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Cause-Related Marketing: The Effect Of Checkout Charity Requests On Consumer Donation Behavior, Brian R. Kinard, Minerva Lacal Pardo 2017 University of North Carolina - Wilmington

Cause-Related Marketing: The Effect Of Checkout Charity Requests On Consumer Donation Behavior, Brian R. Kinard, Minerva Lacal Pardo

Atlantic Marketing Journal

The aim of this research was to understand better consumer reactions to donation requests when making point of purchase decisions. A between-subjects full factorial design manipulated product type (goods/services), consumption experience (frivolous/practical), and product/cause fit (strong/weak). In line with prior research (e.g., Chang, 2008; Savary et al, 2015; Strahilevitz & Myers, 1998), a scenario-based approach was employed to assess responses to the CRM manipulations. A total of 241 subjects participated in the study. Our results mirror extant research evidence on the positive effects of pairing frivolous products with donation requests. In that, positive donation behavior largely ...


Couples Sleeping Apart--Separate Master Bedrooms And The Impact On The Real Estate And Related Markets, John E. Crawford 2017 Lipscomb University

Couples Sleeping Apart--Separate Master Bedrooms And The Impact On The Real Estate And Related Markets, John E. Crawford

Atlantic Marketing Journal

Sleeping is a fundamental individual human need. However, most adults fulfill this need by sleeping with a partner, a behavior particularly true for married couples. A trend of couples choosing to sleep apart has emerged in recent years. For reasons practical and personally beneficial or preferred, a growing number of couples are choosing to have a home with two master bedrooms--one for him and one for her, each furnished according to the needs and tastes of the partners. Thus, some homes are being built with two master bedrooms, others are being modified to have two master bedrooms, and new empty ...


The Narcissistic Salesperson: A Framework Of Their Relationships With Job Satisfaction, Organizational Commitment, And Customer Orientation, J. Garry Smith 2017 University of Houston Downtown

The Narcissistic Salesperson: A Framework Of Their Relationships With Job Satisfaction, Organizational Commitment, And Customer Orientation, J. Garry Smith

Atlantic Marketing Journal

Narcissistic salespersons can have detrimental effects on customer relationships and voluntary turnover. These impediments to organizational effectiveness occur through their relationships with customers, coworkers, supervisors, and the organization. Conversely, narcissistic salespersons also possess some attractive salesperson characteristics such as charm, resilience, confidence, competitiveness, and initial likeability. In this paper, I draw from the psychology, marketing, sales, and organizational literatures to develop a conceptual framework which illustrates the relationships of narcissistic salespersons with customers and critical job-related attitudes that affect their relationship with the organization. Specifically, this framework contains empirically testable proposed relationships between narcissism and the following specific outcomes of ...


Viewbook, 2017-2018, Office of Communications & Marketing, Morehead State University. 2017 Morehead State University

Viewbook, 2017-2018, Office Of Communications & Marketing, Morehead State University.

Communications and Marketing Publications Archive

Viewbook of Morehead State University for 2017-2018.


Male Breadwinner Ideology And The Inclination To Establish Market Relationships: Model Development Using Data From Germany And A Mixed-Methods Research Strategy, Michaela Haase, Ingrid Becker, Alexander Nill, Clifford J. Shultz II, James W. Gentry 2017 Freie Universität Berlin

Male Breadwinner Ideology And The Inclination To Establish Market Relationships: Model Development Using Data From Germany And A Mixed-Methods Research Strategy, Michaela Haase, Ingrid Becker, Alexander Nill, Clifford J. Shultz Ii, James W. Gentry

Clifford J Shultz

A pattern found in many marketing systems, “male breadwinning,” is contingent upon overlapping and shared ideologies, which influence the economic organization and thus the type and number of relationships in those systems. Implementing a mixed-methods research methodology, this article continues and extends previous work in macromarketing on the interplay of markets, ideology, socio-economic organization, and family. A qualitative study illuminated the main ideologies behind male breadwinning and a model was developed to advance the theoretical analysis of the phenomenon of male breadwinning. An experiment in the form of a vignette study was subsequently designed and administered. The qualitative study and ...


2017 Fall Convocation Program, Office of Communications & Marketing, Morehead State University. 2017 Morehead State University

2017 Fall Convocation Program, Office Of Communications & Marketing, Morehead State University.

Communications and Marketing Publications Archive

Fall convocation program held on August 9, 2017.


