This article examines how rigour is achieved in the Abductive Research Strategy (ARS). It begins with a review of some of the arguments about objectivity and rigour in social sciences, which shows that quantitative and qualitative researchers hold different meanings of objectivity and therefore different ways of achieving rigour in their research.…

This paper builds on and follows up papers delivered at UALL conferences over the last decade: Critten P (2007); Critten P, Squire P & Leppenwell G (2010); Critten P (2012) and Critten P, Squire P and Locke G (2015). The theme common to them all is the unfolding story of a partnership between business (specifically Consalia Ltd) and Academia…

Purpose: The purpose of this paper is to examine how a foresight project supports institutional positioning efforts through joint sensemaking. Design/methodology/approach: This paper describes a case study that investigated the design, implementation, and outcomes of a foresight project at a Finnish higher education institution that selected sales…

Recruiters seek candidates with certain business skills that are not developed in the typical lecture-based classroom. Instead, active-learning techniques have been shown to be effective in honing these skills. One skill that is particularly important in sales careers is the ability to make a powerful and effective presentation. To help students…

The "Journal of Marketing Education" is publishing a special issue on Sales Education and Training in August 2014. In this article, we review the sales education literature from four primary journals and the business literature at large. The four primary journals are the "Journal of Marketing Education," "Marketing Education Review," "Journal of…

This paper describes an application of active learning within two different courses: professional selling and sales management. Students assumed the roles of sales representatives and sales managers for an actual fund-raiser--a golf outing--sponsored by a student chapter of the American Marketing Association. The sales project encompassed an…

ACT has conducted over 20,000 job analyses for occupations across a diverse array of industries and occupations since 1993. This report highlights the levels of career readiness for various subgroups of ACT Work Keys® examinees in the United States and provides career readiness benchmarks for selected ACT WorkKeys cognitive skills by career…

An experimental design was used to test the hypothesis that vocational interests can be a precursor to the development of self-efficacy. Participants (n = 180) rated job descriptions for careers in the domains of information technology, sales, and teaching that contained information on activities and work values. Participants rated those job…

This study aims to verify the effectiveness of English language materials using mobile devices for business people in terms of the effect on motivation, overall learning performance, and practical performance in real business situations. We compared the use of materials developed from business English for a sales department in a company…

This report is the successor to "Help Wanted: Projections of Jobs and Education Demand through 2018," in which researchers examined the connections between educational attainment and educational demand in the labor market. In this report, the authors update the jobs projected to be available through 2020, using a macro-micro modeling…

For recent high school graduates, life is tough. In the past year, one in four young high school graduates was unemployed and over half were underemployed. In the past decade, recent high school graduates' wages have fallen by 12 percent to just $19,400 annually in 2011, below the poverty threshold for a family of four. The downward plight of high…

This annual publication provides a summary of training activity in apprenticeships and traineeships in Australia, including information on training rates, completion rates, attrition rates, training within the trades and duration of training. The figures in this publication are derived from the National Apprentice and Trainee Collection no.63…

Purpose: The purpose of this paper is to evaluate learners' attitudes to the use of simulation-based e-learning as part of workplace learning when socially situated interaction and blended learning are specifically included in the instructional design. Design/methodology/approach: Responses to a survey questionnaire of 298 sales personnel were…

Purpose: There are three purposes to this article: first, to offer a training approach to employee learning and performance improvement that makes use of a step-by-step process of skill/knowledge creation. The process offers follow-up opportunities for skill maintenance and improvement; second, to explain the conceptual bases of the approach; and…

An intervention consisting of task clarification, visual prompts, and graphic feedback was evaluated to increase customer greeting and up-selling in a restaurant. A combination multiple baseline and reversal design was used to evaluate intervention effects. Although all interventions improved performance over baseline, the delivery of graphic…