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Journal of Marketing Channels

Special Issue

“Sales and Negotiations within Marketing Channels”

• Guest Editors: Jon Hawes, Indiana State University and
• David Fleming, Eastern Illinois University

The Journal of Marketing Channels is pleased to announce and invite submissions for a Special Issue on “Sales and Negotiations within Marketing Channels.”

The deadline for manuscripts is November 30, 2013 with publication of accepted papers planned during 2014.

Special Issue Background Information

While channel conflict and cooperation have been popular topics within the channels literature, research on negotiations among channel partners has not received much attention even though that is how conflict is managed and how cooperation can be extended among channel parties.

Furthermore, concurrent with the increasing professionalization of the sales force over the past several years is recognition of the importance of developing productive long-term relationships among channel members. To what extent are these issues related? What role do sales and negotiations play in the effective execution of channel strategy within marketing? These are the fundamental questions to be addressed in this Special Issue of the Journal of Marketing Channels.

This special issue is designed to bring together research that focuses on how sales and negotiations practices can enhance the effective operation of the marketing channel. Theoretical, empirical, and practical issues related to sales and negotiations within the context of buying and selling among channel members are the focus of this special issue. Creative, innovative, and wide-ranging but relevant topics are encouraged.

Some examples of research that would be welcomed include:

• Relationship selling strategies, tactics, and practices appropriate to the channel of distribution.
• Recognizing when transactional selling is more appropriate than relationship selling in the channel.
• Understanding how distributive and integrative negotiation practices differ within the channel, and identifying norms for using appropriate negotiation styles/tactics based on situational factors.
• Dealing with distributive “hard ball” tactics used by other channel members.
• Management of a sales force and the selling process that serves channel intermediaries.
• Sales force recruitment challenges for channel intermediaries.
• Preferred metrics used to control and evaluate members of a sales force within a channel system.
• Salesperson and sales manager efforts to coordinate, and/or manage conflict within the channel.
• The use of technology to manage sales efforts within the marketing channel.
• Scale and research methods suitable for examining sales and negotiation within the channel.
• Buyers’ perceptions of the effectiveness of various sales channels.
• The selling role of facilitators within the channel of distribution.
• Selling franchise systems to channel members.
• Developing profit enhancing compensation systems when price negotiation is common.
• Best practices for selling to end users versus selling to other channel members.
• Comparisons of selling and/or negotiation within international channels or across cultures.
• The role of the sales manager in the selling process to channel intermediaries.

Submission Information

1. Submitted papers should not have been previously published nor be currently under consideration for publication elsewhere.
2. All manuscripts will be double-blind refereed. Manuscript must be submitted electronically in Word format, and must be consistent with the author submission guidelines of the Journal of Marketing Channels which can be found at Click on the "Authors and Submissions" Tab. Papers should be in APA style, and normally should be no longer than 25 pages in length.
3. Manuscripts should be received no later than November 30, 2013 with accepted papers published in 2014. Please submit to either of the guest editors, preferably through e-mail as a Microsoft word attached document.

Jon M. Hawes
Professor of Marketing and Director,
Sales and Negotiations Center
Scott College of Business
Indiana State University
30 North 7th Street
Terre Haute, IN 47809 USA
Phone: 812-237-2286
E-mail: jon.hawes@indstate.edu

David Fleming
Assistant Professor of Marketing
Lumpkin College of Business & Applied Sciences
Eastern Illinois University
600 Lincoln Avenue
Lumpkin Hall 3008
Charleston, IL 61920 USA
Phone: 217-581-6045
E-mail: defleming@eiu.edu

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