Scott Inks - Academia.edu (original) (raw)

Papers by Scott Inks

Research paper thumbnail of Consumer Attitudes and Preferences Concerning Shopping On-Line

Journal of Internet Commerce, Sep 1, 2002

The emergence of e-commerce is having a substantial impact on consumer purchasing behavior. Yet, ... more The emergence of e-commerce is having a substantial impact on consumer purchasing behavior. Yet, the rate of consumers' acceptance of e-commerce has been slower than many predicted. Using the view of consumption as an institution, this study examines consumers' preferences for shopping on-line. Analysis of data collected from focus groups and surveys suggests consumers perceive relative advantages and disadvantages of

Research paper thumbnail of The evolution of the sales process: Relationship selling versus “the Challenger Sale”

Journal of Global Scholars of Marketing Science, Jan 2, 2019

Research paper thumbnail of An Examination of High Schools Students’ Perceptions of Sales as an Area to Study in College, and Factors Influencing their Interest in Sales as a Career to Pursue after College

Journal of Marketing Education, Jan 19, 2018

Research paper thumbnail of Technology and the Sales Force

Industrial Marketing Management, Jul 1, 2001

Sales force automation systems are fast becoming a marketplace reality. Implementation of these s... more Sales force automation systems are fast becoming a marketplace reality. Implementation of these systems represents a significant change for many organizations, often presenting difficult challenges for managers. This paper proposes several factors relating to sales force acceptance of automation. These factors are examined as potential characteristics in a successful implementation program. Results of the study are used in providing a

Research paper thumbnail of Integrating Marketing Courses to Enhance Team-Based Experiential Learning

Journal of Marketing Education, Apr 1, 2000

Many recent studies suggest that undergraduate education needs to be more effective. Accordingly,... more Many recent studies suggest that undergraduate education needs to be more effective. Accordingly, individuals involved in higher education continue to search for ways to improve student learning. This article describes a team-based experiential learning project that integrates three marketing courses: principles of marketing, principles of selling, and sales management. Working in teams, students in the principles of marketing course develop new product concepts and create corresponding marketing promotional materials for use in a mock trade show. Students from the personal selling and sales management courses, also working in teams, attend the trade show to identify and select products they wish to use to complete a sales call exercise. This project provides students an opportunity to work in teams and combine their efforts with teams from other courses to successfully complete their respective experiential exercises. The article includes students’ reactions to the project and steps for implementation.

Research paper thumbnail of Using Incentive to Motivate Students During a Professional Selling Class Project

Experiential learning methods are an important part of a robust sales curriculum. Sales call role... more Experiential learning methods are an important part of a robust sales curriculum. Sales call role-play, an experiential learning tool, is common in introductory and advanced sales call courses. While role-plays have several advantages, they are by definition, not "real-world." Addressing this issue, some sales courses include sales projects/exercises in which students sell real products to real customers. This paper discusses how sales incentives were incorporated into a real-world sales exercise and the impact of those incentives on sales volume. CORE Metadata, citation and similar papers at core.ac.uk

Research paper thumbnail of Men Can’t Sell – Women Can! And We Can Prove It! (pp. 324-327)

Research paper thumbnail of Exploratory Content Analysis of the Advanced Professional Selling Course: On Course to Become a “Profession?

Research paper thumbnail of Preparing the Next Generation of Sales Professionals Through Social, Experiential, and Immersive Learning Experiences

Research indicates active learning strategies are more effective than traditional passive learnin... more Research indicates active learning strategies are more effective than traditional passive learning strategies, especially when it comes to behavioral skill development. This paper presents a series of active learning assignments that incorporate a mixture of simulated and real-world learning experiences. These experiences are designed not only to enhance students’ understanding of sales and improve their selling skills, but also to begin socializing students to the world of the sales professional.

Research paper thumbnail of Assessing High Schools Students’ Perceptions of Sales as an Area to Study in College, and as a Career to Pursue after College

The Department of Education’s latest data (2011 – 2012) indicates just over 20% (370,000) of 1.79... more The Department of Education’s latest data (2011 – 2012) indicates just over 20% (370,000) of 1.79 million bachelor’s degrees conferred in the U.S. are in business. The next highest major (social sciences and history) accounted for about 10% of the total. More recent data suggests business degrees continue to be the most popular among college students. According to a 2014 USATODAY study, business is the most popular major among the nearly 21 million college students in the U.S. (Stockwell 2014).

Research paper thumbnail of An Evaluation of the Professionalization of Sales: A Call for New Measures of Profession and Professional

Research paper thumbnail of Taking the Professional Sales Student to the Field for Experiential Learning

Identifying and incorporating appropriate teaching methods is one of the critical components to e... more Identifying and incorporating appropriate teaching methods is one of the critical components to effective education. The challenge for educators is to identify course delivery methods that meet student requirements for an interesting and enjoyable class while generating a level of quality and effectiveness of course material to meet learning objectives. A fundamental component of a professional selling curriculum is the sales process. Students must understand it and be capable of successfully managing their way through it when engaging in business-tobusiness selling activity. This paper outlines a class project that helps students better understand the professional selling process by incorporating experiential learning in a manner consistent with the AMA faculty consortium agenda.

Research paper thumbnail of Running With Your Hair on Fire: Lessons Learned From Transitioning a National University Sales Competition From Face-to-Face to Virtual in 16 Days

Journal of Marketing Education, 2020

Since their inception, university sales competitions have been key learning and educational compo... more Since their inception, university sales competitions have been key learning and educational components of university sales education. Over the past two decades, the oldest and one of the largest sales competitions in the United States has been held in a face-to-face format. However, due to the educational environment created from the COVID-19 pandemic, this competition was forced to convert to a virtual format over a 16-day period. This research outlines the steps taken to convert this event to virtual format and presents insights for other universities endeavoring to produce virtual sales competition events. Finally, research implications and direction for future research are presented.

Research paper thumbnail of Women outperform men in collegiate sales competitions: Are women’s sales skills better than men’s?

Journal of Global Scholars of Marketing Science, 2020

Over the past 40 years, a significant amount of research has examined whether differnces exist be... more Over the past 40 years, a significant amount of research has examined whether differnces exist between men and women salespeople. Researchers have examined a variety of variable including job satisfaction, role ambiguity, confidence, and self-reported measures of performance. While the studies did find differences between men and women in some of these areas, most of the evidence suggest little difference exists between men and women salespeople. However, none of the studies have examined in-call sales behaviors (e.g., questioning, listening, handling objections, etc.) to see if women and men perform at the same level. This study reviews the sales competition scores of men and women competing in the National Collegiate Sales Competition. The competitors at this event are judged on a set of 25 different critieria. The results indicate women outperform men in in-call sales behaviors.

Research paper thumbnail of Implications of TQM for the Industrial Salesforce: Using Control Charts for Continuous Process Improvement

Sales and marketing research has documented a change in the nature of selling over the course of ... more Sales and marketing research has documented a change in the nature of selling over the course of the last decade. Specifically, industrial sales is moving away from transactional based selling in favor of relational selling. Relational selling is particularly important to organizations wishing to implement Total Quality Management (TQM). The sales process is the primary means by which organizations initiate and develop relationships with their customers. However, a paucity of literature is available on the implementation of TQM at the industrial salesperson level. By using process control charts, a tool of TQM, sales managers and salespeople can monitor the sales process and gain greater insight into how to improve performance. This will facilitate continuous improvement of the sales process, a central tenet of TQM.

Research paper thumbnail of The Ethical Perceptions of Salespeople and Sales Managers Concerning the use of Gps Tracking Systems to Monitor Salesperson Activity

Global Positioning Satellite (GPS) tracking systems are starting to be used by sales organization... more Global Positioning Satellite (GPS) tracking systems are starting to be used by sales organizations to monitor salespeople as they drive their company cars in their territories. This paper examines and compares ethical perceptions of salespeople and sales managers regarding the use of GPS tracking technology. The results of a survey of salespeople and sales managers suggest both sales managers and salespeople perceive the use of such systems as ethical, provided the salesperson is aware of the system's installation and use. The results also indicate that while salespeople perceive the personal use of a company car as unethical, most are likely to use a company car for personal reasons anyway. These results offer support for the contention that GPS tracking systems may be needed to reduce unethical use of company cars. Additional results and implications for sales managers are provided.

Research paper thumbnail of Advanced Technologies for Effective Sales Training Interactive Video Programs

American Journal of Business, 1996

This manuscript compares active with passive learning models. It supports active learning as more... more This manuscript compares active with passive learning models. It supports active learning as more appropriate for professional sales education. The conceptual support is explained and justified within the context of behavioral modeling and social learning theory. Further, interactive video, an active learning pedagogy that utilizes behavioral modeling, is described and discussed as a viable alternative for business schools seeking active learning tools for professional selling courses. Following this general discussion of interactive video, two specific interactive video systems currently being utilized in college selling classes are described and compared.

