First
Page: Title of paper, name and position of author(s), authors’
complete mailing address(es), e-mail addresses, telephone number(s),
and any acknowledgment of assistance.
Second
Page: A brief biographical sketch of each author including name,
degree(s) held, title or position, organization or institution,
previous publications, and areas of research interest.
B.Manuscript Text
Begin
this section with the ABSTRACT PAGE for the paper. The ABSTRACT PAGE
includes the title of the paper without authors’ name(s) and a brief
abstract of no more than 100 words summarizing the article. The body
of the paper begins on the fourth page, with major headings centered
on the page and subheadings flush with the left margin. All
headings and titles should be typed with upper and lower case. (Do
not use all capitals.)
Footnotes
are not used for reference purposes. In general, footnotes are seldom
needed because the text itself should be clearly written. Thus, footnotes
should be avoided. In the extreme case that a footnote is needed,
it will be referred to as an endnote at the end of the article and
must be approved by the editor before final submission.
C. Technical Appendices
Technical appendices may be used to include mathematical or
highly technical material which supports the main text but is not
critical to the reader’s interpretation of the text.
D. Tables and Figures
Each table or figure should be placed on a separate page and
numbered consecutively beginning with Table 1 and Figure 1. A
table or figure should not be included unless it is referred to in the text
of the article. Placement in the text should be indicated as follows:
————————————
Table 1 about here
————————————
Footnotes in tables or figures should be designated by lower
case letters. Table or figure number and title should be typed on
two separate lines, using upper and lower case, as follows:
Table 1
Prospecting Methods and Sales Force Earnings
In the event that complicated tables or figures are used within the
text, please submit a high resolution printout (preferably a = 600
dot-per-inch laser copy) as the original may need to be used for
printing purposes.
E. References
References within the text should include the author’s last name
and year of publication enclosed in parentheses, e.g. (Meddaugh
1976). If practical, place the citation just ahead of a punctuation
mark. If the author’s name is used within the text sentence, just place
the year of publication in parentheses, e.g., “According to Meddaugh
(1976). . .” If a particular page or section is cited, it should be placed
within the parentheses, e.g., (Meddaugh 1976, p. 48). For multiple
authors, use up to three names in the citation. With four or more authors,
use the first author’s name and et al.: (Meddaugh et al. 1979).
An alphabetical listing of references should appear at the end of the
manuscript, with first author’s surname first and year of publication following
all authors’ names. Work by the same author with the same publication
year should be distinguished by lower case letters after the date (e.g.,
1983a). For authors cited more than once, substitute a one-inch line for
each name that repeats. Examples are as follows:
Crissy, William J. E. and Robert M. Kaplan (1969),
Salesmanship: The Personal Force in Marketing, New York: John Wiley & Sons.
Enis, Ben M. and Lawrence B. Chonko (1979), “A Review of Personal
Selling: Implications for Managers and Researchers,” in
Review of Marketing: 1978, Gerald Zaltman and Thomas V. Bonoma, eds.,
Chicago: American Marketing Association, 23-32.
Ingram, Thomas N. and Danny N. Bellenger (1983), “Personal and
Organizational Variables: Their Relative Effect on Reward
Valences of Industrial Salespeople,” Journal of Marketing Research,
20 (May), 198-205.
For additional information on editorial policy or manuscript preparation, please contact the
Editor.
