{"id":"https://openalex.org/W2000265392","doi":"https://doi.org/10.1177/0273475306297386","title":"Application of Contemporary Literature to Enhance Interpersonal Skills and Ethical Decision Making in Professional Selling Coursework","display_name":"Application of Contemporary Literature to Enhance Interpersonal Skills and Ethical Decision Making in Professional Selling Coursework","publication_year":2007,"publication_date":"2007-03-13","ids":{"openalex":"https://openalex.org/W2000265392","doi":"https://doi.org/10.1177/0273475306297386","mag":"2000265392"},"language":"en","primary_location":{"id":"doi:10.1177/0273475306297386","doi":"https://doi.org/10.1177/0273475306297386","is_oa":false,"landing_page_url":"https://doi.org/10.1177/0273475306297386","pdf_url":null,"source":{"id":"https://openalex.org/S153861934","display_name":"Journal of Marketing Education","issn_l":"0273-4753","issn":["0273-4753","1552-6550"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-b","anvur-scientific","cwts-core","fnege-4","jufo-1","norway-1","poland-140","russia-white-list-1"],"host_organization":"https://openalex.org/P4310320017","host_organization_name":"SAGE Publishing","host_organization_lineage":["https://openalex.org/P4310320017"],"host_organization_lineage_names":["SAGE Publishing"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Marketing Education","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5000888056","display_name":"Bob Kimball","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I165733156","display_name":"University of Georgia","ror":"https://ror.org/00te3t702","country_code":"US","type":"education","lineage":["https://openalex.org/I165733156"]},{"id":"https://openalex.org/I83683471","display_name":"University of West Florida","ror":"https://ror.org/002w4zy91","country_code":"US","type":"education","lineage":["https://openalex.org/I83683471"]}],"countries":["US"],"is_corresponding":true,"raw_author_name":"Bob Kimball","raw_affiliation_strings":["University of Georgia, Department of Marketing and Economics, University of West Florida, Pensacola"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"University of Georgia, Department of Marketing and Economics, University of West Florida, Pensacola","institution_ids":["https://openalex.org/I165733156","https://openalex.org/I83683471"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":2,"corresponding_author_ids":["https://openalex.org/A5000888056"],"corresponding_institution_ids":["https://openalex.org/I165733156","https://openalex.org/I83683471"],"apc_list":{"value":3400,"currency":"USD","value_usd":3400},"apc_paid":null,"fwci":1.91,"has_fulltext":false,"cited_by_count":12,"citation_normalized_percentile":{"value":0.89413756,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":89,"max":96},"biblio":{"volume":"29","issue":"1","first_page":"63","last_page":"68"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T12671","display_name":"Management and Marketing Education","score":0.9994999766349792,"subfield":{"id":"https://openalex.org/subfields/1405","display_name":"Management of Technology and Innovation"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T12671","display_name":"Management and Marketing Education","score":0.9994999766349792,"subfield":{"id":"https://openalex.org/subfields/1405","display_name":"Management of Technology and Innovation"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11058","display_name":"Ethics in Business and Education","score":9.999999747378752e-05,"subfield":{"id":"https://openalex.org/subfields/1802","display_name":"Information Systems and Management"},"field":{"id":"https://openalex.org/fields/18","display_name":"Decision Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T13319","display_name":"Film in Education and Therapy","score":9.999999747378752e-05,"subfield":{"id":"https://openalex.org/subfields/3605","display_name":"Health Information Management"},"field":{"id":"https://openalex.org/fields/36","display_name":"Health Professions"},"domain":{"id":"https://openalex.org/domains/4","display_name":"Health Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/professional-selling","display_name":"professional selling","score":0.7689999938011169},{"id":"https://openalex.org/keywords/interpersonal-communication-skills","display_name":"interpersonal