Research paper thumbnail of The Advanced Course in Professional Selling

Journal of Marketing Education, 2014

More universities are incorporating sales content into their curriculums, and although the introd... more More universities are incorporating sales content into their curriculums, and although the introductory courses in professional sales have much common ground and guidance from numerous professional selling texts, instructors teaching the advanced selling course lack the guidance provided by common academic tools and materials. The resulting potential variance in content and pedagogy in advanced selling courses makes comparing programs or assessing the relative preparedness of students coming from different universities challenging for recruiters, faculty, and students. A review of the syllabi of the instructors currently teaching the advanced selling course reveals common themes, content, and pedagogy that are helpful to instructors desiring to develop an advanced selling course or those currently teaching the course. A review of the common content of the advanced selling course and an argument for the need of the advanced selling course are provided, along with suggestions for deve...

Research paper thumbnail of A Comparison of Turkish Buyers' and Sellers' Perceptions of Ethical Behaviors Within the Buyer-Seller Dyad

Journal of Euromarketing, 2006

This paper examines the differences between Turkish buyers and sellers with respect to ethical se... more This paper examines the differences between Turkish buyers and sellers with respect to ethical sensitivity and the perceived impact of ethically questionable behavior on the buyer-seller relationship. The results of a survey sent to buyers and sellers indicate that buyers are more ethically sensitive than sellers. In addition, buyers tend to view the impact of ethically questionable behavior (on the buyer-seller relationship) as more negative than do salespeople. Additional results and implications for salespeople are provided.

Research paper thumbnail of Personal Selling and Sales Management Abstracts

Journal of Personal Selling & Sales Management, 2013

... Pettijohn, Charles E., Linda S. Pettijohn, and Michael d&... more ... Pettijohn, Charles E., Linda S. Pettijohn, and Michael d'Amico (2001), “Characteristics of Performance ... Rouziès, D., M. Segalla, and B. Weitz (2003), “Cultural Impact on European Staffing ... The main results show that the regional culture of decision-makers strongly affects their ...

Research paper thumbnail of Consumer Attitudes and Preferences Concerning Shopping On-Line

Journal of Internet Commerce, Sep 1, 2002

The emergence of e-commerce is having a substantial impact on consumer purchasing behavior. Yet, ... more The emergence of e-commerce is having a substantial impact on consumer purchasing behavior. Yet, the rate of consumers' acceptance of e-commerce has been slower than many predicted. Using the view of consumption as an institution, this study examines consumers' preferences for shopping on-line. Analysis of data collected from focus groups and surveys suggests consumers perceive relative advantages and disadvantages of

Research paper thumbnail of The evolution of the sales process: Relationship selling versus “the Challenger Sale”

Journal of Global Scholars of Marketing Science, Jan 2, 2019

Research paper thumbnail of An Examination of High Schools Students’ Perceptions of Sales as an Area to Study in College, and Factors Influencing their Interest in Sales as a Career to Pursue after College

Journal of Marketing Education, Jan 19, 2018

Research paper thumbnail of Technology and the Sales Force

Industrial Marketing Management, Jul 1, 2001

Sales force automation systems are fast becoming a marketplace reality. Implementation of these s... more Sales force automation systems are fast becoming a marketplace reality. Implementation of these systems represents a significant change for many organizations, often presenting difficult challenges for managers. This paper proposes several factors relating to sales force acceptance of automation. These factors are examined as potential characteristics in a successful implementation program. Results of the study are used in providing a

Research paper thumbnail of Integrating Marketing Courses to Enhance Team-Based Experiential Learning

Journal of Marketing Education, Apr 1, 2000

Many recent studies suggest that undergraduate education needs to be more effective. Accordingly,... more Many recent studies suggest that undergraduate education needs to be more effective. Accordingly, individuals involved in higher education continue to search for ways to improve student learning. This article describes a team-based experiential learning project that integrates three marketing courses: principles of marketing, principles of selling, and sales management. Working in teams, students in the principles of marketing course develop new product concepts and create corresponding marketing promotional materials for use in a mock trade show. Students from the personal selling and sales management courses, also working in teams, attend the trade show to identify and select products they wish to use to complete a sales call exercise. This project provides students an opportunity to work in teams and combine their efforts with teams from other courses to successfully complete their respective experiential exercises. The article includes students’ reactions to the project and steps for implementation.

