2019 Academy of Marketing Science Annual Conference
Marketing Opportunities and Challenges
in a Changing Global Marketplace
May 29-31, 2019
Vancouver, Canada—Fairmont Hotel Vancouver

Call for papers – Personal Selling and Sales Management Track

The personal selling and sales management landscape continues to change rapidly. As product selling has transitioned to solution selling, buyers become more knowledgeable and savvy, and technology and data continue to permeate much of sales landscape, our thoughts and visions of the future of sales research are continually being challenged. Sales researchers share the additional responsibility of conducting work that resonates with sales practitioners. Thus, sales researchers must challenge traditional modes of formulating and testing sales-related research questions.

We encourage paper submissions that use novel theories and/or methods, applications as well as research contexts that make a significant contribution to the sales academic and practitioner fields. Given the multidisciplinary nature of modern sales, we welcome submissions from multiple disciplines including marketing, human resource management, sociology, education, psychology, and information systems. All approaches (empirical, analytical, or conceptual) that offer new sales insights are welcome.

Topics of interest include, but are not limited to the following:

• Sales Analytics
• Technology Enhanced Sales Processes
• Measurement within Sales Research
• International Sales
• Sales-Service Interfaces or Sales-Marketing Interfaces
• Salesperson Well-Being
• Macro-Level Sales Research
• Sales Force Structure or Organizational Design
• Salesperson Selection, Recruitment, and Development
• Compensation and Incentives
• Sales Manager Leadership Behavior
• Salesperson Motivation
• Ethical Issues in Sales
• Key Account Management or Team Selling

Paper Submission:

Paper and special session proposal submissions are due: October 15, 2018.

EasyChair Paper Submission Home Page:https://easychair.org/conferences/?conf=ams-ac47

Personal Selling and Sales Management Track Chairs:

Blake Runnalls
University of Nebraska-Lincoln
Brunnalls2@unl.edu

Wyatt Schrock
Michigan State University
Schrockw@broad.msu.edu

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