id	sid	tid	token	lemma	pos
absel-1548	1	1	a	a	DET
absel-1548	1	2	systematic	systematic	ADJ
absel-1548	1	3	approach	approach	NOUN
absel-1548	1	4	to	to	ADP
absel-1548	1	5	the	the	DET
absel-1548	1	6	development	development	NOUN
absel-1548	1	7	and	and	CCONJ
absel-1548	1	8	evaluation	evaluation	NOUN
absel-1548	1	9	of	of	ADP
absel-1548	1	10	experiential	experiential	ADJ
absel-1548	1	11	exercises	exercise	NOUN
absel-1548	1	12	developments	development	NOUN
absel-1548	1	13	in	in	ADP
absel-1548	1	14	business	business	NOUN
absel-1548	1	15	simulation	simulation	NOUN
absel-1548	1	16	&	&	CCONJ
absel-1548	1	17	experiential	experiential	ADJ
absel-1548	1	18	exercises	exercise	NOUN
absel-1548	1	19	,	,	PUNCT
absel-1548	1	20	volume	volume	NOUN
absel-1548	1	21	20	20	NUM
absel-1548	1	22	,	,	PUNCT
absel-1548	1	23	1993	1993	NUM
absel-1548	1	24	79	79	NUM
absel-1548	1	25	a	a	DET
absel-1548	1	26	systematic	systematic	ADJ
absel-1548	1	27	approach	approach	NOUN
absel-1548	1	28	to	to	ADP
absel-1548	1	29	the	the	DET
absel-1548	1	30	development	development	NOUN
absel-1548	1	31	and	and	CCONJ
absel-1548	1	32	evaluation	evaluation	NOUN
absel-1548	1	33	of	of	ADP
absel-1548	1	34	experiential	experiential	ADJ
absel-1548	1	35	exercises	exercise	NOUN
absel-1548	1	36	gerrard	gerrard	PROPN
absel-1548	1	37	macintosh	macintosh	PROPN
absel-1548	1	38	,	,	PUNCT
absel-1548	1	39	university	university	PROPN
absel-1548	1	40	of	of	ADP
absel-1548	1	41	manitoba	manitoba	PROPN
absel-1548	1	42	james	james	PROPN
absel-1548	1	43	w.	w.	PROPN
absel-1548	1	44	gentry	gentry	PROPN
absel-1548	1	45	,	,	PUNCT
absel-1548	1	46	university	university	PROPN
absel-1548	1	47	of	of	ADP
absel-1548	1	48	nebraska	nebraska	PROPN
absel-1548	1	49	-	-	PROPN
absel-1548	1	50	lincoln	lincoln	PROPN
absel-1548	1	51	jeffrey	jeffrey	PROPN
absel-1548	1	52	j.	j.	PROPN
absel-1548	1	53	stoltman	stoltman	PROPN
absel-1548	1	54	,	,	PUNCT
absel-1548	1	55	wayne	wayne	PROPN
absel-1548	1	56	state	state	PROPN
absel-1548	1	57	university	university	PROPN
absel-1548	1	58	abstract	abstract	NOUN
absel-1548	1	59	the	the	DET
absel-1548	1	60	paper	paper	NOUN
absel-1548	1	61	describes	describe	VERB
absel-1548	1	62	a	a	DET
absel-1548	1	63	systematic	systematic	ADJ
absel-1548	1	64	approach	approach	NOUN
absel-1548	1	65	to	to	ADP
absel-1548	1	66	the	the	DET
absel-1548	1	67	development	development	NOUN
absel-1548	1	68	and	and	CCONJ
absel-1548	1	69	evaluation	evaluation	NOUN
absel-1548	1	70	of	of	ADP
absel-1548	1	71	experiential	experiential	ADJ
absel-1548	1	72	pedagogies	pedagogy	NOUN
absel-1548	1	73	.	.	PUNCT
absel-1548	2	1	the	the	DET
absel-1548	2	2	key	key	ADJ
absel-1548	2	3	notion	notion	NOUN
absel-1548	2	4	is	be	AUX
absel-1548	2	5	the	the	DET
absel-1548	2	6	need	need	NOUN
absel-1548	2	7	to	to	PART
absel-1548	2	8	determine	determine	VERB
absel-1548	2	9	the	the	DET
absel-1548	2	10	tacit	tacit	ADJ
absel-1548	2	11	knowledge	knowledge	NOUN
absel-1548	2	12	required	require	VERB
absel-1548	2	13	of	of	ADP
absel-1548	2	14	successful	successful	ADJ
absel-1548	2	15	people	people	NOUN
absel-1548	2	16	in	in	ADP
absel-1548	2	17	the	the	DET
absel-1548	2	18	field	field	NOUN
absel-1548	2	19	.	.	PUNCT
absel-1548	3	1	once	once	ADV
absel-1548	3	2	determined	determine	VERB
absel-1548	3	3	,	,	PUNCT
absel-1548	3	4	the	the	DET
absel-1548	3	5	experiential	experiential	ADJ
absel-1548	3	6	exercise	exercise	NOUN
absel-1548	3	7	is	be	AUX
absel-1548	3	8	developed	develop	VERB
absel-1548	3	9	to	to	PART
absel-1548	3	10	emphasize	emphasize	VERB
absel-1548	3	11	that	that	DET
absel-1548	3	12	knowledge	knowledge	NOUN
absel-1548	3	13	,	,	PUNCT
absel-1548	3	14	and	and	CCONJ
absel-1548	3	15	the	the	DET
absel-1548	3	16	evaluation	evaluation	NOUN
absel-1548	3	17	of	of	ADP
absel-1548	3	18	the	the	DET
absel-1548	3	19	learning	learning	NOUN
absel-1548	3	20	-	-	PUNCT
absel-1548	3	21	taking	take	VERB
absel-1548	3	22	place	place	NOUN
absel-1548	3	23	should	should	AUX
absel-1548	3	24	be	be	AUX
absel-1548	3	25	related	relate	VERB
absel-1548	3	26	to	to	ADP
absel-1548	3	27	the	the	DET
absel-1548	3	28	student	student	NOUN
absel-1548	3	29	’s	’s	PART
absel-1548	3	30	change	change	NOUN
absel-1548	3	31	in	in	ADP
absel-1548	3	32	the	the	DET
absel-1548	3	33	ability	ability	NOUN
absel-1548	3	34	to	to	PART
absel-1548	3	35	use	use	VERB
absel-1548	3	36	that	that	DET
absel-1548	3	37	knowledge	knowledge	NOUN
absel-1548	3	38	.	.	PUNCT
absel-1548	4	1	a	a	DET
absel-1548	4	2	sales	sale	NOUN
absel-1548	4	3	prospecting	prospecting	ADJ
absel-1548	4	4	example	example	NOUN
absel-1548	4	5	is	be	AUX
absel-1548	4	6	used	use	VERB
absel-1548	4	7	to	to	PART
absel-1548	4	8	illustrate	illustrate	VERB
absel-1548	4	9	the	the	DET
absel-1548	4	10	process	process	NOUN
absel-1548	4	11	being	be	AUX
absel-1548	4	12	suggested	suggest	VERB
absel-1548	4	13	here	here	ADV
absel-1548	4	14	.	.	PUNCT
absel-1548	5	1	a	a	DET
absel-1548	5	2	systematic	systematic	ADJ
absel-1548	5	3	approach	approach	NOUN
absel-1548	5	4	to	to	ADP
absel-1548	5	5	the	the	DET
absel-1548	5	6	development	development	NOUN
absel-1548	5	7	and	and	CCONJ
absel-1548	5	8	evaluation	evaluation	NOUN
absel-1548	5	9	of	of	ADP
absel-1548	5	10	experiential	experiential	ADJ
absel-1548	5	11	exercises	exercise	NOUN
absel-1548	5	12	building	build	VERB
absel-1548	5	13	upon	upon	SCONJ
absel-1548	5	14	work	work	NOUN
absel-1548	5	15	in	in	ADP
absel-1548	5	16	instructional	instructional	ADJ
absel-1548	5	17	psychology	psychology	NOUN
absel-1548	5	18	,	,	PUNCT
absel-1548	5	19	gentry	gentry	NOUN
absel-1548	5	20	,	,	PUNCT
absel-1548	5	21	stoltman	stoltman	NOUN
absel-1548	5	22	,	,	PUNCT
absel-1548	5	23	and	and	CCONJ
absel-1548	5	24	mehlhoff	mehlhoff	NOUN
absel-1548	5	25	(	(	PUNCT
absel-1548	5	26	1992	1992	NUM
absel-1548	5	27	)	)	PUNCT
absel-1548	5	28	proposed	propose	VERB
absel-1548	5	29	the	the	DET
absel-1548	5	30	use	use	NOUN
absel-1548	5	31	of	of	ADP
absel-1548	5	32	a	a	DET
absel-1548	5	33	more	more	ADV
absel-1548	5	34	systematic	systematic	ADJ
absel-1548	5	35	approach	approach	NOUN
absel-1548	5	36	to	to	ADP
absel-1548	5	37	the	the	DET
absel-1548	5	38	design	design	NOUN
absel-1548	5	39	and	and	CCONJ
absel-1548	5	40	testing	testing	NOUN
absel-1548	5	41	of	of	ADP
absel-1548	5	42	an	an	DET
absel-1548	5	43	experiential	experiential	ADJ
absel-1548	5	44	exercise	exercise	NOUN
absel-1548	5	45	.	.	PUNCT
absel-1548	6	1	to	to	ADP
absel-1548	6	2	some	some	DET
absel-1548	6	3	extent	extent	NOUN
absel-1548	6	4	,	,	PUNCT
absel-1548	6	5	the	the	DET
absel-1548	6	6	approach	approach	NOUN
absel-1548	6	7	is	be	AUX
absel-1548	6	8	not	not	PART
absel-1548	6	9	new	new	ADJ
absel-1548	6	10	,	,	PUNCT
absel-1548	6	11	as	as	SCONJ
absel-1548	6	12	most	most	ADJ
absel-1548	6	13	developers	developer	NOUN
absel-1548	6	14	of	of	ADP
absel-1548	6	15	experiential	experiential	ADJ
absel-1548	6	16	exercises	exercise	NOUN
absel-1548	6	17	go	go	VERB
absel-1548	6	18	through	through	ADP
absel-1548	6	19	a	a	DET
absel-1548	6	20	similar	similar	ADJ
absel-1548	6	21	approach	approach	NOUN
absel-1548	6	22	implicitly	implicitly	ADV
absel-1548	6	23	.	.	PUNCT
absel-1548	7	1	what	what	PRON
absel-1548	7	2	gentry	gentry	NOUN
absel-1548	7	3	,	,	PUNCT
absel-1548	7	4	stoltman	stoltman	NOUN
absel-1548	7	5	,	,	PUNCT
absel-1548	7	6	and	and	CCONJ
absel-1548	7	7	mehlhoff	mehlhoff	NOUN
absel-1548	7	8	(	(	PUNCT
absel-1548	7	9	1992	1992	NUM
absel-1548	7	10	)	)	PUNCT
absel-1548	7	11	suggested	suggest	VERB
absel-1548	7	12	was	be	AUX
absel-1548	7	13	that	that	SCONJ
absel-1548	7	14	the	the	DET
absel-1548	7	15	approach	approach	NOUN
absel-1548	7	16	be	be	AUX
absel-1548	7	17	made	make	VERB
absel-1548	7	18	more	more	ADV
absel-1548	7	19	explicit	explicit	ADJ
absel-1548	7	20	.	.	PUNCT
absel-1548	8	1	this	this	DET
absel-1548	8	2	paper	paper	NOUN
absel-1548	8	3	discusses	discuss	VERB
absel-1548	8	4	an	an	DET
absel-1548	8	5	attempt	attempt	NOUN
absel-1548	8	6	to	to	PART
absel-1548	8	7	develop	develop	VERB
absel-1548	8	8	an	an	DET
absel-1548	8	9	experiential	experiential	ADJ
absel-1548	8	10	exercise	exercise	NOUN
absel-1548	8	11	using	use	VERB
absel-1548	8	12	the	the	DET
absel-1548	8	13	proposed	propose	VERB
absel-1548	8	14	approach	approach	NOUN
absel-1548	8	15	.	.	PUNCT
absel-1548	9	1	overview	overview	NOUN
absel-1548	9	2	of	of	ADP
absel-1548	9	3	the	the	DET
absel-1548	9	4	proposed	propose	VERB
absel-1548	9	5	process	process	NOUN
absel-1548	9	6	glaser	glaser	NOUN
absel-1548	9	7	and	and	CCONJ
absel-1548	9	8	bassock	bassock	NOUN
absel-1548	9	9	(	(	PUNCT
absel-1548	9	10	1989	1989	NUM
absel-1548	9	11	)	)	PUNCT
absel-1548	9	12	listed	list	VERB
absel-1548	9	13	three	three	NUM
absel-1548	9	14	concerns	concern	NOUN
absel-1548	9	15	critical	critical	ADJ
absel-1548	9	16	’	'	PUNCT
absel-1548	9	17	to	to	ADP
absel-1548	9	18	the	the	DET
absel-1548	9	19	development	development	NOUN
absel-1548	9	20	of	of	ADP
absel-1548	9	21	instructional	instructional	ADJ
absel-1548	9	22	materials	material	NOUN
absel-1548	9	23	:	:	PUNCT
absel-1548	9	24	first	first	X
absel-1548	9	25	,	,	PUNCT
absel-1548	9	26	attention	attention	NOUN
absel-1548	9	27	should	should	AUX
absel-1548	9	28	be	be	AUX
absel-1548	9	29	given	give	VERB
absel-1548	9	30	to	to	ADP
absel-1548	9	31	isolating	isolate	VERB
absel-1548	9	32	and	and	CCONJ
absel-1548	9	33	describing	describe	VERB
absel-1548	9	34	competent	competent	ADJ
absel-1548	9	35	performance	performance	NOUN
absel-1548	9	36	in	in	ADP
absel-1548	9	37	terms	term	NOUN
absel-1548	9	38	of	of	ADP
absel-1548	9	39	both	both	CCONJ
absel-1548	9	40	knowledge	knowledge	NOUN
absel-1548	9	41	and	and	CCONJ
absel-1548	9	42	skill	skill	NOUN
absel-1548	9	43	.	.	PUNCT
absel-1548	10	1	second	second	ADJ
absel-1548	10	2	,	,	PUNCT
absel-1548	10	3	both	both	PRON
absel-1548	10	4	design	design	NOUN
absel-1548	10	5	and	and	CCONJ
absel-1548	10	6	assessment	assessment	NOUN
absel-1548	10	7	should	should	AUX
absel-1548	10	8	take	take	VERB
absel-1548	10	9	the	the	DET
absel-1548	10	10	learners	learner	NOUN
absel-1548	10	11	’	’	PART
absel-1548	10	12	initial	initial	ADJ
absel-1548	10	13	knowledge	knowledge	NOUN
absel-1548	10	14	and	and	CCONJ
absel-1548	10	15	ability	ability	NOUN
absel-1548	10	16	into	into	ADP
absel-1548	10	17	account	account	NOUN
absel-1548	10	18	.	.	PUNCT
absel-1548	11	1	third	third	ADV
absel-1548	11	2	,	,	PUNCT
absel-1548	11	3	we	we	PRON
absel-1548	11	4	need	need	VERB
absel-1548	11	5	to	to	PART
absel-1548	11	6	focus	focus	VERB
absel-1548	11	7	on	on	ADP
absel-1548	11	8	the	the	DET
absel-1548	11	9	process	process	NOUN
absel-1548	11	10	of	of	ADP
absel-1548	11	11	learning	learning	NOUN
absel-1548	11	12	and	and	CCONJ
absel-1548	11	13	explore	explore	VERB
absel-1548	11	14	how	how	SCONJ
absel-1548	11	15	learning	learning	NOUN
absel-1548	11	16	actually	actually	ADV
absel-1548	11	17	transpires	transpire	VERB
absel-1548	11	18	.	.	PUNCT
absel-1548	12	1	gentry	gentry	NOUN
absel-1548	12	2	,	,	PUNCT
absel-1548	12	3	stoltman	stoltman	NOUN
absel-1548	12	4	,	,	PUNCT
absel-1548	12	5	and	and	CCONJ
absel-1548	12	6	mehlhoff	mehlhoff	NOUN
absel-1548	12	7	(	(	PUNCT
absel-1548	12	8	1992	1992	NUM
absel-1548	12	9	)	)	PUNCT
absel-1548	12	10	also	also	ADV
absel-1548	12	11	listed	list	VERB
absel-1548	12	12	three	three	NUM
absel-1548	12	13	somewhat	somewhat	ADV
absel-1548	12	14	similar	similar	ADJ
absel-1548	12	15	stages	stage	NOUN
absel-1548	12	16	involved	involve	VERB
absel-1548	12	17	in	in	ADP
absel-1548	12	18	the	the	DET
absel-1548	12	19	design	design	NOUN
absel-1548	12	20	and	and	CCONJ
absel-1548	12	21	testing	testing	NOUN
absel-1548	12	22	of	of	ADP
absel-1548	12	23	experiential	experiential	ADJ
absel-1548	12	24	exercises	exercise	NOUN
absel-1548	12	25	.	.	PUNCT
absel-1548	13	1	we	we	PRON
absel-1548	13	2	suggest	suggest	VERB
absel-1548	13	3	that	that	SCONJ
absel-1548	13	4	the	the	DET
absel-1548	13	5	two	two	NUM
absel-1548	13	6	structures	structure	NOUN
absel-1548	13	7	be	be	AUX
absel-1548	13	8	combined	combine	VERB
absel-1548	13	9	to	to	PART
absel-1548	13	10	yield	yield	VERB
absel-1548	13	11	the	the	DET
absel-1548	13	12	four	four	NUM
absel-1548	13	13	stages	stage	NOUN
absel-1548	13	14	listed	list	VERB
absel-1548	13	15	in	in	ADP
absel-1548	13	16	table	table	NOUN
absel-1548	13	17	1	1	NUM
absel-1548	13	18	.	.	PUNCT
absel-1548	14	1	the	the	DET
absel-1548	14	2	purpose	purpose	NOUN
absel-1548	14	3	of	of	ADP
absel-1548	14	4	this	this	DET
absel-1548	14	5	paper	paper	NOUN
absel-1548	14	6	is	be	AUX
absel-1548	14	7	to	to	PART
absel-1548	14	8	demonstrate	demonstrate	VERB
absel-1548	14	9	how	how	SCONJ
absel-1548	14	10	this	this	DET
absel-1548	14	11	process	process	NOUN
absel-1548	14	12	might	might	AUX
absel-1548	14	13	transpire	transpire	VERB
absel-1548	14	14	by	by	ADP
absel-1548	14	15	discussing	discuss	VERB
absel-1548	14	16	the	the	DET
absel-1548	14	17	design	design	NOUN
absel-1548	14	18	and	and	CCONJ
absel-1548	14	19	use	use	NOUN
absel-1548	14	20	of	of	ADP
absel-1548	14	21	a	a	DET
absel-1548	14	22	particular	particular	ADJ
absel-1548	14	23	experiential	experiential	ADJ
absel-1548	14	24	exercise	exercise	NOUN
absel-1548	14	25	.	.	PUNCT
absel-1548	15	1	our	our	PRON
absel-1548	15	2	organization	organization	NOUN
absel-1548	15	3	of	of	ADP
absel-1548	15	4	the	the	DET
absel-1548	15	5	rest	rest	NOUN
absel-1548	15	6	of	of	ADP
absel-1548	15	7	the	the	DET
absel-1548	15	8	paper	paper	NOUN
absel-1548	15	9	will	will	AUX
absel-1548	15	10	be	be	AUX
absel-1548	15	11	structured	structure	VERB
absel-1548	15	12	around	around	ADP
absel-1548	15	13	a	a	DET
absel-1548	15	14	stage	stage	NOUN
absel-1548	15	15	-	-	PUNCT
absel-1548	15	16	bystage	bystage	NOUN
absel-1548	15	17	description	description	NOUN
absel-1548	15	18	of	of	ADP
absel-1548	15	19	the	the	DET
absel-1548	15	20	process	process	NOUN
absel-1548	15	21	.	.	PUNCT
absel-1548	16	1	the	the	DET
absel-1548	16	2	specific	specific	ADJ
absel-1548	16	3	problem	problem	NOUN
absel-1548	16	4	area	area	NOUN
absel-1548	16	5	dealt	deal	VERB
absel-1548	16	6	with	with	ADP
absel-1548	16	7	is	be	AUX
absel-1548	16	8	that	that	PRON
absel-1548	16	9	of	of	ADP
absel-1548	16	10	sales	sale	NOUN
absel-1548	16	11	prospecting	prospecting	NOUN
absel-1548	16	12	.	.	PUNCT
absel-1548	17	1	problem	problem	NOUN
absel-1548	17	2	area	area	NOUN
absel-1548	17	3	:	:	PUNCT
absel-1548	18	1	sales	sale	NOUN
absel-1548	18	2	prospecting	prospect	VERB
absel-1548	18	3	prospecting	prospect	VERB
absel-1548	18	4	for	for	ADP
absel-1548	18	5	new	new	ADJ
absel-1548	18	6	customers	customer	NOUN
absel-1548	18	7	is	be	AUX
absel-1548	18	8	important	important	ADJ
absel-1548	18	9	in	in	ADP
absel-1548	18	10	any	any	DET
absel-1548	18	11	sales	sale	NOUN
absel-1548	18	12	organization	organization	NOUN
absel-1548	18	13	.	.	PUNCT
absel-1548	19	1	this	this	PRON
absel-1548	19	2	is	be	AUX
absel-1548	19	3	true	true	ADJ
absel-1548	19	4	because	because	SCONJ
absel-1548	19	5	it	it	PRON
absel-1548	19	6	is	be	AUX
absel-1548	19	7	the	the	DET
absel-1548	19	8	first	first	ADJ
absel-1548	19	9	step	step	NOUN
absel-1548	19	10	in	in	ADP
absel-1548	19	11	the	the	DET
absel-1548	19	12	sales	sale	NOUN
absel-1548	19	13	process	process	NOUN
absel-1548	19	14	,	,	PUNCT
absel-1548	19	15	and	and	CCONJ
absel-1548	19	16	the	the	DET
absel-1548	19	17	probability	probability	NOUN
absel-1548	19	18	of	of	ADP
absel-1548	19	19	success	success	NOUN
absel-1548	19	20	in	in	ADP
absel-1548	19	21	the	the	DET
absel-1548	19	22	later	later	ADJ
absel-1548	19	23	stages	stage	NOUN
absel-1548	19	24	depends	depend	VERB
absel-1548	19	25	to	to	ADP
absel-1548	19	26	a	a	DET
absel-1548	19	27	large	large	ADJ
absel-1548	19	28	extent	extent	NOUN
absel-1548	19	29	on	on	ADP
absel-1548	19	30	how	how	SCONJ
absel-1548	19	31	well	well	ADV
absel-1548	19	32	the	the	DET
absel-1548	19	33	sales	sale	NOUN
absel-1548	19	34	person	person	NOUN
absel-1548	19	35	has	have	AUX
absel-1548	19	36	done	do	VERB
absel-1548	19	37	in	in	ADP
absel-1548	19	38	selecting	select	VERB
absel-1548	19	39	potential	potential	ADJ
absel-1548	19	40	clients	client	NOUN
absel-1548	19	41	on	on	ADP
absel-1548	19	42	whom	whom	PRON
absel-1548	19	43	to	to	PART
absel-1548	19	44	call	call	VERB
absel-1548	19	45	(	(	PUNCT
absel-1548	19	46	szymanski	szymanski	ADJ
absel-1548	19	47	1988	1988	NUM
absel-1548	19	48	)	)	PUNCT
absel-1548	19	49	.	.	PUNCT
absel-1548	20	1	recent	recent	ADJ
absel-1548	20	2	research	research	NOUN
absel-1548	20	3	indicates	indicate	VERB
absel-1548	20	4	that	that	SCONJ
absel-1548	20	5	,	,	PUNCT
absel-1548	20	6	on	on	ADP
absel-1548	20	7	average	average	ADJ
absel-1548	20	8	,	,	PUNCT
absel-1548	20	9	a	a	DET
absel-1548	20	10	sales	sale	NOUN
absel-1548	20	11	call	call	NOUN
absel-1548	20	12	costs	cost	VERB
absel-1548	20	13	a	a	DET
absel-1548	20	14	firm	firm	NOUN
absel-1548	20	15	about	about	ADV
absel-1548	20	16	$	$	SYM
absel-1548	20	17	200	200	NUM
absel-1548	20	18	(	(	PUNCT
absel-1548	20	19	business	business	NOUN
absel-1548	20	20	-	-	PUNCT
absel-1548	20	21	to	to	ADP
absel-1548	20	22	-	-	PUNCT
absel-1548	20	23	business	business	NOUN
absel-1548	20	24	1988	1988	NUM
absel-1548	20	25	)	)	PUNCT
absel-1548	20	26	,	,	PUNCT
absel-1548	20	27	which	which	PRON
absel-1548	20	28	appears	appear	VERB
absel-1548	20	29	to	to	PART
absel-1548	20	30	be	be	AUX
absel-1548	20	31	ample	ample	ADJ
absel-1548	20	32	incentive	incentive	NOUN
absel-1548	20	33	for	for	SCONJ
absel-1548	20	34	sales	sale	NOUN
absel-1548	20	35	managers	manager	NOUN
absel-1548	20	36	to	to	PART
absel-1548	20	37	minimize	minimize	VERB
