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A CRITICAL CHALLENGE AWAITING MARKETING EDUCATION.
The thesis of this paper is that the ability to transfer marketing knowledge into various environments and situations is extremely important to our students. Marketing educators should become more sensitive to the issues and implications that transfer entails, and we must create awareness and increase students' skills in these pivotal directions. Major issues surrounding transfer are discussed in conjunction with its close relative, metacognition, and propositions are tendered that should encourage much additional thought among marketing educators. The results of an assignment involving metacognition and transfer are reported. Discussion is provided and research directions are proposed that will be important to the future inclusion of transfer in our courses.ABSTRACT FROM AUTHORCopyright of Marketing Education Review is the property of CTC Press and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract.
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A MULTILEVEL APPROACH TO RETAIL MANAGEMENT EDUCATION: INTEGRATING CUSTOMER AND SUPPLY CHAIN PERSPECTIVES.
Retailers today compete not only firm to firm, but also supply chain to supply chain. Thus, a new approach to teaching retailing from an inter-firm relationships perspective, allowing for the coverage of both consumer and supply chain issues, is needed to address fundamental changes in 21<sup>st</sup> century retailing. In this article, we build a conceptual model of retailer to consumer and retailer to supply chain partner interactions impacting satisfaction and performance. We then connect additional supply and demand conceptual issues to the consumer and supply chain management perspectives in retailing and draw a potential outline for instructors interested in an updated, more holistic approach to retail education.ABSTRACT FROM AUTHORCopyright of Marketing Education Review is the property of CTC Press and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract.
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A SPREADSHEET PRICING MODEL APPROACH TO TEACHING PRACTICAL PRICING CONCEPTS IN THE MARKETING CLASSROOM.
Pricing is a difficult subject area for which to generate classroom interest and excitement. Yet, it is important that students understand and experiment with the practical elements of pricing, including fixed and variable costs, financial goals, sales margins, market potentials and sales goals, and breakeven analysis. Problems in presenting these concepts include classroom time and the complexity of calculations. To address these concepts and overcome these problems, the authors present an exercise to address seven learning objectives using a spreadsheet pricing model to build student learning on key pricing concepts and a written assignment in which the student interprets the spreadsheet he or she has developed. Student evaluation data on perceived learning effectiveness for the seven objectives support the spreadsheet approach and student assignment presented here.ABSTRACT FROM AUTHORCopyright of Marketing Education Review is the property of CTC Press and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract.
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AN EXAMINATION OF ALTERNATIVE APPROACHES TO THE TREATMENT OF CONFIDENTIAL INFORMATION IN LIVE CASE PROJECTS.
In recent years, marketing educators have been using an increasing number of experiential learning assignments in their courses. As students leave the relatively safe confines of the university to interact with businesses, they collect information which could in some cases be considered confidential. This study examines various methods of dealing with client information in live case projects and identifies the related risks and rewards. The typical elements of a non-disclosure or confidentiality agreement are set forth and some of the implications of using such agreements for students, faculty supervisors and outside businesses are explored.ABSTRACT FROM AUTHORCopyright of Marketing Education Review is the property of CTC Press and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract.
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BECOMING INVOLVED WITH INVOLVEMENT: TIES, TIES AND MORE TIES.
This teaching innovation is a collaborative learning exercise exploring the complexities of consumer involvement. Students in a consumer behavior class are asked to develop four, in-depth consumer profiles of individuals who buy ties. The four profiles correspond to four different consumer involvement situations: complex decision making (the traditional high involvement situation), inertia (the traditional low involvement situation), brand loyalty and limited decision making. Once developed, the four consumer involvement profiles become prompts for further discussion about market segmentation and differentiated marketing strategy. The article briefly reviews consumer involvement theory and describes the process for conducting the teaching innovation.ABSTRACT FROM AUTHORCopyright of Marketing Education Review is the property of CTC Press and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract.
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BROADENING STUDENT SOCIETAL AWARENESS THROUGH SERVICELEARNING AND CIVIC ENGAGEMENT.
