Journal of Selling & Major Account Management
Contributions Academic Manuscript Guidelines/Comments:
Editor. Robert M. Peterson, Ph.D., White Lodging Professor of Sales (See below for contact information).
Editorial Policy
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.
Notes to Contributors
Articles for consideration should be sent by email to Editor: Robert M. Peterson, Department of
Marketing Northern Illinois University, DeKalb, IL 60115 peterson@niu.edu.
Articles in excess of 6000 words will not normally be accepted. The Editor does welcome shorter articles
and case studies.
A manuscript should be submitted via email to the Editor in Microsoft Word format, with author's
name(s) and title of the article. Contributors are advised to check by telephone that submissions have been
received. Neither the editor nor Northern Illinois University, Department of Marketing accepts any
responsibility for loss or damage of any contributions submitted for publication in the Journal.
o Biographical note supply a short biographical note giving the author(s) full name, contact
information, title and educational institution.
o Synopsis an abstract of at least 100 words, but not exceeding 175 words should be included.
o Diagrams / text boxes / tables should be submitted without shading although a copy of how the
authors wishes the diagram to appear shaded may be submitted by way of illustrative example. They are to
be numbered consecutively and typed on separate pages at the end of the article with an indication in the
text where it should appear.
o References should be cited using the Harvard method. No footnotes should be used for references or
literature citations. Wherever possible, full bibliographic details (e.g., volume number, issue number or
date, page numbers, year of publication) should be included.
o Footnotes for clarification or elaboration should be used very sparingly. Footnotes should be typed
at the bottom of the page and numbered consecutively throughout the text.
Any article or other contribution submitted must be the original unpublished work of the author(s) not
submitted for publication elsewhere.
Manuscripts should be typewritten using 8 1/2” x 11” paper format with all margins of 1" and doublespaced. Font style should be Times New Roman in 12 pitch.
Cross references should not be to page numbers but to the text accompanying a particular footnote.
An address for correspondence (including Email address) should be supplied as well as a telephone and
fax number at which the author(s) may be contacted.
Authors undertake the responsibility to check that the manuscript should be free of grammatical, syntax
or spelling errors. The editor reserves the right not to accept any manuscript in which excess alterations or
corrections need to be made.
Ethics in the Blind Review Process (for Academic Articles) 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 of the article, the Editor desk reviews the 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.
Feedback Please feel free to contact the Editor, Robert M. Peterson, Ph.D. by email at peterson@niu.edu or by
phone at (815)753-6224 regarding these guidelines or other aspects of the Journal.
For more information you can go to the website at: www.cob.niu.edu/jsmam.
Copyright in all contributions is with Northern Illinois University, Department of Marketing.