Revisit: AMA Faculty Sales Consortium


The AMA Faculty Consortium in Sales: New Horizons in Selling and Sales Management, at TCU in Fort Worth, TX, 12-14 Jun 2013; Early bird deadline 15 Apr

AMA Faculty Consortium: New Horizons in Selling and Sales Management

Creating Research Collaboration among the Global Community of Sales Scholars

Hurry – Early Bird Registration Rate Ends Monday April 15!

Location: TCU, Fort Worth, Texas, USA

Co-chairs: Bill Cron, Nick Lee, Greg Marshall, and Bill Moncrief

Dates: June 12-14, 2013.

Arrive: Wednesday June 12 in time for a major keynote that takes place at 4:00 p.m., followed by a reception/dinner.

Depart: Friday June 14 after the closing session on successfully publishing sales research, which ends at 12:00 noon.

Who Should Attend: Sales faculty and advanced doctoral students in sales from around the world.


The domain of selling and sales management is among the most dynamic and fastest growing fields within today’s academic marketing community. This particular conference event, which by design is held only occasionally, has a rich history of scholarly leadership in the domain. Over the past thirty years four AMA sponsored Faculty Consortiums in the area of selling and sales management have been held: 1982 in Fort Worth at the American Airlines Training Center (Chaired by Dave Cravens), 1992 in Memphis (Chaired by Tom Ingram and Buddy LaForge), and 1999 and 2007 in Orlando at Walt Disney World (Chaired by Greg Marshall and Ron Michaels). Those last two were co-branded “New Horizons in Selling and Sales Management” to emphasize the nature of a disciplinary consortium as a field-leading opportunity.

Each of these has been a highly attended and future agenda-setting event for the field. Many past attendees still fondly remember the camaraderie fostered among members of the sales academic community, as well as the numerous leading-edge research collaborations that were first born at one of the faculty consortiums. In 2013 the event goes full-circle, back to Fort Worth but this time on the campus of TCU with Bill Cron, Nick Lee, Greg Marshall, and Bill Moncrief as co-chairs. In acknowledgment of the true globalization of the field and the resulting opportunities for intercontinental collaboration, the key theme of the 2013 faculty consortium is “Creating Research Collaboration among the Global Community of Sales Scholars.”

Exposure to cutting-edge presentations by leading sales scholars on issues of theory, method, and analytics is important, but full value is realized only as Consortium Fellows have a chance to interact with each other and nurture common research interests. Thus, in the tradition of the past New Horizons conferences, you will find an environment conducive to rich interactions in both formal and informal settings. This approach not only allows us to collectively explore cutting-edge issues in sales but also to forge valuable collegial relationships. Intellectually, the Consortium provides a connection to the ongoing dialogue surrounding key research issues. Socially, the Consortium provides connections to other scholars around the world.

The 2013 Consortium is especially timely in building on the rich research tradition in sales within the U.S. and also the growing emphasis on sales-related research in other parts of the world, and in particular the European academic community. Summarizing the aims of the 2013 AMA Faculty Consortium in Selling and Sales management:

·        To cross-pollinate best practices in sales research and learn from each other’s approaches

·        To build research bridges across the globe, developing new partnerships and new research teams

·        To offer fun and engaging social opportunities for the global community of sales scholars and doctoral students, creating new friendships in the tradition of the prior New Horizons events

All sales faculty and doctoral students in sales that are at an advanced stage are highly encouraged to attend. 

Deadline for faculty to receive the early bird discounted registration rate is Monday April 15 (doctoral students receive a substantially reduced rate).

To register, view the program, and get additional information, please visit the consortium website.

The Hardware and Software Behind ELMAR Is Paid for with AMA Dues
Please Support ELMAR by joining the AMA or renewing your membership