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Transformational Leadership In The World Of Sales, Dalton R. Barnes 2016 Claremont McKenna College

Transformational Leadership In The World Of Sales, Dalton R. Barnes

CMC Senior Theses

It takes a very specific type of person to be successful in sales; this makes recruiting and retaining effective employees a difficult task for companies in this field. Because finding and training these people is such a challenging task, it is in the best interest of companies to invest in training and developing their employees to be successful and avoid burning out. Bass and Riggio (2006) would note that in a field with such a high burnout rate, a transformational sales leader is important because they are generally able to build stronger follower loyalty, commitment, and satisfaction than their non-transformational ...


Creating Competitive Advantage In The Premium Market Segment Through A Sustainability Strategy, Andrew E. Iberg 2015 University of Tennessee - Knoxville

Creating Competitive Advantage In The Premium Market Segment Through A Sustainability Strategy, Andrew E. Iberg

University of Tennessee Honors Thesis Projects

No abstract provided.


How (Not) To Sell A Military Memoir In Britain, Esmeralda Kleinreesink, Neil Jenkings, Rachel Woodward, Esmeralda Kleinreesink, Neil Jenkings, Rachel Woodward 2015 Netherlands Defense Academy

How (Not) To Sell A Military Memoir In Britain, Esmeralda Kleinreesink, Neil Jenkings, Rachel Woodward, Esmeralda Kleinreesink, Neil Jenkings, Rachel Woodward

Esmeralda Kleinreesink

In this study, we look at all (n=15) military memoirs published between 2001 and 2010 in Britain about military participation in the Afghanistan conflict, to establish the factors that determine whether or not a military memoir becomes a better-seller (adjusted sales >15,000 copies). We look at three aspects of the book - content (i.e., type of plot), cover (e.g., whether rank or the award of medals is mentioned) and author features (e.g., rank, sex, co-authorship by another established writer, foreword by a well-known person) - and analyze data on these aspects, compared to sales figures, using SPSS ...


Life Beyond The Like: Uses & Gratifications Of Sharing Business Facebook Page Content, Sara M. Nash 2015 University of Nebraska-Lincoln

Life Beyond The Like: Uses & Gratifications Of Sharing Business Facebook Page Content, Sara M. Nash

Theses from the College of Journalism and Mass Communications

One of the main reasons businesses create a Facebook Page is to solidify relationships with existing customers who are Facebook users and to leverage those relationships to gain new customers. Many studies have asked Facebook users to articulate the gratifications they receive when “liking” a business Facebook Page. These studies help explain what gratifications users gain by connecting to businesses via Facebook. To expand on these findings, the current pilot study applied the uses and gratifications theory to identify Facebook users’ motivations to “share” business Facebook content within their own personal network. Understanding users’ reasons for “sharing” will help businesses ...


Corporate Social Responsibility In The B-2-B Market, Susan Saurage-Altenloh, Perry Haan 2015 Saurage Research Institute

Corporate Social Responsibility In The B-2-B Market, Susan Saurage-Altenloh, Perry Haan

Atlantic Marketing Association Proceedings

Organizations that invest in corporate social responsibility (CSR) to improve the quality of a community or population expect a return on their investment in the form of improved brand reputation and greater consideration in the competitive environment. Homburg, Stierl, and Bornemann (2013) determined that targeted CSR activities could enhance trust and identification by organizational customers, thus fostering customer loyalty. The authors confirmed that CSR influenced client trust through loyalty and that integrating instrumental stakeholder theory with social exchange theory undergirded this link between CSR and trust. Maignan and Ferrell (2004) exhorted marketers to focus beyond consumers to other stakeholder groups ...


Qualitative Data Mining And Sensitivity Analysis, Brian R. Kinard 2015 University of North Carolina - Wilmington

Qualitative Data Mining And Sensitivity Analysis, Brian R. Kinard

Atlantic Marketing Association Proceedings

In today’s consumer centric environment, there is no shortage of outlets for consumers to express their level of satisfaction with a company, employee, product and/or service. For instance, websites such as Amazon, Rotten Tomatoes, TripAdvisor, Yelp, and Expedia allow customers the opportunity to provide feedback specific to a product, service, and/or organization. Such feedback is vitally important to business firms, as customer reviews are shown to be more trustworthy than descriptions that come direct from manufacturers. For instance, 73 percent of people trust online reviews and 63 percent of people actively seek out online reviews when making ...


Business Framing For Analytics, Beverly Wright 2015 Georgia Institute of Technology - Main Campus

Business Framing For Analytics, Beverly Wright

Atlantic Marketing Association Proceedings

Both the academic and business practitioner communities are faced with the challenges of discovery, innovation, and constant learning of their field, particularly within the marketing discipline, where content, processes, and even structure are dynamic in nature, with constantly evolving interests and focus. A solid research agenda with excellent analytics to address pertinent business questions is crucial for successfully expanding our understanding of the marketing function.


