{"id":8129,"date":"2019-04-28T22:54:09","date_gmt":"2019-04-29T02:54:09","guid":{"rendered":"http:\/\/www.servsig.org\/wordpress\/?p=8129"},"modified":"2019-04-28T22:54:09","modified_gmt":"2019-04-29T02:54:09","slug":"cfp-jpssm-systemic-and-holistic-perspectives-on-sales-theory","status":"publish","type":"post","link":"https:\/\/www.servsig.org\/wordpress\/2019\/04\/cfp-jpssm-systemic-and-holistic-perspectives-on-sales-theory\/","title":{"rendered":"CfP JPSSM: Systemic and Holistic Perspectives on Sales Theory"},"content":{"rendered":"

\"\"<\/strong>Special Issue of the\u00a0Journal of Personal Selling & Sales Management<\/em><\/p>\n

Systemic and Holistic Perspectives on Sales Theory<\/strong><\/p>\n

Deadline: <\/strong>5 Jan 2020<\/p>\n

Guest Co-Editors<\/strong><\/p>\n

Nathaniel Hartmann, University of Hawaii
\nHeiko Wieland, California State University Monterey Bay
\nStephen Vargo, University of Hawaii
\nMike Ahearne, University of Houston<\/p>\n

Recent work calls attention to the need for, and potential of, more holistic and systemic views to explain selling and sales related phenomenon. Such work, for example, identifies the importance of recognizing: (1) the broadening and blurring of salesperson tasks and responsibilities with those of other roles (Hartmann et al., 2018; Hughes, Le Bon, and Malshe 2012; Rapp et al. 2017), (2) the participation of actors inside and outside the selling firm in selling (Bolander et al. 2015; Hartmann et al., 2018; Plouffe et al. 2016), and (3) the non-linear nature of sales processes, which often involve many actors (Dixon and Tanner 2012; Hartmann et al., 2018; Moncrief and Marshall 2005). The goal of the special issue on \u201cSystemic and Holistic Perspectives on Sales Theory\u201d is to contribute to the advancement and diffusion of stronger and more comprehensive sales and sales management theory.<\/p>\n

Submissions offering comprehensive conceptual frameworks, alternative ways of viewing long examined issues and phenomenon, analytical models, and\/or methodological approaches that account for multiple actors and\/or change over time are especially encouraged. Submissions that draw from the multi-actor perspectives such as the service ecosystems perspective of service-dominant (S-D) logic, institutional theory, complexity theory, social network theory, role theory, stakeholder theory and other theories that account for multiple, networked, or systemic set of actors are also strongly encouraged. Papers set within traditional B2B and B2C, as well as other actor-to-actor contexts, are welcome. Given the focus of JPSSM, selling, sales, and\/or salespeople should be a major theme in any submission.<\/p>\n

Example of possible topics include, but are not limited to:<\/span><\/p>\n

\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Participation of salespeople and\/or sales organization in institutional change processes and the legitimation of solutions.<\/p>\n

\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 The diffusion of selling techniques and practices across companies, industries, countries, and\/or time.<\/p>\n

\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Synergetic and time-varying factors with regard to motivating and incentivizing salespeople<\/p>\n

\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 The blurring and switching between sales and other roles.<\/p>\n

\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Applying analytical models that assess variables over time or are related to broad actors<\/p>\n

\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Identification of changes to sales processes viewed from a network or systemic perspective.<\/p>\n

\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 The benefits and risks of elevating the voices of actors outside of the organization in selling processes.<\/p>\n

\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Legitimation of new technologies in sales processes.<\/p>\n

\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Changes in how sales education, the sales profession, and sales research is viewed from a perspective that considers many parties.<\/p>\n

\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 The use of information technology (e.g., social media) in connecting broad actors and narratives, with regard to selling.<\/p>\n

\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Organizational, role, and contextual factors that influence the relative importance of various salesperson knowledge, skills, and abilities.<\/p>\n

\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Similarities and differences in the various characterizations of salespeople, and boundary conditions that impact their relative importance.<\/p>\n

\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 The institutionalization of technologies (e.g., artificial intelligence, block chain) and how such technologies influence the participation of salespeople and other actors in selling.<\/p>\n

\u00b7\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Conceptualizations and measures of salesperson performance that take into account that selling occurs over time and involves broad sets of actors.<\/p>\n

Authors are encouraged to contact one of the special issue co-editors if they are unsure of the applicability of their topic.<\/p>\n

Submission Information<\/p>\n

The timing of the special issue will be:<\/span><\/p>\n

January 5, 2020\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Initial submission to JPSSM review process<\/p>\n

April-May 2020\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Revise papers based on JPSSM reviews<\/p>\n

July 2020\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 \u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Resubmission of invited revisions<\/p>\n

September 2020\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Finalize accepted paper<\/p>\n

December 2020:\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Publish special issue<\/p>\n

Submissions must follow JPSSM Guidelines for Authors (http:\/\/mc.manuscriptcentral.com\/jpssm\/<\/a>). Only original papers not currently under review or published elsewhere may be submitted.<\/p>\n","protected":false},"excerpt":{"rendered":"

Special Issue of the\u00a0Journal of Personal Selling & Sales Management Systemic and Holistic Perspectives on Sales Theory Deadline: 5 Jan 2020 Guest Co-Editors Nathaniel Hartmann, University of Hawaii Heiko Wieland, California State University Monterey Bay Stephen Vargo, University of Hawaii Mike Ahearne, University of Houston Recent work calls attention to the need for, and potential […]<\/p>\n","protected":false},"author":1,"featured_media":8131,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[5,10],"tags":[],"_links":{"self":[{"href":"https:\/\/www.servsig.org\/wordpress\/wp-json\/wp\/v2\/posts\/8129"}],"collection":[{"href":"https:\/\/www.servsig.org\/wordpress\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.servsig.org\/wordpress\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.servsig.org\/wordpress\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.servsig.org\/wordpress\/wp-json\/wp\/v2\/comments?post=8129"}],"version-history":[{"count":7,"href":"https:\/\/www.servsig.org\/wordpress\/wp-json\/wp\/v2\/posts\/8129\/revisions"}],"predecessor-version":[{"id":8197,"href":"https:\/\/www.servsig.org\/wordpress\/wp-json\/wp\/v2\/posts\/8129\/revisions\/8197"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.servsig.org\/wordpress\/wp-json\/wp\/v2\/media\/8131"}],"wp:attachment":[{"href":"https:\/\/www.servsig.org\/wordpress\/wp-json\/wp\/v2\/media?parent=8129"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.servsig.org\/wordpress\/wp-json\/wp\/v2\/categories?post=8129"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.servsig.org\/wordpress\/wp-json\/wp\/v2\/tags?post=8129"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}