Journée de Recherche en Management Commercial, Relation Client et Marketing B2B
Formulaire d'inscription pour la Journée de Recherche organisée à l'IAE Clermont Auvergne - JEUDI 16 MARS 2023

Registration Form for the Research Workshop at IAE Clermont Auvergne - THURSDAY 16 MARCH 2023 -
Research Workshop in Management, Sales, Customer Relations and B2B Marketing

Adresse// Address: 11 Bd Charles de Gaulle, 63000 Clermont-Ferrand
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PROGRAMME DE LA JOURNEE / Programme of the day
English version below

  • 9H00 - Accueil - Café 
  • 9H30 - Mots d'accueil : Benjamin WILLIAMS-RAMBAUD, Doyen de l' IAE Clermont Auvergne ; Sylvain MARSAT, Directeur du CleRMa, Laboratoire de recherche ; Pascal BRASSIER, Organisateur de la journée
  • 9H45 - Conférence introductive : Renata ARCHANJO (Federal University of Rio Grande do Norte, Brésil), Langage, interculturalité et relations d'affaires internationales

SESSION 1 (en Français) - 
  • 10H30 -  #1 : Cédric PLESSIS (WhipUp Labs), La motivation des commerciaux : conception d'un nouvel outil basé sur la théorie de l'autodétermination 
  • [11H00 - Pause café]
  • 11H20 - #2 : Romain FARELLACCI (Université d'Avignon), Le rôle du manager de point de vente dans la délivrance de l’expérience client
  • 11H50 - #3 : Xavier MARTIN (Essec),  Le management commercial post-Covid : une étude exploratoire 
  • [12H20 - Pause déjeuner]
SESSION 2 (in English) - 
  • 14H00 - #4 : Deva RANGARAJAN (IESEG Paris), Drivers and Outcomes of Strategic Frontline Employee Buy-in of AI Technologies  
  • 14H30 - #5 : Mirko GATI (Corvinus University of Budapest), Sales digitalization and its positive and negative effects on job positions through the whole sales process
  • 15H00 - Conférence de clôture : Pierre-Charles ROMOND (UCA), De l'idée scientifique à la création d'entreprise
  • 15H45  - Clôture de la journée

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ENGLISH VERSION
  • 9:00 AM - arrival and welcome coffee
  • 9:30 - Opening speech: Benjamin WILLIAMS-RAMBAUD, Dean of the IAE Clermont Auvergne; Sylvain MARSAT, Director of CleRMa Research center; Pascal BRASSIER, organiser of the Research' Day
  • 9:45: Introduction session: Renata ARCHANJO ( Federal University of Rio Grande do Norte, Brazil), Language, interculturality and international relations
SESSION 1 (in French) - 
  • 10:30 - #1: Cédric PLESSIS (WhipUp Labs), Motivating salespeople: designing a new tool based on self-determination theory
  • 11:00 - coffee break
  • 11:20 - #2: Romain FARELLACCI (University of Avignon), The role of the store manager in delivering the customer experience
  • 11:50 - #3: Xavier MARTIN (Essec) Sales management after the COVID: an exploratory study
  • 12:20 Lunch break
SESSION 2 (in English) - 
  • 14:00 - #4: Deva RANGARAJAN (IESEG Paris), Drivers and Outcomes of Strategic Frontline Employee Buy-in of AI Technologies
  • 14:30 - #5: Mirko GATI (Corvinus University of Budapest),  Sales digitalization and its positive and negative effects on job positions through the whole sales process

  • 15:00 - Closing session: Pierre-Charles ROMOND (UCA), From the scientific idea to start-up birth
  • 15:45 - End of the event
The organisers reserve the right to modify the programme.


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INSTITUTION, ENTREPRISE // Organisation, Company *
Participation :  *
PARTICIPE A // Participating during the: (multiple choice) *
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