absel-1548	20	38	the	the	DET
absel-1548	20	39	number	number	NOUN
absel-1548	20	40	of	of	ADP
absel-1548	20	41	calls	call	NOUN
absel-1548	20	42	made	make	VERB
absel-1548	20	43	on	on	ADP
absel-1548	20	44	unqualified	unqualified	ADJ
absel-1548	20	45	leads	lead	NOUN
absel-1548	20	46	or	or	CCONJ
absel-1548	20	47	low	low	ADJ
absel-1548	20	48	potential	potential	ADJ
absel-1548	20	49	accounts	account	NOUN
absel-1548	20	50	.	.	PUNCT
absel-1548	21	1	managers	manager	NOUN
absel-1548	21	2	hoping	hope	VERB
absel-1548	21	3	to	to	PART
absel-1548	21	4	improve	improve	VERB
absel-1548	21	5	prospecting	prospect	VERB
absel-1548	21	6	performance	performance	NOUN
absel-1548	21	7	may	may	AUX
absel-1548	21	8	benefit	benefit	VERB
absel-1548	21	9	from	from	ADP
absel-1548	21	10	gaining	gain	VERB
absel-1548	21	11	a	a	DET
absel-1548	21	12	better	well	ADJ
absel-1548	21	13	understanding	understanding	NOUN
absel-1548	21	14	of	of	ADP
absel-1548	21	15	how	how	SCONJ
absel-1548	21	16	sales	sale	NOUN
absel-1548	21	17	people	people	NOUN
absel-1548	21	18	make	make	VERB
absel-1548	21	19	prospecting	prospecting	ADJ
absel-1548	21	20	decisions	decision	NOUN
absel-1548	21	21	.	.	PUNCT
absel-1548	22	1	therefore	therefore	ADV
absel-1548	22	2	,	,	PUNCT
absel-1548	22	3	an	an	DET
absel-1548	22	4	interactive	interactive	ADJ
absel-1548	22	5	computer	computer	NOUN
absel-1548	22	6	program	program	NOUN
absel-1548	22	7	was	be	AUX
absel-1548	22	8	designed	design	VERB
absel-1548	22	9	to	to	PART
absel-1548	22	10	investigate	investigate	VERB
absel-1548	22	11	how	how	SCONJ
absel-1548	22	12	sales	sale	NOUN
absel-1548	22	13	people	people	NOUN
absel-1548	22	14	make	make	VERB
absel-1548	22	15	such	such	ADJ
absel-1548	22	16	decisions	decision	NOUN
absel-1548	22	17	.	.	PUNCT
absel-1548	23	1	the	the	DET
absel-1548	23	2	forty	forty	NUM
absel-1548	23	3	subjects	subject	NOUN
absel-1548	23	4	who	who	PRON
absel-1548	23	5	participated	participate	VERB
absel-1548	23	6	in	in	ADP
absel-1548	23	7	the	the	DET
absel-1548	23	8	study	study	NOUN
absel-1548	23	9	were	be	AUX
absel-1548	23	10	sales	sale	NOUN
absel-1548	23	11	representatives	representative	NOUN
absel-1548	23	12	for	for	ADP
absel-1548	23	13	a	a	DET
absel-1548	23	14	medium	medium	ADJ
absel-1548	23	15	-	-	PUNCT
absel-1548	23	16	sized	sized	ADJ
absel-1548	23	17	life	life	NOUN
absel-1548	23	18	insurance	insurance	NOUN
absel-1548	23	19	company	company	NOUN
absel-1548	23	20	.	.	PUNCT
absel-1548	24	1	this	this	DET
absel-1548	24	2	industry	industry	NOUN
absel-1548	24	3	was	be	AUX
absel-1548	24	4	selected	select	VERB
absel-1548	24	5	for	for	ADP
absel-1548	24	6	two	two	NUM
absel-1548	24	7	reasons	reason	NOUN
absel-1548	24	8	.	.	PUNCT
absel-1548	25	1	first	first	ADV
absel-1548	25	2	,	,	PUNCT
absel-1548	25	3	sales	sale	NOUN
absel-1548	25	4	people	people	NOUN
absel-1548	25	5	in	in	ADP
absel-1548	25	6	this	this	DET
absel-1548	25	7	industry	industry	NOUN
absel-1548	25	8	have	have	VERB
absel-1548	25	9	primary	primary	ADJ
absel-1548	25	10	responsibility	responsibility	NOUN
absel-1548	25	11	for	for	ADP
absel-1548	25	12	making	make	VERB
absel-1548	25	13	prospecting	prospecting	ADJ
absel-1548	25	14	decisions	decision	NOUN
absel-1548	25	15	.	.	PUNCT
absel-1548	26	1	in	in	ADP
absel-1548	26	2	addition	addition	NOUN
absel-1548	26	3	,	,	PUNCT
absel-1548	26	4	it	it	PRON
absel-1548	26	5	has	have	AUX
absel-1548	26	6	been	be	AUX
absel-1548	26	7	shown	show	VERB
absel-1548	26	8	that	that	SCONJ
absel-1548	26	9	there	there	PRON
absel-1548	26	10	can	can	AUX
absel-1548	26	11	be	be	AUX
absel-1548	26	12	a	a	DET
absel-1548	26	13	considerable	considerable	ADJ
absel-1548	26	14	amount	amount	NOUN
absel-1548	26	15	of	of	ADP
absel-1548	26	16	variance	variance	NOUN
absel-1548	26	17	among	among	ADP
absel-1548	26	18	salespeople	salespeople	NOUN
absel-1548	26	19	in	in	ADP
absel-1548	26	20	this	this	DET
absel-1548	26	21	industry	industry	NOUN
absel-1548	26	22	in	in	ADP
absel-1548	26	23	terms	term	NOUN
absel-1548	26	24	of	of	ADP
absel-1548	26	25	their	their	PRON
absel-1548	26	26	ability	ability	NOUN
absel-1548	26	27	to	to	PART
absel-1548	26	28	perform	perform	VERB
absel-1548	26	29	various	various	ADJ
absel-1548	26	30	selling	selling	NOUN
absel-1548	26	31	tasks	task	NOUN
absel-1548	26	32	.	.	PUNCT
absel-1548	27	1	stage	stage	NOUN
absel-1548	27	2	1	1	NUM
absel-1548	27	3	:	:	PUNCT
absel-1548	27	4	determining	determine	VERB
absel-1548	27	5	the	the	DET
absel-1548	27	6	tacit	tacit	ADJ
absel-1548	27	7	knowledge	knowledge	NOUN
absel-1548	27	8	needed	need	VERB
absel-1548	27	9	by	by	ADP
absel-1548	27	10	successful	successful	ADJ
absel-1548	27	11	professionals	professional	NOUN
absel-1548	27	12	in	in	ADP
absel-1548	27	13	this	this	DET
absel-1548	27	14	discussion	discussion	NOUN
absel-1548	27	15	,	,	PUNCT
absel-1548	27	16	we	we	PRON
absel-1548	27	17	focus	focus	VERB
absel-1548	27	18	on	on	ADP
absel-1548	27	19	a	a	DET
absel-1548	27	20	subset	subset	NOUN
absel-1548	27	21	of	of	ADP
absel-1548	27	22	practical	practical	ADJ
absel-1548	27	23	knowledge	knowledge	NOUN
absel-1548	27	24	of	of	ADP
absel-1548	27	25	particular	particular	ADJ
absel-1548	27	26	importance	importance	NOUN
absel-1548	27	27	,	,	PUNCT
absel-1548	27	28	namely	namely	ADV
absel-1548	27	29	tacit	tacit	ADJ
absel-1548	27	30	knowledge	knowledge	NOUN
absel-1548	27	31	.	.	PUNCT
absel-1548	28	1	in	in	ADP
absel-1548	28	2	the	the	DET
absel-1548	28	3	educational	educational	ADJ
absel-1548	28	4	literature	literature	NOUN
absel-1548	28	5	,	,	PUNCT
absel-1548	28	6	there	there	PRON
absel-1548	28	7	is	be	VERB
absel-1548	28	8	a	a	DET
absel-1548	28	9	powerful	powerful	ADJ
absel-1548	28	10	impetus	impetus	NOUN
absel-1548	28	11	to	to	PART
absel-1548	28	12	discover	discover	VERB
absel-1548	28	13	the	the	DET
absel-1548	28	14	underlying	underlie	VERB
absel-1548	28	15	aspects	aspect	NOUN
absel-1548	28	16	of	of	ADP
absel-1548	28	17	intelligence	intelligence	NOUN
absel-1548	28	18	,	,	PUNCT
absel-1548	28	19	namely	namely	ADV
absel-1548	28	20	the	the	DET
absel-1548	28	21	lack	lack	NOUN
absel-1548	28	22	of	of	ADP
absel-1548	28	23	correspondence	correspondence	NOUN
absel-1548	28	24	between	between	ADP
absel-1548	28	25	performance	performance	NOUN
absel-1548	28	26	in	in	ADP
absel-1548	28	27	real	real	ADJ
absel-1548	28	28	-	-	PUNCT
absel-1548	28	29	world	world	NOUN
absel-1548	28	30	pursuits	pursuit	NOUN
absel-1548	28	31	and	and	CCONJ
absel-1548	28	32	performance	performance	NOUN
absel-1548	28	33	in	in	ADP
absel-1548	28	34	school	school	NOUN
absel-1548	28	35	that	that	PRON
absel-1548	28	36	is	be	AUX
absel-1548	28	37	widely	widely	ADV
absel-1548	28	38	reported	report	VERB
absel-1548	28	39	.	.	PUNCT
absel-1548	29	1	in	in	ADP
absel-1548	29	2	neisser	neisser	NOUN
absel-1548	29	3	’s	’s	PART
absel-1548	29	4	(	(	PUNCT
absel-1548	29	5	1976	1976	NUM
absel-1548	29	6	)	)	PUNCT
absel-1548	29	7	view	view	NOUN
absel-1548	29	8	,	,	PUNCT
absel-1548	29	9	this	this	DET
absel-1548	29	10	situation	situation	NOUN
absel-1548	29	11	exists	exist	VERB
absel-1548	29	12	because	because	SCONJ
absel-1548	29	13	formal	formal	ADJ
absel-1548	29	14	education	education	NOUN
absel-1548	29	15	tends	tend	VERB
absel-1548	29	16	to	to	PART
absel-1548	29	17	cover	cover	VERB
absel-1548	29	18	only	only	ADV
absel-1548	29	19	a	a	DET
absel-1548	29	20	subset	subset	NOUN
absel-1548	29	21	of	of	ADP
absel-1548	29	22	what	what	PRON
absel-1548	29	23	is	be	AUX
absel-1548	29	24	required	require	VERB
absel-1548	29	25	in	in	ADP
absel-1548	29	26	the	the	DET
absel-1548	29	27	real	real	ADJ
absel-1548	29	28	world	world	NOUN
absel-1548	29	29	.	.	PUNCT
absel-1548	30	1	performance	performance	NOUN
absel-1548	30	2	and	and	CCONJ
absel-1548	30	3	pedagogy	pedagogy	NOUN
absel-1548	30	4	in	in	ADP
absel-1548	30	5	education	education	NOUN
absel-1548	30	6	systems	system	NOUN
absel-1548	30	7	tend	tend	VERB
absel-1548	30	8	to	to	PART
absel-1548	30	9	reflect	reflect	VERB
absel-1548	30	10	what	what	PRON
absel-1548	30	11	he	he	PRON
absel-1548	30	12	labeled	label	VERB
absel-1548	30	13	academic	academic	ADJ
absel-1548	30	14	intelligence	intelligence	NOUN
absel-1548	30	15	,	,	PUNCT
absel-1548	30	16	which	which	PRON
absel-1548	30	17	differs	differ	VERB
absel-1548	30	18	from	from	ADP
absel-1548	30	19	the	the	DET
absel-1548	30	20	intelligence	intelligence	NOUN
absel-1548	30	21	required	require	VERB
absel-1548	30	22	for	for	ADP
absel-1548	30	23	performance	performance	NOUN
absel-1548	30	24	in	in	ADP
absel-1548	30	25	natural	natural	ADJ
absel-1548	30	26	settings	setting	NOUN
absel-1548	30	27	.	.	PUNCT
absel-1548	31	1	while	while	SCONJ
absel-1548	31	2	experiential	experiential	ADJ
absel-1548	31	3	pedagogy	pedagogy	NOUN
absel-1548	31	4	represents	represent	VERB
absel-1548	31	5	movement	movement	NOUN
absel-1548	31	6	in	in	ADP
absel-1548	31	7	the	the	DET
absel-1548	31	8	right	right	ADJ
absel-1548	31	9	direction	direction	NOUN
absel-1548	31	10	on	on	ADP
absel-1548	31	11	a	a	DET
absel-1548	31	12	theoretical	theoretical	ADJ
absel-1548	31	13	level	level	NOUN
absel-1548	31	14	,	,	PUNCT
absel-1548	31	15	absent	absent	ADJ
absel-1548	31	16	a	a	DET
absel-1548	31	17	formal	formal	ADJ
absel-1548	31	18	appraisal	appraisal	NOUN
absel-1548	31	19	of	of	ADP
absel-1548	31	20	the	the	DET
absel-1548	31	21	relevant	relevant	ADJ
absel-1548	31	22	tasks	task	NOUN
absel-1548	31	23	,	,	PUNCT
absel-1548	31	24	which	which	PRON
absel-1548	31	25	students	student	NOUN
absel-1548	31	26	are	be	AUX
absel-1548	31	27	expected	expect	VERB
absel-1548	31	28	to	to	PART
absel-1548	31	29	perform	perform	VERB
absel-1548	31	30	with	with	ADP
absel-1548	31	31	competence	competence	NOUN
absel-1548	31	32	,	,	PUNCT
absel-1548	31	33	problems	problem	NOUN
absel-1548	31	34	in	in	ADP
absel-1548	31	35	bridging	bridge	VERB
absel-1548	31	36	the	the	DET
absel-1548	31	37	gap	gap	NOUN
absel-1548	31	38	between	between	ADP
absel-1548	31	39	real	real	ADJ
absel-1548	31	40	world	world	NOUN
absel-1548	31	41	and	and	CCONJ
absel-1548	31	42	academic	academic	ADJ
absel-1548	31	43	performances	performance	NOUN
absel-1548	31	44	should	should	AUX
absel-1548	31	45	be	be	AUX
absel-1548	31	46	expected	expect	VERB
absel-1548	31	47	.	.	PUNCT
absel-1548	32	1	moreover	moreover	ADV
absel-1548	32	2	,	,	PUNCT
absel-1548	32	3	we	we	PRON
absel-1548	32	4	assert	assert	VERB
absel-1548	32	5	that	that	SCONJ
absel-1548	32	6	attempts	attempt	VERB
absel-1548	32	7	to	to	PART
absel-1548	32	8	identify	identify	VERB
absel-1548	32	9	the	the	DET
absel-1548	32	10	basic	basic	ADJ
absel-1548	32	11	processes	process	NOUN
absel-1548	32	12	and	and	CCONJ
absel-1548	32	13	foci	focus	NOUN
absel-1548	32	14	of	of	ADP
absel-1548	32	15	experiential	experiential	ADJ
absel-1548	32	16	learning	learning	NOUN
absel-1548	32	17	will	will	AUX
absel-1548	32	18	continue	continue	VERB
absel-1548	32	19	to	to	PART
absel-1548	32	20	be	be	AUX
absel-1548	32	21	thwarted	thwart	VERB
absel-1548	32	22	until	until	SCONJ
absel-1548	32	23	significant	significant	ADJ
absel-1548	32	24	attention	attention	NOUN
absel-1548	32	25	is	be	AUX
absel-1548	32	26	given	give	VERB
absel-1548	32	27	to	to	ADP
absel-1548	32	28	the	the	DET
absel-1548	32	29	facets	facet	NOUN
absel-1548	32	30	of	of	ADP
absel-1548	32	31	practical	practical	ADJ
absel-1548	32	32	intelligence	intelligence	NOUN
absel-1548	32	33	.	.	PUNCT
absel-1548	33	1	though	though	SCONJ
absel-1548	33	2	it	it	PRON
absel-1548	33	3	is	be	AUX
absel-1548	33	4	generally	generally	ADV
absel-1548	33	5	the	the	DET
absel-1548	33	6	case	case	NOUN
absel-1548	33	7	that	that	SCONJ
absel-1548	33	8	the	the	DET
absel-1548	33	9	specific	specific	ADJ
absel-1548	33	10	aspects	aspect	NOUN
absel-1548	33	11	of	of	ADP
absel-1548	33	12	practical	practical	ADJ
absel-1548	33	13	intelligence	intelligence	NOUN
absel-1548	33	14	have	have	AUX
absel-1548	33	15	not	not	PART
absel-1548	33	16	yet	yet	ADV
absel-1548	33	17	been	be	AUX
absel-1548	33	18	identified	identify	VERB
absel-1548	33	19	,	,	PUNCT
absel-1548	33	20	and	and	CCONJ
absel-1548	33	21	the	the	PRON
absel-1548	33	22	they	they	PRON
absel-1548	33	23	will	will	AUX
absel-1548	33	24	need	need	VERB
absel-1548	33	25	to	to	PART
absel-1548	33	26	be	be	AUX
absel-1548	33	27	developed	develop	VERB
absel-1548	33	28	on	on	ADP
absel-1548	33	29	a	a	DET
absel-1548	33	30	caseor	caseor	ADJ
absel-1548	33	31	context	context	NOUN
absel-1548	33	32	-	-	PUNCT
absel-1548	33	33	specific	specific	ADJ
absel-1548	33	34	basis	basis	NOUN
absel-1548	33	35	,	,	PUNCT
absel-1548	33	36	conceptual	conceptual	ADJ
absel-1548	33	37	guidance	guidance	NOUN
absel-1548	33	38	is	be	AUX
absel-1548	33	39	provided	provide	VERB
absel-1548	33	40	by	by	ADP
absel-1548	33	41	wagner	wagner	PROPN
absel-1548	33	42	and	and	CCONJ
absel-1548	33	43	sternberg	sternberg	PROPN
absel-1548	33	44	(	(	PUNCT
absel-1548	33	45	sternberg	sternberg	PROPN
absel-1548	33	46	1986	1986	NUM
absel-1548	33	47	;	;	PUNCT
absel-1548	33	48	wagner	wagner	PROPN
absel-1548	33	49	1987	1987	NUM
absel-1548	33	50	;	;	PUNCT
absel-1548	33	51	wagner	wagner	PROPN
absel-1548	33	52	and	and	CCONJ
absel-1548	33	53	sternberg	sternberg	PROPN
absel-1548	33	54	1985	1985	NUM
absel-1548	33	55	,	,	PUNCT
absel-1548	33	56	1987	1987	NUM
absel-1548	33	57	)	)	PUNCT
absel-1548	33	58	.	.	PUNCT
absel-1548	34	1	they	they	PRON
absel-1548	34	2	define	define	VERB
absel-1548	34	3	tacit	tacit	ADJ
absel-1548	34	4	knowledge	knowledge	NOUN
absel-1548	34	5	as	as	ADP
absel-1548	34	6	that	that	PRON
absel-1548	34	7	which	which	PRON
absel-1548	34	8	is	be	AUX
absel-1548	34	9	not	not	PART
absel-1548	34	10	typically	typically	ADV
absel-1548	34	11	expressed	express	VERB
absel-1548	34	12	or	or	CCONJ
absel-1548	34	13	stated	state	VERB
absel-1548	34	14	openly	openly	ADV
absel-1548	34	15	,	,	PUNCT
absel-1548	34	16	not	not	PART
absel-1548	34	17	directly	directly	ADV
absel-1548	34	18	taught	teach	VERB
absel-1548	34	19	,	,	PUNCT
absel-1548	34	20	or	or	CCONJ
absel-1548	34	21	spoken	speak	VERB
absel-1548	34	22	about	about	ADP
absel-1548	34	23	.	.	PUNCT
absel-1548	35	1	it	it	PRON
absel-1548	35	2	can	can	AUX
absel-1548	35	3	be	be	AUX
absel-1548	35	4	taught	teach	VERB
absel-1548	35	5	,	,	PUNCT
absel-1548	35	6	but	but	CCONJ
absel-1548	35	7	the	the	DET
absel-1548	35	8	‘	'	PUNCT
absel-1548	35	9	stuff	stuff	NOUN
absel-1548	35	10	is	be	AUX
absel-1548	35	11	typically	typically	ADV
absel-1548	35	12	disorganized	disorganized	ADJ
absel-1548	35	13	,	,	PUNCT
absel-1548	35	14	informal	informal	ADJ
absel-1548	35	15	,	,	PUNCT
absel-1548	35	16	and	and	CCONJ
absel-1548	35	17	relatively	relatively	ADV
absel-1548	35	18	inaccessible	inaccessible	ADJ
absel-1548	35	19	,	,	PUNCT
absel-1548	35	20	making	make	VERB
absel-1548	35	21	it	it	PRON
absel-1548	35	22	ill	ill	ADV
absel-1548	35	23	-	-	PUNCT
absel-1548	35	24	suited	suit	VERB
absel-1548	35	25	for	for	ADP
absel-1548	35	26	conventional	conventional	ADJ
absel-1548	35	27	methods	method	NOUN
absel-1548	35	28	of	of	ADP
absel-1548	35	29	formal	formal	ADJ
absel-1548	35	30	instruction	instruction	NOUN
absel-1548	35	31	.	.	PUNCT
absel-1548	36	1	they	they	PRON
absel-1548	36	2	key	key	VERB
absel-1548	36	3	is	be	AUX
absel-1548	36	4	not	not	PART
absel-1548	36	5	that	that	SCONJ
absel-1548	36	6	it	it	PRON
absel-1548	36	7	ca	can	AUX
absel-1548	36	8	n't	not	PART
absel-1548	36	9	be	be	AUX
absel-1548	36	10	taught	teach	VERB
absel-1548	36	11	or	or	CCONJ
absel-1548	36	12	spoken	speak	VERB
absel-1548	36	13	,	,	PUNCT
absel-1548	36	14	but	but	CCONJ
absel-1548	36	15	that	that	SCONJ
absel-1548	36	16	for	for	ADP
absel-1548	36	17	the	the	DET
absel-1548	36	18	most	most	ADJ
absel-1548	36	19	part	part	NOUN
absel-1548	36	20	,	,	PUNCT
absel-1548	36	21	it	it	PRON
absel-1548	36	22	is	be	AUX
absel-1548	36	23	not	not	PART
absel-1548	36	24	taught	teach	VERB
absel-1548	36	25	or	or	CCONJ
absel-1548	36	26	spoken	speak	VERB
absel-1548	36	27	.	.	PUNCT
absel-1548	37	1	there	there	PRON
absel-1548	37	2	are	be	VERB
absel-1548	37	3	three	three	NUM
absel-1548	37	4	dimensions	dimension	NOUN
absel-1548	37	5	of	of	ADP
absel-1548	37	6	tacit	tacit	ADJ
absel-1548	37	7	knowledge	knowledge	NOUN
absel-1548	37	8	,	,	PUNCT
absel-1548	37	9	and	and	CCONJ
absel-1548	37	10	each	each	DET
absel-1548	37	11	dimension	dimension	NOUN
absel-1548	37	12	can	can	AUX
absel-1548	37	13	be	be	AUX
absel-1548	37	14	further	far	ADV
absel-1548	37	15	delineated	delineate	VERB
absel-1548	37	16	as	as	SCONJ
absel-1548	37	17	shown	show	VERB
absel-1548	37	18	in	in	ADP
absel-1548	37	19	figure	figure	NOUN
absel-1548	37	20	1	1	NUM
absel-1548	37	21	.	.	PUNCT
absel-1548	38	1	the	the	DET
absel-1548	38	2	content	content	NOUN
absel-1548	38	3	of	of	ADP
absel-1548	38	4	tacit	tacit	ADJ
absel-1548	38	5	knowledge	knowledge	NOUN
absel-1548	38	6	can	can	AUX
absel-1548	38	7	pertain	pertain	VERB
absel-1548	38	8	to	to	ADP
absel-1548	38	9	managing	manage	VERB
absel-1548	38	10	oneself	oneself	PRON
absel-1548	38	11	,	,	PUNCT
absel-1548	38	12	others	other	NOUN
absel-1548	38	13	,	,	PUNCT
absel-1548	38	14	or	or	CCONJ
absel-1548	38	15	tasks	task	NOUN
absel-1548	38	16	.	.	PUNCT
absel-1548	39	1	the	the	DET
absel-1548	39	2	contextual	contextual	ADJ
absel-1548	39	3	representation	representation	NOUN
absel-1548	39	4	in	in	ADP
absel-1548	39	5	tacit	tacit	ADJ
absel-1548	39	6	knowledge	knowledge	NOUN
absel-1548	39	7	is	be	AUX
absel-1548	39	8	either	either	CCONJ
absel-1548	39	9	local	local	ADJ
absel-1548	39	10	(	(	PUNCT
absel-1548	39	11	short	short	ADJ
absel-1548	39	12	-	-	PUNCT
