Participants

Adam Vrechopoulos, Aleksandra Kaniewska, Anna Humenberger, Aristeidis Theotokis, Artur Baldauf, Ash Deshmukh, Athanasios Kouremenos, Bob Sherrer, Brian Lambert, Christophe Fournier, Dan Weilbaker, David Reid, Dawn Deeter Schmelz, Dominique Rouzies, Dwight Merunka, Elina Oksanen-Ylikoski, Ellen Bolman Pullins, Evangelia Katsikea, George Avlonitis, Gerhard Gschwandtner, Howard Stevens, Jay Mulki, Joel Le Bon, John Hansen, John Wilkinson, Karl Pinczolits, Kostas Lionakis, Liisa Kairisto-Mertanen, Michael Marck, Nektarios Tzempelikos, Nick Panagopoulos, Nikos Tzokas, Othman Boujena, Paolo Guenzi, Pascal Brassier, Pavlos Vlachos, Piotr Kwiatek, Richard Buehrer, Robert Peterson, Rodrigo Guesalaga, Rosann Spiro, Sally Stevens, Sergios Dimitriadis, Spiros Gounaris, Tanuja Singh, Vincent Onyemah, Vlasis Stathakopoulos, Wesley Johnston

 

Papers, presentations or abstracts

  • Baldauf Artur, Guenzi Paolo, & Onyemah Vini (2008), Antecedents and Consequences of Sales Force Control Systems: A Relational Perspective, GSSI Conference Proceedings.
  • Boujena, Othman (2008), Sales Force Automation: Toward a Successful Implementation, GSSI Conference Proceedings.
  • Brassier, Pascal (2008), From a Puzzle of Sales Courses to a Consistent Course of Study, GSSI Conference Proceedings.
  • Brassier, Pascal (2008), Business Organizations & Academic World, GSSI Conference Proceedings.
  • Deshmukh, Ash & Sherrer, Bob (2008), Tom James, GSSI Conference Proceedings.
  • Dimitriadis, Sergios (2008), Developing Salespeople Competencies Through Training: The European B2B Sales Institute Initiative, GSSI Conference Proceedings.
  • Ehrenreich, Humenberger & Haudek (2008), Integration of Marketing & Sales, GSSI Conference Proceedings.
  • Fournier Christophe, Ganassalli, Stephane, & Pullins Bolman Ellen (2008), Doctoral Research in Sales: A Comparison France vs US, GSSI Conference Proceedings.
  • Gounaris, Spiros & Tzempelikos Nektarios (2008), Key Account Management Orientation and its implications: An Empirical Examination, GSSI Conference Proceedings.
  • Guesalaga, Rodrigo & Johnston, Wesley (2008), What’s Next in Key Account Management Reasearch? Building the Bridge Between the Academic Literature and the Practitioners’ Priorities, GSSI Conference Proceedings.
  • Hansen John, Singh Tanuja, & Weilbaker, Dan (2008), Cultural Intelligence in Cross-Cultural Selling: Propositions and Directions for Future Research, GSSI Conference Proceedings.
  • Kaniewska Seba, Aleksandra & Kwiatek, Piotr (2008), Does Sales & Marketing Overlap?, GSSI Conference Proceedings.
  • Katsikea, Evangelia (2008), Factors Influencing Export Sales Organization Effectiveness: Implications for Export Management, GSSI Conference Proceedings.
  • Le Bon Joel, & Merunka, Dwight (2008), Developing the Sales Force’s Participation to Competitive Intelligence Activities: A Marketing and Sales Perspective, GSSI Conference Proceedings.
  • Marck, Michael (2008), Key Account Manager’s Role of Establishing Trust, GSSI Conference Proceedings.
  • Oksanen-Ylikoski, Elina (2008), Sales Force Automation: Toward a Successful Implementation, GSSI Conference Proceedings.
  • Panagopoulos, Nikolaos & Avlonitis, George (2008), On Sales Strategy and its Impact on Firm Performance, GSSI Conference Proceedings.
  • Peterson, Robert (2008), Friend Raising and Fund Raising: Selling Your Sales Program, GSSI Conference Proceedings.
  • Pinczolits, Karl (2008), Sales Force #1: An Association at the University of Applied Sciences for Business and Engineering in Austria, GSSI Conference Proceedings.
  • Pullins Bolman, Ellen (2008), Continuous Development in Sales Education: The UT Case, GSSI Conference Proceedings.
  • Reid, David (2008), The New Executive Master of Sciencein Sales Leadership at RBI, GSSI Conference Proceedings.
  • Sahinis, Nikos (2008), Putting Customer First, GSSI Conference Proceedings.
  • Sherrer, Bob (2008), Tom James, GSSI Conference Proceedings.
  • Stapas, Takis (2008), The Wilo Case, GSSI Conference Proceedings.
  • Stathakopoulos, Vlasis (2008), Under-Graduate Sales Management Education: The Case of Greece, GSSI Conference Proceedings.
  • Stevens, Howard & Stevens, Sally (2008), Creating the Future of Professional Sales, Elevating Selling to a Profession and Unlocking the Science of Sales 3.0, GSSI Conference Proceedings.
  • Tzokas, Nikos (2008), Leveraging Sales Technology: A Customer Value Perspective, GSSI Conference Proceedings.
  • Vlachos Pavlos & Theotokis Aristeidis (2008), Sales Force Reactions to Corporate Social Responsibility: The Moderating Role of Job Satisfaction and Individual Traits, GSSI Conference Proceedings.