An Empirical Application Of Laboratory Experimental Auctions In Marketing Research, Dale J. Menkhaus, George W. Borden, Glen D. Whipple, Elizabeth Hoffman, Ray A. Field 2017 University of Wyoming

An Empirical Application Of Laboratory Experimental Auctions In Marketing Research, Dale J. Menkhaus, George W. Borden, Glen D. Whipple, Elizabeth Hoffman, Ray A. Field

Elizabeth Hoffman

A laboratory experimental auction was used to determine factors influencing the relative value consumers place on alternative retail beef packaging. Results indicate information is very important for the successful introduction and marketing of the vacuum skin package. Physical appearance of the beef plays a major role in purchasing decisions by consumers, with fat and shape significantly decreasing the value of beef in the vacuum skin package relative to beef in the overwrapped styrofoam tray package. Experimental economics procedures, when combined with traditional marketing research techniques, can provide useful information for marketing decisions and economic analyses.


When A Satisfactory Price Beats A Maximal Mark-Up, Singapore Management University 2017 Singapore Management University

When A Satisfactory Price Beats A Maximal Mark-Up, Singapore Management University

Perspectives@SMU

Firms that share their gains enjoy ongoing mutual benefits


A Further Empirical Investigation Into The Semantic Meaning Of Advertising Price References, Jeffrey Gutenberg, James M. Quinn 2017 SUNY Geneseo

A Further Empirical Investigation Into The Semantic Meaning Of Advertising Price References, Jeffrey Gutenberg, James M. Quinn

Atlantic Marketing Journal

Abstract This study extends a well-known investigation of the meaning to consumers of commonly used comparative advertising pricing claims (e.g. “compare at”) by employing a broader demographic representation of respondents than the student sample which was used in the original research. Large and statistically significant differences were found between the two groups of respondents yet the main implications for practitioners remain the same.


Impact Of Photo Angle On Food Perceptions And Evaluation, Austin B. Jacobs 2017 University of San Diego

Impact Of Photo Angle On Food Perceptions And Evaluation, Austin B. Jacobs

Undergraduate Honors Theses

Food photography is an increasingly popular phenomenon, especially on social media. There are over 215 million photos on Instagram with the hashtag “food.” There is a growing trend to showcase the food on social media, as both health and “food art” has become part of popular culture. The purpose of this project is to explore how the photo angle utilized in the image influences a number of consumer outcomes, including evaluations of the food itself, the company, and desire to interact with the image. Specifically, pictures of food commonly employ either a three-quarter downward looking angle (as if you were ...


The Warm Glow Of Restaurant Checkout Charity, Michael D. Giebelhausen, Benjamin Lawrence, HaeEun Helen Chun, Liwu Hsu 2017 Cornell University School of Hotel Administration

The Warm Glow Of Restaurant Checkout Charity, Michael D. Giebelhausen, Benjamin Lawrence, Haeeun Helen Chun, Liwu Hsu

Articles and Chapters

Checkout charity is a phenomenon whereby frontline employees (or self-service technologies) solicit charitable donations from customers during the payment process. Despite its growing ubiquity, little is known about this salient aspect of the service experience. The present research examines checkout charity in the context of fast-food restaurants and finds that, when customers donate, they experience a “warm glow” that mediates a relationship between donating and store repatronage. Study 1 utilizes three scenario-based experiments to explore the phenomenon across different charities and different participant populations using both self-selection and random assignment designs. Study 2 replicates with a field study. Study 3 ...


The Sustainable Future Of The Fashion Industry, Zhanna Kutsenkova 2017 Dominican University of California

The Sustainable Future Of The Fashion Industry, Zhanna Kutsenkova

Scholarly & Creative Works Conference 2018

Sustainable fashion is a recent movement within the fashion industry that aims to reduce textile waste and environmental depletion while increasing ethical treatment of workers; the goal is to slow down the global production and consumption process in order to form an industry that will be more sustainable in the long run. Along with the development of more socially and eco-conscious production and marketing practices, there is still room for the sustainable fashion movement to grow beyond its current scope. With the support of growing information networks and brand transparency consumers will be better equipped than ever before to make ...


Seeing Things: How Companies Use Psychological Tricks To Influence Your Spending, Max Kantor 2017 Georgia State University

Seeing Things: How Companies Use Psychological Tricks To Influence Your Spending, Max Kantor

Georgia State Undergraduate Research Conference

No abstract provided.


Exchange And Refund Of Complementary Products, Yoonju HAN, Sandeep R. CHANDUKALA, Hai CHE 2017 Indiana University - Bloomington

Exchange And Refund Of Complementary Products, Yoonju Han, Sandeep R. Chandukala, Hai Che

Research Collection Lee Kong Chian School Of Business

A common dilemma a consumer faces during product return pertains to the decision of exchanging the product or obtaining a refund. This issue becomes even more salient for durable goods, when the initial purchase involves complementary products from different categories. This research examines consumer’s trade-off decision between returning and keeping complementary products by exploring various retail actions (using umbrella branded products (UBP)) and customer characteristics. We also investigate the trade-off between product exchange and refund when consumer returns a product. We find interesting extensions to past research wherein UBP are returned less and result in greater exchange than refund ...


