Selling and Sales Management


The Houston Conference in Selling and Sales Management, Houston, 2-4 Apr 2009; Deadline 15 Nov

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The Houston Conference in Selling and Sales Management

Call for Papers
Selling and Sales Management Conference
April 2-4, 2009

Sponsored by: The University of Houston, Sales Excellence Institute
Hotel Derek, Houston, Texas USA
Chairs: Steven P. Brown and Michael J. Ahearne


We hope you will mark your calendars and plan to participate in the Houston Conference in Selling and Sales Management at the Hotel Derek, Houston, Texas, April 2-4, 2009. The conference is sponsored by the Sales Excellence Institute (SEI) of the University of Houston and endorsed by the Marketing Science Institute (MSI). It follows in the footsteps of the excellent Enhancing Sales Productivity conferences held at the University of Missouri, Columbia and Kiel, Germany and a number of AMA Faculty Consortia and seeks to enhance and broaden discourse on theoretical, managerial, and methodological issues related to selling and sales management (broadly defined).


The objectives of the conference are to (1) foster high-level thinking and exchange of views, research, and developments regarding issues that relate directly (or indirectly) to sales force management; (2) bring together a multi-disciplinary and global community of scholars and executives to discuss topics of mutual interest; (3) enhance the level of discourse and the academic stature of sales force research; (4) encourage youg scholars interested in sales force research; (5) provide a showcase for the latest and best research in sales force management, as well as substantive, conceptual, and methodological perspectives that can inform and help advance sales force research, and (6) provide a forum for scholars to learn from industry leaders and vice versa.

Format and Schedule

Thursday, April 2: Opening reception and banquet. The conference will begin with a reception and dinner on the evening of Thursday, April 2, 2009. The featured speaker for the banquet will be renowned psychologist Robert A. Cialdini of Arizona State University, author of the best-selling books Influence: Science and Practice and Influence: The Psychology of Persuasion. In the field of influence and persuasion, Professor Cialdini is the most cited social psychologist in the world today.

Friday, April 3: Plenary sessions. Several plenary sessions are scheduled for Friday, April 3, featuring high profile speakers such as:

  • Chintagunta, Pradeep (University of Chicago)
  • Coughlan, Anne (Northwestern University)
  • Godes, Dave (Harvard University)
  • Gschwandtner, Gerhard (Publisher & Founder, Selling Power)
  • Kohli, Ajay (Georgia Institute of Technology & Editor, Journal of Marketing)
  • Narayandas, Das (Harvard University)
  • Weitz, Bart (University of Florida)
  • Zoltners, Andris (Northwestern University and ZS Associates)

For those who wish to attend only the reception/ banquet and plenary sessions, we will offer a special one-day registration rate.

Competitive paper sessions. Saturday’s agenda will consist of competitive paper sessions in behavioral/ managerial and quantitative modeling tracks. For consideration to present your research in a competitive paper session, we request that you submit an abstract of your research no longer than two double-spaced pages by November 15, 2008. We will notify authors of our decisions by January 15, 2009. We solicit papers on any topic related to selling and sales management, broadly defined, using any method or paradigmatic approach. The focus of the conference is on substantive issues, and paradigmatic diversity is strongly encouraged.

Please submit abstracts as word documents or pdf files to


Your registration includes the Thursday night banquet, continental breakfasts, lunch on Friday and cocktails during the Thursday and Friday evening receptions. For those who wish to attend only the reception/ banquet and plenary sessions, we will offer a special one-day registration rate. There are also special registration rates for academicians ($250) and doctoral students ($150).

Register Now!

Doctoral Travel Fellowships

The SEI at the University of Houston will make available a limited number of travel fellowships for doctoral students who would benefit from attending the meeting. The fellowships will cover documented travel expenses (airfare and hotel) to the meeting. To be considered for a travel fellowship, Ph.D. students should submit a curriculum vita and a proposal for research they plan to conduct or are in the process of conducting in the area of selling and sales management. Decisions will be made on the basis of merit and potential of the research.

Hotel Derek

The Hotel Derek combines fresh contemporary style with impeccable customer service. Surrounded by Houston’s most prestigious shopping and entertainment venues, it is perfectly positioned for those seeking to explore all Houston has to offer. The room rate for the conference is $159.00 per night. Located in the fashionable Uptown Galleria District at the intersection of Westheimer and West Loop 610 South, Hotel Derek is perfectly positioned for any visitor seeking to explore all that Houston has to offer.

Visit for reservation assistance and more hotel information.

Travel/ Houston

The fourth largest city in the U.S., Houston is easily accessible from any point on the globe and renowned for its hospitality. The weather in early April tends to be spectacular, and there are always numerous cultural, culinary, and entertainment attractions to enjoy.

Looking for something to do during your stay?


Register Now: Visit

To learn more about the Sales Excellence Institute visit