A Cross-Cultural Negotiation Role-Play for Sales Classes
Daniel Herlache, University of Wisconsin-Whitewater, Stefan Renkema, HAN University of Applied Sciences Ruitenberglaan, Shannon Cummins, University of Nebraska-Omaha & Carol Scovotti, University of Wisconsin-Whitewater
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Story-Selling: Creating and Sharing Authentic Stories That Persuade
Lisa Spiller, Christopher Newport University
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Entry-Level Salesperson Selection: An Engaging Experiential Exercise for Sales Management Students
M. J. Billups, Salisbury University,& Amit Poddar, Salisbury University
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Intercollegiate Role-Play: Creating a Sense of Reality and Uncertainty in the Sales Classroom
Mark J,. Pelletier, University of North Carolina Wilmington,& Karen Hood Hopkins, Auburn University
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Developing Tomorrow’s Global Sales Leader: Adapting to Cultural Differences Utilizing Role Play
Michael Rodriquez, North Carolina State University Campus,& Stefanie Boyer, Bryant University
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A Teaching Innovation on Retail Environmental Design for Consumers with Disabilities
Meng-Hsien (Jenny) Lin, California State University Monterey Bay, William J. Jones, University of South Dakota, & Akshaya Vijayalakshmi, India Institute of Management Ahmedabad
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Pictures are Worth a Thousand Words: Utilizing Photographic Narrative Inquiry to Identify Retail Atmospherics
Seung Hwan (Mark) Lee, Ryerson University, & Ksenia Sergueeva, Ryerson University
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Give Me a Formula Not the Concept! Student Preference to Mathematical Problem Solving
Manveer Mann, Montclair State University, & Mary C. Enderson, Old Dominion University
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Price Elasticity Concept in Pricing and Non-Pricing Contexts: Learning Activity
Igor Makienko, University of Nevada Reno
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Using Journaling to Enhance Learning and Critical Thinking in a Retailing Course
Angela D. Stanton, Radford University, & Wilber W. Stanton, Radford University
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Dojo Tokens: The Effects of a Token Economy on Undergraduate Student Behaviour and Performance
Jane Lee Saber, Ryerson University
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Using DISC® to Facilitate Instruction of Adaptive Selling
Cindy B. Rippe, Flagler College, Brian Martinson, Tarleton State University& Alan J. Dubinsky, Purdue University
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The Influence of Experts via ADVISE: Using an Advisory Board to Guide Students in Marketing Management
Molly Rapert, University of Arkasas
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Marketing Students’ Attitudes Concerning Traditional Classroom Resources
Gary R. Holmes, Drury University, Charles E. Pettijohn, Drury University & Clinton Amos, Weber State University
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Special Issue Editor’s Review: Crafting the Future of Collegiate Sales Education
Jimmy W. Peltier,  University of Wisconsin-Whitewater, & Andrea L. Dixon, Baylor University
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TONS:  A Guide to Teaching On-line Sales Courses
Cindy B. Rippe,  Tarleton State University, Suri Weisfeld-Spolter,  California Polytechnic State University Shannon Cummins, University of Wisconsin-Whitewater, & Barbara Dastoor, Nova Southeastern University
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Teaching and Training Future Sales Professionals How to Negotiate with Real World Experience
Blake E. Nielson, Weber State University, & Tim Border, Weber State University
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Using Sales Competition Videos in a Principles of Marketing Class to Improve Interest in a Sales Career
Shannon Cummins, University of Wisconsin-Whitewater, Terry Loe, Kennesaw State University, & James W. Peltier, University of Wisconsin-Whitewater
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Learning beyond Negotiation Tactics: The Sales Marketplace
Seung Hwan (Mark) Lee, Ryerson University,
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Instructing Students on the Use of Behavioral Assessment in Sales Hiring
