Community

Tracks for Competitive Papers and Special Session Proposals

Track Chair(s) welcome competitive manuscripts and special sessions for these broadly-defined tracks. SIG proposals should be directed to the SIG Track Chair(s). Direct inquiries to the Track Chair(s) responsible for the content area most appropriate for your topic. All submissions must conform to the submission guidelines provided.

1. Marketing Research Track

Advances in multi-media and Internet technologies have significantly impacted how researchers conduct both basic and applied research as well as many aspects of qualitative and quantitative research designs. This track seeks high quality papers and special session proposals that develop and/or apply advances in innovative research methodologies, new measurement techniques, and/or data analysis procedures to broad, yet substantive, marketing and research issues. Appropriate topics for this track may include, but are certainly not limited to, qualitative and quantitative research issues, cutting edge developments with online research methodologies, new advances or improvements of data analysis procedures (including identification of problems with current best practices), development and application of new scale measurements for capturing high quality data specific to a given construct or domain, sampling, graphical presentation of research findings, and more. Examples of issues appropriate for this track may include (but are definitely not limited to): methodological opportunities and challenges marketing scholars and practitioners confront in conducting their research, new approaches toward assessing mediated relationships or modeling multiple levels of data, difficulties in categorizing and coding ethnographic data, new and/or alternative development of construct/scale measurements (including reliability and validity issues), advancement of unique analytic issues posed by alternative within-subjects experimental designs, assessment techniques for handling response and non-response bias issues. Also, simulation (or modeling) studies that help modify (or establish) rules of thumb for research decisions, or expository papers on marketing applications of novel statistical methods, or other studies that challenges conventional research practices are welcome.

2. Sales and Sales Management Track

This track seeks papers and special session proposals that address a broad range of topics in the domains of sales force management, customer relationship management and personal selling. Topics of interest may include, but are not limited to the following: the role of the sales force within the firm, the creation, delivering and maintaining of value to customers and the firm through the sales force, sales force strategy alignment with organizational processes and structures, managing cross-functional selling teams, the effect of sales technologies (including CRM and sales automation) on salespeople and the sales unit, the design, leadership and compensation of sales teams, key/global account management, performance assessment and sales force metrics, sales forecasting models/methods, sales force compensation and incentives, sales force motivation programs, sales force recruiting, training, and promotion, knowledge-based and relationship selling, change management, and organizational identification.

We also encourage researchers to submit papers and special session proposals with cross-cultural and/or cross-disciplinary contexts related to topics indicated above.

3. Channels of Distribution, Supply Chain Management, Business-to-Business Marketing and Interorganizational Issues

This track invites both conceptual and empirical research focusing on a wide variety of theory, practice, and methods relevant to the interorganizational and network issues in channels of distribution, business-to-business marketing, supply chain management, and others. We strongly encourage works related to newly emerging theory and topics as well as applications and extensions of existing theory and traditionally important topics. Topics may include but are not limited to distribution system design and development; unilateral and bilateral governance, control and coordination of distribution and supply chains; understanding and monitoring efficiency, effectiveness and financial performance; the role, characteristics, and effectiveness of interfirm relationships. In accordance with the conference theme, we welcome papers that examine the strategic role of technology in distribution, business marketing, and supply chains.

4. New Product Development, Product Management and Entrepreneurship

This track invites all papers that address the relevant issues in the development of new products and services. Topics may include (but are not limited to): new product ideation, product design and development, product introduction and evolution, cross-function, cross-unit, and/or cross-firm issues in new product development, team and social network issues in new product development, the role of customers and suppliers in product development, characteristics of innovative consumers and firms, product portfolio management, the role of industry standards, competition, and/or network externalities in product development and commercialization, the role of licensing, joint ventures, alliances, mergers, and acquisitions in innovation, innovation and entrepreneurship in new and established firms, the role of business environment (government, society, and competition) in innovation and entrepreneurship, the role of top management in innovation, including resource allocation across projects, organizational structures for product development and management, overcoming inertial barriers to innovation in the established firm, launching products that create entirely new markets. Both conceptual and empirical works are welcome, as are both qualitative and quantitative research approaches.

