Revisit: Sales Research


Fostering International Collaboration, Special issue of Journal of Personal Selling and Sales Management; Submission deadline 1 Jul 2018

Call for Papers: Special Issue

Journal of Personal Selling and Sales Management




Guest Co-Editors

Dr. Andrea Dixon, Baylor University (USA), Dr. Joel LeBon, University of Houston (USA), Dr. Jan Wieseke, Ruhr University of Bochum (Germany)


Proposal for a Special Issue for 2018

The goal of the special issue on “Fostering International Collaboration in Sales Research” is to drive participation among European, Asian, African, South American and North American scholars and spark multi-country research collaborations. Therefore, the main intent of the special issue is to spark the creation of cross-cultural author teams addressing a more global perspective on topical sales and sales management concerns. Each article in the special issue is to have an author team comprised of a minimum of three scholars representing three countries and two continents. We encourage authors to consider sales and sales management issues with global ramifications. Theoretical and empirical papers are welcome; examples of possible topics include:


Professional selling and buyer-seller interactions

    Challenges in co-creating value propositions, such as in global markets Cross cultural comparisons on buyer-seller interactions

    Social selling and digital sales in a digital world Comparison, assessment of selling techniques and strategies Key account management, and sales negotiations

    Selling in, and from, emerging countries

    Adapting selling style to customer’s buying process, such as in global markets Relationship management, and maintaining customer loyalty


Sales management, sales leadership, organizational enablers

    Leading, managing, motivating, coaching the sales force, such as in global markets Salespeople’ and sales managers’ competencies in global organizations and markets Inside sales, and hybrid sales organizations in global organizations

    Managing and leading virtual sales teams, such as in global markets Cross cultural comparisons on sales management and sales leadership

    Managing and enhancing salespeople’s job satisfaction and subjective well-being Managing and leading different generations of salespeople, such as in global markets Sales force enablement for sales force effectiveness

    Competitive intelligence through the sales force Marketing and sales interface

    Role of marketing in enabling the sales process, and sales performance Leveraging information technology (e.g., CRM, social media, mobile marketing) How the Internet of Things impacts the sales function

    Cross cultural comparisons on how technology affects sales efficiency and effectiveness Effective sales-related training and development in global organizations


Submission Information


July 1, 2018                Initial submissions to JPSSM review process

Sept–Oct 2018            Revise papers based on JPSSM reviews

November 2018          Re-submit (where invited to do so) to JPSSM

January 2019              Finalize accepted paper

March 2019                Publish special issue


Submissions must follow JPSSM Guidelines for Authors ( Only original papers not currently under review or published elsewhere may be submitted.