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