Morning Sessions:

8:30 – 10:00

Session 5.1: Service

The Role of Service-Coordinators in Complex Sales Transactions
Aaron D. Arndt, Old Dominion University

Amplifying and Buffering Effects of Trait Competitiveness and Competitive Climate on the Stressor—Strain—Outcome Relationship
Artur Baldauf, University of Bern
Simone Sesboue', University of Bern

The Transition From A Product-Centric To A Service-Centric Salesforce In Industrial Companies: Key Drivers of Success
Wolfgang Ulaga, HEC School of Management
Werner Reinartz, University of Cologne

Dimensions of Salesperson Helping Behavior
Chia-Chi Chang, National Chiao-Tung University

8:30-10:00

Session 5.2: Sales Management and Control

Assessing a Sales Force Productivity Chain
Jean-Michel Moutot, Audencia Nates School of Management 
Ganaël Bascoul, ESCP-EAP European School of Management, Paris
Dominique Rouziès, HEC School of Management

A Social Influence Based Model of Contextual Utilization of Sales Management Technology within a Multinational Business-to-Business Sales Force
David Baker, University of Louisiana at Lafayette

Investigating the Effectiveness of Sales Force Control Systems: Consequences of Pure-Form versus Hybrid Control and Deviations from Prevailing Practice
Heiko Frenzen, University of Muenster
Manfred Krafft, University of Muenster

10:30–Noon

Session 6.1: Trust and Relationships

Disentangling Salesperson Trustworthiness: How Ability, Benevolence, and Integrity Shape Sales Performance
Weiling Zhuang, Louisiana Tech University
Barry J. Babin, Louisiana Tech University

The Role of Trust in Buyer-Seller Relationships in Service Industries and the Impact of the Selling Organization’s Brand name on the Development of Trust
Jasmin Baumann, University of East Anglia, UK
Ken Le Meunier-FitzHugh, University of East Anglia, UK

Investigating the Relationships between Customers Credit Granting by the Sales Organization and Brand Equity
Joël Le Bon, Essec Business School
Dwight Merunka, University Paul Cezanne in Aix-Marseilles

Conceptualizing Trust in the Relationship between Sales and Marketing and the Customer
Ken Le Meunier-FitzHugh, University of East Anglia, UK

10:30–Noon

Session 6.2: Intra-Organizational and Interfunctional Relationships

Marketing-Sales Integration: The Role of Mindset Differences
Jun Xu, DePaul University
Barton A. Weitz, University of Florida

The Prominence of Marketing and Sales in Organizations
Ann-Kristin Hansen, University of Muenster
Oliver Götz, University of Muenster
A-Ram Jo, University of Muenster
Manfred Krafft, University of Muenster

“Why Can’t We All Just Get Along?” – We Can Align Marketing and Sales
Cheryl Max, Director and DG Functional Lead, IBM, IMC Center of Excellence
Paul Allen Salisbury, York College, City University of New York

Collaboration Among SBU Sales Forces
Steven Rayburn, Oklahoma State University

Lunch

12:00-1:30 – Lunch on Your Own

Afternoon Sessions:

1:30-3:00

Session 7.1: Social and Technological Issues

Why Virtual Sales Agents Influence Online Shopping Behavior: Persuasion Effects Explained
Jennifer Dapko, University of South Florida
Anand Kumar, University of South Florida 

A Social Identity Perspective of Salesperson Competitive Intelligence: Factors Leading to Intelligence Use and Associated Outcomes
Raj Agnihotri, Kent State University

Sales Force Reactions to Corporate Social Responsibility
Pavlos A. Vlachos, Athens University of Economics & Business
Aristeidis Theotokis, Athens University of Economics & Business
Nikolaos G. Panagopoulos, Athens University of Economics & Business

Diversity Issues in Sales Employment: Investigating the Effects of Racial Prejudice and Colorism on Preinterview Impressions of a Hispanic Job Applicant
Stevie Watson, Rutgers Business School
Nehama Verter, Rutgers Business School

1:30-3:00

Session 7.2: Team Selling

A Question of Productivity and Performance: The Selling Sales Manager or the Managing Sales Manager?
Dave Roberts, University of North Carolina at Chapel Hill
J. Andrew Petersen, University of North Carolina at Chapel Hill
Adam Rapp, Kent State University

Sales as a Multi-Level and Cross-Functional Process
Kaj Storbacka, Hanken School of Economics
Pia E. Polsa, Hanken School of Economics

What's in a Team? Sales Team Characteristics, Compensation, and Success
Heiko Frenzen, University of Muenster
Manfred Krafft, University of Muenster

How and When Being a Part of a Selling Team Helps or Hurts Sales Performance: A Cross Level Exploration
Bart Dietz, Erasmus University
Michaéla Schippers, Erasmus University
Angelo Giardini, Erasmus University

3:00-4:30

Session 8.1: Managing Customer Relationships

The Salesperson’s Role in Preventing B2B Client Switching
Michael Marck, University of Strathclyde

An Investigation of Factors That Effect Sales Peoples’ Customer Orientation: Further Findings from Turkey
Ozcan Kilic, University of Wisconsin
Gokhan Yolac, Istanbul Kultur University

Salesperson’s Customer Orientation: Conceptualization, Measurement and Impact in Selling Situations
Ramendra Singh, Indian Institute of Management
Abraham Koshy, Indian Institute of Managment

3:00-4:30

Session 8.2: Learning and Intelligence

Self-Direct Learning: A New Paradigm for Salesperson Training and Development
Stefanie L. Boyer, University of South Florida

Self-Leadership Strategies in Selling: An Empirical Assessment of their Antecedents and Performance Effects
Nikolaos G. Panagopoulos, Athens University of Economics & Business
George J. Avlonitis, Athens University of Economics & Business

Understanding the Effect of Practical Intelligence on Sales Performance: When Does Motivation Make Up for and When Does it Negate Ability?
Jaime Garcia, Tulane University
Manish Kacker, Tulane University
Raul Ruiz, Tulane University
Harish Sujan, Tulane University 
Mita Sujan, Tulane University