absel-1548	39	13	range	range	NOUN
absel-1548	39	14	,	,	PUNCT
absel-1548	39	15	self	self	NOUN
absel-1548	39	16	-	-	PUNCT
absel-1548	39	17	contained	contain	VERB
absel-1548	39	18	)	)	PUNCT
absel-1548	39	19	,	,	PUNCT
absel-1548	39	20	or	or	CCONJ
absel-1548	39	21	global	global	ADJ
absel-1548	39	22	(	(	PUNCT
absel-1548	39	23	long	long	ADJ
absel-1548	39	24	-	-	PUNCT
absel-1548	39	25	range	range	NOUN
absel-1548	39	26	,	,	PUNCT
absel-1548	39	27	big	big	ADJ
absel-1548	39	28	picture	picture	NOUN
absel-1548	39	29	)	)	PUNCT
absel-1548	39	30	.	.	PUNCT
absel-1548	40	1	the	the	DET
absel-1548	40	2	orientation	orientation	NOUN
absel-1548	40	3	aspect	aspect	NOUN
absel-1548	40	4	of	of	ADP
absel-1548	40	5	knowledge	knowledge	NOUN
absel-1548	40	6	(	(	PUNCT
absel-1548	40	7	representing	represent	VERB
absel-1548	40	8	both	both	CCONJ
absel-1548	40	9	a	a	DET
absel-1548	40	10	behavioral	behavioral	ADJ
absel-1548	40	11	and	and	CCONJ
absel-1548	40	12	a	a	DET
absel-1548	40	13	motivational	motivational	ADJ
absel-1548	40	14	force	force	NOUN
absel-1548	40	15	)	)	PUNCT
absel-1548	40	16	can	can	AUX
absel-1548	40	17	be	be	AUX
absel-1548	40	18	either	either	CCONJ
absel-1548	40	19	idealistic	idealistic	ADJ
absel-1548	40	20	or	or	CCONJ
absel-1548	40	21	pragmatic	pragmatic	ADJ
absel-1548	40	22	.	.	PUNCT
absel-1548	41	1	these	these	DET
absel-1548	41	2	facets	facet	NOUN
absel-1548	41	3	of	of	ADP
absel-1548	41	4	tacit	tacit	ADJ
absel-1548	41	5	knowledge	knowledge	NOUN
absel-1548	41	6	have	have	AUX
absel-1548	41	7	been	be	AUX
absel-1548	41	8	tested	test	VERB
absel-1548	41	9	and	and	CCONJ
absel-1548	41	10	empirically	empirically	ADV
absel-1548	41	11	separated	separate	VERB
absel-1548	41	12	from	from	ADP
absel-1548	41	13	other	other	ADJ
absel-1548	41	14	identifiable	identifiable	ADJ
absel-1548	41	15	aspects	aspect	NOUN
absel-1548	41	16	of	of	ADP
absel-1548	41	17	knowledge	knowledge	NOUN
absel-1548	41	18	(	(	PUNCT
absel-1548	41	19	see	see	VERB
absel-1548	41	20	wagner	wagner	PROPN
absel-1548	41	21	1987	1987	NUM
absel-1548	41	22	)	)	PUNCT
absel-1548	41	23	.	.	PUNCT
absel-1548	42	1	though	though	SCONJ
absel-1548	42	2	largely	largely	ADV
absel-1548	42	3	confined	confine	VERB
absel-1548	42	4	to	to	ADP
absel-1548	42	5	interpersonal	interpersonal	ADJ
absel-1548	42	6	skills	skill	NOUN
absel-1548	42	7	and	and	CCONJ
absel-1548	42	8	abilities	ability	NOUN
absel-1548	42	9	,	,	PUNCT
absel-1548	42	10	the	the	DET
absel-1548	42	11	distinction	distinction	NOUN
absel-1548	42	12	seems	seem	VERB
absel-1548	42	13	generally	generally	ADV
absel-1548	42	14	justified	justify	VERB
absel-1548	42	15	.	.	PUNCT
absel-1548	43	1	further	further	ADJ
absel-1548	43	2	efforts	effort	NOUN
absel-1548	43	3	are	be	AUX
absel-1548	43	4	needed	need	VERB
absel-1548	43	5	to	to	PART
absel-1548	43	6	determine	determine	VERB
absel-1548	43	7	the	the	DET
absel-1548	43	8	extent	extent	NOUN
absel-1548	43	9	to	to	PART
absel-1548	43	10	which	which	PRON
absel-1548	43	11	these	these	DET
absel-1548	43	12	distinctions	distinction	NOUN
absel-1548	43	13	hold	hold	VERB
absel-1548	43	14	in	in	ADP
absel-1548	43	15	other	other	ADJ
absel-1548	43	16	areas	area	NOUN
absel-1548	43	17	of	of	ADP
absel-1548	43	18	competence	competence	NOUN
absel-1548	43	19	.	.	PUNCT
absel-1548	44	1	as	as	ADP
absel-1548	44	2	to	to	ADP
absel-1548	44	3	the	the	DET
absel-1548	44	4	use	use	NOUN
absel-1548	44	5	of	of	ADP
absel-1548	44	6	experiential	experiential	ADJ
absel-1548	44	7	learning	learning	NOUN
absel-1548	44	8	to	to	PART
absel-1548	44	9	provide	provide	VERB
absel-1548	44	10	this	this	DET
absel-1548	44	11	practical	practical	ADJ
absel-1548	44	12	knowledge	knowledge	NOUN
absel-1548	44	13	,	,	PUNCT
absel-1548	44	14	wagner	wagner	PROPN
absel-1548	44	15	and	and	CCONJ
absel-1548	44	16	sternberg	sternberg	PROPN
absel-1548	44	17	(	(	PUNCT
absel-1548	44	18	1987	1987	NUM
absel-1548	44	19	)	)	PUNCT
absel-1548	44	20	comment	comment	NOUN
absel-1548	44	21	that	that	SCONJ
absel-1548	44	22	many	many	ADJ
absel-1548	44	23	experiential	experiential	ADJ
absel-1548	44	24	devices	device	NOUN
absel-1548	44	25	are	be	AUX
absel-1548	44	26	not	not	PART
absel-1548	44	27	simulations	simulation	NOUN
absel-1548	44	28	of	of	ADP
absel-1548	44	29	real	real	ADJ
absel-1548	44	30	-	-	PUNCT
absel-1548	44	31	world	world	NOUN
absel-1548	44	32	tasks	task	NOUN
absel-1548	44	33	.	.	PUNCT
absel-1548	45	1	commenting	comment	VERB
absel-1548	45	2	specifically	specifically	ADV
absel-1548	45	3	on	on	ADP
absel-1548	45	4	the	the	DET
absel-1548	45	5	use	use	NOUN
absel-1548	45	6	of	of	ADP
absel-1548	45	7	the	the	DET
absel-1548	45	8	“	"	PUNCT
absel-1548	45	9	in	in	ADP
absel-1548	45	10	-	-	PUNCT
absel-1548	45	11	basket	basket	NOUN
absel-1548	45	12	exercise	exercise	NOUN
absel-1548	45	13	to	to	PART
absel-1548	45	14	develop	develop	VERB
absel-1548	45	15	and	and	CCONJ
absel-1548	45	16	test	test	VERB
absel-1548	45	17	applied	apply	VERB
absel-1548	45	18	understanding	understanding	NOUN
absel-1548	45	19	,	,	PUNCT
absel-1548	45	20	they	they	PRON
absel-1548	45	21	offer	offer	VERB
absel-1548	45	22	the	the	DET
absel-1548	45	23	challenge	challenge	NOUN
absel-1548	45	24	which	which	PRON
absel-1548	45	25	many	many	ADJ
absel-1548	45	26	absel	absel	ADJ
absel-1548	45	27	members	member	NOUN
absel-1548	45	28	(	(	PUNCT
absel-1548	45	29	should	should	AUX
absel-1548	45	30	)	)	PUNCT
absel-1548	45	31	have	have	AUX
absel-1548	45	32	experienced	experience	VERB
absel-1548	45	33	:	:	PUNCT
absel-1548	45	34	this	this	DET
absel-1548	45	35	approach	approach	NOUN
absel-1548	45	36	has	have	VERB
absel-1548	45	37	considerable	considerable	ADJ
absel-1548	45	38	face	face	NOUN
absel-1548	45	39	validity	validity	NOUN
absel-1548	45	40	(	(	PUNCT
absel-1548	45	41	i.e.	i.e.	X
absel-1548	45	42	,	,	PUNCT
absel-1548	45	43	performance	performance	NOUN
absel-1548	45	44	by	by	ADP
absel-1548	45	45	the	the	DET
absel-1548	45	46	test	test	NOUN
absel-1548	45	47	is	be	AUX
absel-1548	45	48	similar	similar	ADJ
absel-1548	45	49	in	in	ADP
absel-1548	45	50	appearance	appearance	NOUN
absel-1548	45	51	to	to	ADP
absel-1548	45	52	the	the	DET
absel-1548	45	53	criterion	criterion	NOUN
absel-1548	45	54	performance	performance	NOUN
absel-1548	45	55	)	)	PUNCT
absel-1548	45	56	,	,	PUNCT
absel-1548	45	57	but	but	CCONJ
absel-1548	45	58	it	it	PRON
absel-1548	45	59	can	can	AUX
absel-1548	45	60	be	be	AUX
absel-1548	45	61	difficult	difficult	ADJ
absel-1548	45	62	to	to	PART
absel-1548	45	63	decide	decide	VERB
absel-1548	45	64	which	which	DET
absel-1548	45	65	aspects	aspect	NOUN
absel-1548	45	66	of	of	ADP
absel-1548	45	67	a	a	DET
absel-1548	45	68	job	job	NOUN
absel-1548	45	69	to	to	PART
absel-1548	45	70	simulate	simulate	VERB
absel-1548	45	71	and	and	CCONJ
absel-1548	45	72	what	what	DET
absel-1548	45	73	standards	standard	NOUN
absel-1548	45	74	to	to	PART
absel-1548	45	75	use	use	VERB
absel-1548	45	76	in	in	ADP
absel-1548	45	77	evaluating	evaluate	VERB
absel-1548	45	78	performance	performance	NOUN
absel-1548	45	79	in	in	ADP
absel-1548	45	80	the	the	DET
absel-1548	45	81	simulation	simulation	NOUN
absel-1548	45	82	(	(	PUNCT
absel-1548	45	83	p.	p.	NOUN
absel-1548	45	84	438	438	NUM
absel-1548	45	85	)	)	PUNCT
absel-1548	45	86	.	.	PUNCT
absel-1548	46	1	developments	development	NOUN
absel-1548	46	2	in	in	ADP
absel-1548	46	3	business	business	NOUN
absel-1548	46	4	simulation	simulation	NOUN
absel-1548	46	5	&	&	CCONJ
absel-1548	46	6	experiential	experiential	ADJ
absel-1548	46	7	exercises	exercise	NOUN
absel-1548	46	8	,	,	PUNCT
absel-1548	46	9	volume	volume	NOUN
absel-1548	46	10	20	20	NUM
absel-1548	46	11	,	,	PUNCT
absel-1548	46	12	1993	1993	NUM
absel-1548	46	13	80	80	NUM
absel-1548	46	14	to	to	PART
absel-1548	46	15	apply	apply	VERB
absel-1548	46	16	the	the	DET
absel-1548	46	17	concept	concept	NOUN
absel-1548	46	18	of	of	ADP
absel-1548	46	19	tacit	tacit	ADJ
absel-1548	46	20	knowledge	knowledge	NOUN
absel-1548	46	21	,	,	PUNCT
absel-1548	46	22	we	we	PRON
absel-1548	46	23	must	must	AUX
absel-1548	46	24	begin	begin	VERB
absel-1548	46	25	by	by	ADP
absel-1548	46	26	isolating	isolate	VERB
absel-1548	46	27	the	the	DET
absel-1548	46	28	types	type	NOUN
absel-1548	46	29	of	of	ADP
absel-1548	46	30	knowledge	knowledge	NOUN
absel-1548	46	31	acquired	acquire	VERB
absel-1548	46	32	and	and	CCONJ
absel-1548	46	33	actually	actually	ADV
absel-1548	46	34	applied	apply	VERB
absel-1548	46	35	in	in	ADP
absel-1548	46	36	real	real	ADJ
absel-1548	46	37	-	-	PUNCT
absel-1548	46	38	world	world	NOUN
absel-1548	46	39	settings	setting	NOUN
absel-1548	46	40	.	.	PUNCT
absel-1548	47	1	as	as	SCONJ
absel-1548	47	2	indicated	indicate	VERB
absel-1548	47	3	above	above	ADV
absel-1548	47	4	,	,	PUNCT
absel-1548	47	5	we	we	PRON
absel-1548	47	6	chose	choose	VERB
absel-1548	47	7	a	a	DET
absel-1548	47	8	narrow	narrow	ADJ
absel-1548	47	9	domain	domain	NOUN
absel-1548	47	10	in	in	ADP
absel-1548	47	11	which	which	PRON
absel-1548	47	12	to	to	PART
absel-1548	47	13	investigate	investigate	VERB
absel-1548	47	14	that	that	DET
absel-1548	47	15	knowledge	knowledge	NOUN
absel-1548	47	16	.	.	PUNCT
absel-1548	48	1	rather	rather	ADV
absel-1548	48	2	than	than	SCONJ
absel-1548	48	3	to	to	PART
absel-1548	48	4	consider	consider	VERB
absel-1548	48	5	the	the	DET
absel-1548	48	6	many	many	ADJ
absel-1548	48	7	facets	facet	NOUN
absel-1548	48	8	of	of	ADP
absel-1548	48	9	personal	personal	ADJ
absel-1548	48	10	selling	selling	NOUN
absel-1548	48	11	,	,	PUNCT
absel-1548	48	12	we	we	PRON
absel-1548	48	13	considered	consider	VERB
absel-1548	48	14	only	only	ADV
absel-1548	48	15	the	the	DET
absel-1548	48	16	prospecting	prospect	VERB
absel-1548	48	17	stage	stage	NOUN
absel-1548	48	18	.	.	PUNCT
absel-1548	49	1	further	far	ADV
absel-1548	49	2	,	,	PUNCT
absel-1548	49	3	the	the	DET
absel-1548	49	4	task	task	NOUN
absel-1548	49	5	investigated	investigate	VERB
absel-1548	49	6	was	be	AUX
absel-1548	49	7	a	a	DET
absel-1548	49	8	somewhat	somewhat	ADV
absel-1548	49	9	novel	novel	ADJ
absel-1548	49	10	presentation	presentation	NOUN
absel-1548	49	11	of	of	ADP
absel-1548	49	12	sales	sale	NOUN
absel-1548	49	13	leads	lead	NOUN
absel-1548	49	14	,	,	PUNCT
absel-1548	49	15	as	as	SCONJ
absel-1548	49	16	it	it	PRON
absel-1548	49	17	resembled	resemble	VERB
absel-1548	49	18	the	the	DET
absel-1548	49	19	information	information	NOUN
absel-1548	49	20	display	display	NOUN
absel-1548	49	21	board	board	NOUN
absel-1548	49	22	format	format	NOUN
absel-1548	49	23	(	(	PUNCT
absel-1548	49	24	most	most	ADV
absel-1548	49	25	commonly	commonly	ADV
absel-1548	49	26	seen	see	VERB
absel-1548	49	27	in	in	ADP
absel-1548	49	28	consumer	consumer	NOUN
absel-1548	49	29	reports	report	NOUN
absel-1548	49	30	’	'	PUNCT
absel-1548	49	31	comparisons	comparison	NOUN
absel-1548	49	32	of	of	ADP
absel-1548	49	33	products	product	NOUN
absel-1548	49	34	across	across	ADP
absel-1548	49	35	attributes	attribute	NOUN
absel-1548	49	36	)	)	PUNCT
absel-1548	49	37	.	.	PUNCT
absel-1548	50	1	we	we	PRON
absel-1548	50	2	acknowledge	acknowledge	VERB
absel-1548	50	3	that	that	SCONJ
absel-1548	50	4	this	this	DET
absel-1548	50	5	format	format	NOUN
absel-1548	50	6	is	be	AUX
absel-1548	50	7	not	not	PART
absel-1548	50	8	the	the	DET
absel-1548	50	9	traditional	traditional	ADJ
absel-1548	50	10	manner	manner	NOUN
absel-1548	50	11	in	in	ADP
absel-1548	50	12	which	which	PRON
absel-1548	50	13	insurance	insurance	NOUN
absel-1548	50	14	sales	sale	NOUN
absel-1548	50	15	people	people	NOUN
absel-1548	50	16	receive	receive	VERB
absel-1548	50	17	sales	sale	NOUN
absel-1548	50	18	leads	lead	NOUN
absel-1548	50	19	,	,	PUNCT
absel-1548	50	20	which	which	PRON
absel-1548	50	21	is	be	AUX
absel-1548	50	22	on	on	ADP
absel-1548	50	23	a	a	DET
absel-1548	50	24	one	one	NUM
absel-1548	50	25	-	-	PUNCT
absel-1548	50	26	at	at	ADP
absel-1548	50	27	-	-	PUNCT
absel-1548	50	28	a	a	DET
absel-1548	50	29	-	-	PUNCT
absel-1548	50	30	time	time	NOUN
absel-1548	50	31	basis	basis	NOUN
absel-1548	50	32	.	.	PUNCT
absel-1548	51	1	however	however	ADV
absel-1548	51	2	,	,	PUNCT
absel-1548	51	3	such	such	ADJ
absel-1548	51	4	formats	format	NOUN
absel-1548	51	5	are	be	AUX
absel-1548	51	6	becoming	become	VERB
absel-1548	51	7	increasingly	increasingly	ADV
absel-1548	51	8	common	common	ADJ
absel-1548	51	9	in	in	ADP
absel-1548	51	10	the	the	DET
absel-1548	51	11	insurance	insurance	NOUN
absel-1548	51	12	industry	industry	NOUN
absel-1548	51	13	as	as	SCONJ
absel-1548	51	14	computerized	computerize	VERB
absel-1548	51	15	data	datum	NOUN
absel-1548	51	16	bases	basis	NOUN
absel-1548	51	17	are	be	AUX
absel-1548	51	18	used	use	VERB
absel-1548	51	19	to	to	PART
absel-1548	51	20	centralize	centralize	VERB
absel-1548	51	21	the	the	DET
absel-1548	51	22	early	early	ADJ
absel-1548	51	23	phases	phase	NOUN
absel-1548	51	24	of	of	ADP
absel-1548	51	25	the	the	DET
absel-1548	51	26	prospecting	prospecting	ADJ
absel-1548	51	27	stage	stage	NOUN
absel-1548	51	28	.	.	PUNCT
absel-1548	52	1	in	in	ADP
absel-1548	52	2	fact	fact	NOUN
absel-1548	52	3	,	,	PUNCT
absel-1548	52	4	one	one	NUM
absel-1548	52	5	regional	regional	ADJ
absel-1548	52	6	office	office	NOUN
absel-1548	52	7	of	of	ADP
absel-1548	52	8	the	the	DET
absel-1548	52	9	firm	firm	NOUN
absel-1548	52	10	under	under	ADP
absel-1548	52	11	study	study	NOUN
absel-1548	52	12	did	do	AUX
absel-1548	52	13	not	not	PART
absel-1548	52	14	participate	participate	VERB
absel-1548	52	15	in	in	ADP
absel-1548	52	16	the	the	DET
absel-1548	52	17	study	study	NOUN
absel-1548	52	18	because	because	SCONJ
absel-1548	52	19	they	they	PRON
absel-1548	52	20	were	be	AUX
absel-1548	52	21	already	already	ADV
absel-1548	52	22	using	use	VERB
absel-1548	52	23	such	such	DET
absel-1548	52	24	a	a	DET
absel-1548	52	25	computerized	computerized	ADJ
absel-1548	52	26	presentation	presentation	NOUN
absel-1548	52	27	of	of	ADP
absel-1548	52	28	prospects	prospect	NOUN
absel-1548	52	29	,	,	PUNCT
absel-1548	52	30	and	and	CCONJ
absel-1548	52	31	thus	thus	ADV
absel-1548	52	32	their	their	PRON
absel-1548	52	33	sales	sale	NOUN
absel-1548	52	34	people	people	NOUN
absel-1548	52	35	had	have	AUX
absel-1548	52	36	already	already	ADV
absel-1548	52	37	acclimated	acclimate	VERB
absel-1548	52	38	to	to	ADP
absel-1548	52	39	the	the	DET
absel-1548	52	40	type	type	NOUN
absel-1548	52	41	of	of	ADP
absel-1548	52	42	stimulus	stimulus	NOUN
absel-1548	52	43	used	use	VERB
absel-1548	52	44	in	in	ADP
absel-1548	52	45	the	the	DET
absel-1548	52	46	study	study	NOUN
absel-1548	52	47	(	(	PUNCT
absel-1548	52	48	thus	thus	ADV
absel-1548	52	49	introducing	introduce	VERB
absel-1548	52	50	an	an	DET
absel-1548	52	51	experience	experience	NOUN
absel-1548	52	52	factor	factor	NOUN
absel-1548	52	53	which	which	PRON
absel-1548	52	54	had	have	AUX
absel-1548	52	55	not	not	PART
absel-1548	52	56	been	be	AUX
absel-1548	52	57	anticipated	anticipate	VERB
absel-1548	52	58	)	)	PUNCT
absel-1548	52	59	.	.	PUNCT
absel-1548	53	1	the	the	DET
absel-1548	53	2	study	study	NOUN
absel-1548	53	3	involved	involve	VERB
absel-1548	53	4	40	40	NUM
absel-1548	53	5	salespeople	salesperson	NOUN
absel-1548	53	6	,	,	PUNCT
absel-1548	53	7	split	split	VERB
absel-1548	53	8	into	into	ADP
absel-1548	53	9	higher	high	ADJ
absel-1548	53	10	performers	performer	NOUN
absel-1548	53	11	and	and	CCONJ
absel-1548	53	12	lower	low	ADJ
absel-1548	53	13	performers	performer	NOUN
absel-1548	53	14	based	base	VERB
absel-1548	53	15	on	on	ADP
absel-1548	53	16	expertise	expertise	NOUN
absel-1548	53	17	in	in	ADP
absel-1548	53	18	prospecting	prospect	VERB
absel-1548	53	19	.	.	PUNCT
absel-1548	54	1	the	the	DET
absel-1548	54	2	performance	performance	NOUN
absel-1548	54	3	criterion	criterion	NOUN
absel-1548	54	4	was	be	AUX
absel-1548	54	5	a	a	DET
absel-1548	54	6	linear	linear	ADJ
absel-1548	54	7	combination	combination	NOUN
absel-1548	54	8	of	of	ADP
absel-1548	54	9	subjective	subjective	ADJ
absel-1548	54	10	ratings	rating	NOUN
absel-1548	54	11	of	of	ADP
absel-1548	54	12	prospecting	prospect	VERB
absel-1548	54	13	ability	ability	NOUN
absel-1548	54	14	by	by	ADP
absel-1548	54	15	sales	sale	NOUN
absel-1548	54	16	managers	manager	NOUN
absel-1548	54	17	and	and	CCONJ
absel-1548	54	18	of	of	ADP
absel-1548	54	19	objective	objective	ADJ
absel-1548	54	20	measures	measure	NOUN
absel-1548	54	21	such	such	ADJ
absel-1548	54	22	as	as	ADP
absel-1548	54	23	the	the	DET
absel-1548	54	24	number	number	NOUN
absel-1548	54	25	of	of	ADP
absel-1548	54	26	new	new	ADJ
absel-1548	54	27	life	life	NOUN
absel-1548	54	28	insurance	insurance	NOUN
absel-1548	54	29	policies	policy	NOUN
absel-1548	54	30	sold	sell	VERB
absel-1548	54	31	and	and	CCONJ
absel-1548	54	32	the	the	DET
absel-1548	54	33	total	total	ADJ
absel-1548	54	34	dollar	dollar	NOUN
absel-1548	54	35	amount	amount	NOUN
absel-1548	54	36	of	of	ADP
absel-1548	54	37	new	new	ADJ
absel-1548	54	38	life	life	NOUN
absel-1548	54	39	insurance	insurance	NOUN
absel-1548	54	40	sold	sell	VERB
absel-1548	54	41	in	in	ADP
absel-1548	54	42	the	the	DET
absel-1548	54	43	prior	prior	ADJ
absel-1548	54	44	calendar	calendar	NOUN
absel-1548	54	45	year	year	NOUN
absel-1548	54	46	.	.	PUNCT
absel-1548	55	1	the	the	DET
absel-1548	55	2	details	detail	NOUN
absel-1548	55	3	of	of	ADP
absel-1548	55	4	the	the	DET
absel-1548	55	5	study	study	NOUN
absel-1548	55	6	can	can	AUX
absel-1548	55	7	be	be	AUX
absel-1548	55	8	found	find	VERB
absel-1548	55	9	in	in	ADP
absel-1548	55	10	macintosh	macintosh	PROPN
absel-1548	55	11	(	(	PUNCT
absel-1548	55	12	1992	1992	NUM
absel-1548	55	13	)	)	PUNCT
absel-1548	55	14	.	.	PUNCT
