Psychological Research

Most Recent Studies:

Depressive Symptomatology and Modern Psychometrics (click link to download presentation)
Dr. Ira H. Bernstein, Department of Clinical Sciences and The School of Public Health, The University of Texas Southwestern Medical Center. Invited Address, Society for Applied Multivariate Research/ 54th Annual Convention, Southwesten Psychological Association, Kansas City, MO, April 3-5, 2008.

Stretching the Truth: Exaggeration Practices of Sales Representatives
John F. Tanner Jr., Lawrence B. Chonko, Baylor University and George W. Dudley, Behavioral Sciences Research Press. Proceedings, 2007 National Sales Conference in Sales Management, Irvine CA, March 29-31, 2007.

The Relationship of Education and A Multivariate Social Desirability Construct
Trelitha R. Bryant and George W. Dudley, Behavioral Sciences Research Press, 53nd Annual Convention, Southwestern Psychological Association, Fort Worth, Texas, April, 2007.

Relationship of Contact-Initiation Behaviors and Sales Productivity Across Sales Cultures
George W. Dudley, Trelitha R. Bryant, Shannon L. Goodson, Behavioral Sciences Research Press, 53nd Annual Convention, Southwestern Psychological Association, Fort Worth, Texas, April, 2007.

Social Desirability, Gender and Tenure in A Sample of Salespeople
Trelitha R. Bryant, George W. Dudley, Shannon L. Goodson, Behavioral Sciences Research Press, 53nd Annual Convention, Southwestern Psychological Association, Fort Worth, Texas, April, 2007.

The Influence of Exaggeration on Sales Selection and Performance Outcomes, Dudley, George W., Goodson, Shannon L.& Bryant, Trelitha R., Behavioral Sciences Research Press, 52nd Annual Convention, Southwestern Psychological Association, Austin , Texas, April, 2006.

Self-reports of Business Building Competency in Candidate and Incumbent Salespeople, Bryant, Trelitha R., Dudley, George W. & Goodson, Shannon L., Behavioral Sciences Research Press, 52nd Annual Convention, Southwestern Psychological Association, Austin , Texas, April, 2006

Multilevel Analysis: Selling Style, Gender, Culture & Exaggeration by Salespeople, Bernstein, Ira H., Dudley, George W. & Goodson, Shannon L., 2006 Annual Convention, Society for Industrial and Organizational Psychology (SIOP), Dallas, Texas

Women Managers: Self-Imposed Barriers to Career Advancement, Goodson, Shannon L., Dudley, George W., & Weeks, William A., 2006 Annual Convention, Society for Industrial and Organizational Psychology (SIOP), Dallas, Texas.

Exaggeration by Salespeople: Effects of Administration Method, Gender, and Nationality on the Tendency to Exaggerate, John F. Tanner, Jr., & George Dudley, paper, Annual Convention, Society for Marketing Advances, San Antonio, Texas, 2005

Salesperson Motivation and Success: Examining the Relationship between Motivation and Sales Approach, John F. Tanner, Jr., & George Dudley, paper, Annual Convention, Society for Marketing Advances, San Antonio, Texas, 2005

Socially Desirable Responding and Sales Outcome, Dudley, G.W. & Bryant, T.R., Annual Convention, Southwestern Psychological Association, Memphis, Tn., April 2005

Exaggeration, Gender & Selling Style, Dudley, G.W. & Bryant, T.R., Annual Convention, Southwestern Psychological Association, Memphis, Tn., April 2005

MANAGEMENT: Visibility Management and Executive Success in the Corporate Environment, Goodson, S.L., Dudley, G.W. & Bryant, T.R., Annual Convention, Southeastern Psychological Assoc., Orlando, Florida, April, 2002.

MANAGEMENT: Using the SPQ to Predict Success and Failure In The Financial Services Industry, Goodson, S.L., Dudley, G.W. & Bryant, T.R., Annual Convention, Southwestern Psychological Assoc., 1998.

MANAGEMENT: Predicting Success and Failure in Mortgage Banking Sales, Goodson, S.L., Dudley, G.W. , Annual Convention, Southwestern Psychological Assoc., April 2002.

SALES MANAGERS: What Do Salespeople Fear Most: A Differential Diagnosis of Sales Call Reluctance, Dudley, G., Chonko, L., Tanner, J. and Bryant, T., Annual Convention, Southwestern Psychological Association, San Antonio, Texas, April, 2004.

MANAGEMENT: Networking, Duration of Unemployment and the Job Seeking Index, Dudley, G., Goodson, L., Bryant, T., Annual Convention, Southwestern Psychological Association, San Antonio, Texas, April, 2004.

MANAGEMENT: Attitudes Toward Networking in Outplaced Executives, Goodson, S.L., Dudley, G.W., & Bryant, T.R., Annual Convention, Society for Organizational and Industrial Psychology, Orlando, Florida, April, 2003.

