Download - Industrial Marketing Management
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Industrial Industrial Marketing Marketing
ManagementManagementThe The
International International Journal of Journal of
Industrial and Industrial and High High
Technology Technology MarketingMarketing
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Invitation to Submit ManuscriptsInvitation to Submit Manuscripts
This brief presentation will introduce This brief presentation will introduce you to you to Industrial Marketing Industrial Marketing Management. Management.
We welcome submissions from We welcome submissions from professors, doctoral students and professors, doctoral students and marketing professionals from around marketing professionals from around the world.the world.
Submission details are shown later in Submission details are shown later in this presentation.this presentation.
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Basic InformationBasic Information Published by Elsevier Science since 1971Published by Elsevier Science since 1971 2007 is Volume 362007 is Volume 36 8 issues per year (Jan, Feb, Apr, May, Jul, Aug, Oct, 8 issues per year (Jan, Feb, Apr, May, Jul, Aug, Oct,
Nov)Nov) Published Published 850850 articles between 1994 and 2007 articles between 1994 and 2007
totaling over totaling over 96009600 pages pages Received Received 40684068 submissions 1994-2006 with 456 submissions 1994-2006 with 456
coming in 2007coming in 2007 Peter LaPlaca has been editor since 1994Peter LaPlaca has been editor since 1994 Earl Honeycutt has been Associate Editor since 1995Earl Honeycutt has been Associate Editor since 1995
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Number of Submissions Each Year1994 - 2006
164
203232
327
268 271244
263
300 295315
335
395
456
0
50
100
150
200
250
300
350
400
450
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1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007
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Target AudienceTarget Audience
Over 75% of subscriptions go to Over 75% of subscriptions go to university and business libraries in university and business libraries in the US, Europe, Asia and Australiathe US, Europe, Asia and Australia
Readers are academics and Readers are academics and practitioners involved with the study practitioners involved with the study and practice of business-to-business and practice of business-to-business marketingmarketing
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IMM SubscriptionsIMM Subscriptions
77Based on over 250,000 downloads in 2006
88
Annual IMM Downloads
0
50000
100000
150000
200000
250000
300000
2003 2004 2005 2006 2007
* Jan-Jun for 2007
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IMM MissionIMM MissionTo advance the state of To advance the state of
knowledge of Industrial and knowledge of Industrial and Business-to-Business Business-to-Business
marketing through the marketing through the publication of outstanding publication of outstanding
scholarly applied research from scholarly applied research from around the world.around the world.
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FocusFocus We advance this mission by We advance this mission by
evaluating research in the following evaluating research in the following areas: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 IMMInfluence of IMM Based on a study of journal citations* by Based on a study of journal citations* by
Hans Baumgartner and Rik Pieters, IMM is Hans Baumgartner and Rik Pieters, IMM is ranked as the:ranked as the:• 1010thth most influential marketing journal overall most influential marketing journal overall• 77thth most influential for managerial marketing most influential for managerial marketing• 66thth most influential for marketing applications most influential for marketing applications• 11stst most influential specializing in industrial or most influential specializing in industrial or
business-to-business marketingbusiness-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 ReportsJournal Citation ReportsImpact factorImpact factor
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Review Process and FactsReview Process and Facts
Receive between 350 and 450 Receive between 350 and 450 manuscripts each year manuscripts each year
All articles are double blind reviewedAll articles are double blind reviewed Process takes between 2 and 6 Process takes between 2 and 6
monthsmonths Average acceptance rate is about Average acceptance rate is about
10% (excluding special issues)10% (excluding special issues) Target 3-4 special issues annuallyTarget 3-4 special issues annually
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The Review The Review ProcessProcess
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
3rd reminder
Send decision
letter
Rejection
Send reviewers all reviews
Receive revised
manuscript
Send revised
manuscript to reviewers
After 90 days send
2nd reminder
Receive blind
reviews
After 30 days send reminder
Revision
Publish
Send decision
letter
Receive final
materials
Send to publisher
