1 industrial marketing management the international journal of industrial and high technology...

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. This brief presentation will introduce you to Industrial Marketing Management. We welcome submissions from professors, doctoral students and marketing professionals from around the world. We welcome submissions from professors, doctoral students and marketing professionals from around the world. Submission details are shown later in this presentation. Submission details are shown later in this presentation.

3 Basic Information Published by Elsevier Science since 1971 Published by Elsevier Science since 1971 2007 is Volume 36 2007 is Volume 36 8 issues per year (Jan, Feb, Apr, May, Jul, Aug, Oct, Nov) 8 issues per year (Jan, Feb, Apr, May, Jul, Aug, Oct, Nov) Published 850 articles between 1994 and 2007 totaling over 9600 pages Published 850 articles between 1994 and 2007 totaling over 9600 pages Received 4068 submissions 1994-2006 with 456 coming in 2007 Received 4068 submissions 1994-2006 with 456 coming in 2007 Peter LaPlaca has been editor since 1994 Peter LaPlaca has been editor since 1994 Earl Honeycutt has been Associate Editor since 1995 Earl Honeycutt has been Associate Editor since 1995

5 Target Audience Over 75% of subscriptions go to university and business libraries in the US, Europe, Asia and Australia 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 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: 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: Based on a study of journal citations* by Hans Baumgartner and Rik Pieters, IMM is ranked as the: 10 th most influential marketing journal overall10 th most influential marketing journal overall 7 th most influential for managerial marketing7 th most influential for managerial marketing 6 th most influential for marketing applications6 th most influential for marketing applications 1 st most influential specializing in industrial or business-to-business marketing1 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 Receive between 350 and 450 manuscripts each year All articles are double blind reviewed All articles are double blind reviewed Process takes between 2 and 6 months Process takes between 2 and 6 months Average acceptance rate is about 10% (excluding special issues) Average acceptance rate is about 10% (excluding special issues) Target 3-4 special issues annually Target 3-4 special issues annually

14 The Review Process Manuscript received Send acknowledg ement 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 RevisionPublish 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 Within 2 weeks39 Within 30 days Within 30 days74 Within 45 days Within 45 days145 Within 60 days Within 60 days186 Within 75 days Within 75 days64 Within 90 days Within 90 days91 Within 120 days Within 120 days59 Over 120 days Over 120 days44 Never returned Never returned51

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 We currently have 275 reviewers Each does 3-4 primary reviews and 2-3 re-reviews each year Each does 3-4 primary reviews and 2-3 re-reviews each year About half have been with IMM over seven years About half have been with IMM over seven years We are always looking for new reviewers We are always looking for new reviewers Reviewers must be successful authors Reviewers must be successful authors

20 Reviewers at IMM

21 Total of 117 European Reviewers

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 Advertising32Exporting40Product Management36 Adoption1Global Markets71Product/Service Elimination1 Analytical Techniques19High Tech64Project Marketing9 Branding31Information Systems19Promotions8 Buyer Behavior86Innovation79Purchasing38 The Buying Center55Internet Marketing40Quality/Quality Mgt17 Case Studies66Key Account Management10Qualitative Analysis18 Collaborations30Knowledge Management11Quantitative Analysis17 Communications16Logistics35Regional Marketing1 Competitive Advantage8Mfg Reps19Relationships120 Computers in Marketing15Marketing Competencies17Reverse Auctions7 Countertrade/ Barter7Market Orientation41Sales Forecasting9 Cross-functional teams8Marketing Organization14Sales Management51 CRM71Marketing Research39Sales Training28 Customer Satisfaction55Marketing Strategy109Segmentation32 Developing Countries37Marketing Theory41Selling41 Direct Marketing9Modeling7Services50 Distribution/ Channel Management 72Networks and Networking59Supply Chain Mgt64 E-Commerce47NPD/ NSD78/1Surveys28 Entrepreneurship14Organizational Learning10Telemarketing3 Environmental Marketing11Outsourcing6Trade Practices13 Ethics24Planning23Trade Shows11 Expert Systems2Pricing24Value Analysis9 Experiments8Procurement31

