The importance of sales management as an interface between a company and its customers is widely recognized. However, the teaching of strategic sales management has not received enough attention in marketing education literature. This study analyzes an experiential client-based method for teaching a strategic sales management course. The authors…

This case describes the situation of a newly recruited academic professor who volunteered to teach a course on Research Methods to first-term MBA students in a practitioner-oriented case method Business School. Research Methods is a unique course due to its relevance not only in business but also across all graduate programs. Instructional and…

Although Western cultures tend to view dolphins as friendly and benevolent, in Japanese fishing communities, "iruka" (dolphins) are often viewed as food or pests. These perspectives have led to intense conflicts between Japanese fishermen and activists from the west. This article presents an exercise that simulates intercultural conflict by asking…

Today's automotive college students will shape the future of the automobile industry. The success of college-level automotive programs has long been dependent on the students' ability to participate in hands-on classroom based interactions. In this article, distance learning and how it can be used to teach automotive management skills, as well as…

Employment law is a "must-cover" subject in business environment courses. Comparing the plethora of topics requiring coverage with the limited time devoted to employment law during a typical academic term, other important employment subjects--such as negotiation and collective bargaining--commonly receive short shrift. This article offers a…

In this study, the authors tested a revised teaching-learning instructional model for implementing a consumer-centric approach to leadership development. Significant segments of the model included mutual interdependency, reflective learning, and required student engagement. Results of the test indicate that students perceive self-discovery…

The majority of literature regarding problem-based learning demonstrates its usefulness as a teaching technique in the natural sciences curriculum. The purpose of this paper is twofold. First, the broad purpose is to illustrate the application of problem-based learning for instructing students about controversial issues in sociology. Within the…