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

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

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

Navier-Stokes computation of compressible turbulent flows with a second order closure

The objective was the development of a complete second order closure for wall bounded flows, including all components of the dissipation rate tensor and a numerical solution procedure for the resulting system of equations. The main topics discussed are the closure of the pressure correlations and the viscous destruction terms in the dissipation rate equations and the numerical solution scheme based on a block-tridiagonal solver for the nine equations required for the prediction of plane or axisymmetric flows

Professor Walks into a Bar: Using Humor and Q-Score to Determine Instructor and Department Appeal

Building on existing research on humor in the classroom, the authors propose a research design that examines the effect of humor on a professor\u27s effectiveness in the classroom. The concept of Q-Score is applied to academia, which is a popular rating used by advertisers to measure source attractiveness and determine celebrity appeal. Several factors leading to teaching effectiveness and “favorite prof” status are explored in addition to overall effects of humor in the classroom. This study combines evaluations from popular student-viewed websites, student evaluations, and a Humor Orientation scale. An awareness and application of this metric can assist professors in marketing themselves, the discipline, and the major

Helium 3/Helium 4 dilution cryocooler for space

Prototype dilution cryocoolers based on dilution refrigeration and adiabatic demagnetization refrigeration (ADR) cycles were designed, constructed, and tested. Although devices the devices did not operate as fully functional dilution cryocoolers, important information was gathered. The porous metal phase separator was demonstrated to operate in the -1-g configuration; this phase separation is the critical element in the He-3 circulation dilution cryocooler. Improvements in instrumentation needed for additional tests and development were identified

Technology in Accounting: A qualitative study of undergraduate preparedness

Throughout history, technology has had a major impact on every profession and how certain tasks are performed. In recent years, technology has accelerated at an astonishing rate causing a total shift in the valuable skillsets of young professionals. Accounting is no exception to this shift and, as technology continues to advance, emerging accounting professionals will no longer be expected to enter the workforce only with basic pen-and-paper accounting knowledge. Instead, they will also be expected to possess analytical skills and be prepared to apply and learn the newest technology on the market. However, the traditional accounting curriculum does not focus on technological skills. Rather, it focuses on the basics of accounting, theory, and manual journal entries. Although these basics are certainly fundamental to accounting knowledge they are no longer the most important skills in an accountants repertoire. This raises the following question: are accounting programs adequately preparing graduates to use technological skill in the workplace once they graduate? This research paper seeks to answer that question through a qualitative study of recent Tennessee accounting undergraduates