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The Publication ProcessThe Publication ProcessAccepted
papers are sent to
publisher
Publisher typesets the
paper
Publisher sends copyright transfer to
corresponding author
Corresponding author returns
signed copyright transfer topublisher
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
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Review ProcessReview ProcessOct 2005 – Oct 2006Oct 2005 – Oct 2006
Initial Reviews ReceivedInitial Reviews Received Total of 753Total of 753
Within 2 weeks Within 2 weeks 3939
Within 30 daysWithin 30 days 7474
Within 45 daysWithin 45 days 145145
Within 60 daysWithin 60 days 186186
Within 75 daysWithin 75 days 6464
Within 90 daysWithin 90 days 9191
Within 120 daysWithin 120 days 5959
Over 120 daysOver 120 days 4444
Never returnedNever returned 5151
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IMM Acceptance rates1994-2007
26.2%25.1%
20.3%
11.9%
26.2%
22.3%
25.1%26.0% 26.0%
14.6%
20.9%19.8%21.3%
18.8%
23.8%
31.0%
19.6%19.8%
22.7%
14.4%
22.0%
25.0%
21.2%
23.0%23.5%
24.5%
22.0%
20.6%
0.0%
5.0%
10.0%
15.0%
20.0%
25.0%
30.0%
35.0%19
94
1995
1996
1997
1998
1999
2000
2001
2002
2003
2004
2005
2006
2007
Year Lag Current
1818
Typical Results per 100 Typical Results per 100 SubmissionsSubmissions
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
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Reviewers at IMMReviewers at IMM
We currently have 275 reviewersWe currently have 275 reviewers Each does 3-4 primary reviews and 2-3 Each does 3-4 primary reviews and 2-3
re-reviews each yearre-reviews each year About half have been with IMM over About half have been with IMM over
seven yearsseven years We are always looking for new We are always looking for new
reviewersreviewers Reviewers must be successful authorsReviewers must be successful authors
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Reviewers at IMMReviewers at IMMLocation of IMM Reviewersas of December 31, 2007
Africa, 1
South America, 1
Asia, 23
USA, 105
Canada, 11
Europe, 117
Australia/NZ, 17
Middle East, 1
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2323Based on 1818 authors 1994-2007
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Based on 176 Authors in 2005
IMM Authors in 2005
2525
IMM Authors in 2006
Based on 200 Authors in 2006
2626
Based on 223 Authors in 2007
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Number of Reviewers per TopicNumber of Reviewers per TopicAdvertising 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
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Number of Reviewers per TopicNumber of Reviewers per TopicAdvertising 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
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Previous Special IssuesPrevious 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 PricingPricing Project MarketingProject Marketing
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Special IssuesSpecial Issues Published in 2006Published in 2006
• From Relationship to Partnership (From Relationship to Partnership (Olaf Olaf PloetnerPloetner))
• NPD in Asia (Muammer Ozer) NPD in Asia (Muammer Ozer) • Global Marketing of Industrial Products Global Marketing of Industrial Products
(Costas Katsikeas)(Costas Katsikeas)• Dealing with Dualities-IMP 2005 Koen Dealing with Dualities-IMP 2005 Koen
Dittrich, Ferdinand Jaspers, Wendy van Dittrich, Ferdinand Jaspers, Wendy van der Valk and Finn Wynstrader Valk and Finn Wynstra
• Value Creation in Relationships-IMP 2006 Value Creation in Relationships-IMP 2006 (Michael Gibbert and Francesca Golfetto)(Michael Gibbert and Francesca Golfetto)
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Special IssuesSpecial Issues Published in 2007Published in 2007
• Multi-Channel Marketing Strategy (Bert Multi-Channel Marketing Strategy (Bert Rosenbloom) Rosenbloom)
• Project Marketing and the Marketing of Project Marketing and the Marketing of Solutions (Bernard Cova and Robert Salle)Solutions (Bernard Cova and Robert Salle)
• Opening the network: Bridging the IMP Opening the network: Bridging the IMP tradition and other research perspectives tradition and other research perspectives (Francesca Golfetto, (Francesca Golfetto, Robert Salle, Stefania Robert Salle, Stefania Borghini, and Diego Rinallo) IMP 2006Borghini, and Diego Rinallo) IMP 2006
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Special IssuesSpecial Issues Planned for 2008Planned for 2008
• International Relationship Marketing, Partnerships, and International Relationship Marketing, Partnerships, and Alliances for Improved Distribution EffectivenessAlliances for Improved Distribution Effectiveness (Saeed Samiee (Saeed Samiee ))
• Industrial ServicesIndustrial Services (Olaf Ploetner, Frank Jacobs and Wolfgang (Olaf Ploetner, Frank Jacobs and Wolfgang Ulaga) Ulaga)
• Exploiting the B2B knowledge networkExploiting the B2B knowledge network (Peter Naude, Stephen (Peter Naude, Stephen Henneberg and Stefanos Mouzas ) IMP 2007Henneberg and Stefanos Mouzas ) IMP 2007
• Joint Issue w/ KAMS -- Marketing To, From and With an Asian Joint Issue w/ KAMS -- Marketing To, From and With an Asian TigerTiger
