How Instructor Enthusiasm Influences The Effectiveness Of Asynchronous Internet-Based Sales Training

Purpose of the Study: A growing number of firms are using asynchronous online classes to disseminate information to sales employees. While instructor enthusiasm has been shown to improve student learning and motivation in traditional classrooms, previous research has not investigated instructor enthusiasm in asynchronous online classes, where instructor non-verbal behaviors are constrained and students cannot interact in real time. This is an important research gap because a key goal of sales training is to motivate sales students. Accordingly, this research examines the effect of instructor enthusiasm in asynchronous internet-based sales classes on three types of training assessments; (1) student evaluations, (2) learning retention, and (3) behavioral change intentions