The Four Tendencies personality framework, as developed by Gretchen Rubin, allows insight into one's typical responses to both inner expectations (e.g., a personal goal like a New Year's Resolution) and outer expectations (e.g., a request from a classmate or coworker). While the Four Tendencies could be applied to many concepts within the…

More than any other area of business, expertise in personal selling and sales management can best be seen through applied learning styles. Many universities are now offering sale concentration in marketing or even MBA degrees. However, many students still feel instructors' teaching methods are outdated. Instructors use many different techniques…

In an ever changing global economy, higher education experiences accountability issues in educating the workforce. Graduates require the knowledge and skills necessary to succeed in the global workplace. For graduates to have the opportunity to attain this understanding and expertise, it is critical to identify what influences curriculum…

Electronic reverse auctions are increasingly being used by firms to improve firm financial and operational performance. The described teaching innovation serves as a model for introducing electronic reverse auctions as a central element in a comprehensive negotiation exercise involving sales management and purchasing management students. Results…

Using both qualitative and quantitative methods, this study explores whether perceptions of critical hiring criteria for entry-level sales positions differ across sales managers and sales representatives. This research also examines which classroom activities and skills these individuals perceive to be most important for strengthening the desired…

New career opportunities exist for family and consumer sciences (FCS)professionals as traditional formats for shopping service, and information transition to a virtual environment. The requisite competencies and skills necessary for effective online operations are identified. Interactions with industry personnel and supporting literature revealed…

Internships provide the opportunity to apply classroom theory into practical, hands-on experience while simultaneously developing skills that improve course performance (Daugherty, 2000). In addition, the experiential opportunity increases the probability for securing a full-time position upon graduation. The purposes of this study are to examine…