Planned for 2009Planned for 2009• Marketing High Tech Products and ServicesMarketing High Tech Products and Services (Shikhar Sarin and (Shikhar Sarin and
Jakki Mohr)Jakki Mohr)• Outsourcing Business Processes: Impact on Industrial Marketing Outsourcing Business Processes: Impact on Industrial Marketing
Strategy Formulation and Implementation (Mike Ahearne and Strategy Formulation and Implementation (Mike Ahearne and Prabakar Kothandaraman )Prabakar Kothandaraman )
• Case Study Method in Industrial Marketing ResearchCase Study Method in Industrial Marketing Research (Michael (Michael Gibbert and Anna Dubois )Gibbert and Anna Dubois )
• IMP 2008IMP 2008• Lindblomian ProcessesLindblomian Processes (Tim Wilson) (Tim Wilson)
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Special IssuesSpecial Issues Planned for 2010Planned for 2010
• Knowledge Management Processes in Industrial MarketingKnowledge Management Processes in Industrial Marketing (Dick Lancioni)(Dick Lancioni)
• Segmenting Business MarketsSegmenting Business Markets (Thomas Ritter) (Thomas Ritter) • Organizing and Integrating Marketing and Purchasing in Organizing and Integrating Marketing and Purchasing in
Business MarketsBusiness Markets (Annalisa Tunisini, Bjoern Ivens and (Annalisa Tunisini, Bjoern Ivens and Catherine Pardo) Catherine Pardo)
• IMP 2009IMP 2009 Planned for 2011Planned for 2011
• Solution SellingSolution Selling (Heiner Evanschitzky, Florian Wangenheim) (Heiner Evanschitzky, Florian Wangenheim)• Service Dominant logic and industrial marketingService Dominant logic and industrial marketing (David (David
Ballantyne)Ballantyne)• Building, Implementing, and Managing Brand Equity in Building, Implementing, and Managing Brand Equity in
Business MarketsBusiness Markets (Adam Lindgreen and (Adam Lindgreen and Michael BeverlandMichael Beverland))• IMP 2010IMP 2010
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Submission ProcessSubmission Process E-mail your submission letter and an E-mail your submission letter and an
MS Word file of the manuscript to MS Word file of the manuscript to Peter LaPlaca at Peter LaPlaca at [email protected]))
IMM only accepts original IMM only accepts original manuscripts that have not been manuscripts that have not been previously published (in part or in previously published (in part or in whole) nor are under consideration whole) nor are under consideration elsewhereelsewhere
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Submission ProcessSubmission Process
Manuscripts submitted to IMM are Manuscripts submitted to IMM are generally between twenty-five and fifty generally between twenty-five and fifty double-spaced pagesdouble-spaced pages
Make sure all contact information is Make sure all contact information is providedprovided• 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)
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Hints for AuthorsHints for Authors DoDo
• Review recent issues to determine Review recent issues to determine “hot” topics“hot” topics
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Finding Hot TopicsFinding Hot Topics
Look at recent issues of the journalLook at recent issues of the journal Look at web sites for “Articles in Look at web sites for “Articles in
Press”Press” For Marketing look at ELMAR call for For Marketing look at ELMAR call for
papers papers http://ama-academics.communityzero.com/elmar?go=t990781
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Finding Hot TopicsFinding Hot Topics
Other locationsOther locations Social Science Research Network Social Science Research Network
http://www.ssrn.com/
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Some current Hot TopicsSome current Hot Topics
Improving the success of CRM Improving the success of CRM applicationsapplications
Balancing SFA with CRMBalancing SFA with CRM Improving Industrial ServicesImproving Industrial Services ROI of new mediaROI of new media Impact of outsourcing marketing Impact of outsourcing marketing
functionsfunctions
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Some current Hot TopicsSome current Hot Topics
Improving innovation processesImproving innovation processes Interactive marketingInteractive marketing Branding and brand equityBranding and brand equity Global sales force managementGlobal sales force management Entrepreneurial marketingEntrepreneurial marketing Environmental marketingEnvironmental marketing
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Hints for AuthorsHints for Authors DoDo
• Review recent issues to determine Review recent issues to determine “hot” topics“hot” topics
• Make sure the paper’s focus is Make sure the paper’s focus is relevant to the journal’s mission relevant to the journal’s mission (industrial or business-to-business (industrial or business-to-business topics)topics)
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Marketing JournalsMarketing Journals
There are 193 marketing journals There are 193 marketing journals published in English around the published in English around the world!world!
