[{"jcr:title":"Event Programme"},{"startHour":"08h00","endHour":"22h00","richText":"Event programme Overview of the programme","madeBy":"Por","title":"Event Programme","variant":"imagecolor"},{"jcr:title":"azul marinho / vermelho / branco"},{"themeName":"azul marinho / vermelho / branco"},{"jcr:title":"Grid Container Section","layout":"responsiveGrid"},{"id":"ancora-1"},{"id":"inscricoes","text":"   "},{"entryTitle":"Entrada","parkingTitle":"Estacionamento","titleSection":"Information","parkingAddress":"Insper - São Paulo, Brazil (Rua Uberabinha, S/N - São Paulo /SP - Brazil)","titleDatetime":"Data/Hora","entryAddress":"Insper - São Paulo, Brazil (Rua Quatá, 300 - São Paulo /SP - Brazil)","id":"information","realizationTitle":"Realização"},{"id":"overview of the programme","text":"    OVERVIEW OF THE PROGRAMME: Insper, Building Cláudio Haddad (1), 4th floor, Room 410    "},{"id":"programacao","text":"  Wednesday 2nd Oct: Academics-Practitioners Day   13:00-14:00h: Registration for the IMM SA Summit 14:00 – 14.15h: Introduction by the Dean and Vice-Dean. 14:15 – 16:00h: Round table with practitioners and discussion with audience 16:00 – 16:30h: Coffee Break 16:30-16.45: Promotion of IMM’s Academic-Practitioner Paper section 16:45h-18:30h: Academic-Practitioner Paper development workshop 18:30 – 20:00: Welcoming reception (Cocktail drinks + finger food) Location: Auditorium Foyer, ground floor."},{"id":"programacao","text":"    Thursday 3rd Oct: IMM Summit Academic Presentations   8:00-10:00h: Summit academic presentations 10:00- 10:30h: Coffee Break 10:30-12:30h: Summit academic presentations 12:30-14:00h: Lunch break 14:00-14.30h: Meet the IMM Editors Session (Adam Lindgreen, C. Anthony Di Benedetto) 14:30-15:30h: Keynote Speaker (Christopher Plouffe) 15:30- 16:00h: Coffee Break 16:00-18:00h: Summit academic presentations 19h-22h: Gala Dinner + Best Paper award Location: Restaurante Praça São Lourenço (R. Casa do Ator, 608 – 5’ walking distance from Insper)      "},{"id":"programacao","text":"  Friday 4th Oct: IMM Summit Academic Presentations   8:00-10:00h: Summit academic presentations 10:00- 10:30h: Coffee Break 10:30-12:30h: Summit academic presentations 12:30-14:00h: Lunch End of the summit  "},{"id":"detailed programme","text":"    DETAILED PROGRAMME: Insper, Building Cláudio Haddad (1), 4th floor, Room 410  "},{"id":"detailed programme","text":"  Wednesday 2nd Oct: Academics-Practitioners Day   13:00-14:00h: Registration for the IMM SA Summit 14:00 – 14.15h: Introduction by the Dean and Vice-Dean 14:15 – 16:00h: Round table with practitioners and discussion with audience   Overarching theme: Challenges, Opportunities and Trends in B2B Discussion with academics and Q&A by audience Practitioners: Guilherme Dabdad (Marketing and Strategy Executive Manager at Suzano) and José Luiz Ronchetti Filho (Vice-president for B2C channels at Boticário Group) Mediators: Gabriel Gonzalez (Fowler College of Business, San Diego) and Willy Bolander (Texas A&M University)   16:00 – 16:30h: Coffee Break   16:30-16.45: Promotion of IMM’s Academic-Practitioner Paper section Adam Lindgreen (CBS – Copenhagen Business School) and Tony Di Benedetto (Fox School of Business)Adam Lindgreen, Tony Di Benedetto   16:45h-18:30h: Academic-Practitioner Paper development workshop Mediators: Adam Lindgreen (CBS – Copenhagen Business School), Ad de Jong (F CBS – Copenhagen Business School), Robert Morgan (Cardiff University), Thomas Ritter (CBS – Copenhagen Business School) Practitioners: Fábio Duran (8D Hubify - CEO), Renato Germiniano (3M/Solventum - Country Business Leader), Rodrigo Akira Yamaguchi (Suzano - FP&A coordinator), Adriana Luri Minami (AMAI – co-founder), Luciano Conde (Oracle - Head of Architecture), Marcello Ferreira (Former head of the joint venture Pão de Açucar and Itaú), Larissa Minella (Mercado Livre - OTR product specialist)   18:30 – 20:00: Welcoming reception (Cocktail drinks + finger food) Location: Auditorium Foyer, ground floor"},{"id":"detailed programme","text":"  Thursday 3rd Oct: IMM Summit Academic Presentations   8:00-10:00h: Summit academic presentations   Session 1 - Artificial Intelligence in B2B Marketing Mediator: Maria Rouziou IMM_SA_113: Rafael Teixeira, Aleda V. Roth, Juliana Bonomi dos Santos, DeWayne Moore. “Exploring Complexity in the Delivery of B2B Technology-Enabled Services: A Numerical Taxonomy of B2B Multi-Facility Buyers” IMM_SA_118: Christopher Nelson, Lana Waschka, Gary Hunter. “Inbound Sales Management: Exploring The Substitutability of Autonomous AI Sales Agents in Advancing B2B Relationships” IMM_SA_119: Jorge Bullemore, Julián Andrés Díaz Tautiv, Eduardo Cristóbal-Fransi. “AI in Action: