Training and Development Commons^™

Scholarly Pursuits: Business Insights From Driehaus Faculty Research

Business Exchange

Lessons in Marketing from the "Obama Model"; Lack of Self-Awareness at Work Hurts Team Performance; Award-Winning Research Sheds Light on Shareholder Activism

Using Incentive To Motivate Students During A Professional Selling Class Project, Ramon A. Avila, Scott. A. Inks

Atlantic Marketing Association Proceedings

Experiential learning methods are an important part of a robust sales curriculum. Sales call role-play, an experiential learning tool, is common in introductory and advanced sales call courses. While role-plays have several advantages, they are by definition, not “real-world.” Addressing this issue, some sales courses include sales projects/exercises in which students sell real products to real customers. This paper discusses how sales incentives were incorporated into a real-world sales exercise and the impact of those incentives on sales volume.

Market Oriented Organizations And Talent Workers: Composition Of The Workforce And Its Influence On Market Orientation, Dawn Mueller, Pradeep Gopalakrishna

Atlantic Marketing Association Proceedings

Many organizations employ marketing initiatives to “assist” in launching new efforts to both internal and external audiences and weave marketing throughout as part of being “market oriented.” The primary motivation behind a market orientation is improvement of market performance, according to the literature (Narver and Slater, 1990; Kohli and Jaworski 1990).

There is literature on workforce composition and different types of workers and this includes concepts of talent workers and knowledge workers (Chowdhury 2003) and HEROes (Bernoff and Schadler 2010) but there is little to nothing on the type of workers employed by highly market-oriented organizations. …

Greening An Integrated Marketing Communication's Course: An Assessment Of Sustainability Literacy, Pia A. Albinsson, G. David Shows

Atlantic Marketing Association Proceedings

This article showcases efforts of incorporating Sustainability Issues in an Integrated Marketing Communications (IMC) class during three semesters during the academic years of 2013/2014 and 2014/2015. The course was re-designed using Fink’s (2013) course recommendations of designing significant learning goals. In addition to the way the course was delivered (both face-to-face and online), the instructor worked with a Higher Ed publisher to customize a textbook to include sustainability issues related to the course content (i.e., reflecting IMC topics). The course re-design included sustainability assignments such as Virtual Field Trips (visiting corporate websites and other organizations to study their CSR statements …

Reflection On An Intercultural Communication Workshop For Japanese Executives: Doing Business With U.S. Americans, Kristine E. Menn

MA TESOL Collection

"Vérité en deçà des Pyrénées, erreur au-delà"

(There are truths on this side of the Pyrenees that are falsehoods on the other)

Blaise Pascal (Moran, Harris & Moran, 2007, p. 2).

This paper is a reflection on an intercultural communication workshop developed for sixteen upper-level Japanese executives who work with their U.S. American counterparts in a U.S.A.-based global corporation. This training session was only one part of a much larger training program initiative which was carried out in five countries in Asia as well as in several locations across the U.S.A. Throughout my paper, I will apply the …