Building Sales People: Recommendations For The Development Of A Professional Sales Mentorship Program, Karen Hood Hopkins, Christopher D. Hopkins 2017 Eastern Kentucky University

Building Sales People: Recommendations For The Development Of A Professional Sales Mentorship Program, Karen Hood Hopkins, Christopher D. Hopkins

EKU Faculty and Staff Scholarship

Companies will constantly need people to sell something for them. As Grant Cardone, author of Sell or Be Sold: How to Get Your Way in Business and in Life, puts it, "Great salespeople are literally the engine of every economy in the world." This is evident as the Bureau of Labor Statistics reports that over 13.6 million Americans are in sales and related occupations.

Looking at specific industries; the real estate sector is projected to grow faster than any other sales sector over the next decade, according to the Department of Labor. With a 14 percent growth rate expected ...


Usage-Based Versus Measure-Based Unit Pricing: Is There A Better Index Of Value?, Robert J. Kwortnik Jr., Elizabeth H. Creyer, William T. Ross 2017 Cornell University School of Hotel Administration

Usage-Based Versus Measure-Based Unit Pricing: Is There A Better Index Of Value?, Robert J. Kwortnik Jr., Elizabeth H. Creyer, William T. Ross

Robert J. Kwortnik

In many product categories, unit prices facilitate price comparisons across brands and package sizes; this enables consumers to identify those products that provide the greatest value. However in other product categories, unit prices may be confusing. This is because there are two types of unit pricing, measure-based and usage-based. Measure-based unit prices are what the name implies; price is expressed in cents or dollars per unit of measure (e.g. ounce). Usage-based unit prices, on the other hand, are expressed in terms of cents or dollars per use (e.g., wash load or serving). The results of this study show ...


Nostalgic Selling: The Louisville & Nashville Railroad And Its General Public Relations, Michael J. Landry 2017 Northeastern State University

Nostalgic Selling: The Louisville & Nashville Railroad And Its General Public Relations, Michael J. Landry

Atlantic Marketing Journal

This paper represents a case study of how to use historic events/artifacts in public relations and sales. It recounts how the Louisville & Nashville Railroad participated in the United States Civil War centennial celebrations by restoring a locomotive, the General, that was made famous in a daring raid conducted in that war. Using primary and secondary documents mainly from corporate archives including notes, operations manuals, public relations logs, measurements, corporate publications and oral history, the paper outlines the General’s iconic history, the purposes for its 1960s restoration to operation for the Civil War centennial, and the overarching marketing strategy ...


Job Shadowing Experiences As A Teaching Tool: A New Twist On A Tried And True Technique, Fred H. Mader, Deanna R. D. Mader, Elizabeth C. Alexander 2017 Marshall University

Job Shadowing Experiences As A Teaching Tool: A New Twist On A Tried And True Technique, Fred H. Mader, Deanna R. D. Mader, Elizabeth C. Alexander

Atlantic Marketing Journal

This article reports an innovative twist on the use of the job shadowing experience as a means not only to provide real-world exposure for the student, but also as a way to generate real-time data from the professionals to be utilized as a basis for class discussion. Reaction from both students and professionals has been overwhelmingly positive.


Field Trip! Assessing Business Student Interest In Plant Tours And Their Product Categories, Mark Mitchell, Gregory Turner, Robert Montgomery, Mark Hartley 2017 Coastal Carolina University

Field Trip! Assessing Business Student Interest In Plant Tours And Their Product Categories, Mark Mitchell, Gregory Turner, Robert Montgomery, Mark Hartley

Atlantic Marketing Journal

Business educators are challenged daily to provide fresh ideas in the classroom and to use new methods to stimulate active learning. One option is to use manufacturing plant tours, company museums, and company visitor centers to supplement traditional classroom activities. This manuscript details this growing type of tourism (known as Consumer Experience Tourism) and identifies the product categories of greatest interest to today’s students in Business and Economics. Business educators are encouraged to more fully embrace this under-utilized resource to promote active student learning and to select those destinations of greatest interest to their particular student audiences.


Controlling And Informational Planned Behavior: Self-Determination Theory And The Theory Of Planned Behavior, Jonathan P. Leavell 2017 Charlotte Metro FCU

Controlling And Informational Planned Behavior: Self-Determination Theory And The Theory Of Planned Behavior, Jonathan P. Leavell

Atlantic Marketing Journal

The purpose of this non-empirical paper is to explore the theoretical value of introducing constructs of self-determination theory (SDT) into the framework of the theory of planned behavior (TPB). Deci’s and Ryan’s (1985) formulation of SDT maintains an intrinsic focus while much of Ajzen’s (1985) TPB framework maintains an extrinsic focus. The incorporation of constructs based on an internal locus of causality may enhance the predictive power of TPB. Applications for practitioners and opportunities for further research are presented.


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