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Author |
|
| Name | Hall, Zachary |
| Research field | Economics and Business |
| Career stage | doctoral researcher |
| Home university/institution | Texas Christian University |
| Department/Research unit at home university/institution | - |
| Chair/Working group at home institution | - |
International activity |
|
| Country | Germany |
| Location | Bochum |
| University | Ruhr-Universität Bochum (RUB) |
| Fund Research School | VIP |
| Type of activity | research stay |
| Period |
starts 01-01-2017 ends 31-12-2019 |
| Keywords | - |
| Report |
The VIP grant allowed Prof. Dr. Jan Wieseke to further collaborate with Prof. Dr. Zachary Hall, Professor for Marketing at TCU within the Neeley School of Business. Prof. Dr. Hall’s research expertise is in the field of salesperson performance with the focus on salespeople’s perceptual accuracy throughout the sales process. His early work was directly based on some Prof. Dr. Wieseke’s prior research. The VIP grant enabled these two to leverage their expertise together on research aimed at Marketing’s premier journals. June 2017 Prof. Dr. Zachary Hall visited Ruhr-Universität Bochum to collaborate with Prof. Dr. Wieseke, Prof. Dr. Sascha Alavi, and Annika Hogrebe. During this first visit, the researchers were able to work out the foundation for research on the dynamics sensing throughout the sales process. At its current stage, the researchers plan 5-6 separate academic papers with data collection beginning in October 2017. Furthermore, Prof. Dr. Hall taught a week long International Sales Module on persuasion to the Sales Management Master’s Program. The course was attended by 31 Master’s students. Prof. Dr. Hall met with each student and student team individual for feedback and coaching for their final projects in the course. At the end of his first visit, Prof. Dr. Hall presented to the Marketing Ph.D. students an overview of his research and gave guidance to publishing research in academia. He met with many Ph.D. students afterwards to consult them on their individual projects. June 2018 On Prof. Dr. Zachary Halls second visit at the Sales and Marketing Department of Ruhr-Universität Bochum, he collaborated with Prof. Dr. Jan Wieseke and Prof. Dr. Sascha Alavi on their research paper regarding the role of need sensing within the course of interaction in a sales process. Further, they jointly supervised the master thesis of Annika Hogrebe, concerning the personality sensing in sales interactions. From August to December 2018, Annika Hogrebe will subsequently complete a research visit at Texas Christian University in the USA. Similar to his visit last year, Prof. Dr. Hall introduced the Ph.D. students of the Sales and Marketing Department within a research colloquium to his research and gave advice on publishing research in top-ranking journals. Since the discussions with Prof. Dr. Hall were very successful last year, he again provided feedback and coaching to a number of Ph.D. students following the research colloquium. During his stay in Bochum, Prof. Dr. Hall provided a communication course within the Summer School Program from May 22nd to 25th, teaching approximately 40 master students. Next to theoretical input, he provided individual feedback and coaching for the students, on how to improve their communication skills. |