Founded in 2007, the GSSI is an international network in the field of B2B sales and B2B sales management. Its aim is to bring together academics and practitioners from research and teaching in the field of professional B2B sales and sales management worldwide and to promote international cooperation. This year, the GSSI took place for the first time in India at IIM Shillong (Home - IIM) and was organized by Dr. Michel Klein (EM Strasbourg Business School, France), Dr. Teidorlang Lyngdoh (IIM Shillong, India) and Dr. Raj Agnihotri (Ivy College of Business, USA).
This year's conference focused on the latest developments in sales and sales science - with topics such as B2B sales, digital transformation, artificial intelligence in sales and leadership challenges in sales management. An important part of this year's GSSI conference is the doctoral colloquium, which offers young academics a platform to present their innovative research and exchange ideas with experienced academics. The theme of this year's colloquium was “Sales Excellence in the Era of Technological and Social Transformations”.
The Best Doctoral Paper Award, which is regularly presented at the conference, went to HNU researcher Stephanie Jordan for her submission “Revealing New Behavioral Drivers in Sales Negotiation Training: A Thematic Analysis of VR and AI Integration”. Together with co-authors Prof. Dr. Deva Rangarajan, Prof. Dr. Barbara Dannenmann, Prof. Dr. Jörg Westphal and Prof. Dr. Alexander Kracklauer and Stephen Hoffmann, she investigated which factors affect the decision to use VR and AI-supported negotiation training in negotiation training.
Contact
Stephanie Jordan
