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Sales and Merchandising Commons

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Fashioning Desire At B. Altman & Co.: Ethics And Consumer Culture In Early Department Stores, Tessa Maffucci 2016 Graduate Center, City University of New York

Fashioning Desire At B. Altman & Co.: Ethics And Consumer Culture In Early Department Stores, Tessa Maffucci

All Dissertations, Theses, and Capstone Projects (2014-Present)

We live in an age of fast fashion. Clothing is produced in greater volumes than ever before and the lifecycle of each garment keeps getting shorter and shorter. Many items are manufactured to be worn only one time and then thrown away—as disposable as a cup of coffee. There is much to be learned about our current fashion ecosystem by looking into the past. Beyond the garments themselves we must understand the larger historical and sociological context in which these articles of clothing were produced. How does the shopping environment shape the buying habits and fashion trends of an ...


Advancing An Attitude Determination And Control Technology Through Nsf I-Corps Participation, Jeremy Straub, Ronald Marsh 2016 Selected Works

Advancing An Attitude Determination And Control Technology Through Nsf I-Corps Participation, Jeremy Straub, Ronald Marsh

Jeremy Straub

The National Science Foundation I-CORPS program seeks to advance the commercialization of nascent
technologies through customer discovery. This poster presents an overview of the I-CORPS
program, its process and the benefits provided. Through I-CORPS participation, the team traveled
the country speaking to prospective technology users and integrating their feedback into development
plans. An overview of the lessons learned through the process of customer discovery for an
adaptive attitude determination and control technology is also provided.


Is Cheap Fashion Too Good To Be True? Consumer Perceptions Of Sustainability In The Fast Fashion Industry, Katrina Michele Laemmerhirt 2016 University of Tennessee, Knoxville

Is Cheap Fashion Too Good To Be True? Consumer Perceptions Of Sustainability In The Fast Fashion Industry, Katrina Michele Laemmerhirt

EURēCA: Exhibition of Undergraduate Research and Creative Achievement

This study looks to explore if consumers care about sustainability in the fast fashion industry or if they will continue to ignore lack of ethical and social practices for low prices. This study will analyze shopping and sustainable behaviors, customer knowledge, and consumption patterns between high frequency and low frequency fast fashion consumers. Based on this study’s findings I will determine if companies will need to change their business models in the future and will look into current steps fast fashion retailers are taking to become more environmentally conscious.


Customer Relationship Management: A Theoretical Overview And The High Cost Of Failure (A Case Study), Tamilla Curtis, Donald Barrere, Tom Griffin 2016 Embry-Riddle Aeronautical University - Daytona Beach

Customer Relationship Management: A Theoretical Overview And The High Cost Of Failure (A Case Study), Tamilla Curtis, Donald Barrere, Tom Griffin

Dr. Tamilla Curtis

Despite the significant benefits offered by the customer relationship management (CRM) strategy together with advanced technology, there is still a high rate of companies who fail to see results promised by CRM in order to achieve a competitive advantage. A review of the empirical literature together with the case study of the CRM implementation within a midsize financial firm will result in deeper understanding of current CRM practices that could contribute to better planning, selection, and implementation of customer relationship management programs.


Regional Jet Aircraft Competitiveness: Challenges And Opportunities, Tamilla Curtis, Dawna Rhoades 2016 Embry-Riddle Aeronautical University - Daytona Beach

Regional Jet Aircraft Competitiveness: Challenges And Opportunities, Tamilla Curtis, Dawna Rhoades

Dr. Tamilla Curtis

The Purpose of the Study is to investigate the current trends in the aviation industry in regards to regional jets and to examine country-level factors that can potentially explain the number of Embraer and Bombardier regional jet deliveries. Possible factors include GDP, price of crude oil, prior aircraft deliveries and the land area of receiving RJ countries.


Transformational Leadership In The World Of Sales, Dalton R. Barnes 2016 Claremont McKenna College

Transformational Leadership In The World Of Sales, Dalton R. Barnes

CMC Senior Theses

It takes a very specific type of person to be successful in sales; this makes recruiting and retaining effective employees a difficult task for companies in this field. Because finding and training these people is such a challenging task, it is in the best interest of companies to invest in training and developing their employees to be successful and avoid burning out. Bass and Riggio (2006) would note that in a field with such a high burnout rate, a transformational sales leader is important because they are generally able to build stronger follower loyalty, commitment, and satisfaction than their non-transformational ...


Preparing And Executing An Effective Sales Call, Mackenzie Wright 2015 Western Michigan University

Preparing And Executing An Effective Sales Call, Mackenzie Wright

Honors Theses

This thesis is written in a business document format. It will have four main sections: Introduction, Preparation, Execution, and Conclusion. Each section will include subsections. I will be discussing my involvement in the International Collegiate Sales Competition (ICSC), which was my thesis project. I will be comparing my participation in the ICSC to the knowledge I gained during my tenure as a Sales and Business Marketing student in the Haworth College of Business.