Research paper thumbnail of Using Incentive to Motivate Students During a Professional Selling Class Project

Experiential learning methods are an important part of a robust sales curriculum. Sales call role... more Experiential learning methods are an important part of a robust sales curriculum. Sales call role-play, an experiential learning tool, is common in introductory and advanced sales call courses. While role-plays have several advantages, they are by definition, not "real-world." Addressing this issue, some sales courses include sales projects/exercises in which students sell real products to real customers. This paper discusses how sales incentives were incorporated into a real-world sales exercise and the impact of those incentives on sales volume. CORE Metadata, citation and similar papers at core.ac.uk

Research paper thumbnail of Men Can’t Sell – Women Can! And We Can Prove It! (pp. 324-327)

Research paper thumbnail of Exploratory Content Analysis of the Advanced Professional Selling Course: On Course to Become a “Profession?

Research paper thumbnail of Preparing the Next Generation of Sales Professionals Through Social, Experiential, and Immersive Learning Experiences

Research indicates active learning strategies are more effective than traditional passive learnin... more Research indicates active learning strategies are more effective than traditional passive learning strategies, especially when it comes to behavioral skill development. This paper presents a series of active learning assignments that incorporate a mixture of simulated and real-world learning experiences. These experiences are designed not only to enhance students’ understanding of sales and improve their selling skills, but also to begin socializing students to the world of the sales professional.

Research paper thumbnail of Assessing High Schools Students’ Perceptions of Sales as an Area to Study in College, and as a Career to Pursue after College

The Department of Education’s latest data (2011 – 2012) indicates just over 20% (370,000) of 1.79... more The Department of Education’s latest data (2011 – 2012) indicates just over 20% (370,000) of 1.79 million bachelor’s degrees conferred in the U.S. are in business. The next highest major (social sciences and history) accounted for about 10% of the total. More recent data suggests business degrees continue to be the most popular among college students. According to a 2014 USATODAY study, business is the most popular major among the nearly 21 million college students in the U.S. (Stockwell 2014).

Research paper thumbnail of An Evaluation of the Professionalization of Sales: A Call for New Measures of Profession and Professional

Research paper thumbnail of Taking the Professional Sales Student to the Field for Experiential Learning

Identifying and incorporating appropriate teaching methods is one of the critical components to e... more Identifying and incorporating appropriate teaching methods is one of the critical components to effective education. The challenge for educators is to identify course delivery methods that meet student requirements for an interesting and enjoyable class while generating a level of quality and effectiveness of course material to meet learning objectives. A fundamental component of a professional selling curriculum is the sales process. Students must understand it and be capable of successfully managing their way through it when engaging in business-tobusiness selling activity. This paper outlines a class project that helps students better understand the professional selling process by incorporating experiential learning in a manner consistent with the AMA faculty consortium agenda.

Research paper thumbnail of Running With Your Hair on Fire: Lessons Learned From Transitioning a National University Sales Competition From Face-to-Face to Virtual in 16 Days

Journal of Marketing Education, 2020

Since their inception, university sales competitions have been key learning and educational compo... more Since their inception, university sales competitions have been key learning and educational components of university sales education. Over the past two decades, the oldest and one of the largest sales competitions in the United States has been held in a face-to-face format. However, due to the educational environment created from the COVID-19 pandemic, this competition was forced to convert to a virtual format over a 16-day period. This research outlines the steps taken to convert this event to virtual format and presents insights for other universities endeavoring to produce virtual sales competition events. Finally, research implications and direction for future research are presented.

Research paper thumbnail of Women outperform men in collegiate sales competitions: Are women’s sales skills better than men’s?

Journal of Global Scholars of Marketing Science, 2020

Over the past 40 years, a significant amount of research has examined whether differnces exist be... more Over the past 40 years, a significant amount of research has examined whether differnces exist between men and women salespeople. Researchers have examined a variety of variable including job satisfaction, role ambiguity, confidence, and self-reported measures of performance. While the studies did find differences between men and women in some of these areas, most of the evidence suggest little difference exists between men and women salespeople. However, none of the studies have examined in-call sales behaviors (e.g., questioning, listening, handling objections, etc.) to see if women and men perform at the same level. This study reviews the sales competition scores of men and women competing in the National Collegiate Sales Competition. The competitors at this event are judged on a set of 25 different critieria. The results indicate women outperform men in in-call sales behaviors.

