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CALL FOR PAPERS

Journal of Selling and Major Account Management
Special Issue: Value Creation in Business Relationships and the Role of the Sales Force

. . . to focus exclusively or even primarily on supporting the means or utilitarian ends of business firms is to miss much of the human drama that underpins the formation, fulfillment, and continuance of “business” relationships themselves (Bagozzi, 2006, p. 453).

Value creation in business relationships from the seller and the buyer perspective, is the key to remain competitive in the marketplace. Consequently, sales literature has witnessed a great number of studies exploring the factors that may impact the value creation in business relationships; however, additional work that encompasses the ‘human side’ of the sales organizations is needed. New theoretical advances in the sales service behavior perspective (Ahearne et al., 2007) break new grounds where the role of salespeople in the value creation process can be more fully understood. Since the sales force is responsible for shaping and sustaining key accounts and relationships, value creation and salespeople’s involvement is an important topic for stakeholders.

This special issue will provide a collection of research on value creation as processed and experienced by both seller and buyer organizations. Studies that offer value-related insights for managers aiming to properly utilize the sales force are especially encouraged. All research approaches and methodologies are welcome. Development of conceptual frameworks and use of advanced method techniques are encouraged. Papers should offer clear managerially applications. Possible topics include, but are not limited to:

• The meaning and process of value creation in business relationships
• The role of salesperson competence in value creation
• Value creation through sales and marketing integration
• Translating customer orientation into value-based activities
• Contribution of sales service behaviors to the customer value created/perceived
• Sales technology and value creation
• Value perceptions during buyer-seller interactions
• The participation of customer and supplier in value co-creation.
• Sales control systems’ impact on the creation and delivery of value offerings
• Interplay of value creation, relationship development, and customer satisfaction
• Alignment of consultative selling practices and creation of value

Submission Information:

The deadline for submissions to this special issue is November 1, 2013. Manuscripts should be prepared in accordance with JSMAM author guidelines, found at Papers should be submitted to the special issue editor via e-mail at:

Raj Agnihotri, agnihotr@ohio.edu, Special Issue Editor
Assistant Professor of Marketing & Director of Research at the Schey Sales Centre,
Ohio University 740.593.2032

References:

Ahearne, M., R. Jelinek, and E. Jones (2007), “Examining the Effect of Salesperson Service Behavior in A

Competitive Context,” Journal of the Academy of Marketing Science, 35(4), 603-16.

Bagozzi, R.P. (2006), “The Role of Social and Self-Conscious Emotions in the Regulation of Business-To-Business Relationships in Salesperson-Customer Interactions,” Journal of Business & Industrial Marketing, 21(7), 453-6.

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