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CALL FOR PAPERS
SPECIAL ISSUE OF INDUSTRIAL MARKETING MANAGEMENT

KNOWLEDGE MANAGEMENT IN INDUSTRIAL MARKETING
Deadline: February 1, 2008

Knowledge Management comprises a range of practices used by organizations to identify, create, represent, and distribute knowledge for reuse, awareness and learning. It has been an established practice in most large industrial marketing companies. Such industrial firms have resources dedicated to Knowledge Management, often as a part of Information Technology or ‘Human Resource Management departments, and sometimes reporting directly to the CEO of the industrial organization. As effectively managing information is a must in any business, knowledge management is a multi-billion dollar world wide market in industrial marketing firms.

Knowledge Management programs are typically tied to organizational objectives and are intended to achieve specific outcomes, such as shared intelligence, improved performance, competitive advantage, or higher levels of innovation.

One aspect of Knowledge Management, knowledge transfer, has always existed in one form or another in industrial marketing firms. Examples include on-the-job peer discussions, formal apprenticeship, corporate libraries, professional training and mentoring programs. However, with computers becoming more widespread in the second half of the 20th century, specific adaptations of technology such as knowledge bases, expert systems, and knowledge repositories have been introduced to further simplify the process.

Knowledge Management programs in industrial marketing firms attempt to manage the process of creation (or identification), accumulation and application of knowledge across an organization and its related subsidiaries and divisions. Knowledge Management, therefore, attempts to bring under one set of practices various strands of thought and practice relating to:

• Intellectual capital and the knowledge worker in the knowledge economy
• The idea of the learning organization
• Various enabling organizational practices, such as Communities of Practice and corporate Yellow Page directories for accessing key personnel and expertise
• Various enabling technologies such as knowledge bases and expert systems, help desks, corporate intranets and extranets, content management, and document management.

IMM would like to devote a Special Issue to Knowledge Management. Research into following areas of Knowledge Management applied to industrial or business-to-business marketing will be considered for this Special Issue:

1. Approaches to knowledge management in industrial marketing firms.
2. Schools of thought in knowledge management.
3. The drivers of knowledge management in industrial marketing organizations.
4. Cross cultural issues in knowledge management.
5. Knowledge management enablers
6. Technologies in knowledge management
7. Knowledge management roles and organizational structures in industrial firms.
8. Reasons for failure and success in knowledge management.
9. International developments in knowledge.
10. Protection of knowledge management.
11. Knowledge management as a bridge between marketing and other functions
12. The impact of knowledgement on industrial marketing effectiveness and efficiency

Empirical well as management oriented research is invited for submission to this Special Issue. All submissions should follow the editorial guidelines of IMM. Research paper submissions are due by February 1, 2008. Please email all papers for review the special issue editor Richard A. Lancioni, Chair, Marketing, Temple University (lancioni@temple.edu) with a copy to the IMM editor Peter LaPlaca (plaplaca@journalimm.com)

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