Transcript Industrial Marketing Management

Industrial
Marketing
Management
The
International
Journal of
Industrial and
High
Technology
Marketing
1
Invitation to Submit Manuscripts
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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.
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Basic Information
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Published by Elsevier Science since 1971
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2007 is Volume 36
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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
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Number of Submissions Each Year
1994 - 2006
500
456
450
395
Number of Submissions
400
350
327
300
300
268
232
250
271
244
295
315
335
263
203
200
164
150
100
50
0
1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007
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Target Audience
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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
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Global Subscriptions for IMM
IMM Subscriptions
Rest of World
23%
North America
42%
Europe
35%
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Global Downloads
Australasia, 14%
N America, 10%
S America, 2%
Asia, 14%
Africa, 1%
Middle East, 2%
Europe, 60%
Based on over 250,000
downloads in 2006
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Annual IMM Downloads
300000
250000
200000
150000
100000
50000
0
2003
2004
2005
2006
2007
* Jan-Jun for 2007
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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.
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Focus
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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
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Influence of IMM
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Based on a study of journal citations* by
Hans Baumgartner and Rik Pieters, IMM is
ranked as the:
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10th most influential marketing journal overall
7th most influential for managerial marketing
6th most influential for marketing applications
1st 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
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Journal Citation Reports
Impact factor
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Review Process and Facts
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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
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The Review
Process
Manuscript
received
Send
acknowledg
ement letter
Publish
Send
decision
letter
Send to
publisher
Revision
Rejection
Identify 3
available
reviewers
Send blind
manuscript
to reviewers
After 60
days send
reminder
Receive
final
materials
Receive
blind
reviews
After 90
days send
nd
2 reminder
After 120
days send
3rd reminder
Send
reviewers
all reviews
Receive
revised
manuscript
Send
decision
letter
Send
revised
manuscript
to reviewers
Receive
blind
reviews
After 30
days send
reminder
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The Publication Process
Accepted
papers are
sent to
publisher
Uncorrected
proofs are
posted as PDF
files on the
IMM Web site
Publisher
typesets the
paper
Proofs are sent
to
corresponding
author
Publisher sends
copyright
transfer to
corresponding
author
Author returns
corrected
proofs
Corrected
proofs are
posted as PDF
files on the
IMM Web site
Corresponding
author returns
signed
copyright
transfer to
publisher
Publisher
compiles list of
“available”
papers
Editor selects
specific papers
for an issue
Issue is
published
Issue
production
Publisher
compiles the
issue
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Review Process
Oct 2005 – Oct 2006
Initial Reviews Received
Total of 753
Within 2 weeks
Within 30 days
Within 45 days
39
74
145
Within 60 days
Within 75 days
Within 90 days
Within 120 days
Over 120 days
Never returned
186
64
91
59
44
51
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IMM Acceptance rates
1994-2007
Year Lag
35.0%
Current
31.0%
30.0%
26.2%
26.2%
25.0%
25.1%
25.0%
22.0%
19.8%
19.6%
21.2%
20.3%
20.0%
21.3%
20.9%
26.0%
25.1%
23.5%
22.7%
23.0%
22.3%
26.0%
24.5%
23.8%
22.0%
20.6%
19.8%
18.8%
14.4%
15.0%
14.6%
11.9%
10.0%
5.0%
2007
2006
2005
2004
2003
2002
2001
2000
1999
1998
1997
1996
1995
1994
0.0%
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Typical Results per 100
Submissions
3
Accepted
by
Reviewers
100
Submissions
11
Accepted
by
Reviewers
91 Sent to
Reviewers
44 asked
for
revisions
40
revisions
received
10 asked
for
Additional
Revisions
9 Editor
Rejects
44
Rejected
by
Reviewers
4 never
respond to
request for
revisions
19
Rejected
by
Reviewers
8
Accepted
by
Reviewers
2 Rejected
by
Reviewers
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Reviewers at IMM
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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
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Reviewers at IMM
Location of IMM Reviewers
as of December 31, 2007
Asia, 23
South America,
Middle East, 1
1
Australia/NZ,
Africa, 1
17
USA, 105
Europe, 117
Canada, 11
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Location of Asian Reviewers
December 31, 2007
Taiwan, 8
India, 1
Hong Kong, 8
Singapore, 1
Korea, 5
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Where do IMM Authors Come From?
1994-2007
Australia/New
Zealand
5%
Asia
6%
Europe
36%
Africa
1%
US
49%
Canada
Based on 1818 authors 1994-2007
3%
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Australia/New
Zealand
6%
IMM Authors in 2005
Asia
8%
US
52%
Europe
32%
Canada
2%
Based on 176
Authors in 2005
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IMM Authors in 2006
Asia
16%
Australia/New
Zealand
5%
Europe
55%
Africa
1%
US
22%
Based on 200
Authors in 2006
Canada
1%
25
IMM Authors in 2007
Europe
52%
Based on 223
Authors in 2007
Asia
13%
Australia/New
Zealand
8%
US
24%
Canada
3%
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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
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
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
27
Experiments
8
Procurement
31
78/1
120
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
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
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
28
Experiments
8
Procurement
31
78/1
120
Previous Special Issues
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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
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Special Issues
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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)
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Special Issues
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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
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Special Issues
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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
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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
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• Lindblomian Processes (Tim Wilson)
Special Issues
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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
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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
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Submission Process
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E-mail your submission letter and an
MS Word file of the manuscript to
Peter LaPlaca at
[email protected])
IMM only accepts original
manuscripts that have not been
previously published (in part or in
whole) nor are under consideration
elsewhere
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Submission Process
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Manuscripts submitted to IMM are
generally between twenty-five and fifty
double-spaced pages
Make sure all contact information is
provided
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•
Name(s) of author(s)
Affiliation(s)
Mailing Address(es)
Telephone and Fax Number(s)
E-Mail address(es)
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Hints for Authors
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Do
• Review recent issues to determine
“hot” topics
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Finding Hot Topics
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Look at recent issues of the journal
Look at web sites for “Articles in
Press”
For Marketing look at ELMAR call for
papers http://amaacademics.communityzero.com/elma
r?go=t990781
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Finding Hot Topics
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Other locations
Social Science Research Network
http://www.ssrn.com/
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Some current Hot Topics
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Improving the success of CRM
applications
Balancing SFA with CRM
Improving Industrial Services
ROI of new media
Impact of outsourcing marketing
functions
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Some current Hot Topics
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Improving innovation processes
Interactive marketing
Branding and brand equity
Global sales force management
Entrepreneurial marketing
Environmental marketing
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Hints for Authors
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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)
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Marketing Journals
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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.
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Hints for Authors
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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
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Hints for Authors
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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)
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Hints for Authors
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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
45
Hints for Authors
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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
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Hints for Authors
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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
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Hints for Authors
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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
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Hints for Authors
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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)
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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]
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