Robert J. Trulaske Sr., College of Business, University of Missouri

Program Outline

Friday, March 23

Starts at 7 a.m. Conference Registration Lobby, Cornell Hall
Starts at 7 a.m. Continental Breakfast 15/16 Cornell Hall
8:15 a.m. Conference Welcome 205 Cornell Hall
  • Ajay Vinze
  • Murali Mantrala
Murali Mantrala
8:45 a.m.

Salesforce Management at the Cusp of the 4th Industrial Revolution,

Moderator: Kissan Joseph, University of Kansas

205 Cornell Hall
  • Jerome Scheuring, Distinguished Engineer, VML
  • Robert J. Kelly, Chairman, Sales Management Association
  • N. Syam, Associate Professor, University of Missouri
Kissan Joseph
10:15 a.m. Break 15/16 Cornell Hall
10:45 a.m.

Salesforce Management: Insights from the Field

205 Cornell Hall Srinath Gopalakrishna
  Quantifying the Value of a Salesperson Relationship
  • James C. Reeder, Purdue University
  • Wreetabrata Kar, Purdue University
  Decision Methods for Marketing Budget Allocation Across Products: Inferences from Actual Firm Behavior in the Pharmaceutical Sector
  • Sönke Albers, Kühne Logistics University
  • Marc Fisher, University of Cologne
  • Alexander Edeling, University of Cologne
  The Impact of External Referrer Networks on Salesperson Customer Acquisition
  • Srinath Gopalakrishna, University of Missouri
  • Andrew Crecelius, University of Alabama-Birmingham
12:15 p.m. Walk across campus to Memorial Union
12:30 p.m. Lunch Stotler Lounge, Memorial Union
2 p.m. Analytical Models for Coordination and Information Management 205 Cornell Hall Murali Mantrala
  Managing Conflicts Between Sales and Marketing: Customer Acquisition in Business Markets
  • Oliver Rubel, University of California-Davis
  • Chen Zhou, University of South Carolina
  • Rejdeep Grewal, University of North Carolina
  • Jagmohan S. Raju, University of Pennsylvania
  Design of Pricing Surcharges to Uncover Private Demand Information
  • Kissan Joseph, University of Kansas
  • Murali Mantrala, University of Missouri
  • Sumanta Singha, University of Kansas
  Motivating Salespeople to Work Smart and to Work Hard: A Behavioral Economics plus Agency-theoretic approach
  • Yeji Lim, University of MIssouri
  • Murali Mantrala, University of Missouri
3:30 p.m. Break 15/16 Cornell Hall
4 p.m. Salesforce Effectiveness 205 Cornell Hall Manfred Krafft
  Selective Salesforce Training: A Field Experiment
  • Yashar Atefi, Louisiana State University
  Momentum in Sales Performance
  • Irene Nahm, University of Houston
  B2B Relationship Evolution in Value-Creating Sales Environments
  • Manfred Krafft, University of Müenster
5:30 p.m.

Walk across campus to the Missouri Theatre

Highlight: Jesse Hall and The Columns on the Francis Quadrangle

6 p.m. Eat, Meet & Greet Reception Missouri Theatre Balcony
7 p.m. Keynote Address: Using Machine Learning to Optimize Pharma Sales and Marketing Missouri Theatre

David Ehrlich, President & CEO, Aktana

7:45 p.m.  Banquet Dinner Missouri Theatre Lobby

Saturday, March 24

Starts at 7 a.m. Continental Breakfast Great Room, Reynolds Alumni Center
8 a.m. Measurement and Constructs 205 Cornell Hall Niladri Syam
  Exploring Resilience: A Key to Salesperson Success
  • Valerie Good, Michigan State University
  • Doug Hughes, Michigan State University
  Antecedents and Outcomes of Work-Family Conflict: Insights from Direct-Selling Distributors
  • Julian Allendorf, University of Müenster
  Developing a Measure of Entrepreneurial Selling
  • Desiree Jost, University of Gießen
  • Alexander Haas, University of Gießen
9:30 a.m. Break 105 Cornell Hall
10 a.m. Managing the Customer Funnel 205 Cornell Hall Lisa Scheer
  More Than Just a Service Technician: Determinants of Lead Generation and Lead Conversion in B2B Service Encounters
  • Manuel Berkmann, University of Cologne
  • Maik Eisenbeiß, University of Breman
  • Werner Reinartz, University of Cologne
  Why and When does Salesperson Social Media Usage Increase Salesperson Performance? 
  • Melanie Bowen, University of Gießen
  Can Negative Past Experiences Be Turned Into Positive Purchasing Behaviors for Reinstated Customers? Regret Effects on Upgrading at Reinstatement
  • Shinye Kim, Washington State University
11:45 a.m. Boxed Lunch 105 Cornell Hall
1 p.m. Relationship Building: Equity, Fairness and Trust Concerns 205 Cornell Hall Ashutosh Patil
  Effort and Compensation in Relational Contracts
  • Desmond Lo, Santa Clara University
  • Heikki Rantakari, University of Rochester
  Understanding the Effect of Inequality in the Individual Performance of Members of a Sales Team and the Sales Team's Performance
  • Ashutosh Patil, University of MIssouri
  • Niladri Syam, University of Missouri
  How are Key Account Manager's Decisions Influenced by Perceptions of Unfairness?
  • Ying Yang, University of Iowa
  • James D. Hess, University of Houston
  • Niladri Syam, University of Missouri
2:30 p.m. Conference Conclusion 205 Cornell Hall
3 p.m. Farewell


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