2019 Conference Program Information

Keynote Speakers

Mark Hurd

Mark Hurd (CEO, Oracle Corporation) will discuss the transformative role that advances in digital technology are having on how organizations sell to both consumers and other companies, along with the implications that different macro technological shifts on the horizon will have for the sales force.

Margaret Ann Neale

Margaret Ann Neale (The Adams Distinguished Professor of Management, Stanford Graduate School of Business), a leading expert on negotiations, will debunk common myths around negotiations and provide relevant insights that sales leaders can leverage to help their sales forces achieve the best outcomes at the negotiating table.

Baba Shiv

Baba Shiv (The Sanwa Bank, Limited, Professor of Marketing, Stanford Graduate School of Business), a leading expert on neuroeconomics, will unravel the workings of the emotional brain and discuss its importance in influencing the decisions we make. In addition, he will discuss how an understanding of the role that the emotional brain plays in decision making can help us to develop more influential and effective salespeople.

Click on the topics to see information on relevant academic presentations.
Selling In the Digital Age (1st Session, Room A)
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    Order Process Digitization in B2B Markets: The Role of Salespeople on Customer Purchase Behavior

    Presenter: Shantanu Dutta, Professor of Marketing, University of Southern California.

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    Digital Transformation and Sales Force Design in B2B Firms

    Presenter: Goutam Challagalla, Professor of Strategy and Marketing, International Institute for Management Development. 

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    Letting Consumers Win in Web-chat Sales Interactions

    Presenter: Detelina Marinova, Professor of Marketing, The University of Missouri. 

Quantitative Modelling of Salesforce Effectiveness Management (1st Session, Room B)
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    A Structural Model of a Multi-Tasking Salesforce with Private Information

    Presenter: K Sudhir, Professor of Private Enterprise, Management and Marketing, Yale University. 

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    How Often Should You Reward Your Sales-force? Multi-Period Incentives and Effort Dynamics

    Presenter: Kinshuk Jerath, Associate Professor of Business, Columbia University.

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    Delegating Sales Force Incentive Design to Sales Managers: A Comparison of Approaches

    Presenter: Rob Waiser, Assistant Professor of Marketing, London Business School.

Managing Sales Force Wellbeing (1st Session, Room C)
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    Prosocial Spending and Life Satisfaction, Prosocial Bonuses and Employee Satisfaction

    Presenter: Michael Norton, Professor of Business Administration, Harvard University.

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    Variable Compensation and Salespeople’s Health

    Presenter: Johannes Habel, Associate Professor of Marketing, European School of Management and Technology.

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    The Serial Job Hopper: Why Salespeople Job Hop and What Can Firms Do About It?

    Presenter: Nick Panagopoulos, Associate Professor of Marketing, Ohio University.

Field Test of Incentive Strategy (2nd Session, Room A)
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    A Multi-Year Field Experiment on Incentivizing Salespeople and their First-Line Supervisors

    Presenter: George John, Professor of Marketing, University of Minnesota.

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    Are Firms Loss Averse? A Field Experiment with Car Dealer Sales Incentives

    Presenter: Lamar Pierce, Professor of Organization & Strategy, Washington University in St. Louis.

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    Organizing for Cross-Selling: Enhancing Cross-Selling through Organizational Structures and Steering Instruments

    Presenter: Sebastian Hohenberg, Assistant Professor of Marketing, The University of Texas at Austin.

Sales Force Reporting and Controls (2nd Session, Room B)
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    When Silence is Golden: How Manufacturers’ Sales Rep’s Selective Reporting of Customer Information Can Facilitate Market Exchange

    Presenter: Mark Bergen, Professor of Marketing, University of Minnesota.

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    Using Video Analytics in Retail Salesforce Management

    Presenter: Andres Musalem, Assistant Professor of Marketing, University of Chile.

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    Managerial Attention: Evidence from Salesforce

    Presenter: Desmond Lo, Associate Professor of Marketing, Santa Clara University.

Selling Strategy Between and Within Organizations (2nd Session, Room C)
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    Sales Lead Prioritization Using a Multi-Armed Bandit Approach

    Presenter: Gaurav Sabnis, Assistant Professor, Stevens Institute of Technology.

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    Dynamic Effects of Sales Channel Handoffs on Revenue and Profit in Business-to-Business Markets

    Presenter: Andrew T. Crecelius, Assistant Professor of Marketing, The University of Alabama at Birmingham.

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    Horizontal Referrals in B2B Markets

    Presenter: Mahima Hada, Assistant Professor of Marketing, Zicklin school of Business.