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Tentative GSSI 2011 Annual Conference Program below, Milan, June 22-24, 2011. For more information see the conference web site at

GSSI 2011 – Conference Programme

WEDNESDAY 22 JUNE

14.00-14.30 Reception and registration
14.30-15.00 Opening ceremony
15.00-16.30 Special session Exploring Cross-Cultural Differences in the Selling Process: Ellen Pullins (Toledo), Andrea Dixon (Baylor), Liisa Kairisto-Mertanen (Turku), Piotr Kwiatek (Poznan), Nick Panagopoulos (Athens)
16.30-17.00 Coffee break
17.00-19.00 Roundtable with managers
19.00-20.00 Keynote speaker: Neil Rackham
20.00
Cocktail

THURSDAY 23 JUNE

9.00-10.30
GSSI Steering Committee (9-10)
Advisory Committee (10-10.30)
10.30-11.00 Coffee break
11.00-12.30 Special session Sales modelists: Soenke Albers (Kiel), Murali Mantrala (Missouri), Kalyan Raman (Kellogg), Tom Steenburgh (Harvard), Andy Zoltners (Kellogg)
12.30-14.00
General Assembly (12.30-13)
13.00-14.00 Lunch (13-14)
14.00-15.30 Special session Leading thinkers in sales: Mike Ahearne (Houston), Richard McFarland (Kansas State), Rosann Spiro (Indiana), Willem Verbeke (Erasmus)
15.30-16.00 Coffee break
16.00-16.45 Special session Global Sales Barometer: Nick Panagopoulos (Athens), Paolo Guenzi (Bocconi)
17.00-19.00 Roundtable with managers
20.30 Gala dinner

FRIDAY 24 JUNE: PAPERS PRESENTATIONS

SESSION 1: Intra-organizational issues in sales
8.45-10.15
1) Performance Effects of Sales-Marketing Alignment (Robert M. Peterson, Vijaykumar Krishnan, Geoffrey L. Gordon)
2) Marketing and Sales conflict: An exploratory investigation of sources and consequences on performance (George J. Avlonitis, Konstantinos Lionakis)
3) The influence of dual leadership on cross-functional selling team performance: A conceptual analysis and research (Ulrich M. Veyhl, John W. Wilkinson)
4) Emotions, Expectations and Sales Performance: A Longitudinal Study (Richard Bagozzi, Isabella Soscia, Paolo Guenzi)

SESSION 2: Customer reactions to the salesperson
10.30/12.00
1) The Impact of Perceived Selling Efficacy On Sales Person Escalation of Commitment (Leff Bonney)
2) Fake It Until You Make It? Negative Effects of Status Consumption in Personal Selling Roles (Melissa Clark Nieves)
3) The Dark Side of Adaptive Selling (Paolo Guenzi, Luigi De Luca, Rosann Spiro)
4) Interpersonal interaction in sales meetings (Sini Jokiniemi, Aino Halinen)

12.00-13.00 Lunch

SESSION 3: Sales force management
13.00-14.30
1) Sales Contests and Quotas with Imbalanced Territories: A Model and Experiments (N. B. Syam)
2) The sales manager's tasks, rights and scope of responsibilities – an exploratory study from the agricultural machinery market (Aleksandra Kaniewska-Seba)
3) Communication competence and the sales force management (Anna Rogala)
4) The Effects of Salesperson Mentoring on Multi-Faceted Job Satisfaction (Nathaniel Hartmann, Brian N. Rutherford, Scott B. Friend, G. Alexander Hamwi)

SESSION 4: The role of technology and different customer touchpoints in selling
14.45-16.15
1) Understanding the Role of Social Media in Salesperson Customer Relationship Performance: A Social Capital Perspective (Prabakar Kothandaraman, Rajiv Kashyap, Raj Agnihotri)
2) The Role of Trade Fairs in Sales: Trends and Research Propositions (Grzegorz Leszczyński, Marek Zieliński)
3) Death of a salesman: Birth of a knowledge broker (Michael Bendixen, Yuliya Yurova, Russell Abratt, Michael Rawdan)
4) Using CRM data: Modeling and measuring the effect of sales force knowledge on customer decision making (Othman Boujena)

SESSION 5: Building relationships with customers
16.30-18.00
1) How sales person bridged over the structural hole (Kenichi Hosoi, Yoshiyuki Nakagawa, Yoritoshi Hara, Masaaki Takemura)
2) Relationship Selling, Bridging the Gap Between Paradigm and Practice in the B2B Arena. An International Logistics Express Leader Company Case Within Emerging Marketing Context (Romania) (Florin Mihoc, Nicolae Al. Pop)
3) Solving the paradox of Machiavellianism: Machiavellianism may make for productive sales but poor team spirit (Richard P. Bagozzi, Isabella Soscia, Paolo Guenzi)