  • Vrechopoulos, Adam (2008), Enhancing the Sales Function through the Effective Adoption of CRM Applications: Lessons Learned and Future Research Directions, GSSI Conference Proceedings.
  • Wilkinson, John (2008), Sales managers need to make greater useof HRM advice, GSSI Conference Proceedings.
  • Yannouchos, Lampros (2008), Alumil, GSSI Conference Proceedings.
  • Baldauf Artur, Guenzi Paolo, & Onyemah Vini (2008), “Antecedents and Consequences of Sales Force Control Systems: A Relational Perspective,” GSSI Conference Proceedings.
  • Boujena, Othman (2008), “Sales Force Automation: Toward a Successful Implementation,” GSSI Conference Proceedings.
  • Brassier, Pascal (2008), “From a Puzzle of Sales Courses to a Consistent Course of Study,” GSSI Conference Proceedings.
  • Brassier, Pascal (2008), “Business Organizations & Academic World,” GSSI Conference Proceedings.
  • Deshmukh, Ash & Sherrer, Bob (2008), “Tom James,” GSSI Conference Proceedings.
  • Dimitriadis, Sergios (2008), “Developing Salespeople Competencies Through Training: The European B2B Sales Institute Initiative,” GSSI Conference Proceedings.
  • Ehrenreich, Humenberger & Haudek (2008), “Integration of Marketing & Sales,” GSSI Conference Proceedings.
  • Fournier Christophe, Ganassalli, Stephane, & Pullins Bolman Ellen (2008), “Doctoral Research in Sales: A Comparison France vs US,” GSSI Conference Proceedings.
  • Gounaris, Spiros & Tzempelikos Nektarios (2008), “Key Account Management Orientation and its implications: An Empirical Examination,” GSSI Conference Proceedings.
  • Guesalaga, Rodrigo & Johnston, Wesley (2008), “What’s Next in Key Account Management Reasearch? Building the Bridge Between the Academic Literature and the Practitioners’ Priorities,” GSSI Conference Proceedings.
  • Hansen John, Singh Tanuja, & Weilbaker, Dan (2008), “Cultural Intelligence in Cross-Cultural Selling: Propositions and Directions for Future Research,” GSSI Conference Proceedings.
  • Kaniewska Seba, Aleksandra & Kwiatek, Piotr (2008), “Does Sales & Marketing Overlap?,” GSSI Conference Proceedings.
  • Katsikea, Evangelia (2008), “Factors Influencing Export Sales Organization Effectiveness: Implications for Export Management,” GSSI Conference Proceedings.
  • Le Bon Joel, & Merunka, Dwight (2008), “Developing the Sales Force’s Participation to Competitive Intelligence Activities: A Marketing and Sales Perspective,” GSSI Conference Proceedings.
  • Marck, Michael (2008), “Key Account Manager’s Role of Establishing Trust,” GSSI Conference Proceedings.
  • Oksanen-Ylikoski, Elina (2008), “Sales Force Automation: Toward a Successful Implementation,” GSSI Conference Proceedings.
  • Panagopoulos, Nikolaos & Avlonitis, George (2008), “On Sales Strategy and its Impact on Firm Performance,” GSSI Conference Proceedings.
  • Peterson, Robert (2008), “Friend Raising and Fund Raising: Selling Your Sales Program,” GSSI Conference Proceedings.
  • Pinczolits, Karl (2008), “Sales Force #1: An Association at the University of Applied Sciences for Business and Engineering in Austria,” GSSI Conference Proceedings.
  • Pullins Bolman, Ellen (2008), “Continuous Development in Sales Education: The UT Case,” GSSI Conference Proceedings.
  • Reid, David (2008), “The New Executive Master of Sciencein Sales Leadership at RBI,” GSSI Conference Proceedings.
  • Sahinis, Nikos (2008), “Putting Customer First,” GSSI Conference Proceedings.
  • Sherrer, Bob (2008), “Tom James,” GSSI Conference Proceedings.
  • Stapas, Takis (2008), “The Wilo Case,” GSSI Conference Proceedings.
  • Stathakopoulos, Vlasis (2008), “Under-Graduate Sales Management Education: The Case of Greece,” GSSI Conference Proceedings.
  • Stevens, Howard & Stevens, Sally (2008), “Creating the Future of Professional Sales, Elevating Selling to a Profession and Unlocking the Science of “Sales 3.0″,” GSSI Conference Proceedings.
  • Tzokas, Nikos (2008), “Leveraging Sales Technology: A Customer Value Perspective,” GSSI Conference Proceedings.
  • Vlachos Pavlos & Theotokis Aristeidis (2008), “Sales Force Reactions to Corporate Social Responsibility: The Moderating Role of Job Satisfaction and Individual Traits,” GSSI Conference Proceedings.
  • Vrechopoulos, Adam (2008), “Enhancing the Sales Function through the Effective Adoption of CRM Applications: Lessons Learned and Future Research Directions,” GSSI Conference Proceedings.
  • Wilkinson, John (2008), “Sales managers need to make greater useof HRM advice,” GSSI Conference Proceedings.
  • Yannouchos, Lampros (2008), “Alumil,” GSSI Conference Proceedings.

