Sales Education for Engineering Students: What Drives Interest and Choice?

Scott, Joseph I.; Beuk, Frederik

doi:10.1177/0273475320906427

Cited by 14 publications

(20 citation statements)

References 55 publications

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“…While there is a growing body of research examining how educators may positively affect students’ intention to pursue a sales career, missing is research that examines wide-ranging theoretical constructs and learning contexts useful for reducing the supply–demand recruitment gap. In this special issue, Scott & Beuk (2020) examine the intent to pursue a sales career from the perspective of engineering versus business students. Research examining ways to enhance intentions to pursue sales and selling in other fields is also warranted.…”

Section: Discussion Of General Resultsmentioning

confidence: 99%

“…Despite the growth in sales education, the topic has received relatively little attention in the marketing and business education literature (Scott & Beuk, 2020; Inks & Avila, 2018). In their review of topical coverage of the marketing education literature in the Journal of Marketing Education ( JME ) from its inception in 1979 to 2012, Gray et al (2012) noted that only 27 of over 800 articles were devoted primarily to sales education.…”

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confidence: 99%

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A Critical Review of the Literature for Sales Educators 2.0

Cummins

Nielson

Peltier

et al. 2020

Journal of Marketing Education

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In this article, we review the recent expansion within the sales education literature from five primary journals and the business literature at large. The five primary journals are the Journal of Marketing Education, Marketing Education Review, Journal for the Advancement of Marketing Education, Journal of Education for Business, and the Journal of Personal Selling & Sales Management. Of the 119 identified articles published in the past 15 years, experiential learning, career development, and assessment were the three most prominent topics. Of these, 69% were published after the Cummins et al. review article “A Critical Review of the Literature for Sales Educator,” which was published in Journal of Marketing Education as a means of expanding sales education research. Future research opportunities in sales education are offered with suggested hypotheses for investigation. A reference table of classroom innovations is provided as an easy guide to instructors seeking vetted pedagogical enhancements.

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Section: Discussion Of General Resultsmentioning

confidence: 99%

mentioning

confidence: 99%

A Critical Review of the Literature for Sales Educators 2.0

Cummins

Nielson

Peltier

et al. 2020

Journal of Marketing Education

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show abstract

“…Students in specialized majors value the unique academic culture and targeted professional opportunities that align with the majors. The factors that affect students' satisfaction with their major, such as self-efficacy, flexibility, and professional fit, can be ascribed to the sociocognitive mechanisms of SCT (self-efficacy, personal goals, and outcome expectations), as shaped by environmental influences (Scott & Beuk, 2020;Young et al, 2003). SCT helps explains how the interplay of these factors will affect students' choice of marketing major as well as the components of their satisfaction with their majors.…”

Section: Discussionmentioning

confidence: 99%

“…Consistent with earlier applications in academic-and career-choice studies for investigating student motivation and behavior, we use SCT as an organizing framework for the different literature-based choice influence factors and for its predictive proficiency in our research context (e.g., Scott & Beuk, 2020;Young et al, 2003). Specifically, Lent et al (1994) discuss three sociocognitive mechanisms that distinguish SCT from other social-psychological theories and which fit our research context well: 1.…”

Section: Literature Reviewmentioning

confidence: 94%

Considering a Marketing Degree? Student Perceptions of General Versus Specialized Majors

Atkin

Bowie

Cowley

et al. 2021

Journal of Marketing Education

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Many business colleges offer specialized marketing majors in addition to the general marketing major. Given the extra resources needed to maintain multiple majors, in a time when higher education budgets are being strained, a need exists to understand how students make choices among these majors and what students perceive to be the advantages of general marketing majors versus specialized marketing majors. Using social cognitive theory, we examine how students make selections among choices in marketing-related majors, focusing on influence and compatibility factors. We surveyed 608 marketing majors representing one general and five specialized marketing majors. The findings indicate that, compared with general marketing majors, students’ choice of a specialized major is significantly more likely to be influenced by faculty and other students in the major. Also, the results show that students rate specialized majors better than a general marketing major in terms of self-efficacy, culture, and professional fit. On the other hand, students rate the general marketing major better than specialized majors in flexibility. These results have implications for supporting the priorities of students in both general and specialized majors.

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“…Model osobina ličnosti "velikih pet" (Big Five) korišćen je u brojnim istraživanjima u kontekstu poređenja studenata različitih studijskih programa, a elementi pomenutog modela (ekstraverzija, saradljivost, savesnost, neuroticizam, otvorenost) na različite načine su bile relevantne u njima. U literaturi je moguće identifikovati i pregled istraživanja sa tom tematikom (Vedel, 2016), kao i nastavljanje sprovođenja takvih istraživanjima u skorijem vremenskom periodu (Humburg, 2017;Wild & Alvarez, 2020;Scott & Beuk, 2020).…”

Section: Uvodunclassified

Personality traits and choice of studying digital marketing

Djokic¹,

Milićević²,

Đokić³

2021

Marketing

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The Big Five model of personality traits has already been used in a number of studies in the context of comparing students from different study programs. In this research, the elements of the mentioned model (extraversion, agreeableness, conscientiousness, neuroticism, openness) were used as potential predictors of the intention to enroll in the study program Digital marketing. The primary research included 89 students of the Faculty of Economics in Subotica, in which from the next school year will be offered, among other, a new accredited master's study program Digital marketing. The research was conducted in June 2021. In addition to descriptive statistics, a questionnaire was tested and structural equation modelling was used. At the level of descriptive statistics, the results show that the following characteristics are the most pronounced among surveyed students, in order: conscientiousness, extraversion, agreeableness, openness (for all these characteristics, the average grade of items related to them is closest to number 4 - "I agree" at five-point Likert scale), while neuroticism is not pronounced (average score lower than 3). When it comes to the model, the traits of openness and conscientiousness have positive and significant, while the trait neuroticism negative and significant (at p<0.10) influence on the intention of enrolling in the master's program Digital marketing. According to the authors' knowledge, this is the first research that relates the mentioned personality model and the choice of digital marketing studies.

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Sales Education for Engineering Students: What Drives Interest and Choice?

Cited by 14 publications

References 55 publications

A Critical Review of the Literature for Sales Educators 2.0

A Critical Review of the Literature for Sales Educators 2.0

Considering a Marketing Degree? Student Perceptions of General Versus Specialized Majors

Personality traits and choice of studying digital marketing

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