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Department of Business and Economics

AMA Global SIG Conference in Sicily

Teilnehmerkarte der AMA Global SIG Conference auf Sizilien © Fabienne Ruoss​/​TU Dortmund

After numerous digital events, the AMA Global Marketing SIG Conference took place in Taormina on the west coast of Sicily in early October. Prof. Dr. Hartmut Holzmüller, Fabienne Ruoß and Dr. Andreas Keßenbrock represented the Professorship of Marketing and gave a presentation on the results of a recent study entitled "Is here a smart way to manage independent sales agents in export markets? - Current practices of monitoring and managing international intermediaries". Conducting a series of case analyses with small and medium-sized export companies in Germany, the researchers investigated common practices for motivating, monitoring and promoting cooperation with autonomous sales partners. Afterwards, practical implications that could be derived from the results and the high relevance for research were discussed with the conference participants.

Link to Conference Website