 

 

Wednesday, June 25, 2008

14:00-16:00 GSSI Steering Committee Meeting

16:00-18:00 Conference Registration

18:00-20:00 Opening Reception, Roof Garden, Titania Hotel

 

Thursday, June 26th 2008

08:45-09:00 Welcome Opening from Conference Co-Chairs

Keynote Address: Universities Will Lead the Way to Sales 3.0

 

09:00-09:45

  • Howard P. Stevens, Chairman and CEO, The HR Chally Group
  • Sally C. Stevens, Vice President, The HR Chally Group

 

09:45-11:15 Session I: Developing a Customer-Centric Sales Culture

Session Chair: Dan Weilbaker, McKesson Pharmaceutical Group Professor of Sales, Northern Illinois University
Participants:
What’s Next in Key Account Management Research? Building the Bridge Between the Academic Literature and the Practitioners’ Priorities

  • Rodrigo Guesalaga, Professor of Marketing, Pontificia Universidad Católica de Chile
  • Wesley Johnston, CBIM Roundtable Professor of Marketing, Georgia State University

Key Account Manager’s Role of Establishing Client’s Trust

  • Michael Marck, Teaching Fellow, University of Strathclyde

Success Factors in Key Account Management: An Empirical Study

  • Spiros Gounaris, Assistant Professor of Marketing, Athens University of Economics & Business
  • Nektarios Tzempelikos, Doctoral candidate, Athens University of Economics & Business

Customer-Centric Sales Culture: The Sara Lee Case Study

  • Fotis Zisimopoulos, Marketing Manager, Sara Lee Coffee and Tea Hellas

 

11:15-11:45 Coffee break

 

11:45-13:15 Session II: Sales & Sales Management Education: Global Perspectives

Session Chair: Rosann L. Spiro, Professor of Marketing, Indiana University Panel Discussion Participants:
Continuous Development in Sales Education: The UT Case

  • Ellen Bolman Pullins, Schmidt Research Professor of Sales & Sales Management, University of Toledo

Dissertations in Sales: A Comparison of France versus the U.S.

