Revisit: Sales in Emerging Economies


Selling & Sales Management in Emerging Economies, Special issue of Journal of Personal Selling and Sales Management; Deadline 30 Sep 2015

Journal of Personal Selling and Sales Management
Special Issue on “Selling & Sales Management in Emerging Economies”

The Journal of Personal Selling & Sales Management (JPSSM) is pleased to announce and invites research article submissions for a Special Issue on Selling & Sales Management in Emerging Economies that is scheduled for publication in late Spring, 2016. JPSSM is the premier international journal that is devoted exclusively to the publication of peer-reviewed articles related to personal selling and sales management.

Special Issue Background Information

Although sales forces are pervasive in all economies, there is a paucity of rigorous sales force-focused research set in Emerging Economies, e.g., BRICS, etc.

Emerging economies are the growth frontier for many global companies. Sustainable economic development is also one of the most important foundations for peace and well-being. The salesperson and sales management plays a vital role in emerging economies.  The purpose of this special issue of JPSSM is to stimulate new research on personal selling & sales management in emerging economies. Research based on economic theories as well as normative, methodological and empirical research papers related to this area are all welcome.

Examples of Topics Suitable for the special Issue Include:

  • Effective sales force strategy and organization for global and local sales organizations
  • Do selling and buying processes vary across economies?
  • CRM and sales force automation in economies in various stages of development
  • Selling & sales management knowledge transfer around the world, particularly with implications for emerging economies
  • The role of outside and inside sales forces in emerging economies
  • How the internet is transforming sales in emerging economies
  • Optimal design of sales force compensation plans in different cultures
  • How and why direct selling dominates in emerging economies
  • ROI of sales force automation investments
  • Role and ROI of sales force effort in companies’ promotion mix
  • Competitive selling strategies
  • Long-term effects of personal selling
  • Developing appropriate sales force productivity metrics
  • Forecasting sales and goal-setting
  • Optimal design of selling teams
  • Models for strategic account management
  • Dynamic effects and ROI of sales force motivation programs
  • Models for enhancing marketing-sales integration
  • Pricing delegation to the sales force
  • Coordination of operations-sales force interfaces
  • Optimal strategies for sales force recruiting, training, and promotion

Submission Information
The (extended) deadline for submission of manuscripts is September 30, 2015. Papers must follow JPSSM Guidelines for Authors; see:

Manuscripts will go through the regular JPSSM review process. Only original papers not currently under review or published elsewhere may be submitted. Manuscripts should be submitted through the normal JPSSM submission process using ScholarOne Manuscripts, the online submission and peer review system. Registration and access is available at While submitting, please select “Special Issue Submission – Emerging Economies” under “Manuscript Type”. If you have any further question, please feel free to contact either the Special Issue Editors, or the appropriate regional Area Editor:

Professor John F. (Jeff) Tanner                 Professor Murali K. Mantrala
Phone: (254)710-3485                                    (573) 884-2734          


India/South Asia Area Editor:

Professor Dheeraj Sharma, Indian Institute of Management – Ahmedabad (In Collaboration with the Indian Management Association)

Eastern Europe Area Editor:

Professor Andres Bauer, Corvinus University of Budapest

China/Hong Kong/Taiwan Area Editor:

Professor Shaoming Zou, University of Missouri

Africa Area Editor:

Professor PJ Bikanda, Universté Catholique d’Afrique Centrale (Cameroon),

Latin America Area Editor:

Assoc. Dean Sergio Olavarrieta, University of Chile,