5. Retailing and Pricing

This track invites both conceptual and empirical research relevant to retailing and/or pricing. We encourage works related to either newly emerging theory on topics, such as multi-channel retailing, price dispersion on the web, as well as, applications and extensions of existing theory and traditionally important topics. Topics may include but are not limited to: retail efficiency analysis, intangible retail assets, emerging technologies that enable conventional retailers to better integrate multiple retail channels, the role of retail environments, price promotions, auction pricing, price fairness issues, the information processing of price, Internet pricing, reference prices, and the related public policy issues.

6. Marketing Education and Teaching Innovation

This track seeks papers that emphasize a scholarly approach to marketing education issues. Broadly defined marketing education issues include not only the traditional scholarship of teaching and learning topics; innovative pedagogy, curriculum, instructional technology, online and distance education, but also a host of issues facing marketing educators today such as declining educational funding, the impact of ratings and rankings on faculty and educational quality, the impact of accreditation on student learning and faculty culture, the impact of the "corporatization" of higher education, and so forth. Higher Education is facing new challenges from regulators such as the Spelling Commission Report and new State standards as the educational philosophies behind No Child Left Behind become a reality especially for public institutions. Papers exploring how to best respond to these challenges are strongly encouraged. The best paper(s) from this track will be invited to submit for publication in a Special Section in an upcoming issue of Marketing Education Review.

Professor Catharine Curran-Kelly
University of Massachusetts Dartmouth
Charlton College of Business
North Dartmouth
MA 02747-2300
Tel: (508) 999.8431
Fax:
ckelly@umassd.edu

7. Societal, Public Policy & Ethical Issues

This track seeks papers and special sessions that examine the interplay between marketing and its larger societal domain. The regulatory and public policy activities of federal, state and local agencies; growing societal expectations of corporate social responsibility and ethical behavior; and the increasing prominence of marketing in our culture and the resulting economic, social and cultural consequences are but a few factors that fuel the importance of this topic area. Thus, innovative papers are sought that provide new insights into such topics as (but not limited to) public policy and regulatory consumer protection issues (i.e., marketing communications, competition policy, environmental protection, financial markets); consumer (mis)comprehension of information; marketing's economic, social and cultural impact on society; marketing to vulnerable populations; marketing ethics and social responsibility; social marketing and marketing for not-for-profit organizations. In keeping with the conference theme, papers that explore how marketing efforts can be used to improve consumer welfare and marketplace efficiency are encouraged. Both conceptual and empirical works are welcome, as are both qualitative and quantitative research approaches.

8. Services Marketing

This track seeks papers which advance thinking and practice in the marketing of services. A variety of research perspectives, designs and methodologies is welcome, including theoretical manuscripts. Appropriate topics could include, but are by no means limited to: service encounters, emotion in service encounters, communication issues in service, service innovation, information technology in services, service delivery, customer satisfaction, customer loyalty, customer asset management, service failure and recovery, self-service, and global and cross-cultural perspectives on services marketing.

Professor Nancy J. Stephens, Ph.D.
Arizona State University
W.P. Carey School of Business
P.O. Box 4106
Tempe, AZ 85287-4106
Tel: (480) 965-2323
Fax:
nancy.stephens@asu.edu

9. Marketing Strategy/Marketing Management for Value Creation

This track seeks conceptual, empirical or review papers that focus on marketing strategy. Topics may include, but are not limited to: perspectives on firm value creation and capture, competitive dynamics, (co-)evolution of the firm and/or market institutions, impact of marketing strategy upon firm performance, market entry and exit decisions, organizational learning and capability development, R-A theory and/or the Service-Dominant Logic, strategic alliances, firm networks (inter-, intra-, and customer), managerial mental models, resource constraints/abundance and innovation (i.e. the 'Moneyball' hypothesis), relationship marketing, market orientation, diffusion of market knowledge, uncertainty and expectations (i.e., the 'Black Swan' problem) and strategy formulation, and creating a culture of innovation.

10. Consumer Behavior

This track invites papers that emphasize research reflecting a wide range of theories and methodological approaches on issues in consumer behavior. Topics may include, but are not limited to: consumer decision making; information search, processing, and evaluation; attitude formation and persuasion; consumer satisfaction and post-purchase evaluation; creating customer value; consumer knowledge; social, situational, and cultural influences on consumer behavior; the meaning of consumption and consumption rituals; and consumer response to marketing strategies and tactics such as sponsorship, retailing atmospherics, promotions and the like. Papers that apply consumer research to enhance the welfare of individuals and society are also encouraged. In addition, consistent with the conference theme, we would like to encourage submissions focused on how understanding consumer behavior can help marketing to transform consumers, organizations, markets, and society. Finally, conceptual papers that summarize existing knowledge and advance our understanding in consumer behavior topics are encouraged, as are innovative applications of consumer behavior to other areas/topics in marketing.

