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.

. .

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:

editor@jpssm.orgeditor@jpssm.org

Contact me at:Contact me at:

Kenneth R. EvansKenneth R. Evans

jpssm@OU.edujpssm@OU.edu