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The Convergence of Interactive Marketing and Personal Selling and Sales Management


Special issue call for papers from Journal of Research in Interactive Marketing

The Journal of Research in Interactive Marketing announces the call for papers for a special issue addressing the evolving role of interactive marketing in the context of personal selling and sales management.  The deadline for submission is September 1, 2015.

Purpose of the Special Issue

Evolving Internet, social media and other technology-enabled tools and the interaction patterns being created by such tools are transforming how salespeople interact with prospects and customers, and how organizations manage their salesforce (Dixon and Tanner 2012, JPSSM).  Managing the organization’s or an individual’s presence across multiple platforms has been revolutionized to relatively simple processes with the advent of social media management tools (e.g., Hootsuite, Buffer, TweetDeck, SproutSocial). This re-/evolution has important ramifications for the use of sales technologies to create value for consumers, salespeople and the organization (Kuruzovich, 2013, JPSSM).  Despite this importance, there is widespread agreement that scholarly research is needed across a spectrum of sales technologies and management practices. 

The goal of this special issue is to further develop our understanding of how interactive marketing benefits the personal selling process and the effective management of sales teams.  The special issue approaches this topic from a psychological and behavioral perspective and is especially relevant given the rapid growth of interactive marketing in a personal selling context.  Although there is a dearth of research in this area, based on their review of the literature over the past 20 years, Rodriguez, Dixon and Peltier (2014, Journal of Research in Interactive Marketing) offer a broad array of key conceptual and empirical research needs. 

Examples of research areas that fit the aim of this special issue are:
• What conceptual frameworks might drive future research regarding the intersection of interactive   technologies, mobile marketing, technology-enabled after-sales service/support and professional selling?
• What conceptual frameworks might drive future research regarding the intersection of interactive   technologies, mobile marketing, and technology-enabled after-sales service/support and sales management?
• What is the role of evolving technologies in a personal selling context?
• How are interactive technologies being used most effectively across the stages of the personal selling   process?
• How can resource allocations (financial, human, etc.) support interactive technologies and the sales process   for best results?
• How are organizations linking, monitoring and monetizing personal selling efforts in partnership with other   elements of the interactive marketing mix?
• What effective strategies and tactics are driven by the use of interactive marketing tools?
• How do interactive or mobile marketing and sales force management align?
• How do sales technologies and the sales force work together in the process of creating customer and   organizational value?
• How do customer expectations in the area of social media impact the selling process?
• What ethical issues arise from the interaction of these two broad areas (interactive and sales)?

Certainly other topic areas fitting with the aims of the special issue and any questions as to the suitability of the topic should be addressed to the Guest Editors.

Format and Submission Information
Submitted manuscripts should follow the format as indicated in the author guidelines on the journal website: www.emeraldinsight.com/jrim.htm.

As a guide, papers should be between 4,000 to 6,000 words. Papers are reviewed by the Special Issue Guest Editors and if it is judged as suitable for this publication, the manuscripts are sent to two referees for double-blind peer review.  Submissions should be made via the journal's ScholarOne site at: http://mc.manuscriptcentral.com/jrim

If you would be interested in reviewing other papers which have been submitted to this issue of the journal please indicate so on Step 4 of the ScholarOne submission process in the ‘Cover Letter’ box and an account will be created for you. Others interested in reviewing should contact the Guest Editors.

Submission deadline
The deadline for electronic submission is September 1, 2015

Special Issue Guest Editor
For more information, please contact Special Issue Guest Editors:

Andrea Dixon, PhD [email protected]
Jimmy Peltier, PhD [email protected]