Research & Publications
Call for Papers - The Global Sales Science Institute (GSSI) 2013 conference in Aalen, Germany, will explore the challenges and opportunities in the Sales 3.0 era with both practitioners and academics to get their perspectives on the changes in the field. Dr. Rosann Spiro serves as the elected Chair of the GSSI.
The GSSI 2013 Conference will be at Aalen University in Aalen, Germany from June 26-June 28, 2013. GSSI is an international network formed in 2007 by both academics and practitioners involved in sales & sales management. Its intent is to build knowledge and practice within the sales & sales management areas around the globe. GSSI focuses on further advancing global collaboration in sales research, practice, and education.
The conference will have presentations of peer-reviewed papers, as well as panel discussions and invited keynote addresses by noted practitioners. All topics related to sales management and personal selling are invited. The papers can range from theory development to concepts for measurements and modeling to testing propositions in empirical or experimental studies. Papers based on cross-cultural studies and having international implications are particularly welcome.
Kevin Bradford, Steven Brown, Shankar Ganesan, Gary Hunter, Vincent Onyemah, Robert Palmatier, Dominique Rouziθs, Rosann Spiro, Harish Sujan, Barton Weitz, "The Embedded Sales Force: Connecting Buying and Selling Organizations," Marketing Letters
Neil A. Morgan and Lopo L. Rego, The Value of Different Customer Satisfaction and Loyalty Metrics in Predicting Business Performance, Marketing Science
Michael Wiles and Rosann L. Spiro, Attracting Graduates to Sales Positions: The Role of Recruiter Knowledge Revisited, Journal of Personal Selling & Sales Management
Andrea Dixon, Rosann L. Spiro, and Lukas P. Forbes, Attributions and Behavioral Intentions of Inexperienced Salespersons to Failure: An Empirical Investigation, Journal of Academy of Marketing Science
Andrea L. Dixon, Rosann L. Spiro, and Maqbul Jamil, Successful and Unsuccessful Sales Calls: Measuring Salespersons Attributions and Behaviornal Intentions, Journal of Marketing
Scott B. MacKenzie, Philip M. Podsakoff, and Gregory A. Rich, Transformational and Transactional Leadership and Salesperson Performance, Journal of the Academy of Marketing Science
Nigel F. Piercy, David W. Cravens, and Neil A. Morgan , Relationships between Sales Management Control, Territory Design, Salesperson Performance and Sales Organization Effectivenes, British Journal of Management
Scott B. MacKenzie, Philip M. Podsakoff, and Julie Paine, Do Citizenship Behaviors Matter More for Managers than for Salespeople? Journal of the Academy of Marketing Science
Greg Rich, William Bommer, Scott B. MacKenzie, Philip Podsakoff, and Jonathan Johnson, Apples and Apples or Apples and Oranges? A Meta-Analysis of Objective and Subjective Measures of Salesperson Performance, Journal of Personal Selling & Sales Management
Nigel F. Piercy, David W. Cravens, and Neil A. Morgan , Salesforce Performance and Behaviour-based Management Processes in Business-to-Business Sales Organization, European Journal of Marketing
Scott B. MacKenzie, Philip M. Podsakoff, and Michael Ahearne, Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson Performance, Journal of Marketing