Showing papers in "Journal of Marketing Education in 2014"
TL;DR: In this article, the authors present the assurance of learning requirements to gain or maintain AACSB accreditation under the new standards adopted April 8, 2013, for team skills are among the most important ski skills.
Abstract: Colleges of business must meet assurance of learning requirements to gain or maintain AACSB accreditation under the new standards adopted April 8, 2013. Team skills are among the most important ski...
159 citations
Abstract: A meta-analytic review of self-directed learning (SDL) research over 30 years, five countries, and across multiple academic disciplines is used to explore its relationships with five key nomologically related constructs for effective workplace learning. The meta-analysis revealed positive relationships between SDL and internal locus of control, motivation, performance, self-efficacy, and support. The use of an actual SDL project in an undergraduate sales management course and an MBA selling and sales management course is used to provide supporting evidence and practical advice for educators seeking to use SDL to promote lifelong learning skills in students.
101 citations
TL;DR: In this paper, the authors investigated the relationship between sales education and extrinsic and intrinsic performance indicators, and found that university sales education is a significant contributor to sales rep performance.
Abstract: Sales education is on the rise and for good reason. Statistics say that sales jobs will continue to grow at a rapid rate over the next few years. Many universities are preparing their students to start their careers in the professional selling function through the inclusion of sales education in their business curriculum. Yet little research exists that investigates the relationship between sales education and sales performance on graduating from a college of business. This article seeks to fill this void in the sale pedagogy literature by assessing, empirically, the relationship between what is learned in university sales programs and the actual selling behaviors of recent graduates from these programs (vs. students who did not receive formal sales education in their undergraduate programs). Likewise, the relationship between sales education and extrinsic and intrinsic performance indicators is investigated. The findings suggest that university sales education is a significant contributor to sales rep pe...
49 citations
TL;DR: The authors developed and validated a reliable and parsimonious scale for measuring and predicting student intention to pursue a selling career, and validated both before and after exposure to a sales module, thus capturing perceptual and attitudinal changes as students become more familiar with this career option.
Abstract: Students’ desire and intention to pursue a career in sales continue to lag behind industry demand for sales professionals. This article develops and validates a reliable and parsimonious scale for measuring and predicting student intention to pursue a selling career. The instrument advances previous scales in three ways. The instrument is generalizable across academic settings and is shown to be sensitive to differences across varied course coverage and learning activities. The instrument is parsimonious and offers a high reliability coefficient. Finally, the instrument is validated both before and after exposure to a sales module, thus capturing perceptual and attitudinal changes as students become more familiar with this career option.
47 citations
TL;DR: The number of sales education programs are undergoing rapid growth and dynamic change as more business and other undergraduate students pursue sales jobs as desirable career entry points as discussed by the authors. But the number of colleges and universities is not increasing.
Abstract: Sales education programs are undergoing rapid growth and dynamic change as more business and other undergraduate students pursue sales jobs as desirable career entry points. The number of collegiat...
26 citations
TL;DR: In this paper, a better understanding of the typical sales student was proposed to design and deliver curriculum with a more customer-oriented approach, which can better understand the decision to purchase a product.
Abstract: With a better understanding of the typical sales student, sales educators can design and deliver curriculum with a more customer-oriented approach. In order to better understand the decision to pur...
25 citations
TL;DR: In this article, an experiential cross-cultural exercise that enables students to develop new enterprises in collaboration with other students in a different country through virtual teamwork is presented, which exposes students to practical crosscultural learning, enterprise development, and virtual team management.
Abstract: In a global business environment, marketing education must support students to develop cross-cultural agility and adeptness with an aim to enhance their employability. This article contributes with an experiential cross-cultural exercise that enables students to develop new enterprises in collaboration with other students in a different country through virtual teamwork. The exercise exposes students to practical cross-cultural learning, enterprise development, and virtual team management. Results from students’ reflection journals indicate that the exercise is enjoyable, builds confidence in a range of skills, and prepares students for future employment. We offer guidance and direction on how to design and execute this experiential cross-cultural exercise and also highlight the challenges faced and strategies for success.
24 citations
TL;DR: More universities are incorporating sales content into their curriculums, and although the introductory courses in professional sales have much common ground and guidance from numerous professional organizations, there is no common ground or guidance from many professional organizations.
Abstract: More universities are incorporating sales content into their curriculums, and although the introductory courses in professional sales have much common ground and guidance from numerous professional...
23 citations
TL;DR: In this paper, the authors investigate the image of salespeople and of the selling function as perceived by business students across cultures, and find substantial differences and similarities across countries on salesperson's image, feelings in the presence of a salesperson, as well as the perception of a career in sales.