Egregious abuses of power by businesses like Enron, Tyco, and WorldCom create hardship for thousands of people and undermine the public's trust in business and the marketplace. Societal complaints about business practice quickly turn into demands for Universities to develop business students who are aware of personal and corporate responsibility to a wide range of stakeholders. Some business schools respond to this expectation through service learning, a pedagogical approach that combines rigorous classroom content and theory with experiential application through civic engagement, mostly through service to community organizations. This article examines the responses of 133 marketing students to their service-learning experience, and concludes that service learning is a viable means of developing and improving student social awareness and civic engagement.ABSTRACT FROM AUTHORCopyright of Marketing Education Review is the property of CTC Press and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract.
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BUILDING SALES COMPETENCIES THROUGH SERVICE LEARNING.
The purpose of this article is to report a case study of using service-learning methodology in an undergraduate sales course. Specifically, this article provides faculty with a creative vantage point from which students can gain insights into both buyer and seller perspectives of the sales process via the support of community partners. Overall, the article endorses the integration of service learning into sales or other marketing courses when thoughtful consideration is given to strategizing and implementing specific service learning activities that facilitate positive learning outcomes.ABSTRACT FROM AUTHORCopyright of Marketing Education Review is the property of CTC Press and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract.
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CASE ANALYSES WITH EXTENSIVE STUDENT INVOLVEMENT: MANAGEMENT VERSUS CONSULTANTS CASE METHOD (MCM).
Student involvement is a vital element of effective learning. Excessive use of the traditional case method (TCM) has been criticized for diminishing student involvement. This article introduces a variant of TCM named Management versus Consultants Case Method (MCM) to address this concern. The benefits of MCM include voluntary class participation, extensive student involvement, advanced opportunity for role playing, and the ability to provide in-depth peer/facilitator feedback. The MCM approach is compared with that of TCM and sample team assignments and a class outline are provided.ABSTRACT FROM AUTHORCopyright of Marketing Education Review is the property of CTC Press and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract.
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CRITICAL LEARNING AND REFLECTIVE PRACTICE: AN EXPLORATORY STUDY USING TAPE RECORDED JOURNALS.
This exploratory study looks at how the use of tape-recorded journals can help to create the right conditions for reflective learning to take place. The advantages of using voice recorders are discussed and a number of themes are identified that contribute to the development of autonomous learning and critical thinking. These include immediacy, creativity, sincerity, effective communication and, most importantly, thinking and talking. Marketing students enjoyed the experience of taking control of their own learning and provided a number of insights into their own learning strategies. The paper concludes with a recommendation that educationalists consider using tape recorders to encourage the kind of reflection and critical thinking that are essential to life-long learners.ABSTRACT FROM AUTHORCopyright of Marketing Education Review is the property of CTC Press and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract.
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DECONSTRUCTING IDENTITY: AN EXERCISE TO CLARIFY THE DETERMINANTS OF BRAND LEGITIMACY.
This paper presents a teaching innovation designed to explore several consumer behavior concepts as they relate to branding and perceptions of brand legitimacy including identity, markers of sub-cultures, and self-congruency theory. The innovation encourages students to deconstruct their own identities using their brand choices as "markers" that signify/meaning to others. In doing so, it enables students to recognize the inherent cultural diversity present in many environmental contexts as well as the degree of "shared meaning" possible with others, even those who are not a part of our subculture.ABSTRACT FROM AUTHORCopyright of Marketing Education Review is the property of CTC Press and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract.
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FOSTERING INFORMATION LITERACY IN THE MARKETING CURRICULUM BY ENGAGING STUDENTS WITH PRINT MARKETING RESOURCES.
Marketing students are challenged to operate in a knowledge-based environment where they need strong information literacy skills. To successfully solve real-world problems, students must know how to find, evaluate, and use information in a timely and cost-efficient manner. This assignment helps students become involved with print marketing resources in an active and engaging way. Students learn to creatively dramatize the features, advantages, and benefits of two different print marketing resources by designing magazine-style advertisements and delivering sales pitches. The primary benefit of this assignment is that students learn to solve marketing-oriented problems as they simultaneously strengthen aptitude in information literacy.ABSTRACT FROM AUTHORCopyright of Marketing Education Review is the property of CTC Press and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract.
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FROM THE EDITOR.
The article discusses various reports published within the issue, including one by Berry and Workman on a service learning program for students and another by Spake on ethical views of students.