William J. Jones, University of South Dakota, Akshaya Vijayalakshmi, University of South Dakota, & Jenny Lin, California State University, Monterey Bay
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Analyzing the Impact of a Sales Shadowing Program: Process and Outcomes
Linda G. Mullen, Georgia Southern University , & Lindsay R. L. Larson, Georgia Southern University
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Creating Win-Win Collaborations for Students: An Immersive Learning Project for Advanced Sales Courses
Matthew M. Lastner, Louisiana State University, Rebecca Rast, Louisiana State University, & James “Mick” Andzulis, Louisiana State University
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Leveraging Partnerships with Local Companies as a Method of Teaching Sales: A Constructivist Approach
Brian Lilly, University of Wisconsin Oshkosh, & Sarah M. Stanley, Missouri University of Science & Technology
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Changing Students’ Perceptions of Professional Selling Using an Online Learning Workshop
Nita Paden, Northern Arizona University, Roxanne Stell, Northern Arizona University, Kevin J. Trainor, Northern Arizona University,& Sara Mushro, Northern Arizona University
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Introducing Student Sales Managers into Experiential Sales Projects: Improving Student Performance and Reducing Classroom Management
Richard A. Rocco, DePaul University,& D. Joel Whalen, DePaul University,
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Teaching Sales Students How to Become Adaptive Negotiators: Instructional Methods for the Negotiation Scorecard
David E. Fleming, Indiana State University,& Jon M. Hawes, Indiana State University
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An Innovative Approach to Teaching Cultural Intelligence in Personal Selling
David S. Baker, University of Louisiana,& Duleep Delpechitre, Illinois State University
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Empathy and Interpersonal Mentalizing in Ethics Education: An Exercise with graphic Novels
Sarah Fischbach, California Lutheran University,& Suzanne L. Conner, Georgia Southwestern State University
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Advancing Scholarship:  Fostering the Motivation to Research in Future Marketing Scholars
Obinna Obilo, Central Michigan University, & Bruce Alford, Louisiana Tech University.
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Business Perspectives on Faculty Internships: Not Just for Students Anymore
Lori Lohman, Augsburg College, Elena Austin, Augsburg College, Bethany Borgen, Augsburg College, and Sarah Salo Wolff, Augsburg College.
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School Ties:  Social Capital and Student Performance in Individual and Group Tasks
Bryan R. Johnson, Creighton University, Matthew T. Seevers, Creighton University, and Todd C. Darnold, Creighton University.
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Clicking Their Way to Success: Using Student Response Systems as a Tool for Feedback
William H. Hedgcock, The University of Iowa, & Robert M. Rouwenhorst, St. Ambrose University
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How Instructor Enthusiasm Influences the Effectiveness of Asynchronous Internet-Based Sales Training
Aaron D. Arndt, Old Dominion University & Ze Wang, University of Central Florida
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The Benefits of Social Media in Marketing Education:  Evaluating Twitter as a Form of Cognitive Flexibility Hypertext
Shannon B. Rinaldo, Debra A. Laverie, Suzanne Tapp and William F. Humphrey, Jr.
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We All Think It’s Cheating, But We All Won’t Report It:  Insights Into the Ethics of Marketing Students
Brent Smith and Feng Shen
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What About Mutual Drop/Add?  Reactions to an Idea for Dealing with Problematic Student-Customers
Brent Smith
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Want to Enroll in a MOOC?  No Thanks, My Professors Have Their Own Videos
Enda McGovern and Arne Baruca
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Expert-to-Matrix: Improved Learning and Improved Outcomes in Principles of Marketing
Renee J. Fontenot, Joe Schwartz, Douglas A. Goings and Judy J. Johnson
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Should Faculty Use Social Networks to Engage with Students?