Abstract: The purpose of this research is to investigate the image of salespeople and of the selling function as perceived by business students across cultures. Of the several empirical investigations that exist in the sales literature, most are based on a single-country sample. This study extends previous knowledge on single-country perception of salespeople by conducting a quantitative survey of business students in Cameroon, France, Japan, Mexico, and the United States. Substantial differences and similarities are found across countries on salesperson’s image, feelings in the presence of a salesperson, as well as the perception of a career in sales. They all appear to be influenced by cultural values. Several practical strategic implications are suggested, including examining cultural values to identify the origin of negative images, careful gatekeeping to promote professional positions, and supporting mobility of both students and faculty. Finally, limitations to the findings are presented with suggested future...
23 citations
TL;DR: In this paper, the authors examined the perceptions of students, recruiters, and faculty regarding the importance of various workplace attributes to students who are entering the job market, and found that students were more concerned with the job satisfaction than the pay and benefits.
Abstract: This study examines the perceptions of students, recruiters, and faculty regarding the importance of various workplace attributes to students who are entering the job market. Furthermore, this stud...
22 citations
TL;DR: Undergraduate sales education is somewhat unique in that it prepares students for a career which functions mostly outside of traditional corporate management structures as mentioned in this paper, and the demand for such a career is growing rapidly.
Abstract: Undergraduate sales education is somewhat unique in that it prepares students for a career which functions mostly outside of traditional corporate management structures. Concurrently, the demand fo...
TL;DR: Work-based learning, action research, and reflective practice used in a sales master program can be used in undergraduate sales education to facilitate the emergence of a new mindset of professional selling in future practitioners.
Abstract: Sales education has grown in importance, particularly throughout the last decade, with an increasing number of university sales centers offering programs to prepare new generations of sales professionals. In this article, we describe how work-based learning, action research, and reflective practice used in a sales master program can be used in undergraduate sales education to facilitate the emergence of a new mindset of professional selling in future practitioners. This mindset is characterized by enhanced awareness and personal transformation that lead to improved relationships through the discovery of new ways of identifying and creating customer value. We argue this mindset is required to respond to the unprecedented level of change and increased complexity in professional selling. Sales education is vital to ensure that future and practicing sales professionals continuously develop the competences required to perform in demanding contexts. Universities and business schools alike now play a pivotal rol...
TL;DR: In this article, a two-staged ideal recruitment process based on a stakeholder perspective is presented for improving key outcomes of the sales student recruitment process, and a set of 16 propositions are provided for improving the performance of student recruitment.
Abstract: With growing industry demand for sales professionals, recruitment at colleges and universities that have a sales education focus has increased remarkably over the past few years. However, results indicate that hiring organizations face an uphill task in filling sales positions. Recruiters and students struggle to build critical person–job fit during a relatively brief period of interaction. To address these issues, the present article presents a two-staged ideal recruitment process based on a stakeholder perspective. A set of 16 propositions is provided for improving key outcomes of the sales student recruitment process.
TL;DR: In this article, a field experiment of teaching sales students adaptive selling skills via an Improvisational (Improv) Comedy technique: Yes, And was conducted, where students learn this well-established theatrical improv method via classroom lecture, demonstration, and role-playing exercises.
Abstract: In an application of experiential learning, assessment, and career development, this article reports a field experiment of teaching sales students adaptive selling skills via an Improvisational (Improv) Comedy technique: Yes, And. Students learn this well-established theatrical improv method via classroom lecture, demonstration, and role-playing exercises. A control group (no improv training) experienced all aspects of the class with the exception of the improv training. After the classroom instruction, both student groups (improv and no -improv trained) participated in a real-world, 4-week sales project selling tickets for professional sport teams that partner with the class. The study’s findings reveal increased ticket sales performance among the improv group students who learn Yes, And. Also students in the improv group gave higher class evaluations. Methods presented in this article could be utilized as an in-class exercise or as an integral part of a semester-long sales project.
TL;DR: This paper examined the composition of editorial boards of general marketing journals and compared it with what it was like 15 years ago, and found that women's participation in editorial boards generally corresponds to their presence in the profession.
Abstract: Unlike the diversity issues in corporate governance, the diversity in top academic positions (e.g., editorial boards of academic journals in business) is rather underresearched. The editorial boards of academic marketing journals are important gatekeepers and trendsetters in the creation and dissemination of marketing knowledge. Membership on journal editorial boards usually signals scholarly stature and professional advancement. This study examines the composition of editorial boards of general marketing journals, and compares it with what it was like 15 years ago. The study also investigates the impact of the composition of editorial boards on journal quality. We find that women’s participation in editorial boards generally corresponds to their presence in the profession. We also find an overall small representation of board members affiliated with nonacademic institutions. While the presence of women, practitioners, or international members does not have any relationship with journal quality, the prese...
TL;DR: A new interactive computer simulation designed to teach sales ethics is described, with aims of gaining a better understanding of legal issues in selling and realizing that ethical dilemmas do arise in selling.
