IMM

Industrial Marketing Management : 

1 Industrial Marketing Management The International Journal of Industrial and High Technology Marketing

Invitation to Submit Manuscripts : 

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.

Basic Information : 

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

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Target Audience : 

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

IMM Subscriptions : 

6 IMM Subscriptions

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7 Based on over 250,000 downloads in 2006

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8 * Jan-Jun for 2007

IMM Mission : 

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 : 

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

Influence of IMM : 

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

Journal Citation ReportsImpact factor : 

12 Journal Citation ReportsImpact factor

Review Process and Facts : 

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

The Review Process : 

14 The Review Process Manuscript received

The Publication Process : 

15 The Publication Process Accepted papers are sent to publisher

Review ProcessOct 2005 – Oct 2006 : 

16 Review ProcessOct 2005 – Oct 2006

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Typical Results per 100 Submissions : 

18 Typical Results per 100 Submissions 100 Submissions

Reviewers at IMM : 

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

Reviewers at IMM : 

20 Reviewers at IMM

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21 Total of 117 European Reviewers

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23 Based on 1818 authors 1994-2007

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24 Based on 176 Authors in 2005 IMM Authors in 2005

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25 IMM Authors in 2006 Based on 200 Authors in 2006

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26 Based on 223 Authors in 2007

Number of Reviewers per Topic : 

27 Number of Reviewers per Topic

Number of Reviewers per Topic : 

28 Number of Reviewers per Topic

Previous Special Issues : 

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

Special Issues : 

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)

Special Issues : 

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

Special Issues : 

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)

Special Issues : 

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

Submission Process : 

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

Submission Process : 

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)

Hints for Authors : 

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

Finding 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

Finding Hot Topics : 

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

Some current Hot Topics : 

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

Some current Hot Topics : 

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

Hints for Authors : 

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)

Marketing Journals : 

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.

Hints for Authors : 

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

Hints for Authors : 

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)

Hints for Authors : 

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

Hints for Authors : 

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

Hints for Authors : 

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

Hints for Authors : 

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

Hints for Authors : 

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)

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50 Questions??

Contact Information : 

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) plaplaca@journalimm.com