Almost all have a web site listing the Almost all have a web site listing the journal’s mission and objectives.journal’s mission and objectives.
Also provide back issues, hints to Also provide back issues, hints to authors, submission procedures, etc.authors, submission procedures, etc.
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Hints for AuthorsHints for Authors DoDo
• Review recent issues to determine Review recent issues to determine “hot” topics“hot” topics
• Make sure the paper’s focus is relevant Make sure the paper’s focus is relevant to the journal’s mission (industrial or to the journal’s mission (industrial or business-to-business topics)business-to-business topics)
• Make sure the theoretical basis of the Make sure the theoretical basis of the manuscript is clear and well manuscript is clear and well documenteddocumented
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Hints for AuthorsHints for Authors DoDo
• Make sure the experimental design and Make sure the experimental design and analysis are appropriate for the topic analysis are appropriate for the topic and for the audience. and for the audience. (IMM is NOT (IMM is NOT interested in purely methodological or interested in purely methodological or analytical papers)analytical papers)
• Limit references to the most significant Limit references to the most significant and relevant to the paper and relevant to the paper (Papers that (Papers that are primarily literature reviews are not are primarily literature reviews are not desired)desired)
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Hints for AuthorsHints for Authors DoDo
• Include all contact information Include all contact information (including e-mail) in all (including e-mail) in all correspondence (for all authors)correspondence (for all authors)
• Contact editors prior to submission Contact editors prior to submission to see if the manuscript fits the to see if the manuscript fits the journal’s objectivesjournal’s objectives
• Utilize the journal’s tracking number Utilize the journal’s tracking number in all communicationsin all communications
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Hints for AuthorsHints for Authors DoDo
• Conform to the journal’s style for Conform to the journal’s style for references, figures, footnotes, tables, etc.references, figures, footnotes, tables, etc.
• Proofread paper carefully before Proofread paper carefully before submission (use an English proofreading submission (use an English proofreading service is necessary)service is necessary)
• Follow all procedures for paper Follow all procedures for paper submissionsubmission
• Number all pages to make it easier for Number all pages to make it easier for reviewers to make appropriate commentsreviewers to make appropriate comments
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Hints for AuthorsHints for Authors Don’tDon’t
• Submit chapters of dissertations; Submit chapters of dissertations; they are not intended as stand they are not intended as stand alone publicationsalone publications
• Cite every possible reference, but Cite every possible reference, but only the most relevantonly the most relevant
• Argue with reviewers; address their Argue with reviewers; address their concerns in a positive mannerconcerns in a positive manner
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Hints for AuthorsHints for Authors Don’tDon’t
• Submit papers where the majority of the Submit papers where the majority of the hypotheses are not supported; either the hypotheses are not supported; either the hypotheses are developed improperly, hypotheses are developed improperly, the theory is wrong or inadequate for the the theory is wrong or inadequate for the situation, or the experimental design or situation, or the experimental design or procedures are flawedprocedures are flawed
• Pester editors; if the anticipated time for Pester editors; if the anticipated time for review has passed, a pleasant e-mail will review has passed, a pleasant e-mail will suffice suffice
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Hints for AuthorsHints for Authors Don’tDon’t
• Submit papers that are difficult to Submit papers that are difficult to “blind” (i.e., don’t use the track “blind” (i.e., don’t use the track changes feature in MSWord, don’t changes feature in MSWord, don’t send PDF files, don’t hide your send PDF files, don’t hide your name or affiliation in the name or affiliation in the manuscript)manuscript)
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Contact InformationContact Information
Peter J. LaPlaca, Ph.D.Peter J. LaPlaca, Ph.D.
Industrial Marketing Industrial Marketing ManagementManagement
24 Quarry Drive, Suite 20124 Quarry Drive, Suite 201
Vernon, CT 06066-4917Vernon, CT 06066-4917
U.S.A.U.S.A.
860-875-8017860-875-8017
860-875-2318 (Fax)860-875-2318 (Fax)
[email protected]@journalimm.com