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Furthering the Field of Selling and Sales Management: Why Quality in Research Matters so Much

Furthering the Field of Selling and Sales Management: Why Quality in Research Matters so Much National Conference in Sales Management 2005 Rosann Spiro Professor of Marketing Indiana University Bloomington, Indiana. Professional Pride l A significant contribution to marketing knowledge

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Furthering the Field of Selling and Sales Management: Why Quality in Research Matters so Much

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  1. Furthering the Field of Selling and Sales Management: Why Quality in Research Matters so Much National Conference in Sales Management 2005 Rosann Spiro Professor of Marketing Indiana University Bloomington, Indiana

  2. Professional Pridel A significant contribution to marketing knowledge • Personal, Practical Reasonsl Mission of higher institutions of learning is the generation and dissemination of knowledgel Acceptance rate at leading journals is averaging around 10%l 80% are rejected on first round • There is a Need to Improve the Quality of Research Manuscripts!

  3. Basic Reasons for Rejection* • Research questions are uninteresting • Not enough of a contribution • Conceptual framework is not well developed • Methodology is seriously flawed • Writing is so poor that the primary objective is lost

  4. Improving Your Chances* • Use the literature to stimulate your thinking • As you read the literature, formulate and revise hypotheses • Precisely define your constructs • Identify and evaluate the intended contribution • a. Don’t do this in isolation • b. Talk to practitioners and academics • c. Further develop or reject • Solicit feedback on the research design • 6. Pretest, Pretest, Pretest • BEFORE YOU COLLECT THE DATA!

  5. 7. Use an editor • 8. Get feedback before submission • 9. Respond to reviews quickly and thoroughly • If there is substantial disagreement, contact the editor • * Adapted from John O. Summers, “Guidelines for Conducting Research and Publishing in Marketing: From Conceptualization Through the Review Process (1996), Journal of the Academy of Marketing Science, 29, 405-415.

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