||Buses leave hotels for TCU
|8:15 - 8:30
|8:30 - 10:00
Description: This session will consist of a facilitated dialogue from two perspectives -- U.S. and Global.
When considering an intercontinental research team:
Facilitator:Andrea Dixon (Baylor)
- Is intercontinental research worth doing (audience first)?
- What are the differences in the research traditions, training and issues (panel & audience)?
- What would you expect your counter-part on the team to bring to the table (panel & audience)?
- What other issues do you see as relevant that have not been mentioned yet (audience first)?
Ken Evans (Oklahoma); Sandy Jap (Emory); Neil Rackham (Cincinnati); Manfred Krafft (Müenster); Jagdip Singh (Case Western); and Willem Verbecke (Erasmus)
|10:00 - 10:20
|10:20 - 11:50
||Executing Sccessful Global Research Teams
Description: This session is devoted to describing the various processes for Intercontinental collaboration. Three teams of researchers who have engaged in successful collaborations will describe how the projects began, how they progressed, and unique issues associated with intercontinental research teams. They will share ideas for best practices in such collaborations.
Facilitator: Eli Jones (Arkansas)
Mike Ahearne (Houston); Florian Kraus (Mannheim); and Jan Wieseke (Bochum)
Anne Coughlan (Northwestern) and Dominique Rouzies (HEC Paris)
Nick Lee (Aston), Greg Marshall (Rollins and Aston), and John Rudd (Aston)
|12:00 - 1:45
Lunch Panel Discussion: Retrospective Reflections on the Journal of Personal Selling & Sales Management
Description: JPSSM editors will reflect on the past and future of JPSSM.
Facilitator: Rosann Spiro (Indiana)
Former Editors Larry Chonko (UT-Arlington) and Tom Ingram (Colorado State)
Current Editor Michael Ahearne (Houston)
Editor-Elect Manfred Kraft (Müenster)
|1:45 - 3:15
||Workshop Session -- Sales Force Research Topics
Description: Rather than presentations, the methodology of this session will be to get people together in a way that will lead to collaboration. Attendees will be assigned to a topical group based on their interest as indicated on a survey after they have registered for the conference.
Session Leaders and Topics:
- Marketing-Sales Interface: Avinash Malshe (St. Thomas); Joel LeBon (Houston)
- Sales Force Knowledge/Knowledge Development: Felicia Lassk (Northeastern); Jeff Tanner (Baylor)
- Sales Force Strategy: Tom Leigh (Georgia); Doug Vorhies (Mississippi)
- Salesperson Performance: Bart Dietz (Erasmus); Dominique Rouzies (HEC Paris)
- Sales Technology: Adam Rapp (Alabama); John Rudd (Aston)
- Social Network Theory: Andrea Dixon (Baylor); Son Lam (Georgia)
- Strategic Account Management: Gary Hunter (Case Western Reserve); Javier Marcos (Cranfield)
- Value Creation: Susi Geiger (University College Dublin); Anne Liu (Victoria University, Wellington)
|3:15 - 3:30
|3:30 - 4:45
||Workshop Session -- Data Collection Options
Description: Instead of presentations, the methodology of this selssion will be to get people together in a way that will lead to collaboration. Attendees will be assigned to a topical group based on their intereste as indicated on a survey after they have registered for the conference. Each of the areas will be led by one or more experts in the particular data sourcing area.
Session Leaders and Topics:
- Chally Worldwide: Opportunities and Strategies for the Sales Field: Howard Stevens (Chally Worldwide)
- Formalizing University-Company Collaborative Partnerships: Dawn Deeter-Schmelz (Kansas State); Javier Marcos (Cranfield); Thomas Rudolph (St. Gallen)
- Getting Data via Individual Companies: Karen Flaherty (Oklahoma State); Zach Hall (Houston); Ellen Pullins (Toledo)
- Respondent Lists: Keith Richards (UT Chattanooga); Doug Vorhies (Mississippi)
|4:45 - 5:00
||Announcements, Schedule for Tonight, Buses Leave TCU for Hotels
||Buses leave Hotels for Billy Bob's Texas -- Don't miss the bus!