Krafft Editor at JPSSM


Manfred Krafft will be Editor-in-Chief of the Journal of Personal Selling & Sales Management and Douglas E. Hughes will be Associate Editor

The Senior Advisory Board of the Journal of Personal Selling & Sales Management (JPSSM) is pleased to announce that Manfred Krafft has become Editor-in-Chief of JPSSM, with Douglas E. Hughes serving as the new Associate Editor and incoming Editor-in Chief. Manfred Krafft, whose tenure will span the period of 2014 to 2016, replaces former editor Michael Ahearne. We gratefully acknowledge Dr. Ahearne’s service to the journal during his tenure from 2011 to 2013.

Manfred Krafft is Chair of Marketing and Director of the Center for Interactive Marketing at the University of Muenster, Germany. Prior to joining the faculty at Muenster, he held the Otto Beisheim Endowed Chair of Marketing at WHU Koblenz, and received additional offers from Cologne and Vienna, but decided to stay in Muenster. Manfred holds a Ph.D. as well as a post-doc degree in Marketing from the University of Kiel. His major research areas are 1) design of sales force control and incentive systems, 2) optimization of direct marketing activities and 3) customer management systems. His publications have appeared in Marketing Science, Journal of Marketing, Journal of Marketing Research, Journal of the Academy of Marketing Science, Journal of Service Research, and International Journal of Research in Marketing, to name just a few. He is member of editorial boards of several journals, e.g. Journal of Interactive Marketing and International Journal of Research in Marketing. Manfred is well established within the European and international scientific community, and collaborates with colleagues from around the globe. He is also visiting professor at the University of Loughborough, England, and Università di Bocconi, Milan, Italy. Manfred will be the first non-US editor of JPSSM.

Doug Hughes is Associate Professor of Marketing at the Broad College of Business at Michigan State University, where he also serves as an executive board member and director of research for the Strategic Sales Institute. Dr. Hughes holds a Ph.D. from the University of Houston. His research centers on salesperson motivation and decision-making, sales force management, brand relationships, and the marketing-sales interface. Hughes has published articles in the Journal of Marketing, Journal of Marketing Research, Journal of the Academy of Marketing Science, International Journal of Research in Marketing, and other premier academic journals. He is a member of the Editorial Review Board for Journal of the Academy of Marketing Science and Journal of Personal Selling and Sales Management as well as serving as an ad-hoc reviewer for several other journals. Professor Hughes was honored with the 2011 American Marketing Association Sales SIG "Excellence in Research Award and the 2013 Withrow Emerging Scholar Award. He has received several national and university teaching awards, including the 2010 AMA McGraw-Hill/Irwin Sales Teacher of the Year Award. He also is a visiting professor at Vienna University of Economics and Business in Austria. In addition to his academic credentials, Dr. Hughes leverages a rich corporate background in marketing, sales, and general management, having worked with some of the world’s most recognized brands. His career includes experience as CEO of a business services firm, as a senior executive in both marketing and sales at Fortune 100/500 consumer packaged goods firms and as a consultant for several companies across multiple industries.

The journal is very fortunate to have such noted and distinguished scholars assume the editorship. The team brings great energy to the editorial position, and under their direction we expect to see JPSSM’s influence broaden and strengthen among researchers interested in all

aspects of personal selling and sales management. The team has excellent ideas for further elevating the journal’s standing in the field. As a result, sales research will continue to develop in important ways under this team’s scholarly leadership.

Manuscripts that were submitted prior to July 1, 2013, will continue to be processed by editor Michael Ahearne. All other manuscripts will be handled by the new editorial team. New submissions are to be made at ScholarOne Manuscripts, the online submission and peer review system (see for further details).

For those of you who will be attending the Editorial Review Board meeting at the 2014 Winter AMA conference in Orlando, there will be an opportunity to meet Manfred and Doug and hear about their vision for the Journal of Personal Selling & Sales Management.

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