Applied Sales Management Research: Topics, Theories and Methodology

THOMAS GEORGE BRASHEAR ALEJANDRO (University of Massachusetts Amherst)

Short description of the course
The purpose of this seminar is to introduce literature concerning sales and sales management as well as an overview of research methods used in sales research. We will review literature summarizing sales and sales management research over the past 20 years as well as look at Transaction Cost Economics, Agency Theory and Resource Based View (among others) as theoretical underpinnings of key issues in sales including control, compensation and as structure. The seminar does not chronologically follow the historical evolution of the field but is organized around the perspective of the instructor. Beyond the theoretical literature, we will discuss various methodological issues including: data collection, survey development, measurement assessment, CFA, SEM models, common methods bias, and others. Each study will be given a dataset to develop a conceptual model that can be used in a future paper.

Students of the FGV EAESP Master’s and Doctoral Program in Business Administration or in Public Administration and Government, the credits earned will count toward the credits required in the following Concentration Areas:
• Marketing Strategies

The expected students' profile to attend the course and previous knowledge required:
No required background in sales management literature. Understanding of theory development and basic methods very helpful.

Targeted audience: MSc and PhD students, professors and researchers from FGV and other Institutions.

Key information*
Credit Class-hours Date Time Place Language
2 30

 from July, 10 to July, 21 (Monday to Friday)

morning - from 9 a.m. till 12 p.m.

Room 1102, 11th floor English

* subject to change

Course Syllabusclick here . 

Enrollment Dates: from Apr, 26 till June, 30

Whant to enroll? Online Enrollment Application Form   

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