28 Number of Reviewers per Topic Advertising32Exporting40Product Management36 Adoption1Global Markets71Product/Service Elimination1 Analytical Techniques19High Tech64Project Marketing9 Branding31Information Systems19Promotions8 Buyer Behavior86Innovation79Purchasing38 The Buying Center55Internet Marketing40Quality/Quality Mgt17 Case Studies66Key Account Management10Qualitative Analysis18 Collaborations30Knowledge Management11Quantitative Analysis17 Communications16Logistics35Regional Marketing1 Competitive Advantage8Mfg Reps19Relationships120 Computers in Marketing15Marketing Competencies17Reverse Auctions7 Countertrade/ Barter7Market Orientation41Sales Forecasting9 Cross-functional teams8Marketing Organization14Sales Management51 CRM71Marketing Research39Sales Training28 Customer Satisfaction55Marketing Strategy109Segmentation32 Developing Countries37Marketing Theory41Selling41 Direct Marketing9Modeling7Services50 Distribution/ Channel Management 72Networks and Networking59Supply Chain Mgt64 E-Commerce47NPD/ NSD78/1Surveys28 Entrepreneurship14Organizational Learning10Telemarketing3 Environmental Marketing11Outsourcing6Trade Practices13 Ethics24Planning23Trade Shows11 Expert Systems2Pricing24Value Analysis9 Experiments8Procurement31

29 Previous Special Issues Relationship Marketing & Networks (9) Relationship Marketing & Networks (9) Selling and Sales Management (4) Selling and Sales Management (4) Supply Chain Management (3) Supply Chain Management (3) New Product Development (2) New Product Development (2) Global Industrial Marketing (2) Global Industrial Marketing (2) Distribution and Channels (2) Distribution and Channels (2) Customer Relationship Management (2) Customer Relationship Management (2) Customer Value in Business Markets (2) Customer Value in Business Markets (2) Partnering with Resellers in Business Markets Partnering with Resellers in Business Markets Internet-Based B2B Marketing Internet-Based B2B Marketing Cycle Time and Industrial Marketing Cycle Time and Industrial Marketing Researching Business and High Tech Markets Researching Business and High Tech Markets Pricing Pricing Project Marketing Project Marketing

30 Special Issues Published in 2006 Published in 2006 From Relationship to Partnership (Olaf Ploetner)From Relationship to Partnership (Olaf Ploetner) NPD in Asia (Muammer Ozer)NPD in Asia (Muammer Ozer) Global Marketing of Industrial Products (Costas Katsikeas)Global Marketing of Industrial Products (Costas Katsikeas) Dealing with Dualities-IMP 2005 Koen Dittrich, Ferdinand Jaspers, Wendy van der Valk and Finn WynstraDealing 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)Value Creation in Relationships-IMP 2006 (Michael Gibbert and Francesca Golfetto)

31 Special Issues Published in 2007 Published in 2007 Multi-Channel Marketing Strategy (Bert Rosenbloom)Multi-Channel Marketing Strategy (Bert Rosenbloom) Project Marketing and the Marketing of Solutions (Bernard Cova and Robert Salle)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 2006Opening 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 Planned for 2008 International Relationship Marketing, Partnerships, and Alliances for Improved Distribution Effectiveness (Saeed Samiee )International Relationship Marketing, Partnerships, and Alliances for Improved Distribution Effectiveness (Saeed Samiee ) Industrial Services (Olaf Ploetner, Frank Jacobs and Wolfgang Ulaga)Industrial Services (Olaf Ploetner, Frank Jacobs and Wolfgang Ulaga) Exploiting the B2B knowledge network (Peter Naude, Stephen Henneberg and Stefanos Mouzas ) IMP 2007Exploiting the B2B knowledge network (Peter Naude, Stephen Henneberg and Stefanos Mouzas ) IMP 2007 Joint Issue w/ KAMS -- Marketing To, From and With an Asian TigerJoint Issue w/ KAMS -- Marketing To, From and With an Asian Tiger Planned for 2009 Planned for 2009 Marketing High Tech Products and Services (Shikhar Sarin and Jakki Mohr)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 )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 )Case Study Method in Industrial Marketing Research (Michael Gibbert and Anna Dubois ) IMP 2008IMP 2008 Lindblomian Processes (Tim Wilson)Lindblomian Processes (Tim Wilson)

33 Special Issues Planned for 2010 Planned for 2010 Knowledge Management Processes in Industrial Marketing (Dick Lancioni)Knowledge Management Processes in Industrial Marketing (Dick Lancioni) Segmenting Business Markets (Thomas Ritter)Segmenting Business Markets (Thomas Ritter) Organizing and Integrating Marketing and Purchasing in Business Markets (Annalisa Tunisini, Bjoern Ivens and Catherine Pardo)Organizing and Integrating Marketing and Purchasing in Business Markets (Annalisa Tunisini, Bjoern Ivens and Catherine Pardo) IMP 2009IMP 2009 Planned for 2011 Planned for 2011 Solution Selling (Heiner Evanschitzky, Florian Wangenheim)Solution Selling (Heiner Evanschitzky, Florian Wangenheim) Service Dominant logic and industrial marketing (David Ballantyne)Service Dominant logic and industrial marketing (David Ballantyne) Building, Implementing, and Managing Brand Equity in Business Markets (Adam Lindgreen and Michael Beverland)Building, Implementing, and Managing Brand Equity in Business Markets (Adam Lindgreen and Michael Beverland) IMP 2010IMP 2010

