2024 New Horizons Sales Faculty Consortium

Welcome and Registration

Presenters:

• Ellen Pullins, University of Toledo
• Greg Marshall, Rollins College

Location: Summer Shack – Back Bay, 50 Dalton St, Boston, MA 02115

Reception refreshments will be available from 3:30 – 5:15 p.m. courtesy of University Sales Center Alliance.

Man vs. Machine: The Role of Humans versus AI in Sales

Presenters:

• Johannes Habel, University of Houston (Moderator)
• Stefanie Boyer, Bryant University (Panelist)
• Gary Hunter, University of Mississippi (Panelist)
• Ryan Mullins, Clemson University (Panelist)
• Nick Panagopoulos, JBR (Editorial Commentary)

Location: Summer Shack – Back Bay, 50 Dalton St, Boston, MA 02115

Reception refreshments will be available from 3:30 – 5:15 p.m. courtesy of University Sales Center Alliance.

Networking

Location: Summer Shack – Back Bay, 50 Dalton St, Boston, MA 02115

Registration and Continental Breakfast

Breakfast courtesy of Journal of Personal Selling and Sales Management.

Location: Northeastern University East Village 17th Floor Venue

Supported by a donation from Northeastern University D’Amore-McKim School of Business

Welcome and Overview

Presenters:

• Ellen Pullins, University of Toledo
• Stephanie Mangus, Baylor University
• David De Cremer, Dean, D’Amore-McKim School of Business
  Northeastern University

Presentation of Baylor Fellows

Location: Northeastern University East Village 17th Floor Venue (Venue courtesy of D’Amore-McKim School of Business)

Turning the Tables: Integrating Sales in the Organization in a Time of Marketing Identity Crisis

Presenters:

• Greg Marshall, Rollins College (Moderator)
• Bryan Hochstein, University of Alabama (Panelist)
• Avinash Malshe, University of St. Thomas (Panelist)
• John Rudd, Warwick Business School (Panelist)
• Greg Marshall, EJM (Editorial Commentary)

Supported by a donation from the Journal of Personal Selling & Sales Management

Location: Northeastern University East Village 17th Floor Venue (Venue courtesy of D’Amore-McKim School of Business)

Coffee Break and Networking

Sponsored by Oklahoma State University, School of Marketing & International Business.

Location: Northeastern University East Village 17th Floor Venue (Venue courtesy of D’Amore-McKim School of Business)

Nothing Lasts Forever: The Uncertain Role of the Sales Manager in the Digital and AI Age

Presenters:

• Felicia Lassk, Northeastern University (Moderator)
• Panel of Boston-area Sales Executives
• Mike Ahearne, JM (Editorial Commentary)

Supported by a donation from Stephen Stagner Sales Excellence Institute, University of Houston.

Location: Northeastern University East Village 17th Floor Venue (Venue courtesy of D’Amore-McKim School of Business)

The Human Connection: Leading a Cohesive and Collaborative Sales Force

Presenters:

• Eli Jones, Texas A&M University (Moderator)
• Paul Sarvadi, CEO, Insperity | Co-Author of Making Differences Work (Panelist)
• Dr. Paula Hopkins, Exec. VP, Miami-Dade Beacon Council (Panelist)
• Brad Deutser, Founder & CEO, Deutser | Author of Belonging Rules (Panelist)
• Willy Bolander, JAMS (Editorial Commentary)

Supported by a donation from Industrial Distribution Sales Program, Texas A&M University.

Location: Northeastern University East Village 17th Floor Venue (Venue courtesy of D’Amore-McKim School of Business)

Lunch

Supported by a donation from Northeastern University.

Location: Northeastern University East Village 17th Floor Venue (Venue courtesy of D’Amore-McKim School of Business)

The Future is Now: The Selling Role in the Digital Transformation/ Lightning Round of Paper Presentations

Presenters:

• Ellen Pullins, University of Toledo (Moderator)
• Deva Rangarajan, IÉSEG School of Management (Panelist)
• Pia Hautamaki, Tampere University of Applied Sciences (Panelist)
• Alec Pappas, Clemson University (Panelist)
• Chris Plouffe, University of Tennessee, Chattanooga (Panelist)
• Rhett Epler, Old Dominion University (Panelist)
• Dawn Deeter-Schmelz, Kansas State University (Panelist)
• Nawar Chakar, Louisiana State University (Panelist)
• Raj Agnihotri, JMTP (Editorial Commentary)

Supported by a donation from Old Dominion University, Thurmond School of Professional Sales & Negotiations

Location: Northeastern University East Village 17th Floor Venue (Venue courtesy of D’Amore-McKim School of Business)

The Marvel of our Minds: Salesperson Wellness & Mental Health

Presenters:

• Nick Lee, University of Warwick (Moderator)
• Dayle Childs, Bournemouth University (Moderator)
• Andrew Hough, Institute of Sales Professionals (Panelist)
• Valerie Good, Grand Valley State University (Panelist)
• Milena Micevski, Copenhagen Business School (Panelist)
• Selma Kadic-Maglajlic, IMM (Editorial Commentary)

Supported by a donation from Center for Professional Selling | Baylor University.

