1 of 15

MKT 4270 A01 (3 CH) SALES MANAGEMENT

Winter 2021 Online Lecture, TR, 1:00 pm – 2:15 pm

CONTENTS CONTENTS ...........................................................1 INSTRUCTOR .......................................................1 COURSE DESCRIPTION .........................................1 COURSE OBJECTIVES ............................................1 COURSE MATERIALS ............................................2 ASSESSMENT OF LEARNING .................................2 COURSE FORMAT AND ONLINE ACCESS ...............3 MISSED EXAM AND LATE SUBMISSION POLICY ....6 CONTACTING ME .................................................7 UMLEARN ............................................................7 CLASS PARTICIPATION AND ATTENDANCE ...........7

SPECIAL LEARNING NEEDS ................................... 7 ELECTRONIC DEVICE POLICY ................................ 7 UNCLAIMED ASSIGNMENTS ................................ 8 OUT-OF-CLASS COMMUNICATION ...................... 8 IMPORTANT DATES ............................................. 8 CLASS SCHEDULE (Subject to change) .................. 9 ACADEMIC INTEGRITY POLICY ........................... 10 STUDENT SERVICES AND SUPPORTS .................. 12 AACSB LEARNING GOALS AND OBJECTIVES ....... 13 STUDYPOOL……………………………..……………….……..14

INSTRUCTOR Name: Brock Cordes Virtual Classroom: https://zoom.us/j/92553727589? Phone: 204-474-9179 Email: brock.cordes@umanitoba.ca Office hours: 30 minutes after online class or by appointment (office hours are conducted remotely

via virtual meetings).

COURSE DESCRIPTION The study of the management of the personal selling area including an examination of the selling function, the sales manager, and sales management.

COURSE OBJECTIVES The overall objective of this course is to provide the student with a basic understanding of the personal selling process and the tasks performed by sales managers. The course includes some of the underlying theory of personal selling and sales management, but also affords an opportunity to apply the theory in class presentations and case analysis. Specific topics covered in the course include: 1. The personal selling process 2. Planning the sales effort 3. Implementing the sales effort 4. Monitoring and controlling the sales effort

https://zoom.us/j/92553727589?pwd=YXNZbjl0TE41M1EvWHp0Y2dWTmVHdz09

2 of 15

COURSE MATERIALS Ingram, LaForge, Avila, Schwepker, Williams, Shannahan, Sell (3rd Canadian Edition), Nelson, 2020 Stephen Covey: Seven Habits of Highly Effective People ISBN:9780 7432 69513.

As classes will be delivered synchronously via Zoom videoconferencing, a device enabled with a camera and microphone is required. Further, you are expected to be in a location with a reliable Internet connection that is strong enough for streaming video.

For quizzes/exams, which will be administered via the Respondus Lockdown browser, you will need a device (computer or iPad; smartphone will not work) with one of the following operating systems:

Windows 10, 8, or 7 (note: will not work with Windows 10S)

Mac OS 10.15 to 10.12, OS X 10.11, or OSX 10.10

iOS: 11.0+ (iPad only) You will need the Chrome browser. Other browsers such as Safari may not work. All readings will be available free to students in UM Learn under the heading “readings”. Students will be responsible for knowing all of the assigned readings for quizzes, assignments, and the final exam (see course schedule below). Please respect copyright laws. Photocopying reading material is a violation of copyright laws and is unethical, unless permission to copy has been obtained.

ASSESSMENT OF LEARNING Grades and Assignment: Participation/Attendance 10%

Individual Case (Feb 9 submit via UMLearn) 10% Group Project: Paper (due on the date of your presentation via UMLearn) 15% Group Project: Presentation (assigned in class) 20% Midterm (Feb 25 via UMLearn) 15% Final Exam (TBA via UMLearn) 30% Total 100%

Grading Scheme:

The top 5% of the class will get an A+

the next 15% will get an A

The next 30% will get a B+

The next 25% will get a B

The next 15% will get a C+

The next 5% will get a C

The next 5% will get a D Getting less than 50% on the course will result in an F grade.