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FROM THE EDITOR.
This article presents an introduction by the editor to this issue that focuses on innovations in teaching and marketing education.
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FROM THE EXECUTIVE EDITOR.
This article presents an introduction by the editor to this issue that focuses on innovations in teaching and marketing education.
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FROM THE EXECUTIVE EDITOR.
A preface to the September 2007 issue of "Marketing Education Review" is presented.
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IMPROVING UNIFORMITY OF STUDENT LEARNING IN PREREQUISITE COURSES: THE UNIFORM PREREQUISITE LEARNING (UPL) METHOD.
Frequently, students entering advanced marketing courses are inadequately prepared and, further, often enter these advanced courses with differing levels of understanding of prerequisite topics, inhibiting both learning and instruction in follow-up courses. This paper introduces a teaching innovation, called the Uniform Prerequisite Learning (UPL) method, which results in unusually high and uniform (student to student) levels of preparation for future classes. Student reactions to the method are very positive, reporting greater learning and retention of knowledge than previous classroom experiences. Initial indications are that the student confidence is well placed.ABSTRACT FROM AUTHORCopyright of Marketing Education Review is the property of CTC Press and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract.
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INNOVATIVE MARKETING EDUCATION.
This article presents an introduction to the work of R. Glenn Richey, Lauren Skinner and Chad Autry on retail management education.
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INTEGRATING GEOGRAPHIC INFORMATION SYSTEMS (GIS) INTO THE MARKETING CURRICULUM.
Though spatial information is of vital importance in a wide variety of marketing decisions, geographic information systems (GIS) applications are not well integrated into the marketing curriculum. Such integration faces a serious array of financial, training, faculty, technical and resource constraints. The collection of GIS modules described in this paper is a set of course-specific instructional tools that are designed for use across the marketing curriculum. Each module enables students to engage in hands-on GIS analysis that is directly related to content in the relevant course. Over the course of their academic program, students using the modules build a solid portfolio of basic GIS skills as well as an understanding of more extensive applications of the technology.ABSTRACT FROM AUTHORCopyright of Marketing Education Review is the property of CTC Press and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract.
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KEY ISSUES IN MARKETING EDUCATION.
This article presents an introduction regarding the work of Tim Reisenwitz and Jacqueline Eastman on marketing education.
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KINETIC TECHNOLOGIES, LLC "CAMPTOWN RACES…".
This article presents a marketing case study of Dr. Scott Pierce and his efforts to successfully launch a medicinal supplement for animals and humans. Pierce is a veterinarian who developed a hyaluronic acid product to treat joint pain in horses. Since it also works in humans he decided to form a company called Kinetic Technologies LLC and attempt to mass market it. Initial sales were successful but marketing efforts to broaden the product audience were plagued by interpersonal difficulties within the four man company.
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MAKING MARKETING HISTORY: AN INTERDISCIPLINARY TEAM TEACHING APPROACH.
Unlike courses that bridge liberal arts and business, "Origins of Global Markets" blends history, and marketing based on the fundamental idea that the marketing concept, as well as marketing practices, cannot be fully understood or separated from the historical environmental contexts in which they exist. A historical perspective encourages marketing students to critically evaluate past events as they relate to the global exchange of ideas and goods, thus providing them with knowledge to better understand current global marketing ideas and practices. The course was successfully implemented by a marketing professor and a history professor, using an interactive method of team teaching.ABSTRACT FROM AUTHORCopyright of Marketing Education Review is the property of CTC Press and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract.
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MAKING SUPPLY CHAIN MANAGEMENT RELEVANT FOR MARKETING MAJORS.
The consumer oriented perspective of traditional marketing curriculums places little emphasis on supply chain management (SCM). Accordingly, marketing majors tend to enter sales or junior retail management positions largely unaware of the complex service processes that are required to get to the right product to the right place at the right time in the right condition, and equally unaware of the many career opportunities that are available to them in SCM service operations. This paper describes an approach that improves upon existing pedagogy by emphasizing the relevance and importance of SCM service operations to marketing.ABSTRACT FROM AUTHORCopyright of Marketing Education Review is the property of CTC Press and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract.
