Robert M. Peterson, Ph.D., Dean's Distinguished Professor of Sales
The journal's objective is to provide a focus for collaboration between practitioners and academics for the advancement of education and research in selling. Our audience is comprised of practitioners in industry and academics researching sales.
The journal strives to enhance best practices as it relates to business-to-business selling. Articles that promote this will be given priority for publication. Empirical papers that help validate theory and industry reality are sought, but strategic conceptual articles are welcome that truly articulate paradigm shifts in the selling process. Additionally, practitioner articles which provide commentaries, best practices and case studies that address key sales issues are desired.
All academic papers published need to have an expanded managerial implications section of the research findings or concept being developed. This enables our practitioner readers to benefit from the research.
The journal uses a double-blind review process. Neither the author nor the reviewer should know the others identity. These identities, known only to the editorial staff, are never released, even after the article has been published.
Upon receipt, the editor desk reviews a manuscript to ensure that its topic is within the editorial scope of the journal and that it meets accepted professional standards as outlined in the Notes to Contributors. The editor then selects three reviewers on the basis of their expressed interests and expertise.
Copyright in all contributions is with Northern Illinois University, Department of Marketing.