Perceived Value E-Ticketing As Sports Entertainment Options, Amber A. Smith-Ditizio 2015 Kennesaw State University

Perceived Value E-Ticketing As Sports Entertainment Options, Amber A. Smith-Ditizio

Atlantic Marketing Association Proceedings

Through the advantages of online and electronic ticketing services, the sporting entertainment industry has been able to increase the production and effectiveness of their customer relation management department. While simultaneously minimizing and perfecting the current concerns of electronic ticketing such as; costs, safety measures to both consumers and companies, delivery modes, comparisons to traditional ticket services, and technological sophistication. An empirical study of business professionals in the Pittsburgh, Pennsylvania metropolitan area revealed that age, amount of disposable income, and education were not predictive of the degree of customer satisfaction derived from the use of e-ticketing for sports events, possibly pointing ...


Dynamic Pricing In Major League Baseball Tickets: Issues And Challenges, John T. Drea, Andrew Nahlik 2015 Illinois College

Dynamic Pricing In Major League Baseball Tickets: Issues And Challenges, John T. Drea, Andrew Nahlik

Atlantic Marketing Association Proceedings

A rapidly growing trend in the business of professional sports is the use of dynamic pricing as a tool for maximizing revenue generation. Dynamic pricing (DP) is defined as a system in which prices respond to supply and demand pressures in a real time (or nearly real time) manner (Sahay 2007). American Airlines is credited with the first widespread use of DP as a pricing tool to handle the mismatches in supply and demand for certain flights (McAfee & te Velde 2006). DP has spread to numerous other industries, including entertainment, hotels, manufacturing to order, and lately, to Major League Baseball.


Branding Gender In Sport: A Visual-Rhetorical Analysis Of The Branding Of Roller Derby, Tylean Coleman, Jon Littlefield 2015 Dalton State College

Branding Gender In Sport: A Visual-Rhetorical Analysis Of The Branding Of Roller Derby, Tylean Coleman, Jon Littlefield

Atlantic Marketing Association Proceedings

Branding a sport has a significant effect on its reception by the public, particularly for sports that are newer or for which consumer awareness is less. Hence, how a sport is positioned to potential spectators will likely play a key role in its success. Roller derby has been a part of American cultural landscape since the 1880’s and took its modern form during the Great depression. Historically, it involved women competing for points circling a flat track, and was primarily target to working class spectators. Over the last few decades, however, roller derby has experienced a resurgence in popularity ...


Cutting The Cord: An Examination Of Changing Tv Viewership, John Crawford 2015 Lipscomb University

Cutting The Cord: An Examination Of Changing Tv Viewership, John Crawford

Atlantic Marketing Association Proceedings

On October 2, 1925, John Baird successfully transmitted the first television image. Since the early days of the new medium, television technology has constantly changed. Similarly, as the decades have passed the means for receiving television programming has also changed. Today, programs are delivered to millions of customers via cable connections and by satellite transmissions as those technologies were chosen by consumers to replace antennas as a means for receiving signals. The newer delivery mechanisms also provided many more channels to consumers compared to the handful of channels they could access in the antenna-only days.

The television programming delivery industry ...


Removing The Undesirables: A Case Study, William K. Foxx, Melissa C. Northam, Corlette S. Burns 2015 Troy University

Removing The Undesirables: A Case Study, William K. Foxx, Melissa C. Northam, Corlette S. Burns

Atlantic Marketing Association Proceedings

The lodging industry has been particularly challenged by the bed bug’s resurgence. Bed bugs are primarily associated with places where people sleep and most of these places are properties associated with the lodging industry such as hotels, motels and bed & breakfasts.

In the United States, this industry is massive.


Examining The Role Of Impact Factors: Publications Strategies: What Are Your Career Goals And What Do You Want To Accomplish?, Alan D. Smith 2015 Robert Morris University

Examining The Role Of Impact Factors: Publications Strategies: What Are Your Career Goals And What Do You Want To Accomplish?, Alan D. Smith

Atlantic Marketing Association Proceedings

The classical reasons for publishing include benefit for the community and humanity, new knowledge, integration or packaging of knowledge for distribution, benefit for yourself in terms of recognition and merit, learning, self-esteem and confidence, and must keep my job (short-term vs. long term). Some of the questions that I will attempt to discuss and resolve in this special session are the following: How do I determine where I should publish? How do I develop a plan to publish? How do I prepare a manuscript to a journal or a conference? How do I write different genres of research articles and ...


Who Is Making Lifestyle Changes Due To Preventive Health Care Information? A 10 Year Comparison Study, Joseph D. Cangelosi Jr., David Kim, Edward Ranelli 2015 University of Central Arkansas

Who Is Making Lifestyle Changes Due To Preventive Health Care Information? A 10 Year Comparison Study, Joseph D. Cangelosi Jr., David Kim, Edward Ranelli

Atlantic Marketing Association Proceedings

This paper sought to describe from a set of 6 demographic and 13 lifestyle change variables the person who is significantly and positively impacted by preventive health care information (PHCI). Based on past research, six hypotheses were developed. Three of the six hypotheses were accepted. In addition, there were significant relationships for each of the six demographic variables with at least one of the lifestyle change variables. Those who are seeking and are positively impacted by PHCI are better educated, female, and (depending upon the lifestyle change variable in question) fall into a definite age category. There is partial support ...


