Business Commons^™

Understanding Students’ Decision-Making Process When Considering A Sales Career: A Comparison Of Models Pre- And Post-Exposure To Sales Professionals In The Classroom, Shannon Cummins, James W. Peltier

Marketing & Entrepreneurship Faculty Publications

Businesses face a challenge recruiting and maintaining a high-quality salesforce. Increasingly, recruiting focus for entry-level sales positions has turned to university business students and sales centers. Unfortunately, research shows that most students have persistent negative misconceptions about professional sales careers and there is little research examining comprehensive and structured decision-making frameworks used by students when evaluating a sales career. This paper develops and tests an integrative framework that maps students’ decision-making process to their intention to pursue a sales career. Specifically, we examine how perceived sales knowledge, perceptions of selling ethics, perceptions of salespeople, and perceptions of the selling profession …

Profiting From Protecting Small Business Borrowers: Take That To The Bank!, Jerome D. Williams, Sterling A. Bone, Glenn L. Christensen, Alexandra Tebbs

Marketing and Strategy Faculty Publications

While small businesses represent a significant portion of the economy, there is mounting evidence that the playing field is not level for these firms in access to capital. Based on 10 years of matched-paired mystery shopping tests in banks to investigate bank lending practices and customer experience, the results demonstrate that in almost every instance, minorities were treated more poorly than their White counterparts. However, the authors acknowledge the controversy surrounding this issue, as some question the need for government action to push banks in this direction. Before offering evidence of the impact race can have on the treatment of …

Crisis Communication And Executive Leadership: Ethical Shortcomings In Government, Daniel Davidoff

School of Professional Studies

This research thesis project is an analysis of how and why governments fail in their attempts at crisis communication. The hypotheses tested are: there exists a negative correlation between unethical leadership and successful crisis communication practices. And governments are more likely to experience these failures due to ethical disconnects in modern politics. Research includes a review of relevant academic literature regarding crisis communication theory, as well as the ethical framework that can be applied to that theory. Cases considered are Hurricane Katrina, the choking death of Eric Garner, and the COVID-19 global pandemic. The research project concludes with a recommendation …

Dark Clouds: The Ethics Behind A Growing Vape Culture, Matthew Crenshaw

Accounting Undergraduate Honors Theses

This project addresses the areas of vaping consequences and the overall perception of vaping as a whole from the public. It also successfully answers one primary question: Have vaping companies really done anything “unethical” in terms of marketing and selling their products, or are they just the easiest entity to blame?

Vaping has been referred to as an “epidemic” in recent years. It has gained an immense amount of popularity among America’s youth however little is known about its long-term health risks. Vaping, along with its advertising techniques and unique target audience, has been compared to cigarettes and with that …

Ethics Of Dental Marketing, Min Son

Philosophy and Religious Studies Presentations

While dentistry does not deal with immediate life and death situations like the mainstream medicine, preserving oral health is crucial to protect the people’s overall health. Then, is dental marketing morally impermissible because it is selling people’s opportunity for good health? It is important to note that skills and knowledge of dentists are not the only “products” sold from dental offices, and not all products are related to basic healthcare needs. For example, consider teeth whitening services. While whitening teeth may be necessary to better one’s self-esteem and improve one’s social life, it is not a basic healthcare need—whiter teeth …