What type of study is this?

This is a Mixed-Methods study (also classified as: Qualitative Study).

What question did this study set out to answer?

To develop an effective pedagogical approach for teaching adaptive selling using the DISC® framework.

December 8, 2025Journal for Advancement of Marketing EducationOpen Access

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Instructional methodology improves self-awareness and interpersonal communication in adaptive selling, suggesting effective teaching strategies.

To develop an effective pedagogical approach for teaching adaptive selling using the DISC® framework.
Utilized both quantitative and qualitative methods with 82 students from traditional and online modalities.
Implemented a structured teaching methodology integrating DISC® into the sales process.
Support for the instructional methodology was found through empirical evidence.
Qualitative findings indicated enhanced self-awareness and understanding of interpersonal communication among students.

Alan J. Dubinsky (2017) studied this question.

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Instructional methodology improves self-awareness and interpersonal communication in adaptive selling, suggesting effective teaching strategies.