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Full-Text Articles in Marketing
A Cross-Cultural Negotiation Role-Play For Sales Classes, Daniel Herlache, Stefan Renkema, Shannon Cummins, Carol Scovotti
A Cross-Cultural Negotiation Role-Play For Sales Classes, Daniel Herlache, Stefan Renkema, Shannon Cummins, Carol Scovotti
Marketing & Entrepreneurship Faculty Publications
Purpose of the Study: International sales jobs are plentiful; yet many marketing students do not pursue them. This study describes an international negotiation teaching innovation that improved student awareness of both the challenges and rewards of a career in international sales.
Method Design and Sample: The use of a cross-cultural negotiation exercise in sales classes from two countries is tested to provide an experiential learning opportunity in a computer-supported, collaborative learning setting. Prior research has shown that the use of web-based technology can enhance collaboration and construction of knowledge (Comeaux and McKenna-Byington, 2003). Students first engaged in a …
Using Sales Competition Videos In A Principles Of Marketing Class To Improve Interest In A Sales Career, Shannon Cummins, Terry Loe, James W. Peltier
Using Sales Competition Videos In A Principles Of Marketing Class To Improve Interest In A Sales Career, Shannon Cummins, Terry Loe, James W. Peltier
Marketing & Entrepreneurship Faculty Publications
Purpose of the Study: This study describes an easily conducted teaching innovation to enhance introductory marketing students’ perception of sales and selling. Sales jobs are plentiful; yet, many marketing students do not pursue sales courses or sales careers. Our purpose is to describe a classroom intervention that improves students’ intent to pursue a sales career.
Method/Design and Sample: This study tests the classroom inclusion of an actual student sales competition video from the National Collegiate Sales Competition (NCSC) to provide visual as well as verbal learning stimuli. Following a 45 minute lecture on sales, students were exposed to …