Christine LAI
Associate Professor
Research topics
1. Frontline management with a focus on sales force satisfaction and motivation
2. Buyer-seller negotiation
3. Key account management and team selling
4. Marketing and sales education
Prices and awards
Publications
Bowen, Melanie, Lai-Bennejean, Christine, Haas, Alexander, Rangarajan, Deva. 2021. Social media in B2B sales: Why and when does salesperson social media usage affect salesperson performance?. Industrial Marketing Management, 96 : 166-182 p.
Lai-Bennejean, Christine, Beitelspacher, Lauren. 2021. Impacts of salespeople’s biased and unbiased performance attributions on job satisfaction: the concept of misattributed satisfaction. European Journal of Marketing, 55 (2) : 468-496 p.
Lai-Bennejean, Christine, Gelb, Betsy. 2019. Another Look at Motivating – and Retaining – Salespeople. Journal of Business Strategy, 40 (4) : 11-17 p.
Lai-Bennejean, Christine, Yang, Ying. 2017. The Role of Formal Information Sharing in Key Account Team Effectiveness: Does Informal Control Matter and When. Journal of Personal Selling & Sales Management, 37 (4) : 313-331 p.
Lai-Bennejean, Christine. 2016. The Effect of Individual Market Orientation on Sales Performance: An Integrated Framework for Assessing the Role of Formal and Informal Communications. Journal of Marketing Theory and Practice, 24 (3) : 328-343 p.
Lai-Bennejean, Christine, Gelb, Betsy. 2015. Key Account Teams: Success Factors for Implementing Strategy. Journal of Business Strategy, 36 (4) : 48-55 p.
Academic articles
Lai-Bennejean, Christine, Poil Burtin, Maud. 2021. Tell stories that make sense: An example of training business logic in selling . St. Louis, USA, April 7-9, 2021. NCSM, 5 p. 5 p.
Lai-Bennejean, Christine, Marcos-Cuevas, Javier. 2020. The Impacts of Business Objective and Leeway Left to Salespeople on Negotiation Outcomes. Norfolk, VA USA, 2020.
Conferences
Bowen, Melanie, Lai-Bennejean, Christine, Haas, Alexander, Rangarajan, Deva. 2022. The Secrets of Social Media in Salesperson Performance. Kelly Center Research Report, 15 (2): 18-22 p.
Lai-Bennejean, Christine. 2021. Face à la crise, les managers doivent se montrer plus à l’écoute que jamais. The Conversation
Melkonian, Tessa, Lai-Bennejean, Christine. 2020. Engagement et performance collective: les précieux conseils des chercheurs aux managers. The Conversation
Lai-Bennejean, Christine. 2020. How to Make Your Salespeople Happy and Engaged to Work?. Knowledge@emlyon
Press articles
Associations
- American Marketing Association (AMA) Sales SIG
- Association Française de Marketing
Communications & Seminars
- Lai-Bennejean, Christine and Lauren Beitelspacher (2020), "Impacts of salespeople's biased and unbiased performance attributions on job satisfaction: the concept of misattributed satisfaction," forthcoming, European Journal of Marketing.
- Lai-Bennejean, Christine (2020), “How to Make Your Salespeople Happy and Engaged to Work? ” in Makerstories Jan 22 2020: knowledge @emlyon. https://medium.com/makerstories/how-to-make-your-salespeople-happy-and-engaged-to-work-f4aa10dd290d
- 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: http://salesthoughtleadership.org
- 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