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MARKETING EDUCATOR TOPICS.
This article presents an introduction to the paper that follows by Jeff Schlee and Regina Van Duzer regarding confidentiality agreements.
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MESSAGE FROM THE GUEST EDITOR.
The author focuses on the concept of innovation. He states that the word "innovation" is often used when it does not apply. He states that an innovation is not just something that is new or creative, but that it requires an improvement over an existing standard. He mentions as an example a new canted keel for sailboats that significantly improved the speed of sailboats using the design and states the improvement is what makes this an innovation.
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OBJECTIVE CHARACTERISTICS, SUBJECTIVE EVALUATIONS, AND POSSIBLE DISTORTING BIASES IN THE BUSINESS-SCHOOL RANKINGS: THE CASE OF U.S. NEWS &WORLD REPORT.
The use of ratings-based data in the branding of business schools raises familiar questions about the relationships between objective characteristics, subjective evaluations, and possible distortions where subjective impressions do not adequately reflect objective features. Such issues escalate when the relevant product category is education and when students or corporate recruiters are treated as customers to be wooed by favorable rankings that appear in wide-circulation high-visibility magazines. In this connection, the present paper examines the business-school rankings published by U.S. News &World Report,finds possible distorting biases, and offers tentative suggestions on ways of counteracting this problem.ABSTRACT FROM AUTHORCopyright of Marketing Education Review is the property of CTC Press and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract.
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PLANNING YOUR OWN FUNERAL: A HELPFUL PEDAGOGICAL TOOL.
This paper highlights an experiential class activity wherein students must plan their own funeral. The instructor uses the funeral industry as the context in which to apply consumer and marketing management concepts. Morbid you may say. Valuable and highly recommended say students who have gone through the activity. Students demonstrate their understanding of consumer decision models, services marketing management, applied regulatory, budgeting, and cultural issues. Instructors benefit from an on going project on which to base discussion in and out of class for a highly relevant topic, yet one rarely discussed academically or at home.ABSTRACT FROM AUTHORCopyright of Marketing Education Review is the property of CTC Press and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract.
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REQUIRED INTERNSHIP PROGRAMS IN MARKETING: BENEFITS, CHALLENGES AND DETERMINANTS OF FIT.
Although research indicates that internships offer numerous benefits to students, very few marketing programs require their students to complete one. This paper outlines and discusses the key issues marketing departments should consider when deciding whether or not to establish an internship requirement. In particular, the paper discusses the benefits of internships, the challenges departments are likely to face if they require one, and the key determinants of whether or not an internship requirement represents a good fit for a particular department.ABSTRACT FROM AUTHORCopyright of Marketing Education Review is the property of CTC Press and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract.
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SELECTING FOREIGN DISTRIBUTION PARTNERS WITH AHP (ANALYTICAL HIERARCHY PROCESS).
This paper presents the classroom experiences of the authors using the Analytical Hierarchy Process (AHP) along with a commercially marketed computer-based decision support system, Expert Choice, in selecting distribution partners. The paper introduces the reader to AHP and Expert Choice, presents the classroom exercise, and discusses the teaching objectives and student reaction to the exercise. The authors also speculate on other possible uses for Expert Choice in the marketing classroom.ABSTRACT FROM AUTHORCopyright of Marketing Education Review is the property of CTC Press and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract.
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SETTING THE STAGE FOR ACTIVE LEARNING: AN INTERACTIVE MARKETING CLASS ACTIVITY.
Student apathy, disconnect, and a lack of understanding regarding marketing principles are challenges faced in the Principles of Marketing course. The first day of class is an ideal time to address these concerns and to foster an environment of active learning throughout the semester. This article introduces an in-class interactive activity that requires involvement of the entire class. The results suggest that implementing The Exchange Game on the first day of class increases the level of student satisfaction regarding class participation, engagement with the instructor and other students, enthusiasm for the course, and knowledge of marketing principles.ABSTRACT FROM AUTHORCopyright of Marketing Education Review is the property of CTC Press and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract.
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STUDENT USE AND PERCEPTIONS OF WEB-BASED INSTRUCTIONAL TOOLS: LAGGARDS IN TRADITIONAL CLASSROOMS.