11. E-Commerce and Technology

Following the overall theme of the conference, this track invites papers that explore the emerging links in e-commerce, particularly with regard to the impact of e-commerce and technology on businesses, consumers, and society. Whether it is a simple website providing virtual brochures of company products, or more sophisticated applications such as customer relationship management and sales force automation, e-commerce has become an integral part of today's business landscape. Companies have adopted numerous technologies to improve business functions and develop better relationships with suppliers and customers alike. While e-commerce and its associated technologies have greatly enhanced business relationships, some have questioned whether we have fully reached the promised-land, and what impact e-commerce has on marketing principles and practices. Examples of research topics, include, but are not limited to: 1) "Are we there yet?", exploring the gains and shortfalls of e-commerce, 2) the logic of virtual markets, 3) power, control, trust and privacy issues in e-commerce, 4) web analytics and data management/mining 5) the integration of the consumer into channel design decisions and consumer empowerment 6) new forms of marketing organizations and new breed of consumers 7) marketer- facilitated word of mouth in virtual/online communities and its acceptability, and 8) the marketing implications of Web 2.0 and advanced web technologies including second life, MySpace and similar networking enterprises. Manuscripts that deal with other e-commerce/technology topics are welcome, as are both empirical and conceptual manuscripts.

Professor Alladi Venkatesh, Ph.D.
University of California
CRITO (Center for Research on Information Technology)
3200 Berkeley Place
Irvine, CA 92697
Tel: (949) 824-1134
Fax: (949) 824-8091
avenkate@uci.edu

12. Marketing Communications and Branding

This track invites innovative papers that provide critical insight into both traditionally important and emerging issues regarding marketing communications and branding. Communications and branding are more important than ever for companies competing in both mature and emerging markets against global competition. While we are open to papers examining the effectiveness of traditional forms of advertising, we are particularly interested in papers engaging with branding and communication in: (1) online environments, including peer-to-peer ones, blogs, etc.; (2) in non-Fast Moving Consumer Goods (i.e., non-FMCG) contexts, such as service providers', retailers', and industrial brands; (3) in developing economies; and (4) in not-for-profit contexts. We also welcome papers in cognate areas such as reputation management, promotions, and public relations. Rigorous and thoughtful papers reflecting a range of theoretical and methodological approaches are encouraged.

13. Global and Cross-cultural Marketing

Technology, globalization and emerging markets are three critical factors that offer intended and unintended opportunities and challenges to marketers in the 21st century. Technology drives and enables increasing global marketing activities. Despite the fact that consumers are becoming more global, it is an undeniable fact that multinational firms still need to compete in countries of different political, economic and socio-cultural systems. Competitive papers and Special Session proposals which address these themes at the firm level, at the individual consumer level, and at the societal level are strongly encouraged. All formats of presentations are welcome, ranging from papers, to panels, to videos. This track also invites papers that address a wide range of global marketing issues, including, but not limited to, global branding, global advertising, cross-cultural consumer behavior, global marketing strategy, global sourcing, global market segmentation, export and import marketing, comparative marketing systems, global competitiveness, marketing in developing economies, global alliances in marketing, and general cross-cultural marketing research

Professor Michael King Man Hui, Ph.D.
The Chinese University of Hong Kong
Faculty of Business Administration
Department of Marketing
Room 418, Leung Kau Kui Building
Shatin NT
HONG KONG
Tel: (852) 2609 8565
Fax: (852) 2603 5473
kmhui@baf.msmail.cuhk.edu.hk

14. SIG Programming

Anyone interested in proposing SIG programming should contact the appropriate SIG leaders to seek endorsement by the SIG for the session. The list of current SIGs and contact information is available at http://www.marketingpower.com/arc  under the Community menu item, on the page SIGs.

Doctoral students: Please note that the Doctoral Students' SIG does not have a specific Doctoral SIG track in the Conference. Accordingly, doctoral students are invited to submit manuscripts and/or special session proposals to any tracks or through a SIG.

Questions about the SIG Track should be directed to the SIG Track Co-Chairs.