Patricia Nemetz, Kirk Damon Aiken, Vance Cooney and Vincent Pascal
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The Reliability of Crowdsource Grading in a Creative Marketing Project Context
Philippe Duverger and Erin M. Steffes
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Motivating Student Performance:  The Role of Accumulated Date in Grade Attainment
Cynthia Rodriguez Cano and Amit Poddar
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The Effect of Attributes of Study Abroad and Risk Aversion on the Future Likelihood to Study Abroad:  A Study of U.S. and Norwegian Undergraduate Marketing Students
Janice M. Payan, Göran Svensson and Nils M. Høgevold
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Ensuring Success For Client-Based Projects: An Advertising Course Case Study
Jean Jaymes West
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Assessing the Effect of Randomization in a Spreadsheet-Based Active Learning Exercise For the Classroom
Thomas M. Hickman, Michael M. Pearson and Lee Mundell
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Crossing All Borders in One Semester: Co-Teaching, Involving Students in a Collaborative Cross-Cultural Research, and Combining Graduate and Undergraduate Education
Mohammad Ali Zolfagharian, A. Fuat Frat and Eliane Munoz
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Taking the Professional Sales Student to the Field for Experiential Learning
Scott Inks, Stacey Schetzsle and Ramon Avila
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Market-Based Curriculum Revision:  A Suggested Process for Curriculum Maintenance
Robert D. O’Keefe and Lawrence O. Hamer
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Motivations to Volunteer and Benefits From Service Learning:  An Exploration of Marketing Students
David J. Burns
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Using Social Media to Address Curriculum Objectives in Integrated Marketing Communications Course
Iryna Pentina
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Nestle:  Brand Alliances in Developing Markets
Brian A. Vander Schee, Timothy W. Aurand, Treneice Pickens, Mary Ma and Anand Ratnakar Girap
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Continuous Additive Peer Review:  A New System to Control Social Loafing in Group Projects
Amit Poddar
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Experiential Learning and Consumer Behaviour:  An Exercise in Consumer Decision Making
Susan D. Meyers
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M-B Indicator and Advertising Careers
Brian D. Till, Srdan Zdravkovic and Bob Morrison
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Identifying and Assessing Fundamental Competencies of Direct and Interactive Marketing
Debra L. Zahay, Carol Scovotti, Robert M. Peterson and Sandy Domagalski
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The Moderating Effect of Coping on Student Satisfaction with a Short Study Abroad Program
Donna J. Hill and Rajesh Iyer
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Epigrammatic Sales Scenarios and Evaluations:  Incorporating the Experiential Learning Approach to Research, Development, and Grading of Sales Presentations
Laura Serviere-Munoz
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Executives in Residence:  A Review and Assessment
Gwen Achenreiner and Marc D. Hein
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An Exploratory Study of Student Learning Assessment in Marketing Programs
Beomjoon Choi, Pingsheng Tong and Craig A. Kelley
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Guided Teaching of Complex Marketing Processes via Implementation of Learning Control Points
Jesse N. Moore, Mary Anne Raymond, Charles R. Duke and Christopher D. Hopkins
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The Marketing Research Portfolio:  A Pedagogical Alternative for Improving Student Performance
Pamela A. Kennett-Hensel, Paul J. Hensel and Stephanie Dellande
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Teaching Integrated Pricing Strategy:  Comcast as a Case in Point
Brian A. Vander Schee, Timothy Aurand, Sylvia Suszek, Air Bastarrica, Chidi Asiegbu and Brian Butler
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Revisiting Professional Development:  Reconciling the Needs and Responsibilities of Faculty, Researchers, and Administrators with the New Realities in Higher Education
John Cherry and Judy A. Wiles
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Cases in Sport Marketing:  Instructor’s Perceptions of Case Location and Instructional Use
Frank R. Veltri, Vish Iyers, John J. Miller and Rex Moody
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Experimenting with Team Norms in a Marketing Simulation
Sandra Mottner
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A Recipe for Success:  How Crossfunctional Projects Motivate MBA Students, Bring the University and Local Community Closer, and Keep the AACSB Happy
Tanja Steigner, Kevin R. Coulson and Bhanu Balasubramnian
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An Exploratory Analysis of Sales Education Practices and Sales Skills, Attitudes, and Behaviours in MBA Programs:  The United States and The United Kingdom
Charles E. Pettijohn and Linda S. Pettijohn
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Student Course Perceptions:  A Perceived Each-of-Use – Perceived-Usefulness Framework
Somjit Barat, Rajasree K. Rajamma, Mohammad Ali Zolfagharian and Gopala Ganesh
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Deepening Multicultural Marketing Instruction:  The Universal and Temporal Dimensions of Ethnic Diversity
E. Vincent Carter
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Managing the Service Component in Academics:  Practical Advice for Scholars
Nancy D. Albers-Miller
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Assessing Service-Learning Outcomes in a Principals of Marketing