absel-1548	56	1	each	each	DET
absel-1548	56	2	subject	subject	NOUN
absel-1548	56	3	was	be	AUX
absel-1548	56	4	presented	present	VERB
absel-1548	56	5	with	with	ADP
absel-1548	56	6	a	a	DET
absel-1548	56	7	computerized	computerized	ADJ
absel-1548	56	8	format	format	NOUN
absel-1548	56	9	listing	list	VERB
absel-1548	56	10	12	12	NUM
absel-1548	56	11	prospects	prospect	NOUN
absel-1548	56	12	and	and	CCONJ
absel-1548	56	13	eight	eight	NUM
absel-1548	56	14	attributes	attribute	NOUN
absel-1548	56	15	(	(	PUNCT
absel-1548	56	16	income	income	NOUN
absel-1548	56	17	,	,	PUNCT
absel-1548	56	18	age	age	NOUN
absel-1548	56	19	,	,	PUNCT
absel-1548	56	20	occupation	occupation	NOUN
absel-1548	56	21	,	,	PUNCT
absel-1548	56	22	etc	etc	X
absel-1548	56	23	.	.	X
absel-1548	56	24	)	)	PUNCT
absel-1548	56	25	.	.	PUNCT
absel-1548	57	1	hall	hall	PROPN
absel-1548	57	2	were	be	AUX
absel-1548	57	3	told	tell	VERB
absel-1548	57	4	to	to	PART
absel-1548	57	5	rate	rate	VERB
absel-1548	57	6	each	each	DET
absel-1548	57	7	prospect	prospect	NOUN
absel-1548	57	8	and	and	CCONJ
absel-1548	57	9	half	half	NOUN
absel-1548	57	10	were	be	AUX
absel-1548	57	11	instructed	instruct	VERB
absel-1548	57	12	to	to	PART
absel-1548	57	13	choose	choose	VERB
absel-1548	57	14	the	the	DET
absel-1548	57	15	best	good	ADJ
absel-1548	57	16	prospect	prospect	NOUN
absel-1548	57	17	.	.	PUNCT
absel-1548	58	1	the	the	DET
absel-1548	58	2	macintosh	macintosh	PROPN
absel-1548	58	3	laptop	laptop	NOUN
absel-1548	58	4	was	be	AUX
absel-1548	58	5	programmed	program	VERB
absel-1548	58	6	(	(	PUNCT
absel-1548	58	7	using	use	VERB
absel-1548	58	8	hypercard	hypercard	PROPN
absel-1548	58	9	)	)	PUNCT
absel-1548	58	10	so	so	SCONJ
absel-1548	58	11	that	that	SCONJ
absel-1548	58	12	the	the	DET
absel-1548	58	13	sales	sale	NOUN
absel-1548	58	14	person	person	NOUN
absel-1548	58	15	had	have	VERB
absel-1548	58	16	to	to	PART
absel-1548	58	17	click	click	VERB
absel-1548	58	18	the	the	DET
absel-1548	58	19	mouse	mouse	NOUN
absel-1548	58	20	when	when	SCONJ
absel-1548	58	21	it	it	PRON
absel-1548	58	22	was	be	AUX
absel-1548	58	23	pointing	point	VERB
absel-1548	58	24	at	at	ADP
absel-1548	58	25	a	a	DET
absel-1548	58	26	specific	specific	ADJ
absel-1548	58	27	cell	cell	NOUN
absel-1548	58	28	in	in	ADP
absel-1548	58	29	order	order	NOUN
absel-1548	58	30	to	to	PART
absel-1548	58	31	observe	observe	VERB
absel-1548	58	32	the	the	DET
absel-1548	58	33	attribute	attribute	NOUN
absel-1548	58	34	value	value	NOUN
absel-1548	58	35	for	for	ADP
absel-1548	58	36	a	a	DET
absel-1548	58	37	particular	particular	ADJ
absel-1548	58	38	prospect	prospect	NOUN
absel-1548	58	39	.	.	PUNCT
absel-1548	59	1	the	the	DET
absel-1548	59	2	program	program	NOUN
absel-1548	59	3	recorded	record	VERB
absel-1548	59	4	the	the	DET
absel-1548	59	5	sequence	sequence	NOUN
absel-1548	59	6	of	of	ADP
absel-1548	59	7	information	information	NOUN
absel-1548	59	8	acquisition	acquisition	NOUN
absel-1548	59	9	.	.	PUNCT
absel-1548	60	1	in	in	ADP
absel-1548	60	2	addition	addition	NOUN
absel-1548	60	3	,	,	PUNCT
absel-1548	60	4	the	the	DET
absel-1548	60	5	sales	sale	NOUN
absel-1548	60	6	people	people	NOUN
absel-1548	60	7	were	be	AUX
absel-1548	60	8	asked	ask	VERB
absel-1548	60	9	to	to	PART
absel-1548	60	10	provide	provide	VERB
absel-1548	60	11	verbal	verbal	ADJ
absel-1548	60	12	protocols	protocol	NOUN
absel-1548	60	13	(	(	PUNCT
absel-1548	60	14	to	to	PART
absel-1548	60	15	think	think	VERB
absel-1548	60	16	outloud	outloud	NOUN
absel-1548	60	17	)	)	PUNCT
absel-1548	60	18	as	as	SCONJ
absel-1548	60	19	they	they	PRON
absel-1548	60	20	went	go	VERB
absel-1548	60	21	through	through	ADP
absel-1548	60	22	the	the	DET
absel-1548	60	23	process	process	NOUN
absel-1548	60	24	.	.	PUNCT
absel-1548	61	1	the	the	DET
absel-1548	61	2	sales	sale	NOUN
absel-1548	61	3	people	people	NOUN
absel-1548	61	4	later	later	ADV
absel-1548	61	5	gave	give	VERB
absel-1548	61	6	their	their	PRON
absel-1548	61	7	ratings	rating	NOUN
absel-1548	61	8	or	or	CCONJ
absel-1548	61	9	choices	choice	NOUN
absel-1548	61	10	using	use	VERB
absel-1548	61	11	pencil	pencil	NOUN
absel-1548	61	12	and	and	CCONJ
absel-1548	61	13	paper	paper	NOUN
absel-1548	61	14	measures	measure	NOUN
absel-1548	61	15	.	.	PUNCT
absel-1548	62	1	finally	finally	ADV
absel-1548	62	2	,	,	PUNCT
absel-1548	62	3	the	the	DET
absel-1548	62	4	sales	sale	NOUN
absel-1548	62	5	people	people	NOUN
absel-1548	62	6	in	in	ADP
absel-1548	62	7	the	the	DET
absel-1548	62	8	judgment	judgment	NOUN
absel-1548	62	9	(	(	PUNCT
absel-1548	62	10	rating	rating	NOUN
absel-1548	62	11	)	)	PUNCT
absel-1548	62	12	task	task	NOUN
absel-1548	62	13	were	be	AUX
absel-1548	62	14	asked	ask	VERB
absel-1548	62	15	to	to	PART
absel-1548	62	16	choose	choose	VERB
absel-1548	62	17	their	their	PRON
absel-1548	62	18	best	good	ADJ
absel-1548	62	19	prospect	prospect	NOUN
absel-1548	62	20	.	.	PUNCT
absel-1548	63	1	the	the	DET
absel-1548	63	2	use	use	NOUN
absel-1548	63	3	of	of	ADP
absel-1548	63	4	the	the	DET
absel-1548	63	5	computerized	computerized	ADJ
absel-1548	63	6	format	format	NOUN
absel-1548	63	7	allowed	allow	VERB
absel-1548	63	8	the	the	DET
absel-1548	63	9	measurement	measurement	NOUN
absel-1548	63	10	of	of	ADP
absel-1548	63	11	both	both	DET
absel-1548	63	12	process	process	NOUN
absel-1548	63	13	and	and	CCONJ
absel-1548	63	14	outcome	outcome	NOUN
absel-1548	63	15	.	.	PUNCT
absel-1548	64	1	the	the	DET
absel-1548	64	2	results	result	NOUN
absel-1548	64	3	indicated	indicate	VERB
absel-1548	64	4	that	that	SCONJ
absel-1548	64	5	differences	difference	NOUN
absel-1548	64	6	existed	exist	VERB
absel-1548	64	7	between	between	ADP
absel-1548	64	8	higher	high	ADJ
absel-1548	64	9	and	and	CCONJ
absel-1548	64	10	lower	lower	ADV
absel-1548	64	11	performing	perform	VERB
absel-1548	64	12	sales	sale	NOUN
absel-1548	64	13	people	people	NOUN
absel-1548	64	14	.	.	PUNCT
absel-1548	65	1	for	for	ADP
absel-1548	65	2	example	example	NOUN
absel-1548	65	3	,	,	PUNCT
absel-1548	65	4	for	for	ADP
absel-1548	65	5	the	the	DET
absel-1548	65	6	sales	sale	NOUN
absel-1548	65	7	people	people	NOUN
absel-1548	65	8	in	in	ADP
absel-1548	65	9	the	the	DET
absel-1548	65	10	rating	rating	NOUN
absel-1548	65	11	task	task	NOUN
absel-1548	65	12	,	,	PUNCT
absel-1548	65	13	the	the	DET
absel-1548	65	14	evaluations	evaluation	NOUN
absel-1548	65	15	were	be	AUX
absel-1548	65	16	regressed	regress	VERB
absel-1548	65	17	against	against	ADP
absel-1548	65	18	the	the	DET
absel-1548	65	19	attribute	attribute	NOUN
absel-1548	65	20	values	value	NOUN
absel-1548	65	21	,	,	PUNCT
absel-1548	65	22	which	which	PRON
absel-1548	65	23	yielded	yield	VERB
absel-1548	65	24	evidence	evidence	NOUN
absel-1548	65	25	that	that	SCONJ
absel-1548	65	26	several	several	ADJ
absel-1548	65	27	attributes	attribute	NOUN
absel-1548	65	28	were	be	AUX
absel-1548	65	29	weighted	weight	VERB
absel-1548	65	30	differently	differently	ADV
absel-1548	65	31	by	by	ADP
absel-1548	65	32	higher	high	ADJ
absel-1548	65	33	performing	perform	VERB
absel-1548	65	34	sales	sale	NOUN
absel-1548	65	35	people	people	NOUN
absel-1548	65	36	and	and	CCONJ
absel-1548	65	37	lower	low	ADJ
absel-1548	65	38	performing	perform	VERB
absel-1548	65	39	sales	sale	NOUN
absel-1548	65	40	people	people	NOUN
absel-1548	65	41	.	.	PUNCT
absel-1548	66	1	more	more	ADV
absel-1548	66	2	specifically	specifically	ADV
absel-1548	66	3	,	,	PUNCT
absel-1548	66	4	the	the	DET
absel-1548	66	5	study	study	NOUN
absel-1548	66	6	indicated	indicate	VERB
absel-1548	66	7	that	that	SCONJ
absel-1548	66	8	higher	high	ADJ
absel-1548	66	9	performing	perform	VERB
absel-1548	66	10	sales	sale	NOUN
absel-1548	66	11	people	people	NOUN
absel-1548	66	12	put	put	VERB
absel-1548	66	13	greater	great	ADJ
absel-1548	66	14	weight	weight	NOUN
absel-1548	66	15	on	on	ADP
absel-1548	66	16	the	the	DET
absel-1548	66	17	prospect	prospect	NOUN
absel-1548	66	18	’s	’s	PART
absel-1548	66	19	income	income	NOUN
absel-1548	66	20	,	,	PUNCT
absel-1548	66	21	occupation	occupation	NOUN
absel-1548	66	22	,	,	PUNCT
absel-1548	66	23	and	and	CCONJ
absel-1548	66	24	age	age	NOUN
absel-1548	66	25	,	,	PUNCT
absel-1548	66	26	while	while	SCONJ
absel-1548	66	27	lower	low	ADJ
absel-1548	66	28	performance	performance	NOUN
absel-1548	66	29	put	put	VERB
absel-1548	66	30	more	more	ADJ
absel-1548	66	31	emphasis	emphasis	NOUN
absel-1548	66	32	on	on	ADP
absel-1548	66	33	the	the	DET
absel-1548	66	34	number	number	NOUN
absel-1548	66	35	of	of	ADP
absel-1548	66	36	goals	goal	NOUN
absel-1548	66	37	and	and	CCONJ
absel-1548	66	38	the	the	DET
absel-1548	66	39	number	number	NOUN
absel-1548	66	40	of	of	ADP
absel-1548	66	41	children	child	NOUN
absel-1548	66	42	that	that	PRON
absel-1548	66	43	the	the	DET
absel-1548	66	44	prospect	prospect	NOUN
absel-1548	66	45	had	have	VERB
absel-1548	66	46	.	.	PUNCT
absel-1548	67	1	this	this	DET
absel-1548	67	2	result	result	NOUN
absel-1548	67	3	suggested	suggest	VERB
absel-1548	67	4	that	that	SCONJ
absel-1548	67	5	lower	low	ADJ
absel-1548	67	6	performers	performer	NOUN
absel-1548	67	7	had	have	VERB
absel-1548	67	8	a	a	DET
absel-1548	67	9	narrower	narrow	ADJ
absel-1548	67	10	definition	definition	NOUN
absel-1548	67	11	of	of	ADP
absel-1548	67	12	the	the	DET
absel-1548	67	13	need	need	NOUN
absel-1548	67	14	for	for	ADP
absel-1548	67	15	insurance	insurance	NOUN
absel-1548	67	16	,	,	PUNCT
absel-1548	67	17	as	as	SCONJ
absel-1548	67	18	compared	compare	VERB
absel-1548	67	19	to	to	ADP
absel-1548	67	20	higher	high	ADJ
absel-1548	67	21	performers	performer	NOUN
absel-1548	67	22	who	who	PRON
absel-1548	67	23	had	have	VERB
absel-1548	67	24	a	a	DET
absel-1548	67	25	broader	broad	ADJ
absel-1548	67	26	definition	definition	NOUN
absel-1548	67	27	that	that	PRON
absel-1548	67	28	included	include	VERB
absel-1548	67	29	needs	need	NOUN
absel-1548	67	30	related	relate	VERB
absel-1548	67	31	to	to	ADP
absel-1548	67	32	higher	high	ADJ
absel-1548	67	33	income	income	NOUN
absel-1548	67	34	.	.	PUNCT
absel-1548	68	1	an	an	DET
absel-1548	68	2	interesting	interesting	ADJ
absel-1548	68	3	interaction	interaction	NOUN
absel-1548	68	4	was	be	AUX
absel-1548	68	5	found	find	VERB
absel-1548	68	6	when	when	SCONJ
absel-1548	68	7	the	the	DET
absel-1548	68	8	final	final	ADJ
absel-1548	68	9	8	8	NUM
absel-1548	68	10	of	of	ADP
absel-1548	68	11	10	10	NUM
absel-1548	68	12	choices	choice	NOUN
absel-1548	68	13	were	be	AUX
absel-1548	68	14	investigated	investigate	VERB
absel-1548	68	15	.	.	PUNCT
absel-1548	69	1	when	when	SCONJ
absel-1548	69	2	the	the	DET
absel-1548	69	3	sales	sale	NOUN
absel-1548	69	4	people	people	NOUN
absel-1548	69	5	in	in	ADP
absel-1548	69	6	the	the	DET
absel-1548	69	7	choice	choice	NOUN
absel-1548	69	8	task	task	NOUN
absel-1548	69	9	were	be	AUX
absel-1548	69	10	investigated	investigate	VERB
absel-1548	69	11	,	,	PUNCT
absel-1548	69	12	the	the	DET
absel-1548	69	13	majority	majority	NOUN
absel-1548	69	14	selected	select	VERB
absel-1548	69	15	either	either	CCONJ
absel-1548	69	16	prospect	prospect	NOUN
absel-1548	69	17	2	2	NUM
absel-1548	69	18	or	or	CCONJ
absel-1548	69	19	prospect	prospect	VERB
absel-1548	69	20	7	7	NUM
absel-1548	69	21	(	(	PUNCT
absel-1548	69	22	8	8	NUM
absel-1548	69	23	of	of	ADP
absel-1548	69	24	10	10	NUM
absel-1548	69	25	for	for	ADP
absel-1548	69	26	high	high	ADJ
absel-1548	69	27	performers	performer	NOUN
absel-1548	69	28	,	,	PUNCT
absel-1548	69	29	9	9	NUM
absel-1548	69	30	of	of	ADP
absel-1548	69	31	10	10	NUM
absel-1548	69	32	for	for	ADP
absel-1548	69	33	low	low	ADJ
absel-1548	69	34	performers	performer	NOUN
absel-1548	69	35	)	)	PUNCT
absel-1548	69	36	.	.	PUNCT
absel-1548	70	1	however	however	ADV
absel-1548	70	2	,	,	PUNCT
absel-1548	70	3	when	when	SCONJ
absel-1548	70	4	the	the	DET
absel-1548	70	5	choices	choice	NOUN
absel-1548	70	6	were	be	AUX
absel-1548	70	7	investigated	investigate	VERB
absel-1548	70	8	for	for	ADP
absel-1548	70	9	the	the	DET
absel-1548	70	10	sales	sale	NOUN
absel-1548	70	11	people	people	NOUN
absel-1548	70	12	who	who	PRON
absel-1548	70	13	first	first	ADV
absel-1548	70	14	were	be	AUX
absel-1548	70	15	asked	ask	VERB
absel-1548	70	16	to	to	PART
absel-1548	70	17	rate	rate	VERB
absel-1548	70	18	each	each	DET
absel-1548	70	19	prospect	prospect	NOUN
absel-1548	70	20	,	,	PUNCT
absel-1548	70	21	a	a	DET
absel-1548	70	22	different	different	ADJ
absel-1548	70	23	pattern	pattern	NOUN
absel-1548	70	24	was	be	AUX
absel-1548	70	25	found	find	VERB
absel-1548	70	26	.	.	PUNCT
absel-1548	71	1	for	for	ADP
absel-1548	71	2	the	the	DET
absel-1548	71	3	higher	high	ADJ
absel-1548	71	4	performers	performer	NOUN
absel-1548	71	5	,	,	PUNCT
absel-1548	71	6	the	the	DET
absel-1548	71	7	majority	majority	NOUN
absel-1548	71	8	(	(	PUNCT
absel-1548	71	9	7	7	NUM
absel-1548	71	10	of	of	ADP
absel-1548	71	11	10	10	NUM
absel-1548	71	12	)	)	PUNCT
absel-1548	71	13	again	again	ADV
absel-1548	71	14	selected	select	VERB
absel-1548	71	15	prospect	prospect	NOUN
absel-1548	71	16	2	2	NUM
absel-1548	71	17	or	or	CCONJ
absel-1548	71	18	prospect	prospect	VERB
absel-1548	71	19	7	7	NUM
absel-1548	71	20	;	;	PUNCT
absel-1548	71	21	for	for	ADP
absel-1548	71	22	the	the	DET
absel-1548	71	23	lower	low	ADJ
absel-1548	71	24	performers	performer	NOUN
absel-1548	71	25	,	,	PUNCT
absel-1548	71	26	only	only	ADV
absel-1548	71	27	4	4	NUM
absel-1548	71	28	of	of	ADP
absel-1548	71	29	10	10	NUM
absel-1548	71	30	selected	select	VERB
absel-1548	71	31	either	either	PRON
absel-1548	71	32	of	of	ADP
absel-1548	71	33	those	those	DET
absel-1548	71	34	two	two	NUM
absel-1548	71	35	prospects	prospect	NOUN
absel-1548	71	36	.	.	PUNCT
absel-1548	72	1	we	we	PRON
absel-1548	72	2	interpret	interpret	VERB
absel-1548	72	3	these	these	DET
absel-1548	72	4	results	result	NOUN
absel-1548	72	5	as	as	ADP
absel-1548	72	6	providing	provide	VERB
absel-1548	72	7	evidence	evidence	NOUN
absel-1548	72	8	that	that	SCONJ
absel-1548	72	9	lower	low	ADJ
absel-1548	72	10	performers	performer	NOUN
absel-1548	72	11	face	face	VERB
absel-1548	72	12	more	more	ADJ
absel-1548	72	13	problems	problem	NOUN
absel-1548	72	14	with	with	ADP
absel-1548	72	15	information	information	NOUN
absel-1548	72	16	overload	overload	NOUN
absel-1548	72	17	.	.	PUNCT
absel-1548	73	1	the	the	DET
absel-1548	73	2	judgment	judgment	NOUN
absel-1548	73	3	task	task	NOUN
absel-1548	73	4	required	require	VERB
absel-1548	73	5	that	that	SCONJ
absel-1548	73	6	sales	sale	NOUN
absel-1548	73	7	people	people	NOUN
absel-1548	73	8	investigate	investigate	VERB
absel-1548	73	9	far	far	ADV
absel-1548	73	10	more	more	ADJ
absel-1548	73	11	attributes	attribute	NOUN
absel-1548	73	12	per	per	ADP
absel-1548	73	13	prospect	prospect	NOUN
absel-1548	73	14	;	;	PUNCT
absel-1548	73	15	apparently	apparently	ADV
absel-1548	73	16	the	the	DET
absel-1548	73	17	higher	high	ADJ
absel-1548	73	18	performers	performer	NOUN
absel-1548	73	19	were	be	AUX
absel-1548	73	20	able	able	ADJ
absel-1548	73	21	to	to	PART
absel-1548	73	22	sift	sift	VERB
absel-1548	73	23	through	through	ADP
absel-1548	73	24	the	the	DET
absel-1548	73	25	information	information	NOUN
absel-1548	73	26	in	in	ADP
absel-1548	73	27	order	order	NOUN
absel-1548	73	28	to	to	PART
absel-1548	73	29	select	select	VERB
absel-1548	73	30	the	the	DET
absel-1548	73	31	best	good	ADJ
absel-1548	73	32	prospects	prospect	NOUN
absel-1548	73	33	,	,	PUNCT
absel-1548	73	34	while	while	SCONJ
absel-1548	73	35	the	the	DET
absel-1548	73	36	lower	low	ADJ
absel-1548	73	37	performers	performer	NOUN
absel-1548	73	38	were	be	AUX
absel-1548	73	39	more	more	ADV
absel-1548	73	40	prone	prone	ADJ
absel-1548	73	41	to	to	PART
absel-1548	73	42	get	get	AUX
absel-1548	73	43	lost	lose	VERB
absel-1548	73	44	in	in	ADP
absel-1548	73	45	the	the	DET
absel-1548	73	46	noise	noise	NOUN
absel-1548	73	47	of	of	ADP
absel-1548	73	48	the	the	DET
absel-1548	73	49	process	process	NOUN
absel-1548	73	50	.	.	PUNCT
absel-1548	74	1	thus	thus	ADV
absel-1548	74	2	,	,	PUNCT
absel-1548	74	3	the	the	DET
absel-1548	74	4	study	study	NOUN
absel-1548	74	5	provided	provide	VERB
absel-1548	74	6	insight	insight	NOUN
absel-1548	74	7	into	into	ADP
absel-1548	74	8	the	the	DET
absel-1548	74	9	tacit	tacit	ADJ
absel-1548	74	10	knowledge	knowledge	NOUN
absel-1548	74	11	needed	need	VERB
absel-1548	74	12	by	by	ADP
absel-1548	74	13	higher	high	ADJ
absel-1548	74	14	performers	performer	NOUN
absel-1548	74	15	in	in	ADP
absel-1548	74	16	terms	term	NOUN
absel-1548	74	17	of	of	ADP
absel-1548	74	18	attributes	attribute	NOUN
absel-1548	74	19	to	to	ADP
absel-1548	74	20	weight	weight	NOUN
absel-1548	74	21	heavily	heavily	ADV
absel-1548	74	22	and	and	CCONJ
absel-1548	74	23	in	in	ADP
absel-1548	74	24	terms	term	NOUN
absel-1548	74	25	of	of	ADP
absel-1548	74	26	how	how	SCONJ
absel-1548	74	27	to	to	PART
absel-1548	74	28	avoid	avoid	VERB
absel-1548	74	29	problems	problem	NOUN
absel-1548	74	30	of	of	ADP
absel-1548	74	31	information	information	NOUN
absel-1548	74	32	overload	overload	NOUN
absel-1548	74	33	.	.	PUNCT
absel-1548	75	1	stage	stage	NOUN
absel-1548	75	2	2	2	NUM
absel-1548	75	3	:	:	PUNCT
absel-1548	75	4	development	development	NOUN
absel-1548	75	5	of	of	ADP
absel-1548	75	6	an	an	DET
absel-1548	75	7	experiential	experiential	ADJ
absel-1548	75	8	exercise	exercise	NOUN
absel-1548	75	9	the	the	DET
absel-1548	75	10	same	same	ADJ
absel-1548	75	11	format	format	NOUN
absel-1548	75	12	used	use	VERB
absel-1548	75	13	to	to	PART
absel-1548	75	14	measure	measure	VERB
absel-1548	75	15	sales	sale	NOUN
absel-1548	75	16	people	people	NOUN
absel-1548	75	17	’s	’s	PART
