A social network supported CAI model for tacit knowledge acquisition

Freehand sketching is one of the most important and commonly used methods of generating and sharing budding ideas during the conceptual development portion of the preliminary phase of design. To develop one’s skills, prolonged practice, acquiring instant feedback and suggestions while practicing are invaluable. The two key and indispensable parts of learning draftsmanship are viewing and commenting on large numbers of free hand sketches. However, due to insufficient educational resources, instructors must spend most of their time engaged in class-room teaching, reducing the time allotted for one-on-one discussion and specialized assistance. Furthermore, the lack of sketch grading criteria can prevent students from developing proper insights into the essentials of sketching. As a result, students neither receive personalized feedback nor acquire adequate training in critiquing freehand sketching skills. These factors decrease learning effectiveness and negatively impact learning motivation. In order to solve this problem, this research has created a discussion platform on Facebook that utilizes the learning characteristics essential to developing proficiency in freehand sketching. It includes practice, observation, and comments. It has been found that this cultivates the subjects’ ability to judge freehand sketch quality and increases learning motivation and effectiveness through the process of peer-assessment. After participating in the one-semester teaching experiment, the abilities of the experimental group were significantly better than those of the control group, demonstrating that the online sketch discussion platform has a significant impact on freehand sketch learning.     

The sales recovery audit: Learning to walk the talk

Little research attention has been devoted to the impact of salesperson failure and recovery management on customer relationship development. This paper develops a theoretically anchored and externally validated sales recovery audit for the purpose of assessing sales organization performance in these matters. Results based on a survey of 177 sales managers indicate that practice of sales recovery efforts lags behind their perceived importance as they relate to organizational success. The sales recovery audit presented here can be a useful tool to continuously evaluate and enhance sales recovery efforts for the purpose of building a stronger relationship selling organization.     

The Asset Approach to Pricing Urban Land: Empirical Evidence

Many papers have attempted to explain Intelmetropolitan variations in the price of housing using multi-equation models of the metropolitan housing market. This paper uses a long-run equilibrium urban asset model to explain such variations. The model builds upon previous models that introduce uncertainty into the dynamic urban model of land conversion. The empirical results strongly support the asset approach to valuing land in urban areas.     

How industrial salespeople gain customer trust

This study investigated how industrial salespeople gain the trust of their customers. Results show that trust increases as the customer gains the impression that the salesperson is dependable, honest, competent, customer oriented, and likeable. Based on the results, a general model of trust building is suggested.