Journal of Personal Selling & Journal of Personal Selling & Sales Management Sales Management
Editor:Editor:
Kenneth R. EvansKenneth R. Evans
University of OklahomaUniversity of Oklahoma
Price College of Business Price College of Business
SMA Presentation SMA Presentation
November 9, 2007November 9, 2007
Positioning of JournalPositioning of JournalMission:Mission:
The The Journal of Personal Selling & Sales ManagementJournal of Personal Selling & Sales Management is positioned as the premier journal is positioned as the premier journal internationally that is devoted exclusively to the publication of peer-reviewed articles in the internationally that is devoted exclusively to the publication of peer-reviewed articles in the field of selling and sales management. field of selling and sales management.
Topic Areas: Topic Areas: Many related topical areas are welcome for review by Many related topical areas are welcome for review by JPSSMJPSSM, including but not limited to:, including but not limited to:● ● AAccount management ccount management ● ● Organizational buyer-seller relationshipsOrganizational buyer-seller relationships● ● TTechnology in selling and account management leadershipechnology in selling and account management leadership in sales organizationsin sales organizations● ● IInterface of sales and marketing (and other functionalnterface of sales and marketing (and other functional areas) areas) ● ● Sales channelsSales channels● ● AAlliances and partnerships lliances and partnerships ● ● CCustomer relationship managementustomer relationship management● ● DDatabase management in buyer-seller contextsatabase management in buyer-seller contextsIn addition to the above, we are seeking to expand the range of topics to include boundary In addition to the above, we are seeking to expand the range of topics to include boundary spanner sales empowerment.spanner sales empowerment.
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HistoryHistory
JPSSMJPSSM published its inaugural issue published its inaugural issue in 1980. Since then, it has published in 1980. Since then, it has published four issues per year including four issues per year including occasional special issues.occasional special issues.
JPSSMJPSSM is owned by Pi Sigma Epsilon is owned by Pi Sigma Epsilon National Education Foundation.National Education Foundation.
Sponsors and Strategic Sponsors and Strategic PartnersPartners
Academy of Marketing Science (AMS)Academy of Marketing Science (AMS)– Discounted rate for AMS membersDiscounted rate for AMS members– Editorial Review Board and Senior Advisory Editorial Review Board and Senior Advisory
Board meet at annual AMS conferenceBoard meet at annual AMS conference– Top sales track papers at AMS are considered for Top sales track papers at AMS are considered for
further review at further review at JPSSMJPSSM
National Conference in Sales Management National Conference in Sales Management (NCSM)(NCSM)– Subscription included with attendanceSubscription included with attendance
AMA Sales SIG offers discounted rate to AMA Sales SIG offers discounted rate to membersmembers
Editorial TeamEditorial Team
• Kenneth Evans, University of Oklahoma, EditorKenneth Evans, University of Oklahoma, Editor
• James Boles, Georgia State University James Boles, Georgia State University Associate EditorAssociate Editor
• Murali Mantrala, University of Missouri Murali Mantrala, University of Missouri Sales Force Models Research Area EditorSales Force Models Research Area Editor
• Dawn Deeter-Schmelz, Ohio University Dawn Deeter-Schmelz, Ohio University Selling and Sales Management Abstracts EditorSelling and Sales Management Abstracts Editor
• Harry Briggs, M.E. Sharpe, Inc. (Publisher) Harry Briggs, M.E. Sharpe, Inc. (Publisher) Executive EditorExecutive Editor
Senior Advisory BoardSenior Advisory BoardLawrence B. Chonko*Lawrence B. Chonko* Nigel F. PiercyNigel F. PiercyBaylor UniversityBaylor University Cranfield UniversityCranfield University
David W. CravensDavid W. Cravens Robert A. PetersonRobert A. PetersonTexas Christian UniversityTexas Christian University University of TexasUniversity of Texas
Thomas N. Ingram*Thomas N. Ingram* Jeffrey K. Sager*Jeffrey K. Sager*Colorado State UniversityColorado State University University of North TexasUniversity of North Texas
Thomas LeighThomas Leigh Rosann L. SpiroRosann L. SpiroUniversity of GeorgiaUniversity of Georgia Indiana UniversityIndiana University
Greg Marshall*Greg Marshall* Barton A. WeitzBarton A. WeitzRollins CollegeRollins College University of FloridaUniversity of Florida
Ronald E. Michaels* Thomas R. Wotruba*Thomas R. Wotruba*University of Central FloridaUniversity of Central Florida San Diego State UniversitySan Diego State University
* Former * Former JPSSMJPSSM Editor Editor
Recent Analysis of JPSSM Recent Analysis of JPSSM over the past 5 years over the past 5 years
Areas of Research Opportunity:Areas of Research Opportunity:– Cross-functional issuesCross-functional issues
TeamsTeamsEvaluation metricsEvaluation metrics
– Buyer/seller collaboration (e.g., co-production)Buyer/seller collaboration (e.g., co-production)– AutomationAutomation– Global SellingGlobal Selling– New paradigm?New paradigm?– Service-Sales interfaceService-Sales interface– Building partnerships with industry (SSMI) Building partnerships with industry (SSMI)
[relevance to future cultivation of sales scholars][relevance to future cultivation of sales scholars]
Submission InformationSubmission Information
JPSSM JPSSM is interested in both is interested in both conceptual and empirical work.conceptual and empirical work.
