GSSI 2017 Programme

The 2017 Global Sales Science Institute (GSSI) Conference theme is “New Frontiers in Sales Research and Education in a Global and Sustainable World.” As technology continues to flatten the global marketplace, instantaneous access to information prompts business and consumers to engage with products and companies at higher levels. Such increased involvement coupled with opportunities to co-create value during the sales exchange results in a society that is more fully participative in the sales process. Moving far beyond the exchange of goods and services, the new frontiers in sales research and education explore the transition from traditional views of selling to the modern economy.

The 2017 GSSI Conference reflects the valuable contributions of the 77 conference reviewers. We thank all of those who submitted papers and/or special session proposals, the Sales Education Foundation for their invaluable support to the PhD Students, and all the GSSI members for a truly international conference with 16 countries represented.

We know that you will enjoy this beautiful setting and have productive conversations!

 

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PROGRAMME THEMATIC OVERVIEW

 

Professional Selling is Challenging

Salesperson’s Self Leadership and Performance: The Role of Salesmanship Skills

Industrial Service Selling: Is there a Need for a Broader View?

How Do Residual Relationships Shape B2B Salespeople’s Perceptions and Efforts to Regain Lost Customers

Professional Selling is Human

How Salesperson Humor Usage Contributes to Sales Performance in B2B Relationships: Exploring the Mediating Role of Creativity and Customer Trust

Assessing Emotions in Sales Interactions: A Reaction Time-Based Procedure

Emotions in the Negotiation Process: How to Enrich Sales Classes with Biometric Research Tools

Professional Selling is Digital

Critical Touchpoints in the B2B Buying Process: Impact on the Selling Process in the Digital Era

Status-Quo on the Digitalization of the Sales Process in German Companies

Professional Selling is a Calling & Collaborative

Sales-to-Marketing Job Transitions

How Students Perceive Salespeople and the Sales Job

Enhancing Business Performance through Marketing-Sales Effective Relationship in B2B Firms

Professional Selling is About Value

Obtaining Incremental Commitment to Advance the Sales Process

Limited Domain of Applicability of Value Calculators: Evidence from B2B Sales Work

Exploring Possible Down-Side Value Factors in B2B Customers’ Buying Processes

Professional Selling is About Motivating, Retaining & Leading

Operationalizing Vroom’s Expectancy Theory for Raising Sales Force Motivation

Direct-Selling Distributors – Why Do They Stay or Leave?

Sales Leadership as the Leadership of Perseverance? A Theoretical Synthesis and Research Agenda

Professional Selling is About Relationship & Well-Being

The Buyer-Seller Relationship Initiation Process

Subjective Well-being and Selling Behaviours: A Mediation-Moderation Analysis

 

FULL CONFERENCE PROGRAMME

 

Monday, June 5______________________________________________________

16:30 – 18:30      Conference Registration

Lobby

19:30 – 21:30       Welcome Reception

Golf Club House

 

Tuesday, June 6______________________________________________________

7:30 – 8:30     Conference Registration and Breakfast

Lobby                                     Registration

Brabant/Blue Marlin             Breakfast

 

8:30 – 9:45     Welcoming Words

Conference Room

Conference Co-chairs:
Joël Le Bon, PhD, University of Houston (USA)
Andrea Dixon, PhD, Baylor University (USA)

Keynote: Selling a Destination in a Global World
Philippe Espitalier-Noel, CEO, Rogers (Mauritius)

 

          9:45 – 10:15    Networking Break

 

        10:15 – 11:30    Session 1: Professional Selling is Challenging

Session Chair:   Deva Rangarajan, PhD, Vlerick Leuven Gent Management School (Belgium)

Salesperson’s Self Leadership and Performance: The Role of Salesmanship Skills

Rakesh K. Singh, PhD, Indian Institute of Management Technology-Ghaziabad (India)
Ramendra Singh, PhD, Indian Institute of Management-Calcutta (India)
Diptiman Banerji, PhD Candidate, Indian Institute of Management-Calcutta (India)

Industrial Service Selling: Is there a Need for a Broader View?

