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Sales and Merchandising Commons

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Consumer Perception Of Tactile Packaging: A Research Study On Preferences Of Soft Touch And Hi Rise Coatings In Cosmetic Packaging, Malcolm G. Keif Ph.D., Colleen Twomey, Andrea Stoneman 2015 California Polytechnic State University - San Luis Obispo

Consumer Perception Of Tactile Packaging: A Research Study On Preferences Of Soft Touch And Hi Rise Coatings In Cosmetic Packaging, Malcolm G. Keif Ph.D., Colleen Twomey, Andrea Stoneman

Journal of Applied Packaging Research

A choice-based conjoint study was conducted sampling 400 individuals to determine their preference for Soft Touch and raised tactile coatings, which are sometimes called Hi Rise or profile coatings. Soft Touch coatings have a velvety, warm feel to them, and Hi Rise coatings simulate embossing with a glossy appearance to them. Both are considered tactile coatings, engaging the sense of touch.

Demographic profile data, level of agreement about statements related to cosmetic packaging and packaging choice set selections were collected. The conjoint sets contained three attributes: design color, tactile coatings, and price.

Design choice was split. Approximately half of the ...


Sales And Operations Planning: A Performance Framework, Scott C. Ambrose 2015 Kennesaw State University

Sales And Operations Planning: A Performance Framework, Scott C. Ambrose

Doctor of Business Administration

Despite a robust body of practitioner-oriented literature focused on the importance of balancing customer demand with product supply within companies, there is very little empirical research suggesting how to achieve it. Sales and Operations planning (S&OP) is a tactical approach meant to help firms accomplish demand and supply balance at aggregate levels. While guidebooks authored by consultants suggest best practices that lead to S&OP success, many experts agree that companies have fallen short of achieving the anticipated benefits. Carried out by cross-functional teams, S&OP entails getting people from different thought worlds to work toward a common goal ...


Why Empowering Salespeople Is A Double Edge Sword, Lucy Matthews 2015 Kennesaw State University

Why Empowering Salespeople Is A Double Edge Sword, Lucy Matthews

Doctor of Business Administration

Salespeople in business-to-business markets are given autonomy to manage firms’ relationships with their customers. This autonomy implies that salespeople are responsible for making decisions that not only benefit but may also adversely impact customers (e.g., offer an account preferential treatment vs. terminate an established account). While numerous studies establish that autonomy (a critical facet of empowerment) has a positive impact on sales employee’s job outcomes, this study investigates the possibility that salesperson autonomy also has undesirable effects on salesperson job outcomes because it makes them responsible for decisions that have adverse consequences on the customers they are charged ...


Dispersion Of Marketing Capabilities: Impact On Marketing’S Influence And Business Unit Outcomes, Michael T Krush, Ravipreet Sohi, Amit Saini 2015 North Dakota State University - Main Campus

Dispersion Of Marketing Capabilities: Impact On Marketing’S Influence And Business Unit Outcomes, Michael T Krush, Ravipreet Sohi, Amit Saini

Marketing Department Faculty Publications

The marketing function of firms continues to evolve into many configurations, including the dispersion of marketing capabilities. This study evaluates the effects on the marketing function’s influence when marketing capabilities are dispersed across multiple boundaries. Using a sample of marketing executives, we study the effects of two forms of marketing capabilities dispersion: intra-organizational dispersion and inter-organizational dispersion. We examine the impact of these forms on marketing’s perceived influence within the firm. We also investigate marketing’s influence on customer responsiveness, along with three distal outcomes: marketing strategy implementation success, relationship portfolio effectiveness, and business unit performance. Our findings ...


Acknowledgements/Image Credits, Molly Lynde-Recchia 2014 Western Michigan University

Acknowledgements/Image Credits, Molly Lynde-Recchia

Transference

No abstract provided.


