Discovering best practice for professional B2B selling & sales management

Conference 2019: Call for Papers


GSSI (Global Sales Science Institute) Conference 2019: Panama City

Sales Ecosystem – Defining and exploring how various levels of connection and interaction affects the sales profession

 June 5th – 8th   2019

Using the Ecological System (Bronfrenbenner, 1979) as a metaphor, there are five systems of interaction and connection that influence the development of the sales profession:

  1. Microsystems – The interaction of direct contact or bi-directional relationships i.e. the interaction between the sales representatives and their customers.
  2. Mesosystems – The interaction between microsystems or multidirectional relationships i.e  the interaction between customer and other people in the sales representative’s organization.
  3. Exsosytems – This is indirect connection with individuals and organizations that affect relationships within the microsystem i.e. the customer of your customer.
  4. Macrosystems – The connection with macro-environmental elements that affect sales this would include the government, the economy, culture etc.
  5. Chronosystems – The pattern or the history of interactions over the life course of the relationship.

This conference encourages researchers to develop theory interaction and connection at any of these levels transforms buying, global business opportunities, application of technical innovation, collaboration between marketing and selling, and global growth opportunities.


Papers and Round Table Submission Deadline: January 9th, 2019

CoChairs Decision to Authors: February 14th, 2019

Final Formatted Paper Version Deadline: February 27th, 2019


Competitive Paper Submissions

The conference welcomes both empirical and theoretical papers related to all aspects of professional selling, sales negotiation, sales management, and marketing and sales interface. Papers, which connect science with practice, and those which explore sales ecosystems are especially encouraged.  It is mandatory that at least one author of all accepted papers register for and present the paper at the conference. Competitive papers are reviewed following a double‐blind process.

A suggested, but not exhaustive, list of topics is provided below. There will be awards for the Conference Best Empirical Paper, for the Conference Best Theoretical Paper, and for the Best Doctoral Student Paper.


Special Sessions

The conference will offer special sessions devoted to bridging the gap between sales research and practice. Special sessions provide a good vehicle to acquaint sales academics with new perspectives, theories, and provocative ideas, to bring diverse participants together around a common theme, or to integrate academically‐minded practitioners into the conference. Doctoral Student Sales Research Program. There will be a special competitive session for doctoral student papers (empirical or conceptual) related to any selling and/or sales management issue. Submitted papers must be authored by doctoral students (single or multiple authors are acceptable) who are candidates for degrees in marketing or a closely related field at an accredited university. In addition, thanks to SEF Sales Education Foundation support, the Conference registration fees will be waived for doctoral students with accepted papers. Upon submission, please mention that the paper has been authored (or co‐ authored) by doctoral student(s).



Forums will be designed to help bring the field together by initiating discussions between people with different approaches to similar problems or those exploring areas different from their current interests. Forums include Roundtables will be based on an application process. Proposals must list a minimum 3-5 additional people who have agreed to attend. Roundtables provide an opportunity for a group of researchers/company representatives to discuss cutting-edge research ideas and/or technical issues (e.g., eye tracking, artificial intelligence applications in sales, selling in start-ups/SME’s, mobility and/or intersectional qualitative techniques, sales teaching etc.), generate new ideas, develop collaborative relationships, and share their interests with the broader GSSI community. They are intended to focus on a specific topic or issue, but are deliberately structured to be open-ended to encourage new ideas and insights. Roundtables are designed to complement the more formal presentations in Competitive Papers and Special Sessions. We encourage roundtable organizers and participants to plan and exchange ideas before the official roundtable discussions to increase benefits from the session.


We look forward to seeing you in Panama!


Competitive Papers, Doctoral Student Papers and Special Session Proposals should be submitted electronically to following the submission guidelines below.


Submission Guidelines for Empirical, Theoretical, Doctoral Student Papers and Special Session Proposals

An extended abstract of your research, including the main research question(s), theoretical framework, methods/results (wherever applicable), and discussion (practical and managerial outcomes for companies) sections should be submitted electronically in Microsoft Word format to No later than Wednesday, January 9th.

Please submit 2 files. The first file should contain the complete manuscript including author information (names, affiliation, address, phone, fax, and email). The second file should contain the complete abstract without author information.

Papers will be reviewed using a double‐blind review process. Authors should avoid revealing their identities in the bodies of the papers. Manuscripts must include a single‐spaced abstract not exceeding 100 words. The body of the paper should adhere to all the manuscript submission guidelines of the Journal of Personal Selling & Sales Management.

Each submission will be evaluated on the importance and potential contribution of the sales topic, the managerial and practical outcomes, quality of conceptual development, sampling and methodology.
Note: Final versions of accepted papers will be due to the proceedings editor by February 27th, 2019 in order to be published in the conference proceedings.

Publication in the conference proceedings is optional. Therefore authors should state which of these options they prefer:

  1. a short abstract (100 words)
  2. a 5 page abstract (containing the short abstract)
  3. a 5 page abstract plus presentation shall be published or
  4. the contribution should not be published at all.

To be considered for presentation at the conference and publication in the proceedings, a paper or a similar version of it must not:

  • have been previously published,
  • have been accepted for publication elsewhere
  • be under consideration or review for publication elsewhere.

At least one author of an accepted paper must:

  • appear at the conference to present the paper,
  • return by the deadline a properly final formatted version of the paper (formatting instructions will be provided to the authors of accepted papers) to the proceedings editor for publication in the proceedings as an extended abstract (five pages) or as a short abstract (100 words)
  • register for the conference by the conference registration deadline.


Areas of Interest

Including but not limited to:

Sales Management, Sales leadership, organizational enablers

  • Leading, managing, motivating, coaching a multi-cultural sales force in disruptive environments
  • Cross- cultural comparisons on sales management and sales leadership
  • Managing and leading global sales teams in rapid changing environments
  • Selling by creating connecting and collaborating through networks
  • Managing and leading across differences in age, ethnicities and gender in salespeople
  • Re-defining sales roles in the face of emerging technical innovations
  • Sales and marketing connectedness and alignment
  • Cross cultural comparisons of the application of technical innovations to improve sales efficiency and effectiveness
  • Effective training and development of sales managers and salespeople
  • Skills and capabilities needed in the sales ecosystem
  • Sales Enablement

Professional selling, buyer‐seller interactions including but not limited to:

  • B2B selling
  • Customer relationship management in a sales ecosystem
  • Customer engagement and retention in a sales ecosystem
  • Relationship building
  • Key account management
  • Sales negotiations
  • Comparison, assessment of selling techniques and strategies
  • Adapting selling style to customer’s buying process
  • Adapting selling style to bridge cultural gaps between the sales representative and their prospects.
  • Challenges in co‐creating cost‐effective value propositions
  • Cross cultural comparisons on buyer‐seller interactions and co‐creation process