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…

Undergraduate sales education is somewhat unique in that it prepares students for a career which functions mostly outside of traditional corporate management structures. Concurrently, the demand for well-qualified salespeople has intensified partly due to high turnover. This article contends that there may be a disconnection between student…

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…

The present study extends understanding of the self-regulatory aspects of ethical decision making by integrating and exploring relationships among counterfactual thinking, attribution, anticipatory emotions, and ethical decision-making constructs and processes. Specifically, we examine the effects of a manipulation designed to stimulate a…

Changing curriculum content requirements, based on shifting global perspectives on corporate behavior and capitalism as well as business school accreditation requirements, mean that many marketing instructors have attempted to introduce discussions of organizational ethics, corporate social responsibility, and corporate governance into their…

This research explores the impact of coercive, mimetic, and normative isomorphic pressures on the coverage and offering of courses addressing ethical, social, and sustainability issues (ESSI) in business schools' graduate marketing curricula. Data from the Aspen Institute's Beyond Grey Pinstripes program are analyzed to detect if…

AACSB International advocates integration of ethics, corporate social responsibility, and sustainability in all business school disciplines. This study provides an overview of the implementation of these three topics in teaching initiatives and assessment in business schools accredited by AACSB International. Since no comprehensive studies have…

The unauthorized duplication of books through photocopies and Internet downloads, especially in the case of academic books, is currently one of the most challenging problems facing the publishing industry. Photocopying has become widespread with these texts, apparently without major ethical concerns on the part of students. The purpose of this…

A large body of pedagogical research exists on developing curricula and ethics training tools to prepare college graduates for entering the workforce. However, many college students are "already" in the workforce while they attend school. Many of these jobs are entry-level or frontline employee positions in retail or service industries,…

Although advertising has played a key role in bringing corporate social responsibility (CSR) to the public agenda on behalf of agency clients, little effort has been made to define what social responsibility means in advertising. A national survey of 1,045 advertising and marketing communications students from 176 colleges and universities were…

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…

We propose Social Learning Theory as a theoretical foundation for understanding the ethical standards of future business leaders. Using data drawn from students from 115 four-year undergraduate institutions in 36 different countries, the relationships among role models, capitalism, and laws were examined. The data suggest that future business…

Sales career opportunities are growing, and the number of women in sales is increasing. Educators must adequately prepare both men and women for today's ethical sales dilemmas. Using the Personal Selling Ethics Scale, the current study analyzes the impact of idealism and relativism on the sales ethics evaluations of men and women. Results indicate…

Previous studies related to student selection of a sales career indicate that their perception of sales as a career is generally negative. Numerous reasons have been offered for this negative view, including negative perceptions of attributes associated with sales jobs and salespeople. This study examines the perceptions of negative and positive…

The field of sales draws a large number of marketing graduates. Sales curricula used within today's marketing programs should include rigorous discussions of sales ethics. The Personal Selling Ethics Scale (PSE) provides an analytical tool for assessing and discussing students' ethical sales sensitivities. However, since the scale fails to address…