Lai Bennejean, Christine
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Publications
Presentations
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Presentation
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Embodied interfaces with AI companion in B2B relationships,
B2B Connect Research Symposium, Madrid, 54th EMAC Annual Conference 2025-05-01
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Embracing the Power of Stories: The Role and Relevance of Rhetorical Elements in Buyer-Seller Interactions,
AMA Summer Conference 2024-08-01
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Rencontre avec les Rédacteurs en Chef,
AUNEGE 5ème Atelier de Recherche : Innovations Pédagogiques en Economie-Gestion à l’heure de Chat GPT 2024-07-03
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Meet the (co)editors,
Annual Conference of Sales Science Institute 2024-06-05
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From Words to Sales- Storytelling Rhetoric in Buyer-Seller Interactions,
Eighth Biennial Enhancing Sales Force Productivity Conference 2024-05-20
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How Negotiation Complexity and Authority Impact Salespeople’s Preparation Effort and Deviance,
Eighth Biennial Enhancing Sales Force Productivity Conference 2024-05-20
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How Negotiation Complexity and Authority Impact Salespeople’s Preparation Effort and Deviance,
National Conference in Sales Management 2024-04-01
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Let Me Tell You A Story – Exploring Storytelling in Personal Selling,
AMS Annual Conference 2023-05-17
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Let Me Tell You A Story – Exploring Storytelling in Personal Selling,
39e congrès international de l’association française du marketing 2023-05-10
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Let Me Tell You A Story – Exploring Storytelling in Personal Selling,
National Conference in Sales Management 2023-03-29
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Business-to-business Selling through A Practice Lens: Reconciling the Different Perspectives of the Selling Phenomenon,
6th IMM Summit 2023-01-01
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Authenticity in Sales – A bidimensional Concept,
15th annual Global Sales Science Institute (GSSI) Conference 2022-06-01
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What kind of feedback design is best for the next generation of salespeople,
Sales Management Association Webcast 2022-05-19
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Information sharing in KAM teams: How does it happen?,
Association of Key Account Management, a4kam.org 2022-05-01
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How does feedback design motivate the next generation of salespeople? Theory and evidence from an experimental study,
7th Biennial Enhancing Sales Force Productivity Conference 2022-04-01
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How does feedback design motivate the next generation of salespeople? Theory and evidence from an experimental study,
National Conference in Sales Management (NCSM) 2022-03-01
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Tips for Effective Document Management,
National Conference in Sales Management (NCSM) 2022-03-01
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Global sales operations in Southeast Asia and Taiwan”, “Global sales operations for the French Industrial Group Legrand in Chile”, “Global sales operations in France,
Global Sales Science Institute (GSSI) 2021-06-07
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Global sales operations in Southeast Asia and Taiwan,
Global Sales Science Institute (GSSI) 2021-06-01
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Tell stories that make sense: An example of training business logic in selling,
National Conference in Sales Management (NCSM 2021-04-01
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Exploring the impact of customer mistreatment on salespeople's emotion management and selling success: the key role of emotional authenticity,
Annual Conference of the Global Sales Science Institute (GSSI) 2020-06-01
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The Impacts of Business Objective and Leeway Left to Salespeople on Negotiation Outcomes,
National Conference in Sales Management (NCSM) 2020-04-01
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Regard Neuf sur la Motivation des équipes commerciales,
Research Impact Day 2e édition d’emlyon business school 2020-03-12
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,
National Conference in Sales Management (NCSM) 2020-01-01
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Tell stories that make sense: An example of training business logic in selling,
National Conference in Sales Management (NCSM) 2020-01-01
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The Impact of Customer Mistreatment on Salespeople’s Emotion Management and Selling Success: The Key Role of Emotional Authenticity,
Society for Marketing Advances (SMA) Annual Conference 2020-01-01
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How to Better Motivate your Sales Force?,
ADT 2019-02-01
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Gustavson Office of Research Seminar 2018-04-01
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Learning More About Salesperson Job Satisfaction,
National Conference in Sales Management (NCSM) 2018-04-01
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Applying Llosa’s Tretra-class Model for Effective Management of Sales Force Job Satisfaction,
Thought Leadership on the Sales Profession Conference 2017-05-01
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Performance Impact of Customer Orientation and Task Interdependence in Key Accounts Sales Teams: An Information Sharing Perspective,
Proceedings of the Academy of Marketing Science (AMS) 2017-05-01
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The Impact of Salespeople’s Unbiased and Biased Attributions on Their Job Satisfaction: An Experimental Study,
National Conference in Sales Management (NCSM) 2017-04-01
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The Impact of Salespeople’s Attribution Biases on Job Satisfaction: The Concept of Unwarranted Satisfaction,
Academy of Marketing Science 2015-05-01
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Performance Impact of Individual Market Orientation in Sales Teams: Does Formality of Communication Matter and When?,
Sales Profession Conference 2014-06-01
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Meeting with PhD students: Job Market and Academic Career 2014-03-01
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Mesure des retombées du programme : Leadership en gestion de la force de vente dans le secteur des services financiers,
FSA 2012-09-01
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Mesure des retombées du programme : Leadership en gestion de la force de vente dans le secteur des services financiers,
Le programme Leadership en gestion de la force de vente est une formation continue pour cadres et professionnels du FSA 2012-01-01
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What Makes Sales Teams Successful? A Research Study from a Perspective of Communication Networking,
Schlumberger Limited 2012-01-01
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Does Informal Network Make Formal Communication More or Less Effective?,
American Marketing Association (AMA) Winter Marketing Educators’ Conference 2011-02-01
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The Effect of Formal and Informal Communication on Sales Information Transmission: The Moderating Role of Competitive Climate,
ISBM Academic Conference: Advances in B-to-B Marketing and PhD Camp 2010-08-01
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Effects of Social Exchange Relationships on Sales Information Transmission,
National Conference in Sales Management (NCSM) 2010-04-01
