GSSI 2021 Virtual Conference

Yin and the Yang: Exploring the Bright and Dark Sides of Selling and Sales Management

JUNE 7-8, 2021 ONLINE VIA ZOOM AND YOUTUBE https://gssi.world/ Monday, June 7th Morning/Afternoon Schedule

9:00 AM EDT, 3:00 PM CEST

WELCOME AND REVIEW OF THE DAY'S EVENTS MARIA ROUZIOU, HEC MONTREAL, CANADA CONFERENCE CO-CHAIR 9:15 AM EDT, 3:15 PM CEST

OVERVIEW OF INTERNATIONAL PANELS: KEY INSIGHTS AND RESEARCH IDEAS WILLY BOLANDER, FLORIDA STATE UNIVERSITY, U.S.A. KAREN PEESKER, RYERSON UNIVERSITY, CANADA MARIA ROUZIOU, HEC MONTREAL, CANADA CONFERENCE CO-CHAIRS

10:15 AM EDT, 4:15 PM CEST

BREAK

10:30 AM EDT, 4:30 PM CEST

BEST PAPER CANDIDATES: RESEARCH PRESENTATIONS LEARNING CROSS-SELLING FROM CO-WORKERS? HOW NETWORKING FACILITATES CROSS-SELLING AND SALESPERSON PERFORMANCE BOAS BAMBERGER, UNIVERSITY OF MANNHEIM, GERMANY ROBIN-CHRISTOPHER M. RUHNAU, UNIVERSITY OF MANNHEIM, GERMANY DOMINIK WAHLIG, UNIVERSITY OF MANNHEIM GERMANY

THE YIN AND YANG OF SALESPERSON LONELINESS VALERIE GOOD, GRAND VALLEY STATE UNIVERSITY, U.S.A. AMY FEHL, GEORGIA GWINNETT COLLEGE, U.S.A.

EXPLORING THE THEORY EVOLUTION ON MARKETING AND SALES RELATIONSHIPS: PAST, PRESENT, AND THE WAY FORWARD KONSTANTINOS LIONAKIS, ATHENS UNIVERSITY OF ECONOMICS & BUSINESS, GREECE MARIA PSIMOULI, THE AMERICAN COLLEGE OF GREECE, GREECE IOANNIS RIZOMYLIOTIS, UNIVERSITY OF WEST ATTICA, GREECE

FUTURE OF SALES AFTER THE PANDEMIC: HOW MANAGERIAL FINANCIAL DECISIONS AFFECT SALESPEOPLE'S FUTURE PERFORMANCE AND BRAND LOYALTY PIOTR KWAITEK, AMERICAN UNIVERSITY OF THE MIDDLE EAST, KUWAIT NERMAIN AL ISSA, AMERICAN UNIVERSITY OF THE MIDDLE EAST, KUWAIT ALEXANDER GROHMANN, AALEN UNIVERSITY, GERMANY

11:30 AM EDT, 5:30 PM CEST

A BRIEF REVIEW OF UPCOMING EVENTS

WILLY BOLANDER, FLORIDA STATE UNIVERSITY, U.S.A. CONFERENCE CO-CHAIR

Monday, June 7th Afternoon/Evening Schedule

1:00 PM EDT, 7:00 PM CEST

THE FUTURE OF SALES TECH IS NOW! HOWARD DOVER, UNIVERSITY OF TEXAS - DALLAS, U.S.A. MODERATOR MARY SHEA, VP GLOBAL INNOVATION EVANGELIST, OUTREACH, U.S.A RAY RAANANI, FOUNDER AND PRESIDENT, CHORUS.AI, U.S.A. JEN SIEGER, DIRECTOR OF STRATEGY AND PROGRAM DR/CS, MICROSOFT U.S.A. PANELISTS

2:00 PM EDT, 8:00 PM CEST

BREAK

2:15 PM EDT, 8:15 PM CEST

GSSI VIRTUAL NETWORKING HAPPY HOUR JOIN YOUR COLLEAGUES IN A ZOOM BREAKOUT ROOM TO DISCUSS THE DAY'S KEY TOPICS OR CATCH UP WITH FRIENDS

3:00 PM EDT, 9:00 PM CEST

SONG DIVISION VIRTUAL HAPPY HOUR

JOIN THIS MUSICAL VARIETY SHOW HOSTED BY INTERNATIONAL MUSICIANS! THIS HAPPY HOUR INCLUDES COMEDY, ROCK & ROLL TRIVIA, AND INTERACTIVE, SONGWRITING. CLICK HERE FOR A PREVIEW: HTTPS://VIMEO.COM/476493685.

