1. Journal of Personal Selling & Sales Management Editor: Greg W. Marshall Crummer Graduate School of Business Rollins College jpssm@rollins.edu http://mkt.cba.cmich.edu/jpssm

2. Positioning Statement 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. 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, interface of sales and marketing (and other functional areas), sales channels, alliances and partnerships, customer relationship management, customer contact personnel as related to selling initiatives, and database management in buyer-seller contexts.

3. About JPSSM n JPSSM is a strategic partner of the Academy of Marketing Science. n JPSSM publishes 5-6 articles per issue. n JPSSM publishes Research Notes that meet our usual review standards, but are smaller articles with focused empirically-derived contributions. n JPSSM has a “Selling and Sales Management Abstracts” section, published every other issue.

4. About JPSSM n Average review time is about 60 days. n Each manuscript is evaluated by 3 reviewers in a double-blind process. n JPSSM has a policy of requiring helpful, constructive reviews. n JPSSM has a 25 th Anniversary special issue forthcoming in Spring 2005.

5. Top 10 Reasons Why JPSSM Reviewers Recommend Rejection 10. General sloppiness – an immediate turnoff. Grammar, style, syntax, and spelling errors. Failure to follow the JPSSM style guide. 9. Development of hypotheses is illogical and/or poorly supported from the extant literature. 8. Too many variables are at play in the analysis. Too many hypotheses are tested. A coherent set of findings cannot be effectively presented for the reader. 7. The literature review is well written but does not present the right developmental background for the specific study portrayed in the manuscript. 6. Alternative theoretical explanations are ignored. 5. Measures are poorly developed and pre-tested. Questions exist as to whether the measures employed really tap the construct(s) of interest. Errors are apparent in the analytical approach(es).

6. Top 10 Reasons Why JPSSM Reviewers Recommend Rejection 4. Lack of support for hypotheses, when such lack of support does not make a substantive contribution to the literature in-and-of-itself. 3. Unsupported hypotheses and/or unexpected findings are not adequately explained (or explainable) post hoc. 2. Some of the conclusions drawn are not derivable from the research conducted. 1. The topic simply is too narrow in scope to be of interest and benefit to the JPSSM audience. This is also known as the “no contribution” or “well written but meaningless” error.