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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. [ABSTRACT FROM PUBLISHER]

Explores individual perceptual factors affecting participation choice. Study on potential purchase participants; Impact of product involvement; Consideration of the risk of not participating.

Practical suggestions are offered for effectively and efficiently videotaping role plays. These include a discussion of methods to reduce “camera fright,” an approach to structure a progressive series of role plays, teaching activities that support the role plays, benefits of the program, and suggestions for implementing it on other campuses. [ABSTRACT FROM AUTHOR]

Illustrates the common usage factor that often runs through certain attributes of consumer belief data in the United States. Correlations between claimed brand usage and product attributes; Importance of prior knowledge in belief data; Motives governing the selection of product attributes; Double jeopardy effect in small brands.