Sales Force
Introduction
Beyond Geographic Boundaries: Sales Force Research in an International Business and Scholarly World, A special issue of J Personal Selling and Sales Man; Deadline 31 Aug 2008
 : : : Posting
: : call |
Related ARContent: |
CALL FOR PAPERS
JOURNAL OF PERSONAL SELLING AND SALES MANAGEMENT
SPECIAL ISSUE: “Beyond Geographic Boundaries: Sales Force Research in an International Business and Scholarly World”
Deadline 31 August 2008
The Journal of Personal Selling and Sales Management (JPSSM) is pleased to announce a special issue on ‘Sales Force Research in an International Business and Scholarly World.’
The growing trend toward globalization and internationalization in business means that new issues of importance may emerge, and also that sales force research must examine key existing topics in a wide range of settings. Despite the increased international mobility, and growing multinational body, of sales scholars, key sales issues in many parts of the world have – with few notable exceptions – largely remained under-represented in the leading sales force research outlets. With the increasing globalization of both business activity and high-quality scholarly research, this is an issue which needs addressing urgently. This special issue seeks papers examining a wide range of topics in settings other than North America. Hence, we would especially like to encourage submissions from scholars based outside the United States. However, authors based in the United States, and North American sales force topics that intimately involve internalization issues, such as global account management, are also welcome. Examples of possible topics include:
- Strategic deployment of sales resources
- International account management
- Cross-cultural sales force research
- Sales force motivation
- Salesperson performance
- Job demands and job tensions
- Optimal designs of team selling
- International sales negotiations
- Adapting to international markets
- Competitive selling strategies
- CRM in an international or cross-cultural context
- Cultural and cross-cultural issues in sales management
- Design of sales compensation plans
- Sales force – supply chain interface
- Recruiting, training, and promotion issues
- Repatriation of overseas salespeople
- Sales force metrics across multiple countries
- Mobile sales technologies
- Ethics and social responsibility in international sales
- The international sales and marketing interface
Manuscripts should be submitted electronically, following the usual JPSSM guidelines for authors (see www.jpssm.org), to the following Special Issue Editors depending on the location of the contact author:
Continental Europe or Africa:
Dr. Artur Baldauf
Professor of Management
University of Bern
Engehaldenstrasse 4
3012 Bern
Switzerland
baldauf@imu.unibe.ch
+41 31 631 53 31
Europe or Australasia
Dr. Nick Lee
Research Group Convenor
Marketing Group
Aston Business School
Aston University
Birmingham B4 7ET
UK
n.j.lee@aston.ac.uk
+44 121 204 3152
South America vDr. Áurea Helena Puga Ribeiro Alejandro
Professor of Marketing
Fundação Dom Cabral
Av. Princesa Diana, 760
Alphaville – 34000-000
Nova Lima – MG – Brazil
aureap@fdc.org.br
+55 31 3589 7200
Asia or North America
Dr. Thomas Brashear
Department of Marketing
Isenberg School of Management
University of Massachusetts
Amherst
Amherst, MA 01003
USA
brashear@mktg.umass.edu
+1 413 545 5666