absel-1548	75	18	tacit	tacit	ADJ
absel-1548	75	19	knowledge	knowledge	NOUN
absel-1548	75	20	of	of	ADP
absel-1548	75	21	prospecting	prospect	VERB
absel-1548	75	22	was	be	AUX
absel-1548	75	23	used	use	VERB
absel-1548	75	24	as	as	ADP
absel-1548	75	25	an	an	DET
absel-1548	75	26	experiential	experiential	ADJ
absel-1548	75	27	exercise	exercise	NOUN
absel-1548	75	28	with	with	ADP
absel-1548	75	29	sales	sale	NOUN
absel-1548	75	30	management	management	NOUN
absel-1548	75	31	students	student	NOUN
absel-1548	75	32	.	.	PUNCT
absel-1548	76	1	the	the	DET
absel-1548	76	2	cover	cover	NOUN
absel-1548	76	3	story	story	NOUN
absel-1548	76	4	was	be	AUX
absel-1548	76	5	in	in	ADP
absel-1548	76	6	essence	essence	NOUN
absel-1548	76	7	the	the	DET
absel-1548	76	8	truth	truth	NOUN
absel-1548	76	9	:	:	PUNCT
absel-1548	76	10	the	the	DET
absel-1548	76	11	computerized	computerized	ADJ
absel-1548	76	12	format	format	NOUN
absel-1548	76	13	was	be	AUX
absel-1548	76	14	developed	develop	VERB
absel-1548	76	15	as	as	ADP
absel-1548	76	16	a	a	DET
absel-1548	76	17	training	training	NOUN
absel-1548	76	18	exercise	exercise	NOUN
absel-1548	76	19	for	for	ADP
absel-1548	76	20	an	an	DET
absel-1548	76	21	insurance	insurance	NOUN
absel-1548	76	22	company	company	NOUN
absel-1548	76	23	and	and	CCONJ
absel-1548	76	24	was	be	AUX
absel-1548	76	25	based	base	VERB
absel-1548	76	26	on	on	ADP
absel-1548	76	27	information	information	NOUN
absel-1548	76	28	commonly	commonly	ADV
absel-1548	76	29	available	available	ADJ
absel-1548	76	30	to	to	ADP
absel-1548	76	31	sales	sale	NOUN
absel-1548	76	32	people	people	NOUN
absel-1548	76	33	.	.	PUNCT
absel-1548	77	1	the	the	DET
absel-1548	77	2	primary	primary	ADJ
absel-1548	77	3	benefits	benefit	NOUN
absel-1548	77	4	of	of	ADP
absel-1548	77	5	using	use	VERB
absel-1548	77	6	the	the	DET
absel-1548	77	7	same	same	ADJ
absel-1548	77	8	program	program	NOUN
absel-1548	77	9	are	be	AUX
absel-1548	77	10	that	that	SCONJ
absel-1548	77	11	it	it	PRON
absel-1548	77	12	allows	allow	VERB
absel-1548	77	13	the	the	DET
absel-1548	77	14	labeling	labeling	NOUN
absel-1548	77	15	of	of	ADP
absel-1548	77	16	"	"	PUNCT
absel-1548	77	17	optimal	optimal	ADJ
absel-1548	77	18	"	"	PUNCT
absel-1548	77	19	selections	selection	NOUN
absel-1548	77	20	(	(	PUNCT
absel-1548	77	21	prospects	prospect	NOUN
absel-1548	77	22	2	2	NUM
absel-1548	77	23	or	or	CCONJ
absel-1548	77	24	7	7	NUM
absel-1548	77	25	)	)	PUNCT
absel-1548	77	26	and	and	CCONJ
absel-1548	77	27	that	that	SCONJ
absel-1548	77	28	the	the	DET
absel-1548	77	29	protocols	protocol	NOUN
absel-1548	77	30	provide	provide	VERB
absel-1548	77	31	a	a	DET
absel-1548	77	32	rich	rich	ADJ
absel-1548	77	33	basis	basis	NOUN
absel-1548	77	34	for	for	ADP
absel-1548	77	35	insight	insight	NOUN
absel-1548	77	36	into	into	ADP
absel-1548	77	37	the	the	DET
absel-1548	77	38	thought	thought	NOUN
absel-1548	77	39	processes	process	NOUN
absel-1548	77	40	of	of	ADP
absel-1548	77	41	the	the	DET
absel-1548	77	42	successful	successful	ADJ
absel-1548	77	43	performers	performer	NOUN
absel-1548	77	44	undergoing	undergo	VERB
absel-1548	77	45	the	the	DET
absel-1548	77	46	same	same	ADJ
absel-1548	77	47	task	task	NOUN
absel-1548	77	48	.	.	PUNCT
absel-1548	78	1	stage	stage	NOUN
absel-1548	78	2	3	3	NUM
absel-1548	78	3	:	:	PUNCT
absel-1548	78	4	focus	focus	VERB
absel-1548	78	5	on	on	ADP
absel-1548	78	6	the	the	DET
absel-1548	78	7	process	process	NOUN
absel-1548	78	8	of	of	ADP
absel-1548	78	9	learning	learn	VERB
absel-1548	78	10	students	student	NOUN
absel-1548	78	11	without	without	ADP
absel-1548	78	12	insurance	insurance	NOUN
absel-1548	78	13	sales	sale	NOUN
absel-1548	78	14	experience	experience	NOUN
absel-1548	78	15	will	will	AUX
absel-1548	78	16	have	have	VERB
absel-1548	78	17	a	a	DET
absel-1548	78	18	limited	limited	ADJ
absel-1548	78	19	perspective	perspective	NOUN
absel-1548	78	20	as	as	ADP
absel-1548	78	21	to	to	ADP
absel-1548	78	22	what	what	PRON
absel-1548	78	23	constitutes	constitute	VERB
absel-1548	78	24	a	a	DET
absel-1548	78	25	*	*	ADJ
absel-1548	78	26	good	good	ADJ
absel-1548	78	27	prospect	prospect	NOUN
absel-1548	78	28	.	.	PUNCT
absel-1548	79	1	using	use	VERB
absel-1548	79	2	the	the	DET
absel-1548	79	3	format	format	NOUN
absel-1548	79	4	to	to	PART
absel-1548	79	5	experiment	experiment	VERB
absel-1548	79	6	and	and	CCONJ
absel-1548	79	7	investigate	investigate	VERB
absel-1548	79	8	possibilities	possibility	NOUN
absel-1548	79	9	is	be	AUX
absel-1548	79	10	enjoyable	enjoyable	ADJ
absel-1548	79	11	for	for	ADP
absel-1548	79	12	the	the	DET
absel-1548	79	13	students	student	NOUN
absel-1548	79	14	,	,	PUNCT
absel-1548	79	15	but	but	CCONJ
absel-1548	79	16	there	there	PRON
absel-1548	79	17	is	be	VERB
absel-1548	79	18	also	also	ADV
absel-1548	79	19	some	some	DET
absel-1548	79	20	frustration	frustration	NOUN
absel-1548	79	21	once	once	SCONJ
absel-1548	79	22	they	they	PRON
absel-1548	79	23	realize	realize	VERB
absel-1548	79	24	that	that	SCONJ
absel-1548	79	25	their	their	PRON
absel-1548	79	26	intuition	intuition	NOUN
absel-1548	79	27	as	as	ADP
absel-1548	79	28	to	to	ADP
absel-1548	79	29	who	who	PRON
absel-1548	79	30	is	be	AUX
absel-1548	79	31	likely	likely	ADJ
absel-1548	79	32	to	to	PART
absel-1548	79	33	buy	buy	VERB
absel-1548	79	34	insurance	insurance	NOUN
absel-1548	79	35	may	may	AUX
absel-1548	79	36	not	not	PART
absel-1548	79	37	have	have	VERB
absel-1548	79	38	any	any	DET
absel-1548	79	39	validity	validity	NOUN
absel-1548	79	40	,	,	PUNCT
absel-1548	79	41	material	material	NOUN
absel-1548	79	42	on	on	ADP
absel-1548	79	43	prospecting	prospect	VERB
absel-1548	79	44	for	for	ADP
absel-1548	79	45	insurance	insurance	NOUN
absel-1548	79	46	clients	client	NOUN
absel-1548	79	47	was	be	AUX
absel-1548	79	48	made	make	VERB
absel-1548	79	49	available	available	ADJ
absel-1548	79	50	in	in	ADP
absel-1548	79	51	the	the	DET
absel-1548	79	52	form	form	NOUN
absel-1548	79	53	of	of	ADP
absel-1548	79	54	demographic	demographic	ADJ
absel-1548	79	55	profiles	profile	NOUN
absel-1548	79	56	and	and	CCONJ
absel-1548	79	57	discussions	discussion	NOUN
absel-1548	79	58	of	of	ADP
absel-1548	79	59	both	both	CCONJ
absel-1548	79	60	the	the	DET
absel-1548	79	61	needs	need	NOUN
absel-1548	79	62	and	and	CCONJ
absel-1548	79	63	financial	financial	ADJ
absel-1548	79	64	capacities	capacity	NOUN
absel-1548	79	65	of	of	ADP
absel-1548	79	66	past	past	ADJ
absel-1548	79	67	buyers	buyer	NOUN
absel-1548	79	68	.	.	PUNCT
absel-1548	80	1	the	the	DET
absel-1548	80	2	students	student	NOUN
absel-1548	80	3	are	be	AUX
absel-1548	80	4	allowed	allow	VERB
absel-1548	80	5	to	to	PART
absel-1548	80	6	retry	retry	VERB
absel-1548	80	7	the	the	DET
absel-1548	80	8	exercise	exercise	NOUN
absel-1548	80	9	once	once	SCONJ
absel-1548	80	10	their	their	PRON
absel-1548	80	11	picture	picture	NOUN
absel-1548	80	12	of	of	ADP
absel-1548	80	13	a	a	DET
absel-1548	80	14	good	good	ADJ
absel-1548	80	15	prospect	prospect	NOUN
absel-1548	80	16	has	have	AUX
absel-1548	80	17	been	be	AUX
absel-1548	80	18	filled	fill	VERB
absel-1548	80	19	in	in	ADP
absel-1548	80	20	somewhat	somewhat	ADV
absel-1548	80	21	.	.	PUNCT
absel-1548	81	1	feedback	feedback	NOUN
absel-1548	81	2	in	in	ADP
absel-1548	81	3	the	the	DET
absel-1548	81	4	form	form	NOUN
absel-1548	81	5	of	of	ADP
absel-1548	81	6	a	a	DET
absel-1548	81	7	summary	summary	NOUN
absel-1548	81	8	of	of	ADP
absel-1548	81	9	the	the	DET
absel-1548	81	10	process	process	NOUN
absel-1548	81	11	used	use	VERB
absel-1548	81	12	to	to	PART
absel-1548	81	13	search	search	VERB
absel-1548	81	14	for	for	ADP
absel-1548	81	15	information	information	NOUN
absel-1548	81	16	about	about	ADP
absel-1548	81	17	prospects	prospect	NOUN
absel-1548	81	18	was	be	AUX
absel-1548	81	19	given	give	VERB
absel-1548	81	20	to	to	ADP
absel-1548	81	21	the	the	DET
absel-1548	81	22	students	student	NOUN
absel-1548	81	23	,	,	PUNCT
absel-1548	81	24	along	along	ADP
absel-1548	81	25	with	with	ADP
absel-1548	81	26	comparable	comparable	ADJ
absel-1548	81	27	figures	figure	NOUN
absel-1548	81	28	obtained	obtain	VERB
absel-1548	81	29	from	from	ADP
absel-1548	81	30	the	the	DET
absel-1548	81	31	higher	high	ADJ
absel-1548	81	32	performing	perform	VERB
absel-1548	81	33	sales	sale	NOUN
absel-1548	81	34	people	people	NOUN
absel-1548	81	35	.	.	PUNCT
absel-1548	82	1	not	not	PART
absel-1548	82	2	only	only	ADV
absel-1548	82	3	did	do	AUX
absel-1548	82	4	they	they	PRON
absel-1548	82	5	receive	receive	VERB
absel-1548	82	6	output	output	NOUN
absel-1548	82	7	in	in	ADP
absel-1548	82	8	terms	term	NOUN
absel-1548	82	9	of	of	ADP
absel-1548	82	10	the	the	DET
absel-1548	82	11	optimal	optimal	ADJ
absel-1548	82	12	clients	client	NOUN
absel-1548	82	13	,	,	PUNCT
absel-1548	82	14	but	but	CCONJ
absel-1548	82	15	also	also	ADV
absel-1548	82	16	feedback	feedback	VERB
absel-1548	82	17	about	about	ADP
absel-1548	82	18	the	the	DET
absel-1548	82	19	cues	cue	NOUN
absel-1548	82	20	that	that	PRON
absel-1548	82	21	should	should	AUX
absel-1548	82	22	be	be	AUX
absel-1548	82	23	weighted	weight	VERB
absel-1548	82	24	most	most	ADV
absel-1548	82	25	strongly	strongly	ADV
absel-1548	82	26	.	.	PUNCT
absel-1548	83	1	the	the	DET
absel-1548	83	2	feedback	feedback	NOUN
absel-1548	83	3	was	be	AUX
absel-1548	83	4	provided	provide	VERB
absel-1548	83	5	after	after	SCONJ
absel-1548	83	6	they	they	PRON
absel-1548	83	7	had	have	AUX
absel-1548	83	8	turned	turn	VERB
absel-1548	83	9	in	in	ADP
absel-1548	83	10	a	a	DET
absel-1548	83	11	short	short	ADJ
absel-1548	83	12	summary	summary	NOUN
absel-1548	83	13	paper	paper	NOUN
absel-1548	83	14	giving	give	VERB
absel-1548	83	15	their	their	PRON
absel-1548	83	16	recommended	recommend	VERB
absel-1548	83	17	choices	choice	NOUN
absel-1548	83	18	and	and	CCONJ
absel-1548	83	19	a	a	DET
absel-1548	83	20	discussion	discussion	NOUN
absel-1548	83	21	of	of	ADP
absel-1548	83	22	the	the	DET
absel-1548	83	23	process	process	NOUN
absel-1548	83	24	that	that	PRON
absel-1548	83	25	one	one	PRON
absel-1548	83	26	should	should	AUX
absel-1548	83	27	use	use	VERB
absel-1548	83	28	to	to	PART
absel-1548	83	29	determine	determine	VERB
absel-1548	83	30	the	the	DET
absel-1548	83	31	chokes	choke	NOUN
absel-1548	83	32	.	.	PUNCT
absel-1548	84	1	the	the	DET
absel-1548	84	2	student	student	NOUN
absel-1548	84	3	’s	’s	PART
absel-1548	84	4	explicit	explicit	ADJ
absel-1548	84	5	sell	sell	NOUN
absel-1548	84	6	-	-	PUNCT
absel-1548	84	7	assessment	assessment	NOUN
absel-1548	84	8	of	of	ADP
absel-1548	84	9	what	what	PRON
absel-1548	84	10	was	be	AUX
absel-1548	84	11	learned	learn	VERB
absel-1548	84	12	was	be	AUX
absel-1548	84	13	sought	seek	VERB
absel-1548	84	14	in	in	ADP
absel-1548	84	15	the	the	DET
absel-1548	84	16	debriefing	debriefing	NOUN
absel-1548	84	17	sessions	session	NOUN
absel-1548	84	18	following	follow	VERB
absel-1548	84	19	the	the	DET
absel-1548	84	20	use	use	NOUN
absel-1548	84	21	of	of	ADP
absel-1548	84	22	the	the	DET
absel-1548	84	23	exercise	exercise	NOUN
absel-1548	84	24	.	.	PUNCT
absel-1548	85	1	as	as	SCONJ
absel-1548	85	2	lederman	lederman	NOUN
absel-1548	85	3	(	(	PUNCT
absel-1548	85	4	1992	1992	NUM
absel-1548	85	5	,	,	PUNCT
absel-1548	85	6	p.	p.	NOUN
absel-1548	85	7	146	146	NUM
absel-1548	85	8	)	)	PUNCT
absel-1548	85	9	notes	note	NOUN
absel-1548	85	10	,	,	PUNCT
absel-1548	85	11	most	most	ADV
absel-1548	85	12	simply	simply	ADV
absel-1548	85	13	stated	state	VERB
absel-1548	85	14	,	,	PUNCT
absel-1548	85	15	debriefing	debriefing	NOUN
absel-1548	85	16	is	be	AUX
absel-1548	85	17	a	a	DET
absel-1548	85	18	process	process	NOUN
absel-1548	85	19	in	in	ADP
absel-1548	85	20	which	which	PRON
absel-1548	85	21	people	people	NOUN
absel-1548	85	22	who	who	PRON
absel-1548	85	23	have	have	AUX
absel-1548	85	24	had	have	VERB
absel-1548	85	25	an	an	DET
absel-1548	85	26	experience	experience	NOUN
absel-1548	85	27	are	be	AUX
absel-1548	85	28	led	lead	VERB
absel-1548	85	29	through	through	ADP
absel-1548	85	30	a	a	DET
absel-1548	85	31	purposive	purposive	ADJ
absel-1548	85	32	discussion	discussion	NOUN
absel-1548	85	33	of	of	ADP
absel-1548	85	34	that	that	DET
absel-1548	85	35	experience	experience	NOUN
absel-1548	85	36	.	.	PUNCT
absel-1548	86	1	the	the	DET
absel-1548	86	2	students	student	NOUN
absel-1548	86	3	’	'	PUNCT
absel-1548	86	4	directed	direct	VERB
absel-1548	86	5	reflections	reflection	NOUN
absel-1548	86	6	on	on	ADP
absel-1548	86	7	the	the	DET
absel-1548	86	8	experience	experience	NOUN
absel-1548	86	9	can	can	AUX
absel-1548	86	10	raise	raise	VERB
absel-1548	86	11	a	a	DET
absel-1548	86	12	number	number	NOUN
absel-1548	86	13	of	of	ADP
absel-1548	86	14	issues	issue	NOUN
absel-1548	86	15	:	:	PUNCT
absel-1548	86	16	--what	--what	PUNCT
absel-1548	86	17	attributes	attribute	NOUN
absel-1548	86	18	are	be	AUX
absel-1548	86	19	most	most	ADV
absel-1548	86	20	useful	useful	ADJ
absel-1548	86	21	in	in	ADP
absel-1548	86	22	evaluating	evaluate	VERB
absel-1548	86	23	prospects	prospect	NOUN
absel-1548	86	24	;	;	PUNCT
absel-1548	86	25	--the	--the	PRON
absel-1548	86	26	need	need	VERB
absel-1548	86	27	to	to	PART
absel-1548	86	28	use	use	VERB
absel-1548	86	29	marketing	marketing	NOUN
absel-1548	86	30	research	research	NOUN
absel-1548	86	31	in	in	ADP
absel-1548	86	32	order	order	NOUN
absel-1548	86	33	to	to	PART
absel-1548	86	34	identify	identify	VERB
absel-1548	86	35	better	well	ADJ
absel-1548	86	36	profiles	profile	NOUN
absel-1548	86	37	of	of	ADP
absel-1548	86	38	good	good	ADJ
absel-1548	86	39	prospects	prospect	NOUN
absel-1548	86	40	;	;	PUNCT
absel-1548	86	41	--the	--the	DET
absel-1548	86	42	tendency	tendency	NOUN
absel-1548	86	43	for	for	SCONJ
absel-1548	86	44	some	some	DET
absel-1548	86	45	students	student	NOUN
absel-1548	86	46	to	to	PART
absel-1548	86	47	seek	seek	VERB
absel-1548	86	48	"	"	PUNCT
absel-1548	86	49	similar	similar	ADJ
absel-1548	86	50	"	"	PUNCT
absel-1548	86	51	prospects	prospect	NOUN
absel-1548	86	52	(	(	PUNCT
absel-1548	86	53	i.e.	i.e.	X
absel-1548	86	54	,	,	PUNCT
absel-1548	86	55	the	the	DET
absel-1548	86	56	younger	young	ADJ
absel-1548	86	57	prospects	prospect	NOUN
absel-1548	86	58	)	)	PUNCT
absel-1548	86	59	;	;	PUNCT
absel-1548	86	60	—	—	PUNCT
absel-1548	86	61	the	the	DET
absel-1548	86	62	fact	fact	NOUN
absel-1548	86	63	that	that	SCONJ
absel-1548	86	64	the	the	DET
absel-1548	86	65	most	most	ADV
absel-1548	86	66	*	*	ADJ
absel-1548	86	67	similar	similar	ADJ
absel-1548	86	68	prospects	prospect	NOUN
absel-1548	86	69	may	may	AUX
absel-1548	86	70	not	not	PART
absel-1548	86	71	be	be	AUX
absel-1548	86	72	the	the	DET
absel-1548	86	73	best	good	ADJ
absel-1548	86	74	*	*	ADJ
absel-1548	86	75	prospects	prospect	NOUN
absel-1548	86	76	;	;	PUNCT
absel-1548	86	77	--the	--the	DET
absel-1548	86	78	tradeoff	tradeoff	NOUN
absel-1548	86	79	between	between	ADP
absel-1548	86	80	sales	sale	NOUN
absel-1548	86	81	potential	potential	NOUN
absel-1548	86	82	and	and	CCONJ
absel-1548	86	83	perceived	perceive	VERB
absel-1548	86	84	accessibility	accessibility	NOUN
absel-1548	86	85	;	;	PUNCT
absel-1548	86	86	--the	--the	VERB
absel-1548	86	87	frustration	frustration	NOUN
absel-1548	86	88	that	that	SCONJ
absel-1548	86	89	certain	certain	ADJ
absel-1548	86	90	information	information	NOUN
absel-1548	86	91	on	on	ADP
absel-1548	86	92	prospects	prospect	NOUN
absel-1548	86	93	was	be	AUX
absel-1548	86	94	not	not	PART
absel-1548	86	95	available	available	ADJ
absel-1548	86	96	;	;	PUNCT
absel-1548	86	97	--that	--that	NUM
absel-1548	86	98	different	different	ADJ
absel-1548	86	99	types	type	NOUN
absel-1548	86	100	of	of	ADP
absel-1548	86	101	processing	processing	NOUN
absel-1548	86	102	take	take	VERB
absel-1548	86	103	place	place	NOUN
absel-1548	86	104	when	when	SCONJ
absel-1548	86	105	they	they	PRON
absel-1548	86	106	are	be	AUX
absel-1548	86	107	asked	ask	VERB
absel-1548	86	108	to	to	PART
absel-1548	86	109	rate	rate	VERB
absel-1548	86	110	all	all	DET
absel-1548	86	111	prospects	prospect	NOUN
absel-1548	86	112	as	as	SCONJ
absel-1548	86	113	opposed	oppose	VERB
absel-1548	86	114	to	to	ADP
absel-1548	86	115	choosing	choose	VERB
absel-1548	86	116	one	one	NUM
absel-1548	86	117	;	;	PUNCT
absel-1548	86	118	--the	--the	X
absel-1548	86	119	screening	screening	NOUN
absel-1548	86	120	process	process	NOUN
absel-1548	86	121	used	use	VERB
absel-1548	86	122	to	to	PART
absel-1548	86	123	eliminate	eliminate	VERB
absel-1548	86	124	the	the	DET
absel-1548	86	125	majority	majority	NOUN
absel-1548	86	126	of	of	ADP
absel-1548	86	127	the	the	DET
absel-1548	86	128	prospects	prospect	NOUN
absel-1548	86	129	developments	development	NOUN
absel-1548	86	130	in	in	ADP
absel-1548	86	131	business	business	NOUN
absel-1548	86	132	simulation	simulation	NOUN
absel-1548	86	133	&	&	CCONJ
absel-1548	86	134	experiential	experiential	ADJ
absel-1548	86	135	exercises	exercise	NOUN
absel-1548	86	136	,	,	PUNCT
absel-1548	86	137	volume	volume	NOUN
absel-1548	86	138	20	20	NUM
absel-1548	86	139	,	,	PUNCT
absel-1548	86	140	1993	1993	NUM
absel-1548	86	141	81	81	NUM
absel-1548	86	142	from	from	ADP
absel-1548	86	143	consideration	consideration	NOUN
absel-1548	86	144	;	;	PUNCT
absel-1548	86	145	and	and	CCONJ
absel-1548	86	146	--the	--the	VERB
absel-1548	86	147	possible	possible	ADJ
absel-1548	86	148	dangers	danger	NOUN
absel-1548	86	149	of	of	ADP
absel-1548	86	150	using	use	VERB
absel-1548	86	151	such	such	DET
absel-1548	86	152	an	an	DET
absel-1548	86	153	information	information	NOUN
absel-1548	86	154	base	base	NOUN
absel-1548	86	155	in	in	ADP
absel-1548	86	156	prospecting	prospect	VERB