3 of 15

The letter grades are based on where your course total marks are on the above curve, regardless of the absolute number. For example, it is possible for you to get 90% in the course and not get an A if you were not in the top 15% of the class. Likewise, you may get 70% and still get an A if you are in the top 15% of the class. So, it can work both ways.

To protect the academic integrity of education at the Asper School, certain protocols will be observed for online exams. For instance, in some courses, the online exam will set up such that each student will get a random subset of questions from a larger question bank, which means no two students will get exactly the same exam. Further, a very small number of questions will appear on a screen and you may not have the option to move back to questions you have already answered. The instructor may require your camera be on and directed at you for the entire duration of the exam.

For exams, we will be using university-approved Respondus Monitor (camera-invigilation), which will require you to have your camera and microphone on for the entire duration of the exam. As the software detects any unusual movements, you will need to sit in a location where there are no people/pets or other moving objects in the camera’s view during the exam.

For recording your class participation, you will be required to have your camera and/or microphone on when you speak or for the duration of the class.

COURSE FORMAT AND ONLINE ACCESS

This course will be conducted “live” via videoconferencing using Zoom and will not involve in-person instruction. Classes will be during the scheduled class time. https://zoom.us/j/92553727589? . To join the class from your computer, install Zoom Client for Meetings from zoom.us/download. To join the class from your computer, install Zoom Client for Meetings from zoom.us/download. To join from your smartphone, install the Zoom app. Detailed instructions available here. For recording attendance and/or class participation, you may be expected to have your camera and microphone on during class time and exams. You may be expected to leave your camera on for the duration of the class. When in class, please have your microphone muted and unmute yourself only when you speak.

Please note that all classes will be recorded and the video recordings are likely to be shared with other students.

Class time will be spent in lecture and discussion of relevant marketing topics. Students are expected to have read the text material corresponding to the subject matter before the lecture/discussion of that topic.

https://zoom.us/j/92553727589?pwd=YXNZbjl0TE41M1EvWHp0Y2dWTmVHdz09https://zoom.us/downloadhttps://zoom.us/downloadhttps://support.zoom.us/hc/en-us/articles/201362193-Joining-a-meeting

4 of 15

Participation

Students have an active role in this course and are expected to be prepared for each case or class discussion by: 1. Reading the relevant text material in advance. 2. Preparing for each assigned case including:

Organizing and analyzing the relevant case facts and identifying the important issues which must be resolved before a solution can be found.

Clarifying assumptions and performing analysis on alternatives contemplated.

Coming to a decision and/or recommendation.

Creating a plan for the implementation of your recommendation. 3. Class participation will be evaluated on the following basis:

Frequency (60%) 9 marks

Quality (40%) 6 marks To receive the full 9 frequency marks, the student must participate in 9 classes. Participation for frequency marks requires a contribution to class discussion. To receive the full 6 quality marks, the student must make a meaningful contribution to class discussion in at least 6 classes, supported by a written MINI CASE SUMMARY. A meaningful contribution includes comments that significantly advance discussion; add valuable insight, synthesis, etc. Cases:

1. Mini Case Summaries: Mini Case summaries are prepared individually and are a summary of your analysis, and should include brief statements on each of the traditional sections used in case analysis. They are not a summary of the material presented in the text. In order to receive participation points, a Summary must be handed in at the beginning of the appropriate class and must be typewritten. A Summary should normally be one page (double-spaced) in length.

2. Written Case: One individual written case is required of each student. Grading will be equally

weighted between presentation and content. Written cases must be handed in at the beginning of the class. Individual cases are a maximum of four pages (+ exhibits) typed, double-spaced. The individual cases will be posted to UMLearn.

3. Team Case (Written and Presented): Each group (five students) will hand in one team written

case. Team cases are normally six pages in length and must be professionally prepared. Team cases will be assigned from the cases identified for the second half of the course. Team presentations involve an oral presentation to the class by the group and an executive summary. Copies of the executive summary should be made available to the class. Dress and demeanor consistent with a business presentation is expected. The presentation should involve all members of the group. The formal presentation should be approximately 25 minutes (five minutes per student) followed by a question period, of approximately ten to fifteen minutes. The balance of each class will be used by the instructor to comment on the presentation, analysis and discussion. (It is important for each student to be fully prepared to earn participation points.) At the end of the group presentation, the Team Written Case will be due.