Abstract: A new interactive computer simulation designed to teach sales ethics is described. Simulation learner objectives include gaining a better understanding of legal issues in selling; realizing that et...
TL;DR: In this paper, the authors benchmark marketing doctoral programs worldwide in five popular subareas by faculty and institutional scholarly impact, and identify a collection of top-tier scholar-programs.
Abstract: This study benchmarks marketing doctoral programs worldwide in five popular subareas by faculty and institutional scholarly impact. A multi-item approach identifies a collection of top-tier scholar...
TL;DR: A case study of a hybrid Principles of Marketing course that implemented a comprehensive redesign based on design principles espoused by the Quality Matters Program, a center for improving online and hybrid course design through a faculty-centered, peer review process is described.
Abstract: Previous research supports the idea that the success of hybrid or online delivery modes is more a function of course design than delivery media. This article describes a case study of a hybrid Principles of Marketing course that implemented a comprehensive redesign based on design principles espoused by the Quality Matters Program, a center for improving online and hybrid course design through a faculty-centered, peer review process. The resulting team-taught course was well received by students, more efficient for faculty to deliver, and showed equivalence in direct measures (no difference in exam scores) of student learning.
TL;DR: In this article, the authors explore and test the effect of an innovative performance feedback practice supplemented with web-based peer benchmarking through a lens of social cognitive framework for performance evaluation.
Abstract: This research explores and tests the effect of an innovative performance feedback practice—feedback supplemented with web-based peer benchmarking—through a lens of social cognitive framework for se...
TL;DR: In this paper, the authors examined the effects of within-course choice on perceptions of the course and found that, before they are required to engage in the course choices and make an actual decision, students prefer to have more choice.
Abstract: Many educators today emphasize student engagement and self-regulated learning, including giving students choices. However, research suggests that too much choice can have negative consequences such as feelings of stress and regret. An experimental design wherein students were offered different numbers of choice options when previewing, as in a syllabus or other course description, a major class project in a hypothetical Retailing Management course, examined the effects of within-course choice on perceptions of the course. The results indicate that, before they are required to engage in the course choices and make an actual decision, students prefer to have more choice. This is evidenced by their perceptions of the course’s desirability and value to their future careers, perceptions of the quality and fairness of the course instructor, and emotional reactions to the level of choice. However, when required to engage in the choice, students responded more positively to having fewer choices. Likewise, student...
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TL;DR: The most recent Journal of Marketing Education (JME) Special Issue on Sales Education and Training as discussed by the authors was published in 2014 with a focus on sales education and pedagogy, focusing on the most common entry point for marketing students.
Abstract: Welcome to this Journal of Marketing Education (JME) Special Issue on Sales Education and Training. We proposed this Special Issue as demand for college graduates with a sales degree/major/minor/emphasis/interest continues to escalate. In addition to being the most common career entry point for marketing students, a 2010 Georgetown University study found that sales is a top-ranked career for a number of disciplines outside of marketing. Interestingly, sales ranked second for students majoring in general business, economics, international business, and management. Sales ranked third for students majoring in finance, operations management, HR, and management information systems. Across campus, sales ranked second/third for students in the social, natural, and physical sciences and in liberal arts and communications. While the demand for graduates to work in sales grows, there is a shortage of scholarly articles dealing specifically with sales curricula and sales pedagogy. In fact, the marketing education literature has been relatively slow in responding to changes in sales education and training. Of the over 800 articles published in JME’s history, only 27 papers deal with sales education (see Gray et al., 2012). The absence of research in sales education is not due to a lack of activity or paucity of scholars in this area. According to DePaul’s Universities and Colleges Sales Education Landscape Survey, sales curricula grew from 44 U.S. programs in 2007 to 101 programs in 2011. As demand for salesready graduates grows, universities are trying to meet this demand by expanding curricular offerings, opening sales centers, and hiring sales faculty. We initiated this Special Issue with a goal of engaging scholars in this area and sparking additional research. We achieved our goal because this Special Issue is important to the marketing academy. Prior to the JME press date, the academy expressed collective interest in three ways. First, the University Sales Center Alliance (USCA; www. universitysalescenteralliance.org) offered underwriting for a $1,000 Best Paper Award to support the Special Issue. Second, JME published an invited sales education review article authored by Cummins et al. (2013), which was used in part as a call for papers for this Special Issue. Third, the American Marketing Association 2014 Summer Educators’ Conference accepted a special session proposal to showcase the contents of this Special Issue. Thus, the academy expressed its support of this Special Issue even before the research was published. While there is advance interest in this Special Issue, we believe that the issue’s impact will grow once the articles are in circulation. We expect that the 10 articles contained in this issue will serve as a springboard for more work in this instrumental area. Growth in research in this area is our ultimate goal. Because of this interest, the JME has launched a Sales Track with Jimmy Peltier as the Associate Editor.