MANAGEMENT: Attitudes Toward Self-Promotion in Outplaced Non-Sales Professionals, Dudley, G.W. & Goodson, S.L., paper presented, annual convention, Southwestern Psychological Association, 1996.

SALES MANAGERS: Bankers and Stockbrokers: Differences in Attitude Towards Prospecting for New Customers, Dudley, G.W., Goodson, S.L., & Bryant, T.R., Annual Convention, Southeastern Psychological Assoc., Orlando, Florida, April, 2002.

SALES MANAGERS: Cross-National Differences in SPQ Self-Presentation Bias of Salespeople, Bernstein, Ira H., Samuels, William E., Annual Convention, Society of Applied Multivariate Research, April, 2002.

SALES MANAGERS: Diagnosing The Fear of Self-promotion in Executive Women, Dudley, G.W., Goodson, S.L., Invited Paper, XXIII Annual Convention, European Association of Cognitive-Behavioral Therapy, Venice, Italy, 1997.

SALES MANAGERS: Effects of Administration Method, Gender and Nationality on the Tendency to Claim False Knowledge, Bernstein, Ira H., Dudley, G.W., Goodson, S.L., Bryant, T.R., Woo, W., and McConnell, K.S., Annual Convention, Society for Industrial and Organizational Psychology (SIOP), Orlando, Florida, 2003.

SALES MANAGERS: Exaggeration Scores and Prospectively Verifiable Sales Competencies, Dudley, G.W., Bryant, Trelitha R., and Goodson, S.L., Annual Convention, Southwestern Psychological Association, New Orleans, La., 2003.

MANAGEMENT: Executive Women and the Glass Ceiling Revisited, Goodson, S.L. & Dudley, G.W., annual convention, Southwestern Psychological Association, 1997.

SALES MANAGERS: Inhibited Social Contact Initiation Syndrome and Recruiting in the Military, Goodson, S.L., & Dudley, G.W., Annual Convention, Southwestern Psychological Association, April 12-14, 2001, Houston, Texas.

SALES MANAGERS: Response Latency and Faking: Do Exaggerators Really Take Longer?, Dudley, G.W., Bernstein, Ira H., and Tanner, Jeff, Annual Convention, Southwestern Psychological Association, San Antonio, Texas, April, 2004.

SALES MANAGERS: Sales Call Reluctance & Sales Performance in Mortgage Banking, Dudley, G.W., Goodson, S.L., & Bryant, T.R., Annual Convention, Southwestern Psychological Association, Corpus Christi, Texas, April, 2002.

SALES MANAGERS: Sales Call Reluctance Among Americans, Australians and New Zealanders, Bernstein, I.H., Dudley, G.W., & Goodson, S.L., Annual Convention, Southwestern Psychological Association, April 12-14, 2001, Houston, Texas.

SALES MANAGERS: Sales Motivation: A Multi-National Comparison of What Salespeople Want, Dudley, G.W., & Goodson, S.L., Bryant, T.R., Annual Convention, Southwestern Psychological Association, April 12-14, 2001, Houston, Texas.

SALES MANAGERS: Social Desirability and Reported Sales Productivity in a Multi-Nation Sample, Bryant, T.R. and Dudley, G.W., Annual Convention, Southwestern Psychological Association, San Antonio, Texas, April, 2004

MANAGEMENT: The Influence of Social Anxiety on the Effectiveness of Executive Mentoring Programs, Goodson, S.L., & Dudley, G.W., paper presented, annual convention, Southwestern Psychological Association, Dallas, Texas, April 21, 2000.

MANAGEMENT: The Influence of Stage Fright on Presentational Competency Ratings of Professional Speakers, Dudley, G.W. & Goodson, S.L., annual convention, Southwestern Psychological Association, 1997.

SALES MANAGERS: The Measurement of Sales Call Reluctance in Italian Salespeople Using the SPQ, Goodson, S.L., Dudley, G.W., and Field, M.A., annual convention, Southwestern Psychological Association, 1997.

MANAGEMENT: The Role of Gender and Attitude Toward Selling vs. Task Orientation in Executive Career Advancement, Goodson, S.L. & Dudley, G.W., paper presented, annual convention, Southeastern Psychological Association, 1996.

MANAGEMENT: True, False And Then Some: The Use of Logically Exhaustive Response Alternatives on the CareerStyles Inventory, Dudley, G.W., Goodson, S.L., & Bryant, T.R., Scientific Advisory Meeting, Vancouver, B.C., Canada, November 1999.

SALES MANAGERS: Attitudes Toward Prospecting and Sales Success in the Financial Services Industry, Goodson, S.L, & Dudley, G.W., annual convention, Southwestern Psychological Association, 1998.

SALES MANAGERS: Validity of SPQ*GOLD for Measuring Call Reluctance Across 11 Industries and Four Countries, Bernstein, Ira H., Dudley, George W., & Fricke, Hayden, 45th Annual Convention, Southwestern Psychological Association, Albuquerque, NM, April, 1999.

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