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Direct linkCummins, Shannon; Nielson, Blake; Peltier, James W.; Deeter-Schmelz, Dawn – Journal of Marketing Education, 2020
In this article, we review the recent expansion within the sales education literature from five primary journals and the business literature at large. The five primary journals are the "Journal of Marketing Education, Marketing Education Review, Journal for the Advancement of Marketing Education, Journal of Education for Business," and…
Descriptors: Marketing, Sales Occupations, Periodicals, Business Administration Education
Lee, Youngsu; Heinze, Timothy; Donoho, Casey; Fournier, Christophe; Jalal, Ahamed A. F. M.; Cohen, David; Hennebichler, Eike – Journal of Marketing Education, 2018
While international demand for sales positions is growing, negative sales stereotypes, partially fueled by ethical abuses in the sales arena, are prevalent and may dissuade students from pursuing sales careers. To help combat the situation globally, educators must develop and utilize effective sales ethics pedagogies. The first step involves…
Descriptors: Ethics, Gender Differences, Moral Values, Teaching Methods
Miller, Brian G. – ProQuest LLC, 2018
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…
Descriptors: Ethics, Social Cognition, Social Theories, Decision Making
Castleberry, Stephen – Journal of Marketing Education, 2014
A new interactive computer simulation designed to teach sales ethics is described. Simulation learner objectives include gaining a better understanding of legal issues in selling; realizing that ethical dilemmas do arise in selling; realizing the need to be honest when selling; seeing that there are conflicting demands from a salesperson's…
Descriptors: Business Administration Education, Sales Occupations, Ethics, Computer Simulation
Peltier, James W.; Cummins, Shannon; Pomirleanu, Nadia; Cross, James; Simon, Rob – Journal of Marketing Education, 2014
Students' desire and intention to pursue a career in sales continue to lag behind industry demand for sales professionals. This article develops and validates a reliable and parsimonious scale for measuring and predicting student intention to pursue a selling career. The instrument advances previous scales in three ways. The instrument is…
Descriptors: Sales Occupations, Marketing, Rating Scales, Ethics
Download full textSmith, Brent – American Journal of Business Education, 2009
As today's marketing graduates formally enter the business profession, they are expected to demonstrate the fruits of their ethics-intensive education. Hence, their professors and future bosses may call upon these graduates to discern and deal with ethical situations that affect various aspects of company and consumer relations. However, students…
Descriptors: Ideology, Ethics, Individual Characteristics, Student Characteristics
