NCSM 2010 Alcohol Abuse and Business Entertaining Michael Rodriguez Earl Honeycutt.

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Presentation transcript:

NCSM 2010 Alcohol Abuse and Business Entertaining Michael Rodriguez Earl Honeycutt

Current, Binge, and Heavy Alcohol Use among Persons Aged 12 or Older, by Age: 2008 Source: US Department of Health and Human Services, SAMHSA's National Survey on Drug Use & Health

Heavy Alcohol Use among Adults Aged 18 to 22, by College Enrollment: Source: US Department of Health and Human Services, SAMHSA's National Survey on Drug Use & Health

Drinking In College Among aged 18 or older, alcohol use increased with increasing levels of education 18 to 22 enrolled full time in college were more likely than their peers to use alcohol, binge drink, and drink heavily 77.5% college students believe drinking is a central part of their social life Source: US Department of Health and Human Services, SAMHSA's National Survey on Drug Use & Health

The Risks Become Greater After College Students unable to separate entertaining and socializing Alcohol is free due to it being expensed by the company Young professionals go from drinking beer to harder alcohol (Martini’s, Mixed Drinks, Shots..)

Potential Abuse of Alcohol in Professional Sales Entertainment of clients is part of the job Networking, schmoozing Sales and Marketing have biggest expense accounts Revenue generators; freedom to spend more Part of managing your career

Should Academia Play A Role? Are companies educating their sales people about entertaining? Are human resource departments helping those with alcohol problems? Should academia be more involved in alcohol education? If so, how?

Interactive Session Discussion Should faculty discuss the topic in sales courses? Is it our responsibility to educate? If yes, what type of guidelines should faculty provide?

Interactive Session Discussion - II What are some potential research ideas?

Methods of Dealing with Alcohol Abuse Introduce topic in Professional Selling Classes Describe types of entertainment Provide examples –i.e. Robert McCormick, CEO of Savvis Discuss Consequences

Legal, DUI, accidents Jeopardizing reputation, promotion, and risk of being fired. Exceeding expense levels. Abuse of budget. Getting taken advantage of by clients Making poor personal and business decisions

Guidelines and Suggestions Set limits (time, budget) Set expectations with client Communicate with management Communicate with bartender/waiter

Feedback from Professional Sales Class At Elon University Collaboration Between Love School of Business and Health Services

Survey Questions Entertainment in Professional Selling (Drinking in Corporate America) Not BeneficialVery Beneficial Not InformativeVery Informative Not Implement At AllMost Likely Implement

Survey Questions Results Entertainment in Professional Selling (Drinking in Corporate America) BeneficialInformativeMost Likely Implement

Future Research The Importance of entertaining in sales Firm policies related to alcohol purchase and payment Is alcohol consumption more prevalent in sales? Benefits and liabilities of entertaining What other areas of entertaining should be researched?