The importance of sales management as an interface between a company and its customers is widely recognized. However, the teaching of strategic sales management has not received enough attention in marketing education literature. This study analyzes an experiential client-based method for teaching a strategic sales management course. The authors…

The purpose of this paper is to report the findings of a research conducted to evaluate the effect of e-learning experience on students' perceived learning outcomes, and more specifically the role of motivation and collaboration as moderators between the e-learning experience and the learning outcome. The perceived learning outcome was measured…

Purpose: This paper aims to understand the situational appropriateness of adopting e-learning for the in-house company qualification, and more specifically to compare the benefits of studying online to more traditional way of studying with print material. Design/methodology/approach: At the end of seven months study, final test results for company…

This paper contrasts two planned online university ventures, the Virtual University of Finland and the University of Australia Online. The meaning and operations of these institutions are considered with respect to the virtual teaching and research nexus, cost issues, and their capability to respond to quick changes in knowledge. The issue of…