Business Commons^™

Salespeople's Learning By Doing And Pricing Strategy, Qiang Lu, Ranjit Voola, Shahriar Akter

Faculty of Business - Papers (Archive)

Understanding the salespeople’s dynamic learning process is critical in effective sales force management. Particularly, the ability to understand the customer intimately is critical in facilitating sales people develop capabilities that allow them set prices that best meet the needs of the customer and the company objectives. To the best of our knowledge, there are no studies structurally modelling salespeople’s learning by doing. We develop a Bayesian learning framework to capture salespeople’s learning by doing. In doing so, we argue that for sales organizations who delegate pricing authority to sales people, it is imperative that they understanding how their sales people …

Reflections On A Bilingual Peer Assisted Learning Program, Jin Cui, Tairan Huang, Corinne L. Cortese, Matthew P. Pepper

Faculty of Business - Papers (Archive)

Purpose - The purpose of this paper is to identify and evaluate faculty and academic staff perceptions, experiences and expectations with respect to a voluntary, bilingual peer assisted learning (PAL) program, which operates for the benefit of students studying in the Faculty of Business at a regional Australian University.

Design/methodology/approach - A survey instrument and semi-structured interviews were used to faculty executive and academic staff in order to collect information about the perceived benefits of the program and identify opportunities for improvement.

Findings - Based on an analysis of student results, the bilingual PAL program is shown to have a …