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GSSI (5)

Global Sales Science Institute (GSSI) 2027

Celebrating 20 Years of Global Sales Science: Bridging Trust, Human Ingenuity, and Transformation at a Crossroads in Africa

Casablanca, Morocco | June 2-4 2027

Submissions Deadline : Monday, January 18, 2027.

Thursday, June 3 

Location: Grand Auditorium

8:30 – 9:00 AM Registration, Welcoming Coffee

9:00 – 9:05 AM  Welcome Address

Aziz Kadiri
Aziz Qadiri

Chair of ESCA Ecole de Management Strategic Council

 

9:05 – 9:30 AM   Keynote Speech

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Said Mouline

CEO, Moroccan Agency for Nuclear and Radiological Safety and Security (AMSSNuR)

 

9:30 – 10:30 AM  Panel 1 – Building Competitive and Decarbonized Industries through Clean
Energy and Green Innovation

Location: Grand Auditorium

Fernando
Fernando J. Díaz López

Executive Director, S&O Climate & Earth Center – HEC Paris; Lead Author, IPCC AR7 (Industry)

Guy Midgely
Guy Midgley

Acting Director School for Climate Studies, at Stellenbosch University

Igazeuma
Igazeuma Adikema Okoroba

Head of Sustainability at Dangote Cement Plc 

 

Kamel
Kamel Abdallah

Managing Director & CEO of Canal Sugar Company 

 

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Nada R. Naufal

Director, Rami Makhzoumi Corporate Governance Initiative at the Suliman Olayan School of Business, American University of Beirut

 

Zineb El jazouli
Zineb El Jazouli

Director of Public Affairs and Director of the Renault Morocco Foundation, Renault Group Morocco

 

amr mir (1)
Amr Mir

Moderator : Professor of Procurement & Supply Chain Management, ESCA Ecole de Management 

 

 

 

10:30 – 11:30 AM  Panel 2 – Regulatory, Financial, and Technical Support for Africa’s
Decarbonization and Sustainable Growth

Location: Grand Auditorium

Adrien
Adrien de BASSOMPIERRE

Head of the European Investment Bank’s (EIB) Representation in Morocco 

 

Nahla Benslama
Nahla Benslama

Head of the Infrastructure and Renewable Energies Department at the Moroccan Investment and Export Development Agency

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Amal Benaïssa

Director of Sustainability Advocacy at Bank of Africa - BMCE Group

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Gaëtan Ducroux

Policy Officer in charge of Energy, Climate, and Environment Policies at the Delegation of the European Union to Morocco  

 

Clémence McNulty
Clémence McNulty

Senior Director, ESG, Climate and Sustainability

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Salim Rouhana

Lead Urban, Resilience and Land Specialist, The world Bank

Mourad Prof-1
Mourad Aakiri

Moderator : Professor of International Business & Corporate Finance, ESCA Ecole de Management

 Overview

The Global Sales Science Institute (GSSI) invites scholars, educators, and practitioners to submit full papers and structured abstracts for the 2027 GSSI Conference in Casablanca, Morocco.

GSSI connects scholars, educators, students, and sales leaders to co-create rigorous research, forward-looking innovative teaching, and actionable insights that strengthen personal selling and sales management worldwide. In 2027, GSSI celebrates its 20th anniversary, marking two decades of shaping sales scholarship, pedagogy, and practice worldwide.

This year’s theme, “Celebrating 20 Years of Global Sales Science: Bridging Trust, Human Ingenuity, and Transformation at a Crossroads in Africa,” reflects both a moment of reflection and a forward-looking call to action. Over the past two decades, selling has evolved dramatically. Today, the discipline stands at a pivotal inflection point driven by rapid advances in artificial intelligence, digital platforms, and data analytics.

At the same time, these changes raise fundamental questions:

  • What aspects of selling can be automated—and what must remain human?

  • How does trust develop in hybrid and AI-mediated interactions?

  • What role do judgment, empathy, and creativity play in an increasingly technology- enabled sales environment?

  • How should we teach and prepare the next generation of sales professionals for this evolving landscape?

As a host region, Africa offers a powerful context. Rapid digital transformation, entrepreneurial growth, and diverse institutional environments make it an ideal setting to explore how global sales practices evolve at the intersection of technology, culture, and human relationships. 

