1

Industrial
Marketing
Management
The
International
Journal of
Industrial and
High
Technology
Marketing
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.
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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Number of Submissions Each Year
1994 - 2006
164
203
232
327
268
271
244
263
300
295
315
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
N
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f

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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
6
IMM Subscriptions
Global Subscriptions for IMM
Europe
35%
North America
42%
Rest of World
23%
7
Global Downloads
N America, 10%
S America, 2%
Europe, 60%
Middle East, 2%
Africa, 1%
Asia, 14%
Australasia, 14%
Based on over 250,000
downloads in 2006
8
Annual IMM Downloads
0
50000
100000
150000
200000
250000
300000
2003 2004 2005 2006 2007
* Jan-Jun for 2007
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.
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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
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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:
10
th
most influential marketing journal overall
7
th
most influential for managerial marketing
6
th
most influential for marketing applications
1
st
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
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
14
The Review
Process
Manuscript
received
Send
acknowledg
ement letter
Identify 3
available
reviewers
Send blind
manuscript
to reviewers
Receive
blind
reviews
After 60
days send
reminder
After 120
days send
3
rd
reminder
Send
decision
letter
Rejection
Send
reviewers
all reviews
Receive
revised
manuscript
Send
revised
manuscript
to reviewers
After 90
days send
2
nd
reminder
Receive
blind
reviews
After 30
days send
reminder
Revision
Publish
Send
decision
letter
Receive
final
materials
Send to
publisher
15
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
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 Process
Oct 2005 Oct 2006
Initial Reviews Received Total of 753
Within 2 weeks 39
Within 30 days 74
Within 45 days 145
Within 60 days 186
Within 75 days 64
Within 90 days 91
Within 120 days 59
Over 120 days 44
Never returned 51
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IMM Acceptance rates
1994-2007
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%
1
9
9
4
1
9
9
5
1
9
9
6
1
9
9
7
1
9
9
8
1
9
9
9
2
0
0
0
2
0
0
1
2
0
0
2
2
0
0
3
2
0
0
4
2
0
0
5
2
0
0
6
2
0
0
7
Year Lag Current
18
Typical Results per 100
Submissions
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 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
Africa, 1
South America,
1
Asia, 23
USA, 105
Canada, 11
Europe, 117
Australia/NZ,
17
Middle East, 1
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Location of Asian Reviewers
December 31, 2007
Singapore, 1
Taiwan, 8
India, 1
Hong Kong, 8
Korea, 5
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Where do IMM Authors Come From?
1994-2007
Canada
3%
Australia/New
Zealand
5%
Africa
1%
Asia
6%
Europe
36%
US
49%
Based on 1818 authors 1994-2007
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Australia/New
Zealand
6%
Asia
8%
Canada
2%
Europe
32%
US
52%
IMM Authors in 2005
Based on 176
Authors in 2005
IMM Authors in 2005
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IMM Authors in 2006
Australia/New
Zealand
5%
Africa
1%
Europe
55%
Canada
1%
US
22%
Asia
16%
IMM Authors in 2006
Based on 200
Authors in 2006
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IMM Authors in 2007
Asia
13%
Europe
52%
US
24%
Canada
3%
Australia/New
Zealand
8%
Based on 223
Authors in 2007
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Number of Reviewers per Topic
Advertising 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 Topic
Advertising 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 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
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)
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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://ama-
academics.communityzero.com/elma
r?go=t990781
38
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

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

41
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)
42
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.
43
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
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)
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
journals objectives
Utilize the journals tracking
number in all communications
46
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
47
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
48
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
49
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)
50
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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