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Call for Papers

Industrial Marketing and Sales Management Symposium & Special Issue in Industrial Marketing Management
“From Strategy Frameworks to Value-in-use: Implementing Strategies and Theories of B2B Marketing and Sales Management”

6-7th of November, 2013, Helsinki, Finland

Symposium Organizer and Guest Editor:

Prof. Petri Parvinen, Aalto University School of Business, Department of Marketing, Finland
petri.parvinen@aalto.fi

Co-editor:

Prof. Kristian Möller, Aalto University School of Business, Department of Marketing, Finland
kristian.moller@aalto.fi

With global competition and stagnant economies, an increasing share of B2B organizations face the challenge of developing more sophisticated marketing management models in search of competitive advantage beyond product and service innovation, sales and distribution strategy, multi-channel interfaces, price leadership, product management, operational efficiency, control over production capacity and supply chain optimization. B2B research in the areas of management, marketing and sales have developed numerous theories, concepts and mantras for doing the right things at the customer interface. Examples include e.g. strategic account management, service dominant logic, market- and customer-orientations, value-based selling and solution selling. There are at least two challenges that such management models have in common: they represent a top-down philosophy in managing the enterprise and they assume that the rest of the organization can adapt these strategies to environmental changes and react to changes in how the customer interface is dealt with. In reality, new management philosophies that seek to permeate and renew entire global organizations need to incorporate a two-way information- and decision-flow within the organization. Successful use of management models needs to deal with the fact that production and distribution adapt to change slowly. The sheer size of internationalized B2B organizations also poses a challenge as transformation projects last for years, and need to be hastened or adopt a continuous improvement approach.

The symposium and special issue concentrate on how to adopt an implementation orientation in transforming B2B organizations in making a customer management a competitive advantage. Methodologically diverse contributions concentrating on how to implement theoretically sound B2B sales, marketing and management models are welcomed. Relevant topics for the symposium and special issue include (but are not limited to):

• Methodologies on and theories of how to implement B2B marketing and sales management models
• Analyses with details and detailed analyses on what implementing the models means in practice at the level of customer activities
• Examples and analyses of successfully commercialized radical marketing or sales management innovations.
• Transformations between and into new business models
• Case examples of successful and unsuccessful B2B business model transformations
• Efficiency concerns in B2B transformations
• Conceptual, training and other tools for helping employees internalize the core ideas and practices in B2B transformations
• Application of lean management techniques to marketing organizations
• Adoption of company-wide transformative practices in e.g. process management, reward systems, information systems

The symposium will have presentations of peer-reviewed papers as well as invited keynote addresses by top scholars. The number of presentations will be limited and full papers presented at this conference will be considered for publication in a dedicated issue of Industrial Marketing Management.

Agenda:

Wednesday Nov 6th, 2013

• 08:30 a.m. – 12.00 p.m. // Quality publishing in B2B – Peter LaPlaca, Editor, IMM
• 1:00 p.m. – 1:10 p.m. // Welcome
• 1:10 p.m. – 2:40 p.m. // Slot 1, three papers
• 2:40 p.m. – 3:00 p.m. // Break
• 3:00 p.m. – 4:30 p.m. // Slot 2, three papers
• 4:30 a.m. – 5:30 a.m. // Theory map of B2B marketing – Honorary keynote Kristian Möller

Thursday Nov 7th, 2013

• 9:00 a.m. – 10:30 a.m. // Slot 3 three papers
• 10:30 a.m. – 11:00 a.m. // Coffee break
• 11:00 p.m. – 12:00 p.m. // Slot 4, two papers
• 12:00 p.m. – 1:00 p.m. // Lunch
• 1:00 p.m. – 2:30 p.m. // Slot 5, three papers
• 2:30 p.m. – 2:45 p.m. // Coffee Break
• 2:45 p.m. – 4:45 p.m. // Slot 6, four papers

Deadlines:

Full-length paper submission according to the guidelines of Industrial Marketing Management by September 15st, 2013 to petri.parvinen@aalto.fi. The papers will undergo a rapid-response review process by end-October and must not be submitted to a journal prior or during this time. Success in the review will not guarantee publication in the special issue, but in order to be accepted for special issue publication, papers need to be presented at the symposium.

 

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