Location: Northeastern University East Village 17th Floor Venue (Venue courtesy of D’Amore-McKim School of Business)

Through Their Eyes: The Customer Experience in a Digitized World

Presenters:

• Jay Mulki, Northeastern University (Moderator)
• John Slonimsky, Sr. Manager Strategic Sourcing – Ingredients (Panelist)
• Michael Henderson, CPO, Northeastern University (Panelist)
• V Kumar, Brock University (Panelist)
• Tom Brashear, Marketing Intelligence & Planning (Editorial Commentary)

Supported by a donation from the University of Dayton Department of Management & Marketing

Location: Northeastern University East Village 17th Floor Venue (Venue courtesy of D’Amore-McKim School of Business)

Dinner and Reception

Supported by a donation from the John B. and Lillian E. Neff College of Business and Innovation, The University of Toledo.

Location: Sam Adams Tap Room

Legends of Sales Scholarship Breakfast

Presenters:

• Greg Marshall, Rollins College (Moderator)
• Eli Jones, Texas A&M University (Moderator)
• Mike Ahearne, University of Houston (Panelist)
• Bill Cron, Texas Christian University (Panelist)
• Bill Locander, Louisiana Tech University (Panelist)
• Dominique Rouzies, HEC Paris (Panelist)
• Andrea Dixon, Baylor University (Panelist)
• Wes Johnston, Georgia State University, JBIM (Editorial Commentary)

Presentation of Sales SIG Dissertation Awards

Supported by a donation from Institute for Sales Professionals |University of Warwick.

Location: Marriott Marquis

The Future is in Our Hands: Setting a Future Research Agenda/ Roundtable Discussions

Presenters:

• Scott Friend, University of Dayton (Moderator)
• Stephanie Mangus, Baylor University (Moderator)
• Aaron Arndt, Old Dominion University (Table Leader)
• Kevin Chase, Washington State University (Table Leader)
• Victor Chernetsky, University of St. Thomas (Table Leader)
• Andrea Dixon, Baylor University (Table Leader)
• Howard Dover, University of Texas-Dallas (Table Leader)
• Amy Fehl, Georgia Gwinnett College (Table Leader)
• Katy (Johnson) Gilstrap, University of Toledo (Table Leader)
• Ashley Goreczny, Iowa State University (Table Leader)
• Aditya Gupta, Texas State University (Table Leader)
• Fernando Jaramillo, University of Texas-Arlington (Table Leader)
• Carissa Kim, James Madison University (Table Leader)
• Mark Leach, University of Wyoming (Table Leader)
• Jess Ogilvie, Marquette University (Table Leader)
• Vincent Oneymah, Babson College (Table Leader)
• Maria Rouziou, Texas A&M University | ID (Table Leader)
• Huanhuan Shi, Texas A&M University (Table Leader)
• Wyatt Schrock, Michigan State University (Table Leader)
• Emily Tanner, West Virginia University (Table Leader)
• Brian Rutherford, JPSSM (Editorial Commentary)

Supported by a donation from the University of Wyoming, Center for Professional Selling.

Location: Marriott Marquis

Lunch and Closing Session

Presenters:

• Willy Bolander, Texas A&M University | ID (Opening Remarks)
• Eli Jones, Texas A&M University (Keynote)
• Nick Lee, University of Warwick (Closing Remarks)
• Ellen Pullins, University of Toledo (Closing Remarks)

Presentation of Sales SIG Excellence in Teaching Award

Supported by a donation from Reynolds & Reynolds Sales Leadership Institute, Texas A&M University.

Location: Marriott Marquis

2024 AMA Summer Academic Conference Begins

Catch the following Consortium sessions at the 2024 Summer Academic Conference:

-Better Together: The Role of Sales in the AMA Community / A Fireside Chat | 1:00 – 2:15 p.m.

• Eli Jones, Texas A&M University (Moderator)
• Greg Marshall, Rollins College (Moderator)
• Bennie Johnson, CEO, AMA (Panelist)

Supported by a donation from Oklahoma State University School of Marketing & International Business.

-The Power of People: Working Together as a Discipline | 2:30 – 3:45 p.m.

• Bryan Hochstein, University of Alabama (Moderator)
• Lisa Beeler, Clemson University (Panelist)
• Nicole Boylan, University of Alabama (Panelist)
• Lenita Davis, University of Wisconsin – Eau Claire (Panelist)
• Alex Haas, University of Giessen (Panelist)
• Tyler Hancock, University of Toledo (Panelist)
• Doug Hughes, University of South Florida (Panelist)
• Colleen McClure, University of Alabama – Birmingham (Panelist)
• Jesshan Mirza, Wilfred-Laurier University (Panelist)
• Chris Plouffe, University of Tennessee – Chattanooga (Panelist)
• Curtis Schroeder, Oklahoma State University (Panelist)
• Allison (Crick) Smith, University of South Florida (Panelist)

Supported by a donation from the University of Alabama, Department of Marketing.

-Celebrating the People in the Professional Sales & Sales Management Academy | 4:00 – 5:15 p.m.

• Stephanie Mangus, Baylor University, Sales SIG (Moderator)
• Eric Swan, Baylor University, Sales SIG (Moderator)
• Presentation of Lifetime Achievement Award and Excellence in Research Award
• Reception for Sales Scholars

Supported by a donation from Sales Excellence Hub | Warwick Business School.

*Want to participate in more sessions at the 2024 Summer Academic Conference? Secure your registration today.