5 of 15

Format for Case Writing: Instructions ***READ INSTRUCTIONS AND FORMAT CAREFULLY. ALL CASES MUST BE PRESENTED IN THIS FORMAT*** All cases must be in twelve-point type, with 3 cm margins on all sides, double-spaced and NO LONGER than the designated number of pages specified in the course outline excepting the title page. Cases that are “too long” will be docked by 50% of the case’s worth. For example, Case #1 will be marked out of 50% if it’s too long. However, two or three pages would not do justice to a case study of this nature.

1. Situation Analysis

Bold Heading

Two or three paragraphs describing the circumstances and background of the case.

2. SWOT Analysis

Bold heading

Use 2 columns to list SWOT elements

Strengths (Bold this subheading) Weaknesses (Bold this subheading)

- Single space

- Point form (at least 2 points)

- Describe the INTERNAL STRENGTHS

- Single space

- Point form (at least 2 points)

- the INTERNAL WEAKNESSES

Opportunities (Bold this subheading) Threats (Bold this subheading)

- Single space

- Point form (at least 2 points)

- Describe the EXTERNAL

OPPORTUNITIES

- Single space

- Point form (at least 2 points)

- Describe the EXTERNAL THREATS

3. Problem Statement

Bold heading

Two or three paragraphs on the problem and/or the situation the organization is facing

4. Alternatives

Bold heading

Summarize the alternatives in one or two sentences

List three or four alternatives

List more than one “pro” and “con: associated with each alternative

Use point form in a vertical format (two columns) for the pros and cons under each alternative as follows:

6 of 15

Alternative #1: (State the alternative in bold). Describe the bold statement in 1 -2 sentences (not bold). Pros: - bold this subheading Cons: - bold this subheading - List pros in VERTICAL point form - List pros in VERTICAL point form - Single space - Single space

Recommendation:

Bold heading

State the ONE alternative you are recommending in paragraph form.

Avoid “I” statements when writing the case. Use the third person singular form.

In two or three paragraphs defend why you chose this alternative and how it will assist the company 1. Clearly outline specific steps of implementation 2. Explain how all cons will be overcome for the alternative you chose

Additional Notes:

Ensure that there is a cover sheet containing the case name, course name, number and section, your name, the professor’s name and the date

Number the pages

Conduct a spellcheck

Spell the professor’s name correctly

Follow the guidelines set out in the course outline with regards to proper case writing. USE HEADINGS!!!

EXAMS: All exams will consist of multiple-choice questions. They will cover both the text and any materials covered in class. The final exam will be comprehensive covering all materials (i.e. prior to and after the one scheduled mid-term exam) with equal emphasis on all chapters. Final Exam is Scheduled by the Registrar’s Office

MISSED EXAM AND LATE SUBMISSION POLICY With the exception of deferred final exams, which have their own policy (see below), it is not possible to complete a quiz that is missed. In extenuating circumstances, a missed quiz will be added to the final when approved by me in advance. In the absence of appropriately documented extenuating circumstances, missed quizzes will receive a score of zero. The deferred exam date will be announced later. Please refer to University of Manitoba’s Policy 1305– Exam Regulations (http://umanitoba.ca/admin/governance/governing_documents/academic/454.html) or the Undergraduate Program Office for rules and regulations concerning deferred exams.

Do not make travel plans before the Final Exam. I cannot let you take the exam earlier/later because you made bookings for an earlier date. In the event you have to miss the Final Exam for a valid reason, a request for a deferred exam must be made at your home Faculty’s Undergraduate Program Office (b_comm@umanitoba.ca, if you are an Asper student). Applying for a deferred exam does not guarantee your request will be granted.

7 of 15

CONTACTING ME The best way to get in touch with me is by email. I will be happy to answer questions over email. However, I will not respond to any emails less than 24 hours before a scheduled quiz, exam, or assignment due date. In other words, if a student has questions about a quiz, exam, assignment, please contact me more than one day before the scheduled due date/quiz date.