Susan D. Geringer, Andreas W. Stratemeyer, Alan Canton and William Rice
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Picture the Numbers:  A Conceptual Illustration of Linking Marginal Reasoning, Marketing Actions, and Pro Forma CVP Analysis with a Spreadsheet Picture
James H. Underwood III, Robert P Bush and Will C. Heath
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Test Item Order, Academic Achievement and Student Performance on Principles of Marketing Examinations
Brian Vander Schee
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Self-Marketing Tools for Business Educators
Madan M. Batra, Andreas Klein and Framarz D. Byramjee
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Exploring the Murky Waters of Self-Plagiarism
Matt Elbeck
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A Contributor Analysis of Educational Research in Marketing
Frank R. Urbancic
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Evaluating the Impact of Student Response Systems on Student Performance
John P. Carney, Gordon R. Gray and Stacia West-Gray
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Marketing Education for Sustainability
Wendy Bryce Wilhelm
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Using Parables to Teach Marketing
Timothy R. Graeff
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Evaluating Experiential Learning Activities
Mark R. Young, Eve M. Caudill and J. William Murphy
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The Comparison and Testing of a Hybrid-Wiki Course
J. Michael Weber
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Preparing the Next Generation of Sales Professionals Through Social, Experiential, and Immersive Learning Experiences
Scott A. Inks and Raymond A. Avila
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When Two Worlds Collide:  An Exploratory Study of Foreign-Born Professors’ Teaching Experiences in American Business
Haiyan Hu and Stacey Hills
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Using the Most Effective Teaching Methods:  a Comparison of Marketing and Management Classrooms
Gregory S. Black and Sue Stewart Wingfield
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Understanding the Priorities of Marketing Education Stakeholders:  A Critical Examination of How Well We Practice What We Teach
Bradley W. Brooks, David V. Rudd and Michael A. Tarabek
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Benchmarking Publishing Activity of U.S. Colleges and Universities Across the Leading Journals:  A Grouped Evaluation
Michael Jay Polonsky, John D. Mittelstaedt and Jesse N. Moore
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Exploring Marketing Students’ Perceptions of Pedagogical Innovations Using the Critical Incident Technique (CIT) Approach
Vishag Badrinarayanan and Sreedhar Madhavaram
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Using the Six Principles of Influence to Increase Student Involvement in Professional Organizations:  A Relationship Marketing Approach
W. Randy Clark and Katie J. Kemp
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A Practical and Effective Marketing Plan Assignment for Principles of Marketing Students
Douglas J. Lincoln and Nancy T. Frontczak
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Experiential Learning:  Impact of Two Instructional Methods on Student-Instructor Interaction, Student Critical Thinking, and Student Course Evaluations
Robert Wheeler
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Methods for Improving the Interpretative Value of Student Evaluations of Teaching
Robert D. O’Keefe, Lawrence O. Hamer and Philip R. Kemp
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E-Venture:  Setting up Shop Online:  Creating a Student E-Business Pre-Incubator Experience
Jeffrey C. Dilts, William J. Hauser, Dale Lewison and Michael LeHere
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Recreating the Principles of Marketing Group Project:  A Case Study in Service Learning
Joe Schwartz and Renee J. Fontenot
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What Are Students’ Perceptions of Personal Selling as a Career?
John E. Spillan, Jeffrey W. Totten and Christopher Ziemnowicz
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Teaching Professional Selling:  A Relationship Building Process
Philip R. Tyler and Neil Hair
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Subculture:  A Bargain Concept in Marketing Education
Shaheen Borna, James M. Stearns and Dheeraj Sharma
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Bridging the Chasm Between the Academic and Corporate Environment:  The Impact of Covey’s 8th Habit on Undergraduate Students in a Contemporary Issues Marketing Class
Debra A. Haley
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Proactive Inhibition to Learning Marketing:  An Assessment and a Remedy
Mary L. Joyce and Roy D. Adler
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Integrating Concepts Across Marketing Courses via Experiential Learning
Douglas J. Ayers and Robert L. Underwood
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PowerPoint and Other Publisher-Provided Supplemental Materials:  “Oh Lord, What Have We Done”?
Pamela A. Kennett-Hensel, Julie Z. Sneath and Milton M. Pressley
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Everything I Learned about Teaching I Learned from Bad Examples (OK, Not Everything)
Nancy D. Albers-Miller
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Virtual “Third Places” and Experiential Learning:  A Case Study of Blogging in a Marketing Promotions Course
Michael A. Levin and Donna F. Davis
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Illegal Questioning:  A Study of Marketing Student’s Recent Interview Experiences During Their Career Searches
Linda Greef Mullen, Ramendra Thakur and Kyle Hensel
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What is Referenced in Marketing Publications and Has It Changed over Time?