absel-1548	86	157	.	.	PUNCT
absel-1548	87	1	stage	stage	NOUN
absel-1548	87	2	4	4	NUM
absel-1548	87	3	:	:	PUNCT
absel-1548	88	1	the	the	DET
absel-1548	88	2	measurement	measurement	NOUN
absel-1548	88	3	of	of	ADP
absel-1548	88	4	what	what	PRON
absel-1548	88	5	15	15	NUM
absel-1548	88	6	learned	learn	VERB
absel-1548	88	7	the	the	DET
absel-1548	88	8	specific	specific	ADJ
absel-1548	88	9	domain	domain	NOUN
absel-1548	88	10	of	of	ADP
absel-1548	88	11	concern	concern	NOUN
absel-1548	88	12	here	here	ADV
absel-1548	88	13	is	be	AUX
absel-1548	88	14	sales	sale	NOUN
absel-1548	88	15	prospecting	prospect	VERB
absel-1548	88	16	,	,	PUNCT
absel-1548	88	17	although	although	SCONJ
absel-1548	88	18	the	the	DET
absel-1548	88	19	variety	variety	NOUN
absel-1548	88	20	of	of	ADP
absel-1548	88	21	issues	issue	NOUN
absel-1548	88	22	arising	arise	VERB
absel-1548	88	23	in	in	ADP
absel-1548	88	24	the	the	DET
absel-1548	88	25	debriefing	debriefing	NOUN
absel-1548	88	26	session	session	NOUN
absel-1548	88	27	(	(	PUNCT
absel-1548	88	28	as	as	SCONJ
absel-1548	88	29	listed	list	VERB
absel-1548	88	30	above	above	ADV
absel-1548	88	31	)	)	PUNCT
absel-1548	88	32	indicates	indicate	VERB
absel-1548	88	33	that	that	SCONJ
absel-1548	88	34	learning	learning	NOUN
absel-1548	88	35	well	well	ADV
absel-1548	88	36	occur	occur	VERB
absel-1548	88	37	in	in	ADP
absel-1548	88	38	other	other	ADJ
absel-1548	88	39	domains	domain	NOUN
absel-1548	88	40	as	as	ADV
absel-1548	88	41	well	well	ADV
absel-1548	88	42	.	.	PUNCT
absel-1548	89	1	the	the	DET
absel-1548	89	2	use	use	NOUN
absel-1548	89	3	of	of	ADP
absel-1548	89	4	the	the	DET
absel-1548	89	5	exercise	exercise	NOUN
absel-1548	89	6	allows	allow	VERB
absel-1548	89	7	detailed	detailed	ADJ
absel-1548	89	8	feedback	feedback	NOUN
absel-1548	89	9	about	about	ADP
absel-1548	89	10	the	the	DET
absel-1548	89	11	process	process	NOUN
absel-1548	89	12	undertaken	undertake	VERB
absel-1548	89	13	during	during	ADP
absel-1548	89	14	the	the	DET
absel-1548	89	15	exercise	exercise	NOUN
absel-1548	89	16	,	,	PUNCT
absel-1548	89	17	and	and	CCONJ
absel-1548	89	18	not	not	PART
absel-1548	89	19	just	just	ADV
absel-1548	89	20	outcome	outcome	VERB
absel-1548	89	21	feedback	feedback	NOUN
absel-1548	89	22	.	.	PUNCT
absel-1548	90	1	further	far	ADV
absel-1548	90	2	,	,	PUNCT
absel-1548	90	3	they	they	PRON
absel-1548	90	4	are	be	AUX
absel-1548	90	5	given	give	VERB
absel-1548	90	6	feedback	feedback	NOUN
absel-1548	90	7	as	as	ADP
absel-1548	90	8	to	to	ADP
absel-1548	90	9	the	the	DET
absel-1548	90	10	processes	process	NOUN
absel-1548	90	11	used	use	VERB
absel-1548	90	12	by	by	ADP
absel-1548	90	13	successful	successful	ADJ
absel-1548	90	14	sales	sale	NOUN
absel-1548	90	15	people	people	NOUN
absel-1548	90	16	in	in	ADP
absel-1548	90	17	the	the	DET
absel-1548	90	18	same	same	ADJ
absel-1548	90	19	task	task	NOUN
absel-1548	90	20	.	.	PUNCT
absel-1548	91	1	contrasting	contrast	VERB
absel-1548	91	2	the	the	DET
absel-1548	91	3	process	process	NOUN
absel-1548	91	4	used	use	VERB
absel-1548	91	5	with	with	ADP
absel-1548	91	6	that	that	PRON
absel-1548	91	7	of	of	ADP
absel-1548	91	8	high	high	ADJ
absel-1548	91	9	performers	performer	NOUN
absel-1548	91	10	provides	provide	VERB
absel-1548	91	11	a	a	DET
absel-1548	91	12	vivid	vivid	ADJ
absel-1548	91	13	portrayal	portrayal	NOUN
absel-1548	91	14	of	of	ADP
absel-1548	91	15	the	the	DET
absel-1548	91	16	type	type	NOUN
absel-1548	91	17	of	of	ADP
absel-1548	91	18	tacit	tacit	ADJ
absel-1548	91	19	knowledge	knowledge	NOUN
absel-1548	91	20	held	hold	VERB
absel-1548	91	21	by	by	ADP
absel-1548	91	22	successful	successful	ADJ
absel-1548	91	23	sales	sale	NOUN
absel-1548	91	24	people	people	NOUN
absel-1548	91	25	.	.	PUNCT
absel-1548	92	1	further	further	ADJ
absel-1548	92	2	example	example	NOUN
absel-1548	92	3	protocols	protocol	NOUN
absel-1548	92	4	from	from	ADP
absel-1548	92	5	the	the	DET
absel-1548	92	6	data	data	NOUN
absel-1548	92	7	collection	collection	NOUN
absel-1548	92	8	in	in	ADP
absel-1548	92	9	stage	stage	NOUN
absel-1548	92	10	i	i	PRON
absel-1548	92	11	can	can	AUX
absel-1548	92	12	be	be	AUX
absel-1548	92	13	provided	provide	VERB
absel-1548	92	14	during	during	ADP
absel-1548	92	15	the	the	DET
absel-1548	92	16	debriefing	debriefing	NOUN
absel-1548	92	17	session	session	NOUN
absel-1548	92	18	so	so	SCONJ
absel-1548	92	19	that	that	SCONJ
absel-1548	92	20	a	a	DET
absel-1548	92	21	clearer	clear	ADJ
absel-1548	92	22	picture	picture	NOUN
absel-1548	92	23	of	of	ADP
absel-1548	92	24	the	the	DET
absel-1548	92	25	needed	need	VERB
absel-1548	92	26	tacit	tacit	ADJ
absel-1548	92	27	knowledge	knowledge	NOUN
absel-1548	92	28	can	can	AUX
absel-1548	92	29	be	be	AUX
absel-1548	92	30	obtained	obtain	VERB
absel-1548	92	31	.	.	PUNCT
absel-1548	93	1	summary	summary	NOUN
absel-1548	93	2	this	this	DET
absel-1548	93	3	paper	paper	NOUN
absel-1548	93	4	discusses	discuss	VERB
absel-1548	93	5	a	a	DET
absel-1548	93	6	systematic	systematic	ADJ
absel-1548	93	7	approach	approach	NOUN
absel-1548	93	8	to	to	ADP
absel-1548	93	9	the	the	DET
absel-1548	93	10	design	design	NOUN
absel-1548	93	11	and	and	CCONJ
absel-1548	93	12	testing	testing	NOUN
absel-1548	93	13	of	of	ADP
absel-1548	93	14	experiential	experiential	ADJ
absel-1548	93	15	exercises	exercise	NOUN
absel-1548	93	16	,	,	PUNCT
absel-1548	93	17	using	use	VERB
absel-1548	93	18	an	an	DET
absel-1548	93	19	information	information	NOUN
absel-1548	93	20	display	display	NOUN
absel-1548	93	21	format	format	NOUN
absel-1548	93	22	in	in	ADP
absel-1548	93	23	a	a	DET
absel-1548	93	24	sales	sale	NOUN
absel-1548	93	25	prospecting	prospecting	ADJ
absel-1548	93	26	task	task	NOUN
absel-1548	93	27	as	as	ADP
absel-1548	93	28	the	the	DET
absel-1548	93	29	context	context	NOUN
absel-1548	93	30	.	.	PUNCT
absel-1548	94	1	the	the	DET
absel-1548	94	2	key	key	ADJ
absel-1548	94	3	addition	addition	NOUN
absel-1548	94	4	to	to	ADP
absel-1548	94	5	the	the	DET
absel-1548	94	6	usual	usual	ADJ
absel-1548	94	7	approach	approach	NOUN
absel-1548	94	8	is	be	AUX
absel-1548	94	9	the	the	DET
absel-1548	94	10	overt	overt	ADJ
absel-1548	94	11	attempt	attempt	NOUN
absel-1548	94	12	to	to	PART
absel-1548	94	13	measure	measure	VERB
absel-1548	94	14	the	the	DET
absel-1548	94	15	tacit	tacit	ADJ
absel-1548	94	16	knowledge	knowledge	NOUN
absel-1548	94	17	held	hold	VERB
absel-1548	94	18	by	by	ADP
absel-1548	94	19	successful	successful	ADJ
absel-1548	94	20	professionals	professional	NOUN
absel-1548	94	21	and	and	CCONJ
absel-1548	94	22	then	then	ADV
absel-1548	94	23	to	to	PART
absel-1548	94	24	structure	structure	VERB
absel-1548	94	25	the	the	DET
absel-1548	94	26	exercise	exercise	NOUN
absel-1548	94	27	so	so	SCONJ
absel-1548	94	28	that	that	SCONJ
absel-1548	94	29	students	student	NOUN
absel-1548	94	30	learn	learn	VERB
absel-1548	94	31	similar	similar	ADJ
absel-1548	94	32	processes	process	NOUN
absel-1548	94	33	.	.	PUNCT
absel-1548	95	1	the	the	DET
absel-1548	95	2	use	use	NOUN
absel-1548	95	3	of	of	ADP
absel-1548	95	4	the	the	DET
absel-1548	95	5	four	four	NUM
absel-1548	95	6	stages	stage	NOUN
absel-1548	95	7	advocated	advocate	VERB
absel-1548	95	8	here	here	ADV
absel-1548	95	9	may	may	AUX
absel-1548	95	10	well	well	ADV
absel-1548	95	11	have	have	VERB
absel-1548	95	12	some	some	DET
absel-1548	95	13	very	very	ADV
absel-1548	95	14	positive	positive	ADJ
absel-1548	95	15	implications	implication	NOUN
absel-1548	95	16	for	for	ADP
absel-1548	95	17	a	a	DET
absel-1548	95	18	closer	close	ADJ
absel-1548	95	19	integration	integration	NOUN
absel-1548	95	20	of	of	ADP
absel-1548	95	21	teaching	teaching	NOUN
absel-1548	95	22	and	and	CCONJ
absel-1548	95	23	research	research	NOUN
absel-1548	95	24	.	.	PUNCT
absel-1548	96	1	if	if	SCONJ
absel-1548	96	2	one	one	NUM
absel-1548	96	3	’s	’s	PART
absel-1548	96	4	research	research	NOUN
absel-1548	96	5	investigates	investigate	VERB
absel-1548	96	6	the	the	DET
absel-1548	96	7	processes	process	NOUN
absel-1548	96	8	used	use	VERB
absel-1548	96	9	by	by	ADP
absel-1548	96	10	successful	successful	ADJ
absel-1548	96	11	practitioners	practitioner	NOUN
absel-1548	96	12	,	,	PUNCT
absel-1548	96	13	one	one	PRON
absel-1548	96	14	can	can	AUX
absel-1548	96	15	blend	blend	VERB
absel-1548	96	16	the	the	DET
absel-1548	96	17	findings	finding	NOUN
absel-1548	96	18	into	into	ADP
absel-1548	96	19	structured	structured	ADJ
absel-1548	96	20	education	education	NOUN
absel-1548	96	21	experiences	experience	NOUN
absel-1548	96	22	that	that	PRON
absel-1548	96	23	provide	provide	VERB
absel-1548	96	24	students	student	NOUN
absel-1548	96	25	exposure	exposure	NOUN
absel-1548	96	26	to	to	ADP
absel-1548	96	27	the	the	DET
absel-1548	96	28	tacit	tacit	ADJ
absel-1548	96	29	knowledge	knowledge	NOUN
absel-1548	96	30	needed	need	VERB
absel-1548	96	31	in	in	ADP
absel-1548	96	32	the	the	DET
absel-1548	96	33	profession	profession	NOUN
absel-1548	96	34	.	.	PUNCT
absel-1548	97	1	references	reference	NOUN
absel-1548	97	2	business	business	NOUN
absel-1548	97	3	-	-	PUNCT
absel-1548	97	4	to	to	ADP
absel-1548	97	5	-	-	PUNCT
absel-1548	97	6	business	business	NOUN
absel-1548	97	7	(	(	PUNCT
absel-1548	97	8	1988	1988	NUM
absel-1548	97	9	)	)	PUNCT
absel-1548	97	10	,	,	PUNCT
absel-1548	97	11	sales	sale	NOUN
absel-1548	97	12	and	and	CCONJ
absel-1548	97	13	marketing	marketing	NOUN
absel-1548	97	14	management	management	NOUN
absel-1548	97	15	,	,	PUNCT
absel-1548	97	16	140	140	NUM
absel-1548	97	17	(	(	PUNCT
absel-1548	97	18	november	november	PROPN
absel-1548	97	19	8)	8)	NUM
absel-1548	97	20	,	,	PUNCT
absel-1548	97	21	27	27	NUM
absel-1548	97	22	.	.	PUNCT
absel-1548	98	1	gentry	gentry	NOUN
absel-1548	98	2	,	,	PUNCT
absel-1548	98	3	james	james	PROPN
absel-1548	98	4	w.	w.	PROPN
absel-1548	98	5	,	,	PUNCT
absel-1548	98	6	jeffrey	jeffrey	PROPN
absel-1548	98	7	j.	j.	PROPN
absel-1548	98	8	stoltman	stoltman	PROPN
absel-1548	98	9	,	,	PUNCT
absel-1548	98	10	and	and	CCONJ
absel-1548	98	11	carol	carol	PROPN
absel-1548	98	12	e.	e.	PROPN
absel-1548	98	13	mehlhoff	mehlhoff	PROPN
absel-1548	98	14	(	(	PUNCT
absel-1548	98	15	1992	1992	NUM
absel-1548	98	16	)	)	PUNCT
absel-1548	98	17	,	,	PUNCT
absel-1548	98	18	"	"	PUNCT
absel-1548	98	19	how	how	SCONJ
absel-1548	98	20	should	should	AUX
absel-1548	98	21	we	we	PRON
absel-1548	98	22	measure	measure	VERB
absel-1548	98	23	experiential	experiential	ADJ
absel-1548	98	24	learning	learning	NOUN
absel-1548	98	25	?	?	PUNCT
absel-1548	98	26	:	:	PUNCT
absel-1548	98	27	in	in	ADP
absel-1548	98	28	jerry	jerry	NOUN
absel-1548	98	29	1	1	NUM
absel-1548	98	30	.	.	PUNCT
absel-1548	99	1	gosenpud	gosenpud	PROPN
absel-1548	99	2	and	and	CCONJ
absel-1548	99	3	steven	steven	PROPN
absel-1548	99	4	gold	gold	PROPN
absel-1548	99	5	(	(	PUNCT
absel-1548	99	6	eds	ed	NOUN
absel-1548	99	7	.	.	PUNCT
absel-1548	99	8	)	)	PUNCT
absel-1548	99	9	,	,	PUNCT
absel-1548	99	10	developments	development	NOUN
absel-1548	99	11	in	in	ADP
absel-1548	99	12	business	business	NOUN
absel-1548	99	13	simulation	simulation	NOUN
absel-1548	99	14	and	and	CCONJ
absel-1548	99	15	experiential	experiential	ADJ
absel-1548	99	16	learning	learning	NOUN
absel-1548	99	17	vol	vol	NOUN
absel-1548	99	18	.	.	PROPN
absel-1548	99	19	19	19	NUM
absel-1548	99	20	,	,	PUNCT
absel-1548	99	21	54	54	NUM
absel-1548	99	22	-	-	SYM
absel-1548	99	23	57	57	NUM
absel-1548	99	24	.	.	PUNCT
absel-1548	100	1	glaser	glaser	PROPN
absel-1548	100	2	,	,	PUNCT
absel-1548	100	3	robert	robert	PROPN
absel-1548	100	4	and	and	CCONJ
absel-1548	100	5	miriam	miriam	PROPN
absel-1548	100	6	bassok	bassok	PROPN
absel-1548	100	7	(	(	PUNCT
absel-1548	100	8	1989	1989	NUM
absel-1548	100	9	)	)	PUNCT
absel-1548	100	10	,	,	PUNCT
absel-1548	100	11	learning	learn	VERB
absel-1548	100	12	theory	theory	NOUN
absel-1548	100	13	and	and	CCONJ
absel-1548	100	14	the	the	DET
absel-1548	100	15	study	study	NOUN
absel-1548	100	16	of	of	ADP
absel-1548	100	17	instruction	instruction	NOUN
absel-1548	100	18	,	,	PUNCT
absel-1548	100	19	annual	annual	ADJ
absel-1548	100	20	review	review	NOUN
absel-1548	100	21	of	of	ADP
absel-1548	100	22	psychology	psychology	NOUN
absel-1548	100	23	,	,	PUNCT
absel-1548	100	24	40	40	NUM
absel-1548	100	25	,	,	PUNCT
absel-1548	100	26	631	631	NUM
absel-1548	100	27	-	-	PUNCT
absel-1548	100	28	666	666	NUM
absel-1548	100	29	lederman	lederman	NOUN
absel-1548	100	30	,	,	PUNCT
absel-1548	100	31	linda	linda	PROPN
absel-1548	100	32	costigan	costigan	PROPN
absel-1548	100	33	(	(	PUNCT
absel-1548	100	34	1992	1992	NUM
absel-1548	100	35	)	)	PUNCT
absel-1548	100	36	,	,	PUNCT
absel-1548	100	37	debriefing	debriefing	NOUN
absel-1548	100	38	:	:	PUNCT
absel-1548	100	39	toward	toward	ADP
absel-1548	100	40	a	a	DET
absel-1548	100	41	systematic	systematic	ADJ
absel-1548	100	42	assessment	assessment	NOUN
absel-1548	100	43	of	of	ADP
absel-1548	100	44	theory	theory	NOUN
absel-1548	100	45	and	and	CCONJ
absel-1548	100	46	practice	practice	NOUN
absel-1548	100	47	,	,	PUNCT
absel-1548	100	48	simulation	simulation	NOUN
absel-1548	100	49	&	&	CCONJ
absel-1548	100	50	games	games	PROPN
absel-1548	100	51	,	,	PUNCT
absel-1548	100	52	23	23	NUM
absel-1548	100	53	(	(	PUNCT
absel-1548	100	54	june	june	PROPN
absel-1548	100	55	)	)	PUNCT
absel-1548	100	56	,	,	PUNCT
absel-1548	100	57	145	145	NUM
absel-1548	100	58	-	-	SYM
absel-1548	100	59	160	160	NUM
absel-1548	100	60	.	.	PUNCT
absel-1548	100	61	macintosh	macintosh	PROPN
absel-1548	100	62	,	,	PUNCT
absel-1548	100	63	gerrard	gerrard	PROPN
absel-1548	100	64	(	(	PUNCT
absel-1548	100	65	1992	1992	NUM
absel-1548	100	66	)	)	PUNCT
absel-1548	100	67	,	,	PUNCT
absel-1548	100	68	judgment	judgment	NOUN
absel-1548	100	69	and	and	CCONJ
absel-1548	100	70	choice	choice	NOUN
absel-1548	100	71	in	in	ADP
absel-1548	100	72	client	client	NOUN
absel-1548	100	73	selection	selection	NOUN
absel-1548	100	74	:	:	PUNCT
absel-1548	100	75	an	an	DET
absel-1548	100	76	analysis	analysis	NOUN
absel-1548	100	77	of	of	ADP
absel-1548	100	78	decision	decision	NOUN
absel-1548	100	79	making	making	NOUN
absel-1548	100	80	in	in	ADP
absel-1548	100	81	the	the	DET
absel-1548	100	82	prospecting	prospecting	ADJ
absel-1548	100	83	stage	stage	NOUN
absel-1548	100	84	of	of	ADP
absel-1548	100	85	the	the	DET
absel-1548	100	86	selling	selling	NOUN
absel-1548	100	87	process	process	NOUN
absel-1548	100	88	,	,	PUNCT
absel-1548	100	89	unpublished	unpublished	ADJ
absel-1548	100	90	dissertation	dissertation	NOUN
absel-1548	100	91	,	,	PUNCT
absel-1548	100	92	university	university	NOUN
absel-1548	100	93	of	of	ADP
absel-1548	100	94	nebraska	nebraska	PROPN
absel-1548	100	95	.	.	PUNCT
absel-1548	101	1	neisser	neisser	PROPN
absel-1548	101	2	,	,	PUNCT
absel-1548	101	3	ulrich	ulrich	PROPN
absel-1548	101	4	(	(	PUNCT
absel-1548	101	5	1976	1976	NUM
absel-1548	101	6	)	)	PUNCT
absel-1548	101	7	,	,	PUNCT
absel-1548	101	8	general	general	ADJ
absel-1548	101	9	,	,	PUNCT
absel-1548	101	10	academic	academic	ADJ
absel-1548	101	11	,	,	PUNCT
absel-1548	101	12	and	and	CCONJ
absel-1548	101	13	artificial	artificial	ADJ
absel-1548	101	14	intelligence	intelligence	NOUN
absel-1548	101	15	,	,	PUNCT
absel-1548	101	16	in	in	ADP
absel-1548	101	17	l.	l.	PROPN
absel-1548	101	18	resnick	resnick	PROPN
absel-1548	101	19	(	(	PUNCT
absel-1548	101	20	ed	ed	NOUN
absel-1548	101	21	.	.	PUNCT
absel-1548	101	22	)	)	PUNCT
absel-1548	101	23	,	,	PUNCT
absel-1548	101	24	the	the	DET
absel-1548	101	25	nature	nature	NOUN
absel-1548	101	26	of	of	ADP
absel-1548	101	27	intelligence	intelligence	NOUN
absel-1548	101	28	,	,	PUNCT
absel-1548	101	29	hillsdale	hillsdale	PROPN
absel-1548	101	30	,	,	PUNCT
absel-1548	101	31	nj	nj	PROPN
absel-1548	101	32	:	:	PUNCT
absel-1548	101	33	lawrence	lawrence	PROPN
absel-1548	101	34	erlbaum	erlbaum	PROPN
absel-1548	101	35	associates	associate	VERB
absel-1548	101	36	135	135	NUM
absel-1548	101	37	-	-	SYM
absel-1548	101	38	144	144	NUM
absel-1548	101	39	sternberg	sternberg	PROPN
absel-1548	101	40	,	,	PUNCT
absel-1548	101	41	robert	robert	PROPN
absel-1548	101	42	j.	j.	PROPN
absel-1548	101	43	(	(	PUNCT
absel-1548	101	44	1985	1985	NUM
absel-1548	101	45	)	)	PUNCT
absel-1548	101	46	,	,	PUNCT
absel-1548	101	47	intelligence	intelligence	NOUN
absel-1548	101	48	applied	apply	VERB
absel-1548	101	49	san	san	PROPN
absel-1548	101	50	diego	diego	PROPN
absel-1548	101	51	,	,	PUNCT
absel-1548	101	52	ca	ca	PROPN
absel-1548	101	53	:	:	PUNCT
absel-1548	101	54	harcourt	harcourt	PROPN
absel-1548	101	55	brace	brace	PROPN
absel-1548	101	56	jovanovich	jovanovich	PROPN
absel-1548	101	57	szymanski	szymanski	VERB
absel-1548	101	58	,	,	PUNCT
absel-1548	101	59	david	david	PROPN
absel-1548	101	60	m.	m.	PROPN
absel-1548	101	61	(	(	PUNCT
absel-1548	101	62	1988	1988	NUM
absel-1548	101	63	)	)	PUNCT
absel-1548	101	64	,	,	PUNCT
absel-1548	101	65	determinants	determinant	NOUN
absel-1548	101	66	of	of	ADP
absel-1548	101	67	selling	sell	VERB
absel-1548	101	68	effectiveness	effectiveness	NOUN
absel-1548	101	69	:	:	PUNCT
absel-1548	101	70	the	the	DET
absel-1548	101	71	importance	importance	NOUN
absel-1548	101	72	of	of	ADP
absel-1548	101	73	declarative	declarative	ADJ
absel-1548	101	74	knowledge	knowledge	NOUN
absel-1548	101	75	to	to	ADP
absel-1548	101	76	the	the	DET
absel-1548	101	77	personal	personal	ADJ
absel-1548	101	78	selling	selling	NOUN
absel-1548	101	79	concept	concept	NOUN
absel-1548	101	80	,	,	PUNCT
absel-1548	101	81	journal	journal	NOUN
absel-1548	101	82	of	of	ADP
absel-1548	101	83	marketing	marketing	NOUN
absel-1548	101	84	,	,	PUNCT
absel-1548	101	85	52	52	NUM
