The Power of People in the Digital Sales Transformation
Join us for the 2024 New Horizons Sales Faculty Consortium to explore scholarly research and industry trends impacting professional selling and sales management. This event occurs on August 14-16 in Boston, MA, before and in conjunction with the 2024 AMA Summer Academic Conference.
The New Horizons Faculty Consortium has been held every six to seven years. The last New Horizons consortium, held in 2018, brought together 120 leading sales scholars. The event was integral in sparking research focused on timely issues for sales, such as AI and the digital selling transformation.
The 2024 New Horizons Faculty Consortium theme is The Power of People in the Digital Sales Transformation. Sessions will focus on the human aspects of the digital sales transformation and the role that salespeople and managers play in sales today. The pre-conference event will kick off at 3:00 p.m. ET on Wednesday, August 14, with a reception and keynote address.
Pricing
Academic Professionals
$275
Doctoral Students
$50
Are you interested in attending the AMA Summer Academic Conference right after this pre-conference? Learn more and register today!
Are you a doctoral student attending the 2024 New Horizons Sales Faculty Consortium? Apply for the Baylor Fellows Doctoral Student Travel Scholarship before the July 1 deadline for a chance to have your travel expenses covered.
Consortium Co-Chairs:
- Ellen Bolman Pullins | University of Toledo
- Stephanie Mangus | Baylor University
Consortium Planning Committee:
- Scott Friend | University of Dayton
- Johannes Habel | University of Houston
- Bryan Hochstein | University of Alabama
- Eli Jones | Texas A&M University
- Felicia Lassk | Northeastern University
- Nick Lee | Warwick Business School
- Greg Marshall | Rollins College
- Jay Mulki | Northeastern University
Wednesday, August 14 (All Times In ET)
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
Thursday, August 15 (All Times In ET)
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)
Break
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
Friday, August 16 (All Times In ET)
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.
AMA New Horizons Faculty Consortium was made possible by the generous donations of funding and space from the following organizations:
PhD Student Scholarships:
Platinum Sponsors:
Gold Sponsors:
Silver Sponsors:
Bronze Sponsors:
