Professional Sales Research and Publications

International Journal of Business and Globalisation

 
Entrepreneurial Grit: A Reflective Review
by Dr. Alex Lawrence and Dr. Norris Krueger 
 
Abstract: To the popular mind, for entrepreneurs, could there be a more relevant construct than grit? This much-ballyhooed personal characteristic of determined, intentional perseverance should be a potent predictor of entrepreneurial behavior and success (e.g., Conner 2013). Why is it then that we see such mixed results of the impact of grit on entrepreneurial phenomena? In this review, we explore various aspects of how the psychological variable grit is applied to our understanding of entrepreneurial thinking, behavior, and performance and closely related domains.
Keywords: Entrepreneur; Grit; Entrepreneurship; Entrepreneurial Success.

 


"Teaching and training future sales professionals how to negotiate with real world experience"

Blake Nielson, professional sales department chair, and Tim Border, professional sales associate professor, published the paper “Teaching and training future sales professionals how to negotiate with real world experience” in the Journal for Advancement of Marketing Education, Vol. 24, No. 1. The research investigates tools to teach salespeople and students how to become master negotiators by application of concepts in real-world situations.

Border, Tim and Nielson, Blake. 2016. “Teaching and training future sales professionals how to negotiate with real world experience,”  Journal for Advancement of Marketing Education, Vol. 24, No. 1.

Read Teaching and Training Future Sales Professionals How to Negotiate with Real World Experience (pdf)