  • Christophe Fournier, Professor of Marketing, CR2M, Université Montpellier 1 and Montpellier School of Business (Groupe ESC)
  • Stéphane Ganassali, Université de Savoie, IREGE
  • Ellen Bolman Pullins, Schmidt Research Professor of Sales & SalesManagement, University of Toledo

Does Sales & Marketing Overlap? Polish Perspective

  • Piotr Kwiatek, Assistant Professor of Marketing, Poznan University of Economics
  • Aleksandra Kaniewska-Sęba, Assistant Professor of Marketing, Poznan University of Economics

Scandinavian Challenges in Sales Education and Pedagogy: Bringing Sales Skills and Attitude into Theory-Centred Business Curricula

  • Elina Oksanen-Ylikoski, Principal Lecturer of Professional Sales, Haaga- Helia-University of Applied Sciences

Sales Management Education: The Case of Greece

  • Vlasis Stathakopoulos, Associate Professor of Marketing, Athens University of Economics & Business

 

13:15-14:15 Lunch break

 

14:15-15:45 Session III: Developing Competencies in B2B & B2C Selling

Session Chair: Ellen Bolman Pullins, Schmidt Research Professor of Sales & Sales Management, University of Toledo
Panel Discussion Participants:
Direct Selling: A Productive Sales Channel – Part A

  • Bob Sherrer, Chairman of the Board, Tom James Company

Direct Selling: A Productive Sales Channel –Part B

  • Ash Deshmukh, VP Training and Talent Acquisition, Tom James Company

Developing Salespeople Competencies Through Training: The European B2B Sales Institute Initiative

  • Sergios Dimitriadis, Assistant Professor of Marketing, Athens University of Economics & Business

Developing Competencies in Selling: The Germanos Case Study

  • Alexandros Doukas, Sales Director of Germanos Retail Network

 

15:45-16:15 Coffee break

 

16:15-17:45 Session IV: Integrating Sales with Other Functions

Session Chair: David Reid, Professor & Executive Director of the Russ Berrie Institute for Professional Sales, William Paterson University
Panel Discussion Participants:

Interface Management: Integration of Marketing and Sales

  • Anna Humenberger, Professor of Marketing, FHWien University of Applied Sciences- WKW

Sales Managers Need to Make Greater Use of HRM Advice

  • John Wilkinson, Lecturer of Marketing, University of South Australia

Marketing and Sales Conflict: Bridging the Gap

  • George J. Avlonitis, Professor of Marketing, Athens University of Economics & Business
  • Kostas Lionakis, Doctoral candidate, Athens University of Economics & Business

Integrating Sales With the Engineering Profession

  • Liisa Kairisto-Mertanen, Dean, Technology, Environment and Business, Turku University of Applied Science

 

17:45-18:30 Session V: International Update on Sales Programs & Curricula since 2007 GSSI Conference
Session Chair: Christophe Fournier, Professor of Marketing, CR2M, Université Montpellier 1 and Montpellier School of Business (Groupe ESC)

Panel Discussion Participants:

  • Richard Buehrer, Director & Professor of Sales & Sales Management, Schmidt School of Professional Sales-University of Toledo
  • Anna Humenberger, Professor of Marketing, FHWien University of Applied Sciences- WKW
  • Dan Weilbaker, McKesson Pharmaceutical Group Professor of Sales, Northern Illinois University
  • David Reid, Professor & Executive Director of the Russ Berrie Institute for Professional Sales, William Paterson University
  • Piotr Kwiatek, Assistant Professor of Marketing, Poznan University of Economics
  • Elina Oksanen-Ylikoski, Principal Lecturer of Professional Sales, Haaga- Helia-University of Applied Sciences
  • Pascal Brassier, Professor of Sales & Sales Management, Chair of the Department of Marketing & Sales, ESC Clermont Graduate Management School
  • George J. Avlonitis, Professor of Marketing, Athens University of Economics & Business

20:00 Dinner: “Greek Night” Event (to be announced)

 

Friday, June 27th 2008

08:30-09:00 Session VI: GSSI As An Organization: Update from the Steering Committee & Annual Business Meeting

Ellen Bolman Pullins, Schmidt Research Professor of Sales & Sales Management, University of Toledo

 

09:00-09:45 Keynote Address: The Challenges of Sales Leadership

  • Gerhard Gschwandtner, Founder and CEO of Selling Power, Inc.

