Christine LAI

Professeur associé

Ph.D. en Business Administration

Marketing

Thèmes de recherche

1. Gestion de première ligne avec une focalisation sur la satisfaction et la motivation de la force de vente

2. Négociation acheteur-vendeur

3. Négociation acheteur-vendeur

4. Éducation marketing et vente

Prix et récompenses

Distinction Socrate
2017 - 2018
prix remis par la faculté des Sciences de l’Administration, Université Laval pour l’excellence en enseignement
Distinction Socrate
2016 - 2017
prix remis par la faculté des Sciences de l’Administration, Université Laval pour l’excellence en enseignement
SIRUL
2012 - 2016
Récipiendaire d’une subvention dans le cadre du Programme SIRUL, Université Laval (CAD$35,000), chercheur principal

Publications

Associations

  • American Marketing Association (AMA) Sales SIG
  • Association Française de Marketing

Communications et Séminaires

  • Lai-Bennejean, Christine (2020), “How to Make Your Salespeople Happy and Engaged to Work? ” in Makerstories Jan 22 2020: knowledge @emlyon.
  • Michel Klein, Juliet F. Poujol and Christine Lai-Bennejean, “The Impact of Customer Mistreatment on Salespeople's Emotion Management and Selling Success: The Key Role of Emotional Authenticity” Proceedings of the Global Sales Science Institute (GSSI) Conference, Montpellier, France, 2020
  • Lai-Bennejean, Christine and Javier Marcos-Cuevas,“The Impacts of Business Objective and Leeway Left to Salespeople on Negotiation Outcomes”, Proceedings of the National Conference in Sales Management (NCSM), Norfolk, VA USA, 2020
  • Lai, Christine Jaushyuam and Betsy Gelb, “Learning More About Salesperson Job Satisfaction”, presented at the National Conference in Sales Management, Saint Diego, USA, 2018
  • Lai, Christine Jaushyuam and Ying Yang, “Performance Impact of Customer Orientation and Task Interdependence in Key Accounts Sales Teams: An Information Sharing Perspective”, Proceedings of the Academy of Marketing Science, Coronado Island, California, USA, 2017
  • Lai, Christine Jaushyuam and René Darmon, “Applying Llosa's Tretra-class Model for Effective Management of Sales Force Job Satisfaction,” Thought Leadership on the Sales Profession Conference hosted by HEC Paris, Paris, May 2017: http://salesthoughtleadership.org
  • Lai, Christine Jaushyuam and René Darmon, “The Impact of Salespeople's Unbiased and Biased Attributions on Their Job Satisfaction: An Experimental Study”, Proceedings of the National Conference in Sales Management, St. Louis, USA, 2017, 66-68
  • Lai, Christine Jaushyuam and René Darmon, “The Impact of Salespeople's Attribution Biases on Job Satisfaction: The Concept of Unwarranted Satisfaction”, Developments in Marketing Science: Proceedings of the Academy of Marketing Science, Denver, USA, 2015, p 655-656
  • Lai, Christine Jaushyuam, Son Lam and Michael Ahearne, “Performance Impact of Individual Market Orientation in Sales Teams: Does Formality of Communication Matter and When?” Thought Leadership on the Sales Profession Conference hosted by Columbia University, New York City, 2014:
  • Lai, Jau-Shyuam, “Does Informal Network Make Formal Communication More or Less Effective?” American Marketing Association (AMA) Winter Marketing Educators' Conference: B2B Sales Track Session, Austin, TX, USA, 2011
  • Lai, Jau-Shyuam, “The Effect of Formal and Informal Communication on Sales Information Transmission: The Moderating Role of Competitive Climate”, ISBM Academic Conference: Advances in B-to-B Marketing, Boston, USA, 2010
  • Lai, Jau-Shyuam, “Sales Information Transmission: Formal and Informal Communication among Salespeople”, ISBM Business-to-Business Ph.D. Student Research Camp, Boston, USA, 2010
  • Lai, Jau-Shyuam, “Effects of Social Exchange Relationships on Sales Information Transmission”, PhD winning paper, National Conference in Sales Management, Milwaukee, USA, 2010