Skip navigation

Journal of Selling
(Formerly the Journal of Selling and Major Accounts Management)

The Journal of Selling is a biannual sales publication designed to appeal to both sales professionals and academics. Dr. Robert M. Peterson is the Editor-in-Chief, and the JS is the first selling journal published by a university in the United States.

Northern Illinois University's Marketing Department and entire College of Business are proud to support the Professional Sales Program and the Journal of SellingRead articles...

The Dark Side of Selling


Journal of Selling - Special Issue

Deadline: September 1, 2017

(click to download PDF version)

Sales literature has traditionally been dominated by a focus on the positive impact that certain variables, such as motivation, skill, or trust, can have on performance and other positive outcomes such as satisfaction, and organizational commitment (for example, see Churchill, Ford, Hartley and Walker 1985). However, there has also been a sporadic undercurrent of research looking at the negative, or dark side, aspects of the sales profession. Examples of this dark side research include Mathieu and Pousa’s (2011) investigation of salesperson lying, Swimberghe, Jones, and Darrat’s (2014) investigation of deviant behaviors of salespeople, Belschak, Verbeke, and Bagozzi’s (2006) investigation of sales call anxiety, and Sager’s (1994) investigation into of the stress inherent in the sales position.  Other dark side research has focused on the potential negative consequences of stress include issues such as alcohol abuse (Patton and Questell 1986), drug abuse (Patton 1988), emotional exhaustion (Babakus et al. 1999), and burnout (Lewin and Sager 2007).  

While interest in dark side variables in selling seems to be increasing, it is still quite limited.  The purpose of this special issue is to simulate conceptual and empirical papers that will help organize and extend our knowledge into these dark side variables.

Topics of interest for this issue include (but are not limited to): 

  1. Detrimental effects the Internet had on the role of the sales person and the selling process. 
  2. Revisiting stressors inherent in the sales profession and coping mechanisms.
  3. Motivations for deviant behaviors seen in the sales profession.
  4. Sales strategies and/or behaviors that can destroy trust in the salesperson or their organization.
  5. Attitudinal and behavior approaches to effectively dealing with harassment or discrimination.
  6. Further explication of job burnout in professional selling.
  7. The Internet as an organizational or interpersonal coping mechanism.
  8. Behaviors and strategies of buyers that sales representatives find problematic.

Submission Information

Each electronic submission should contain two Microsoft WORD files (no PDFs please). The cover page document should include the title of the paper (upper/lower case), name, position and complete contact information for each author. The other document should contain the manuscript without any author-identifying information. Manuscripts should be prepared in accordance with Journal of Selling author guidelines found at Papers should be submitted directly to the special issue editor:

 C. David Shepherd, Ph.D.
Department of Marketing
Georgia Southern University
PO Box 8154
Statesboro, GA 30458
912.478-1961 (office)