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The purpose of this paper is to realize scientific reasoning and prediction in economic catastrophe, which occurs in the short‐term and leads to invalidation of most classical prediction models through lacking basic sample data.

Based on functional theory, grey number algebra theory, Bayesian network theory and interval grey number theory, the authors established GFAM (1,1), which is grey function analysis model (1,1), to excavate and utilize the existing data sufficiently.

This paper proved least squares parameters theorem and prediction theorem and the process of GFAM (1,1). A case was established and demonstrated the utility and good prediction of this model.

This paper established GFAM (1,1), which overcomes the hysteretic defect of classical prediction model and provides a preferable solution in system prediction in economic catastrophe.

Drawing from the contingency model, this study aims to investigate the moderating effects of business-to-business (B2B) buyer personal characteristics on the relationship between sales activities and sales effectiveness.

As an application of engaged scholarship, this study leverages a years’ worth of sales activity and results from a Fortune 500 financial services company for 2,710 dyads; personal characteristics (i.e. geodemographics) were appended for the customers/prospects of the dyads. The data was analyzed with hierarchical regression, and subgroups were tested using the Chow test.

The results support that geodemographic segments – as a proxy for personal characteristics – moderate the strength of the relationship between selling activities and sales effectiveness. Overall, the results demonstrate that selling activities have varying impacts on sales effectiveness within geodemographic segments and buyclass scenarios.

While it has been long held that understanding the personal characteristics of the B2B purchasing decision-maker is critical for sales effectiveness, little guidance has been provided on how to accomplish this to scale. The present study provides a framework and process for practitioner operationalization.

This research contributes to the literature that has explored personal characteristics of buying center members. Additionally, the results suggest that personal characteristics of the purchase decision-maker may transcend business-to-consumer and B2B purchasing contexts.