Dr. Scott Friend, assistant professor of marketing at UNL, received the 2011 AMA Sales SIG Dissertation Award. The Doctoral Dissertation Award, sponsored by the Sales Excellence Institute at the University of Houston, is given to the top dissertation and is open to anyone who has completed a doctoral degree within the preceding 2 years.

The primary focus of the dissertation must involve professional selling and/or sales management and is reviewed and decided upon by a Blue Ribbon Panel Committee of experienced sales scholars. Dr. Friend received his award at the annual AMA Summer Marketing Educators Conference 2011 in San Francisco, Cali. at an awards ceremony and reception hosted by the Sales Special Interest Group (SIG).

Dr. Friend's dissertation, entitled "Why Are You Really Winning and Losing Deals: A Customer Perspective on Determinants of Sales Failure," was completed at Georgia State University under the supervision of his committee co-chairs, Dr. James S. Boles and Dr. Danny N. Bellenger, and committee members, Dr. Carolyn F. Curasi and Dr. Joe F. Hair. Dr. Friend would also like to acknowledge Rick Reynolds and AskForensics for their assistance in the data collection. Published: August 5, 2011