Follow

Submissions from 2021

PDF

The Impact of Live Cases on Student Skill Development in Marketing Courses, Shannon Cummins and Jeff S. Johnson

Submissions from 2020

PDF

Understanding students’ decision-making process when considering a sales career: a comparison of models pre- and post-exposure to sales professionals in the classroom, Shannon Cummins and James W. Peltier

Submissions from 2019

PDF

Why do many consumers prefer to pay now when they could pay later?, Arvind Agrawal and James W. Gentry

Submissions from 2018

PDF

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

PDF

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

PDF

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

PDF

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

PDF

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

Submissions from 2015

PDF

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

PDF

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

PDF

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

PDF

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

PDF

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

PDF

Influences on Consumers' Recycling Intentions of Compact Fluorescent Lamps—Mercury as a Factor, David M. K. Treumann and Jonna Holland

Submissions from 2011

PDF

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

Submissions from 2004

PDF

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