Margarethe Überwimmer, PhD, University of Applied Sciences Upper Austria (Austria)
Christian Stadlmann, PhD, University of Applied Sciences Upper Austria (Austria)
Doris Ehrlinger, PhD, University of Applied Sciences Upper Austria (Austria)
David Tempelmayr, PhD, University of Applied Sciences Upper Austria (Austria)

How Do Residual Relationships Shape B2B Salespeople’s Perceptions and Efforts to Regain Lost Customers

Annie H. Liu, PhD, Texas State University (USA)
Mark P. Leach, PhD, University of Wyoming (USA)

 

11:30 – 12:45    Session 2: Professional Selling is Human

Session Chair: Roger Byatt, MA, University of Portsmouth (UK)

How Salesperson Humor Usage Contributes to Sales Performance in B2B Relationships: Exploring the Mediating Role of Creativity and Customer Trust

Bruno Lussier, PhD, HEC Montréal (Canada)
Yany
Grégoire, PhD, HEC Montréal (Canada)
Marc-Antoine Vachon, PhD, Université du Québec-Montréal (Canada)

Assessing Emotions in Sales Interactions: A Reaction Time-Based Procedure

Ralf Wagner, PhD, University of Kassel (Germany)
Katharina Raab, PhD Candidate, University of Kassel (Germany)

Emotions in the Negotiation Process: How to Enrich Sales Classes with Biometric Research Tools

Ilona Pezenka, PhD, FHWien University of Applied Sciences of WKW (Austria)

 

12:45 – 13:30     Luncheon

The Brabant

 

13:30 – 15:30     GSSI Officers & Steering Committee Planning Meeting

Meeting Suite

 

Wednesday, June 7___________________________________________________

7:30 – 8:30      Breakfast

Brabant/Blue Marlin

 

8:30 – 9:45       Session 3: Professional Selling is Digital

Conference Room

Session Chair:     Joël Le Bon, PhD, University of Houston (USA)

Critical Touchpoints in the B2B Buying Process: Impact on the Selling Process in the Digital Era

Heidi Kock, PhD Candidate, Haaga-Helia University of Applied Sciences (Finland)
Pentti
Korpela, PhD, Turku University of Applied Sciences (Finland)
Liisa Kairisto-Mertanen, PhD, Turku University of Applied Sciences (Finland)
Sirpa Hänti, PhD, Turku University of Applied Sciences (Finland)

Status-Quo on the Digitalization of the Sales Process in German Companies

Stefan Wengler, PhD, Hof University (Germany)
Gabriele Hildmann, PhD, KAIROS GmbH (Germany)
Ulrich Vossebein, PhD, Technische Hochschule Mittelhessen (Germany)

Practitioner Perspective from The Travel Industry: Digital Sales in a Connected World and The Customer Journey

Youvraj Seeam, E-Sales & Product Manager, Air Mauritius (Mauritius)

 

9:45 – 10:15     Networking Break

 

10:15 – 11:15    Session 4: Professional Selling is a Calling & Collaborative

Session Chair:     Manfred Krafft, PhD, University of Muenster (Germany)

Sales-to-Marketing Job Transitions

Jeff Johnson, PhD, University of Missouri-Kansas City (USA)
Joseph Matthes, PhD, College of Business Administration Marquette University (USA)                    

How Students Perceive Salespeople and the Sales Job

Paolo Guenzi, PhD, SDA Bocconi School of Management (Italy)
Paola Caiozzo, PhD, SDA Bocconi School of Management (Italy)
Maria Cristina Cito, PhD, SDA Bocconi School of Management (Italy)
Sarah Ghaddar, PhD, SDA Bocconi School of Management (Italy)
Giulia Miniero, PhD, SDA Bocconi School of Management (Italy)

Enhancing Business Performance through Marketing-Sales Effective Relationship in B2B Firms

Konstantinos Lionakis, PhD, Athens University of Economics & Business (Greece)
George Avlonitis, PhD, Athens University of Economics & Business (Greece)

 

11:15 – 12:30    Special Session: Professional Selling is About Theory & Practice

Exploring the Relationships between Sales Theory, Practice, and Education

Ellen Pullins, PhD, University of Toledo (USA)
Pirjo Pitkapaasi, PhD, Haaga-Helia University of Applied Sciences (Finland)
Rob Peterson, PhD, Northern Illinois University (USA)
Annie H. Liu, PhD, Texas State University (USA)

 

        12:30 – 13:30      Luncheon

           The Brabant

13:30 – 15:30     Country Advisory Board Meeting

         Meeting Suite

 

Thursday, June 8_____________________________________________________

7:30 – 8:30      Breakfast

Brabant/Blue Marlin

 

8:30 – 9:45      Special Session: Professional Selling is Changing

Conference Room     

Inside Sales Organizations and Their Place in Modern Sales Management

Murali Mantrala, PhD, University of Missouri (USA)
Manfred Krafft, PhD, University of Muenster (Germany)
Nildari Syam, PhD, University of Missouri (USA)

