emlyon business school : International and European business school / Faculty & Research / Faculté / Annuaire des professeurs / Christine LAI
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Christine LAI

Associate Professor

Ph.D. en Business Administration

Marketing

Research topics

1. Sales force management

2. Business-to-Business buyer-seller interactions

3. Key account management and team selling

4. Marketing and sales education

Prices and awards

Excellent Teaching Award
2016 - 2017
Distinction Socrate de Faculté des sciences de l’administration, FSA, Université Laval, Québec, Canada
Excellent Teaching Award
2017 - 2018
Distinction Socrate, Faculté des sciences de l’administration, FSA, Université Laval, Québec, Canada
National Conference
2022
in Sales Management Best Paper Award, Minneapolis, USA
AMS-AFM common research proposals grant
2022 - 2023
research grant (USA$2,000) with Melanie Bowen for the joint project entitled “Exploring the Effectiveness of Storytelling in Buyer–Seller Interactions: A Mixed Method Study”

Publications

Associations

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

Communications & Seminars

  • Arron Arndt and Christine Lai-Bennejean, “Tips for Effective Document Management”, Special session at the National Conference in Sales Management (NCSM), Minneapolis, Minnesota, USA, March 23-26, 2022
  • Lai-Bennejean, Christine, Global Sales Operations YouTube channel: CHIC (Christine Interview Commercial) : https://www.youtube.com/channel/UCbZoJ9wUrp7bqPjGjHkdOJA/featured
  • 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