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This paper seeks to empirically test the use of persuasion knowledge among the millennial generation.

College aged students were randomly assigned into two groups and given scenarios where one was designed for persuasion knowledge to be more likely utilized by consumers, and a second where is was less likely to use it. The respondents were exposed to a scripted sales scenario and their perceptions of the salesperson were measured. It was hypothesized that millennial consumers using persuasion knowledge were more likely to develop negative affective and cognitive attitudes toward the salesperson, and were less likely to develop purchase intentions than those not using persuasion knowledge. Factor analysis was used to confirm that three dimensions existed, and a follow‐up MANOVA/t‐test was used to measure the differences between the two treatment groups.

All three hypotheses were supported. Millennial consumers that feel compelled to cope with the salesperson's tactics were significantly more likely to develop negative perceptions of the salesperson, and were less likely to buy than other consumers.

This study was limited in scope, as it was designed to be a basic sales interaction with a retail salesperson. Future research is needed to identify millennial's use of persuasion knowledge in a variety of sales environments, and for different types of products.

This was the first study to provide empirical evidence supporting the use of persuasion knowledge by younger consumers.

In the period before Britain entered the European Community and again at the Labour Government's referendum, one factor which caused most concern in both those in favour and those against entry, was the possible loss of sovereignty by the Houses of Parliament to a supra‐national body. That there would be some loss was accepted but fears that it would be anything more than minimal were discounted, and not enough to affect the lives of ordinary people. Far‐reaching changes required by some of the EEC food directives and regulations, which even if held in abeyance for the usual transitional period will have to be implemented eventually, must be causing many to have second thoughts on this. If more were needed, the embarassing situation at the recent energy conference, at which Britain, as a major oil producer, demanded a separate seat, but had to submit to the overall authority of the Community, the other members of which, figuratively, do not produce a gallon of oil between them. A shift of power from Whitehall to Brussels may not be so evident at higher levels of government, however, as in secondary legislation; the language of the departments of government.

Graduate students often come to statistics courses with varying levels of motivation and previous academic preparation. Within the statistics education literature, there is a growing consensus to guide instructors who want to help their students gain the requisite statistical knowledge so they can conduct their own research and report their results accurately. Recommendations from the literature include using real data, showing worked-out example problems, and providing immediate feedback to allow students to reflect on the correct and incorrect decisions they made in their analyses. This chapter describes the use of expert decision models (EDMs) in two graduate-level statistics courses – multiple regression and structural equation modeling. Decision-Based learning is an effective way to support graduate students’ developing thinking about statistics. In both courses, the students encounter the EDM through a series of assignments which guides students through the process of specifying a statistical model, running that model in Statistical Package for the Social Sciences or Mplus, and interpreting the results. These assignments use real datasets whenever possible and are designed to expose students to various issues they may experience in their research (missing data, violations of assumptions, etc.) and to illustrate how an expert would have adapted to those issues to complete the analysis. The EDM, with its just-in-time, just-enough instruction, helps students navigate these obstacles through guided practice and allows them to develop the conditional knowledge to handle issues that will arise as they carry out their own research.

Researcher Highlight: Dr. Carter G. Woodson (1875–1950)

The purpose of this paper is to establish a supported and validated reference point for understanding how Nicodemus, Kansas warrants significant inclusion in both the history of management and current entrepreneurship education.

This paper consists of a literature review to identify the salient historical and theoretical importance of the community of Nicodemus, Kansas. The research was conducted by reviewing and couching the research in this context.

Nicodemus, born out of an entrepreneurial spirit of newly liberated Black Americans, is the surviving entrepreneurial force for the African-American efforts in the western US expansion efforts in the later 1800s. The community, courage and cooperative views of the settlers were instrumental in overcoming a variety of hardships inherent in the location, society and time period to not only survive but also deliver growth and success. Nicodemus personified cultural pride and self-reliance, which fueled personal and commercial success.

The cooperative advantage is justified to be included in discussions of American management history, taught in the entrepreneurship curriculum and used by practitioners.

Collective courage and cooperative advantage used by Nicodemus carries implications for how modern Black communities can advance their economic and social agendas.

Coverage of Black contributions management and entrepreneurship is scant, but a Black Enlightenment period has recently changed that scholars have recently begun to cover these significant moments in the literature (Prieto and Phipps, 2019). We argue that Nicodemus as an entrepreneurial community serves as a case study that needs contextualization in this Black Enlightenment era and holds pertinent implications for modern Black communities.