Although salespeople have long been urged to recognize and adapt to customer needs and wants by observing communications style and other cues or signals by the buyer, nonverbal communications by the salesperson have received much less empirical scrutiny. However, nonverbal communications may be important in this context; research in several…

Although both experiential learning and Web 2.0 tools focus on creativity, sharing, and collaboration, sparse research has been published integrating a Web 2.0 paradigm with experiential learning in marketing. In this article, Web 2.0 concepts are explained. Web 2.0 is then positioned as a philosophy that can advance experiential learning through…

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…

This article explores the factors that influence students' intention to complain following a bad classroom experience using a customer service framework from the marketing literature. An online survey was conducted with 288 participants using the critical incident approach. Results indicate that predictors of intention to complain differ based on…

Using an active learning approach to motivate students to learn has been advocated by many educators. It has been an ongoing discussion on whether marketing educators should customize their teaching activities based on the learning styles found in their classes recently. This study uses a scale of learning styles that includes a measure of the…

This article seeks to address how marketing academics can best serve marketing practice through marketing education. It is contended that, where technology is driving marketing in practice, it is afforded significantly less attention in both theory and education. Thus, the marketing graduates being produced from universities are often lacking in…

Teaching retailing principles to students is a challenge because although real-world wholesale and retail decision making very heavily depends on dynamic conditions, classroom exercises are limited to abstract discussions and role-playing. This article describes two interlocking class projects taught using the virtual reality of secondlife.com,…

Using an experiential learning model as a conceptual background, this article discusses characteristics and learning objectives for well-known foreign study programs such as study tours, study abroad, and internships and compares them with a less common overseas program called the "Global Marketing Program" (GMP). GMP involves interdisciplinary…

Marketing faculty use cases, simulations, and client-sponsored projects to achieve learning objectives in the marketing capstone class. This class typically aims to integrate and apply previously learned material and to transition students into their careers. Drawing on the professional school, creative problem solving and constructivist learning…

The teaching environment in business schools has changed dramatically over the last decade. But the last comprehensive review of the scholarship of teaching was conducted more than a decade ago. Where and from whom do the best practices for teaching originate today? To answer this question, the authors examine marketing education scholarship…

Direct measures (tests) of the pedagogical effectiveness of team testing and indirect measures (student surveys) of pedagogical effectiveness of team testing were collected in several sections of an undergraduate marketing course with varying levels of the use of team testing. The results indicate that although students perceived team testing to…

With an increasingly competitive job market, this study focuses on what marketing educators can do to help students develop a sustainable competitive advantage. The authors conducted a survey of students, faculty, and recruiters to develop a better understanding of what skills and characteristics might be of value to each group of respondents and…

Competence in pedagogy and research is the sine qua non of marketing educators' careers. However, there is evidence in the literature that marketing academics focus "more on" and "are more competent" in research than teaching. This imbalance, in a majority of instances, can be traced back to doctoral education. Doctoral programs in marketing are…

This article outlines the development of a project-based capstone marketing course, specifically designed to provide marketing students with an international community service learning experience. It differs significantly from previous studies, which focus on integrating service learning into existing marketing courses and on helping local…

In marketing, as in many other academic disciplines, new scholars are often taught a simple formula for the achievement of professional success: the single-minded pursuit of "A"-level journal publications. Although the goal of producing high-quality research that is ultimately published in top level journals is certainly worthwhile, the attainment…