معرفی
XU Juan is an Assistant Professor in Marketing at NEOMA Business School, specializing in B2B solution selling dynamics. She holds a PhD in Marketing from Eindhoven University of Technology and has conducted visiting research at Copenhagen Business School.
- PhD: Eindhoven University of Technology
- Visiting Research: Copenhagen Business School
Her research focuses on:
- Sales decision-making under uncertainty
- Human-AI interaction in B2B sales
- Solution selling strategies
- Demand forecasting methodologies
- Dynamic sales process modeling
Recent research trends analyze:
- Quantitative approaches to salesperson behavior
- Meta-analytic patterns in adaptive selling
- Design science solutions for sales lead management
- Performance outcomes linked to customer demand uncertainty
XU teaches Marketing Management and Marketing Research Methods. Her work appears in top journals like Journal of Marketing and Industrial Marketing Management, with conference presentations at AMA, ISBM, and EMAC.
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