Any data or information was taken from WMU’s website, the ICSC website, and my knowledge from WMU sales classes.


Competing In The International Collegiate Sales Competition, Christina Cook 2015 Western Michigan University

Competing In The International Collegiate Sales Competition, Christina Cook

Honors Theses

The following report aims to analyze the process that is involved in competing in the International Collegiate Sales Competition. There will be an overview of the selection process and the competition itself and an analysis of the overall performance at the competition. In addition, there will also be an overview of lessons learned by competing along with general suggestions to future competitors and competition coordinators.

Before examining the details of the competition, this thesis will address the Sales and Business Marketing program at Western Michigan University. In addition, there will be models referenced within Western Michigan University’s sales program ...


Introduction To Electronic Distribution For Hotel Management, John Niser, Martha Coussement 2015 Indiana University - Purdue University Fort Wayne

Introduction To Electronic Distribution For Hotel Management, John Niser, Martha Coussement

John C. Niser

This book is intended for undergraduate students and professionals who seek to gain fundamental knowledge about electronic distribution as it relates to the lodging industry. The text covers a wide range of topics that are related to marketing, yield management, content distribution, payments, channel management, and networks in the context of a rapidly changing landscape.


Creating Competitive Advantage In The Premium Market Segment Through A Sustainability Strategy, Andrew E. Iberg 2015 University of Tennessee - Knoxville

Creating Competitive Advantage In The Premium Market Segment Through A Sustainability Strategy, Andrew E. Iberg

University of Tennessee Honors Thesis Projects

No abstract provided.


Take Two Tablets And Do Not Call For Judicial Review Until Our Heads Clear: The Supreme Court Prepares To Demolish The 'Wall Of Separation' Between Church And State, Terence Lau, William Wines 2015 University of Dayton

Take Two Tablets And Do Not Call For Judicial Review Until Our Heads Clear: The Supreme Court Prepares To Demolish The 'Wall Of Separation' Between Church And State, Terence Lau, William Wines

Terence Lau

In this article, we examine the issues that bring First Amendment jurisprudence to the grant of certiorari in Pleasant Grove v. Summum, scheduled for oral argument in the Supreme Court of the United States in November. We examine the historical basis for America’s religious heritage, the historical judicial treatment of the religious clauses, and the erosion of the wall of separation between church and state. We examine the Ten Commandments, finding inherent discrimination present in modern-day attempts to advance a particular version of the Ten Commandments as secular. By drawing upon Rousseau’s civic religion, we suggest alternative routes ...


Attitudes Toward And Behavioral Intentions To Adopt Mobile Marketing: Comparisons Of Gen Y In The United States, France And China, Rebecca Wells, Catherine Kleshinski, Terence Lau 2015 University of Dayton

Attitudes Toward And Behavioral Intentions To Adopt Mobile Marketing: Comparisons Of Gen Y In The United States, France And China, Rebecca Wells, Catherine Kleshinski, Terence Lau

Terence Lau

The rapid global diffusion of mobile marketing makes it increasingly important to understand cross-­‐cultural consumer attitudes and behavioral intentions toward mobile marketing as a promotional channel. By building on the previously published research of Altuna and Konuk (2009), this work investigates the attitudes and behavioral intentions toward mobile marketing of Generation Y consumers in the United States, France, and China. Based on this analysis, Chinese Gen Y have the most positive attitude toward mobile marketing, and their overall attitude is significantly more positive than the attitudes of French and American Gen Y groups. While American Gen Y's behavioral ...


How (Not) To Sell A Military Memoir In Britain, Esmeralda Kleinreesink, Neil Jenkings, Rachel Woodward 2015 Newcastle University

How (Not) To Sell A Military Memoir In Britain, Esmeralda Kleinreesink, Neil Jenkings, Rachel Woodward

Esmeralda Kleinreesink

In this study, we look at all (n=15) military memoirs published between 2001 and 2010 in Britain about military participation in the Afghanistan conflict, to establish the factors that determine whether or not a military memoir becomes a better-seller (adjusted sales >15,000 copies). We look at three aspects of the book - content (i.e., type of plot), cover (e.g., whether rank or the award of medals is mentioned) and author features (e.g., rank, sex, co-authorship by another established writer, foreword by a well-known person) - and analyze data on these aspects, compared to sales figures, using SPSS ...


Life Beyond The Like: Uses & Gratifications Of Sharing Business Facebook Page Content, Sara M. Nash 2015 University of Nebraska-Lincoln

Life Beyond The Like: Uses & Gratifications Of Sharing Business Facebook Page Content, Sara M. Nash

Theses from the College of Journalism and Mass Communications

One of the main reasons businesses create a Facebook Page is to solidify relationships with existing customers who are Facebook users and to leverage those relationships to gain new customers. Many studies have asked Facebook users to articulate the gratifications they receive when “liking” a business Facebook Page. These studies help explain what gratifications users gain by connecting to businesses via Facebook. To expand on these findings, the current pilot study applied the uses and gratifications theory to identify Facebook users’ motivations to “share” business Facebook content within their own personal network. Understanding users’ reasons for “sharing” will help businesses ...


