Revisit: Emotions in B2B


The Role of Emotions in B2B Marketing, Special issue of Journal of Business & Industrial Marketing; Deadline now 29 Jul 2016

Emerald Insight

Special issue Call for Papers from the Journal of Business & Industrial Marketing

Special Issue: The Role of Emotions in B2B Marketing

Guest Editors:

  • Dr. Aberdeen Leila Borders, Kennesaw State University
  • Dr. Elyria Kemp, University of New Orleans

Purpose of the Issue:

This special issue focuses on the role of emotions in organizational buying behavior. It is widely accepted that B2C buyers are emotionally motivated to purchase products (Richins 1997; Raghunathan, Pham, and Corfman 2006); however, B2B buyers are not only driven by logic, testing, and facts, but also by emotions (both positive and negative) in the decision making process (Bagozzi 2006). Emotions are also inherent in connections created through customerbrand relationships as well as salesperson interactions (Singh and Venugopal, 2015). This issue will provide insight into emerging topics and issues on feeling states and emotions in the B2B exchange process.

Potential Topics:

We invite theoretical and empirical papers, and both qualitative and quantitative methodologies are admissible. Attention to practitioner issues and implications are important, as the Journal of Business & Industrial Marketing enjoys readership from both practitioner and academic audiences. Potential authors are invited to submit papers related to, but not restricted to the following topics:

  • Emotions in the B2B purchase decision making process
  • Emotional brand connections in B2B relationships
  • Social media and technology and its role in fostering B2B emotional connections
  • Emotional engagement in organizational customer experiences
  • Personal value and business value in B2B decision making
  • Trusts and advocacy in the buyer-seller dyad
  • Emotions in salesperson-customer interactions
  • Self- and emotion regulation in B2B environments
  • Emotional appeals in B2B promotions and advertising


All papers should be submitted through the Journal’s submission process, (i.e. ScholarOne Manuscript Central online submission system) by July 29, 2016. For details on how to submit using Manuscript Central, please, see the (JBIM) author guidelines


When submitting your manuscript, you will be asked to specify whether the manuscript is for a normal issue of the Journal of Business and Industrial Marketing or for this special issue. Papers must not have been published, accepted for publication, or presently be under consideration for publication elsewhere. A standard double-blind review process will be used to select papers for the special issue.

For queries, please contact:


Bagozzi, R. (2006), “The role of social and self-conscious emotions in the regulation of businessto-business relationships in salesperson-customer interactions,” Journal of Business & Industrial Marketing, Vol. 21 Issue 7, pp.453-456.

Raghunathan, R., Pham, M.T., Corfman, K.P. ( 2006), “Informational Properties of Anxiety and Sadness, and Displaced Coping,” Journal of Consumer Research, 32 (March), 596-601.

Richins, M.L. (1997), “Measuring emotions in the consumption experience”, Journal of Consumer Research, Vol. 24, pp. 127.

Singh, R. and Venugopal, P. (2015), “The impact of sales person customer orientation on sales performance via mediating mechanism”, Journal of Business & Industrial Marketing, Vol. 30 Issue 5, pp. 594-607.