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  • So far in 2005 Published four issues containing 40 articles Received 115 submissions
  • Represents 251 regular submissions Does not include special issue submissions
  • This represents an average of just over two authors per article
  • So far in 2005 we have published articles by: 62 Americans 20 Europeans 6 Australians 4 Canadians 2 Asians
  • Lancioni – Temple University Honeycutt – Elon University Matthyssens, Pauwels, Vandenbempt –Belgium Ritter & Freytag –Denmark Ploetner – Germany Ozer – Hong Kong Cova and Salle – France Gibert & Golfetto – Italy Rosenbloom – Drexel Naude, Henneberg & Mouzas – UK Katsikeas - UK
  • Lancioni – Temple University Honeycutt – Elon University Matthyssens, Pauwels, Vandenbempt –Belgium Ritter & Freytag –Denmark Ploetner – Germany Ozer – Hong Kong Cova and Salle – France Gibert & Golfetto – Italy Rosenbloom – Drexel Naude, Henneberg & Mouzas – UK Katsikeas - UK
  • Lancioni – Temple University Honeycutt – Elon University Matthyssens, Pauwels, Vandenbempt –Belgium Ritter & Freytag –Denmark Ploetner – Germany Ozer – Hong Kong Cova and Salle – France Gibert & Golfetto – Italy Rosenbloom – Drexel Naude, Henneberg & Mouzas – UK Katsikeas - UK
  • Lancioni – Temple University Honeycutt – Elon University Matthyssens, Pauwels, Vandenbempt –Belgium Ritter & Freytag –Denmark Ploetner – Germany Ozer – Hong Kong Cova and Salle – France Gibert & Golfetto – Italy Rosenbloom – Drexel Naude, Henneberg & Mouzas – UK Katsikeas - UK
  • Transcript

    • 1. Industrial Marketing Management The International Journal of Industrial and High Technology Marketing
    • 2. Invitation to Submit Manuscripts
      • This brief presentation will introduce you to Industrial Marketing Management.
      • We welcome submissions from professors, doctoral students and marketing professionals from around the world.
      • Submission details are shown later in this presentation.
    • 3. Basic Information
      • Published by Elsevier Science since 1971
      • 2007 is Volume 36
      • 8 issues per year (Jan, Feb, Apr, May, Jul, Aug, Oct, Nov)
      • Published 850 articles between 1994 and 2007 totaling over 9600 pages
      • Received 4068 submissions 1994-2006 with 456 coming in 2007
      • Peter LaPlaca has been editor since 1994
      • Earl Honeycutt has been Associate Editor since 1995
    • 4.
    • 5. Target Audience
      • Over 75% of subscriptions go to university and business libraries in the US, Europe, Asia and Australia
      • Readers are academics and practitioners involved with the study and practice of business-to-business marketing
    • 6. IMM Subscriptions
    • 7. Based on over 250,000 downloads in 2006
    • 8. * Jan-Jun for 2007
    • 9. IMM Mission
      • To advance the state of knowledge of Industrial and Business-to-Business marketing through the publication of outstanding scholarly applied research from around the world.
