Programme
Please find below the provisional conference programme
Thursday 19 March
Time |
Event |
Location |
| 17.30 | Registration opens at Warwick Business School, University of Warwick | WBS Ground floor atrium |
|
18:00 - 18:30 18:30- 20:30 |
Welcome drinks reception Buffet dinner
|
Ground floor atrium |
Friday 20 March
Time |
Event |
Location |
| 08.30 |
Registration and conference desk open Morning refreshments available |
WBS 1st floor atrium |
|
09.00 - 10.30 |
Session 1: Digital Transformation (4 papers) Behind The Scenes Of Digitization: On The Role Of Sales Employees’ Psychological Needs Inherent In Usage Of Advanced Digital Technologies Enhancing Salesforce Productivity in the Pipeline: The Promise of AI The Use Of Social Media By The Sales Force – Is This A Top Down Or Bottom Up Driven Activity? Moderating Effects Of Salespeople’s Characteristics On The Linkage Between Salespeople’s Work Effort, Social Media Adoption And Customer Acquisition Performance |
To be confirmed (tbc) |
| 10.30 - 11.00 | Coffee break |
1st floor atrium |
| 11.00 - 12.00 |
Keynote and Panel: Bringing Together Sales Force Research and Practice |
Lecture theatre |
| 12.00 - 13.30 | Buffet Lunch | MBA Lounge Ground floor |
| 13.30 - 15.00 |
Session 2: New Directions in Selling and Sales Management Lessons from a Marketing Automation Certification Experience Sales Enablement: A Theoretical Perspective Role Of Costly Signals In Bop Markets Paradoxes in Leading Sales Productivity in Today’s Sales Organisations |
tbc |
| 15.00 - 15.15 | Coffee break | 1st floor atrium |
| 15.15 - 16.45 | Session 3: Selling and Salespeople (4 papers)
Apologising for Service Failure: Preliminary Evidence for Different Ordering of Apology Elements Does Immediate Feedback Motivate the Next Generation of Salespeople? Delegation Authority To The Sales Force: The Role Of Management Objectives On Business-To-Business Negotiation Outcomes |
tbc |
| 16.45 - 17.00 | Coffee break | 1st floor atrium |
| 17.00 - 18.10 |
Session 4: Incentives (3 papers) Do Activity-Based Incentive Plans Work? Evidence from a Large-Scale Field Experiment When Does Reducing Sales Force Incentives Help Or Harm? Understanding The Trade-Off Between Quantity And Quality Of Salespeople’s Effort Incentives and burnout: Dynamic compensation design with effort cost spillover |
tbc |
| 18.30 | Coach pickup for Warwick Castle - LEAVING at 18.30 prompt | Gather in WBS reception area |
| 19.00 - 22.30 | Gala conference dinner |
Warwick Castle |
| 22.30 | Coach departs at 22.30 prompt | drop off area |
Saturday 21 March
Time |
Event |
Location |
| 08.30 - 09.00 | Morning refreshments | WBS 1st floor atrium |
| 09.00 - 10.30 |
Session 5: Psychological Factors (4 papers) Motivating Salespeople With Sales-Force Control Systems: A Cognitive And Affective Perspective Neuroticism And Organizational Commitment Among Salespeople: The Mediating Influence Of Ethical Behavior And Moderating Role Of Flow The Impact Of Cultural Intelligence On Sales Skills: An Explanatory Model A within-person analysis of the salesperson burnout process |
tbc |
| 10.30 -11.00 | Coffee Break |
1st floor atrium |
| 11.00 - 12.30 | Session 6: Sales Organization and Management (4 papers) Managing Hybrid Sales Organizations The Role Of Sales And Marketing In B2b-Oriented Start-Ups Across Their Development Stages Throwdown: Evidence of the Effectiveness a Novel Sales Contest from a Field Experiment |
tbc |
| 12.30 | Conference Close | |
| Packed lunch provided to eat here or take away | 1st floor atrium |
Main Contact:
Sponsors:
ESFP 2020 is sponsored by Corporate Visions, The Association of Professional Sales and The International Journal of Sales Transformation