XU

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XU Juan

PhD / Doctorate Marketing and Sales

Grace XU is an Assistant Professor in Marketing at NEOMA Business School. She obtains her PhD in Marketing from Eindhoven University of Technology, the Netherlands. She has been a visiting research at Copenhagen Business School, Denmark. She teaches Marketing Management and Marketing Research Methods. Her current research interests are focused on salespeople’s decision-making in solution selling/uncertain sales market and dynamic sales process analysis. She is also interested in salespeople’ s decision-making process and sales forecasting in B2B solution selling context with the contingencies of human intelligence and artificial intelligence. Her research works have been accepted or are forthcoming in prestigious international journals such as Journal of Marketing, Industrial Marketing Management. Her research works have been presented in major conferences, such as American Marketing Association (AMA), Institute for the Study of Business Markets (ISBM), and European Marketing Academy (EMAC)

VAN DER BORGH, M., J. XU, M. SIKKENK, "Identifying, analyzing, and finding solutions to the sales lead black hole: A design science approach", Industrial Marketing Management, July 2020, vol. 88, no. 5, pp. 136-151
10.1016/j.indmarman.2020.05.008
XU, J., M. VAN DER BORGH, E. J. NIJSSEN, S. K. LAM, "Why Salespeople Avoid Big-Whale Sales Opportunities", Journal of Marketing, September 2022, vol. 86, no. 5, pp. 95-116
10.1177/00222429211037336

XU, J., "Adaptive Selling Behaviors and Performance Contextualization: Insights from a Meta-Analytic Review" in Academy of International Business (AIB) conference, 2024, Seoul, Korea, Republic Of

XU, J., "A Literature Review on Adaptive Selling Behaviors: A meta-analytic review" in Industrial Marketing Management Summit, 2023, University of Bamberg, Bamberg, Bavaria, Germany
XU, J., W. VAN DER BORGH, E. NIJSSEN, L. SON, "Exploring Judgement Formation for Solution Selling to B2B Customers: The Importance of Expected Customer Demand Uncertainty for Performance Outcomes" in European Marketing Academy Doctoral Colloquium, 2019, Hamburg, Germany
XU, J., M. VAN DER BORGH, E. NIJSSEN, "What to Expect when Selling Product- Service Solutions? The Mediating Role of Certainty Estimates" in Session on Emerging Phenomena in B2B Sales Management, ISBM Academic Conference, 2018, Cambridge, United States
XU, J., M. VAN DER BORGH, E. NIJSSEN, "What to expect? Certainty in salespersons’ judgement of expected customer demand for new products" in American Marketing Association. Educators Proceedings, 2018, United States

XU, J. - "Press Release From the Journal of Marketing: Why Salespeople Avoid Big-Whale Sales Opportunities, Marilyn Stone - Communiqué de presse- American Marketing Association" - 2021

XU, J., M. VAN DER BORGH, E. J. NIJSSEN, S. K. LAM, "Why Salespeople Avoid Big-Whale Sales Opportunities", Journal of Marketing, September 2022, vol. 86, no. 5, pp. 95-116 DOI : 10.1177/00222429211037336
VAN DER BORGH, M., J. XU, M. SIKKENK, "Identifying, analyzing, and finding solutions to the sales lead black hole: A design science approach", Industrial Marketing Management, July 2020, vol. 88, no. 5, pp. 136-151 DOI : 10.1016/j.indmarman.2020.05.008

XU, J. - "Press Release From the Journal of Marketing: Why Salespeople Avoid Big-Whale Sales Opportunities, Marilyn Stone - Communiqué de presse- American Marketing Association" - 2021