UMLEARN UM Learn is a very important resource for this course. It is the location where students can find the course outline, required readings, class slides, and assignment instructions. It will also be the place where students will upload completed course assignments. If students are unsure how to use UM Learn, an on-line tutorial can be found here: https://universityofmanitoba.desire2learn.com/d2l/le/content/6606/viewContent/679598/View CLASS PARTICIPATION AND ATTENDANCE The content and structure of this course involves discussion, debate, and conversation. As a result of this, it is critically important that everyone participates in the classroom. My expectation is that students attend every class. For recording attendance, you will be required to have your camera on during the class. A screenshot may be taken as a record of attendance.

The digital classroom will be a place where everyone should be treated with dignity and respect, especially during class discussions. Don't make belittling remarks, but rather be liberal with constructive comments. Also, during class discussions do your part to encourage everyone to participate, especially classmates who have not had been as active in discussion as others. While it is normal for some students to participate more than others, those high-participators should be sensitive to creating space for others as appropriate.

SPECIAL LEARNING NEEDS Students with special learning needs (i.e., those who have legitimate reasons to require extra time, special aids or other supports) should advise me of this fact within the first two weeks of the course or immediately upon their registration with Student Accessibility Services (SAS). I am happy to make arrangements to support your success, but you need to tell me in advance. Please include appropriate documentation from SAS.

ELECTRONIC DEVICE POLICY Although this is course is taught in a remote teaching format, we will observe the protocols that would be expected during in-person classes. Avoid making or taking calls on your cellphone while class is in progress. No frivolous posting of messages in the Chat area during class.

https://universityofmanitoba.desire2learn.com/d2l/le/content/6606/viewContent/679598/View

8 of 15

Recording and video-recording of classes. The instructor(s) and/or the University hold copyright over the course materials, presentations and lectures which form part of this course. No unauthorized audio or video recording of lectures or presentations is allowed. Course materials (both paper and digital) are for the student’s private study and research, and are not to be reproduced, distributed, or posted online without permission. If you have a disability and require audio or video recordings, or materials in alternative formats, please make arrangements through Student Accessibility Services. UNCLAIMED ASSIGNMENTS Pursuant to the FIPPA Review Committee’s approved recommendations as of August 15, 2007, all unclaimed student assignments will become the property of the faculty and will be subject to destruction six months after the completion of any given academic term.

OUT-OF-CLASS COMMUNICATION PowerPoint files, assignment/project guidelines and other class-related files may be posted on UM Learn. Moreover, any announcements outside of class may be sent by e-mail from UM Learn. It is your responsibility to check your U of M e-mail account frequently so that you don’t miss these emails. There are many questions that cannot be answered succinctly over email. If you email me a question, please consider whether it can be easily and effectively answered by email. If it cannot, please talk to me at the beginning of class. If I receive a question that is difficulty to answer electronically or will require a lengthy response, I will ask you to discuss the topic in class instead.

IMPORTANT DATES

First day of class (this course) - Jan 18 Attendance recording begins - Feb 1 Announcement of Project groups - Feb 3 Louis Riel Day (no classes) - Feb 15 Winter Term Break (no class) - Feb 16-19 Midterm Exam - Feb 24 Individual Assignment 1 due - Mar 1 VW deadline - Mar 31 Individual Assignment 2 due - Apr 5 Last day of class (this course) - Apr 14 Final Exam - Between Apr 19 – May 1, as per University schedule Group Project due - Apr 23

9 of 15

CLASS SCHEDULE (Subject to change)

Dates Topics Text Chapters

Jan 19 Introduction

Jan 21 Overview of Personal Selling Chapter 1

Jan 26 Building Trust & Sales Ethics Chapter 2

Jan 28 Understanding Buyers Chapter 3

Feb 2 Communications Skills Chapter 4

Feb 4 Strategic Prospecting & Preparing for Sales Dialogue Chapter 5

Feb 9 Case #1

Feb 11 Case and Exam Preparation

Feb 15 Louis Riel Day (University closed. No classes)

Feb 16-19 Reading Week (No classes)

Feb 23 Planning Sales Dialogues & Presentations Chapter 6

Feb 25 Midterm Exam (Chapters 1 through 6 inclusive)

