Morning Sessions:
8:30-10:00
Plenary Session 1: New Developments and Challenges in the Selling Environment
Sales Force Strategies for a Challenging Economy
Andy Zoltners, Northwestern University and ZS Associates
Selling in a Sales 2.0 World
Gerhard Gschwandtner, Publisher & Founder, Selling Power Magazine
Violate Your Customers Trust and Kiss Your Asset Goodbye
Martha Rogers, Peppers & Rogers Group
10:30-Noon
Plenary Session 2: Executive Panel on the Marketing- Sales Interface
Moderator:
Eli Jones, Dean, E.J. Ourso College of Business, Louisiana State University
Panelists:
Ralph Oliva, Executive Director, Institute for the Study of Business Markets, Pennsylvania State University
Randy Webb, Executive Professor, University of Houston, Retired CEO of Uncle Ben’s Rice
Joe Bento, President, CEVA FM
Bill Smith, Director of Sales, 3M
Gareth Lewis, General Manager Marketing Organization South, Hilti
12:00-1:30
Luncheon
Speaker:
Publishing in the Journal of Marketing
Ajay Kohli, Georgia Institute of Technology & Editor, Journal of Marketing
Afternoon Sessions:
1:30-3:00
Plenary Session 3: Quantitative Approaches to Sales Management Problems
Moral Hazard and Empirical Models of Selling
Pradeep Chintagunta, University of Chicago
A Cross- Sectional Analysis of Bonus Achievement
Dave Godes, Harvard Business School
Sales Force Compensation and Coordination: The Role of Spiffs, Contests, and Group Commissions
Anne Coughlan, Northwestern University
3:30-5:00
Plenary Session 4: Managing Inter-Organizational Relationships
Account Managers as Integrators
Das Narayandas, Harvard Business School
Managing Lead generation and Lead Follow Up: Challenges and Opportunities
Gary Lilien, Pennsylvania State University & Director of ISBM
Relationship Orientation and Effective Management of Buyer-Seller Relationships
Bart Weitz, University of Florida
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, Nantes 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