Salesperson Ethics: An Interactive Computer Simulation

Research output: Contribution to journalArticlepeer-review

8 Scopus citations

Abstract

A new interactive computer simulation designed to teach sales ethics is described. Simulation learner objectives include gaining a better understanding of legal issues in selling; realizing that ethical dilemmas do arise in selling; realizing the need to be honest when selling; seeing that there are conflicting demands from a salesperson’s company, customers, and colleagues; and experiencing some of the challenges of selling. Assessment results suggest each objective was met, for both males and females. A description of how this and other simulations can be effectively used in sales courses is provided.

Original languageEnglish (US)
Pages (from-to)209-216
Number of pages8
JournalJournal of Marketing Education
Volume36
Issue number2
DOIs
StatePublished - Aug 1 2014

Keywords

  • ethics
  • experiential learning techniques
  • sales management/sales
  • simulation/gaming
  • undergraduate education

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