Teaching Personal Selling Strategies and Tactics with Popular Culture Examples: An Active Learning In-Class Group Activity

Presenter Information

Philip J. Boutin Jr., Eastern Kentucky UniversityFollow

Publication Date

2021

Abstract

An original in-class activity to enhance students’ understanding of personal selling strategies and tactics was developed that was informed by multiple teaching and learning theories and techniques from the extant literature, including: active learning (e.g., Bonwell & Eison, 1991); social learning theory (e.g., Bandura, 1971); cooperative learning (e.g., Li & Lam, 2013); constructivism (e.g., Learning-Theories.com, 2015); social constructivism (e.g., Creswell, 2014; Vygotsky, 1978); and educational entertainment or edutainment (Rapeepisarn et al., 2006). For the activity, student groups select and analyze three scenes in movies or television shows in which characters use personal selling activities in an attempt to close a business deal.

Author Biography

Dr. Philip J. Boutin, Jr. is an Assistant Professor of Marketing in the College of Business and Technology at Eastern Kentucky University. He has taught multiple different undergraduate courses at EKU, including “Integrated Marketing Communications,” “International Marketing,” “Internet Marketing,” “Marketing for Entrepreneurs,” “Marketing Management,” “Personal Selling,” and “Principles of Marketing.”

Creative Commons License

This work is licensed under a Creative Commons Attribution 4.0 License.