Journal of Personal Selling

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Journal of Personal Selling

Sales Management

• Editor
• Kenneth R. Evans
• University of Missouri
• College of Business
• (as of January 1, 2007 Price College of Business
  at the
• University of Oklahoma)

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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
• ? Interface of sales and marketing (and other
  functional
• 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.

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History

• JPSSM published its inaugural issue in 1980.
  Since then, it has published four issues per year
  including occasional special issues.
• JPSSM is owned by Pi Sigma Epsilon National
  Education Foundation.

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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

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Editorial Team

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

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Senior Advisory Board

• Lawrence B. Chonko Nigel F. Piercy
• Baylor University Cranfield University
• David W. Cravens Robert A. Peterson
• Texas Christian University University of Texas
• Thomas N. Ingram Jeffrey K. Sager
• Colorado State University University of North
  Texas
• Thomas Leigh Rosann L. Spiro
• University of Georgia Indiana University
• Greg Marshall Barton A. Weitz
• Rollins College University of Florida
• Ronald E. Michaels Thomas R. Wotruba
• University of Central Florida San Diego State
  University
• Former JPSSM Editor

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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

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Submission Information

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

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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.

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Special Issues

• Two important special issues of JPSSM are
  forthcoming
• 2007
• Sales Force Ethics Strategic Implications and
  Leadership Challenges by O.C. Ferrell (Colorado
  State University) and Mark Johnston (Rollins
  College), and Rene Darmon, ESSEC and
  HEC-Montreal, Co-editors
• 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)

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For More Information on JPSSM

• Visit the JPSSM web site
• editor_at_jpssm.org
• Contact me at
• Kenneth R. Evans
• jpssm_at_Missouri.edu