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

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

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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

Global Subscriptions for IMM

IMM Subscriptions
Rest of World 23% North America 42%

Europe 35%
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Global Downloads

Australasia, 14%

N America, 10% S America, 2%

Asia, 14%

Africa, 1% Middle East, 2%

Europe, 60%
Based on over 250,000 downloads in 2006
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Annual IMM Downloads

300000 250000 200000

150000 100000 50000 0 2003 2004 2005 2006 2007

* Jan-Jun for 2007

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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.
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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

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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
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Journal Citation Reports Impact factor

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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
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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

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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

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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

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IMM Acceptance rates 1994-2007

35.0%
31.0%

Year Lag

Current

30.0%
26.2% 26.2% 25.1% 22.0% 21.2% 20.3% 21.3% 20.9% 18.8% 19.8% 25.1% 23.5% 22.7% 23.0% 22.3% 26.0% 26.0% 24.5% 22.0% 20.6% 23.8%

25.0% 20.0% 15.0% 10.0% 5.0% 0.0%

25.0%

19.8% 19.6%

14.4%

14.6%

11.9%

1994

1995

1996

1997

1998

1999

2000

2001

2002

2003

2004

2005

2006

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2007

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

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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
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Reviewers at IMM
Location of IMM Reviewers as of December 31, 2007

Asia, 23 South America, Middle East, 1 1 Australia/NZ, Africa, 1 17

USA, 105

Europe, 117 Canada, 11

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Location of Asian Reviewers December 31, 2007

Taiwan, 8 India, 1 Hong Kong, 8

Singapore, 1 Korea, 5
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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

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IMM Authors in 2006

Asia 16% Australia/New Zealand 5% Africa 1% US 22%

Europe 55%

Based on 200 Authors in 2006

Canada 1%

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IMM Authors in 2007

Asia 13%

Australia/New Zealand 8% US 24%

Europe 52%

Based on 223 Authors in 2007

Canada 3%

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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

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86 55 66 30 16

Information Systems
Innovation Internet Marketing Key Account Management Knowledge Management Logistics

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79 40 10 11 35

Promotions
Purchasing Quality/Quality Mgt Qualitative Analysis Quantitative Analysis Regional Marketing

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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

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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

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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

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24 2 8

Outsourcing
Planning Pricing Procurement

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23 24 31

Trade Practices
Trade Shows Value Analysis

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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

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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

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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

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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

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24 2 8

Outsourcing
Planning Pricing Procurement

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23 24 31

Trade Practices
Trade Shows Value Analysis

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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
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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)
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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

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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 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 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
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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
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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)
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Hints for Authors

Do
Review recent issues to determine hot topics

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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.communityzero.com/elma r?go=t990781

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Finding Hot Topics

Other locations Social Science Research Network http://www.ssrn.com/

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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
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Some current Hot Topics

Improving innovation processes Interactive marketing Branding and brand equity Global sales force management Entrepreneurial marketing Environmental marketing

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Hints for Authors

Do
Review recent issues to determine hot topics Make sure the papers focus is relevant to the journals mission (industrial or business-to-business topics)

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Marketing Journals

There are 193 marketing journals published in English around the world! Almost all have a web site listing the journals mission and objectives. Also provide back issues, hints to authors, submission procedures, etc.

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Hints for Authors

Do
Review recent issues to determine hot topics Make sure the papers focus is relevant to the journals mission (industrial or business-to-business topics) Make sure the theoretical basis of the manuscript is clear and well documented

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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)
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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 journals objectives Utilize the journals tracking number in all communications
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Hints for Authors

Do
Conform to the journals 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

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Hints for Authors

Dont 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

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Hints for Authors

Dont 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

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Hints for Authors

Dont Submit papers that are difficult to blind (i.e., dont use the track changes feature in MSWord, dont send PDF files, dont hide your name or affiliation in the manuscript)

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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

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