Sales Role Play ... Take Two ... Action! Using Video Capture Technology to Improve Student Performance.

As role plays become increasingly popular in the sales curriculum, the challenge for instructors is how to motivate students to watch--and, ultimately, learn from--them. This paper examines how both students and faculty can benefit from video capture technology. We find that students perform better in their second role play when they watch their first one via video link. Further, the longer students watch, the more they improve. For faculty, it provides a systematic way to monitor individual progress and tailor student feedback. This innovation has implications for student incentive structures, role-play assessments, and classroom technology adoption. [ABSTRACT FROM AUTHOR]