Programme GSSI 2016

Conference Program

10th Global Sales Science Institute Conference on

"Professional Selling in the Era of the Empowered Buyers?"

Aston Business School, Birmingham, June 3-5, 2016

Programme - 3 June 2016
08:30 - 09:30  Registration and check-in for the conference
09:30 - 10:00 Welcome words from Dr. Helen Griffiths, Pro Vice Chancellor of International Affairs, Aston University
10:00 - 11:00 Session 1 – Sales Management: Big Picture and Limitations
“What Keeps Sales Managers Up at Night?”
Author: Deva Rangarajan

“Examining the Use of Sales Force Management Practices”
Authors: David Reid, Robert Peterson, Gregory Rich, Richard Plank

“Organizational Compensation Limitations Inhibiting Recruitment of Top Tier Qualified Sales Graduates”
Authors: Blake Nielson, Steven Eichmeier, Desiree Cooper-Larson
11:30 - 12:30 Session 2 – Effective Characteristics and Skills for Salespeople 
“Emotional Intelligence’s Impact on Salespeople’s Behaviors: The Role of Gender”
Authors: Felicia Lassk, Jay Prakash Mulki

“Personality as predictor of the perception of sales as a career”
Author: Ilona Pezenka

“From Advocating Brands to Creating Value: A Case Study of Transforming Oncology Sales Roles and Capabilities”
Authors: Axel Thoma, Lisa Napolitano
12:30 - 13:30 Lunch
13:30 - 14:30

Doctoral Track 1
“An Investigation into the Organizational Factors that Affect Export Sales Effectiveness in Greek Exporting Firms”
Author: Anastasios Galanakis

“Revisiting the Relationship between Organizational Ethical Climate and Job Satisfaction of Salespeople”
Authors: Omar Itani, Ashish Kalra, Aniefre Inyang

“Comparison of “Eigyo” in Japan with Marketing & Sales”
Authors: Shinji Honge, Yoshinobu Sato

15:00 - 16:00 Doctoral Track 2
“The New Sales Interaction: Empowered Consumers, Sales Influence Tactics, and Knowledge Brokers”
Author: Bryan Hochstein

“Adaptive Selling or Agility Selling? The Role of Adaptability and Flexibility in Value Co-Creation with Customers”
Authors: Aniefre Inyang, Juliana White

“A neuroscientific perspective on trust and distrust in buyer-seller dyads”
Author: Eveline van Zeeland
16:15 - 18:15 Country Reps Meeting
19:00 Boating & Light Dinner
Programme - 4 June 2016
09:00 - 10:00 Semi-Doctoral Track - Impact of Firm, Market, and Peers on Salespeople 
“The Importance of Firms’ Interaction Capability for Firm-Customer Relationship Effectiveness: A Key Account Management Perspective”
Authors: Nina Stuebiger, Alexander Haas

“Sales person’s propensity to collect market information: A study of antecedents and the moderating effects of Locus of Control”
Authors: Erik Mehl, Håvard Hansen

“Flow Among Salesperson and Ethical Selling Behaviour: An Empirical Examination Among Sales Force in India”
Authors: Lyngdoh Teidorlang, Sridhar Guda
10:30 - 11:30 Relationship Orientation, Information Transparency, and Luck
“Salesperson Relationship Orientation and Effective Management of Buyer-seller Relationships”
Author: Jun Xu

“Salesperson Pricing Authority, Implications in the Context of Information Transparency”
Author: Andy Wood

“When Buyers Bring Good Fortune: The Impact of Luck on Salespeople Morale, Intention to Leave their Company and the Sales Profession”
Author: Joel Le Bon
11:30 - 13:00 Lunch
13:00 - 14:00 Customer's Impact on Sales Interaction
“How do Enduring Relationships with Defected Customers Affect Customer Reacquisition: B2B Buyer’s Perspectives”
Authors: Annie Liu, Mark Leach

“How Social Capital Affects Sales Interaction”
Authors: Kenichi Hosoi, Kenneth Ichiro

“Exploring value creation in video-recorded B2B sales interaction – A conversation analytic perspective”
Authors: Timo Kaski, Mari Holopainen, Jarkko Niemi
14:30 - 15:45 Round Table with beers/wines/deserves
“Manufacturers’ Governance Mechanisms of the Distributors’ Sales Force – Is there a Missing Link?”
Author: Christian Stadlmann

“Business Buyers' Expectations before the first Buyer-Seller Interaction”
Authors: Pia Hautamäki, Sirpa Hänti, Bert Paesbrugghe

“Flow among Salesperson: What it is and Why it is significant for salesperson’s performance”
Author: Lyngdoh Teidorlang

“Improving Sales Engineering Teaching by using Continuous Grading as Extrinsic Motivation”
Author: Jobst Gorne
16:15 - 17:00 Sales Education Foundation: Awards, Ceremony, and Sharing.
19:00 Gala Dinner
Programme - 5 June 2016
09:00 - 10:00 Round Table – Sales Management
“Supermarket Buyers’ Perspectives on the Sales Process Effectiveness of Food and Drink SMEs in Scotland”
Author: Tony Douglas

“What different thoughts between EIGYO (Sales), Marketing and selling divisions in Japanese companies”
Author: Masayuki Takigawa 

“Placing coaching at the center of B2B sales interactions - a novel research path to follow?”
Author: Sini Jokiniemi
10:15 - 11:00 Special Presentations
11:30 - 12:30 Closing comments/passing the baton
12:30 - 13:30 Lunch

Accreditations
& Rankings

Equis Association of MBAs AACSB Financial Times