4:00 PM EDT, 10:00 PM CEST

REVIEW OF TUESDAY'S EVENTS KAREN PEESKER, RYERSON UNIVERSITY, CANADA CONFERENCE CO-CHAIR

Tuesday, June 8th Morning/Afternoon Schedule

9:00 AM EDT, 3:00 PM CEST

WELCOME AND REVIEW OF THE DAY'S EVENTS MARIA ROUZIOU, HEC MONTREAL CANADA CONFERENCE CO-CHAIR

9:15 AM EDT, 3:15 PM CEST

UPDATE ON FOM - GSSI REGIONAL CONFERENCE: BONN, GERMANY JOBST GÖRNE, AALEN UNIVERSITY, GERMANY GSSI IMMEDIATE PAST CHAIR

9:30 AM EDT, 3:30 PM CEST

SALES EDUCATION PANEL A TORNADO SWEPT US TO OZ: CHALLENGES AND SUCCESS STORIES OF DIGITAL SALES EDUCATION IN THE DIGITAL ERA INTRODUCTION TO SPLASH PROJECT SILVIO CARDINALI, POLYTECHNIC UNIVERSITY OF MARCHE, ITALY PIA HAUTAMÄKI, TAMPERE UNIVERSITY OF APPLIED SCIENCES, FINLAND MARTA GIOVANNETTI, POLYTECHNIC UNIVERSITY OF MARCHE, ITALY KARINA BURGDORFF JENSEN AALBORG, UNIVERSITY BUSINESS SCHOOL, DENMARK CHRISTIAN STADLMANN, UNIVERSITY OF APPLIED SCIENCES UPPER AUSTRIA, AUSTRIA BARBARA KULAGA, POLYTECHNIC UNIVERSITY OF MARCHE, ITALY

10:30 AM EDT, 4:15 PM CEST

BREAK

10:45 AM EDT, 4:45 PM CEST

SALES EDUCATION PANEL TEACHING APPLICATIONS: LESSONS FROM THE PANDEMIC ELLEN PULLINS, UNIVERSITY OF TOLEDO, U.S.A. LAURA MUNOZ, UNIVERSITY OF DALLAS, U.S.A. KATY JOHNSON, UNIVERSITY OF TOLEDO, U.S.A. STEPHANIE MANGUS, BAYLOR UNIVERSITY, U.S.A. ANU NIEMINEN, HAAGA-HELIA UNIVERSITY OF APPLIED SCIENCES, FINLAND JOBST GÖRNE, AALEN UNIVERSITY, GERMANY CHRISTIAN UHL, AALEN UNIVERSITY, GERMANY

11:45 AM EDT, 5:45 PM CEST

A BRIEF REVIEW OF UPCOMING EVENTS WILLY BOLANDER, FLORIDA STATE UNIVERSITY, U.S.A. CONFERENCE CO-CHAIR

Tuesday, June 8th Afternoon/Evening Schedule

1:00 PM EDT, 7:00 PM CEST

INTRODUCTION TO KEYNOTE SPEAKER KAREN PEESKER, RYERSON UNIVERSITY, CANADA CONFERENCE CO-CHAIR 1:10 PM EDT, 7:10 PM CEST

FEATURED KEYNOTE: SHIFTS AND TRENDS IN GLOBAL SELLING JONATHAN LISTER, VICE-PRESIDENT GLOBAL SALES SOLUTIONS & CANADA COUNTRY MANAGER LINKEDIN

1:40 PM EDT, 7:40 PM CEST

Q&A WITH JONATHAN LISTER

2:15 PM EDT, 8:15 PM CEST

BREAK

2:30 PM EDT, 8:30 PM CEST

GSSI VIRTUAL NETWORKING HAPPY HOUR JOIN YOUR COLLEAGUES IN A ZOOM BREAKOUT ROOM TO DISCUSS THE DAY'S KEY TOPICS OR CATCH UP WITH FRIENDS

