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Sales and Merchandising Commons

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A Comparative Analysis Of Training, Mentoring And Coaching In The Sales Environment: Evaluating The Impact Of Personal Learning On Role Ambiguity And Organizational Commitment, Shalonda K. Bradford 2014 Kennesaw State University

A Comparative Analysis Of Training, Mentoring And Coaching In The Sales Environment: Evaluating The Impact Of Personal Learning On Role Ambiguity And Organizational Commitment, Shalonda K. Bradford

Dissertations, Theses and Capstone Projects

The move towards a more knowledge-intensive sales market has increased the complexity of the sales job. Salespeople must continuously learn and grow to meet the evolving demands of the job. A critical concern for organizational leaders becomes identifying learning strategies to encourage salespeople to apply what they learn. Researchers have advanced multiple studies on the learning needs of salespeople, yet there is not a consensus as to the most effective mechanisms to increase learning transfer in the sales environment. To determine which knowledge tools better prepare the sales force for success, this study investigates whether training, mentoring and/or coaching ...


The Investigation Of Product Involvement In Shopping Behaviors Among Male College Students, Jung-Im Seo, Grace W. Namwamba 2014 Kennesaw State University

The Investigation Of Product Involvement In Shopping Behaviors Among Male College Students, Jung-Im Seo, Grace W. Namwamba

Atlantic Marketing Journal

We investigated the clothing shopping behaviors of male college students. This study is significant because there is limited published research on the shopping behavior of male college students in the area of two correlative product involvement and store type and yet, there is a large increase in market share of male apparel products. Male college students (n=285) were surveyed via questionnaire. MANOVA and ANOVA were used to analyze the data. This research revealed that male college students are highly concerned about their physical appearance and clothing. The findings of this study demonstrate that male college students have unique shopping ...


A Sound Idea: A Theory-Based Synthesis And Explanadum Supporting The Use Of Music In Marketing Strategy, Anthony H. Kerr, Neel Das 2014 Kennesaw State University

A Sound Idea: A Theory-Based Synthesis And Explanadum Supporting The Use Of Music In Marketing Strategy, Anthony H. Kerr, Neel Das

Atlantic Marketing Journal

A review and synthesis of research literature regarding the role and influence of music on advertising effectiveness and in-store shopper moods and behavior is presented. A conceptual model is presented, with strong theoretical support found in classical conditioning, information processing, involvement, and mood states literature. The authors posit that a retailer should use a dual, concomitant music strategy as a component of an overall advertising and in-store marketing promotion plan. This strategy is presented in what the authors refer to as the Music Affect Model. While using the positive affects of music on consumer purchasing behavior as its core source ...


Cross-Border Shopping: A Research Proposal For A Comparison Of Service Encounters Of Canadian Cross-Border Shoppers Versus Canadian Domestic In-Shoppers, Brian A. Zinser, Gary J. Brunswick 2014 SelectedWorks

Cross-Border Shopping: A Research Proposal For A Comparison Of Service Encounters Of Canadian Cross-Border Shoppers Versus Canadian Domestic In-Shoppers, Brian A. Zinser, Gary J. Brunswick

Brian A Zinser

The phenomenon known as out-shopping behavior (also known as intermarket patronage) is further explored and analyzed within the context of international cross-border consumer behavior. The authors provide an extensive literature review and a set of research hypotheses, as well as a suggested research methodology, and argue that this research will allow for significant contributions to the literature on out-shopping, international cross-border shopping, and services marketing.


Cross-Border Shopping: A Research Proposal For A Comparison Of Service Encounters Of Canadian Cross-Border Shoppers Versus Canadian Domestic In-Shoppers, Brian A. Zinser, Gary Brunswick 2014 Northern Michigan University

Cross-Border Shopping: A Research Proposal For A Comparison Of Service Encounters Of Canadian Cross-Border Shoppers Versus Canadian Domestic In-Shoppers, Brian A. Zinser, Gary Brunswick

Journal Articles

The phenomenon known as out-shopping behavior (also known as intermarket patronage) is further explored and analyzed within the context of international cross-border consumer behavior. The authors provide an extensive literature review and a set of research hypotheses, as well as a suggested research methodology, and argue that this research will allow for significant contributions to the literature on out-shopping, international cross-border shopping, and services marketing.


Exploring Consumer Nostalgia And Emancipation In Sports Consumption, Kyle C. Kors 2014 Big Sky Conference

Exploring Consumer Nostalgia And Emancipation In Sports Consumption, Kyle C. Kors

Skyline - The Big Sky Undergraduate Journal

This project utilizes empirical knowledge and the iterative process to explore the transformation process between consumer nostalgia and emancipation in sports consumption. We selected the cases to study because they presented fairly obvious examples of consumers desire to transform their consumption idiosyncrasies. Roller derby initially emphasizes emancipation, retro-styled bikes emphasize nostalgia, and people’s motivation for barefoot running falls between the two. All three of these activities contain elements of emancipation and nostalgia through transformative immersion. We explore these elements individually, and how and where they intersect.


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.


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 ...


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 Development And Production Of The Comodo Keeper, Ashley Cook 2014 University of South Carolina

The Development And Production Of The Comodo Keeper, Ashley Cook

Senior Theses

As a musician of large ensembles, I have seen the destruction the harsh sound of a metal mouthpiece cap falling onto the cold, hard floor can do to both the concentration of the members of the rehearsal as well as the mood of the conductor. Many saxophonists and clarinetists keep their mouthpiece caps on the edge of their flimsy music stands because during periods of rest, it is best to preserve the reed with the cap. However, with virtually every rehearsal I partake in, shuffling one’s music and grabbing pencils off the stand results in an accident. Witnessing this ...


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 ...


Unravelling The Consumer Brain: The Role Of Emotion In Purchase Behavior, Enrique Bello 2014 College of William and Mary

Unravelling The Consumer Brain: The Role Of Emotion In Purchase Behavior, Enrique Bello

Honors Theses

The present research used electroencephalography (EEG) measures to examine the neural mechanisms of purchase behavior. Specifically, this study examined how affective priming influences a purchase decision when brand and price are varied. Participants were presented with Yes/No purchase decision trials for 14 different grocery products- seven national brand and seven private label products- while EEG activity was recorded. Price was increased or decreased relative to a base reference price. Prior to product onset, an emotional prime was flashed. The prime was a positive, negative, or neutral image from the International Affective Picture System (IAPS). Main behavioral results showed that ...


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.


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