Mar 2 Sales Dialogue: Creating & Communicating Value Chapter 7

Mar 4 Addressing Concerns & Earning Commitment Chapter 8

Mar 9 Expanding Customer Relationships Chapter 9

Mar 11 Adding Value: Self-leadership and Teamwork Chapter 10

Mar 16 Sales Management & Sales 2.0 Chapter 11

Mar 18 Progress Review

Mar 23 Group Presentation One

Mar 25 Group Presentation Two

Mar 30 Group Presentation Three

Apr 1 Group Presentation Four

Apr 6 Group Presentation Five

Apr 8 Group Presentation Six

Apr 13 Group Presentation Seven

Apr 15 Group Presentation Eight

10 of 15

ACADEMIC INTEGRITY POLICY The online format of class delivery does not lower the Asper School’s academic integrity standards. The same high levels of academic integrity are expected this term as they are in previous terms. It is critical to the reputation of the Asper School of Business and of our degrees that everyone associated with our faculty behave with the highest academic integrity. As the faculty that helps create business and government leaders, we have a special obligation to ensure that our ethical standards are beyond reproach. Any dishonesty in our academic transactions violates this trust. The University of Manitoba General Calendar addresses the issue of academic dishonesty under the heading “Plagiarism and Cheating.” Specifically, acts of academic dishonesty include, but are not limited to:

using the exact words of a published or unpublished author without quotation marks and without referencing the source of these words (includes Chat messages posted during class)

duplicating a table, graph or diagram, in whole or in part, without referencing the source paraphrasing the conceptual framework, research design, interpretation, or any other ideas of

another person, whether written or verbal (e.g., personal communications, ideas from a verbal presentation) without referencing the source

copying the answers of another student in any test, examination, or take-home assignment providing answers to another student in any test, examination, or take-home assignment or

obtaining answers or other unauthorized help from anyone else taking any unauthorized materials into an examination or term test (crib notes), regardless of

whether those are used during the exam recording exam questions using any method, regardless of whether those are shared with others sharing exam questions with those who are yet to take the exam, including future students or

attempting to sell exam questions impersonating another student or allowing another person to impersonate oneself for the purpose

of attendance, earning class participation marks, submitting academic work, or writing any test or examination

stealing or mutilating library materials accessing test prior to the time and date of the sitting changing name or answer(s) on a test after that test has been graded and returned submitting the same paper or portions thereof for more than one assignment, without discussions

with the instructors involved Group Projects and Group Work

Many courses in the Asper School of Business require group projects. Students should be aware that group projects are subject to the same rules regarding academic integrity. All group members should exercise special care to ensure that the group project does not violate the policy on Academic Integrity. Should a violation occur, group members are jointly accountable unless the violation can be attributed to specific individuals.

Some courses, while not requiring group projects, encourage students to work together in groups before submitting individual assignments. If it’s unclear whether it is allowed, students are encouraged to seek clarification from the instructor to avoid violating the academic integrity policy. In the Asper School of Business, all suspected cases of academic dishonesty in undergraduate courses are reported to the Dean's office and follow the approved disciplinary process. See following table for typical penalties for academic dishonesty in the Asper School.

https://umanitoba.ca/faculties/management/programs/undergraduate/student_life/media/Asper_Student_Discipline_Process_Apr2015.pdf

11 of 15

Typical Penalties for Academic Dishonesty in the Asper School

If the student is from another Faculty and the academic dishonesty is committed in an Asper course, the student’s Faculty could match or add penalties beyond the Asper School’s. F-DISC on transcript indicates the F is for disciplinary reasons.

ACADEMIC DISHONESTY PENALTY

Cheating on exam (copying from or providing answers to another student)

F-DISC in course Suspension from taking Asper courses for 1 year Notation of academic dishonesty in transcript

Sharing exam questions electronically during exam

F-DISC in course Suspension from taking Asper courses for 1 year Notation of academic dishonesty in transcript

Possession of unauthorized material during exam (e.g., cheat notes)

F-DISC in course Suspension from taking Asper courses for 1 year Notation of academic dishonesty in transcript

Altering answer on returned exam and asking for re-grading

F-DISC in course Suspension from taking Asper courses for 1 year Notation of academic dishonesty in transcript

Plagiarism on assignment F-DISC in course Suspension from taking Asper courses for 1 year Notation of academic dishonesty in transcript