absel-1548	101	86	(	(	PUNCT
absel-1548	101	87	january	january	PROPN
absel-1548	101	88	)	)	PUNCT
absel-1548	101	89	,	,	PUNCT
absel-1548	101	90	64	64	NUM
absel-1548	101	91	-	-	SYM
absel-1548	101	92	77	77	NUM
absel-1548	101	93	.	.	PUNCT
absel-1548	102	1	wagner	wagner	PROPN
absel-1548	102	2	,	,	PUNCT
absel-1548	102	3	richard	richard	PROPN
absel-1548	102	4	k.	k.	PROPN
absel-1548	102	5	and	and	CCONJ
absel-1548	102	6	robert	robert	PROPN
absel-1548	102	7	j.	j.	PROPN
absel-1548	102	8	sternberg	sternberg	PROPN
absel-1548	102	9	(	(	PUNCT
absel-1548	102	10	1987	1987	NUM
absel-1548	102	11	)	)	PUNCT
absel-1548	102	12	,	,	PUNCT
absel-1548	102	13	"	"	PUNCT
absel-1548	102	14	tacit	tacit	ADJ
absel-1548	102	15	knowledge	knowledge	NOUN
absel-1548	102	16	in	in	ADP
absel-1548	102	17	everyday	everyday	ADJ
absel-1548	102	18	intelligent	intelligent	ADJ
absel-1548	102	19	behavior	behavior	NOUN
absel-1548	102	20	,	,	PUNCT
absel-1548	102	21	journal	journal	NOUN
absel-1548	102	22	of	of	ADP
absel-1548	102	23	personality	personality	NOUN
absel-1548	102	24	and	and	CCONJ
absel-1548	102	25	social	social	ADJ
absel-1548	102	26	psychology	psychology	NOUN
absel-1548	102	27	,	,	PUNCT
absel-1548	102	28	52	52	NUM
absel-1548	102	29	,	,	PUNCT
absel-1548	102	30	(	(	PUNCT
absel-1548	102	31	no	no	INTJ
absel-1548	102	32	.	.	NOUN
absel-1548	102	33	6	6	NUM
absel-1548	102	34	)	)	PUNCT
absel-1548	102	35	,	,	PUNCT
absel-1548	102	36	1236	1236	NUM
absel-1548	102	37	-	-	SYM
absel-1548	102	38	1247	1247	NUM
absel-1548	102	39	.	.	PUNCT
absel-1548	103	1	wagner	wagner	PROPN
absel-1548	103	2	,	,	PUNCT
absel-1548	103	3	richard	richard	PROPN
absel-1548	103	4	k.	k.	PROPN
absel-1548	103	5	and	and	CCONJ
absel-1548	103	6	robert	robert	PROPN
absel-1548	103	7	j.	j.	PROPN
absel-1548	103	8	sternberg	sternberg	PROPN
absel-1548	103	9	(	(	PUNCT
absel-1548	103	10	1985	1985	NUM
absel-1548	103	11	)	)	PUNCT
absel-1548	103	12	,	,	PUNCT
absel-1548	103	13	“	"	PUNCT
absel-1548	103	14	practical	practical	ADJ
absel-1548	103	15	intelligence	intelligence	NOUN
absel-1548	103	16	in	in	ADP
absel-1548	103	17	real	real	ADJ
absel-1548	103	18	-	-	PUNCT
absel-1548	103	19	world	world	NOUN
absel-1548	103	20	pursuits	pursuit	NOUN
absel-1548	103	21	:	:	PUNCT
absel-1548	103	22	the	the	DET
absel-1548	103	23	role	role	NOUN
absel-1548	103	24	of	of	ADP
absel-1548	103	25	tacit	tacit	ADJ
absel-1548	103	26	knowledge	knowledge	NOUN
absel-1548	103	27	,	,	PUNCT
absel-1548	103	28	journal	journal	NOUN
absel-1548	103	29	of	of	ADP
absel-1548	103	30	personality	personality	NOUN
absel-1548	103	31	and	and	CCONJ
absel-1548	103	32	social	social	ADJ
absel-1548	103	33	psychology	psychology	NOUN
absel-1548	103	34	,	,	PUNCT
absel-1548	103	35	49	49	NUM
absel-1548	103	36	(	(	PUNCT
absel-1548	103	37	no	no	NOUN
absel-1548	103	38	.	.	NOUN
absel-1548	103	39	2	2	NUM
absel-1548	103	40	)	)	PUNCT
absel-1548	103	41	,	,	PUNCT
absel-1548	103	42	436	436	NUM
absel-1548	103	43	-	-	SYM
absel-1548	103	44	458	458	NUM
absel-1548	103	45	.	.	PUNCT
absel-1548	104	1	wagner	wagner	PROPN
absel-1548	104	2	,	,	PUNCT
absel-1548	104	3	richard	richard	PROPN
absel-1548	104	4	k.	k.	PROPN
absel-1548	104	5	and	and	CCONJ
absel-1548	104	6	robert	robert	PROPN
absel-1548	104	7	j.	j.	PROPN
absel-1548	104	8	sternberg	sternberg	PROPN
absel-1548	104	9	(	(	PUNCT
absel-1548	104	10	1987	1987	NUM
absel-1548	104	11	)	)	PUNCT
absel-1548	104	12	,	,	PUNCT
absel-1548	104	13	tacit	tacit	ADJ
absel-1548	104	14	knowledge	knowledge	NOUN
absel-1548	104	15	in	in	ADP
absel-1548	104	16	managerial	managerial	ADJ
absel-1548	104	17	success	success	NOUN
absel-1548	104	18	,	,	PUNCT
absel-1548	104	19	journal	journal	NOUN
absel-1548	104	20	of	of	ADP
absel-1548	104	21	business	business	NOUN
absel-1548	104	22	and	and	CCONJ
absel-1548	104	23	psychology	psychology	NOUN
absel-1548	104	24	,	,	PUNCT
absel-1548	104	25	1	1	NUM
absel-1548	104	26	(	(	PUNCT
absel-1548	104	27	no	no	NOUN
absel-1548	104	28	.	.	NOUN
absel-1548	104	29	4	4	NUM
absel-1548	104	30	)	)	PUNCT
absel-1548	104	31	,	,	PUNCT
absel-1548	104	32	301312	301312	NUM
absel-1548	104	33	.	.	PUNCT
absel-1548	105	1	table	table	NOUN
absel-1548	105	2	of	of	ADP
absel-1548	105	3	contents	content	NOUN
absel-1548	105	4	volume	volume	NOUN
absel-1548	105	5	20	20	NUM
absel-1548	105	6	,	,	PUNCT
absel-1548	105	7	1993	1993	NUM
absel-1548	105	8	dominant	dominant	ADJ
absel-1548	105	9	personality	personality	NOUN
absel-1548	105	10	types	type	NOUN
absel-1548	105	11	and	and	CCONJ
absel-1548	105	12	total	total	ADJ
absel-1548	105	13	enterprise	enterprise	NOUN
absel-1548	105	14	simulation	simulation	NOUN
absel-1548	105	15	performance	performance	NOUN
absel-1548	105	16	shelf	shelf	NOUN
absel-1548	105	17	wars	war	NOUN
absel-1548	105	18	:	:	PUNCT
absel-1548	105	19	a	a	DET
absel-1548	105	20	grocery	grocery	NOUN
absel-1548	105	21	channel	channel	NOUN
absel-1548	105	22	simulation	simulation	NOUN
absel-1548	105	23	shared	share	VERB
absel-1548	105	24	cultural	cultural	ADJ
absel-1548	105	25	perspectives	perspective	NOUN
absel-1548	105	26	:	:	PUNCT
absel-1548	105	27	an	an	DET
absel-1548	105	28	experiential	experiential	ADJ
absel-1548	105	29	exercise	exercise	NOUN
absel-1548	105	30	utilizing	utilize	VERB
absel-1548	105	31	international	international	ADJ
absel-1548	105	32	students	student	NOUN
absel-1548	105	33	to	to	PART
absel-1548	105	34	globalize	globalize	VERB
absel-1548	105	35	the	the	DET
absel-1548	105	36	classroom	classroom	NOUN
absel-1548	105	37	an	an	DET
absel-1548	105	38	instrument	instrument	NOUN
absel-1548	105	39	for	for	ADP
absel-1548	105	40	investigating	investigate	VERB
absel-1548	105	41	the	the	DET
absel-1548	105	42	effectiveness	effectiveness	NOUN
absel-1548	105	43	of	of	ADP
absel-1548	105	44	teaching	teaching	NOUN
absel-1548	105	45	methods	method	NOUN
absel-1548	105	46	in	in	ADP
absel-1548	105	47	the	the	DET
absel-1548	105	48	business	business	NOUN
absel-1548	105	49	policy	policy	NOUN
absel-1548	105	50	and	and	CCONJ
absel-1548	105	51	strategy	strategy	NOUN
absel-1548	105	52	formulation	formulation	NOUN
absel-1548	105	53	course	course	NOUN
absel-1548	105	54	providing	provide	VERB
absel-1548	105	55	better	well	ADV
absel-1548	105	56	trained	train	VERB
absel-1548	105	57	graduates	graduate	NOUN
absel-1548	105	58	for	for	ADP
absel-1548	105	59	accounting	accounting	NOUN
absel-1548	105	60	employers	employer	NOUN
absel-1548	105	61	the	the	DET
absel-1548	105	62	ambition	ambition	NOUN
absel-1548	105	63	gradient	gradient	NOUN
absel-1548	105	64	approach	approach	NOUN
absel-1548	105	65	to	to	ADP
absel-1548	105	66	evaluation	evaluation	NOUN
absel-1548	105	67	of	of	ADP
absel-1548	105	68	computer	computer	NOUN
absel-1548	105	69	simulation	simulation	NOUN
absel-1548	105	70	game	game	NOUN
absel-1548	105	71	team	team	NOUN
absel-1548	105	72	performance	performance	NOUN
absel-1548	105	73	alphatec	alphatec	NOUN
absel-1548	105	74	:	:	PUNCT
absel-1548	105	75	a	a	DET
absel-1548	105	76	negotiation	negotiation	NOUN
absel-1548	105	77	exercise	exercise	NOUN
absel-1548	105	78	with	with	ADP
absel-1548	105	79	logrolling	logrolling	NOUN
absel-1548	105	80	and	and	CCONJ
absel-1548	105	81	bridging	bridging	NOUN
absel-1548	105	82	potential	potential	NOUN
absel-1548	105	83	using	use	VERB
absel-1548	105	84	the	the	DET
absel-1548	105	85	ideafisher	ideafisher	ADJ
absel-1548	105	86	idea	idea	NOUN
absel-1548	105	87	generation	generation	NOUN
absel-1548	105	88	system	system	NOUN
absel-1548	105	89	as	as	ADP
absel-1548	105	90	a	a	DET
absel-1548	105	91	decision	decision	NOUN
absel-1548	105	92	support	support	NOUN
absel-1548	105	93	system	system	NOUN
absel-1548	105	94	in	in	ADP
absel-1548	105	95	marketing	marketing	NOUN
absel-1548	105	96	strategy	strategy	NOUN
absel-1548	105	97	courses	course	VERB
absel-1548	105	98	a	a	DET
absel-1548	105	99	dynamic	dynamic	ADJ
absel-1548	105	100	market	market	NOUN
absel-1548	105	101	share	share	NOUN
absel-1548	105	102	allocation	allocation	NOUN
absel-1548	105	103	model	model	NOUN
absel-1548	105	104	for	for	ADP
absel-1548	105	105	computerized	computerized	ADJ
absel-1548	105	106	business	business	NOUN
absel-1548	105	107	simulations	simulation	NOUN
absel-1548	105	108	multi	multi	ADJ
absel-1548	105	109	-	-	ADJ
absel-1548	105	110	cultural	cultural	ADJ
absel-1548	105	111	adaptability	adaptability	NOUN
absel-1548	105	112	using	use	VERB
absel-1548	105	113	experiential	experiential	ADJ
absel-1548	105	114	learning	learning	NOUN
absel-1548	105	115	in	in	ADP
absel-1548	105	116	a	a	DET
absel-1548	105	117	graduate	graduate	NOUN
absel-1548	105	118	course	course	NOUN
absel-1548	105	119	development	development	NOUN
absel-1548	105	120	of	of	ADP
absel-1548	105	121	experiential	experiential	ADJ
absel-1548	105	122	applications	application	NOUN
absel-1548	105	123	in	in	ADP
absel-1548	105	124	hrm	hrm	PROPN
absel-1548	105	125	:	:	PUNCT
absel-1548	105	126	practicing	practice	VERB
absel-1548	105	127	what	what	PRON
absel-1548	105	128	preach	preach	NOUN
absel-1548	105	129	and	and	CCONJ
absel-1548	105	130	preaching	preach	VERB
absel-1548	105	131	for	for	ADP
absel-1548	105	132	practice	practice	NOUN
absel-1548	105	133	linking	link	VERB
absel-1548	105	134	students	student	NOUN
absel-1548	105	135	and	and	CCONJ
absel-1548	105	136	business	business	NOUN
absel-1548	105	137	leaders	leader	NOUN
absel-1548	105	138	through	through	ADP
absel-1548	105	139	portfolios	portfolio	NOUN
absel-1548	105	140	debriefing	debrief	VERB
absel-1548	105	141	international	international	ADJ
absel-1548	105	142	experiential	experiential	ADJ
absel-1548	105	143	learning	learning	NOUN
absel-1548	105	144	exercises	exercise	NOUN
absel-1548	105	145	:	:	PUNCT
absel-1548	105	146	road	road	NOUN
absel-1548	105	147	signs	sign	NOUN
absel-1548	105	148	for	for	ADP
absel-1548	105	149	effectiveness	effectiveness	NOUN
absel-1548	105	150	sales	sale	NOUN
absel-1548	105	151	manager	manager	NOUN
absel-1548	105	152	:	:	PUNCT
absel-1548	105	153	a	a	DET
absel-1548	105	154	simulation	simulation	NOUN
absel-1548	105	155	modeling	model	VERB
absel-1548	105	156	interactive	interactive	ADJ
absel-1548	105	157	effects	effect	NOUN
absel-1548	105	158	in	in	ADP
absel-1548	105	159	mathematical	mathematical	ADJ
absel-1548	105	160	functions	function	NOUN
absel-1548	105	161	for	for	ADP
absel-1548	105	162	business	business	NOUN
absel-1548	105	163	simulations	simulation	NOUN
absel-1548	105	164	:	:	PUNCT
absel-1548	105	165	a	a	DET
absel-1548	105	166	critique	critique	NOUN
absel-1548	105	167	of	of	ADP
absel-1548	105	168	goosen	goosen	PROPN
absel-1548	105	169	's	's	PART
absel-1548	105	170	interpolation	interpolation	NOUN
absel-1548	105	171	reducing	reduce	VERB
absel-1548	105	172	the	the	DET
absel-1548	105	173	complexity	complexity	NOUN
absel-1548	105	174	of	of	ADP
absel-1548	105	175	interactive	interactive	ADJ
absel-1548	105	176	variable	variable	ADJ
absel-1548	105	177	modeling	modeling	NOUN
absel-1548	105	178	in	in	ADP
absel-1548	105	179	business	business	NOUN
absel-1548	105	180	simulations	simulation	NOUN
absel-1548	105	181	through	through	ADP
absel-1548	105	182	interpolation	interpolation	NOUN
absel-1548	105	183	antecedent	antecedent	NOUN
absel-1548	105	184	biases	bias	NOUN
absel-1548	105	185	of	of	ADP
absel-1548	105	186	experiential	experiential	ADJ
absel-1548	105	187	learners	learner	NOUN
absel-1548	105	188	:	:	PUNCT
absel-1548	105	189	trainee	trainee	NOUN
absel-1548	105	190	occupation	occupation	NOUN
absel-1548	105	191	and	and	CCONJ
absel-1548	105	192	subgroup	subgroup	NOUN
absel-1548	105	193	diversity	diversity	NOUN
absel-1548	105	194	pax	pax	NOUN
absel-1548	105	195	in	in	ADP
absel-1548	105	196	terra	terra	NOUN
absel-1548	105	197	sancta	sancta	NOUN
absel-1548	105	198	:	:	PUNCT
absel-1548	105	199	simulating	simulate	VERB
absel-1548	105	200	the	the	DET
absel-1548	105	201	middle	middle	PROPN
absel-1548	105	202	east	east	PROPN
absel-1548	105	203	peace	peace	NOUN
absel-1548	105	204	negotiations	negotiation	NOUN
absel-1548	105	205	a	a	DET
absel-1548	105	206	multiple	multiple	ADJ
absel-1548	105	207	regression	regression	NOUN
absel-1548	105	208	case	case	NOUN
absel-1548	105	209	in	in	ADP
absel-1548	105	210	experiential	experiential	ADJ
absel-1548	105	211	learning	learning	NOUN
absel-1548	105	212	changes	change	NOUN
absel-1548	105	213	in	in	ADP
absel-1548	105	214	ethnocentric	ethnocentric	ADJ
absel-1548	105	215	/	/	SYM
absel-1548	105	216	geocentric	geocentric	ADJ
absel-1548	105	217	orientation	orientation	NOUN
absel-1548	105	218	by	by	ADP
absel-1548	105	219	business	business	NOUN
absel-1548	105	220	students	student	NOUN
absel-1548	105	221	after	after	ADP
absel-1548	105	222	exposure	exposure	NOUN
absel-1548	105	223	to	to	ADP
absel-1548	105	224	a	a	DET
absel-1548	105	225	one	one	NUM
absel-1548	105	226	summer	summer	NOUN
absel-1548	105	227	course	course	NOUN
absel-1548	105	228	in	in	ADP
absel-1548	105	229	international	international	ADJ
absel-1548	105	230	marketing	marketing	NOUN
absel-1548	105	231	's	's	PART
absel-1548	105	232	a	a	DET
absel-1548	105	233	systematic	systematic	ADJ
absel-1548	105	234	approach	approach	NOUN
absel-1548	105	235	to	to	ADP
absel-1548	105	236	the	the	DET
absel-1548	105	237	development	development	NOUN
absel-1548	105	238	and	and	CCONJ
absel-1548	105	239	evaluation	evaluation	NOUN
absel-1548	105	240	of	of	ADP
absel-1548	105	241	experiential	experiential	ADJ
absel-1548	105	242	exercises	exercise	NOUN
absel-1548	105	243	entrepreneurs	entrepreneur	NOUN
absel-1548	105	244	evaluate	evaluate	VERB
absel-1548	105	245	experiential	experiential	ADJ
absel-1548	105	246	education	education	NOUN
absel-1548	105	247	a	a	DET
absel-1548	105	248	linear	linear	ADJ
absel-1548	105	249	programming	programming	NOUN
absel-1548	105	250	approach	approach	NOUN
absel-1548	105	251	to	to	ADP
absel-1548	105	252	open	open	ADJ
absel-1548	105	253	system	system	NOUN
absel-1548	105	254	total	total	NOUN
absel-1548	105	255	enterprise	enterprise	NOUN
absel-1548	105	256	simulations	simulation	NOUN
absel-1548	105	257	reflecting	reflect	VERB
absel-1548	105	258	leader	leader	NOUN
absel-1548	105	259	behavior	behavior	NOUN
absel-1548	105	260	from	from	ADP
absel-1548	105	261	the	the	DET
absel-1548	105	262	looking	look	VERB
absel-1548	105	263	glass	glass	NOUN
absel-1548	105	264	,	,	PUNCT
absel-1548	105	265	inc	inc	PROPN
absel-1548	105	266	.	.	PROPN
absel-1548	105	267	simulation	simulation	PROPN
absel-1548	105	268	linking	link	VERB
absel-1548	105	269	cognitive	cognitive	ADJ
absel-1548	105	270	styles	style	NOUN
absel-1548	105	271	,	,	PUNCT
absel-1548	105	272	teaching	teaching	NOUN
absel-1548	105	273	methods	method	NOUN
absel-1548	105	274	,	,	PUNCT
absel-1548	105	275	educational	educational	ADJ
absel-1548	105	276	objectives	objective	NOUN
absel-1548	105	277	and	and	CCONJ
absel-1548	105	278	assessment	assessment	NOUN
absel-1548	105	279	:	:	PUNCT
absel-1548	105	280	a	a	DET
absel-1548	105	281	decision	decision	NOUN
absel-1548	105	282	tree	tree	NOUN
absel-1548	105	283	approach	approach	NOUN
absel-1548	105	284	restructuring	restructure	VERB
absel-1548	105	285	management	management	NOUN
absel-1548	105	286	education	education	NOUN
absel-1548	105	287	in	in	ADP
absel-1548	105	288	post	post	ADJ
absel-1548	105	289	-	-	ADJ
absel-1548	105	290	communist	communist	ADJ
absel-1548	105	291	countries	country	NOUN
absel-1548	105	292	:	:	PUNCT
absel-1548	105	293	how	how	SCONJ
absel-1548	105	294	western	western	ADJ
absel-1548	105	295	experts	expert	NOUN
absel-1548	105	296	can	can	AUX
absel-1548	105	297	help	help	VERB
absel-1548	105	298	managerial	managerial	ADJ
absel-1548	105	299	and	and	CCONJ
absel-1548	105	300	cultural	cultural	ADJ
absel-1548	105	301	pre	pre	NOUN
absel-1548	105	302	-	-	NOUN
absel-1548	105	303	conditions	condition	NOUN
absel-1548	105	304	for	for	ADP
absel-1548	105	305	superior	superior	ADJ
absel-1548	105	306	performance	performance	NOUN
absel-1548	105	307	in	in	ADP
absel-1548	105	308	a	a	DET
absel-1548	105	309	global	global	ADJ
absel-1548	105	310	setting	setting	NOUN
absel-1548	105	311	:	:	PUNCT
absel-1548	105	312	an	an	DET
absel-1548	105	313	experimental	experimental	ADJ
absel-1548	105	314	study	study	NOUN
absel-1548	105	315	with	with	ADP
absel-1548	105	316	the	the	DET
absel-1548	105	317	aid	aid	NOUN
absel-1548	105	318	of	of	ADP
absel-1548	105	319	business	business	NOUN
absel-1548	105	320	games	game	NOUN
absel-1548	105	321	multiple	multiple	ADJ
absel-1548	105	322	industries	industry	NOUN
absel-1548	105	323	in	in	ADP
absel-1548	105	324	computerized	computerized	ADJ
absel-1548	105	325	business	business	NOUN
absel-1548	105	326	gaming	gaming	NOUN
absel-1548	105	327	simulations	simulation	NOUN
absel-1548	105	328	content	content	NOUN
absel-1548	105	329	or	or	CCONJ
absel-1548	105	330	process	process	NOUN
absel-1548	105	331	?	?	PUNCT
absel-1548	106	1	content	content	NOUN
absel-1548	106	2	and	and	CCONJ
absel-1548	106	3	process	process	NOUN
absel-1548	106	4	!	!	PUNCT
absel-1548	107	1	some	some	DET
absel-1548	107	2	observations	observation	NOUN
absel-1548	107	3	and	and	CCONJ
absel-1548	107	4	reflections	reflection	NOUN
absel-1548	107	5	about	about	ADP
absel-1548	107	6	management	management	NOUN
absel-1548	107	7	education	education	NOUN
absel-1548	107	8	in	in	ADP
absel-1548	107	9	central	central	PROPN
absel-1548	107	10	europe	europe	PROPN
absel-1548	107	11	out	out	ADP
absel-1548	107	12	-	-	PUNCT
absel-1548	107	13	of	of	ADP
absel-1548	107	14	-	-	PUNCT
absel-1548	107	15	class	class	NOUN
