Research & Publications
22 peer-reviewed publications spanning four decades of research on sales management simulations and experiential learning in sales education.
Evolutionary Shaped Goal Orientation in Homo Sapiens: How Life Sciences Contribute to a Better Understanding of Salespeople as Knowledge Brokers
Willem J.M.I. Verbeke & Jolly Masih
Explores how life sciences explain salespeople as knowledge brokers through evolutionary and neural-endocrine mechanisms.
Preparing Performance Reports for Upper Management: A Skills Building Project for Sales Management Students
Joseph Chapman, Ball State University; Russ Wahlers, Ball State University
Assignment framework for developing formal performance reports in sales management courses.
Peer Evaluations for Extended Group Projects for a Sales Management Course
Joseph Chapman, Ball State University; Russ Wahlers, Ball State University
Evaluation process for extended group projects in sales management courses.
Exploring the Effect of Attachment Styles and Winning or Losing a Status Contest on Testosterone Levels
Willem J. Verbeke, Frank Belschak, Tsachi Ein-Dor, Richard P. Bagozzi, Michaéla Schippers
Studies how attachment styles affect testosterone levels during status contests.
Entry-Level Salesperson Selection: An Engaging Experiential Exercise for Sales Management Students
M. J. Billups, Amit Poddar
Experiential recruitment simulation exercise for sales management students.
The MARS Sales Management Simulation 10+ Years Later
Joseph Chapman, Ball State University; Russ Wahlers, Ball State University
Overview of incorporating the MARS simulation into sales management courses over a decade.
Sales Simulation Games — Student and Instructor Perceptions
Frederik Beuk, University of Akron
Compares simulation games, case discussions, and lectures using established educational principles.
Postgame Testosterone Levels of Individuals in Team-Based Status Games: Effects of Genetic Makeup, Gender, and Winning vs. Losing
Willem J. M. I. Verbeke, Frank D. Belschak, Richard P. Bagozzi, Yolanda B. De Rijke
Examines genetic makeup, gender, and winning/losing effects on testosterone in competitive simulations.
Teaching Sales and Negotiation with Computer-Based Simulation
Lionel Bobot
Compares case-based vs. simulation-based course designs across 150 students.
Teaching Sales and Negotiation with Computer-Based Simulation
Lionel Bobot, NEGOCIA
Effectiveness study comparing different sales management course designs.
The Pedagogy and Efficacy of Using Internet-Based Marketing Simulations: The MARS Simulations Experience
Kathryn J. Cook, Robert W. Cook, West Virginia University
Examines MARS simulations' effectiveness in achieving course learning objectives.
The Pedagogy and Efficacy of Using a Sales Management Simulation: The MARS Sales Management Simulation Experience
Dr. Robert W. Cook, West Virginia University
Historical perspective on gaming pedagogy and the MARS experience.
Sales Management Simulation — Bringing Reality to the Classroom
Cathy Owens Swift, Georgia Southern University; Robert W. Cook, West Virginia University
Online simulation implementation and student learning assessment.
Can a Simulation Help Achieve Course Objectives? An Exploratory Study Investigating Differences Among Instructional Tools
Kenneth J. Chapman, Christine L. Sorge
Comparative evaluation of simulation vs. textbooks and papers on student learning outcomes.
Simulation Gaming for Sales Management Training
A. J. Faria, John R. Dickinson, University of Windsor, Ontario, Canada
Comprehensive sales management simulation with a realistic industrial environment.
Review of The Sales Management Simulation
Alvin C. Burns
Review addressing the gap in simulation availability for sales management courses.
Sales Manager — A Simulation
John A. Dickinson, A. J. Faria, University of Windsor
PC-based simulation game for introductory sales management courses.
Profits — The False Prophet in Business Gaming
Richard D. Teach, Georgia Institute of Technology
Analysis of measuring managerial ability beyond profit metrics in simulations.
PAN — Simulation of a District Sales Territory
Leo L. Ward, Ward Associates, Inc.; Frank A. Scalia, Barnes Group Inc.
Microcomputer-based simulation for training district sales managers.
A Sales Management Simulation for the PC: An Integrative Tool for Sales Management Courses
Ralph L. Day, Western Michigan University
Integrative tool for sales management courses focusing on decision-making.
Teaching Reevaluation of Salespersons Through the Use of a Simulation Game
Gordon Gray, Arthur Andersen; James W. Gentry, Oklahoma State University; L. Lee Manzer, Oklahoma State University
SPREE game for evaluating salesperson performance and recommendations.
Sales and Sales Management — A Case vs. Simulation Approach
Bruce McAfee, Lawrence Institute of Technology; Ernest L. Maier, Lawrence Institute of Technology
Comparative approach using incident-based simulations versus traditional case studies.
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