IMM Presentation-Invitation to Submit | Customer Relationship Management | Marketing

Industrial Marketing Management

The International Journal of Industrial and High Technology Marketing
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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.
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Basic Information
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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
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Number of Submissions Each Year 1994 - 2006
500 456 450 400 395 327 300 300 250 203 200 150 100 50 0 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007
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Number of Submissions

350

295

315

335

268 232 164

271 244

263

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

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Global Subscriptions for IMM IMM Subscriptions Rest of World 23% North America 42% Europe 35% 6 .

2% Europe. 14% Africa. 2% Asia. 14% N America. 10% S America.000 downloads in 2006 7 . 60% Based on over 250. 1% Middle East.Global Downloads Australasia.

Annual IMM Downloads 300000 250000 200000 150000 100000 50000 0 2003 2004 2005 2006 2007 * Jan-Jun for 2007 8 .

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.

Focus  We advance this mission by evaluating research in the following areas: • B2B Internet Marketing • Global B2B Marketing • Distribution and Logistics • Researching Industrial and B2B Markets • B2B Promotional Strategy • Market Segmentation • Pricing Strategy • CRM and KAM • Marketing Strategy • Sales Management • Supply Chain Management • Networks and Relationship Marketing • Industrial Buying and Purchasing Behavior • Innovation and New Product Development 10 .

“The Structural Influence of Marketing Journals: A Citation Analysis of the Discipline and its Sub-Areas. IMM is ranked as the: • • • • 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.Influence of IMM  Based on a study of journal citations* by Hans Baumgartner and Rik Pieters. 2003 11 .” Journal of Marketing. April.

Journal Citation Reports Impact factor 12 .

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 13 .

The Review Process Manuscript received Publish Receive final materials Send to publisher Send acknowledg ement letter Send decision letter Rejection Revision Identify 3 available reviewers Receive revised manuscript Send decision letter Send blind manuscript to reviewers Receive blind reviews Send reviewers all reviews Send revised manuscript to reviewers Receive blind reviews After 60 days send reminder After 90 days send nd 2 reminder After 120 days send 3rd reminder After 30 days send reminder 14 .

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 Uncorrected proofs are posted as PDF files on the IMM Web site Proofs are sent to corresponding author Author returns corrected proofs Corrected proofs are posted as PDF files on the IMM Web site Publisher compiles list of “available” papers Editor selects specific papers for an issue Issue is published Issue production Publisher compiles the issue 15 .

Review Process Oct 2005 – Oct 2006 Initial Reviews Received Within 2 weeks Within 30 days Within 45 days Within 60 days Within 75 days Within 90 days Within 120 days Over 120 days Never returned Total of 753 39 74 145 186 64 91 59 44 51 16 .

8% 25.5% 22.2% 20.0% 20.9% 18.1% 22.8% 25.4% 14.IMM Acceptance rates 1994-2007 35.0% 5.0% 31.0% 22.3% 20.3% 26.0% 26.1% 23.0% 25.6% 23.0% Year Lag Current 30.0% 21.2% 25.0% 19.0% 26.8% 19.2% 26.0% 15.9% 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 17 2007 .5% 22.0% 24.0% 20.8% 19.0% 0.6% 14.6% 11.0% 10.3% 21.7% 23.

Typical Results per 100 Submissions 3 Accepted by Reviewers 11 Accepted by Reviewers 8 Accepted by Reviewers 100 Submissions 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 2 Rejected by Reviewers 18 .

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 19 .

Reviewers at IMM Location of IMM Reviewers as of December 31. 23 South America. 2007 Asia. 117 Canada. 105 Europe. 11 20 . 1 17 USA. 1 1 Australia/NZ. Africa. Middle East.

1 Korea. 8 India. 8 Singapore. 1 Hong Kong.Location of Asian Reviewers December 31. 5 22 . 2007 Taiwan.

Where do IMM Authors Come From? 1994-2007 Australia/New Zealand 5% Asia 6% Africa 1% Europe 36% US 49% Canada Based on 1818 authors 1994-2007 3% 23 .

Australia/New Zealand 6% IMM Authors in 2005 Asia 8% US 52% Europe 32% Canada 2% Based on 176 Authors in 2005 24 .

IMM Authors in 2006 Asia 16% Australia/New Zealand 5% Africa 1% US 22% Europe 55% Based on 200 Authors in 2006 Canada 1% 25 .

IMM Authors in 2007 Asia 13% Australia/New Zealand 8% US 24% Europe 52% Based on 223 Authors in 2007 Canada 3% 26 .

