George W. Dudley is the director of Behavioral
Sciences Research Press’s (BSRP) Scientific
Advisory Board and co-founder of BSRP. BSRP
is the organizational hub which manages
a select international network of professional
sales and service providers who have been
licensed to market BSRP’s array of
special-purpose assessment, research, training
and development applications.
Dudley holds both bachelor's and master's
degrees in research psychology. His work
is extensively published in the popular
and trade press. Each year, Dudley presents
his scholarly and scientific work in addition
to numerous radio and television appearances.
He hosts a weekly radio segment
title “Science
and Selling”
which will be available soon and is co-sponsored
by the Center for Professional
Selling at Baylor University and BSRP.
His pioneering research on the influence
of fear on the performance of people at
work- especially sales professionals- is
recognized internationally. Many of the
psychological constructs he discovered such
as “Recruitment Reluctance,”
the twelve types of “Sales Call Reluctance®”
and “Hyper Professionalism”
have become part of the standard lexicon
of growth-oriented organizations.
Dudley and co-author Shannon L. Goodson
have written several psychological tests
including the Sales Preference Questionnaire™,
Recruiting Preferences Measure™, CareerStyles
Inventory™, Selling Styles Profile
Analysis™ and Meeting People Questionnaire™.
Dudley’s research papers- many based
on very large international samples- span
a variety of topics including: the relative
tendency of salespeople in different countries
to exaggerate their answers when completing
psychological tests, differences in motivation
to sell by country, how sales call reluctance®
differs from social phobia, low self-esteem,
anxiety and other more generic diagnoses,
and which selling styles tend to be most
susceptible to sales call reluctance®.
Dudley’s biography is included in
honorary publications such as Who's Who
in Science and Engineering and Who's Who
in America.
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