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Submissions from 2018

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A Cross-Cultural Negotiation Role-Play for Sales Classes, Daniel Herlache, Stefan Renkema, Shannon Cummins, and Carol Scovotti

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RECRUITING SALES STUDENTS: THE VALUE OF PROFESSIONALS IN THE CLASSROOM, Blake Nielson and Shannon Cummins

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Congruence between Course Modality and Professor Communication: A Study of Pedagogical Impact using Sales Techniques, Cindy B. Rippé, Suri Weisfeld-Spolter, Shannon Cummins, and Yuliya Yurova

Submissions from 2016

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Using Sales Competition Videos in a Principles of Marketing Class to Improve Interest in a Sales Career, Shannon Cummins, Terry Loe, and James W. Peltier

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TONS: A Guide to Teaching On-line Sales Courses, Cindy B. Rippé, Suri Weisfeld-Spolter, Shannon Cummins, and Barbara Dastoor

Submissions from 2015

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Evaluating Educational Practices for Positively Affecting Student Perceptions of a Sales Career, Shannon Cummins, James W. Peltier, Nadia Pomirleanu, James Cross, and Rob Simon

Submissions from 2014

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Investigating the Portrayal and Influence of Sustainability Claims in an Environmental Advertising Context, Shannon Cummins, Timothy M. Reilly, Les Carlson, Stephen J. Grove, and Michael J. Dorsch

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A Parsimonious Instrument for Predicting Students’ Intent to Pursue a Sales Career: Scale Development and Validation, James W. Peltier, Shannon Cummins, Nadia Pomirleanu, James Cross, and Rob Simon

Submissions from 2013

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A Critical Review of the Literature for Sales Educators, Shannon Cummins, James W. Peltier, Robert Erffmeyer, and Joel Whalen

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Institutional Theory and the Evolution of Marketing Channels in Emerging Economies: Setting a Research Agenda, Birud Sindhav

Submissions from 2011

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Co-creation of Value: Creating New Products through Social Media, Birud Sindhav

Submissions from 2004

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Building Relationships between Business Schools and Students: An Empirical Investigation into Student Retention, Phani Tej Adidam, R. Prasad Bingi, and Birud Sindhav