    • 10. Focus
      • We advance this mission by evaluating research in the following areas:
      • Marketing Strategy
      • Sales Management
      • Supply Chain Management
      • Networks and Relationship Marketing
      • Industrial Buying and Purchasing Behavior
      • Innovation and New Product Development
      • B2B Internet Marketing
      • Global B2B Marketing
      • Distribution and Logistics
      • Researching Industrial and B2B Markets
      • B2B Promotional Strategy
      • Market Segmentation
      • Pricing Strategy
      • CRM and KAM
    • 11. Influence of IMM
      • Based on a study of journal citations* by Hans Baumgartner and Rik Pieters, IMM is ranked as the:
        • 10 th most influential marketing journal overall
        • 7 th most influential for managerial marketing
        • 6 th most influential for marketing applications
        • 1 st most influential specializing in industrial or business-to-business marketing
      * Hans Baumgartner and Rik Pieters, “The Structural Influence of Marketing Journals: A Citation Analysis of the Discipline and its Sub-Areas,” Journal of Marketing, April, 2003
    • 12. Journal Citation Reports Impact factor
    • 13. Review Process and Facts
      • Receive between 350 and 450 manuscripts each year
      • All articles are double blind reviewed
      • Process takes between 2 and 6 months
      • Average acceptance rate is about 10% (excluding special issues)
      • Target 3-4 special issues annually
    • 14. The Review Process Manuscript received Send acknowledgement letter Identify 3 available reviewers Send blind manuscript to reviewers Receive blind reviews After 60 days send reminder After 120 days send 3 rd reminder Send decision letter Rejection Send reviewers all reviews Receive revised manuscript Send revised manuscript to reviewers After 90 days send 2 nd reminder Receive blind reviews After 30 days send reminder Revision Publish Send decision letter Receive final materials Send to publisher
    • 15. The Publication Process Accepted papers are sent to publisher Publisher typesets the paper Publisher sends copyright transfer to corresponding author Corresponding author returns signed copyright transfer to publisher Publisher compiles list of “available” papers Uncorrected proofs are posted as PDF files on the IMM Web site Proofs are sent to corresponding author Author returns corrected proofs Editor selects specific papers for an issue Issue is published Corrected proofs are posted as PDF files on the IMM Web site Publisher compiles the issue Issue production
    • 16. Review Process Oct 2005 – Oct 2006 Initial Reviews Received Total of 753 Within 2 weeks 39 Within 30 days 74 Within 45 days 145 Within 60 days 186 Within 75 days 64 Within 90 days 91 Within 120 days 59 Over 120 days 44 Never returned 51
    • 17.
    • 18. Typical Results per 100 Submissions 100 Submissions 9 Editor Rejects 91 Sent to Reviewers 44 Rejected by Reviewers 3 Accepted by Reviewers 44 asked for revisions 4 never respond to request for revisions 40 revisions received 19 Rejected by Reviewers 10 asked for Additional Revisions 11 Accepted by Reviewers 8 Accepted by Reviewers 2 Rejected by Reviewers
    • 19. Reviewers at IMM
      • We currently have 275 reviewers
      • Each does 3-4 primary reviews and 2-3 re-reviews each year
      • About half have been with IMM over seven years
      • We are always looking for new reviewers
      • Reviewers must be successful authors
    • 20. Reviewers at IMM
    • 21. Total of 117 European Reviewers
    • 22.
    • 23. Based on 1818 authors 1994-2007
    • 24. Based on 176 Authors in 2005 IMM Authors in 2005
    • 25. IMM Authors in 2006 Based on 200 Authors in 2006
    • 26. Based on 223 Authors in 2007
    • 27. Number of Reviewers per Topic Advertising 32 Exporting 40 Product Management 36 Adoption 1 Global Markets 71 Product/Service Elimination 1 Analytical Techniques 19 High Tech 64 Project Marketing 9 Branding 31 Information Systems 19 Promotions 8 Buyer Behavior 86 Innovation 79 Purchasing 38 The Buying Center 55 Internet Marketing 40 Quality/Quality Mgt 17 Case Studies 66 Key Account Management 10 Qualitative Analysis 18 Collaborations 30 Knowledge Management 11 Quantitative Analysis 17 Communications 16 Logistics 35 Regional Marketing 1 Competitive Advantage 8 Mfg Reps 19 Relationships 120 Computers in Marketing 15 Marketing Competencies 17 Reverse Auctions 7 Countertrade/ Barter 7 Market Orientation 41 Sales Forecasting 9 Cross-functional teams 8 Marketing Organization 14 Sales Management 51 CRM 71 Marketing Research 39 Sales Training 28 Customer Satisfaction 55 Marketing Strategy 109 Segmentation 32 Developing Countries 37 Marketing Theory 41 Selling 41 Direct Marketing 9 Modeling 7 Services 50 Distribution/ Channel Management 72 Networks and Networking 59 Supply Chain Mgt 64 E-Commerce 47 NPD/ NSD 78/1 Surveys 28 Entrepreneurship 14 Organizational Learning 10 Telemarketing 3 Environmental Marketing 11 Outsourcing 6 Trade Practices 13 Ethics 24 Planning 23 Trade Shows 11 Expert Systems 2 Pricing 24 Value Analysis 9 Experiments 8 Procurement 31