Managing The Brand: Administrative Structure Of The Hidden Profession Of Collegiate Trademark Licensing, Katrina M. Phelps 2014 University of Tennessee - Knoxville

Managing The Brand: Administrative Structure Of The Hidden Profession Of Collegiate Trademark Licensing, Katrina M. Phelps

Masters Theses

This study analyzes the current state of collegiate trademark licensing departments through first-hand accounts from current or past licensing professionals. Semi-structured interviews were conducted to understand current issues that are facing the licensing industry, particularly focusing on internal organizational structure of collegiate trademark licensing departments at institutes of higher education. Eleven participants, including licensing agents, licensees, licensing directors, and licensing experts were interviewed and the following themes emerged. Trademark licensing is a hidden profession, with little education available about the industry. Programs have greatly evolved over recent decades, but institutional infrastructure still lags in the appropriate assets and resources to ...


All-Pay Auctions With Pre- And Post-Bidding Options, Fredrik Ødegaard, Chris K. Anderson 2014 Western University

All-Pay Auctions With Pre- And Post-Bidding Options, Fredrik Ødegaard, Chris K. Anderson

Articles and Chapters

Motivated by the emergence of online penny or pay-to-bid auctions, in this study, we analyze the operational consequences of all-pay auctions competing with fixed list price stores. In all-pay auctions, bidders place bids, and highest bidder wins. Depending on the auction format, the winner pays either the amount of their bid or that of the second-highest bid. All losing bidders forfeit their bids, regardless of the auction format. Bidders may visit the store, both before and after bidding, and buy the item at the fixed list price. In a modified version, we consider a setting where bidders can use their ...


He Creators A Look At The Changing Work Of Potters And The Future Of Their Craft In Thimi, Nepal, Natalie Silver 2014 SIT Study Abroad

He Creators A Look At The Changing Work Of Potters And The Future Of Their Craft In Thimi, Nepal, Natalie Silver

Independent Study Project (ISP) Collection

The Newari sur-name Prajapati has been associated with those who are of the potter caste in the Kathmandu valley. In the past 30 years ceramics in the historic pottery town of Thimi has changed drastically from being an essential and necessary craft and the only occupation for Prajapatis, to a struggling population of visually aging potters. This paper examines the workshop Everest Pottery in Thimi nepal as a case study for the state of ceramics in Thimi today. The author traces the origins of the workshop's founder Shiva Prajapati and examines the shift that Shiva made from traditional Newari ...


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 Impact Of Local On Meat Purchasing Decisions, Steven McLennan 2014 California Polytechnic State University - San Luis Obispo

The Impact Of Local On Meat Purchasing Decisions, Steven Mclennan

Master's Theses and Project Reports

The research examines the target market for a meat product produced by the local university. Further, desirable attributes of meat and how consumers definition of “locally produced and/or raised” are identified. A total of 290 personal interviews were completed in San Luis Obispo County, California on the consumers’ willingness to purchase Cal Poly meat. Likely purchasers are found to be 31 percent of the San Luis Obispo population. The target buyer of Cal poly meat products are both male and females, who tend to be older, and make more than $60,000 a year. Local is defined by 31 ...


"Let's Go Shopping At The Square" Cleveland's Leading Downtown Department Stores: A Business Legacy, Richard Klein 2014 Cleveland State University

"Let's Go Shopping At The Square" Cleveland's Leading Downtown Department Stores: A Business Legacy, Richard Klein

Cleveland Memory

This book is a tribute to the eight major downtown Cleveland department stores and their many loyal customers. For over 150 years, these large stores dominated the local retail scene. They represented exciting places that not only provided a full range of goods and services all under one roof, but also, offered a special shopping adventure every time their customers visited.


The Investigation Of Product Involvement In Shopping Behaviors Among Male College Students, Jung-Im Seo, Grace W. Namwamba 2014 Southern University and A&M College

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 Kerr Management LLC

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 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 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 Montana State University

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 - San Luis Obispo

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 - Columbia

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 ...


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