A Game Theory Analysis Of Team Based Incentivization In Retailing, Don Shemwell 2015 East Tennessee State University

A Game Theory Analysis Of Team Based Incentivization In Retailing, Don Shemwell

Atlantic Marketing Association Proceedings

The connection between incentives and outcomes has long found consistent support in management literature generally (Bartol and Hagmann 1992; Miller & Schuster 1993; Swinehart 1986) and retailing in particular (Banker et al. 1996; Team Pay Case Studies 1997). Later meta-studies strongly support this view. (Condly, Noe and Jackson 2002; Garbers and Konradt 2014). Yet, providing performance-based incentives, at least for rank and file retail employees, still is not common in U.S. retailing and team-based incentives are even rarer.

The next section of this manuscript describes some of the issues with individualized commissions, which though not prevalent in a many product domains, are ...


A Research Note On Street Pricing Requirements In Major U.S. Airport Retail Concessions Requests For Proposals, Blaise Waguespack 2015 Embry-Riddle Aeronautical University

A Research Note On Street Pricing Requirements In Major U.S. Airport Retail Concessions Requests For Proposals, Blaise Waguespack

Atlantic Marketing Association Proceedings

When reviewing the subject of airport marketing, much of the literature is broken down into issues external or internal to the airport. The external literature tends to divide and differentiate airports on the issues of size (passenger counts) and who is the target of the marketing campaign. Those articles and books that tend to focus on the larger commercial airports (Jarach, 2005; Halpern and Graham, 2013) note the role the airport can play in economic development. Much of the external marketing tasks for the larger commercial airports are aimed at either attracting more airline service to the community or working ...


Emotional Versus Functional Attributes Of Delight-And Satisfaction-Mediated Effects On Customer Loyalty, Ipshita Ray 2015 Pace University

Emotional Versus Functional Attributes Of Delight-And Satisfaction-Mediated Effects On Customer Loyalty, Ipshita Ray

Atlantic Marketing Association Proceedings

This study presents a model in which delight and satisfaction mediate the effects of store characteristics on store outcomes. It is proposed that the impacts of hedonic stimuli and utilitarian stimuli on attitudinal and behavioral loyalty intentions are mediated by customer delight and customer satisfaction simultaneously in a dual process model. To represent various retail-store categories based on the North American Industry Classification of retail categories, data were collected from 8 types of retail stores located in the Northeast United States. Using multi-group structural equation modeling, the author examines the mediating effects of delight and satisfaction on loyalty outcomes. The ...


How Customer Shopping Motivation Influences Perceived Design Of The Retail Environment, Julie C. Steen 2015 University of South Carolina-Aiken

How Customer Shopping Motivation Influences Perceived Design Of The Retail Environment, Julie C. Steen

Atlantic Marketing Association Proceedings

Previous research shows that the decisions retailers make about the retail environment influence the amount of time customers spend in retail stores and the total amount of money spent in the retail store (Turley & Milliman 2000). One recent example of a retailer’s efforts to influence customers through the retail environment is Walmart’s Project Impact. In 2009, Walmart embarked on a five year plan to remodel seventy percent of its stores (Gregory 2009). Based on feedback from customers, Walmart sought to change several aspects of the retail environment, including reducing clutter, reducing crowding, wider aisles, clearer sight lines, brighter ...


Collegiate Competition And The Propensity For Gender Bias, Deborah H. Lester, Aberdeen Leila Borders, Terry W. Loe, Keith Tudor 2015 Kennesaw State University

Collegiate Competition And The Propensity For Gender Bias, Deborah H. Lester, Aberdeen Leila Borders, Terry W. Loe, Keith Tudor

Atlantic Marketing Association Proceedings

Since the dawn of time gender has played a starring role in human behavior. The behavioral implications of an individual’s sex have permeated research findings in a wide variety of academic disciplines. This preliminary investigation will explore the concept and definition of gender, gender bias, and gender stereotype on actions and conduct. Specifically, this inquiry will determine the scope and types of gender bias/stereotypes that exist in the business world with a primary concentration on the area of professional sales. The ultimate objective is to discover the type and level of influence a person’s gender contributes to ...


The Impact Of Social Media On The Sales Cycle And Prospecting, Mike Serkedakis, Gary L. Selden, R. Keith Tudor 2015 Kennesaw State University

The Impact Of Social Media On The Sales Cycle And Prospecting, Mike Serkedakis, Gary L. Selden, R. Keith Tudor

Atlantic Marketing Association Proceedings

Sharing information and networking with business contacts are the crux of social media in sales. The use of social media platforms (e.g., LinkedIn, Facebook and Twitter) for all phases of the sales cycle is a relatively new technique, about 20 years since the arrival of the internet and associated technologies. Research to measure the impact of social media on the sales cycle time is not adequately addressed in the current literature. Our research highlights the impacts of social media on this important business function and examines individual performance aspects associated with the use of social media.


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