Application of the MARS model on International students

By

Vandna Kapoor

and Ershad Ali

Purpose
Study the behaviour of the

international students and map it to the MARS model Identify areas needing improvement

Issues to be discussed
Concept of MARS model
Perceptions of international students Stress Conclusion

Why Study MARS Model?

Focuses on individual behaviour
Has been successfully applied on

sales teams Has never been used on students

Pilot Study in Class

Students role perceptions are

different to the reality. Stress levels Impact of wrong role perceptions on Motivation and Ability

MARS Model of Individual Behaviour

Situational factors Values

Motivation
Individual behaviour and results

Personality
Perceptions Emotions Attitudes Stress Role perceptions Ability

2010 The McGraw-Hill Companies, Inc. All rights reserved

McShane-OlekalnsTravaglione OB Pacific Rim 3e

Literature Reviewed includes

Mc Shane 2010
Journal of personal selling & Sales

Management 14, 1994) : 43-56. J.P.Campbell and R.D. Pritchard (1976)

Individual Characteristics
Values, Personality, Perceptions,
Emotions, Attitudes Stress

Individual characteristics impact

Motivation Ability Role Perception

Impact of situations
Poor accommodation
Social/peer pressure

Culture shock
Support/ Lack of support

Language problems

Areas of special focus

Stress levels Perceptions

Final impact
Student Behaviour

Further Study
Survey
Forum

Focus Group

Test
MARS Model applicability on our students

Assumptions
NZ has different style of education

compared to students home country. Students are unaware of the cultural differences

Conclusion
Study the behaviour of international students to identify areas of improvement in their overall behaviour using the MARS Model

Thank You
Questions?