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Don’T Cut Your Marketing Budget In A Recession, Nirmalya KUMAR, Koen PAUWELS 2020 Singapore Management University

Don’T Cut Your Marketing Budget In A Recession, Nirmalya Kumar, Koen Pauwels

Research Collection Lee Kong Chian School Of Business

Most companies reduce spending in recessions, especially on marketing items that may be easier to cut (certainly relative to payroll). Right now, advertising agencies are struggling to stay afloat, and Google and Facebook are reporting substantially lower ad revenues as marketing spending dives with the business cycle (cyclical marketing). But that is today’s equivalent of bleeding – an old-fashioned but once widespread treatment that actually reduces the patient’s ability to fight disease. Companies that have bounced back most strongly from previous recessions usually did not cut their marketing spend, and in many cases actually increased it. But they did ...


Hoop Dreams: An Empirical Analysis Of The Gender Wage Gap In Professional Basketball, Hailey DiCicco 2020 Ursinus College

Hoop Dreams: An Empirical Analysis Of The Gender Wage Gap In Professional Basketball, Hailey Dicicco

Business and Economics Presentations

The gender wage gap is a very prominent point of discussion in the professional world, but in the sports world, it has taken the spotlight in recent years. One sport that has seen discussion and debate over salary differences is the National Basketball Association and Women’s National Basketball Association. In 2018, the average salary in the NBA was 6.4 million dollars, while the average salary in the WNBA was 71,635 dollars. A reason why these salaries are so differently is due to the amount of revenue that each league brings in. The NBA brings in roughly 7 ...


Remaking Retail In The Time Of Covid-19, Singapore Management University 2020 Singapore Management University

Remaking Retail In The Time Of Covid-19, Singapore Management University

Perspectives@SMU

Short of the successful development of a COVID-19 vaccine, the sight of retail stores re-opening for business is probably the best mood lifter. Not only do lockdown-weary consumers reclaim some vestige of normalcy, businesses reeling from months of decimated income can stem the red ink and perhaps even get back into the black.


Integrating Anticipative Replenishment-Allocation With Reactive Fulfillment For Online Retailing Using Robust Optimization, Yun Fong LIM, Song JIU, Marcus ANG 2020 Singapore Management University

Integrating Anticipative Replenishment-Allocation With Reactive Fulfillment For Online Retailing Using Robust Optimization, Yun Fong Lim, Song Jiu, Marcus Ang

Research Collection Lee Kong Chian School Of Business

Problem definition: In each period of a planning horizon, an online retailer decides on how much to replenish each product and how to allocate its inventory to fulfillment centers (FCs) before demand is known. After the demand in the period is realized, the retailer decides on which FCs to fulfill it. It is crucial to optimize the replenishment, allocation, and fulfillment decisions jointly such that the expected total operating cost is minimized. The problem is challenging because the replenishment-allocation is done in an anticipative manner under a “push” strategy, but the fulfillment is executed in a reactive way under a ...


Regional Household Economic Stress And Retail Sales Fluctuations, Thomas M. Fullerton Jr., Ana P. Gutierrez-Zubiate 2020 University of Texas at El Paso

Regional Household Economic Stress And Retail Sales Fluctuations, Thomas M. Fullerton Jr., Ana P. Gutierrez-Zubiate

Departmental Papers (E & F)

Economic stress indices are used to monitor business cycle conditions in several regions.Although the deployment of these tools is spreading, there have been relatively few efforts to empirically assess the performance of these gauges, especially at the regional level.This study takes advantage of one such index that is published monthly and has more than 15 years of historical data.Results obtained confirm an inverse relationship between household economic duress and retail sales activity, but it is not found to be statistically reliable over the long-run.Deviations from equilibrium are found to last for 142 months.More relevantly, a ...


Arbor Day Foundation Consultation, Frances Munro, Drew Spadaro, Trevor Lockard, Mason Smalley, Leigh Hanson, Demi van Reeuwijk 2020 University of Nebraska - Lincoln

Arbor Day Foundation Consultation, Frances Munro, Drew Spadaro, Trevor Lockard, Mason Smalley, Leigh Hanson, Demi Van Reeuwijk

Honors Theses, University of Nebraska-Lincoln

Over the past 4 months, our team at the University of Nebraska-Lincoln Business Honors Academy has been working directly with Nebraska’s own, Arbor Day Foundation, or Arbor Day, in hopes of applying our skill sets and mindsets to solve a pressing problem Arbor Day currently faces. We have been tasked with the challenge of identifying creative, scalable, and profitable new business ventures for Arbor Day that will aid the generation of new revenue sources. With these sources of revenue, Arbor Day desires to further inspire people to plant, nurture, and celebrate trees and in turn solve some of the ...


