This seminar will:
- Expose students to important problems in the various areas of sales and sales management
- Help students better understand the research approaches
- Make students aware of important findings in the area
- Improve student skills in critiquing papers, integrating literature and designing research
Typical session structure will be as follows:
- 20-30 minutes: Instructor (and/or guest scholar) will introduce area
- 60 minutes: Critique/discussion of 2-3 readings lead by assigned students
- 20-30 minutes: Summary of key findings and discussion of future area for research
Each assigned student will prepare a two-page critique that will cover: 1) a brief summary of the article, 2) major strengths and weaknesses, and 3) opportunities for future research. Additionally, to facilitate the discussion, each assigned student must also send a PowerPoint presentation of maximum 8-10 slides. The two-page critique and the presentation slides must be emailed to the teaching assistants at least 24 hours in advance of the seminar.
All other students will be required to e-mail one question pertaining to the material to be covered in subsequent class. This email must also be sent to the teaching assistants at least 24 hours in advance of the seminar.
All papers are provided to students and will be shared in a Dropbox folder following the first session.
Team Research Proposal
Students have to work in pairs, for the Team Research Proposal concerning a personal selling or sales management issue that they wish to explore further. The proposal is limited to 2-3 pages (excluding references), and should be very precise in the following aspects:
- Objective and intended contribution of the research – what is the problem that is going to be addressed in the research, why is this problem important, and how will the research enlighten readers about the problem?
- Proposed model to be tested – concrete definitions of the key constructs with a boxes and arrow diagram (model) illustrating the proposed relationships between them, and the logical rationales for the proposed relationships is expected. No literature review or hypotheses are necessary; however briefly mention the key papers that you are considering as a base for your hypotheses in the future.
- A VERY brief description of the method you propose using – how you will collect the data, measure or manipulate the key constructs, and test the hypotheses.