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Please find below the provisional conference programme

Thursday 19 March

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

(sponsored by Corporate Visions)

Ground floor atrium

Friday 20 March

Saturday 21 March

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
Christina Henke, Sascha Alavi, Matthias Weiß

Enhancing Salesforce Productivity in the Pipeline: The Promise of AI
Richard E. Plank

The Use Of Social Media By The Sales Force – Is This A Top Down Or Bottom Up Driven Activity?
Kenneth Le Meunier-Fitzhugh, Lesley Caroline Le Meunier-Fitzhugh

Moderating Effects Of Salespeople’s Characteristics On The Linkage Between Salespeople’s Work Effort, Social Media Adoption And Customer Acquisition Performance
Dennis Schendzielarz, Sascha Alavi, Jan Helge Guba

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
Andy Hough, CEO, Association for Professional Sales

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
(4 papers)

Lessons from a Marketing Automation Certification Experience
Omar Shehryar

Sales Enablement: A Theoretical Perspective
Avinash Malshe, Robert M. Peterson, Scott B. Friend, Howard Dover

 Role Of Costly Signals In Bop Markets
Fahad Mansoor Pasha, Nick Lee, Magda Hassan

 Paradoxes in Leading Sales Productivity in Today’s Sales Organisations
Javier Marcos-Cuevas


15.00 - 15.15 Coffee break 1st floor atrium
15.15 - 16.45 Session 3: Selling and Salespeople (4 papers)

Hunting Orientation and Customer Acquisition
Srinath Gopalakrishna. Andrew T. Crecelius, Ashutosh Patil

Apologising for Service Failure: Preliminary Evidence for Different Ordering of Apology Elements
Nick Lee, Tim Reisterer, Doug Hutton, Erik Peterson

Does Immediate Feedback Motivate the Next Generation of Salespeople?
Ying Yang, Xiaofei Pan, Christine Lai-Bennejean

Delegation Authority To The Sales Force: The Role Of Management Objectives On Business-To-Business Negotiation Outcomes
Christine Lai-Bennejean, Javier Marcos

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
Madhu Viswanathan, Raghunath Singh Rao, George John, Sunil Kishore

 When Does Reducing Sales Force Incentives Help Or Harm? Understanding The Trade-Off Between Quantity And Quality Of Salespeople’s Effort
Martin Krämer, Sascha Alavi, Johannes Habel, Michael Ahearne

Incentives and burnout: Dynamic compensation design with effort cost spillover
Rob Waiser, Jean-Pierre Benoît

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

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
Rushana Khusainova, Ad de Jong, Nick Lee, Greg W. Marshall, John M. Rudd

Neuroticism And Organizational Commitment Among Salespeople: The Mediating Influence Of Ethical Behavior And Moderating Role Of Flow
Teidorlang Lyngdoh, Blake Nielson, Alex Lawrence

The Impact Of Cultural Intelligence On Sales Skills: An Explanatory Model
Nadine Fischer

A within-person analysis of the salesperson burnout process
Dayle Childs, Belinda Dewsnap, Nick Lee, John Cadogan


10.30 -11.00 Coffee Break

1st floor atrium

11.00 - 12.30 Session 6: Sales Organization and Management (4 papers)

Flexibility in Marketing and Sales: Inter-departmental and Intra-departmental interface
Milena Micevski, Belinda Dewsnap, John Cadogan, Selma Kadić-Maglajlić

Managing Hybrid Sales Organizations
Yeji Lim, Murali Mantrala, Olivier Rubel

The Role Of Sales And Marketing In B2b-Oriented Start-Ups Across Their Development Stages
Verena Maag, Sascha Alavi, Jan Wieseke

Throwdown: Evidence of the Effectiveness a Novel Sales Contest from a Field Experiment
Raghu Bommaraju, Arunachalam Swaminathan, Sebastian Hohenberg 

12.30 Conference Close  
  Packed lunch provided to eat here or take away 1st floor atrium