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Direct linkMani, Sudha; Kothandaraman, Prabakar; Kashyap, Rajiv; Ashnai, Bahar – Journal of Marketing Education, 2016
Sales competitions provide students with opportunities to apply their understanding of sales. Despite a long tradition of scholarship on sales role-plays, the answer to what drives student performance in sales competitions remains elusive. In this research, we examine how motivation (work engagement) and ability (cognitive aptitude and…
Descriptors: Salesmanship, Competition, Role Playing, Interviews
