Call for Papers

Journal of Peronal Selling and Sales Management
Special Issue on “The Role of Affect in Personal Selling and Sales Management”

There has been rapid growth in the study of the role of affect in marketing over the past two decades. This growth has been fueled by the realization that cognitive models, by themselves, have been inadequate for understanding many marketing phenomena. An area in marketing where the potential for a more comprehensive understanding, through the study of affect, is considerable is “personal selling and sales management.” Virtually all aspects of personal selling and sales management inherently have an affective element. Yet, challenges in the observation, identification, measurement and classification of affective processes and outcomes in personal selling and sales management may have hindered expansion of the body of research in the area. In addition, critical intervening affective processes in personal selling and sales management may not have sufficiently been studied thus far.

Manuscripts are invited for a special issue on “The Role of Affect in Personal Selling and Sales Management.” All research approaches and methodologies are welcome. Innovative methodological approaches are especially encouraged. Papers should be both theoretically well grounded and managerially relevant. Possible topics include, but are not limited to:

• Affective determinants of selling effectiveness
• Affective incentives and motivation in sales management
• Anxiety and other negative emotions in personal selling
• Affective routes to salesperson co-operation
• The emotional intelligence of sales managers and salespeople
• The role of affect during initial and subsequent sales encounters
• Affect and the sales manager-salesperson dyad
• Emotional satisfaction and sales force turnover
• Affective versus cognitive selling approaches
• The role of affect in selling to novice versus expert buyer

Submission Information
The manuscript submission deadline is November 30, 2009. Papers will be reviewed in accordance with JPSSM guidelines. See http://jpssm.org/submsinf/initial_submission.htm for further details. Papers will be reviewed and decisions made in a timely manner as they are received. At least one author of the accepted manuscripts will be required to present his or her paper at a conference session associated with the special issue. For further information, please contact the Special Issue Editor:

Manuscripts can be submitted via email to:
Sunil Erevelles, Special Issue Editor, serevell@uncc.edu
Department of Marketing, University of North Carolina, Charlotte
Charlotte, NC 28223