Journal of Personal Selling and Sales Management
Special Issue on “Intraorganizational Issues in Selling and Sales Management”


The Journal of Personal Selling & Sales Management (JPSSM) is pleased to invite research article submissions for a special issue on Intraorganizational Issues in Selling and Sales Management that is scheduled for publication in early 2018. JPSSM is the premier international journal that is devoted exclusively to the publication of peer-reviewed articles related to personal selling and sales management.


Special Issue Overview

Historically, sales research has focused on (1) salespeople’s relationships and behaviors with customers (e.g., McFarland, Shervani, and Challagalla 2006; Spiro and Weitz 1990) or (2) sales manager’s formal relationships and behaviors with salespeople (e.g., Schmitz and Ganesan 2014; Sujan, Weitz, and Kumar 1994). However, recent research activity has drawn attention to the importance of informal intraorganizational issues in driving sometimes surprising amounts of the variance in sales performance (e.g., Bolander, Satornino, Hughes, and Ferris 2015; Plouffe, Bolander, Cote, and Hochstein 2016). In this special issue, we seek to explore issues related to social networks, organizational and psychological climates, cross-functional relationships, informal organizational structures, employee social navigation, ad hoc intraorganizational teams, peer-to-peer systems and controls, or any other informal intraorganizational phenomena that may play an important role in managerially relevant outcomes like performance, turnover, etc. What are the critical intraorganizational “levers” that may provide interesting insights to scholarship and practice?


Submission Information
The deadline for submission of manuscripts is April 30, 2017. Papers must follow JPSSM Guidelines for Authors ( and will go through the regular JPSSM review process. Only original papers not currently under review or published elsewhere may be submitted. Manuscripts should be submitted through the normal JPSSM submission process using ScholarOne Manuscripts, the online submission and peer review system ( While submitting, please select “Special Issue Submission – Intraorganizational Issues” under “Manuscript Type”.


If you have any further questions, please feel free to contact either of the Special Issue Editors:


Willy Bolander, Ph.D.                                   Keith Richards, Ph.D.

Florida State University                                Baylor University
(850) 644-7883                                               Phone: (254) 710-3485                         E-mail: