ARC: Connections: ELMAR: Posting areas: management: call

Related ARContent: Marketing Intelligence & Planning

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Marketing Intelligence & Planning
Special issue on Personal selling and sales management

Guest Editor: Dr Ramendra Singh

Marketing Intelligence Planning is pleased to announce a special issue focusing on Personal selling and sales management. There exists a considerable extant literature on selling and sales management. Much new research in the area has begun to focus on replication studies, and theory extension. This call for papers presents an invitation to propose generation of new theories and new perspectives that will prove to be useful for sales researchers, and sales practitioners in the changing world of selling and buying.

This special issue of Marketing Intelligence Planning will contribute to the body of knowledge in this domain with theories that are truly international in scope, content and coverage, and which can be usefully applied in different regions, contexts and selling situations across the world. The special issue also welcomes relevant and rigorous research that is also useful for academics and practitioners in emerging markets such as India, China, Korea, Brazil, Russia, and east-European economies.

This special issue strongly welcomes rigorously developed conceptual articles that extend the frontiers of knowledge in the sales management domains. It also welcomes contributions that focus on international contexts (cross-cultural or cross-national studies), and empirical research adopting any research methodology within the broad ambit of qualitative or quantitative methods in sales research. The special issue aims to be less partisan with respect to methodological, ideological, or geographical issues than previous approaches to sales research.

There are no limitations on the preferred areas of interests. However, the following areas may provide some directions:

• Conceptualizing sales myopia
• Selling futuristic products and technologies
• Managing a female salesforce
• Does technology harm buyer-seller relationships?
• Looking beyond product-based and customer-based salesforce organizations
• New paradigms of selling
• Do the strong interfaces of sales department with other functional departments increase the ROI of the organization?
• Social responsibilities of salesforce
• Ethical dilemmas of the new age salesperson
• Selling to the bottom of the pyramid
• Managing sales departments
• Buyer-seller relationships
• Key account management
• Use of technology in selling and account management
• Sales leadership
• Managing sales organizations
• Outsourced salesforce management
• Sales channels
• Salesforce relationships with channel members
• Alliances, networks, and partnerships
• Customer-relationship management
• Enhancing salespersons’ performance, effectiveness and customer-centricity
• Case studies on personal selling and sales management (not teaching cases).

Submission guidelines

Submissions will be handled through the journal’s online manuscript submission system, Manuscript Central. Please make sure that you adhere to the author guidelines available at the journal website; visit the journal website at: www.emeraldinsight.com/mip.htm

Details of how to set up your own account on Manuscript Central are provided at this website. When submitting your manuscript you will be asked to specify whether the manuscript is for a normal issue of Marketing Intelligence Planning or for this special issue; please make sure that you select the “Personal Selling and Sales Management” special issue option.

Initial submissions will be reviewed by the Guest Editor and if judged suitable then placed for double-blind review. Articles should be no more than 6,000 words in length including references. One author should be clearly identified on jointly authored articles as the main administrative contact for the submission. Papers should be submitted to Manuscript Central by 30 September 2010. Any questions about the special issue can be directed to the Guest Editor.

Special issue Guest Editor

Dr Ramendra Singh, Assistant Professor of Marketing,
Indian Institute of Management Calcutta, Kolkata, India
E-mail: ramendra@iimcal.ac.in

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