Marketing Seminar - Professor Jagdip Singh

Seminar Room 10.039, Level 10 the Spot, 198 Berkeley Street

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Professor Simon Bell

simonb@unimelb.edu.au

T: 03 8344 1920

PRESENTER: Professor Jagdip Singh (Case Western Reserve University)
TOPIC: “Dynamics of Email B2B Sales Negotiations”

Abstract:
This study examines the impact of sellers’ use of influence strategies on sales outcomes (buyer attention, contract award) during email B2B sales negotiations. We draw from social psychology to outline underlying processes that guide display and effectiveness of influence strategies as textual cues in email B2B selling. We test hypotheses with data from 43 contract negotiations conducted over the course of 2.5 years based on a retrospective, 360-degree capture of emails centered on the lead sellers and buyers. The email data is augmented with in-depth interviews with the sales organization and a survey to collect sellers perceptual, demographic and performance information. Results show that joint use of compliance strategies such as promises and assertiveness are able to draw and sustain buyer’s attention in the short run and help win contracts in the long term.

Bio:
Jagdip Singh is AT&T Professor at the Weatherhead School, and has an undergraduate degree in Electrical Engineering.  Dr. Singh is a recipient of John S. Diekhoff award for excellence in graduate teaching (CWRU), Excellence in Doctoral Teaching and Mentoring award (Weatherhead), and Weatherhead School’s Research Recognition Award for outstanding contributions to research.  Dr Singh has also received “Excellence in Reviewing” awards from the Journal of Marketing, Journal of the Academy of Marketing Science, Journal of Retailing, and the Journal of Personal Selling and Sales Management. Dr Singh currently serves on the Editorial Review Boards of the Journal of Marketing, Journal of Marketing Research, Journal of the Academy of Marketing Science, Journal of Service Research, Journal of Retailing, among others.  Dr Singh’s research publications span a range of disciplinary journals including Academy of Management Journal, Academy of Management Review, Management Science, Medical Care, Journal of the Academy of Marketing Science, Journal of the American Medical Association,, Journal of Consumer Research, Journal of Management Studies, Journal of Marketing, Journal of Marketing Research, Journal of Service Research, Journal of Retailing, and Psychological Assessment.  Dr Singh has participated in seminars at leading international business schools in Australia, Brazil, China, France, Germany, Hong Kong, India, Netherlands, Norway, and Sweden.  Dr Singh is an active industry consultant with expertise in building organizational capabilities at the frontlines for interfacing with customers.  Dr Singh has also published a case study in collaboration with Indian Institute of Management, Ahemdabad titled, “Prayas by Sanofi-Aventis in India,” which received recognition in the 2011 EFMD case writing competition.

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