 

 

09:45-11:15 Session VII: Crafting Sales Strategy

Session Chair: Dominique Rouziès, Professor of Marketing, HEC Paris-School of Management
Participants:
Developing the Sales Force’s Participation to Competitive Intelligence Activities: A Marketing and Sales Perspective

  • Joël Le Bon, Associate Professor of Marketing, Essec Business School (Paris – Singapore)
  • Dwight Merunka, Professor of Marketing, Paul Cézanne University in Aix en Provence and EUROMED Marseille School of Management

Antecedents and Consequences of Sales Force Control Systems: A Relational Perspective

  • Artur Baldauf, Professor of Marketing, University of Bern
  • Paolo Guenzi, Associate Professor of Marketing, SDA BocconiUniversity
  • Vini Onyemah, Assistant Professor of Marketing, Boston University

Sales Force Reactions to Corporate Social Responsibility: The Moderating Role of Job Satisfaction and Individual Traits

  • Pavlos Vlachos, Senior Researcher, Athens University of Economics & Business
  • Aristeidis Theotokis, Doctoral candidate, Athens University of Economics & Business

A Sales Strategy Case-Study

  • Irene Maragoudaki, Managing Director, Emporiki Credicom

Sales Strategy and its Impact on Firm Performance

  • Nick Panagopoulos, Lecturer of Marketing, Athens University of Economics & Business
  • George J. Avlonitis, Professor of Marketing, Athens University of Economics & Business

 

11:15-11:45 Coffee Break

 

11:45-13:15 Session VIII: Facilitating Collaboration between Organizations & Universities
Session Chair: Richard Buehrer, Director & Professor of Sales & Sales Management, Schmidt School of Professional Sales-University of Toledo Panel Discussion Participants:Business Organizations & Academic World: Overlapped Objectives vs. Contradictory Approaches?

  • Pascal Brassier, Professor of Sales & Sales Management, Chair of the Department of Marketing & Sales, ESC Clermont Graduate Management School

Friend Raising and Fund Raising

  • Robert Peterson, Chair and Associate Professor of Sales, Russ Berrie Institute for Professional Sales-William Paterson University

The Involvement of Companies in Research Topics of Universities

  • Karl Pinczolits, Professor of Sales, Market Communications and Sales Institute, University of Applied Sciences of Wiener Neustadt

Academics and Managers: A Need for Mutual Understanding

  • Athanassios Kouremenos, Professor of Marketing, University of Piraeus

 

13:15-14:15 Lunch Break

 

14:15-15:45 Session IX: Going Abroad? International Issues in Sales

Session Chair: Dawn Deeter-Schmelz, Ohio University
Participants:
Cultural Intelligence in Cross-Cultural Selling: Propositions and Directions for Future Research

  • John Hansen, Assistant Professor of Marketing, Northern Illinois University
  • Tanuja Singh, Associate Professor and Chair of Marketing, Northern Illinois University
  • Dan Weilbaker, McKesson Pharmaceutical Group Professor of Sales, Northern Illinois University

 

Factors Influencing Export Sales Organization Effectiveness: Implications for Export Management

  • Eva Katsikea, Lecturer of Marketing, Athens University of Economics & Business

Experience in Global Selling: The Wilo Case Study

  • Takis Stapas, President & Managing Director, Wilo Hellas

Experience in Global Selling: The Alumil Case Study

  • Lambros Yannouchos, Commercial Director, Alumil S.A.

 

15:45-16:00 Coffee Break

 

16:00-17:30 Session X: Leveraging Sales Technology

Session Chair: Jay Mulki, Assistant Professor of Marketing, Northeastern UniversityM
Panel Discussion Participants:
Leveraging Sales Technology: A Customer Value Perspective

  • Nikos Tzokas, Professor of Marketing, Norwich Business School, University of East Anglia

Sales Force Automation: Toward a Successful Implementation

  • Othman Boujena, Professor of Marketing, ISG Paris Business School

Enhancing the Sales Function through the Effective Adoption of CRM Applications: Lessons Learned and Future Research Directions

  • Adam Vrechopoulos, Lecturer of Marketing, Athens University of Economics & Business

Entersoft CRM Case Study: Putting Customers First

  • Nikos Sahinis, Commercial Manager, Enterprise & Partners Division, Entersoft SA

 

17:30-17:45 Concluding Remarks from Conference Co-Chairs