2018 AMA Faculty Consortium - New Horizons in Selling and Sales Management

Boston, MA
8/8/2018 8:00 AM - 8/10/2018 5:00 PM
Register before 8/10/2018 11:59 PM for early registration fee

AMA ​Faculty Consortium  

New Horizons in Selling and Sales Management 


Sales Scholarship: Honoring the Past, and Defining the Future

A Pre-Conference Event to the AMA Summer Academic Conference 

August 8th - August 10th 2018 in Boston, Massachusetts, USA 

About the Consortium:
  • This event has a rich history and has been held only occasionally since 1982. It is a premier opportunity to bring together the broad based sales academic community globally to review, discuss, and extend current understanding of selling and sales management in today’s business environment. It is a must-attend for sales scholars.
  • Key questions include: How has sales evolved? What models in selling/sales management have emerged from innovative, new technology-based business models?
  • It’s a great opportunity to enhance relationships among early-career, mid-career, and senior sales colleagues, and to provide opportunities for research collaboration.​​​​​​​​​​​​​​​​


Doctoral students with demonstrated interest in research in selling and sales management are invited to apply for travel fellowships for this preconference, generously provided by Baylor’s Center for Professional Selling. The registration fee will be waived for all students selected for the Baylor fellowships. For consideration, please send a CV to karen.flaherty@okstate.edu.​

Day 1: August 8 (Wednesday) – Marriott Copley Place


Welcome and Introductions​


​​Session I: The Role of Artificial Intelligence (AI) in the Future of Sales

Sponsored by the Stephen Stagner Sales Institute at the University of Houston

​Haya Ajjan, Elon University
Jim Dickie, CSO Insights
Joël Le Bon, University of Houston

Nick Lee, Warwick Business School
Description: The shift from natural intelligence (human or animal) to machine intelligence (AI) is progressing. This session explores recent advancements in AI, robotics, and associated technology and their potential to impact sales practice and research.


Sponsored by the Stephen Stagner Sales Institute at the University of Houston



Location: Top of the Hub, Prudential Center

Day 2: August 9 (Thursday) – Northeastern University, Boston


​Doctoral Student Breakfast

Sponsored by Baylor’s Center for Professional Selling

Location: Marriott Copley
Andrea Dixon, Stephanie Mangus, and Keith Richards, Baylor University


Dean Raj Echamabadi, D’Amore-McKim School of Business at Northeastern University
Announcements for the day

​Session II: Sales Research – Honoring the Past

Sponsored by the Sales and Customer Insights Center at TCU

Facilitator: Bill Moncrief (TCU) 
Description: This session includes a panel discussion centered on the history and development of foundational sales frameworks, models, and theory.
Bill Cron, TCU
Ken Evans, Lamar University
Tom Ingram, Colorado State University (Emeritus)
Tom Leigh, University of Georgia (Emeritus)



​Session III: Research Excellence Today

Sponsored by the Strategic Sales Initiative at Michigan State University

Facilitator: Greg Marshall, Rollins College​
Description: In this session, leading sales researchers will share current research and insights on successful publishing, with the goal of promoting discussion around current critical research streams relevant to the sales domain.
Michael Ahearne, University of Houston
Robert Palmatier, University of Washington
Dominque Rouzies, HEC Paris
Jagdip Singh, Case Western Reserve University
Tom Steenburgh, University of Virginia, Darden School



​Session IV: Future Research Directions—Lightning Session

Sponsored by the Edward H. Schmidt School of Professional Sales at the University of Toledo

Facilitator: Ellen Pullins, University of Toledo
Description: In this session, leading sales scholars will present, in a lightning fashion, their current research as well as future research directions. The session will promote meaningful dialogue on where sales research needs to go in the future.
Willy Bolander, Florida State University
Chris Blocker, Colorado State University
Scott Friend, Miami University
Zachary Hall, TCU
Nathaniel Hartman, University of Hawaii at Manoa
Bryan Hochstein, University of Alabama
Selma Kadic-Maglajlic, University of Sarajevo
Avinash Malshe, University of St. Thomas
Stephanie Mangus, Baylor University
Jessica Ogilvie, Ohio University



​Session V: Issues in Sales Research

Sponsored by the University Sales Center Alliance

Facilitators: Felicia Lassk and Jay Mulki, Northeastern University
Description: This session will focus on facilitating a discussion of issues and challenges facing sales researchers today.
Andrea Dixon, Baylor University
Karen Flaherty, Oklahoma State University
Doug Hughes, Michigan State University
Annie Liu, Texas State University
Murali Mantrala, University of Missouri
Adam Rapp, Ohio University

​Reception at Marriott Copley Place


​Dinner on your own in Boston


Day 3: August 10 (Friday) – Marriott Copley Place


Session VI: Breakfast – Honoring Veteran Sales Faculty​

Sponsored by the Spears School of Business at Oklahoma State University

Description: This breakfast session will include employ a roundtable discussion format. It is designed to provide an opportunity for conference attendees to learn from and engage with veteran sales faculty who have had a meaningful impact on the sales field.
Jim Boles, University of North Carolina - Greensboro
William Cron, TCU
René Darmon, ESSEC
Ken Evans, Lamar University
Tom Ingram, Colorado State University
Eli Jones, Texas A&M University
Raymond “Buddy” LaForge, University of Louisville
Thomas Leigh, University of Georgia
Bill Moncrief, TCU
Rosann L. Spiro, Indiana University

​Session VII: Doctoral Student—Faculty Networking Session

Sponsored by Baylor’s Center for Professional Selling

Facilitators: Andrea Dixon, Stephanie Mangus, and Keith Richards, Baylor University
Description: Baylor New Horizons Consortium Doctoral Student Fellows will be invited to engage in a speed networking event with faculty. The student fellows will rotate through groups of faculty. The objective of the session is for all sales faculty to meet the PhD students and become familiar with the research interests and directions being pursued by the students.



​Session VIII: Setting the Research Agenda

Sponsored by Routledge/Taylor & Francis

Moderator: Karen Flaherty, Oklahoma State University
Description: This session is designed to synthesize the research ideas and directions that have emerged throughout the consortium. Attendees will breakout into small groups with a leader/facilitator to brainstorm, and then reconvene to identify research priorities. Output from this collaboration will be distributed to the sales community.
Breakout Leaders: TBD

​Closing Remarks


​Summer AMA Begins

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