Number of Reviewers per Topic Advertising Adoption Analytical Techniques 32 1 19 Exporting Global Markets High Tech 40 71 64 Product Management Product/Service Elimination Project Marketing 36 1 9 Branding Buyer Behavior The Buying Center Case Studies Collaborations Communications 31 86 55 66 30 16 Information Systems Innovation Internet Marketing Key Account Management Knowledge Management Logistics 19 79 40 10 11 35 Promotions Purchasing Quality/Quality Mgt Qualitative Analysis Quantitative Analysis Regional Marketing 8 38 17 18 17 1 Competitive Advantage Computers in Marketing Countertrade/ Barter Cross-functional teams CRM Customer Satisfaction Developing Countries Direct Marketing Distribution/ Channel Management E-Commerce Entrepreneurship 8 15 7 8 71 55 37 9 72 47 14 Mfg Reps Marketing Competencies Market Orientation Marketing Organization Marketing Research Marketing Strategy Marketing Theory Modeling Networks and Networking NPD/ NSD Organizational Learning 19 17 41 14 39 109 41 7 59 78/1 10 Relationships Reverse Auctions Sales Forecasting Sales Management Sales Training Segmentation Selling Services Supply Chain Mgt Surveys Telemarketing 120 7 9 51 28 32 41 50 64 28 3 Environmental Marketing Ethics Expert Systems Experiments 11 24 2 8 Outsourcing Planning Pricing Procurement 6 23 24 31 Trade Practices Trade Shows Value Analysis 13 11 9 27 .

Number of Reviewers per Topic Advertising Adoption Analytical Techniques 32 1 19 Exporting Global Markets High Tech 40 71 64 Product Management Product/Service Elimination Project Marketing 36 1 9 Branding Buyer Behavior The Buying Center Case Studies Collaborations Communications 31 86 55 66 30 16 Information Systems Innovation Internet Marketing Key Account Management Knowledge Management Logistics 19 79 40 10 11 35 Promotions Purchasing Quality/Quality Mgt Qualitative Analysis Quantitative Analysis Regional Marketing 8 38 17 18 17 1 Competitive Advantage Computers in Marketing Countertrade/ Barter Cross-functional teams CRM Customer Satisfaction Developing Countries Direct Marketing Distribution/ Channel Management E-Commerce Entrepreneurship 8 15 7 8 71 55 37 9 72 47 14 Mfg Reps Marketing Competencies Market Orientation Marketing Organization Marketing Research Marketing Strategy Marketing Theory Modeling Networks and Networking NPD/ NSD Organizational Learning 19 17 41 14 39 109 41 7 59 78/1 10 Relationships Reverse Auctions Sales Forecasting Sales Management Sales Training Segmentation Selling Services Supply Chain Mgt Surveys Telemarketing 120 7 9 51 28 32 41 50 64 28 3 Environmental Marketing Ethics Expert Systems Experiments 11 24 2 8 Outsourcing Planning Pricing Procurement 6 23 24 31 Trade Practices Trade Shows Value Analysis 13 11 9 28 .

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 29 .

Ferdinand Jaspers. Wendy van der Valk and Finn Wynstra • Value Creation in Relationships-IMP 2006 (Michael Gibbert and Francesca Golfetto) 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.

Stefania Borghini. and Diego Rinallo) IMP 2006 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.

Partnerships. and Alliances for Improved Distribution Effectiveness (Saeed Samiee ) • Industrial Services (Olaf Ploetner. Stephen Henneberg and Stefanos Mouzas ) IMP 2007 • Joint Issue w/ KAMS -. Frank Jacobs and Wolfgang Ulaga) • Exploiting the B2B knowledge network (Peter Naude. From and With an Asian Tiger • 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 32 • Lindblomian Processes (Tim Wilson)  Planned for 2009 .Special Issues  Planned for 2008 • International Relationship Marketing.Marketing To.

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. Implementing. and Managing Brand Equity in Business Markets (Adam Lindgreen and Michael Beverland) • IMP 2010 33 . 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.

com) IMM only accepts original manuscripts that have not been previously published (in part or in whole) nor are under consideration elsewhere 34  .Submission Process  E-mail your submission letter and an MS Word file of the manuscript to Peter LaPlaca at plaplaca@journalimm.

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) 35 .

Hints for Authors  Do • Review recent issues to determine “hot” topics 36 .

com/elma r?go=t990781 37 .communityzero.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://amaacademics.

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

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 39 .

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

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) 41 .

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. hints to authors. etc. submission procedures. Also provide back issues. 42 .

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 43 .

(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) 44 .Hints for Authors  Do • Make sure the experimental design and analysis are appropriate for the topic and for the audience.

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 45 .

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 46 .Hints for Authors  Do • Conform to the journal’s style for references. tables. figures. footnotes.

but only the most relevant • Argue with reviewers. address their concerns in a positive manner 47 .Hints for Authors  Don’t • Submit chapters of dissertations. they are not intended as stand alone publications • Cite every possible reference.

either the hypotheses are developed improperly. if the anticipated time for review has passed. or the experimental design or procedures are flawed • Pester editors.Hints for Authors  Don’t • Submit papers where the majority of the hypotheses are not supported. the theory is wrong or inadequate for the situation. a pleasant e-mail will suffice 48 .

don’t use the track changes feature in MSWord. don’t send PDF files..Hints for Authors  Don’t • Submit papers that are difficult to “blind” (i.e. don’t hide your name or affiliation in the manuscript) 49 .

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D. 860-875-8017 860-875-2318 (Fax) plaplaca@journalimm. Ph. LaPlaca.com 51 . Suite 201 Vernon.Contact Information Peter J. CT 06066-4917 U. Industrial Marketing Management 24 Quarry Drive.A.S.

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