A wide variety of research A wide variety of research methodologies is represented within methodologies is represented within JPSSM.JPSSM.
See the JPSSM 25See the JPSSM 25thth anniversary anniversary issue for a listing of topics of issue for a listing of topics of particular interest for submission in particular interest for submission in the near term.the near term.
Submission InformationSubmission InformationJPSSMJPSSM publishes 5-6 articles per issue. publishes 5-6 articles per issue.
Average review time is about 45 days.Average review time is about 45 days.
Each manuscript is evaluated by 3 Each manuscript is evaluated by 3 reviewers using a double blind review reviewers using a double blind review process.process.
JPSSMJPSSM has a policy of requiring helpful, has a policy of requiring helpful, constructive reviews.constructive reviews.
JPSSMJPSSM publishes Research Notes that meet publishes Research Notes that meet our usual review standards, but are smaller our usual review standards, but are smaller articles that are typically extensions or articles that are typically extensions or replications.replications.
Special IssuesSpecial Issues
Two important special issues of Two important special issues of JPSSMJPSSM are are forthcoming:forthcoming:20082008
Enhancing Sales Force Productivity by Murali Mantrala Enhancing Sales Force Productivity by Murali Mantrala and Srinath Gopalakrishna (University of Missouri-and Srinath Gopalakrishna (University of Missouri-Columbia), Sonke Albers (University of Kiel) and Kissan Columbia), Sonke Albers (University of Kiel) and Kissan Joseph (University of Kansas), Co-editorsJoseph (University of Kansas), Co-editors
20092009Beyond Geographic Boundaries: Sales Force Research Beyond Geographic Boundaries: Sales Force Research in an International Business and Scholarly World by in an International Business and Scholarly World by Artur Baldauf (University of Bern), Nick Lee (Aston Artur Baldauf (University of Bern), Nick Lee (Aston University), Aurea Helena Puga Ribeiro (Fundacao Don University), Aurea Helena Puga Ribeiro (Fundacao Don Cabral), Thomas Alejandro (Isenberg School of Cabral), Thomas Alejandro (Isenberg School of Management), Co-editors (Call deadline August 31, Management), Co-editors (Call deadline August 31, 2008) 2008)
Manuscript Submission and Reviewer Manuscript Submission and Reviewer Management Issues:Management Issues:
Response to ReviewersResponse to Reviewers
Frequently the reviewer issues are not Frequently the reviewer issues are not addressedaddressed
Only partially address the reviewer Only partially address the reviewer commentscomments
ContentiousContentious
Play one reviewer off on anotherPlay one reviewer off on another
Crafting a Manuscript and Frequent Crafting a Manuscript and Frequent Reasons for RejectionReasons for Rejection
Get the key point of the paper up frontGet the key point of the paper up front
Effectively build the case for the paper’s Effectively build the case for the paper’s contributioncontribution
Methodology can not displace inadequate Methodology can not displace inadequate theory and overall research justificationtheory and overall research justification
Inappropriate sampleInappropriate sample
Top Ten List of Manuscript Top Ten List of Manuscript ProblemsProblems
Problem relevanceProblem relevanceClarity of contributionClarity of contributionRelevant theoryRelevant theoryAvoid tangential literatureAvoid tangential literatureOwn your paper (avoid over citing)Own your paper (avoid over citing)Measurement (justification, relevance and testing)Measurement (justification, relevance and testing)Appropriate sampleAppropriate sampleWeak discussion and implication sectionsWeak discussion and implication sectionsDon’t build a Ford and sell a MercedesDon’t build a Ford and sell a MercedesProof read your workProof read your work
For More Information on For More Information on JPSSMJPSSM
Visit the Visit the JPSSMJPSSM web site: web site:
[email protected]@jpssm.org
Contact me at:Contact me at:
Kenneth R. EvansKenneth R. Evans
[email protected]@OU.edu