Michael Jay Polonsky and Clair Polonsky
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Personal Values of American and European Marketing Educators:  A Comparative Analysis
Murat Hakan Altintas, Fusun Cinar Altintas and Tuncer Tokol
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The Success of Marketing Doctoral Programs:  Inputs from Doctoral Students’ Evaluations
David Kurtz, My Bui and Andrea Heintz Tangari
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Lasting Effects of the First Day in Principles of Marketing
Brian A. Vander Schee
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Addressing Academic Dishonesty:  The Implications for Business Schools, Professors, and Students
Jacqueline K. Eastman, Rajesh Iyer, Kevin L. Eastman
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Marketing a Department:  One Chair’s Experience in Curriculum Revision
Chong “Joanna” S.K. Lee
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Ethics Education in Marketing:  Are Stakeholders’ Interests Over-Shadowing Shareholders
Philip R.P. Coelho and James E. McClure
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Are Female Marketing Students Always More Ethical Than Male Marketing Students?
Janice M. Payan and Vish Iyer
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A Content Analysis on the Role of Ethics in the Business Curriculum
George W. Stone, Mathew Joseph, Lonnie Phelps and Ashley Berken
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Addressing Current Research Gaps and Directions in Educational Marketing Simulations
Bradley W. Brooks, Timothy E. Burson and David V. Rudd
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Marketing Scholarship:  Evolving Research Standards
Karl A. Boedecker and Fred W. Morgan
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An Experiential Model for Teaching Intercultural Competencies:  Integrating Federal Information Resources into Marketing Courses
Ruth Arleen Lesher Taylor
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Videotaped Role Play Exercises in Large Sales Management Classes
Robert E. McDonald
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A Survey of Student Attitudes Toward Distance Learning in Marketing Courses
James P. Beaghan
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Textbook Adoption Process by Marketing Professors
Kenneth E. Clow, Robert E. Stevens and C. William McConkey
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Training Students to Gather Data:  The Student Perspective
Penny M. Simpson, Jesus Tanguma and Laura Serviere
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Great Marketers as Role Models:  The Key Characteristics Students Can Emulate
Brian T. Engelland, Jason E. Lueg and Stevie Watson
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The Undergraduate Capstone Marketing Course:  Objectives, Content, and Pedagogy
Victoria L. Crittenden and William F. Crittenden
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Experiential Marketing Projects:  Student Perceptions of Live Case and Simulation Methods
Jill K. Maher and Renee Shaw Hughner
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Do Student Grades Affect Student Numeric Ratings of Marketing Professors?  Applying Attribution Theory to Help Answer This Question
Jerry Gotlieb and Ron Milliman
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The Successful Preparation and Development of Future Marketing Professionals:  A Recommended Methodological Framework
Sharyn Rundle-Thiele, Rebekah Bennett and Susan Dann
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Anthropological Approach to Consumer Behavior:  A Marketing Education Case of Teaching and Learning
Robert Tian
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A Comparison of Professor and Student Viewpoints Regarding Attendance and Excused Absences
Nancy K. Keith, Melissa S. Burnett, Charles E. Pettijohn and Peggy S. Gilbert
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Creating the Comprehensive Direct Interactive Marketing Program
William J. Hauser and Dale M. Lewison
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Performance on the Final Exam in the Principles of Marketing Course:  Relationships with Self-Handicapping
David J. Burns
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Bridging the Gap:  A Business Start-Up Experience
Leisa L. Marshall, L. Wayne Plumly, Rajesh Iyer and Paul A. Fadil
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Activity-Based Costing and the MBA Core Marketing Administration Course:  A Cross-Disciplinary Case Approach
Lawrence Silver and C. Terry Grant
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Competitive Learning:  Beyond Project Based Classes
Mary Ann Stutts and Vicki West
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Personal Epistemological Beliefs and Their Relationship to Learning
Mark R. Young
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Married with the Same Job
Charles E. Pettijohn and Linda S. Pettijohn
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Attitudes About Work Practices, Time Allocations, and Publication Output:  Profiles of Australasian Marketing Academics
Biljana Juric, Michael Jay Polonsky and Gary Mankelow
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Managing Student Satisfaction with Non-Business Curriculum Alternatives:  An Analysis of Student Perceptions with Strategic Implications
Nancy D. Albers-Miller, Penelope J. Prenshaw and Robert D. Straughan
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Creative Benchmarking in Marketing Education:  Comparing Best Practices Among Divergent Universities
Keikki Karjaluoto, Soili Niinikoski, Asko Karjalainen and Kimmo Kuortti
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Charitable, Non-Profit, and Profit Making Organizations:  Student and Community Benefits in a Resource Constrained Environment
Debra A. Haley
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Making Effective Use of Student Evaluations to Improve Teaching Performance
Brian T. Engelland
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Teaching is Not Telling:  The Case Method as a Form of Interactive Learning
Jon M. Hawes
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Your Teaching Reputation:  A Little Bit of “Vegas” Goes a Long Way! (Part 2)
Melissa Moore and Robert Moore
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Marketing Education:  Perspectives of Highly Involved E-Business Practitioners
JoAnn K. Linrud and J. Holton Wilson
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An Examination of Intrinsic and Extrinsic Motivational Factors That Affect Research Productivity of Marketing Academicians
David L. Kurtz, Jeremy Kees and Travis Tokar
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ACT/SAT Scores and Academic Performance of Business Students:  Are Marketing Majors Different?