    • 28. Number of Reviewers per Topic Advertising 32 Exporting 40 Product Management 36 Adoption 1 Global Markets 71 Product/Service Elimination 1 Analytical Techniques 19 High Tech 64 Project Marketing 9 Branding 31 Information Systems 19 Promotions 8 Buyer Behavior 86 Innovation 79 Purchasing 38 The Buying Center 55 Internet Marketing 40 Quality/Quality Mgt 17 Case Studies 66 Key Account Management 10 Qualitative Analysis 18 Collaborations 30 Knowledge Management 11 Quantitative Analysis 17 Communications 16 Logistics 35 Regional Marketing 1 Competitive Advantage 8 Mfg Reps 19 Relationships 120 Computers in Marketing 15 Marketing Competencies 17 Reverse Auctions 7 Countertrade/ Barter 7 Market Orientation 41 Sales Forecasting 9 Cross-functional teams 8 Marketing Organization 14 Sales Management 51 CRM 71 Marketing Research 39 Sales Training 28 Customer Satisfaction 55 Marketing Strategy 109 Segmentation 32 Developing Countries 37 Marketing Theory 41 Selling 41 Direct Marketing 9 Modeling 7 Services 50 Distribution/ Channel Management 72 Networks and Networking 59 Supply Chain Mgt 64 E-Commerce 47 NPD/ NSD 78/1 Surveys 28 Entrepreneurship 14 Organizational Learning 10 Telemarketing 3 Environmental Marketing 11 Outsourcing 6 Trade Practices 13 Ethics 24 Planning 23 Trade Shows 11 Expert Systems 2 Pricing 24 Value Analysis 9 Experiments 8 Procurement 31
    • 29. Previous Special Issues
      • Relationship Marketing & Networks (9)
      • Selling and Sales Management (4)
      • Supply Chain Management (3)
      • New Product Development (2)
      • Global Industrial Marketing (2)
      • Distribution and Channels (2)
      • Customer Relationship Management (2)
      • Customer Value in Business Markets (2)
      • Partnering with Resellers in Business Markets
      • Internet-Based B2B Marketing
      • Cycle Time and Industrial Marketing
      • Researching Business and High Tech Markets
      • Pricing
      • Project Marketing
    • 30. Special Issues
      • Published in 2006
        • From Relationship to Partnership ( Olaf Ploetner )
        • NPD in Asia (Muammer Ozer)
        • Global Marketing of Industrial Products (Costas Katsikeas)
        • Dealing with Dualities-IMP 2005 Koen Dittrich, Ferdinand Jaspers, Wendy van der Valk and Finn Wynstra
        • Value Creation in Relationships-IMP 2006 (Michael Gibbert and Francesca Golfetto)
    • 31. Special Issues
      • Published in 2007
        • Multi-Channel Marketing Strategy (Bert Rosenbloom)
        • Project Marketing and the Marketing of Solutions (Bernard Cova and Robert Salle)
        • Opening the network: Bridging the IMP tradition and other research perspectives (Francesca Golfetto, Robert Salle, Stefania Borghini, and Diego Rinallo) IMP 2006
    • 32. Special Issues
      • Planned for 2008
        • International Relationship Marketing, Partnerships, and Alliances for Improved Distribution Effectiveness (Saeed Samiee )
        • Industrial Services (Olaf Ploetner, Frank Jacobs and Wolfgang Ulaga)
        • Exploiting the B2B knowledge network (Peter Naude, Stephen Henneberg and Stefanos Mouzas ) IMP 2007
        • Joint Issue w/ KAMS -- Marketing To, From and With an Asian Tiger
      • Planned for 2009
        • Marketing High Tech Products and Services (Shikhar Sarin and Jakki Mohr)
        • Outsourcing Business Processes: Impact on Industrial Marketing Strategy Formulation and Implementation (Mike Ahearne and Prabakar Kothandaraman )
        • Case Study Method in Industrial Marketing Research (Michael Gibbert and Anna Dubois )
        • IMP 2008
        • Lindblomian Processes (Tim Wilson)
    • 33. Special Issues
      • Planned for 2010
        • Knowledge Management Processes in Industrial Marketing (Dick Lancioni)
        • Segmenting Business Markets (Thomas Ritter)
        • Organizing and Integrating Marketing and Purchasing in Business Markets (Annalisa Tunisini, Bjoern Ivens and Catherine Pardo)
        • IMP 2009
      • Planned for 2011
        • Solution Selling (Heiner Evanschitzky, Florian Wangenheim)
        • Service Dominant logic and industrial marketing (David Ballantyne)
