Open Access. Powered by Scholars. Published by Universities.®

Sales and Merchandising Commons

Open Access. Powered by Scholars. Published by Universities.®

272 Full-Text Articles 389 Authors 208,636 Downloads 56 Institutions

All Articles in Sales and Merchandising

Faceted Search

272 full-text articles. Page 1 of 8.

Profit-Motive And Self-Interest May Require A Demand-Pull Strategy To Reduce Textbook Costs For Students, Anthony J. Cataldo II, Brian J. Halsey 2015 West Chester University of Pennsylvania

Profit-Motive And Self-Interest May Require A Demand-Pull Strategy To Reduce Textbook Costs For Students, Anthony J. Cataldo Ii, Brian J. Halsey

Accounting Faculty Publications

No abstract provided.


7 Tips To Grow Your Rural Business With Purpose And Meaning, Connie I. Reimers-Hild, Alyssa Dye 2015 University of Nebraska-Lincoln

7 Tips To Grow Your Rural Business With Purpose And Meaning, Connie I. Reimers-Hild, Alyssa Dye

Community Vitality Initiative Collections

No one can predict the future; however, rural entrepreneurs and business owners can use a future-focused leadership approach, which includes examining megatrends, to shape the future of their businesses. Megatrends are global shifts that influence society, the economy and the environment. The purpose of this article is to help rural entrepreneurs discover ways to grow their businesses with Living with Purpose and Meaning Megatrend.


Rugged & Exciting: Examining The Personality Of A Mixed Martial Arts Brand, Jason D. Reese 2015 Stephen F Austin State University, Department of Management, Marketing, And International Business

Rugged & Exciting: Examining The Personality Of A Mixed Martial Arts Brand, Jason D. Reese

Bright Ideas Conference

The purpose of this study was two-­‐fold: (a) to iden4fy the brand personality associated with a mixed mar4al arts (MMA) brand, and (b) compare perceived brand personality dimensions among different consumer groups. There is a paucity of literature that assesses brand personality and MMA. This study was the first to apply the five dimensions of brand personality presented by Aaker (1997) to the Ul4mate Figh4ng Championships brand. In order to compare brand personali4es based on involvement, there must be an understanding of involvement and its concepts as well as the history of the sport. Three hypotheses regarding high and ...


Differing Effects Of Goals On Sales Control Systems And Multifaceted Job Satisfaction, Anne Gottfried 2015 Kennesaw State University

Differing Effects Of Goals On Sales Control Systems And Multifaceted Job Satisfaction, Anne Gottfried

Doctor of Business Administration Dissertations

This research empirically explored the differing effects of both quantitative and qualitative goals on sales force motivation in the context of sales force control systems and the various facets of job satisfaction. An interactive sales controls–goal systems model was presented with the objective of more clearly understanding what is going on inside the black box. Relevant to this study was capturing all seven facets of the INDSALES scale. Given the limitations of global measures of job satisfaction, this investigation more fully explained the relationships among types of sales force control systems on multifaceted job satisfaction than what currently exists ...


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 ...


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 Dissertations

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 ...


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 Dissertations

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 ...


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 ...


Old Style Havana Rum: Start Up Plan, Bryan S. Midlik 2015 University of Akron

Old Style Havana Rum: Start Up Plan, Bryan S. Midlik

Honors Research Projects

Old Style Havana Rum Start Up Plan includes the market analysis and feasibility of creating start up rum company in North East Ohio. A rum industry analysis helps lead to a creative start up strategy and a first year financial plan for what will be a new liquor on the market.


Folgers: The New Era Of Coffee, Anthony J. Jakubowski, Danielle Hickman, Annie Pang, Adrianna Hartman, Alex Naragon 2015 The University Of Akron

Folgers: The New Era Of Coffee, Anthony J. Jakubowski, Danielle Hickman, Annie Pang, Adrianna Hartman, Alex Naragon

Honors Research Projects

The primary purpose of this paper is to discuss the repositioning of the Folgers brand through a new and improved Brand Pyramid and two strategic recommendations. In order to come to these conclusions, the group utilized secondary research to gain a background on the coffee industry as a whole, the acquisition of the Folgers brand by Smucker’s, the competition relative to Folgers in the coffee market, a social media analysis focusing on the competitors, and finally research regarding the Millennial generation. The conclusions from this secondary research led to the methodology used in order to come up with the ...


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 Framework For Classifying The Content Of Online Reviews Of Formalwear Rented Online, Ellen McKinney, Eonyou Shin 2014 Iowa State University

A Framework For Classifying The Content Of Online Reviews Of Formalwear Rented Online, Ellen Mckinney, Eonyou Shin

Apparel, Events and Hospitality Management Conference Proceedings and Presentations

While online reviews are regarded as a key ingredient in product success, little is known about the content of online reviews of apparel products. This study focuses on online reviews found on Rent the Runway (RTR), a very successful firm, which provides consumers who want to wear designer formalwear for special occasions the opportunity to rent at a fraction of the retail price. Researching content of online reviews is important as it allows understanding of the evaluative criteria consumers use and report in online reviews. However, there has been no study to date to investigate online reviews of formalwear rented ...


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 ...


"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 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 ...


The Proactive Behavior Of Younger Salespeople: Antecedents And Outcomes, Michael Mallin, Charles Ragland, Todd A. Finkle 2014 University of Toledo

The Proactive Behavior Of Younger Salespeople: Antecedents And Outcomes, Michael Mallin, Charles Ragland, Todd A. Finkle

Todd A Finkle

The purpose of this study is to model and test some of the antecedents (individual characteristics) and outcomes (selling performance) of proactive behavior among younger salespeople. Using social cognitive theory agency perspective, we extend the existing proactive behavior literature into the sales domain. We sampled 278 industrial salespeople and tested a model to confirm that younger salespeople tend to engage in proactive behaviors when they are intrinsically motivated, confident in the tasks of selling, and willing to take risks. Proactive behavior, in turn, resulted in our salesperson sample demonstrating high levels of behavior performance and job involvement. Our findings may ...


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 ...


Digital Commons powered by bepress