34 Submission Process E-mail your submission letter and an MS Word file of the manuscript to Peter LaPlaca at [email protected]) E-mail your submission letter and an MS Word file of the manuscript to Peter LaPlaca at [email protected]) [email protected] IMM only accepts original manuscripts that have not been previously published (in part or in whole) nor are under consideration elsewhere 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 Manuscripts submitted to IMM are generally between twenty-five and fifty double-spaced pages Make sure all contact information is provided Make sure all contact information is provided Name(s) of author(s)Name(s) of author(s) Affiliation(s)Affiliation(s) Mailing Address(es)Mailing Address(es) Telephone and Fax Number(s)Telephone and Fax Number(s) E-Mail address(es)E-Mail address(es)

36 Hints for Authors Do Do Review recent issues to determine hot topicsReview recent issues to determine hot topics

37 Finding Hot Topics Look at recent issues of the journal Look at recent issues of the journal Look at web sites for Articles in Press Look at web sites for Articles in Press For Marketing look at ELMAR call for papers http://ama- academics.communityzero.com/elma r?go=t990781 For Marketing look at ELMAR call for papers http://ama- academics.communityzero.com/elma r?go=t990781http://ama- academics.communityzero.com/elma r?go=t990781http://ama- academics.communityzero.com/elma r?go=t990781

38 Finding Hot Topics Other locations Other locations Social Science Research Network http://www.ssrn.com/ Social Science Research Network http://www.ssrn.com/ http://www.ssrn.com/

39 Some current Hot Topics Improving the success of CRM applications Improving the success of CRM applications Balancing SFA with CRM Balancing SFA with CRM Improving Industrial Services Improving Industrial Services ROI of new media ROI of new media Impact of outsourcing marketing functions Impact of outsourcing marketing functions

40 Some current Hot Topics Improving innovation processes Improving innovation processes Interactive marketing Interactive marketing Branding and brand equity Branding and brand equity Global sales force management Global sales force management Entrepreneurial marketing Entrepreneurial marketing Environmental marketing Environmental marketing

41 Hints for Authors Do Do Review recent issues to determine hot topicsReview recent issues to determine hot topics Make sure the papers focus is relevant to the journals mission (industrial or business-to-business topics)Make sure the papers focus is relevant to the journals mission (industrial or business-to-business topics)

42 Marketing Journals There are 193 marketing journals published in English around the world! There are 193 marketing journals published in English around the world! Almost all have a web site listing the journals mission and objectives. Almost all have a web site listing the journals mission and objectives. Also provide back issues, hints to authors, submission procedures, etc. Also provide back issues, hints to authors, submission procedures, etc.

43 Hints for Authors Do Do Review recent issues to determine hot topicsReview recent issues to determine hot topics Make sure the papers focus is relevant to the journals mission (industrial or business-to-business topics)Make sure the papers focus is relevant to the journals mission (industrial or business-to-business topics) Make sure the theoretical basis of the manuscript is clear and well documentedMake sure the theoretical basis of the manuscript is clear and well documented

44 Hints for Authors Do 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)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)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 Do Include all contact information (including e-mail) in all correspondence (for all authors)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 journals objectivesContact editors prior to submission to see if the manuscript fits the journals objectives Utilize the journals tracking number in all communicationsUtilize the journals tracking number in all communications

46 Hints for Authors Do Do Conform to the journals style for references, figures, footnotes, tables, etc.Conform to the journals style for references, figures, footnotes, tables, etc. Proofread paper carefully before submission (use an English proofreading service is necessary)Proofread paper carefully before submission (use an English proofreading service is necessary) Follow all procedures for paper submissionFollow all procedures for paper submission Number all pages to make it easier for reviewers to make appropriate commentsNumber all pages to make it easier for reviewers to make appropriate comments

47 Hints for Authors Dont Dont Submit chapters of dissertations; they are not intended as stand alone publicationsSubmit chapters of dissertations; they are not intended as stand alone publications Cite every possible reference, but only the most relevantCite every possible reference, but only the most relevant Argue with reviewers; address their concerns in a positive mannerArgue with reviewers; address their concerns in a positive manner

48 Hints for Authors Dont Dont 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 flawedSubmit 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 sufficePester editors; if the anticipated time for review has passed, a pleasant e-mail will suffice

49 Hints for Authors Dont Dont Submit papers that are difficult to blind (i.e., dont use the track changes feature in MSWord, dont send PDF files, dont hide your name or affiliation in the manuscript)Submit papers that are difficult to blind (i.e., dont use the track changes feature in MSWord, dont send PDF files, dont hide your name or affiliation in the manuscript)

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 protected]

1 industrial marketing management the international journal of industrial and high technology...

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