Manuel Berkmann has been selected as one of the two award winners for the AMA Sales SIG/USCA Doctoral Dissertation Proposal Competition for his dissertation project “More Than Just a Service Technician: Determinants of Lead Generation and Lead Conversion in B2B Service Encounters”. The dissertation project focuses on how service technicians can create value for the firm by engaging in selling activities (in addition to their regular service job).

The award will be presented during the 2018 AMA Winter Academic Conference, taking place from Feb 23-25, 2018 in New Orleans.