Sales education programs are undergoing rapid growth and dynamic change as more business and other undergraduate students pursue sales jobs as desirable career entry points. The number of collegiate sales programs has grown dramatically over the past decade, and sales educators today are increasingly focused on teaching experientially. That is,…

Sales education is on the rise and for good reason. Statistics say that sales jobs will continue to grow at a rapid rate over the next few years. Many universities are preparing their students to start their careers in the professional selling function through the inclusion of sales education in their business curriculum. Yet little research…

In an application of experiential learning, assessment, and career development, this article reports a field experiment of teaching sales students adaptive selling skills via an "Improvisational (Improv) Comedy" technique: "Yes, And." Students learn this well-established theatrical improv method via classroom lecture,…

With a better understanding of the typical sales student, sales educators can design and deliver curriculum with a more customer-oriented approach. In order to better understand the decision to pursue sales education, more than 500 undergraduate business students at a large Midwestern university participated in a survey that examined the factors…

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…

With growing industry demand for sales professionals, recruitment at colleges and universities that have a sales education focus has increased remarkably over the past few years. However, results indicate that hiring organizations face an uphill task in filling sales positions. Recruiters and students struggle to build critical person-job fit…

Many educators today emphasize student engagement and self-regulated learning, including giving students choices. However, research suggests that too much choice can have negative consequences such as feelings of stress and regret. An experimental design wherein students were offered different numbers of choice options when previewing, as in a…

In a global business environment, marketing education must support students to develop cross-cultural agility and adeptness with an aim to enhance their employability. This article contributes with an experiential cross-cultural exercise that enables students to develop new enterprises in collaboration with other students in a different country…

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…

Recent years have seen a significant increase in the importance of environmental protection and sustainability to consumers, policy makers, and society in general. Reflecting this, most organizations are at least aware of this new agenda and wish to be seen as taking steps to improve behaviors in this regard. However, there appears to be a gap…

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,…

While textbooks remain a key part of the teaching and learning process, evidence suggests that student completion of reading assignments is lower than teacher expectations. Although there is a small body of literature examining textbook use, studies relating specifically to marketing textbooks are sparse. This article seeks to explore how…

This article proposes a theory-based contagious motivation model focusing on enhancing student perceptions of group projects and ultimately course satisfaction. Moreover, drawing from both pedagogical and organizational behavior literatures, a model is presented that ties together intrinsic motivation theory with social contagion and…