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Special Segment 'Challenger Sale: Perspectives from Academics and Practitioners'

Special issue call for papers from Journal of Business & Industrial Marketing

Extended submission deadline for papers: February 23rd, 2017


Guest Editor
Talai Osmonbekov, Northern Arizona University


The Journal of Business & Industrial Marketing (JBIM) is calling for submissions for a special issue on “Challenger Sale: Perspectives from Academics and Practitioners”.

This special segment focuses on Challenger Sale approach, as described in the book “Challenger Sale: Taking Control of the Customer Conversation” by Matthew Dixon and Brent Adamson.  This approach has generated a robust discussion among academics and practitioners and this special segment intends to continue a productive discussion on both the merits and shortcomings of this particular approach to sales.



This special issue welcomes both empirical and conceptual papers that develop or extend theory and contribute to the academic and managerial discussion. Topics of interest include but are not limited to:

- Comparing and contrasting Challenger sale model to traditional sales approaches
- Comparing and contrasting Challenger sale model to other innovative sales approaches
- Case studies on implementations of the Challenger sales model in organizations
- Critiques of the Challenger Sale model
- Application of known marketing and management theories to support/refute Challenger Sale model
- Extensions to the Challenger Sale model outside of the sales context

Details of paper content, length, and due date

The deadline for full paper submissions is February 23rd, 2017. The submissions must conform to JBIM’s author guidelines (see address below). These guidelines will also steer authors through the submission process.

Articles submitted should not have been published before in their current (or substantially similar) form and should not be under consideration for publication elsewhere. Please see Emerald's originality guidelines for further details.

Further information

For questions regarding the content of this special issue, please contact the guest editor:

Talai Osmonbekov
Northern Arizona University, Franke College of Business

[email protected]


Journal of Business & Industrial Marketing: Information and author guidelines