Research paper thumbnail of Implications of TQM for the Industrial Salesforce: Using Control Charts for Continuous Process Improvement

Sales and marketing research has documented a change in the nature of selling over the course of ... more Sales and marketing research has documented a change in the nature of selling over the course of the last decade. Specifically, industrial sales is moving away from transactional based selling in favor of relational selling. Relational selling is particularly important to organizations wishing to implement Total Quality Management (TQM). The sales process is the primary means by which organizations initiate and develop relationships with their customers. However, a paucity of literature is available on the implementation of TQM at the industrial salesperson level. By using process control charts, a tool of TQM, sales managers and salespeople can monitor the sales process and gain greater insight into how to improve performance. This will facilitate continuous improvement of the sales process, a central tenet of TQM.

Research paper thumbnail of The Ethical Perceptions of Salespeople and Sales Managers Concerning the use of Gps Tracking Systems to Monitor Salesperson Activity

Global Positioning Satellite (GPS) tracking systems are starting to be used by sales organization... more Global Positioning Satellite (GPS) tracking systems are starting to be used by sales organizations to monitor salespeople as they drive their company cars in their territories. This paper examines and compares ethical perceptions of salespeople and sales managers regarding the use of GPS tracking technology. The results of a survey of salespeople and sales managers suggest both sales managers and salespeople perceive the use of such systems as ethical, provided the salesperson is aware of the system's installation and use. The results also indicate that while salespeople perceive the personal use of a company car as unethical, most are likely to use a company car for personal reasons anyway. These results offer support for the contention that GPS tracking systems may be needed to reduce unethical use of company cars. Additional results and implications for sales managers are provided.

Research paper thumbnail of Advanced Technologies for Effective Sales Training Interactive Video Programs

American Journal of Business, 1996

This manuscript compares active with passive learning models. It supports active learning as more... more This manuscript compares active with passive learning models. It supports active learning as more appropriate for professional sales education. The conceptual support is explained and justified within the context of behavioral modeling and social learning theory. Further, interactive video, an active learning pedagogy that utilizes behavioral modeling, is described and discussed as a viable alternative for business schools seeking active learning tools for professional selling courses. Following this general discussion of interactive video, two specific interactive video systems currently being utilized in college selling classes are described and compared.

Research paper thumbnail of The Advanced Course in Professional Selling

Journal of Marketing Education, 2014

More universities are incorporating sales content into their curriculums, and although the introd... more More universities are incorporating sales content into their curriculums, and although the introductory courses in professional sales have much common ground and guidance from numerous professional selling texts, instructors teaching the advanced selling course lack the guidance provided by common academic tools and materials. The resulting potential variance in content and pedagogy in advanced selling courses makes comparing programs or assessing the relative preparedness of students coming from different universities challenging for recruiters, faculty, and students. A review of the syllabi of the instructors currently teaching the advanced selling course reveals common themes, content, and pedagogy that are helpful to instructors desiring to develop an advanced selling course or those currently teaching the course. A review of the common content of the advanced selling course and an argument for the need of the advanced selling course are provided, along with suggestions for deve...

Research paper thumbnail of A Comparison of Turkish Buyers' and Sellers' Perceptions of Ethical Behaviors Within the Buyer-Seller Dyad

Journal of Euromarketing, 2006

This paper examines the differences between Turkish buyers and sellers with respect to ethical se... more This paper examines the differences between Turkish buyers and sellers with respect to ethical sensitivity and the perceived impact of ethically questionable behavior on the buyer-seller relationship. The results of a survey sent to buyers and sellers indicate that buyers are more ethically sensitive than sellers. In addition, buyers tend to view the impact of ethically questionable behavior (on the buyer-seller relationship) as more negative than do salespeople. Additional results and implications for salespeople are provided.

Research paper thumbnail of Personal Selling and Sales Management Abstracts

Journal of Personal Selling & Sales Management, 2013

... Pettijohn, Charles E., Linda S. Pettijohn, and Michael d&... more ... Pettijohn, Charles E., Linda S. Pettijohn, and Michael d'Amico (2001), “Characteristics of Performance ... Rouziès, D., M. Segalla, and B. Weitz (2003), “Cultural Impact on European Staffing ... The main results show that the regional culture of decision-makers strongly affects their ...