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Sales and Merchandising Commons

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Federalism And Business Decisions In The October 2005 Term, Carter G. Phillips 2014 Touro College Jacob D. Fuchsberg Law Center

Federalism And Business Decisions In The October 2005 Term, Carter G. Phillips

Touro Law Review

No abstract provided.


Sales Incentives And Sales Performance: The Moderating Effect Of Cultural Dimensions, Morten Brante 2014 Kennesaw State University

Sales Incentives And Sales Performance: The Moderating Effect Of Cultural Dimensions, Morten Brante

Dissertations, Theses and Capstone Projects

An increasingly globalized world requires businesses to operate across countries and cultures. Managing a business in international markets adds complexity and challenges that can lead to strategic mistakes in dealing with customers, employees and suppliers. Culture impacts many aspects of business. Proper management of culture can lead to competitive advantages. Companies use sales incentives to motivate their sales force and customers in an effort to optimize sales performance. Despite a growing interest in international sales research, few studies address the impact of culture on sales performance. This research will contribute by exploring the moderating effect of culture on sales incentives ...


The Effects Of Social Media & Web Development On Product Promotion & The Effects Of Branding On Sales And Building A Startup, Scott Toshiro Burns, Galen Quan Tran 2014 California Polytechnic State University

The Effects Of Social Media & Web Development On Product Promotion & The Effects Of Branding On Sales And Building A Startup, Scott Toshiro Burns, Galen Quan Tran

Graphic Communication

The purpose of this study was to identify the key components needed to make a startup. This included created making a landing page and also driving traffic to the page through Facebook. On the landing page section, there was a test to see what would provide the best user experience using Squarespace. This entailed looking into different layouts and using analytics to determine how effective the landing page was in converting customers. In terms of Facebook research, went into looking into creating a method into driving leads into the prospect pipeline. A campaign was run to gather all the data ...


A Healthy Digital Image: Exploring Its Impact On B2b Sales Lead Generation In A Professional Social Network, Jaclyn G. Getonga Ms. 2014 University of Connecticut

A Healthy Digital Image: Exploring Its Impact On B2b Sales Lead Generation In A Professional Social Network, Jaclyn G. Getonga Ms.

Honors Scholar Theses

This project looks at the social media-selling environment and how a “healthy” digital image can assist a firm in identifying itself to create value for new customers. This project will explore whether the B2B sales lead generation process can be conducted as part of a social media strategy and how a digital image affects its performance. The sales landscape has changed: buyers have more power, relationships are based on two-way communication, and customer-centric technologies have enabled users to create, share, and converse about content over the Internet. A “healthy” digital image is based on the attributes of a LinkedIn company ...


The Most Powerful Mouse In The World : The Globalization Of The Disney Brand, Michaela J. Robbins 2014 University of Tennessee, Knoxville

The Most Powerful Mouse In The World : The Globalization Of The Disney Brand, Michaela J. Robbins

University of Tennessee Honors Thesis Projects

No abstract provided.


The Impact Of Consumer Product Package Quality On Consumption Satisfaction, Brand Perceptions, Consumer Investment And Behavior, Jeffrey S. Hess PhD, Jay Singh, Lynn E. Metcalf, Jeffrey Danes PhD 2014 Rochester Institute of Technology

The Impact Of Consumer Product Package Quality On Consumption Satisfaction, Brand Perceptions, Consumer Investment And Behavior, Jeffrey S. Hess Phd, Jay Singh, Lynn E. Metcalf, Jeffrey Danes Phd

Journal of Applied Packaging Research

Consumer product packaging can serve a critical role in the consumption experience, but marketing and packaging science researchers focus primarily on pre and post-consumption aspects of consumer product containers. Exhaustive research into packing ergonomics, logistics, safety, sustainability and promotional features are common across marketing and packaging disciplines, but research isolating the role of a packaging in consumption satisfaction and enduring consumer-brand relationships is rare. In addition to an undervalued role in product satisfaction, functional isolation between marketing and packaging scientists limits packaging’s overall impact on the bottom line.

This research examines the role of bottle quality in bottled-water consumption ...


The Relationship Between Fashion Blogs And Intention To Purchase And Word Of Mouth Behavior, Cassidy L. Vineyard 2014 University of Nebraska - Lincoln

The Relationship Between Fashion Blogs And Intention To Purchase And Word Of Mouth Behavior, Cassidy L. Vineyard

Textiles, Merchandising and Fashion Design: Dissertations, Theses, & Student Research

Blogs are an influential social media platform and a powerful marketing tool (Hsu & Tsou, 2011). A corporate fashion blog is an online product community. Online product communities established by retailers enable customers to interact with the company as well as amongst themselves (Nambisan & Watt, 2011). Online communities are a social space wherein relationships and ties are formed among the members and a common set of values and norms are established and shared (Nambisan & Watt, 2011).

The objective of this study was threefold. First it explored what factors shape readers’ intention to browse products on blogs. Based on a literature review ...