Preveen Aggarwal, Rajiv Vaidyanathan and Linda Rochford
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Your Teaching Reputation:  A Little Bit of “Vegas” Goes a Long Way!
Melissa Moore and Robert Moore
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Internet Utilization in the Marketing Strategy Class:  Using Best Practices Websites
Marcelo Eduardo, J. Bryan Hayes, Rice P. York, Sharon Seay
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Cublo:  A Measure for Core Universal Business Learning Outcomes
Christopher D. Hopkins and Charles R. Duke
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What to Consider Before Developing a Specialization (Track, Emphasis, or Center):  Personal Selling as a Template
Dan C. Weilbaker
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Exam Question Sequencing Effects of Marketing and Management Science Student Performance
Michael Russell, Michael J. Fischer, Carol M. Fischer and Kathleen Premo
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Using the Importance-Performance Grid to Evaluate International Student Perceptions of Service Quality in Education:  An Investigation from an Australian College Perspective
Matthew Joseph, George Stone and Beatriz Joseph
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Inter-Group Communication Among Cross-Disciplinary Student Teams:  An Exploratory Study of Process and Effects
Kenneth Laird, Melvin Prince and Mark T. Spence
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A Futuristics Course:  Towards Instilling a Future-Orientation in Marketing Students
Allen D. Schaefer and Denny McCorkle
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Exemplum Docent:  Maximizing Student Learning By Involving Students and Technology in the Assessment and Feedback Process
Lori S. Feldman
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Three Personal Development Student Learning Activities:  Separate But Conceptually Linked
Steven B. Corbin
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Selecting the Right School for Doctoral Study:  A Five-Step Decision Process
Brian T. Engelland, and Collin M. Zirkle
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A Name Recognition Study of Marketing Academics:  Contrasting Journal Publication and Textbook Authorship
David L. Kurtz, Jennifer Christie and Scott Smith
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Case Study:  Teaching an Electronic Course
Sandip C. Patel and Jane Huffman Hayes
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Extending Quality Assessment Beyond The Classroom:  The Campus Computer Lab Scale
Ernest Bekkering and Brian Engelland
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Faculty Education:  The Key to Gaining Acceptance of Cross-Functional Business Programs
Richard F. Anthony, Carol W. DeMoranville and Timothy W. Aurand
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Improving Group Collaboration and Student Teams’ Understanding of Responsibility Through a Three=Phased Classroom Assessment Technique
Steve Corbin
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A Performance-Centered Approach to Marketing Education
Lewis Hershey
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Delivering Distance Education Via Interactive Television:  Considerations in Faculty Preparation, Course Administration, and Student Evaluation
Bruce L. Alford and Brian T. Engelland
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The New Job Description for Marketing Faculty
Norm Borin
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A Note on Starting and Building a Research Agenda
Kristy E. Reynolds and Mark J. Arnold
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A Theory on What Makes a Master Teacher
Michael R. Luthy
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Signing a Contract to Write a Textbook:  Planning, Co-Authors, Negotiations, and Contract Provisions
David Kurtz
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