communication skills","score":0.8840000033378601},{"id":"https://openalex.org/keywords/ethical-decision-making","display_name":"ethical decision-making","score":0.9950000047683716},{"id":"https://openalex.org/keywords/contemporary-american-literature","display_name":"contemporary American literature","score":0.8309999704360962},{"id":"https://openalex.org/keywords/jack-kerouac","display_name":"Jack Kerouac","score":0.8370000123977661},{"id":"https://openalex.org/keywords/kurt-vonnegut","display_name":"Kurt Vonnegut","score":1.0},{"id":"https://openalex.org/keywords/ayn-rand","display_name":"Ayn Rand","score":1.0},{"id":"https://openalex.org/keywords/sales-training","display_name":"sales training","score":0.765999972820282},{"id":"https://openalex.org/keywords/business-ethics-education","display_name":"business ethics education","score":0.4169999957084656}],"concepts":[{"id":"https://openalex.org/C2781110425","wikidata":"https://www.wikidata.org/wiki/Q2074695","display_name":"Coursework","level":2,"score":0.8424142599105835},{"id":"https://openalex.org/C164850336","wikidata":"https://www.wikidata.org/wiki/Q3685487","display_name":"Interpersonal communication","level":2,"score":0.6676275730133057},{"id":"https://openalex.org/C500143535","wikidata":"https://www.wikidata.org/wiki/Q31022","display_name":"Professional ethics","level":2,"score":0.5558581352233887},{"id":"https://openalex.org/C2776291640","wikidata":"https://www.wikidata.org/wiki/Q2912517","display_name":"Value (mathematics)","level":2,"score":0.5166471600532532},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.49760153889656067},{"id":"https://openalex.org/C86772948","wikidata":"https://www.wikidata.org/wiki/Q1413287","display_name":"Social skills","level":2,"score":0.48039963841438293},{"id":"https://openalex.org/C119232533","wikidata":"https://www.wikidata.org/wiki/Q873451","display_name":"Business ethics","level":2,"score":0.4681278467178345},{"id":"https://openalex.org/C2780966255","wikidata":"https://www.wikidata.org/wiki/Q5474306","display_name":"Foundation (evidence)","level":2,"score":0.4385163187980652},{"id":"https://openalex.org/C55587333","wikidata":"https://www.wikidata.org/wiki/Q1133029","display_name":"Engineering ethics","level":1,"score":0.4309563636779785},{"id":"https://openalex.org/C75923793","wikidata":"https://www.wikidata.org/wiki/Q74950","display_name":"Objectivism","level":2,"score":0.41882947087287903},{"id":"https://openalex.org/C144024400","wikidata":"https://www.wikidata.org/wiki/Q21201","display_name":"Sociology","level":0,"score":0.3834877610206604},{"id":"https://openalex.org/C19417346","wikidata":"https://www.wikidata.org/wiki/Q7922","display_name":"Pedagogy","level":1,"score":0.37463808059692383},{"id":"https://openalex.org/C39549134","wikidata":"https://www.wikidata.org/wiki/Q133080","display_name":"Public relations","level":1,"score":0.32004857063293457},{"id":"https://openalex.org/C77805123","wikidata":"https://www.wikidata.org/wiki/Q161272","display_name":"Social psychology","level":1,"score":0.21474096179008484},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.14759203791618347},{"id":"https://openalex.org/C17744445","wikidata":"https://www.wikidata.org/wiki/Q36442","display_name":"Political science","level":0,"score":0.137050598859787},{"id":"https://openalex.org/C127413603","wikidata":"https://www.wikidata.org/wiki/Q11023","display_name":"Engineering","level":0,"score":0.12760090827941895},{"id":"https://openalex.org/C119857082","wikidata":"https://www.wikidata.org/wiki/Q2539","display_name":"Machine learning","level":1,"score":0.0},{"id":"https://openalex.org/C199539241","wikidata":"https://www.wikidata.org/wiki/Q7748","display_name":"Law","level":1,"score":0.0},{"id":"https://openalex.org/C542102704","wikidata":"https://www.wikidata.org/wiki/Q183257","display_name":"Psychotherapist","level":1,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.1177/0273475306297386","doi":"https://doi.org/10.1177/0273475306297386","is_oa":false,"landing_page_url":"https://doi.org/10.1177/0273475306297386","pdf_url":null,"source":{"id":"https://openalex.org/S153861934","display_name":"Journal of Marketing