European Innovation & Trade Colloquium

This edition is open to both academic researchers and practitioners. The Journal of Marketing Trends, the FNEGE, the HuManiS Research Center, and the Wine and Tourism Chair of EM Strasbourg Business School have partnered for this important event.

The 9th edition of the European Innovation & Trade Colloquium aims to bring together academic experts in sales, sales management, and information systems; company executives; sales managers; marketing managers; actors from professional associations; and institutional decision-makers. More specifically, this dialogue will revolve around the following themes:
 

• Examples of questions concerning sales, sales negotiation, and marketing:
  • How did business practices change during the public health crisis?
  • Have social ties between salespeople and their customers been impacted by the crisis?
  • What are the effects of digitizing sales processes on sales performance?
  • How can customer relationships be optimized and secured today?
  • How can sales opportunities be identified?
  • How can salespeople maximize customer value?
  • How are salespeople finding new ways to prospect for and follow-up customers?
  • …
     
• Examples of questions concerning human resource management in sales:
  • How can sales managers foster satisfaction and healthy competition in their sales teams?
  • How can remote salespeople be managed from afar?
  • How important is corporate social responsibility (CSR)?
  • How can stress be managed in sales teams?
  • Has the compensation of salespeople been impacted?
  • How will the professional status of salespeople evolve?
  • How to best recruit salespeople today?
  • What will be the profiles of salespeople in the future?
  • …
     

In order to be accepted, the papers proposed by researchers must be in line with these themes or generally contribute to the empirical and theoretical research on challenges, issues, and new practices in the field of sales and sales management. Empirical or theoretical insights related to direct selling will be particularly appreciated. Papers may be presented in French or English.

Recognition:

A prize will be awarded to the two best papers. The best papers will be published in the Journal of Marketing Trends. Papers will be published in the traditional form of conference proceedings.

Submission timeline:

1. Paper proposals must be submitted no later than January 30, 2023, to the Research Office of EM Strasbourg Business School (ceic2023@em-strasbourg.eu).
2. Authors will receive a response in early March 2023.
3. The colloquium will be held on April 3–4, 2023, at EM Strasbourg Business School.
    

Download the call for papers

Download the proceedings