Research on digital divide is on the ascendancy; however, there have been relatively few studies assessing digital inclusion focusing on how technological savvy was acquired by digital immigrant mobile phone users to explore the myriad opportunities of their mobile phones. Using semi-structured interviews this paper assesses digital inclusion as…

A pilot study examined how newspaper advertising sales managers in five southwestern states spend their time during a typical work day. Of the 360 questionnaires mailed, 176 responses were received. The largest number of responses (93) came from retail sales managers of newspapers in markets with less than 50,000 population. The questionnaire…

A study explored the additional knowledge and skills an international salesforce needs based upon 95 respondents from Wisconsin manufacturing companies. Six areas were evaluated by sales representatives involved with international sales and marketing to identify the education and training needed within the next 3 years by the work force. Four…

A study examined the changes in advertising agency personnel perceptions of media sales representatives in light of the developments in advertising and the mass media that occurred from 1950 to 1986. Data were collected from four previously conducted and published surveys, as well as a 1986 survey. The findings revealed that advertising agency…

A study carried out in the largest telecommunication organization in the Netherlands focused on-the-job training (OJT) as an effective training method. It also studied which variables explained OJT effectiveness and whether improvement of OJT effectiveness was possible through modification of training design. The objective was to improve trainee…

A study identified the reading and mathematics job requirements for three sales and service jobs. Subjects were 296 employees of a marketing division of a large telecommunication company. The readability of 420 passages from job and training materials was assessed by the Flesch Reading Ease index, which generated a value that was transformed to a…

This paper, titled "The Components of Emotional Intelligence and the Relationship to Sales Performance," presents two general approaches to studying emotional intelligence. The first is a broad model approach that considers abilities as well as a series of personality traits. The second is based on ability models. The possible correlation between…

In the post-World War II period, women have been employed in jobs that have been degraded, deskilled, and cheapened. Their employment has increasingly been in the service sector. Data supports the argument that women are treated as secondary workers in the labor market and are not paid as equals to men. Along with the degradation of women's jobs…

This symposium on measurement and research tools consists of three presentations. "An Examination of the Multiple Intelligences Developmental Assessment Scales (MIDAS)" (Albert Wiswell et al.) explores MIDAS's psychometric saliency. Findings indicates this instrument represents an incomplete attempt to develop a valid assessment of…

This document contains three papers from a symposium titled "Competence: Fuzzy Concepts to Context.""Sales Superstars: Defining Competencies Needed for Sales Performance" (Darlene Russ-Eft, Edward Del Gaizo, Jeannie Moulton, Ruth Pangilinan) discusses a study in which an analysis of 1,688 critical incidents revealed 16…

This document contains four symposium papers on enhancing employee skills. "The Effect of Study Skills Training Intervention on United States Air Force Aeromedical Apprentices" (John C. Griffith) demonstrates how study skills intervention resulted in a significant increase in the end-of-course scores of a sample of 90 randomly selected Air Force…

The impact of the transition to training packages (TPs) on institutionally based training in Australia was examined. Information was gathered from 14 case studies of registered trade organizations (RTOs) delivering qualifications to institutionally based students in TPs in the following areas: administration, beauty therapy, community services,…