Sales Position Mobility: Exploring Women's Mobility In Sales Positions, Nyatasha Jackowicz 2020 Bryant University

Sales Position Mobility: Exploring Women's Mobility In Sales Positions, Nyatasha Jackowicz

Honors Projects in Marketing

This thesis consists of literature research and a survey study to answer the question "Is there a consistent movement over the course of a sales career from outside sales to inside sales among women" The survey will help find correlations between specific job qualities and how they link to inside and outside sales positions. The survey will find qualitative information on specific sales professional's career paths and provide an in-depth view on motivational and job factors that have also affected female salespeople's decisions to pursue inside sales roles over outside sales roles.


Non-Linear Modifications Of Black-Scholes Pricing Model With Diminishing Marginal Transaction Cost, Kaidi Wang 2020 William & Mary

Non-Linear Modifications Of Black-Scholes Pricing Model With Diminishing Marginal Transaction Cost, Kaidi Wang

Undergraduate Honors Theses

In the field of quantitative financial analysis, the Black-Scholes Model has exerted significant influence on the booming of options trading strategies. Publishing in their Nobel Prize Work in 1973, the model was generated by Black and Scholes. Using Ito’s Lemma and portfolio management methodology, they employed partial differential equation to provide a theoretical estimate of the price of European-style options.

This paper is interested in deriving non-linear modifications of the Black-Scholes model with diminishing marginal transaction cost.


When And How Frontline Service Employee Authenticity Influences Purchase Intentions, Lynn Matthews, Meike Eilert, Les Carlson, James W. Gentry 2020 Wichita State University

When And How Frontline Service Employee Authenticity Influences Purchase Intentions, Lynn Matthews, Meike Eilert, Les Carlson, James W. Gentry

Marketing Department Faculty Publications

In this manuscript, we investigate the central role of perceived frontline service employee (FSE) authenticity and the process by which it impacts purchase intentions, taking into account the represented brand's authenticity. While brand authenticity has previously been shown to enhance consumer outcomes, we find that FSE authenticity is a separate significant predictor of purchase intentions. Further, we find that FSE authenticity enhances purchase intentions by increasing perceived trust and perceived quality. However, this finding only holds for brands that do not emphasize their authenticity, indicating that brand managers should differentially emphasize FSE authenticity based on their brand's positioning ...


Should Retailers Integrate Their Offline And Online Channels? A Perspective Of Product Descriptions And Consumer Reviews, Qiyuan DENG, Xin FANG, Yun Fong LIM 2020 Singapore Management University

Should Retailers Integrate Their Offline And Online Channels? A Perspective Of Product Descriptions And Consumer Reviews, Qiyuan Deng, Xin Fang, Yun Fong Lim

Research Collection Lee Kong Chian School Of Business

We consider a retailer selling a single product to consumers through an offline (brick-and-mortar) channel and an online channel. The consumers in each channel are heterogeneous such that the product fits the tastes of only a fraction of these consumers. The retailer provides a product description for each channel to help the consumers assess whether the product fits their tastes. The two channels are either operated separately with different product description levels or integrated with a common product description level. We construct a two-period game-theoretical model in which the retailer optimizes the product description levels to maximize her expected profit ...


Looking Beyond The Millennium: Shifting Salesforce Priorities, Roberta J. Schultz 2020 Western Michigan University

Looking Beyond The Millennium: Shifting Salesforce Priorities, Roberta J. Schultz

Southern Business Review

Roberta J. Schultz, is an associate professor of marketing, Department of Marketing, Western Michigan University, Grand Rapids, MI.


Parent/Guardian Experience: How Schools Can Improve The Parent Experience And How That Leads To Positive Outcomes., Wesley H. Walters 2020 Wess Walters & Associates

Parent/Guardian Experience: How Schools Can Improve The Parent Experience And How That Leads To Positive Outcomes., Wesley H. Walters

National Youth-At-Risk Conference

Parent/Guardian eXperience: How creating an awesome Parent/guardian experience can lead to increased parent participation, and how parent participation leads to success of the student & the overall success of the school. The goal of this presentation is to engage parents in their child’s school experience by building a genuine connection with the school and a positive parent experience.


Customer Satisfaction Index Of Singapore 2019: Full Year Overview, Institute of Service Excellence, SMU 2020 Singapore Management University

Customer Satisfaction Index Of Singapore 2019: Full Year Overview, Institute Of Service Excellence, Smu

Research Collection Institute of Service Excellence

The Customer Satisfaction Index of Singapore (CSISG) computes customer satisfaction scores at the national, sector, sub-sector, and company levels. The CSISG serves as a quantitative benchmark of the quality of goods and services produced by the Singapore economy over time and across countries. The fourth quarter results mark the end of measurement for CSISG 2019. Singapore’s 2019 national score was computed using the data collected during these four quarters.


