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CALL FOR PAPERS: 14th GSSI (Global Sales Science Institute) Conference 2020 3rd June through 6th June, 2020 Montpellier, France


Disrupting the Sales Force: Technology, Globalization, and the Changing Nature of Work.

Download full pdf - including "Agreement for publicaton"


The Global Sales Science Institute (GSSI) Conference is a unique gathering of international scholars and practitioners interested in sharing and advancing cutting edge professional selling and sales management practices, research, and education. In keeping with its title, the GSSI Conference is held in a different country every year. This year marks the 14th year that the conference has been held.


The 2020 GSSI Conference will be co-hosted by University School of Management (IAE Montpellier University) and the Thurmond Negotiation Lab, Strome College of Business, Old Dominion University, and will be held in Montpellier, France.


In addition to scientific research, the conference will address best practices in sales education, making the conference an excellent venue for sales educators looking for professional development opportunities.



In an effort to highlight research opportunities and bridge the gap between academia and practice, special sessions with guest speakers will be devoted to business development, B2B professional selling, sales management, and sales education challenges. For more information about GSSI Conference, please contact the Conference Co-Chairs.


“Disrupting the Sales Force: Technology, Globalization, and the Changing Nature of Work”


Between AI, VR/AR, the gig economy, and a host of other factors, the 2020 GSSI will focus on how the traditional sales force is facing rapid change and disruption.  Topics of interest in addition to the specific theme of the 2020 GSSI Conference include:


Sales management, sales leadership, organizational enablers


Including but not limited to:


Leading, managing, motivating, coaching the sales force in disruptive environments


Cross cultural comparisons on sales management and sales leadership


Managing and leading virtual sales teams in rapidly-changing environments


Managing and enhancing salespeople’s job satisfaction and subjective well-being


Managing and leading different generations of salespeople


Sales 3.0 technologies and emerging trends


Sales and marketing alignment  Role of tech-based marketing and data-driven marketing in enabling the sales process, and sales performance


Leveraging information technology (e.g., CRM, social media, mobile marketing)  Cross cultural comparisons on how technology affects sales efficiency and effectiveness


Effective training and development of sales managers and salespeople



Professional selling, buyer-seller interactions


Including but not limited to:


B2B selling


Customer relationship management


Customer engagement and retention


Relationship building  Key account management


Sales negotiations


Comparison, assessment of selling techniques and strategies


Differentiation through selling sustainable products and value propositions


Adapting selling style to customer’s buying process


Social selling  Challenges in co-creating cost-effective value propositions


Cross cultural comparisons on buyer-seller interactions and co-creation process



Please note that a special issue of Journal of Business & Industrial Marketing will be attached to this conference.



Competitive Paper Submissions

The conference welcomes both empirical and theoretical papers related to all aspects of professional selling, sales negotiation, sales management, and marketing and sales interface. Papers, which connect science with practice and those which explore interesting new concepts, directions and important developments in sales are especially encouraged.


It is mandatory that at least one author of all accepted papers registers for and presents the paper at the conference. Competitive papers are reviewed following a double-blind process.


There will be awards for the Best Paper and the Best Doctoral Student Paper



Special Sessions


The conference will offer special sessions devoted to bridging the gap between sales research and practice. Special sessions provide a good vehicle to acquaint sales academics with new perspectives, theories, and provocative ideas, to bring diverse participants together around a common theme, or to integrate academically-minded practitioners into the conference.


Doctoral Student Sales Research Program

There will be a special competitive session for doctoral student papers (empirical or conceptual) related to any selling and/or sales management issue. Submitted papers must be authored by doctoral students (single or multiple authors are acceptable) who are candidates for degrees in marketing or a closely related field at an accredited university. 


Competitive Papers, Doctoral Student Papers and Special Session Proposals should be submitted electronically to Jeff Tanner (Diese E-Mail-Adresse ist vor Spambots geschützt! Zur Anzeige muss JavaScript eingeschaltet sein!) following the submission guidelines below.


Publication of the proceedings


The GSSI will publish the contributions in form of abstracts, papers and presentations. An ISSN number will be obtained. To this end, please fill the publication agreement attached.


We look forward to your submissions and to seeing you in Montpellier!

Conference Co-Chair: Professor John F. (Jeff) Tanner Jr., PhD Old Dominion University Thurmond Negotiation Lab, Strome College of Business eMail: Diese E-Mail-Adresse ist vor Spambots geschützt! Zur Anzeige muss JavaScript eingeschaltet sein! Phone: +1 757 683 3535


Conference Co-Chair: Professor Christophe Fournier University School of Management,  Montpellier Recherche Management, Montpellier University France Email: Diese E-Mail-Adresse ist vor Spambots geschützt! Zur Anzeige muss JavaScript eingeschaltet sein!


Submission Guidelines for Empirical, Theoretical, Doctoral Student Papers and Special Session Proposals


A max ten page abstract of your research, including the main research question(s), theoretical framework, methods/results (wherever applicable), and discussion sections should be submitted electronically in Microsoft Word format to Jeff Tanner (Diese E-Mail-Adresse ist vor Spambots geschützt! Zur Anzeige muss JavaScript eingeschaltet sein!) no later than Wednesday, January 10th:


Please submit 2 files. The first file should contain the complete manuscript including author information (names, affiliation, address, phone, fax, and email). The second file should contain the complete abstract without author information. When you save the files, include FULL in the filename for the one with author information and BLIND in the filename for the one without author information.

Papers will be reviewed using a double-blind review process. Authors should avoid revealing their identities in the bodies of the papers. Manuscripts must include a single-spaced abstract not exceeding 100 words. The body of the paper should adhere to all the manuscript submission guidelines of the Journal of Personal Selling & Sales Management. Maximum length is 10 pages, including tables, exhibits, and references. Submissions that exceed the above guidelines will be immediately returned to the author for appropriate editing.

Each submission will be evaluated on the importance and potential contribution of the sales topic, quality of conceptual development, sampling, methodology, and the managerial relevance of the results.



Final versions of accepted papers will be due to the proceedings editor by February 28th, 2018 in order to be published in the conference proceedings. Publication in the conference proceedings is optional. Hence, authors should state if


a. The short abstract (100 words) b. The 10 page abstract (containing the short abstract)  c. The 10 page abstract plus presentation

shall be published OR

d. The contribution should not be published at all.


Authors need to fill and sign the publication agreement at the end of the CFP


To be considered for presentation at the conference and publication in the proceedings, a paper or a similar version of it must NOT:

have been previously published,

have been accepted for publication elsewhere,

be under consideration or review for publication elsewhere.


You may submit for presentation a paper that has been presented previously, unless it has been published in proceedings.


At least one author of an accepted paper must:  appear at the conference to present the paper,  return by the deadline a properly final formatted version of the paper (formatting instructions will be provided to the authors of accepted papers) to the proceedings editor for publication in the proceedings as an extended abstract (10 pages) or as a short abstract (100 words)  register for the conference by the conference registration deadline.


Please sign the publication agreement on the next page and submit it with the paper!

 Download full pdf - including "Agreement for publicaton"

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