Submitting paper bought online F-DISC in course Suspension from taking Asper courses for 1 year Notation of academic dishonesty in transcript

Inappropriate Collaboration (collaborating with individuals not explicitly authorized by instructor)

F-DISC in course Suspension from taking Asper courses for 1 year Notation of academic dishonesty in transcript

Group member had knowledge of inappropriate collaboration or plagiarism and played along

F-DISC in course Notation of academic dishonesty in transcript

Signing Attendance Sheet for classmate

F-DISC in course Notation of academic dishonesty in transcript

Attempting to sell exam F-DISC in course Suspension from taking Asper courses for 18 months Notation of academic dishonesty in transcript

12 of 15

STUDENT SERVICES AND SUPPORTS The University of Manitoba provides many different services that can enhance learning and provide support for a variety of academic and personal concerns. You are encouraged to visit the below websites to learn more about these services and supports. If you have any questions or concerns, please do not hesitate to contact your instructor or the Undergraduate Program Office.

For Information on… …follow this link

Tech-related issues with UM Learn or videoconferencing Information Services & Technology

Admission, Registration, Tuition Fees, Important Dates, Final Exams, Graduation, and Transcripts

Registrar’s Office

Academic policies & procedures, regulations, Faculty-specific information, degree and major requirements

Academic Calendar

Help with research needs such as books, journals, sources of data, how to cite, and writing

Library Resources

Tutors, workshops, and resources to help you improve your learning, writing, time management, and test-taking skills

Writing and Learning Support

Support and advocacy for students with disabilities to help them in their academic work and progress

Student Accessibility Services

Copyright-related questions and resources to help you avoid plagiarism or intellectual property violations

Copyright Office

Student discipline bylaws, policies and procedures on academic integrity and misconduct, appeal procedures

Academic Integrity

Policies & procedures with respect to student discipline or misconduct, including academic integrity violations

Student Discipline

Students’ rights & responsibilities, policies & procedures, and support services for academic or discipline concerns

Student Advocacy

Your rights and responsibilities as a student, in both academic and non-academic contexts

Your rights and responsibilities

Full range of medical services for any physical or mental health issues

University Health Service

Information on health topics, including physical/mental health, alcohol/substance use harms, and sexual assault

Health and Wellness

Any aspect of mental health, including anxiety, stress, depression, help with relationships or other life concerns, crisis services, and counselling.

Student Counselling Centre

Support services available for help regarding any aspect of student and campus life, especially safety issues

Student Support Case Management

Resources available on campus, for environmental, mental, physical, socio-cultural, and spiritual well-being

Live Well @ UofM

Help with any concerns of harassment, discrimination, or sexual assault

Respectful Work and Learning Environment

Concerns involving violence or threats, protocols for reporting, and how the university addresses them

Violent or Threatening Behaviour

http://umanitoba.ca/ist/http://umanitoba.ca/student/records/http://umanitoba.ca/student/records/academiccalendar.htmlhttp://libguides.lib.umanitoba.ca/mgmtlibraryhttp://umanitoba.ca/student/academiclearning/http://umanitoba.ca/student/saa/accessibility/http://umanitoba.ca/admin/vp_admin/ofp/copyright/index.htmlhttp://umanitoba.ca/academicintegrityhttp://www.umanitoba.ca/student/resource/student_advocacy/student-discipline.htmlhttp://umanitoba.ca/student/advocacy/http://umanitoba.ca/student/resource/student_advocacy/student_conduct.htmlhttp://umanitoba.ca/student/health/index.htmlhttp://umanitoba.ca/student/health-wellness/index.htmlhttp://umanitoba.ca/student/counselling/http://umanitoba.ca/student/case-manager/index.htmlhttp://umanitoba.ca/livewell/http://umanitoba.ca/human_rights/rwle/index.htmlhttp://umanitoba.ca/human_rights/rwle/index.htmlhttp://umanitoba.ca/admin/governance/governing_documents/community/669.html

13 of 15

AACSB ASSURANCE OF LEARNING GOALS AND OBJECTIVES

AACSB Assurance of Learning Goals and Objectives. The Asper School of Business is proudly accredited by AACSB. Accreditation requires a process of continuous improvement of the School and our students. Part of “student improvement” is ensuring that students graduate with the knowledge and skills they need to succeed in their careers. To do so, the Asper School has set the learning goals and objectives listed below for the Undergraduate Program. The checked goal(s) and objective(s) will be addressed in this course and done so by means of the items listed next to the checkmark.