3:00 PM EDT, 9:00 PM CEST

BEST PAPER AWARD ANNOUNCEMENT

DAWN DEETER, KANSAS STATE UNIVERSITY, U.S.A. GSSI CHAIR,

GSSI OFFICERS ANNOUNCEMENT

JOBST GÖRNE, AALEN UNIVERSITY, GERMANY GSSI IMMEDIATE PAST CHAIR

LOCATION ANNOUNCEMENT: GSSI 2022 PIA HAUTAMÄKI,TAMPERE UNIVERSITY OF APPLIED SCIENCES, FINLAND GSSI VP FOR PROGRAMMING STEFAN WENGLER, HOF UNIVERSITY, GERMANY 2022 GSSI CONFERENCE CHAIR

GSSI 2021 WRAP-UP WILLY BOLANDER, FLORIDA STATE UNIVERSITY, U.S.A. KAREN PEESKER, RYERSON UNIVERSITY, CANADA MARIA ROUZIOU, HEC MONTREAL CANADA, CONFERENCE CO-CHAIRS

List of Accepted Research Presentations

CUSTOMER SATISFACTION

SEPARATING DRIVERS OF CUSTOMER SATISFACTION AND DISSATISFACTION IN B2B AND B2G BUYER-MANUFACTURER RELATIONSHIP CONTEXTS MAXIMILIAN FROCH, UNIVERSITY OF KASSEL, GERMANY CHRISTINE FALKENRECK, UNIVERSITY OF APPLIED SCIENCES HOF, GERMANY RALF WAGNER, UNIVERSITY OF KASSEL, GERMANY

DIGITAL

ARTIFICIAL INTELLIGENCE HELPS B2B ORGANISATIONS PRACTICE SUSTAINABLE SALES SAFA RAJEB, TAMPERE UNIVERSITY OF APPLIED SCIENCES, FINLAND PIA HAUTAMÄKI, TAMPERE UNIVERSITY OF APPLIED SCIENCES, FINLAND

LEARNING TO TAKE THE NEXT STEP: THE UNFOLDING OF DIGITALIZATION IN B2B SALES ORGANIZATIONS SINI JOKINIEMI, TAMPERE UNIVERSITY OF APPLIED SCIENCES, FINLAND MINNA HEIKINHEIMO, TAMPERE UNIVERSITY OF APPLIED SCIENCES, FINLAND

SALES EXCELLENCE IN THE DIGITAL ERA: TOWARDS A NEW CONCEPTUAL FRAMEWORK STEFAN WENGLER, HOF UNIVERSITY, GERMANY GABRIELLE HILDMANN, KAIROS GMBH, GERMANY ULRICH VOSSEBEIN, UNIVERSITY OF APPLIED SCIENCES, GERMANY

SALES JOURNEY IN THE B2B SYSTEM BUSINESS: THE SELLING PROCESS AND THE SALES ORGANIZATIONAL STRUCTURE IN THE AGE OF THE DIGITAL TRANSFORMATION MANUEL NAGEL, AALEN UNIVERSITY, GERMANY CHRISTOPHE FOURNIER. MONTPELLIER UNIVERSITY, FRANCE CHRISTIAN UHL, AALEN UNIVERSITY, GERMANY ARNDT BORGMEIER, AALEN UNIVERSITY, GERMANY TIM SCHÖLLKOPF, AALEN UNIVERSITY, GERMANY

SALES SKILLS IN THE DIGITAL ERA: IS IT TIME TO FORM THE B2B SALES SKILL SET ALL OVER AGAIN? STEFAN WENGLER, OF UNIVERSITY, GERMANY PIA HAUTAMÄKI, TAMPERE UNIVERSITY OF APPLIED SCIENCES, FINLAND MARGARETHE UEBERWIMMER, UNIVERSITY OF APPLIED SCIENCES UPPER AUSTRIA, AUSTRIA ROBERT FUEREDER, UNIVERSITY OF APPLIED SCIENCES UPPER AUSTRIA, AUSTRIA List of Accepted Research Presentations

EMOTION/PSYCHOLOGY

EMOTIONALITY IN SALES CONVERSATIONS - GENDER DIFFERENCES IN EMOTION EXPRESSION ILONA PEZENKA, FHWIEN DER WKW, AUSTRIA

PSYCHOLOGICAL REACTANCE THEORY EXPLANATION ON HANDLING OBJECTIONS IN SALES WALTER MARTIN PALOMINO-TAMAYO, ESAN UNIVERSITY, PERÚ JORGE BULLEMORE, UNIVERSIDAD DEL DESARROLLO, CHILE JOSÈ LUIS WAKABAYASHI, ESAN UNIVERSITY, PERÚ

THE YIN AND YANG OF SALESPERSON LONELINESS VALERIE GOOD, GRAND VALLEY STATE UNIVERSITY, U.S.A. AMY FEHL, GEORGIA GWINNETT COLLEGE, U.S.A.