 

9:45 – 10:15      Networking Break

 

10:15 – 11:30    Session 5: Professional Selling is About Value

 Conference Room

Session Chair:     Dawn Deeter-Schmelz, PhD, Kansas State University (USA)

Obtaining Incremental Commitment to Advance the Sales Process

Jarkko Niemi, PhD, University of Helsinki (Finland)
Timo Kaski, PhD, Haaga-Helia University of Applied Sciences (Finland)
Ellen Pullins, PhD, University of Toledo (USA)

Limited Domain of Applicability of Value Calculators: Evidence from B2B Sales Work

Essi Pöyry, PhD, Aalto University School of Business (Finland)
Petri Parvinen, PhD, University of Helsinki (Finland)

Exploring Possible Down-Side Value Factors in B2B Customers’ Buying Processes

Timo Kaski, PhD, Haaga-Helia University of Applied Sciences (Finland)
Ari Alamäki, PhD, Haaga-Helia University of Applied Sciences (Finland)
Pia Hautamäki, PhD Candidate, Tampere University of Applied Sciences (Finland)

11:30 – 12:45   Session 6: Professional Selling is About Motivating, Retaining & Leading

Session Chair:     Doug Hughes, PhD, Michigan State University (USA)

Operationalizing Vroom’s Expectancy Theory for Raising Sales Force Motivation

René Y. Darmon, PhD, ESSEC (France)

Direct-Selling Distributors – Why Do They Stay or Leave?

Anne Coughlan, PhD, Northwestern University (USA)
Manfred Krafft, PhD, University of Muenster (Germany)
Julian Allendorf,
PhD Candidate, University of Muenster (Germany)

Sales Leadership as the Leadership of Perseverance? A Theoretical Synthesis and Research Agenda

Erik Waltré, PhD Candidate, Erasmus University (The Netherlands)
Bart Dietz, PhD, Erasmus University (The Netherlands)
Daan van Knippenberg, PhD, Erasmus University (The Netherlands)

 

12:45 – 13:30      Luncheon

The Brabant

Sales Education Foundation PhD Students Luncheon

Hosted by Howard P. and Sally C. Stevens

 

19:00 – 20:00      Pre-Gala Cocktail Reception

La Ravanne

20:00 – 22:00      Gala Dinner

La Ravanne

Guest of Honour

Her Excellency Dr. Ameenah Gurib-Fakim

President of The Republic of Mauritius

 

Friday, June 9_______________________________________________________

7:30 – 8:30      Breakfast

Brabant/Blue Marlin

 

8:30 – 9:45      GSSI General Assembly

Conference Room     

Chair:     Jobst Görne, PhD, Hochschule Aalen (Germany), GSSI Chair

 

9:45 – 10:15      Networking Break

 

10:15 – 11:00    Session 7: Professional Selling is About Relationships & Well-Being

Session Chair:     René Darmon, PhD, ESSEC (France)

The Buyer-Seller Relationship Initiation Process

Paul Viio, PhD, Hanken School of Economics (Finland)
William Moncrief, PhD, TCU (USA)

Subjective Well-being and Selling Behaviours: A Mediation-Moderation Analysis

Teidorlang Lyngdoh, PhD Candidate, Indian Institute of Mgmt Kozhikode (India)
Sridhar Guda, PhD, Indian Institute of Management Kozhikode (IIMK) (India)
Annie H. Liu, PhD, Texas State University (USA)

 

11:00 – 11:20   Meet the Editors

Doug Hughes, PhD, Michigan State University (USA)
Editor-in-Chief, Journal of Personal Selling and Sales Management

Rob Peterson, PhD, Northern Illinois University (USA)
Editor-in-Chief, Journal of Selling

11:20 – 11:30    Refreshment Break

                                               

11:30 – 12:30   Expert Panel: Business Leadership & Countries’ Sustainable Development

Richard Arlove, CEO, ABAX (Mauritius)
Allan Brelu-Brelu, Country/Cluster Manager Indian Ocean Islands, Nestlé (Mauritius)
Kris Poonoosamy, Managing Director, CMT International Trading Ltd (Mauritius)

Panel Moderator:     Joël Le Bon, PhD, University of Houston (USA)

12:30                  Closing Remarks, Passing the Torch & Farewell Luncheon

Click here to download a full programme as a PDF