Exploring the Drivers of Adoption in B2B Sales” IMM_SA_107: Fabio Duran, Marcos Severo, Giuliana Isabella, Colin Gabler. “How AI leverages lead generation with instant messaging apps: Chatbots versus Landing Pages in the B2B customer journey” 10:00- 10:30h: Coffee Break 10:30-12:30h: Summit academic presentations   Session 2 - B2B Customer Satisfaction Mediator: Thomas Ritter IMM_SA_106: Pia Hautamaki, Deva Rangarajan, Nawar Chaker, Maria Rouziou. “Managing the Use of Enterprise Social Media Platforms in B2B Organizations” IMM_SA_116: Guilherme Sales Smania, Néstor Fabián Ayala, Wim Coreynen, Glauco H. S. Mendes. “Inter-organizational tensions in platform-based servitization: An analysis of platform ecosystems through a paradox lens” IMM_SA_114: Walter Palomino-Tamayo, Daniel Reyna Flores, Sebastian Caceres Olivos. “Influence Friendship Quality on Pharmaceutical Prescription Intention: The Mediating Role of Customer Satisfaction” IMM_SA_112: Rodrigo Heldt, Guilherme Brandelli Bucco, Fernando Bins Luce, Sarang Sunder, Cleo Schmitt Silveira, João Batista Gonçalves Brito, João Luiz Becker. “Customer Centricity in a Product-centric Marketplace: Bottom-up Approach to Manage Customers, Product Categories, and Brands Simultaneously”   12:30-14:00h: Lunch break 14:00-14.30h: Meet the IMM Editors Session (Adam Lindgreen, C. Anthony Di Benedetto) 14:30-15:30h: Keynote Speaker (Christopher Plouffe) 15:30- 16:00h: Coffee Break 16:00-18:00h: Summit academic presentations   Session 3 - Reaching the B2B Customer Mediator: Jorge Bullemore IMM_SA_102: Marcos Severo, Valter Vieira, Juliano Domingues, Xialu Liu, Valter Faia. “Classical and non-simultaneous pathways in the online sales funnel: Strength and duration of the effects of cross- and up-selling” IMM_SA_104: Christopher R. Plouffe, Carlos Bauer, Michael Peasley, David Mathis. “Explorations of ‘Retail Business Development Specialists’ (RBDS): Examining the Interplay of Customer-Facing and Relational Approaches as Drivers of Performance with Retail-to-Business (R2B) Customers” IMM_SA_111: Yanqing Wang, Ben Lawrence, Yinghao Pan. “Automated Text Analysis of Franchise Disclosure Documents: A Systematic Framework” IMM_SA_103: Fernanda Muniz Junqueira Ottoni, Rafael Barreiros Porto, Marcos Inácio Severo de Almeida, Karim Marini Thomé. “Co-branding with ingredient corporate brand: Effectiveness of business-to-business and business-to-consumer advertising messages on product brand equity”   19h-22h: Gala Dinner + Best Paper award Location: Restaurante Praça São Lourenço (R. Casa do Ator, 608 – 5’ walking distance from Insper)"},{"id":"detailed programme","text":"  Friday 4th Oct: IMM Summit Academic Presentations   8:00-10:00h: Summit academic presentations   Session 4 - B2B Public Policy Issues Mediator: Marcos Severo IMM_SA_110: Alexandre Borba da Silveira, Jefferson Marlon Monticelli, Eduardo Zanrosso. “How can highly regulated industries induce business-to-business emerging coopetition?” IMM_SA_105: Luiza Braga, Matheus Tardin, Marcelo Perin, Amir Grinstein. “Corporate Activism: A Literature Review of Theories, Antecedents, and Outcomes” IMM_SA_108: Peren Özturan, Ad de Jong. “Circular Economy as a tool to Transform B2B Marketing: Current Practices and Future Agenda” IMM_SA_120: Thomas Ritter, Carsten Lund Pedersen. “Tensions in Business-to-Business Marketing: A Research Agenda for Paradoxes, Trade-offs, and Dilemmas” 10:00- 10:30h: Coffee Break 10:30-12:30h: Summit academic presentations   Session 5 - B2B Channel Relationships Mediator: Juliana Bonomi de Santos Campos IMM_SA_ 117: Fábio Campos Tescari, Michael Ehret, Sérgio Ricardo Borges Frias. “Fostering supplier experience: The role of buyer-specific value contribution” IMM_SA_109: Tatiane Pellin Cislaghi, Gabriela Zanandrea, Douglas Wegner, Marcelo Fernandes Pacheco Dias, Luciana Marques Vieira. “Configuring the Governance of Buyer-Supplier Relationships for the Generation of Relational Rents for Organics Farmers” IMM_SA_115: Priscila Laczynski de Souza Miguel, Juliana Bonomi de Santos Campos. “Identification and development of women-owned suppliers in Brazil: a qualitative study” 12:30-14:00h: Lunch End of the summit"},{"id":"abstracts","text":"    Abstracts  [Link for the abstracts](/content/dam/insper-portal/documentos/outros/ATUALIZADO%2001.10%20-%20ABSTRACTS.pdf)"},{"id":"realization","text":"  Realization  "},{"imageCrop":"33,91,1065,399","fileName":"LOGO SITE NOVO - Summit.png"},{"targetId":"information","label":"Information"},{"targetId":"overview of the programme","label":"Overview of the programme"},{"targetId":"detailed programme","label":"Detailed programme"},{"targetId":"abstracts","label":"Abstracts"}]