Program of the GSSI Conference 2009 in Clermont-Ferrand:
Download papers, presentations or abstracts of the GSSI Conference 2009 in Clermont-Ferrand:
- Bobot, Lionel (2009), Teaching Sales Management with Combining Computer-Based Simulation & Case Discussions, GSSI Conference Proceedings.
- Darmon, René Y. and Xavier Martin (2009), Impacts of Short- and Long-Term Managerial Objectives on Sales Force Control Systems and Salespeople’s Performance, GSSI Conference Proceedings.
- Fourali, Chahid (2009), Motivation versus wisdom?, GSSI Conference Proceedings.
- Görne, Jobst (2009), Sales Control in B2B Business, GSSI Conference Proceedings.
- Guenzi, Paolo, Gabriele Troilo and Luigi M. De Luca (2009), Organizational Drivers of Customer-Oriented Selling, GSSI Conference Proceedings.
- Guzek, Fred (2009), Teaching SPIN® through Practical Application: The Impact on Students’ Lives, GSSI Conference Proceedings.
- Kaniewska-Sęba, Aleksandra and Piotr Kwiatek (2009), Concept of assessing sales force composite bias in sales forecasts, GSSI Conference Proceedings.
- Kwiatek, Piotr and Grzegorz Leszczyński (2009), Conceptualizing Effects of Communications Alignment in Buyer-Seller Relationship, GSSI Conference Proceedings.
- Lim, Kim Seah Thomas and John W. Wilkinson (2009), Business-to-business salespeople’s understanding of relationship selling principles, GSSI Conference Proceedings.
- Mallin, Michael L., Ellen Bolman Pullins and Richard E. Buehrer (2009), Mallin-Pullins-Buehrer, GSSI Conference Proceedings.
- Panagopoulos, Nikolaos G. and George J. Avlonitis (2009), Sales Leadership Behaviors: Does the Environment Matter?, GSSI Conference Proceedings.
- Pellegrin-Boucher, Estelle, Christophe Fournier and Hervé Fenneteau (2009), How Alliance Managers Sell Products with their own competitors? – Some Key Factors Success, GSSI Conference Proceedings.
- Riviere, Olivier (2009), The society and the way to do business evolve, so should the practice of GAM, GSSI Conference Proceedings.
- Wilkinson, John W. (2009), Sales management issues relating to cross-functional business-to-business selling teams, GSSI Conference Proceedings.