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Journal of Marketing Channels
Special Issue

“Salesforce Interactions with Channel of Distribution Members”
Guest Editors: Jon Hawes and Tom Baker

The Journal of Marketing Channels is pleased to announce and invite submissions for a Special Issue on “Salesforce Interactions with Channel of Distribution Members.” The deadline for manuscripts is September 30, 2010 with publication of accepted papers planned for 2011.

Special Issue Background Information

The role of the salesforce within the marketing channel is critically important in the development of productive long term relationships among participants, yet there has been an alarming lack of sales research conducted within this context. In fact, the preponderance of academic salesforce research has focused on manufacturers interacting directly with other manufacturing firms within the business to business market. Within developed economies, however, a majority of economic transactions do not involve end users. Consequently, there is a significant need for a better understanding of how salespeople work with wholesalers, agents, brokers, and other channel intermediaries within both the consumer as well as the business to business sector of our economy.

The special issue is designed to bring together research that focuses on theoretical and practical issues raised in making and managing sales to and by organizations across the entire spectrum of distribution. This includes exchanges in the supply chain which occur prior to the point where the end product is manufactured and also after it is manufactured but prior to its purchase for household consumption. Conceptual as well as empirical papers are appropriate. While creative and innovative topics are encouraged, some examples of research that would be welcomed include:

• Selling practices that enable the development of effective long term partnerships with channel members versus selling practices that facilitate profitable transactions with one time customers
• Management of a salesforce working with multiple organizations operating at the same level in the supply chain
• A conceptual or empirical examination of how members of a supply chain work together and the impact of this on members of the salesforce
• Channel cooperation from members of the salesforce with the goal of better serving final consumer needs
• An examination of the selling processes used by channel intermediaries who sell to other channel intermediaries
• Managing long term selling relationships within the marketing channel for maximum profitability
• Sales force recruitment challenges for channel intermediaries
• Preferred metrics used to control and evaluate members of a salesforce within a channel system/supply chain system
• Salesperson involvement in efforts to coordinate, cooperate, and/or manage conflict within the marketing channel
• Salesperson involvement in the integration of systems among long term partners within the marketing channel
• Scale development for sales research within the marketing channel
• Research methods most suitable for examining sales practices within the channel
• Integrating the concepts of sales and supply chain management
• Sales education and pedagogy for students who pursue careers in sales within the channel
• Buyers’ perceptions of the effectiveness of various sales channels
• Selling practices within the channel for services as well as for goods
• The selling role of facilitators within the channel of distribution
• Selling franchise systems to channel members
• A comparison of best practices for selling to end users versus selling to other channel members
• Channel conflict and its impact on the salesperson-buyer relationship

Submission Information

Authors are invited to submit original and unpublished research to be consideration for this special issue. All papers will be double-blind refereed. Manuscripts must be submitted electronically in Word format, follow the author submission guidelines of the Journal of Marketing Channels (available at: ) which uses APA style, and normally should be no longer than 25 pages in length. Manuscripts should be received no later than September 30, 2010. Please submit manuscripts to the either of the guest editors, preferably through e-mail as a Microsoft Word document.

Jon M. Hawes
Professor of Marketing and Director,
Sales and Negotiations Center
College of Business
Indiana State University
800 Sycamore Street
Terre Haute, IN 47809
Email: jon.hawes@indstate.edu

Thomas L. Baker
Associate Professor of Marketing and
Program Director, MS Marketing
Department of Marketing
Clemson University
Clemson, SC 29634
Telephone: 864.656.2397
Email: tbaker2@clemson.edu

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