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Call for Papers:

Tenth Global Sales Science Institute Conference (GSSI 2016 at Vlerick Business School, Ghent, Belgium)

Extended Submission Deadline: FEBRUARY 19, 2016

ÂÜÀòÉç¹ÙÍøt the Conference

The Global Sales Science Institute Conference is a unique gathering of international scholars and practitioners interested in cutting edge professional selling and sales management practices and research. The GSSI Conference is held annually every year and in keeping with its title, is held in a different location every year. This year marks the 10th year that the conference has been held. The conference will be co-hosted by the Vlerick Business School (Belgium) and the McCoy College of Business at Texas State University (USA) and will be held at the Vlerick Business School campus in the city of Gent, Belgium.

In addition to scientific research, we will highlight best practices in teaching, making this an excellent conference opportunity for non-researching faculty, as well as providing a development opportunity for everyone that teaches sales-related classes. While traditional research presentations will still be focused, a portion of the agenda will be targeted at educators wishing to develop, improve or refresh their sales teaching skills: from teaching a sales module in a course to teaching multiple sales major classes.

Conference Theme

Professional Selling in the Era of the Empowered Buyers

Competitive Paper Submissions. This year’s conference welcomes both conceptual and empirical papers related to all aspects of professional selling and sales management. Papers which connect science with practice, and those which explore interesting new trends, directions and important developments in selling and sales management are especially encouraged. In particular, we would like to encourage both explorative and advanced research on a set of topics pertaining to how professional selling and sales management is evolving today in response to well-informed, professional buyers increasingly placing more demands on the sales force. Based on a set of interviews that the conference chairs have had with sales practitioners and based on extant research in the sales domain, a suggested list of topics (but not exhaustive) is listed below. Competitive papers should be submitted electronically to Dr. Annie Liu at Texas State University, aliu@txstate.edu.

Best Practices in Sales Education. GSSI 2016 will again offer this very special session. Those interested in presenting effective classroom techniques, assignments, etc., used in any sales-related class should email their ideas to Dr. Deva Rangarajan at Vlerick Business School, deva.rangarajan@vlerick.com .

Doctoral Student Sales Research Program. There will be a special competitive session for doctoral student papers (empirical or conceptual) related to any selling and/or sales management issue. Submitted papers must be authored solely by doctoral students (single or multiple authors are acceptable) who are candidates for degrees in marketing or a closely related field at an accredited university. In addition, the Conference registration fees will be waived for doctoral students with accepted papers. For doctoral students without accepted papers, Conference registration fees will also be significantly reduced. When submitting your papers please mention that the paper has been authored (or co-authored) by doctoral student(s). There will be an award for the best doctoral paper!

Conference Co-Chair
Annie H. Liu, PhD
Associate Professor of Marketing
McCoy College of Business
Texas State University, USA
email: aliu@txstate.edu
phone: +1-512-245-7454

Conference Co-Chair
Deva Rangarajan
Associate Professor of Marketing
Vlerick Business School
Gent, Belgium
email: deva.rangarajan@vlerick.com
phone: +32 9 210 9203

Conference Fees and Registration

Early Registration- 425 Euros (until 31 March 2016) Normal Registration- 495 Euros Doctoral Students- 200 Euros
Extended Submission Deadline: February 19, 2016
Conference Dates: June 3-5, 2016

The conference registration fee covers admissions to all sessions, conference proceedings, two luncheons, coffee breaks, and three dinners. Accommodation rates are not included in the conference fee.

Conference Website:

 

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