Conventional wisdom in sales management encourages public delivery of positive feedback, and private delivery of negative feedback. In stark contrast, U.S. educators typically provide all performance feedback in relative (if not strict) privacy to comply with the Family Educational Rights and Privacy Act (FERPA). To investigate this discrepancy,…

New information technologies are transforming marketing practice, leading to calls for marketing academics to focus their research and teaching more tightly on areas relevant to practitioners. Developments in e-commerce, business geographic information systems (GIS), and social media offer powerful marketing tools to nontechnical users. This paper…

This paper describes an application of active learning within two different courses: professional selling and sales management. Students assumed the roles of sales representatives and sales managers for an actual fund-raiser--a golf outing--sponsored by a student chapter of the American Marketing Association. The sales project encompassed an…

With the rapid growth of social networking and media comes their consideration for use in the marketing classroom. Social networking skills are becoming essential for personal branding (e.g., networking, self-marketing) and corporate/product branding (e.g., marketing communication). This paper addresses the use of LinkedIn (i.e., an online…

To understand how learners of respective types respond to marketing games, a joint space generated by canonical correlation analysis is used to recreate Kolb's learning style-type plot and locate business students as points within it according to their learning style types. Two hundred twenty-three undergraduate students played The Marketing Game!…

University classes in marketing are often large and therefore require teams of teachers to cover all of the necessary activities. A major problem with teaching teams is the inconsistency that results from myriad individuals offering subjective opinions (Preston 1997). This innovation uses the latest moderation techniques along with Audience…

The marketing education literature emphasizes and documents the effectiveness of using the student-authored case (SAC) method as a means to develop managerial and critical thinking skills. However, most SACs are short lived, lack suggested case solutions, do not benefit from peer feedback, and present challenges in finding relevant company data.…

Expectations from the business world and business school accreditation bodies to create learning outcomes that enhance students' understanding of ethical concepts call for marketing educators to integrate ethics into their pedagogy. This paper summarizes a debate activity used in an undergraduate marketing communications course. Debates engage…

This paper describes the design, implementation, and evaluation of a marketing career speed networking event held during class time in two sections of the consumer behavior class. The event was coordinated through a partnering effort with marketing faculty and the college's Career Center. A total of 57 students participated in the event, providing…