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) |
|---|---|
| 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
Publisher Copyright:© The Author(s) 2014.
Keywords
- ethics
- experiential learning techniques
- sales management/sales
- simulation/gaming
- undergraduate education