Robert A. Lupton

Sales Training Evaluation Model (STEM): A Conceptual Framework

Abstract Sales training methodologies have one main objective: to develop a productive salesperson. The challenges to sales managers, as presented in recent marketing literature, are numerous. Incomplete understanding by sales managers about the relationship of different training methodologies available and the ability to measure effectiveness is particularly problematic. To better understand the role of sales training effectiveness within the industrial organization, the authors introduce a conceptual framework called the Sales Training Evaluation Model (STEM). To reflect the sales training environment, STEM incorporates five unique aspects or categories: (1) reaction of any participant involved including sales trainers and trainees; (2) changes in attitude, knowledge, and skills among the trainees involved; (3) behavior changes among the trainees involved; (4) tangible measurements such as sales performance; and (5) other evaluative approaches.

Private label branding in China: what do US and Chinese students think?

Purpose – This exploratory research paper aims to contribute to the international marketing and brand development literature by demonstrating that significant cross‐national differences exist between Chinese and US university students regarding beliefs and perceptions of private label branding.Design/methodology/approach – A total of 1,070 usable surveys were collected in the USA and 252 in China. Data analysis was conducted using SPSS data analysis software. The US student sample was collected from a comprehensive university located in the western USA. The Chinese sample was collected from a large university in Hefei. Hefei is the capital city of Anhui Province and a center for higher education.Findings – The researchers compared US and Chinese university students in four areas: important attributes when purchasing food‐related products; beliefs about private label brands and price loyalty; perceptions about private label brands; and recognition of private label brands. US and Chinese respondents had sta...