The 2027 GSSI Conference seeks to explore how the field can bridge technological transformation with the enduring importance of human ingenuity in sales, while also reflecting on what we have learned over the past 20 years—and how we prepare for the next 20. 


Topics of Interest include (but are not limited to): 

AI, Technology, and Sales Transformation

  • AI-enabled selling, automation, and augmentation of sales roles

  • Generative AI and its impact on communication, content, and buyer engagement

  • Technology adoption, resistance, and organizational change in sales

  • Human–AI collaboration and decision-making in sales contexts

The Human Element of Sales

  • Trust-building in digital and hybrid environments

  • Creativity, improvisation, and judgment in complex sales situations

  • When and why human interaction matters in buyer–seller relationships

Trust, Ethics, and Responsibility in the AI Era

  • Transparency, bias, and fairness in algorithm-driven decisions

  • Privacy concerns and their impact on customer trust

  • Responsible and sustainable sales practices

Sales in Africa and Emerging Markets

  • Informal economies and relationship-based selling

  • Digital leapfrogging and mobile-enabled sales models

  • Sales as a driver of inclusive economic growth

Retrospective Track

In recognition of GSSI's 20th anniversary, we invite submissions that take stock of where the field has been, and use that vantage point to chart where it should go. Submissions may include systematic or narrative literature reviews, bibliometric analyses, or conceptual pieces that synthesize accumulated knowledge, with particular interest in work that identifies what remains unresolved and what questions should define the next 20 years.

  • The evolution of core theoretical frameworks in selling and sales management

  • Method trends, blind spots, and opportunities for cumulative knowledge-building

  • The changing relationship between sales research and sales practice

  • How sales pedagogy has evolved and what that evolution reveals about the field

  • Practitioner perspectives on the real-world impact of sales science

Sales Pedagogy, Teaching Innovation, and Learning Impact

In recognition of both GSSI’s educational mission and its 20-year legacy, we invite submissions focused on teaching excellence and innovation in sales education. This track will highlight ideas that shape how we teach sales in an era defined by AI and transformation. Submissions in this track may include evidence-based teaching innovations, conceptual approaches to pedagogy, or well-developed teaching cases.

  • Innovative teaching methods, simulations, and experiential learning

  • Integrating AI, analytics, and technology into sales curricula

  • Classroom approaches to hybrid, online, and global learning environments

  • Industry partnerships and real-world learning experiences

  • Best practices, course designs, and teaching cases 

Submission Information

The conference welcomes both empirical and theoretical papers, as well as pedagogical contributions, related to all aspects of selling. Competitive submissions will be reviewed following a double-blind process, and awards will be conferred for the best:

1. Empirical paper

2. Theoretical paper

3. Retrospective paper

4. Doctoral student research paper

5. Teaching Innovation / Pedagogy contribution

Competitive Submission - Structured Abstracts or Full Papers (Theoretical, Empirical, Retrospective)

  • Clearly articulated research and contribution

  • Supporting theory

  • Method Used (if applicable)

  • Evidence, outcomes

  • Theoretical and Practical Implications

  • Indicate if empirical, theoretical, or retrospective upon submission.

Doctoral Student Submissions*

Scholarly research papers will be considered for doctoral student awards and grouped for presentation. Teaching papers or structured abstracts may be submitted to other tracks.

  • Must be authored by one or more doctoral students only.

  • Submit short full papers (≈ 10-12 pages excluding references and appendices)

  • Please indicate doctoral status upon submission.

Teaching Submissions 

  • Must address a sales or sales management class topic

  • Innovations can be individual class activities, full class approaches, or more extensive curricula

  • Clearly articulated teaching objective and contribution

  • Supporting pedagogy

  • Evaluation, Evidence of outcomes (where applicable)

  • Please indicate teaching track upon submission.

Requirements

Manuscripts should adhere to the Journal of Personal Selling & Sales Management (JPSSM) guidelines. Structured abstracts and teaching submissions should be no more than 5 pages single-spaced (plus references). At least one author of each accepted submission must:

  • Attend and present at the conference

  • Submit a final version by the deadline

  • Register for the conference 

Important Dates

  • Submission Deadline: January 18, 2027
  • Conference Dates: June 2–4, 2027
All submissions are due at midnight Morrocco time on Monday, January 18, 2027.
 

Please complete the following form to submit your paper for consideration to the Global Sales Science Institute 2027 (GSSI 2027). Ensure all details are accurate before submission.

Submit your Paper

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