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Indiana University Bloomington

Center for Global Sales Leadership

Reputation

"The Center for Global Sales Leadership at IU makes a rare and important contribution to improving our knowledge of this vital business function."

Neil Rackham, author of Spin Selling and consultant to the world's leading corporations

Research & Publications

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.

2010

Michael Ahearne, Scott B. MacKenzie, Phillip M. Podsakoff, John E. Mathieu, and Son K. Lam, "The Role of Consensus in Sales Team Performance," Journal of Marketing Research

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

2006

Neil A. Morgan and Lopo L. Rego, “The Value of Different Customer Satisfaction and Loyalty Metrics in Predicting Business PerformanceMarketing Science

2005

Thomas N. Ingram, Raymond W. LaForge, William B. Locander, Scott B. MacKenzie, and Philip M. Podsakoff
“New Directions for Sales Leadership ResearchJournal of Personal Selling & Sales Management

William L. Cron, Greg W. Marshall, Jagdip Singh, Rosann L. Spiro, and Harish Sujan
“Salesperson Selection, Training, and DevelopmentJournal of Personal Selling & Sales Management

2004

Michael Wiles and Rosann L. Spiro, “Attracting Graduates to Sales Positions: The Role of Recruiter Knowledge RevisitedJournal of Personal Selling & Sales Management

2003

Andrea Dixon, Rosann L. Spiro, and Lukas P. Forbes, “Attributions and Behavioral Intentions of Inexperienced Salespersons to Failure: An Empirical InvestigationJournal of Academy of Marketing Science

2001

Andrea L. Dixon, Rosann L. Spiro, and Maqbul Jamil, “Successful and Unsuccessful Sales Calls: Measuring Salespersons Attributions and Behaviornal IntentionsJournal of Marketing

Scott B. MacKenzie, Philip M. Podsakoff, and Gregory A. Rich, “Transformational and Transactional Leadership and Salesperson PerformanceJournal of the Academy of Marketing Science

1999

Nigel F. Piercy, David W. Cravens, and Neil A. Morgan , “Relationships between Sales Management Control, Territory Design, Salesperson Performance and Sales Organization EffectivenesBritish 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 PerformanceJournal of Personal Selling & Sales Management

1998

Nigel F. Piercy, David W. Cravens, and Neil A. Morgan , “Salesforce Performance and Behaviour-based Management Processes in Business-to-Business Sales OrganizationEuropean Journal of Marketing

Scott B. MacKenzie, Philip M. Podsakoff, and Michael Ahearne, “Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson PerformanceJournal of Marketing