This study demonstrates that nearly one-half of marketing students do not embrace Web-based instructional (WBI) tools for learning in traditional classrooms, and that heavy and light users differ on important characteristics. Heavy users expressed higher satisfaction with classes using WBI tools, and rated both their competency and perceived learning higher than did light users. Students at all usage levels ranked "e-mail to instructor," "class readings on the Web," and "tests online" as highly beneficial but used them less than once a month: an opportunity gap for professors. This paper also offers a category-based classification of WBI tools for future research.ABSTRACT FROM AUTHORCopyright of Marketing Education Review is the property of CTC Press and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract.
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STUDENTS' VIEWS OF ETHICAL BEHAVIOR AND THE IMPACT OF ASSOCIATION.
This study provides support for the better-than-average effect with respect to ethical decision-making, and the influence of personal contact on these perceptions. Using data from marketing students at two major universities over two time periods, the findings indicate that students believe their own behavior to be more ethical than either their friends' or advertising agency executives' behavior. Gender influenced perceptions of ethical decision-making for some types of questionable behavior, with women reporting higher ethical standards in these cases. Few changes were observed over time. Implications of these findings for teaching business students are discussed.ABSTRACT FROM AUTHORCopyright of Marketing Education Review is the property of CTC Press and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract.
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THE 3D WRITING HEURISTIC: A META-TEACHING TECHNIQUE FOR IMPROVING BUSINESS WRITING.
The 3 D Writing Heuristic is a functional approach to writing that can be used with any standard method of organization. This approach is summarized by what each thought-development passage of business writing should do: Define, Describe, and Defend. The reasons why this approach is particularly important for marketing students are discussed. Benefits to students include clear, functional directions on how to develop and improve writing content. Benefits to instructors include ease-of-use and compatibility with existing pedagogical approaches. The paper concludes with a discussion of how to implement the 3D Writing Heuristic for a term marketing plan project.ABSTRACT FROM AUTHORCopyright of Marketing Education Review is the property of CTC Press and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract.
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THE DEVELOPMENT AND ADMINISTRATION OF AN IN-HOUSE KNOWLEDGE EXAMINATION FOR ACADEMIC PROGRAM ASSESSMENT.
Prior research documents the need for greater use of in-house knowledge assessment tools in effective academic program assessment (Nicholson, Barnett, and Dascher 2005; Miller, Chamberlain, and Seay 1991). However, the task of developing such in-house examinations is described as difficult and time consuming (Nicholson, Barnett, and Dascher 2005; Eastman and Allen 1999). Drawing on the foundations for effective assessment found in education and management literature, we discuss in detail our department's successful experience with such an examination. This discussion is offered with the hope that marketing faculty who seek to develop and implement in-house knowledge examinations will experience reduced difficulty in their own department's assessment efforts.ABSTRACT FROM AUTHORCopyright of Marketing Education Review is the property of CTC Press and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract.
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THE MASTER TEACHER INITIATIVE: A FRAMEWORK FOR FACULTY DEVELOPMENT.
Despite the importance of faculty development activities, little is known regarding the type and extent of programming implemented among AACSB Colleges of Business. Hence, the primary purposes of this manuscript are twofold. First, a brief overview is provided that offers insights into the current state of faculty development related to teaching among AACSB schools. Second, the Master Teacher Initiative, a comprehensive set of faculty development activities that enhance the visibility of the teaching mission, is presented and discussed. More specifically, initiative mission and objectives, major components of the initiative, lessons learned, and initiative benefits are revealed.ABSTRACT FROM AUTHORCopyright of Marketing Education Review is the property of CTC Press and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract.
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USING ROLE-PLAY COMPETITION TO TEACH SELLING SKILLS AND TEAMWORK.
Engaging students and motivating them to learn is a continuous challenge for university faculty. This paper discusses the introduction of competition into the classroom in conjunction with experiential role-play exercises as an effective pedagogical tool for teaching selling skills. Role-play sales competition combines three teaching methods and solves several logistical issues related to the use of role-play exercises. These methods are reviewed in the context of sales education and followed by a discussion of the resources and implementation required.ABSTRACT FROM AUTHORCopyright of Marketing Education Review is the property of CTC Press and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract.
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