505 research outputs found
Instrumental Case
This exercise enables the students to put into practice the Instrumental case. They work in groups of three and share information about their homes in order to find out who lives closest to their work. 60 minutes of class time. Part of the Favor project
Kuroda's formula and arithmetic statistics
Kuroda's formula relates the class number of a multi-quadratic number field
to the class numbers of its quadratic subfields . A key component in
this formula is the unit group index . We study how behaves on average in
certain natural families of totally real biquadratic fields parametrized by
prime numbers
Honor Among Salespeople: Using an Ethical Role Play and Code of Ethics Exercise to Develop an Ethical Framework in a Professional Selling Course
Building on recommendations from both sales educators and the AACSB, the authors propose a three-step approach to assist professors in teaching ethics in a Professional Sales course. An ethics module is presented that consists of an ethics role play, a discussion of “grey area” situations that a salesperson will often experience, and a Code of Ethics written assignment that will allow students to experience, analyze, and reinforce positive ethical behavior in order to help prepare them for sales careers. Following a detailed explanation of each exercise, student feedback is presented to support this multi-faceted ethics program as a valuable contribution to sales education
Everyone Loves a Winner…Or Do They? Introducing Envy into a Sales Contest to Increase Salesperson Motivation
This paper focuses on the role that envy can play in driving sales force behavior in competitions. Envy, an unpleasant emotion that occurs when a person covets something that another has, can be used as a motivating tool to push lower-ranked salespeople to better compete with high achievers. Following a review of envy and sales contest effectiveness, potential strategies are provided for implementing benign envy while avoiding the potential negative consequences of envy. Sales managers must be careful to ensure that envy is induced properly to engage the employees while not negatively affecting the long-term health of the sales force
It Takes Two: Developing a Successful Partnership between Clients and Students in Client-Based Projects
Both faculty and employers are motivated to advance learning beyond the classroom in order to teach skills required by graduates to succeed in business careers. The authors use a client-based project to build a bridge between marketing theory and practice, allowing students to develop their skills within a course while working with a real company. The authors demonstrate how a client-based project can succeed in the classroom with motivating incentives, positive client engagement, and earning real-world experience-all of which positively enhanced students \u27participation, project deliverables, and enjoyment in the class project
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