absel-1548	107	16	experiences	experience	NOUN
absel-1548	107	17	to	to	PART
absel-1548	107	18	promote	promote	VERB
absel-1548	107	19	volunteerism	volunteerism	NOUN
absel-1548	107	20	enacting	enact	VERB
absel-1548	107	21	the	the	DET
absel-1548	107	22	linguistic	linguistic	ADJ
absel-1548	107	23	consciousness	consciousness	NOUN
absel-1548	107	24	of	of	ADP
absel-1548	107	25	the	the	DET
absel-1548	107	26	modern	modern	ADJ
absel-1548	107	27	managerial	managerial	ADJ
absel-1548	107	28	mind	mind	NOUN
absel-1548	107	29	:	:	PUNCT
absel-1548	107	30	post	post	ADJ
absel-1548	107	31	-	-	ADJ
absel-1548	107	32	modernism	modernism	ADJ
absel-1548	107	33	and	and	CCONJ
absel-1548	107	34	experiential	experiential	ADJ
absel-1548	107	35	learning	learning	NOUN
absel-1548	107	36	intergrating	intergrate	VERB
absel-1548	107	37	experiential	experiential	ADJ
absel-1548	107	38	exercises	exercise	NOUN
absel-1548	107	39	into	into	ADP
absel-1548	107	40	the	the	DET
absel-1548	107	41	college	college	NOUN
absel-1548	107	42	curriculum	curriculum	NOUN
absel-1548	107	43	:	:	PUNCT
absel-1548	107	44	the	the	DET
absel-1548	107	45	case	case	NOUN
absel-1548	107	46	of	of	ADP
absel-1548	107	47	internationalizing	internationalize	VERB
absel-1548	107	48	the	the	DET
absel-1548	107	49	business	business	NOUN
absel-1548	107	50	curriculum	curriculum	NOUN
absel-1548	107	51	simulation	simulation	NOUN
absel-1548	107	52	marketing	marketing	NOUN
absel-1548	107	53	oversights	oversight	NOUN
absel-1548	107	54	incorporating	incorporate	VERB
absel-1548	107	55	advertising	advertising	NOUN
absel-1548	107	56	creative	creative	ADJ
absel-1548	107	57	strategy	strategy	NOUN
absel-1548	107	58	into	into	ADP
absel-1548	107	59	computer	computer	NOUN
absel-1548	107	60	-	-	PUNCT
absel-1548	107	61	based	base	VERB
absel-1548	107	62	business	business	NOUN
absel-1548	107	63	simulations	simulation	VERB
absel-1548	107	64	the	the	DET
absel-1548	107	65	dynamics	dynamic	NOUN
absel-1548	107	66	of	of	ADP
absel-1548	107	67	a	a	DET
absel-1548	107	68	partnership	partnership	NOUN
absel-1548	107	69	between	between	ADP
absel-1548	107	70	business	business	NOUN
absel-1548	107	71	and	and	CCONJ
absel-1548	107	72	education	education	NOUN
absel-1548	107	73	collaborative	collaborative	ADJ
absel-1548	107	74	education	education	NOUN
absel-1548	107	75	done	do	VERB
absel-1548	107	76	globally	globally	ADV
absel-1548	107	77	experiential	experiential	ADJ
absel-1548	107	78	systems	system	NOUN
absel-1548	107	79	analysis	analysis	NOUN
absel-1548	107	80	cadplan	cadplan	NOUN
absel-1548	107	81	:	:	PUNCT
absel-1548	107	82	a	a	DET
absel-1548	107	83	simulation	simulation	NOUN
absel-1548	107	84	for	for	ADP
absel-1548	107	85	comparative	comparative	ADJ
absel-1548	107	86	advertising	advertising	NOUN
absel-1548	107	87	a	a	DET
absel-1548	107	88	doctoral	doctoral	ADJ
absel-1548	107	89	symposium	symposium	NOUN
absel-1548	107	90	:	:	PUNCT
absel-1548	107	91	preparing	prepare	VERB
absel-1548	107	92	students	student	NOUN
absel-1548	107	93	for	for	ADP
absel-1548	107	94	conference	conference	NOUN
absel-1548	107	95	behavior	behavior	NOUN
absel-1548	107	96	comparing	compare	VERB
absel-1548	107	97	the	the	DET
absel-1548	107	98	simulation	simulation	NOUN
absel-1548	107	99	with	with	ADP
absel-1548	107	100	the	the	DET
absel-1548	107	101	case	case	NOUN
absel-1548	107	102	approach	approach	NOUN
absel-1548	107	103	:	:	PUNCT
absel-1548	107	104	again	again	ADV
absel-1548	107	105	!	!	PUNCT
absel-1548	108	1	total	total	ADJ
absel-1548	108	2	quality	quality	NOUN
absel-1548	108	3	management	management	NOUN
absel-1548	108	4	:	:	PUNCT
absel-1548	108	5	a	a	DET
absel-1548	108	6	model	model	NOUN
absel-1548	108	7	for	for	ADP
absel-1548	108	8	continuous	continuous	ADJ
absel-1548	108	9	quality	quality	NOUN
absel-1548	108	10	improvement	improvement	NOUN
absel-1548	108	11	the	the	DET
absel-1548	108	12	quality	quality	NOUN
absel-1548	108	13	audit	audit	NOUN
absel-1548	108	14	:	:	PUNCT
absel-1548	108	15	an	an	DET
absel-1548	108	16	experiential	experiential	ADJ
absel-1548	108	17	exercise	exercise	NOUN
absel-1548	108	18	for	for	ADP
absel-1548	108	19	business	business	NOUN
absel-1548	108	20	students	student	NOUN
absel-1548	108	21	extending	extend	VERB
absel-1548	108	22	the	the	DET
absel-1548	108	23	reach	reach	NOUN
absel-1548	108	24	of	of	ADP
absel-1548	108	25	simulations	simulation	NOUN
absel-1548	108	26	:	:	PUNCT
absel-1548	108	27	decide	decide	VERB
absel-1548	108	28	heads	head	NOUN
absel-1548	108	29	for	for	ADP
absel-1548	108	30	the	the	DET
absel-1548	108	31	inner	inner	ADJ
absel-1548	108	32	city	city	NOUN
absel-1548	108	33	lessons	lesson	NOUN
absel-1548	108	34	learned	learn	VERB
absel-1548	108	35	from	from	ADP
absel-1548	108	36	a	a	DET
absel-1548	108	37	customized	customize	VERB
absel-1548	108	38	management	management	NOUN
absel-1548	108	39	development	development	NOUN
absel-1548	108	40	simulation	simulation	NOUN
absel-1548	108	41	the	the	DET
absel-1548	108	42	foreign	foreign	ADJ
absel-1548	108	43	exchange	exchange	NOUN
absel-1548	108	44	spot	spot	NOUN
absel-1548	108	45	trading	trading	NOUN
absel-1548	108	46	simulation	simulation	NOUN
absel-1548	108	47	using	use	VERB
absel-1548	108	48	lotus	lotus	PROPN
absel-1548	108	49	1	1	NUM
absel-1548	108	50	-	-	SYM
absel-1548	108	51	2	2	NUM
absel-1548	108	52	-	-	SYM
absel-1548	108	53	3	3	NUM
absel-1548	108	54	to	to	PART
absel-1548	108	55	complete	complete	VERB
absel-1548	108	56	a	a	DET
absel-1548	108	57	triple	triple	ADJ
absel-1548	108	58	play	play	NOUN
absel-1548	108	59	in	in	ADP
absel-1548	108	60	a	a	DET
absel-1548	108	61	simulated	simulate	VERB
absel-1548	108	62	competition	competition	NOUN
absel-1548	108	63	international	international	ADJ
absel-1548	108	64	business	business	NOUN
absel-1548	108	65	education	education	NOUN
absel-1548	108	66	:	:	PUNCT
absel-1548	108	67	is	be	AUX
absel-1548	108	68	enough	enough	ADV
absel-1548	108	69	being	be	AUX
absel-1548	108	70	done	do	VERB
absel-1548	108	71	?	?	PUNCT
absel-1548	109	1	matching	match	VERB
absel-1548	109	2	of	of	ADP
absel-1548	109	3	student	student	NOUN
absel-1548	109	4	-	-	PUNCT
absel-1548	109	5	teacher	teacher	NOUN
absel-1548	109	6	cognitive	cognitive	ADJ
absel-1548	109	7	style	style	NOUN
absel-1548	109	8	as	as	ADP
absel-1548	109	9	a	a	DET
absel-1548	109	10	factor	factor	NOUN
absel-1548	109	11	in	in	ADP
absel-1548	109	12	student	student	NOUN
absel-1548	109	13	success	success	NOUN
absel-1548	109	14	in	in	ADP
absel-1548	109	15	an	an	DET
absel-1548	109	16	introduction	introduction	NOUN
absel-1548	109	17	to	to	ADP
absel-1548	109	18	information	information	NOUN
absel-1548	109	19	systems	system	NOUN
absel-1548	109	20	course	course	NOUN
absel-1548	109	21	breathing	breathing	NOUN
absel-1548	109	22	(	(	PUNCT
absel-1548	109	23	more	more	ADJ
absel-1548	109	24	)	)	PUNCT
absel-1548	109	25	life	life	NOUN
absel-1548	109	26	into	into	ADP
absel-1548	109	27	the	the	DET
absel-1548	109	28	case	case	NOUN
absel-1548	109	29	approach	approach	NOUN
absel-1548	109	30	lord	lord	PROPN
absel-1548	109	31	of	of	ADP
absel-1548	109	32	the	the	DET
absel-1548	109	33	flies	fly	NOUN
absel-1548	109	34	:	:	PUNCT
absel-1548	109	35	a	a	DET
absel-1548	109	36	live	live	ADJ
absel-1548	109	37	case	case	NOUN
absel-1548	109	38	approach	approach	NOUN
absel-1548	109	39	to	to	ADP
absel-1548	109	40	leadership	leadership	NOUN
absel-1548	109	41	cooperative	cooperative	ADJ
absel-1548	109	42	case	case	NOUN
absel-1548	109	43	studies	study	NOUN
absel-1548	109	44	:	:	PUNCT
absel-1548	109	45	experiential	experiential	ADJ
absel-1548	109	46	tools	tool	NOUN
absel-1548	109	47	for	for	ADP
absel-1548	109	48	teaching	teach	VERB
absel-1548	109	49	business	business	NOUN
absel-1548	109	50	problem	problem	NOUN
absel-1548	109	51	solving	solving	NOUN
absel-1548	109	52	tools	tool	NOUN
absel-1548	109	53	strategy	strategy	NOUN
absel-1548	109	54	simulations	simulation	NOUN
absel-1548	109	55	in	in	ADP
absel-1548	109	56	context	context	NOUN
absel-1548	109	57	:	:	PUNCT
absel-1548	109	58	an	an	DET
absel-1548	109	59	evaluation	evaluation	NOUN
absel-1548	109	60	of	of	ADP
absel-1548	109	61	key	key	ADJ
absel-1548	109	62	dimensions	dimension	NOUN
absel-1548	109	63	the	the	DET
absel-1548	109	64	distribution	distribution	NOUN
absel-1548	109	65	channel	channel	NOUN
absel-1548	109	66	game	game	NOUN
absel-1548	109	67	evaluation	evaluation	NOUN
absel-1548	109	68	of	of	ADP
absel-1548	109	69	a	a	DET
absel-1548	109	70	simulation	simulation	NOUN
absel-1548	109	71	game	game	NOUN
absel-1548	109	72	as	as	ADP
absel-1548	109	73	an	an	DET
absel-1548	109	74	education	education	NOUN
absel-1548	109	75	tool	tool	NOUN
absel-1548	109	76	for	for	ADP
absel-1548	109	77	utility	utility	NOUN
absel-1548	109	78	professionals	professional	NOUN
absel-1548	109	79	the	the	DET
absel-1548	109	80	relationship	relationship	NOUN
absel-1548	109	81	between	between	ADP
absel-1548	109	82	total	total	ADJ
absel-1548	109	83	enterprise	enterprise	NOUN
absel-1548	109	84	simulation	simulation	NOUN
absel-1548	109	85	performance	performance	NOUN
absel-1548	109	86	and	and	CCONJ
absel-1548	109	87	learning	learn	VERB
absel-1548	109	88	total	total	ADJ
absel-1548	109	89	quality	quality	NOUN
absel-1548	109	90	management	management	NOUN
absel-1548	109	91	does	do	AUX
absel-1548	109	92	not	not	PART
absel-1548	109	93	happen	happen	VERB
absel-1548	109	94	by	by	ADP
absel-1548	109	95	magic	magic	NOUN
absel-1548	109	96	,	,	PUNCT
absel-1548	109	97	but	but	CCONJ
absel-1548	109	98	it	it	PRON
absel-1548	109	99	can	can	AUX
absel-1548	109	100	be	be	AUX
absel-1548	109	101	taught	teach	VERB
absel-1548	109	102	using	use	VERB
absel-1548	109	103	a	a	DET
absel-1548	109	104	pedagogical	pedagogical	ADJ
absel-1548	109	105	methodology	methodology	NOUN
absel-1548	109	106	that	that	PRON
absel-1548	109	107	utilizes	utilize	VERB
absel-1548	109	108	magic	magic	NOUN
absel-1548	109	109	effectively	effectively	ADV
absel-1548	109	110	preparing	prepare	VERB
absel-1548	109	111	students	student	NOUN
absel-1548	109	112	for	for	ADP
absel-1548	109	113	careers	career	NOUN
absel-1548	109	114	in	in	ADP
absel-1548	109	115	a	a	DET
absel-1548	109	116	global	global	ADJ
absel-1548	109	117	environment	environment	NOUN
absel-1548	109	118	by	by	ADP
absel-1548	109	119	integrating	integrate	VERB
absel-1548	109	120	total	total	ADJ
absel-1548	109	121	quality	quality	NOUN
absel-1548	109	122	management	management	NOUN
absel-1548	109	123	thoughout	thoughout	ADP
absel-1548	109	124	the	the	DET
absel-1548	109	125	business	business	NOUN
absel-1548	109	126	curriculum	curriculum	NOUN
absel-1548	109	127	an	an	DET
absel-1548	109	128	empirical	empirical	ADJ
absel-1548	109	129	investigation	investigation	NOUN
absel-1548	109	130	of	of	ADP
absel-1548	109	131	cognitive	cognitive	ADJ
absel-1548	109	132	and	and	CCONJ
absel-1548	109	133	performance	performance	NOUN
absel-1548	109	134	consistency	consistency	NOUN
absel-1548	109	135	in	in	ADP
absel-1548	109	136	a	a	DET
absel-1548	109	137	marketing	marketing	NOUN
absel-1548	109	138	simulation	simulation	NOUN
absel-1548	109	139	game	game	NOUN
absel-1548	109	140	environment	environment	NOUN
absel-1548	109	141	using	use	VERB
absel-1548	109	142	marsgap	marsgap	NOUN
absel-1548	109	143	with	with	ADP
absel-1548	109	144	laptop	laptop	NOUN
absel-1548	109	145	:	:	PUNCT
absel-1548	109	146	(	(	PUNCT
absel-1548	109	147	a	a	DET
absel-1548	109	148	marketing	marketing	NOUN
absel-1548	109	149	simulation	simulation	NOUN
absel-1548	109	150	game	game	NOUN
absel-1548	109	151	analysis	analysis	NOUN
absel-1548	109	152	program	program	NOUN
absel-1548	109	153	)	)	PUNCT
absel-1548	109	154	with	with	ADP
absel-1548	109	155	laptop	laptop	NOUN
absel-1548	109	156	:	:	PUNCT
absel-1548	109	157	a	a	DET
absel-1548	109	158	marketing	marketing	NOUN
absel-1548	109	159	simulation	simulation	NOUN
absel-1548	109	160	adapting	adapt	VERB
absel-1548	109	161	tqm	tqm	ADJ
absel-1548	109	162	implementation	implementation	NOUN
absel-1548	109	163	to	to	ADP
absel-1548	109	164	organizational	organizational	ADJ
absel-1548	109	165	level	level	NOUN
absel-1548	109	166	an	an	DET
absel-1548	109	167	mba	mba	NOUN
absel-1548	109	168	business	business	NOUN
absel-1548	109	169	simulation	simulation	NOUN
absel-1548	109	170	:	:	PUNCT
absel-1548	109	171	executive	executive	ADJ
absel-1548	109	172	interaction	interaction	NOUN
absel-1548	109	173	experiential	experiential	ADJ
absel-1548	109	174	exercises	exercise	NOUN
absel-1548	109	175	and	and	CCONJ
absel-1548	109	176	pedagogy	pedagogy	NOUN
absel-1548	109	177	track	track	NOUN
absel-1548	109	178	workshop	workshop	NOUN
absel-1548	109	179	:	:	PUNCT
absel-1548	109	180	experiencing	experience	VERB
absel-1548	109	181	cultural	cultural	ADJ
absel-1548	109	182	diversity	diversity	NOUN
absel-1548	109	183	in	in	ADP
absel-1548	109	184	the	the	DET
absel-1548	109	185	classroom	classroom	NOUN
absel-1548	109	186	(	(	PUNCT
absel-1548	109	187	and	and	CCONJ
absel-1548	109	188	the	the	DET
absel-1548	109	189	hotel	hotel	NOUN
absel-1548	109	190	meeting	meeting	NOUN
absel-1548	109	191	room	room	NOUN
absel-1548	109	192	)	)	PUNCT
absel-1548	109	193	closing	close	VERB
absel-1548	109	194	the	the	DET
absel-1548	109	195	gap	gap	NOUN
absel-1548	109	196	between	between	ADP
absel-1548	109	197	corporate	corporate	ADJ
absel-1548	109	198	and	and	CCONJ
absel-1548	109	199	national	national	ADJ
absel-1548	109	200	culture	culture	NOUN
absel-1548	109	201	the	the	DET
absel-1548	109	202	dynamic	dynamic	ADJ
absel-1548	109	203	manufacturing	manufacture	VERB
absel-1548	109	204	company	company	NOUN
absel-1548	109	205	the	the	DET
absel-1548	109	206	use	use	NOUN
absel-1548	109	207	of	of	ADP
absel-1548	109	208	experiential	experiential	ADJ
absel-1548	109	209	techniques	technique	NOUN
absel-1548	109	210	in	in	ADP
absel-1548	109	211	corporate	corporate	ADJ
absel-1548	109	212	training	training	NOUN
absel-1548	109	213	the	the	DET
absel-1548	109	214	state	state	NOUN
absel-1548	109	215	of	of	ADP
absel-1548	109	216	simulation	simulation	NOUN
absel-1548	109	217	gaming	gaming	NOUN
absel-1548	109	218	in	in	ADP
absel-1548	109	219	easter	easter	PROPN
absel-1548	109	220	european	european	PROPN
absel-1548	109	221	countriesprincipally	countriesprincipally	ADV
absel-1548	109	222	russia	russia	PROPN
absel-1548	109	223	an	an	DET
absel-1548	109	224	experiential	experiential	ADJ
absel-1548	109	225	exercise	exercise	NOUN
absel-1548	109	226	in	in	ADP
absel-1548	109	227	cross	cross	ADJ
absel-1548	109	228	-	-	ADJ
absel-1548	109	229	cultural	cultural	ADJ
absel-1548	109	230	training	training	NOUN
absel-1548	109	231	valuing	value	VERB
absel-1548	109	232	differences	difference	NOUN
absel-1548	109	233	:	:	PUNCT
absel-1548	109	234	a	a	DET
absel-1548	109	235	conceptual	conceptual	ADJ
absel-1548	109	236	framework	framework	NOUN
absel-1548	109	237	demonstration	demonstration	NOUN
absel-1548	109	238	of	of	ADP
absel-1548	109	239	an	an	DET
absel-1548	109	240	experiential	experiential	ADJ
absel-1548	109	241	exercise	exercise	NOUN
absel-1548	109	242	effectively	effectively	ADV
absel-1548	109	243	using	use	VERB
absel-1548	109	244	experiential	experiential	ADJ
absel-1548	109	245	learning	learning	NOUN
absel-1548	109	246	to	to	PART
absel-1548	109	247	impart	impart	VERB
absel-1548	109	248	tqm	tqm	ADJ
absel-1548	109	249	concepts	concept	NOUN
absel-1548	109	250	in	in	ADP
absel-1548	109	251	a	a	DET
absel-1548	109	252	high	high	ADJ
absel-1548	109	253	technology	technology	NOUN
absel-1548	109	254	environment	environment	NOUN
absel-1548	109	255	the	the	DET
absel-1548	109	256	older	old	ADJ
absel-1548	109	257	worker	worker	NOUN
absel-1548	109	258	questionnaire	questionnaire	NOUN
absel-1548	109	259	:	:	PUNCT
absel-1548	109	260	an	an	DET
absel-1548	109	261	exercise	exercise	NOUN
absel-1548	109	262	concerning	concern	VERB
absel-1548	109	263	older	old	ADJ
absel-1548	109	264	worker	worker	NOUN
absel-1548	109	265	stereotypes	stereotype	NOUN
absel-1548	109	266	and	and	CCONJ
absel-1548	109	267	behaviors	behavior	NOUN
absel-1548	109	268	the	the	DET
absel-1548	109	269	crime	crime	NOUN
absel-1548	109	270	fighting	fight	VERB
absel-1548	109	271	task	task	NOUN
absel-1548	109	272	force	force	NOUN
absel-1548	109	273	:	:	PUNCT
absel-1548	109	274	an	an	DET
absel-1548	109	275	exercise	exercise	NOUN
absel-1548	109	276	in	in	ADP
absel-1548	109	277	organizational	organizational	ADJ
absel-1548	109	278	politics	politic	NOUN
absel-1548	109	279	welcome	welcome	VERB
absel-1548	109	280	to	to	ADP
absel-1548	109	281	the	the	DET
absel-1548	109	282	party	party	NOUN
absel-1548	109	283	!	!	PUNCT
absel-1548	110	1	an	an	DET
absel-1548	110	2	expression	expression	NOUN
absel-1548	110	3	of	of	ADP
absel-1548	110	4	vocational	vocational	ADJ
absel-1548	110	5	preference	preference	NOUN
absel-1548	110	6	experiential	experiential	ADJ
absel-1548	110	7	exercise	exercise	NOUN
absel-1548	110	8	for	for	ADP
absel-1548	110	9	imparting	impart	VERB
absel-1548	110	10	cross	cross	ADJ
absel-1548	110	11	-	-	ADJ
absel-1548	110	12	cultural	cultural	ADJ
absel-1548	110	13	appreciation	appreciation	NOUN
absel-1548	110	14	six	six	NUM
absel-1548	110	15	swift	swift	ADJ
absel-1548	110	16	simulations	simulation	NOUN
absel-1548	110	17	on	on	ADP
absel-1548	110	18	globalization	globalization	NOUN
absel-1548	110	19	overview	overview	NOUN
absel-1548	110	20	of	of	ADP
absel-1548	110	21	basf	basf	PROPN
absel-1548	110	22	delegate	delegate	PROPN
absel-1548	110	23	program	program	NOUN