Journal of Personal Selling

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Journal of Personal Selling

Sales Management

• Editor
• Kenneth R. Evans
• University of Oklahoma
• Price College of Business
• SMA Presentation
• November 9, 2007

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(No Transcript)
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Positioning of Journal

• Mission
• The Journal of Personal Selling Sales
  Management is positioned as the premier journal
  internationally that is devoted exclusively to
  the publication of peer-reviewed articles in the
  field of selling and sales management.
• Topic Areas
• Many related topical areas are welcome for
  review by JPSSM, including but not limited to
• ? Account management
• ? Organizational buyer-seller relationships
• ? Technology in selling and account management
  leadership
• in sales organizations
• ? Interface of sales and marketing (and other
  functional
• areas)
• ? Sales channels
• ? Alliances and partnerships
• ? Customer relationship management
• ? Database management in buyer-seller contexts
• In addition to the above, we are seeking to
  expand the range of topics to include boundary
  spanner sales empowerment.

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History

• JPSSM published its inaugural issue in 1980.
  Since then, it has published four issues per year
  including occasional special issues.
• JPSSM is owned by Pi Sigma Epsilon National
  Education Foundation.

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Sponsors and Strategic Partners

• Academy of Marketing Science (AMS)
• Discounted rate for AMS members
• Editorial Review Board and Senior Advisory Board
  meet at annual AMS conference
• Top sales track papers at AMS are considered for
  further review at JPSSM
• National Conference in Sales Management (NCSM)
• Subscription included with attendance
• AMA Sales SIG offers discounted rate to members

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Editorial Team

• Kenneth Evans, University of Oklahoma, Editor
• James Boles, Georgia State University
• Associate Editor
• Murali Mantrala, University of Missouri
• Sales Force Models Research Area Editor
• Dawn Deeter-Schmelz, Ohio University
• Selling and Sales Management Abstracts Editor
• Harry Briggs, M.E. Sharpe, Inc. (Publisher)
• Executive Editor

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Senior Advisory Board

• Lawrence B. Chonko Nigel F. Piercy
• Baylor University Cranfield University
• David W. Cravens Robert A. Peterson
• Texas Christian University University of Texas
• Thomas N. Ingram Jeffrey K. Sager
• Colorado State University University of North
  Texas
• Thomas Leigh Rosann L. Spiro
• University of Georgia Indiana University
• Greg Marshall Barton A. Weitz
• Rollins College University of Florida
• Ronald E. Michaels Thomas R. Wotruba
• University of Central Florida San Diego State
  University
• Former JPSSM Editor

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Recent Analysis of JPSSM over the past 5 years

• Areas of Research Opportunity
• Cross-functional issues
• Teams
• Evaluation metrics
• Buyer/seller collaboration (e.g., co-production)
• Automation
• Global Selling
• New paradigm?
• Service-Sales interface
• Building partnerships with industry (SSMI)
• relevance to future cultivation of sales
  scholars

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Submission Information

• JPSSM is interested in both conceptual and
  empirical work.
• A wide variety of research methodologies is
  represented within JPSSM.
• See the JPSSM 25th anniversary issue for a
  listing of topics of particular interest for
  submission in the near term.

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Submission Information

• JPSSM publishes 5-6 articles per issue.
• Average review time is about 45 days.
• Each manuscript is evaluated by 3 reviewers using
  a double blind review process.
• JPSSM has a policy of requiring helpful,
  constructive reviews.
• JPSSM publishes Research Notes that meet our
  usual review standards, but are smaller articles
  that are typically extensions or replications.

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Special Issues

• Two important special issues of JPSSM are
  forthcoming
• 2008
• Enhancing Sales Force Productivity by Murali
  Mantrala and Srinath Gopalakrishna (University of
  Missouri-Columbia), Sonke Albers (University of
  Kiel) and Kissan Joseph (University of Kansas),
  Co-editors
• 2009
• Beyond Geographic Boundaries Sales Force
  Research in an International Business and
  Scholarly World by Artur Baldauf (University of
  Bern), Nick Lee (Aston University), Aurea Helena
  Puga Ribeiro (Fundacao Don Cabral), Thomas
  Alejandro (Isenberg School of Management),
  Co-editors (Call deadline August 31, 2008)

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Manuscript Submission and Reviewer Management
IssuesResponse to Reviewers

• Frequently the reviewer issues are not addressed
• Only partially address the reviewer comments
• Contentious
• Play one reviewer off on another

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Crafting a Manuscript and Frequent Reasons for
Rejection

• Get the key point of the paper up front
• Effectively build the case for the papers
  contribution
• Methodology can not displace inadequate theory
  and overall research justification
• Inappropriate sample

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Top Ten List of Manuscript Problems

• Problem relevance
• Clarity of contribution
• Relevant theory
• Avoid tangential literature
• Own your paper (avoid over citing)
• Measurement (justification, relevance and
  testing)
• Appropriate sample
• Weak discussion and implication sections
• Dont build a Ford and sell a Mercedes
• Proof read your work

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For More Information on JPSSM

• Visit the JPSSM web site
• editor_at_jpssm.org
• Contact me at
• Kenneth R. Evans
• jpssm_at_OU.edu