معرفی
Laurianne SCHMITT is an Assistant Professor at the IÉSEG School of Management's Department of Marketing. She holds a Ph.D. in Sales and Marketing from EM Strasbourg, France. Her research focuses on AI in sales, social media strategies in B2B contexts, key account management, and salesperson behavior. She teaches courses such as Advanced Sales Management, Survey Design and Analysis, and Sales and Business Management within the Bachelor in International Business and Grande École programs.
Her work emphasizes the institutionalization of social selling practices and explores the impact of technology like AI coaching on sales performance. Collaborating with 12 partners, her research bridges theory and practice in marketing ecosystems and multinational firm dynamics.
Publications span journals like Industrial Marketing Management, Journal of Business Research, and European Journal of Marketing, highlighting her contributions to sales management systems, stakeholder knowledge management, and cross-cultural social media use in sales contexts.
