MICHEL KLEIN

KLEIN M. (2021). Emotional labor in a sales ecosystem: a salesperson-customer interactional framework. Journal of Business & Industrial Marketing [ABS cat.2, CNRS cat.3, FNEGE cat.3, HCERES cat.B]

KLEIN M., SCHMITT L., LUSSIER B. B2B Sales Professionals Cultivating the Positive Experience of the Key Customers, Academy of Marketing Science World Marketing Congress, (Academy of Marketing Science Juin 2024)

KLEIN M., SCHMITT L., LUSSIER B. -B2B Salespeople Crafting the Customer Experience of their Key Accounts, National Conference in Sales Management (NCSM), (NCSM Avril 2024)

KLEIN M., ET AL .. Using the Gioia methodology to investigate BtoB account managers' expectations regarding e-learning, World Conference on Qualitative Research (WCQR), ( Janvier 2024)

KLEIN M., ET AL .. Investigating how sales teams in SaaS companies improve their sales performance with digital tools, World Conference on Qualitative Research (WCQR), ( Janvier 2024)

KLEIN M., POUJOL F., LUSSIER B. Investigating French salespeople's emotion management during non-virtual sales interactions through the lens of the Gioia methodology, Conference of the Global Sales Science Institute (GSSI) - American Marketing Association (AMA), (American Marketing Association Juin 2023)

KLEIN M., SCHMITT L., LUSSIER B. Using Gioia Methodology to Investigate Inductively the New Role of the Sales Profession in BtoB Contexts, 7th World Conference on Qualitative Research, (Janvier 2023)

KLEIN M., RANGARAJAN D. Enhancing sales negotiation skills with role-playing situations combined with the CIT, Conference of the Global Sales Science Institute (GSSI), (Global Sales Sciences Institute Juin 2022)

ROUZIOU M., KLEIN M. A Cross-Cultural Examination of Unique Sales Characteristics, Processes, Opportunities and Challenges, Commission Emploi-Formation de la Fédération de la Vente Directe (FVD), ( Novembre 2022)

KLEIN M. How to use the critical incident technique as a teaching tool, 6th World Conference on Qualitative Research (WCQR), (Janvier 2022)

KLEIN M. La méthode des incidents critiques pour une pédagogique impliquante, Journée de l'Institut de Développement et d'Innovation Pédagogiques (IDIP) de l'Université de Strasbourg, (Juillet 2021)

FOURNIER C., KLEIN M. Table ronde sur les tendances de la fonction commerciale en France, Conference of the Global Sales Science Institute (GSSI), (Juin 2021)

KLEIN M. The critical incident technique as a teaching tool to enhance sales negotiation skills, National Conference in Sales Management (NCSM), ( Avril 2021)

KLEIN M. The critical incident technique (CIT): a qualitative research tool used in teaching and training, 5th World Conference on Qualitative Research (WCQR), (Janvier 2021)

KLEIN M. A conceptual framework of research themes and future directions for a frontline employee - customer interpersonal exchange approach to emotional labor, International Conference on Emotions and Worklife - EMONET XII, ( Juillet 2020)

KLEIN M., POUJOL F., CHRISTINE L. Exploring the impact of customer mistreatment on salespeople's emotion management and selling success: the key role of emotional authenticityv, Conference of the Global Sales Science Institute (GSSI), ( Juin 2020)

KLEIN M. Combining critical incident technique and basic content analysis: an exploratory study in sales and sales management, Atelier Pratique(s) du Marketing 2020, Groupe d'Intérêt Thématique (GIT) Pratique(s) du Marketing de l'Association Française du Marketing (AFM), (Juin 2020)

KLEIN M., POUJOL F., LUSSIER B., FOURNIER C. Emotional behaviors in successful and failed sales interactions: A qualitative study based on a C.I.T. survey, National Conference in Sales Management (NCSM), ( Avril 2020)

KLEIN M. Investigating the impact of salespeople's emotional labor on selling success, Conference of the Society for Marketing Advances (SMA), ( Novembre 2020)

KLEIN M. Réussite commerciale face aux comportements relationnels négatifs des clients : effet médiateur du travail émotionnel de la force de vente, Congrès International de l'Association Française du Marketing (AFM), (Association Française de Marketing Mai 2019)

KLEIN M., LUSSIER B., POUJOL F. Le travail émotionnel de la force de vente au service de la réussite commerciale : une étude exploratoire dans une perspective interactionnelle, Congrès International de l'Association Française du Marketing (AFM), (Association Française de Marketing Mai 2019)

KLEIN M. Maîtriser ses émotions face aux clients irrévérencieux : la réussite commerciale au prix de l'insatisfaction des forces de vente ? Journée de recherche sur le Marketing des Ressources Humaines, Groupe d'Intérêt Thématique (GIT) Marketing RH de l'Association Française du Marketing (AFM), (Association Française de Marketing Mars 2019)

KLEIN M., POUJOL F., LUSSIER B., FOURNIER C. The C.I.T. as a qualitative research method to investigate critical emotional behaviors related to success and failure in sales interactions, 4th World Conference on Qualitative Research (WCQR), (Octobre 2019)

KLEIN M. Maîtrise des émotions face aux mauvais traitements infligés par les clients : quel impact sur la réussite commerciale et la satisfaction des vendeurs ?, Congrès Etienne Thil - ESCP Paris, (Octobre 2019)

Prix de thèse - doctoral dissertation competition finalist, conference of the society for marketing advances (sma), Society for Marketing Advances (SMA) (2020).