        • Building, Implementing, and Managing Brand Equity in Business Markets (Adam Lindgreen and Michael Beverland )
        • IMP 2010
    • 34. Submission Process
      • E-mail your submission letter and an MS Word file of the manuscript to Peter LaPlaca at [email_address] )
      • IMM only accepts original manuscripts that have not been previously published (in part or in whole) nor are under consideration elsewhere
    • 35. Submission Process
      • Manuscripts submitted to IMM are generally between twenty-five and fifty double-spaced pages
      • Make sure all contact information is provided
        • Name(s) of author(s)
        • Affiliation(s)
        • Mailing Address(es)
        • Telephone and Fax Number(s)
        • E-Mail address(es)
    • 36. Hints for Authors
      • Do
        • Review recent issues to determine “hot” topics
    • 37. Finding Hot Topics
      • Look at recent issues of the journal
      • Look at web sites for “Articles in Press”
      • For Marketing look at ELMAR call for papers http://ama-academics.communityzero.com/elmar?go=t990781
    • 38. Finding Hot Topics
      • Other locations
      • Social Science Research Network http://www.ssrn.com/
    • 39. Some current Hot Topics
      • Improving the success of CRM applications
      • Balancing SFA with CRM
      • Improving Industrial Services
      • ROI of new media
      • Impact of outsourcing marketing functions
    • 40. Some current Hot Topics
      • Improving innovation processes
      • Interactive marketing
      • Branding and brand equity
      • Global sales force management
      • Entrepreneurial marketing
      • Environmental marketing
    • 41. Hints for Authors
      • Do
        • Review recent issues to determine “hot” topics
        • Make sure the paper’s focus is relevant to the journal’s mission (industrial or business-to-business topics)
    • 42. Marketing Journals
      • There are 193 marketing journals published in English around the world!
      • Almost all have a web site listing the journal’s mission and objectives.
      • Also provide back issues, hints to authors, submission procedures, etc.
    • 43. Hints for Authors
      • Do
        • Review recent issues to determine “hot” topics
        • Make sure the paper’s focus is relevant to the journal’s mission (industrial or business-to-business topics)
        • Make sure the theoretical basis of the manuscript is clear and well documented
    • 44. Hints for Authors
      • Do
        • Make sure the experimental design and analysis are appropriate for the topic and for the audience. (IMM is NOT interested in purely methodological or analytical papers)
        • Limit references to the most significant and relevant to the paper (Papers that are primarily literature reviews are not desired)
    • 45. Hints for Authors
      • Do
        • Include all contact information (including e-mail) in all correspondence (for all authors)
        • Contact editors prior to submission to see if the manuscript fits the journal’s objectives
        • Utilize the journal’s tracking number in all communications
    • 46. Hints for Authors
      • Do
        • Conform to the journal’s style for references, figures, footnotes, tables, etc.
        • Proofread paper carefully before submission (use an English proofreading service is necessary)
        • Follow all procedures for paper submission
        • Number all pages to make it easier for reviewers to make appropriate comments
    • 47. Hints for Authors
      • Don’t
        • Submit chapters of dissertations; they are not intended as stand alone publications
        • Cite every possible reference, but only the most relevant
        • Argue with reviewers; address their concerns in a positive manner
    • 48. Hints for Authors
      • Don’t
        • Submit papers where the majority of the hypotheses are not supported; either the hypotheses are developed improperly, the theory is wrong or inadequate for the situation, or the experimental design or procedures are flawed
        • Pester editors; if the anticipated time for review has passed, a pleasant e-mail will suffice
    • 49. Hints for Authors
      • Don’t
        • Submit papers that are difficult to “blind” (i.e., don’t use the track changes feature in MSWord, don’t send PDF files, don’t hide your name or affiliation in the manuscript)
    • 50. Questions??
    • 51. Contact Information
      • Peter J. LaPlaca, Ph.D.
      • Industrial Marketing Management
      • 24 Quarry Drive, Suite 201
      • Vernon, CT 06066-4917
      • U.S.A.
      • 860-875-8017
      • 860-875-2318 (Fax)
      • [email_address]