List of papers from the GSSI Conference 2016 in Birmingham:
- Douglas, Tony (2016), Supermarket Buyers’ Perspectives on the Sales Process Effectiveness of Food and Drink SMEs in Scotland, GSSI Conference Proceedings.
- Galanakis, Anastasios (2016), An investigation into the organizational factors that affect the export sales effectiveness in Greek exporting SMEs, GSSI Conference Proceedings.
- Görne, Jobst (2016), Improving Sales Engineering Teaching by using Continuous Grading as Extrinsic Motivation, GSSI Conference Proceedings.
- Hautamäki, Pia, Sirpa Hänti and Bert Paesbrugghe (2016), Business Buyer’s Expectations Before the first Buyer-Seller Interaction, GSSI Conference Proceedings.
- Hochstein, Bryan (2016), The New Sales Interaction: Empowered Consumers, Sales Influence Tactics, and Knowledge Brokers, GSSI Conference Proceedings.
- Honge, Shinji and Yoshinobu Sato (2016), Comparison of “Eigyo” in Japan with Marketing & Sales, GSSI Conference Proceedings.
- Hosoi, Kenichi and Kenneth Ichiro Tsuye (2016), How Social Capital Affects Sales Interaction, GSSI Conference Proceedings.
- Inyang, Aniefre Eddie and Juliana White (2016), How Social Capital Affects Sales Interaction, GSSI Conference Proceedings.
- Itani, Omar S., Ashish Kalra and Aniefre Eddie Inyang (2016), Revisiting the Relationship between Organizational Ethical Climate and Job Satisfaction of Salespeople, GSSI Conference Proceedings.
- Jokiniemi, Sini (2016), Placing coaching at the center of sales interactions – a novel approach to B2B sales, GSSI Conference Proceedings.
- Kaski, Timo, Mari Holopainen and Jarkko Niemi (2016), Exploring value creation in video-recorded B2B sales interaction – A conversation analytic perspective, GSSI Conference Proceedings.
- Lassk, Felicia and Jay Prakash Mulki (2016), Emotional Intelligence’s Impact on Salespeople’s Behaviors and Performance, GSSI Conference Proceedings.
- Liu, Annie H. and Mark P. Leach (2016), How do Enduring Relationships with Defected Customers Affect Customer Reacquisition: B2B Buyer’s Perspectives, GSSI Conference Proceedings.
- Lyngdoh, Teidorlang and Sridhar Guda (2016), Flow Among Salesperson and Ethical Selling Behaviour: An Empirical Examination Among Sales Force in India, GSSI Conference Proceedings.
- Lyngdoh, Teidorlang (2016), Flow among Salesperson: What it is and Why it is significant for salesperson’s performance, GSSI Conference Proceedings.
- Mehl, Erik and Håvard Hansen (2016), Sales Person’s Propensity to Collect Market Information: A Stdy of Antecedents and the Moderating Effects of Locus of Control, GSSI Conference Proceedings.
- Nielson, Blake E., Steven Eichmeier and Desiree Cooper-Larson (2016), Organizational Compensation Limitations Inhibiting Recruitment of Top-Tier Qualified Sales Graduates, GSSI Conference Proceedings.
- Pezenka, Ilona (2016), Personality as predictor of the perception of sales as a career, GSSI Conference Proceedings.
- Rangarajan, Deva (2016), What Keeps Sales Managers Up at Night, GSSI Conference Proceedings.
- Reid, David A., Robert M. Peterson, Gregory A. Rich and Richard E. Plank (2016), Examining the Use of Sales Force Management Practices, GSSI Conference Proceedings.
- Stadlmann, Christian (2016), Manufacturers’ Governance Mechanisms of the Distributors’ Sales Force – Is there a Missing Link?, GSSI Conference Proceedings.
- Stübiger, Nina and Alexander Haas (2016), The Importance of Firms’ Interaction Capability for Firm-Customer Relationship Effectiveness: A Key Account Management Perspective, GSSI Conference Proceedings.
- Takigawa, Masayuki and Hozumi Waki (2016), Different thoughts between EIGYO (Sales), Marketing and Selling divisions in Japanese companies, GSSI Conference Proceedings.
- Thoma, Axel and Lisa Napolitano (2016), From Advocating Brands to Creating Value: A Case Study of Transforming Oncology Field Sales Roles and Capabilities, GSSI Conference Proceedings.
- Wood, John (2016), Salesperson Pricing Authority, Implications in the Context of Information Transparency, GSSI Conference Proceedings.
- Xu, Jun (2016), Salesperson Relationship Orientation and Effective Management of Buyer-Seller Relationships, GSSI Conference Proceedings.
- van Zeeland, Eveline M. and van der Holst (2016), A neuroscientific perspective on trust and distrust in buyer-seller dyads, GSSI Conference Proceedings.