Gary Selden
Professor of Marketing, Director of the Tenacity Center for Account Management and Client Retention | Kennesaw State University
Kennesaw, GA, UNITED STATES
Professor Selden is Director of the Tenacity Center for Account Management and Client Retention
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Industry Expertise (1)
Education/Learning
Areas of Expertise (4)
Higher Education
Teaching
Instructional Design
Leadership
Education (3)
The University of Georgia: Ed.D., Training and Development 1998
Kennesaw State University - Michael J. Coles College of Business: M.B.A., Marketing Concentration 1988
Awarded MBA Outstanding Alumni
Ithaca College: B.A.
Affiliations (1)
- The Selden Company : President
Links (2)
Recent Papers (3)
Using Role-Play Competition to Teach Selling Skills and Teamwork
Marketing Education Review
2015 Engaging students and motivating them to learn is a continuous challenge for university faculty. This paper discusses the introduction of competition into the classroom in conjunction with experiential role-play exercises as an effective pedagogical tool for teaching selling skills. Role-play sales competition combines three teaching methods and solves several logistical issues related to the use of role-play exercises. These methods are reviewed in the context of sales education and followed by a discussion of the resources and implementation required.
The Integration Allegation in Executive MBA Programs
Marketing Education Review
2015 The impetus toward inter-functional integration in organizations is generating great demand for human capital with the necessary skills and knowledge to operate effectively in cross-functional role sets. Despite this growing demand, universities and colleges have largely adhered to a traditional model of graduate education in which specialization is achieved through functional segregation of areas, topics and skills. This national study—a balanced replication of an earlier study addressing the finance discipline—surveyed key informants from various EMBA programs in the U.S. This study specifically addresses how marketing content is/is not integrated in EMBA program design. Responding institutions indicate little progress toward inter-functional integration of marketing principles and practices in EMBA programs.
A Report Card on Innovation: How Companies and Business Schools are Dealing with It
Journal of Executive Education
2008 This study focused on the state of innovation in today’s businesses. We found that Innovation-driven companies observe certain practices. These were CEO involvement, supportive cultures of innovation, rewards for innovation, communication, metrics, hiring practices that support innovation, budget allocations for innovation, and an innovative vision. In addition, it supported the notion that innovation-driven companies practiced systemic innovation as opposed to innovation-shy companies. Open communication appears to contribute to systemic innovation by reducing fear of risk taking.
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