Journal of Personal Selling & Sales Management Editor: Kenneth R. Evans University of Oklahoma Price College of Business SMA Presentation November 9, 2007

Positioning of Journal Mission: The Journal of Personal Selling & Sales Management is positioned as the premier journal internationally that is devoted exclusively to the publication of peer-reviewed articles in the field of selling and sales management. Topic Areas: Many related topical areas are welcome for review by JPSSM, including but not limited to: ● Account management ● Organizational buyer-seller relationships ● Technology in selling and account management leadership in sales organizations in sales organizations ● Interface of sales and marketing (and other functional areas) areas) ● Sales channels ● Alliances and partnerships ● Customer relationship management ● Database management in buyer-seller contexts In addition to the above, we are seeking to expand the range of topics to include boundary spanner sales empowerment..

History JPSSM published its inaugural issue in Since then, it has published four issues per year including occasional special issues. JPSSM is owned by Pi Sigma Epsilon National Education Foundation.

Sponsors and Strategic Partners Academy of Marketing Science (AMS) –Discounted rate for AMS members –Editorial Review Board and Senior Advisory Board meet at annual AMS conference –Top sales track papers at AMS are considered for further review at JPSSM National Conference in Sales Management (NCSM) –Subscription included with attendance AMA Sales SIG offers discounted rate to members

Editorial Team Kenneth Evans, University of Oklahoma, Editor Kenneth Evans, University of Oklahoma, Editor James Boles, Georgia State University James Boles, Georgia State University Associate Editor Murali Mantrala, University of Missouri Murali Mantrala, University of Missouri Sales Force Models Research Area Editor Dawn Deeter-Schmelz, Ohio University Dawn Deeter-Schmelz, Ohio University Selling and Sales Management Abstracts Editor Harry Briggs, M.E. Sharpe, Inc. (Publisher) Harry Briggs, M.E. Sharpe, Inc. (Publisher) Executive Editor

Senior Advisory Board Senior Advisory Board Lawrence B. Chonko*Nigel F. Piercy Baylor UniversityCranfield University David W. CravensRobert A. Peterson Texas Christian UniversityUniversity of Texas Thomas N. Ingram*Jeffrey K. Sager* Colorado State UniversityUniversity of North Texas Thomas LeighRosann L. Spiro University of GeorgiaIndiana University Greg Marshall*Barton A. Weitz Rollins CollegeUniversity of Florida Thomas R. Wotruba* Ronald E. Michaels*Thomas R. Wotruba* University of Central FloridaSan Diego State University * Former JPSSM Editor

Recent Analysis of JPSSM over the past 5 years Areas of Research Opportunity: –Cross-functional issues Teams Evaluation metrics –Buyer/seller collaboration (e.g., co-production) –Automation –Global Selling –New paradigm? –Service-Sales interface –Building partnerships with industry (SSMI) [relevance to future cultivation of sales scholars]

Submission Information JPSSM is interested in both conceptual and empirical work. A wide variety of research methodologies is represented within JPSSM. See the JPSSM 25 th anniversary issue for a listing of topics of particular interest for submission in the near term.

Submission Information JPSSM publishes 5-6 articles per issue. Average review time is about 45 days. Each manuscript is evaluated by 3 reviewers using a double blind review process. JPSSM has a policy of requiring helpful, constructive reviews. JPSSM publishes Research Notes that meet our usual review standards, but are smaller articles that are typically extensions or replications.

Special Issues Two important special issues of JPSSM are forthcoming: 2008 Enhancing Sales Force Productivity by Murali Mantrala and Srinath Gopalakrishna (University of Missouri- Columbia), Sonke Albers (University of Kiel) and Kissan Joseph (University of Kansas), Co-editors 2009 Beyond Geographic Boundaries: Sales Force Research in an International Business and Scholarly World by Artur Baldauf (University of Bern), Nick Lee (Aston University), Aurea Helena Puga Ribeiro (Fundacao Don Cabral), Thomas Alejandro (Isenberg School of Management), Co-editors (Call deadline August 31, 2008)

Manuscript Submission and Reviewer Management Issues: Response to Reviewers Frequently the reviewer issues are not addressed Only partially address the reviewer comments Contentious Play one reviewer off on another

Crafting a Manuscript and Frequent Reasons for Rejection Get the key point of the paper up front Effectively build the case for the paper’s contribution Methodology can not displace inadequate theory and overall research justification Inappropriate sample

Top Ten List of Manuscript Problems Problem relevance Clarity of contribution Relevant theory Avoid tangential literature Own your paper (avoid over citing) Measurement (justification, relevance and testing) Appropriate sample Weak discussion and implication sections Don’t build a Ford and sell a Mercedes Proof read your work

For More Information on JPSSM Visit the JPSSM web site: Contact me at: Kenneth R. Evans