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There Is No I In Team: The Role Of Sales Faculty Coaching And Organizational Culture On Student Competition Teams, Stefan Sleep, Brent Mcculloch
There Is No I In Team: The Role Of Sales Faculty Coaching And Organizational Culture On Student Competition Teams, Stefan Sleep, Brent Mcculloch
Association of Marketing Theory and Practice Proceedings 2022
As sales competitions become more prevalent in the educational environment, faculty coaching has taken on a role that closely replicates coaching by industry sales managers. This case study examines how the combination of faculty coaching and student sales team organizational culture impact performance in sales competitions. By providing positive feedback, role modeling, and building trust, faculty coaches can improve performance and commitment while preparing students for their future careers. Additionally, developing an organizational coaching culture plays a critical role in contributing to the overall success of the team as it encourages student commitment and participation. These lessons are also relevant …
Intention To Pursue A Sales Career: A Dyadic Study Of Students And Parents Extended Abstract, Joseph Little, Mark Kubik, Alexander King, Grant Weidman
Intention To Pursue A Sales Career: A Dyadic Study Of Students And Parents Extended Abstract, Joseph Little, Mark Kubik, Alexander King, Grant Weidman
Association of Marketing Theory and Practice Proceedings 2022
Typical career choice selection studies generally have been one sided focusing on students or parents independently. This dyadic study aims to analyze student and their parent influencers to determine what will be the strongest influencer of a student to pursue a career in sales. “Because the dyad is arguable the fundamental unit of interpersonal interaction and relations, family relations such as a parent and their child/student have a powerful dyadic component” (Kenny et al., 2006, p1). Therefore, understanding the influencers of this career choice selection may lead to interventions for increasing the number of students to pursue a career in …