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 language | English (US) |
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Pages (from-to) | 209-216 |
Number of pages | 8 |
Journal | Journal of Marketing Education |
Volume | 36 |
Issue number | 2 |
DOIs | |
State | Published - Aug 1 2014 |
Bibliographical note
Funding Information:The author(s) disclosed receipt of the following financial support for the research, authorship, and/or publication of this article: Thanks to the University of Minnesota Duluth for funding the time and cost associated with producing this sales simulation.
Publisher Copyright:
© The Author(s) 2014.
Keywords
- ethics
- experiential learning techniques
- sales management/sales
- simulation/gaming
- undergraduate education