Social Media And University Enrollment: Can Social Media Be Used To Raise Awareness Of University Programs?, Hannah Nicole Starnes, Kelly Green Atkins 2020 East Tennessee State University

Social Media And University Enrollment: Can Social Media Be Used To Raise Awareness Of University Programs?, Hannah Nicole Starnes, Kelly Green Atkins

Atlantic Marketing Association Proceedings

No abstract provided.


2020 Spring Convocation Program, Morehead State University. Office of Communications and Marketing. 2020 Morehead State University

2020 Spring Convocation Program, Morehead State University. Office Of Communications And Marketing.

Communications and Marketing Publications Archive

Spring convocation program held on January 8, 2020.


Quantitative Model For Setting Manufacturer's Suggested Retail Price, Peter Byrd, Jonathan Knowles, Dmitry Andreev, Jacob Turner, Brian Mente, LaRoux Wallace 2020 Southern Methodist University

Quantitative Model For Setting Manufacturer's Suggested Retail Price, Peter Byrd, Jonathan Knowles, Dmitry Andreev, Jacob Turner, Brian Mente, Laroux Wallace

SMU Data Science Review

In this paper, we present a quantitative approach to model the manufacturer’s suggested retail price (MSRP) for children’s doll- houses and establish relationships among key features that contribute most to establishing MSRP. Determination of the MSRP is a critical step in how consumers respond with their wallets when purchasing an item. KidKraft, a global leader in toys and juvenile products, sets MSRP subjectively using product experts. The process is arduous and time consuming requiring the focus of specialized resources and knowledge of the interaction between key attributes and their impact on consumer value. An accurate prediction of MSRP ...


Body Language And Sales, Adam Puckett 2020 Georgia Southern University

Body Language And Sales, Adam Puckett

University Honors Program Theses

This area of research focuses on the link and association between body language and success in professional sales, and whether gestures have any relationship to perceptions of the salesperson’s ability and acumen. Utilizing collegiate sales competition videos taken from a university Sales program, the current study investigates and observes the link between nonverbal gestures, body language, and sales performance scores given by professional salespeople and sales recruiters. The results of this study hopes to suggest a relationship between gesture and perceptions of skillfulness within the sales interaction to the buyer or potential client. This, in turn, would have implications ...


The Effect Of University Sales Education On The First After-College Sales Job, Ilya Feldman 2020 University of New Hampshire

The Effect Of University Sales Education On The First After-College Sales Job, Ilya Feldman

Honors Theses and Capstones

This research investigates the relationship between the amount of sales education and the job performance of the recent UNH graduates on the first after-college sales job. The overarching hypothesis suggests that more sales education leads to better sales job performance. The results of the research found this correlation to be positive and significant. Also, this research found that job performance indicators that are affected the most significantly by the amount of sales education are confidence, passion, commitment, and on-target earnings. Moreover, it identifies the categories of sales education that were determined to be the most crucial in better first after- ...


Fish (William) Account Book, 1771-1808, Special Collections, Raymond H. Fogler Library, University of Maine 2020 The University of Maine

Fish (William) Account Book, 1771-1808, Special Collections, Raymond H. Fogler Library, University Of Maine

Finding Aids

Listings by date of accounts with various individuals and materials purchased or work done. Goods include bushels of barley or rye, pork, rum, coffee, etc. Work includes plowing, use of horses, mowing, etc. Also records sales of large volumes of salt, presumably used for fish processing.


Toward An Understanding Of Parental Views And Actions On Social Media Influencers Targeted At Adolescents: The Roles Of Parents’ Social Media Use And Empowerment, Meng-Hsien Lin, Akshaya Vijayalakshmi, Russell N. Laczniak 2019 California State University, Monterey Bay

Toward An Understanding Of Parental Views And Actions On Social Media Influencers Targeted At Adolescents: The Roles Of Parents’ Social Media Use And Empowerment, Meng-Hsien Lin, Akshaya Vijayalakshmi, Russell N. Laczniak

Marketing Publications

Recent studies suggest that adolescents are spending significant amounts of time on social media. Brands are taking advantage of this fact and actively using social media to reach adolescent consumers, primarily via social media influencers. Adolescents consider the sponsored brand posts by social media influencers to be trustworthy and honest, thus reducing their critical evaluation of the ads. While several researchers have pointed to the critical role that parents play in their adolescents becoming digitally literate and empowered, there is little understanding of parental views and drivers of parental views on social media influencers and means by which they mediate ...


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