A Transformative Partnership Between Socially And Historically Disadvantaged Farmers, 1890 Land Grant Institutions, And Walmart, Walter A. Hill, Raymon Shange, Miles Robinson, Tasha M. Hargrove 2014 Tuskegee University

A Transformative Partnership Between Socially And Historically Disadvantaged Farmers, 1890 Land Grant Institutions, And Walmart, Walter A. Hill, Raymon Shange, Miles Robinson, Tasha M. Hargrove

Professional Agricultural Workers Journal

Ensuring a sustainable future for socially and historically disadvantaged farmers (SHDFs) remains a central mission of many 1890 land grant universities. As major corporations adopt socially responsible and sustainable policies they are exploring new partnerships, including those with the aforementioned farmers and institutions. This article explores the opportunity presented by the partnership between Tuskegee University and Walmart during 2011, 2012, and 2013 that focused on assisting SHDFs to work together to expand their produce marketing opportunities to include large commercial retailers. This article provides perspective for the articles that follow in this issue of the Professional Agricultural Workers Journal (PAWJ ...


My Data Manager App, Customer Care 2014 SelectedWorks

My Data Manager App, Customer Care

Mobidia, Inc.

my data manager app, data manager app


A Reusable Wine Package That Also Serves As A Wine Rack, Mariah Cochiolo 2014 California Polytechnic State University

A Reusable Wine Package That Also Serves As A Wine Rack, Mariah Cochiolo

Graphic Communication

The purpose of this study was to design and create a prototype of a reusable wine package that would be used primarily to transport a bottle of wine home, but also serve as a piece to build a wine rack when it reaches the consumer’s home.

This study investigated the factors to take into consideration when designing a wine package and coming up with a plan to build a product that met all those needs. One hundred questionnaires were sent to people over the age of twenty one to find out what they thought of the prototype and idea ...


Competitive Marketing Strategy: A Best Practices Examination Of Convention Hotels In San Francisco, Jennifer Hardy 2014 California Polytechnic State University

Competitive Marketing Strategy: A Best Practices Examination Of Convention Hotels In San Francisco, Jennifer Hardy

Recreation, Parks, and Tourism Administration

The expansion of convention hotels in metropolitan areas has been steadily increasing in recent years. This expansion causes competition between hotels in the same market. The purpose of this study was to examine the best practices for competitive marketing strategies used by convention hotels in San Francisco. The hotels studied were: Westin St. Francis, Fairmont Hotel, Ritz-Carlton, and Four Seasons. These organizations were analyzed based on several questions developed by the researcher. Data were collected from organizational websites and social media pages. The results demonstrate that the companies use many similar marketing practices. In order to market themselves more competitively ...


The Online Advertising And Tracking Industry: Technology, Business Model, And Market Structure, Henk LM Kox 2014 SelectedWorks

The Online Advertising And Tracking Industry: Technology, Business Model, And Market Structure, Henk Lm Kox

Henk LM Kox

This research note provides information on the Internet advertising and tracking industry: market structure, business model, targeting technologies, performance criteria, payment structures, main welfare aspects, and recent market trends.


An Analysis Of Nontechnical Game Theory On Laboratory Sales Trainees In Saudi Arabia, Akram Abdul Cader 2014 Walden University

An Analysis Of Nontechnical Game Theory On Laboratory Sales Trainees In Saudi Arabia, Akram Abdul Cader

International Journal of Applied Management and Technology

The purpose of this case study was to analyze 6 months of training application in a nontechnical game theory setting. Three laboratory sales trainees were studied using training reports that logged their strategic decisions and the amount of sales they obtained from their clients. A pure strategy game theory analysis was conducted on the decisions by the sales trainees. Two types of strategies were derived from the study: (a) allocentric and (b) egocentric. The egocentric strategies yielded higher personal payoffs, while the allocentric strategies yielded higher organizational payoffs. Training intervention was withheld during the 6-month period in order to allow ...


Beyond “Halo”: The Identification And Implications Of Differential Brand Effects Across Global Markets, Randle D. Raggio, William C. Black, Robert P. Leone 2014 University of Richmond

Beyond “Halo”: The Identification And Implications Of Differential Brand Effects Across Global Markets, Randle D. Raggio, William C. Black, Robert P. Leone

Marketing Faculty Publications

Purpose – The purpose of this paper is to investigate whether brands impact consumer evaluations in ways other than a consistent halo and the degree to which consumers use both overall brand information along with detailed attribute-specific information to construct their evaluations.

Design/methodology/approach – The authors decompose consumer evaluations of brand benefits into overall brand and detailed attribute-specific sources through a standard CFA approach. Data cover 55 brands in four product categories sold in nine global markets.

Findings – Halo effects are rare in global CPG markets. The authors identify the presence of differential brand effects in eight of nine global ...


