| 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 |