Education","issn_l":"0273-4753","issn":["0273-4753","1552-6550"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-b","anvur-scientific","cwts-core","fnege-4","jufo-1","norway-1","poland-140","russia-white-list-1"],"host_organization":"https://openalex.org/P4310320017","host_organization_name":"SAGE Publishing","host_organization_lineage":["https://openalex.org/P4310320017"],"host_organization_lineage_names":["SAGE Publishing"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Marketing Education","raw_type":"journal-article"}],"best_oa_location":null,"sustainable_development_goals":[{"display_name":"Quality education","id":"https://metadata.un.org/sdg/4","score":0.6164000034332275}],"sustainable_development_goals_aurora":[{"display_name":"Quality education","id":"https://metadata.un.org/sdg/4","score":0.4099999964237213}],"study_designs":[],"awards":[],"funders":[],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":26,"referenced_works":["https://openalex.org/W410662156","https://openalex.org/W567681441","https://openalex.org/W654612354","https://openalex.org/W1494369278","https://openalex.org/W1533381402","https://openalex.org/W1570866920","https://openalex.org/W1575757192","https://openalex.org/W1580059905","https://openalex.org/W1584892268","https://openalex.org/W1597051990","https://openalex.org/W1999305780","https://openalex.org/W2012532435","https://openalex.org/W2024083491","https://openalex.org/W2044090281","https://openalex.org/W2059026011","https://openalex.org/W2094020202","https://openalex.org/W2116157041","https://openalex.org/W2124105843","https://openalex.org/W2147501784","https://openalex.org/W2160037875","https://openalex.org/W2165822844","https://openalex.org/W2234004454","https://openalex.org/W2330165608","https://openalex.org/W2799185183","https://openalex.org/W2802688131","https://openalex.org/W4249813333"],"related_works":["https://openalex.org/W3022705493","https://openalex.org/W2096131644","https://openalex.org/W1982247282","https://openalex.org/W6926739753","https://openalex.org/W3194208303","https://openalex.org/W2611545865","https://openalex.org/W7108445410","https://openalex.org/W2152304199","https://openalex.org/W2014394686","https://openalex.org/W2010572989"],"abstract_inverted_index":{"Educators":[0],"and":[1,12,22,62,71,74,82,106,121],"marketing":[2],"professionals":[3],"agree":[4],"that":[5,65,117],"course-work":[6],"must":[7],"address":[8],"interpersonal":[9,138],"communication":[10],"skills":[11,81],"ethical":[13,83],"decision":[14],"making":[15],"in":[16,36,42,48],"addition":[17],"to":[18,30,86,93,132],"traditional":[19],"business":[20,135],"functions":[21],"skills.":[23],"This":[24,126],"article":[25],"describes":[26],"an":[27,119],"innovative":[28,95],"approach":[29,96,127],"teaching":[31],"the":[32,80,109],"professional":[33,75,90],"selling":[34],"course":[35,104],"which":[37],"students":[38,78],"enhance":[39],"their":[40,72],"competency":[41],"these":[43,124],"areas":[44],"through":[45],"assigned":[46],"readings":[47],"contemporary":[49,148],"American":[50],"literature.":[51,149],"Students":[52],"read":[53],"starkly":[54],"contrasting":[55],"works":[56,146],"by":[57],"Jack":[58],"Kerouac,":[59],"Kurt":[60],"Vonnegut,":[61],"Ayn":[63],"Rand":[64],"present":[66],"dramatic":[67],"comparisons":[68],"of":[69,111,123,147],"individuals":[70],"personal":[73],"paths,":[76],"helping":[77],"appreciate":[79],"foundation":[84],"essential":[85],"success":[87],"as":[88,113],"a":[89,114],"salesperson.":[91],"Reaction":[92],"this":[94],"has":[97],"been":[98],"extremely":[99],"positive,":[100],"with":[101,145],"very":[102],"high":[103],"evaluations":[105],"comments":[107],"praising":[108],"value":[110],"literature":[112],"learning":[115],"laboratory":[116],"provided":[118],"understanding":[120],"appreciation":[122],"issues.":[125],"could":[128],"readily":[129],"be":[130],"applied":[131],"numerous":[133],"other":[134,142],"courses":[136],"addressing":[137],"communication,":[139],"ethics,":[140],"or":[141],"critical":[143],"issues":[144]},"counts_by_year":[{"year":2026,"cited_by_count":1},{"year":2024,"cited_by_count":1},{"year":2015,"cited_by_count":2},{"year":2014,"cited_by_count":2},{"year":2012,"cited_by_count":1}],"updated_date":"2026-10-09T09:14:12.587421","created_date":"2016-06-24T00:00:00"}