ETHICS

ETHICAL LEADERSHIP AND SALESPERSON JOB PERFORMANCE: THE IMPACT OF REMOTE SUPERVISION EMORY SERVISS, AUBURN UNIVERSITY, U.S.A.

WHEN DOES ETHICS START TO DAMAGE SALES? A DARK SIDE OF ETHICAL CLIMATE ON SALESPERSON PERFORMANCE JOON-HEE OH, CALIFORNIA STATE UNIVERSITY, EAST BAY, U.S.A.

KNOWLEDGE-SHARING

THE IMPORTANCE OF KNOWLEDGE SHARING STRUCTURES IN SALES UNITS IN FOSTERING A FIRM'S INNOVATION PROCESS KATARIINA YLÖNEN, UNIVERSITY OF EASTERN FINLAND BUSINESS SCHOOL, FINLAND ANU PUUSA, UNIVERSITY OF EASTERN FINLAND BUSINESS SCHOOL, FINLAND SAARA JULKUNEN, UNIVERSITY OF EASTERN FINLAND BUSINESS SCHOOL, FINLAND

SALES STRATEGIES

CUSTOMER-CENTRIC APPROACH IN SELLING FRUGAL INNOVATIVE PRODUCTS: A START-UP ENTERPRISE PERSPECTIVE ANANYA RAJAGOPAL, UNIVERSIDAD ANÁHUAC MÉXICO, MEXICO

EFFECTIVE SHORT SALES PITCHES IN A PITCHING BATTLE JONNA KOPONEN, LUT-UNIVERSITY, FINLAND MARI POLYINEN, KUOPIO CHAMBER, FINLAND List of Accepted Research Presentations

SALES PERFORMANCE

DUALITIES IN DATA-DRIVEN B2B SALES AND SALES MANAGEMENT ANTTI LEIJALA, OULU UNIVERSITY, FINLAND OSMO KAUPPILA, OULU UNIVERSITY, FINLAND

FUTURE OF SALES AFTER THE PANDEMIC: HOW MANAGERIAL FINANCIAL DECISIONS AFFECT SALESPEOPLE'S FUTURE PERFORMANCE AND BRAND LOYALTY PIOTR KWAITEK, AMERICAN UNIVERSITY OF THE MIDDLE EAST, KUWAIT NERMAIN AL ISSA, AMERICAN UNIVERSITY OF THE MIDDLE EAST, KUWAIT ALEXANDER GROHMANN, AALEN UNIVERSITY, GERMANY

LEARNING CROSS-SELLING FROM CO-WORKERS? HOW NETWORKING FACILITATES CROSS-SELLING AND SALESPERSON PERFORMANCE BOAS BAMBERGER, UNIVERSITY OF MANNHEIM, GERMANY ROBIN-CHRISTOPHER M. RUHNAU, UNIVERSITY OF MANNHEIM, GERMANY DOMINIK WAHLIG, UNIVERSITY OF MANNHEIM GERMANY

SOCIAL

HOW TO SELL YOURSELF IN THE AGE OF SOCIAL NETWORKS? THE YIN AND YANG OF LINKEDIN PROFILES OF SALES MANAGERS PASCAL BRASSIER, CLERMONT AUVERGNE UNIVERSITY, FRANCE

SOCIAL MEDIA IMPACT ON SALES PERFORMANCE THROUGH B2B SALESPEOPLE'S EXTRA-ROLE BEHAVIORS LAURIANNE SCHMITT, STRASBOURG UNIVERSITY, FRANCE

THEORY

EXPLORING THE THEORY EVOLUTION ON MARKETING & SALES RELATIONSHIP: PAST, PRESENT, AND THE WAY FORWARD KONSTANTINOS LIONAKIS, ATHENS UNIVERSITY OF ECONOMICS & BUSINESS, GREECE MARIA PSIMOULI, THE AMERICAN COLLEGE OF GREECE, GREECE IOANNIS RIZOMYLIOTIS, UNIVERSITY OF WEST ATTICA, GREECE