Emerging Economies
Introduction
Special issue of Journal of Personal Selling and Sales Management, Edited by Murali K. Mantrala and John F. Tanner; Deadline 15 May 2015
CALL FOR PAPERS
Journal of Personal Selling and Sales Management
Special Issue on “Emerging Economies”
The Journal of Personal Selling & Sales Management (JPSSM) is pleased to announce and invites research article submissions for a Special Issue on Selling & Sales Management in Emerging Economies that is scheduled for publication in Spring, 2016. JPSSM is the premier international journal that is devoted exclusively to the publication of peer-reviewed articles related to personal selling and sales management.
Special Issue Background Information
Although sales forces are pervasive in all economies, there is a paucity of rigorous sales force-focused research set in Emerging Economies, e.g., BRICS, etc
Emerging economies are the growth frontier for many global companies. Sustainable economic development is also one of the most important foundations for peace and well-being. The salesperson and sales management play a vital role in emerging economies. The purpose of this special issue of JPSSM is to stimulate new research on personal selling & sales management in emerging economies. Research based on behavioral and economic theories as well as normative, methodological and empirical research papers related to this area are all welcome.
Examples of Topics Suitable for the special Issue Include:
- Effective sales force strategy and organization for global and local sales organizations
- Models for optimal sales force sizing, resource allocation, deployment in emerging economies and assessing their ROIs
- Sales forecasting, goal-setting, and sales force control in emerging economies
- Do selling and buying processes vary across economies?
- CRM and sales force automation strategies and ROI in economies in various stages of development
- Selling & sales management knowledge transfer around the world, particularly with implications for emerging economies
- The role of outside and inside sales forces in emerging economies
- How the Internet is transforming sales in emerging economies
- Optimal design of sales force compensation plans in different cultures
- Determining effective sales incentives, sales contests, motivation programs
- How and why direct selling works in emerging economies
- Challenges of sales & marketing coordination in emerging economies
- Managing retailer sales staff in emerging economies
- Optimal design of selling teams
- Models for strategic account management
- Pricing delegation to the sales force
- Coordination of operations-sales force interfaces
- Optimal strategies for sales force recruiting, training, and promotion
Submission Information
The deadline for submission of manuscripts is May 15, 2015. Papers must follow JPSSM Guidelines for Authors; see:
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Manuscripts will go through the regular JPSSM review process. Only original papers not currently under review or published elsewhere may be submitted. Four hard copies of the paper should be submitted with a cover letter and an electronic version should be sent as a pdf file attachment to the Special Issue Editors:
Professor Murali K. Mantrala
403 Cornell Hall
University of Missouri – Columbia
Columbia, MO 65211
USA Phone: (573) 884-2734
E-mail: mantralam@missouri.edu
Professor John F. (Jeff) Tanner
One Bear Place #98007
Baylor University
Waco, TX 76798-8007
USA
Phone: (254)710-3485
E-mail: jeff_tanner@baylor.edu