care Marketing, Journal of Marketing Education, Journal of Business and Industrial Marketing, Journal of Business Ethics, Psychological Reports, Simulation and Games, International Journal of Sport Psychology, and others. His research has appeared in the proceedings of numerous national and regional marketing conferences.

Kay KeckKay Keck is Assistant Professor in the Department of Marketing and Distribution and Director of Graduate Programs at the University of Georgia. She received her Ph.D. from the University of Texas—Dallas. Dr. Keck was employed at Southwestern Bell or AT&T from 1975–1983 holding positions in sales, sales training, training management and sales management. Dr. Keck is interested primarily in issues related to personal selling and sales management and has published in International Marketing Review and has presented her research at numerous national and regional marketing and sales conferences.

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DavidA. Reid & RichardE. Plank. (2000) Business Marketing Comes of Age: A Comprehensive Review of the Literature. Journal of Business-to-Business Marketing 7:2-3, pages 9-186.
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Karen Maru File & Russ Alan Prince. (1996) Marketing Professional Services to Family Businesses. Journal of Professional Services Marketing 15:1, pages 121-135.
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