Corporate Social Responsibility In The B-2-B Market, Susan Saurage-Altenloh, Perry Haan 2015 Saurage Research Institute

Corporate Social Responsibility In The B-2-B Market, Susan Saurage-Altenloh, Perry Haan

Atlantic Marketing Association Proceedings

Organizations that invest in corporate social responsibility (CSR) to improve the quality of a community or population expect a return on their investment in the form of improved brand reputation and greater consideration in the competitive environment. Homburg, Stierl, and Bornemann (2013) determined that targeted CSR activities could enhance trust and identification by organizational customers, thus fostering customer loyalty. The authors confirmed that CSR influenced client trust through loyalty and that integrating instrumental stakeholder theory with social exchange theory undergirded this link between CSR and trust. Maignan and Ferrell (2004) exhorted marketers to focus beyond consumers to other stakeholder groups ...


By Any Other Name: Image Advertising And The Commercial Speech Doctrine In Jordan V. Jewel, Kelly Miller 2015 Loyola Marymount University and Loyola Law School

By Any Other Name: Image Advertising And The Commercial Speech Doctrine In Jordan V. Jewel, Kelly Miller

Loyola of Los Angeles Entertainment Law Review

This Comment focuses on the commercial speech doctrine as applied to modern advertising strategies, specifically, corporate image advertising. It centers on the recent litigation between basketball superstar Michael Jordan and a Chicago-area grocery chain, Jewel-Osco. When Michael Jordan was inducted into the Basketball Hall of Fame, Jewel-Osco was invited to submit a congratulatory ad for a commemorative issue of Sports Illustrated devoted exclusively to Jordan’s career and accomplishments. Because Jordan had spent the bulk of his storied professional basketball career with the Chicago Bulls, the ad seemed a natural fit. Jordan, who did not give permission for his name ...


Qualitative Data Mining And Sensitivity Analysis, Brian R. Kinard 2015 University of North Carolina - Wilmington

Qualitative Data Mining And Sensitivity Analysis, Brian R. Kinard

Atlantic Marketing Association Proceedings

In today’s consumer centric environment, there is no shortage of outlets for consumers to express their level of satisfaction with a company, employee, product and/or service. For instance, websites such as Amazon, Rotten Tomatoes, TripAdvisor, Yelp, and Expedia allow customers the opportunity to provide feedback specific to a product, service, and/or organization. Such feedback is vitally important to business firms, as customer reviews are shown to be more trustworthy than descriptions that come direct from manufacturers. For instance, 73 percent of people trust online reviews and 63 percent of people actively seek out online reviews when making ...


Business Framing For Analytics, Beverly Wright 2015 Georgia Institute of Technology - Main Campus

Business Framing For Analytics, Beverly Wright

Atlantic Marketing Association Proceedings

Both the academic and business practitioner communities are faced with the challenges of discovery, innovation, and constant learning of their field, particularly within the marketing discipline, where content, processes, and even structure are dynamic in nature, with constantly evolving interests and focus. A solid research agenda with excellent analytics to address pertinent business questions is crucial for successfully expanding our understanding of the marketing function.


Perceived Value E-Ticketing As Sports Entertainment Options, Amber A. Smith-Ditizio 2015 Kennesaw State University

Perceived Value E-Ticketing As Sports Entertainment Options, Amber A. Smith-Ditizio

Atlantic Marketing Association Proceedings

Through the advantages of online and electronic ticketing services, the sporting entertainment industry has been able to increase the production and effectiveness of their customer relation management department. While simultaneously minimizing and perfecting the current concerns of electronic ticketing such as; costs, safety measures to both consumers and companies, delivery modes, comparisons to traditional ticket services, and technological sophistication. An empirical study of business professionals in the Pittsburgh, Pennsylvania metropolitan area revealed that age, amount of disposable income, and education were not predictive of the degree of customer satisfaction derived from the use of e-ticketing for sports events, possibly pointing ...


Dynamic Pricing In Major League Baseball Tickets: Issues And Challenges, John T. Drea, Andrew Nahlik 2015 Illinois College

Dynamic Pricing In Major League Baseball Tickets: Issues And Challenges, John T. Drea, Andrew Nahlik

Atlantic Marketing Association Proceedings

A rapidly growing trend in the business of professional sports is the use of dynamic pricing as a tool for maximizing revenue generation. Dynamic pricing (DP) is defined as a system in which prices respond to supply and demand pressures in a real time (or nearly real time) manner (Sahay 2007). American Airlines is credited with the first widespread use of DP as a pricing tool to handle the mismatches in supply and demand for certain flights (McAfee & te Velde 2006). DP has spread to numerous other industries, including entertainment, hotels, manufacturing to order, and lately, to Major League Baseball.


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