Special Issue: Teaching Innovations in Sales Education
Imagining Successful Teaching and Learning
Special Issue Editors; Andrea L. Dixon, Baylor University, & Tyrha M. Lindsey-Warren, Baylor University
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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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Issue 2 Fall
Any Questions? Questioning Skills as a Selling Tactics for Sales Students
Aaron D. Arndt, Old Dominion University, Cindy B. Rippé, Flagler College, & Stephen B. Castleberry, University of Minnesota Duluth
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Congruence between Course Modality and Professor Communication: A Study of Pedagogical Impact using Sales Techniques
Cindy B. Rippé, Flagler College, Suri Weisfeld-Spolter, Nova Southeastern University, Shannon Cummins, University of Nebraska-Omaha, & Yuliya Yurova, Nova Southeastern University
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Designing Marketing Courses based on Self-Determination Theory: Promoting Psychological Need Fulfillment and Improving Student Outcomes
Steven W. Rayburn, Texas State University, Sidney T. Anderson, Texas State University, & Karen H. Smith, Texas State University
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Monographic versus Multiple Essay Dissertations: A Comparison of Journal Publications in the Marketing Discipline
William C. Martin, Eastern Washington University, Mary K. Askim-Lovseth, University of North Dakota, & Connie Rae Bateman, University of North Dakota
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Student Perceptions of and Satisfaction with Mobile Polling Technology: An Exploratory Study
Bela Florenthal, William Paterson University
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