The Influence Of Mobile Website Quality On Consumer Satisfaction And Behavior, Xiuyuan Gao 2013 University of Nebraska - Lincoln

The Influence Of Mobile Website Quality On Consumer Satisfaction And Behavior, Xiuyuan Gao

Textiles, Merchandising and Fashion Design: Dissertations, Theses, & Student Research

Mobile shopping has grown into a huge market and an increasing number of consumers have begun to use mobile websites to shop. Therefore, how mobile shopping websites provide good shopping to customers is significant. The object of this study is to relate factors of website quality to college students’ satisfaction with mobile shopping experiences, which in turn influence their intentions to return to the website and/or to purchase on the website. Five dimensions of website quality, which were information quality, navigation, visual appeal, response time and interactivity, were selected in this study. The model of self-regulatory process (Bagozzi, 1992 ...


Are Employees Motivated To Be Brand Champions? Investigating The Missing Link In Internal Brand Management., Lina Xiong, Ceridwyn King 2013 Marshall University

Are Employees Motivated To Be Brand Champions? Investigating The Missing Link In Internal Brand Management., Lina Xiong, Ceridwyn King

Management Faculty Research

The role of employees in delivering brand promise to customers is well-known and internal brand management (IBM) is a popular practice to develop positive employee brand attitude and behavior. However, the exact process of how employees internalize the brand value and transform it into their brand performance is unclear in current literature. Through an extensive inter-disciplinary literature review, this conceptual paper delineated three key factors (i.e., employee perceived brand knowledge, relevance, and value congruence) in this employee brand internalization process and suggested the impact of each factor in developing employee internal motivation to contribute to the brand success.


The Effects Of Pricing On The Sales Force And The Firm: A Strategic View, Wendy Ritz 2013 Kennesaw State University

The Effects Of Pricing On The Sales Force And The Firm: A Strategic View, Wendy Ritz

Dissertations, Theses and Capstone Projects

Previous research has examined the dysfunctional relationships often encountered between marketing and sales, and the importance of cooperation and coordination between these two functional areas. But no prior studies have investigated the consequences of misaligned pricing and sales force compensation strategies that emerge from these two functional areas. This dissertation examines the impact of the firm’s pricing strategy on the sales force, and evaluates the importance of identifying the misalignment of goals of the pricing and sales force compensation strategies as a potential root cause of disappointing program outcomes. Essay 1 uses in-depth qualitative interviews with business-to-business (B2B) salespeople ...


Compensation And Price Delegation For Heterogeneous Sales Force, Jian CHEN, Hongyan XU, Liming LIU 2013 Lingnan University

Compensation And Price Delegation For Heterogeneous Sales Force, Jian Chen, Hongyan Xu, Liming Liu

Hong Kong Institute of Business Studies Working Paper Series

A heterogeneous sales force may not be as desirable as a homogeneous sales force for two reasons: premiums are required for all except from one agent type, and only the highest type would work as hard as though they were from a homogeneous sales force. This study revisits the heterogeneous sales force compensation and price delegation problem with type-dependent reservation. We find that an equilibrium separating or pooling compensation contract always exists. Different types of agents may receive premiums, and there are scenarios when no premiums are paid. Retaining centralized pricing provides a tool for regulating agent behavior. More than ...


The Specification Of Store Environments: The Role Of Design-Architecture In The Development Of Retailer Brand Loyalty, John Murray, Jonathan Elms Dr. 2013 Dublin Institute of Technology

The Specification Of Store Environments: The Role Of Design-Architecture In The Development Of Retailer Brand Loyalty, John Murray, Jonathan Elms Dr.

Conference proceedings

This paper proposes a conceptual framework for the inclusion of the aesthetic in the study of retail branding. It proposes modifications to the Mehrabian & Russell (1974) stimulus-organism-response model which characterises most approaches to the holistic study of store environments. Store prototype and retailer attachment are among the global and attribute level variables that could together with collative variables such as novelty and complexity help explain retail brand loyalty. The framework is exploratory and aims to add to existing knowledge on the dynamic, situated, perceptive processes at hand when consumers are exposed to the multitude of cues and messages typically contained ...


Women And Their “Food Time” An Investigation Into Food Purchases, Preparation, And Consumption Atmosphere Using Smartphone Survey Technology, Garland Jaeger 2013 California Polytechnic State University

Women And Their “Food Time” An Investigation Into Food Purchases, Preparation, And Consumption Atmosphere Using Smartphone Survey Technology, Garland Jaeger

Master's Theses and Project Reports

Women’s food purchasing and eating habits have been studied in detail, but are still not entirely understood. Prior research has sought to segment the female food shopper market, but typically use only demographic characteristics. In this study, fifty females were recruited in San Luis Obispo, CA from March 2012 to May 2012 to keep an electronic food-time diary for one week. By collecting information through surveys distributed using a smartphone application, SurveySwipe, the study investigated the amount of time expended for each meal, as well as the manner in which the meal was prepared or purchased, and the context ...


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