Industrial Marketing Management

11

Industrial Industrial Marketing Marketing

ManagementManagementThe The

International International Journal of Journal of

Industrial and Industrial and High High

Technology Technology MarketingMarketing

22

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

500

1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007

Nu

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er o

f S

ub

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sio

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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

66

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

99

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

1313

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






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

2020

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

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


2626


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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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• 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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• 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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• 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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• 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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• 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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• 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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• 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

Industrial Marketing Management

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