Goals and Objective in the Undergraduate Program

Goals and Objectives Addressed

in this Course

Course Item(s) Relevant to these Goals

and Objectives

1 Quantitative Reasoning

A. Determine which quantitative analysis technique is appropriate for solving a specific problem.

B. Use the appropriate quantitative method in a technically correct way to solve a business problem.

C. Analyze quantitative output and arrive at a conclusion.

2 Written Communication

A. Use correct English grammar and mechanics in their written work.

Term paper Assignments Exams

B. Communicate in a coherent and logical manner Term paper Assignments Exams

C. Present ideas in a clear and organized fashion. Term paper Assignments Exams

3 Ethical Thinking

A. Identify ethical issues in a problem or case situation

Entire course

B. Identify the stakeholders in the situation. Entire course

C. Analyze the consequences of alternatives from an ethical standpoint.

Entire course

D. Discuss the ethical implications of the decision. Entire course

4 Core Business Knowledge Entire course

14 of 15

UNDERGRADUATE BONUS CREDIT RESEARCH PARTICIPATION PROGRAM

Students can participate in up to four online research studies this term to earn bonus credit. Each study takes approximately 15 minutes to complete, and provides a 0.5% bonus to your course grade. There is a maximum bonus of 2% per course.

Please note that each study can only be completed once for extra credit: completing the same study more than once will not provide additional course credit. Benefits of the Program: This program is designed to give students a glimpse into how marketing theory is developed through participation in marketing research studies conducted by faculty here at the Asper School of Business. Participation in academic research studies also enhances the value of the degrees from Asper. University reputations are affected by the quality of research conducted by their faculty: participating in these studies helps Asper professors publish in scholarly journals, consequently improving the school’s reputation. Procedure: You will be notified via email prior to each study so that you may participate online. At the end of each study, you can choose a course to which you assign the bonus credit. Please take a screen shot of the page where you assign the bonus credit, for your records. At the end of each study session, you will be debriefed, i.e., you will be informed as to what was being studied in each study. This debriefing will allow you to see how marketing theory is developed through academic research.

All studies that you participate in are approved by the Psychology/Sociology Research Ethics Board, University of Manitoba. If you have any questions, please feel free to contact the subject pool administrator at mktg_research@umanitoba.ca. Alternative Assignment: Should you wish to earn bonus credit, but not wish to participate in research, the following option is offered as an alternative assignment for bonus credit. This alternative assignment is designed to take approximately 15 minutes of time, the same time that would be spent if you were participating in the research program. Students are to find one short research report in the Journal of Consumer Psychology or Psychological Science and will be required to read the article and submit a one page summary of the main findings to mktg_research@umanitoba.ca by the end of the particular study period a student chooses not to participate in (i.e. if the study period is from Feb 1 – 15, this is the period in which the alternative assignment has to be done and submitted). Credit will be given to the student as if they participated in the research study. Please note that a separate assignment has to be completed for each study.

Some study data and information from the study may be sent outside of the University of Manitoba to other researchers, academic institutions, health care facilities, or organizations for further analysis, testing or as part of the research study. Any information sent out of the University of Manitoba will not show your name or address, or any other identifiable personal information about you.

mailto:mktg_research@umanitoba.camailto:mktg_research@umanitoba.ca

15 of 15

Information gathered in this research study may be published or presented in public forums, however your name and other identifying personal information will not be revealed. Increasingly, the scientific community, the granting agencies and medical scientific journals require that data be stored and made available for secondary review and analyses. For publication purposes your de-identified study data may be shared with to other researchers from other institutions for secondary analyses or other research purposes. Any information sent out of the University of Manitoba will not show your name or address, or any other identifiable personal information about you. However, despite efforts to keep your personal information confidential, absolute confidentiality cannot be guaranteed. Your personal information may be disclosed if required by law.

Any questions about the assignment or suggestions for articles should be directed to mktg_research@umanitoba.ca.

mailto:mktg_research@umanitoba.ca