The leadership styles and behaviors of supervisors preferred by pharmaceutical sales professionals during periods of varied sales performance were explored in this qualitative study. A phenomenological approach was used to address the gap in research on how the leadership styles of the supervisors of pharmaceutical salespeople affect the…

There is a shortage of sales education programs that develop sales-trained graduates with the business skills required to succeed in the sales profession today. More than 50% of U.S. college graduates will work in sales (Sales Education Foundation, 2023c), yet fewer than 4% of more than 4,800 U.S. institutions offer sales programs at the…

This study analyzed participants' perceptions regarding a sales training program before and during the COVID-19 pandemic. Using a descriptive research design, a survey was administered to 53 participants that examined the training methods used, topics covered, and their overall satisfaction with the program. The participants were assigned to…

This qualitative case study utilizes the human capital theory to examine the influence of high impact career exploration and career-focused practices in a public, regional four-year institution. Literature shows that graduates who enter well-matched careers earn approximately 30 percent more than graduates who are not closely matched. In addition,…

The purpose of this quantitative correlational-predictive study was to determine if and to what extent the factors of e-learning technology acceptance predict job satisfaction when potentially mediated by learning culture in a population of U.S. salespeople. The theoretical framework is based on a model containing four factors of e-learning…

One of the biggest challenges a global company faces when implementing e-learning is overcoming the cultural differences of its employees. Hofstede's Power Index Scale is a means to study how culture can impact an organization. In high-power-distance cultures, employees look to leaders as authorities and expect an uneven distribution of power. In…

According to the American Immigration Council (2021), 14 percent of the United States population is foreign-born. Immigrants have enriched American culture and enhanced our influence in the world. People feel a need to belong and have an inherent desire for deep, lasting, and meaningful connections (Baumeister & Leary, 1995). Research suggests…

A quantitative, comparative, descriptive design was used to determine whether mixed online, on-ground educated graduates or on-ground educated graduates perform better as pharmaceutical sales representatives in the pharmaceutical sales industry. The number of students attending mixed online, on-ground institutions of higher learning has steadily…

Ethics and compliance training of sales managers in the U.S. pharmaceutical industry showed little evidence that eLearning interventions developed to address employees' (a) awareness of unethical sales practices, (b) ability to judge a selling practice as unethical, and (c) intentions to speak up about unethical sales practices have had the…

Online user-generated content has been ubiquitous. Consumers are eager to not only listen to the other consumers but provide opinion to the public. The former reduces the consumers' uncertainty about products and the latter reduces the firms' uncertainty about consumers. We examine the effect of online product reviews, a most common form of…

Advertising has been one of the most important marketing variables for both practices and academic literature, and it has been generally known to raise the firm's market share (Ataman, van Heerde, and Mela 2010). However, under the contemporary market environment, advertising's impact may be more complicated. For example, in advance…

For companies to stay competitive, they must continually bring new products and services to the marketplace. One strategy organizations can use to support this requirement is to provide their sales force with training that enables revenue generation. The types of instructional methods and media used to deploy the training can have an impact on the…

The purpose of this study was to assess the performance outcomes of a sales training program. This study is unique in a number of ways. First, it focuses on an under-studied area (sales training effectiveness). Second, it is directed at the evaluation of sales training programs completed by Realtors within the housing industry. Finally, it…

Practice in the sales profession and current competency research indicate salesperson competence is key to organizational competitive advantage. With models of selling evolving to respond to the marketplace, there are changes in the competency requirements and roles people must play for future success, resulting in the emergence of new kinds of…