Revisit: Sales Research


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

The timing of the special issue will be:


August 1, 2018                   Initial submissions to JPSSM review process

October 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.