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Sales and Merchandising Commons

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How To Overcome Emotional Exhaustion In Sales Settings, Lucy Matthews, Diane R. Edmondson 2019 Middle Tennessee State University

How To Overcome Emotional Exhaustion In Sales Settings, Lucy Matthews, Diane R. Edmondson

Atlantic Marketing Association Proceedings

No abstract provided.


Are Women’S Sales Skills Better Than Men’S?, Scott A. Inks, Aberdeen Leila Borders, Deborah Lester, Terry W. Loe 2019 Kennesaw State University

Are Women’S Sales Skills Better Than Men’S?, Scott A. Inks, Aberdeen Leila Borders, Deborah Lester, Terry W. Loe

Atlantic Marketing Association Proceedings

No abstract provided.


The Outdoor Apparel Industry:Measuring The Premium For Sustainability With A Hedonic Pricing Model, Elyse Lindahl 2019 Scripps College

The Outdoor Apparel Industry:Measuring The Premium For Sustainability With A Hedonic Pricing Model, Elyse Lindahl

Scripps Senior Theses

Evaluating the existing practices of sustainability within the outdoor apparel industry, this research questions the relationship that certain sustainability aspects have with the price of goods in this specific market. Through a hedonic pricing model, this research provides an estimate of the value placed on certain aspects surrounding environmental and social sustainability. In a growing industry, the application of sustainable practices throughout the supply chain has the potential to influence customer purchasing patterns and pricing models for outdoor apparel brands. This research found the type of material used to have a statistically significant impact on the price of an item ...


Perceived Product Creativity And Mental Contrasting: Desired Future On Consumers’ Product Replacement Decisions, Yong Seok SOHN, Kun Woo YOO, Jin K. HAN 2019 Kyung Hee University, South Korea

Perceived Product Creativity And Mental Contrasting: Desired Future On Consumers’ Product Replacement Decisions, Yong Seok Sohn, Kun Woo Yoo, Jin K. Han

Research Collection Lee Kong Chian School Of Business

Consumers often imagine what it would be like to own a new product. Does engaging in such thoughts on desired future impact consumers’ purchase intentions, and if so, what is the underlying process? This study sets out to investigate the posed questions by assessing self-regulatory strategies consumers employ upon pondering on a desired future. Based on Oettingen’s fantasy realization model, the authors take a comparative approach of two modes on desired future—mental contrasting and indulging—en route to purchase intentions. In mental contrasting, an individual juxtaposes a desired future with his/her present reality, whereas, indulging is simply ...


Mediated Merchandise, Merchandisable Media: An Introduction, Elizabeth Affuso, Avi Santo 2018 Old Dominion University

Mediated Merchandise, Merchandisable Media: An Introduction, Elizabeth Affuso, Avi Santo

Communication & Theatre Arts Faculty Publications

There are many reasons why film and media scholars ought to take merchandise seriously. That filmrelated merchandise is a lucrative part of the film business is only a starting point, but still a good place to start. In 2018, character and entertainment licensing accounted for 44.7% of retail sales of licensed merchandise, generating $121.53 billion in sales. [1] [#N1] This earned entertainment companies approximately $6.2 billion in royalties. [2] [#N2] Not surprisingly, five of the top ten licensors are entertainment companies, with Disney positioned at the top with $53 billion in merchandise sales. Universal Studios is ranked ...


The Importance Of Delayed Gratification In B2b Sales, Sergio Robledo 2018 University of Dallas

The Importance Of Delayed Gratification In B2b Sales, Sergio Robledo

Electronic Dissertations & Theses

Salespeople play a pivotal role in organizations as they are responsible for revenue streams. Finding the qualities that increase salespeople’s probability to perform at high levels when selling in a business to business environment, and how such qualities influence them to want to remain in the organization, are very important questions for companies. Delayed gratification is an important self-regulation construct that provides salespeople with the ability to develop long-term relationships with buyers that will increase business opportunities for both organizations. Establishing the relationships between delayed gratification, performance, and intentions to leave is the main objective of this research. Additionally ...


Business For The Glory Of God, Abigail Daniels 2018 Liberty University

Business For The Glory Of God, Abigail Daniels

Senior Honors Theses

The grand narrative of the Bible could be broken into three distinct parts- Creation, Fall, and Redemption. The main focus of this paper will go through the distinct parts of Creation and the Fall, but the focus will be on Redemption specifically in the realm of work and how it relates to business marketing. In Creation, God created us in His image meaning we were gifted with the ability to create and to form relationships. We express God’s image through the dominion mandate, which is God’s command to us to be stewards of the earth through the act ...


What's In A Name? The Impact Of Subcategory Salience On Value Perception And Upgrade Intention For Multicategory Products, Jin K. HAN, Seh-Woong CHUNG, Yong Seok SOHN 2018 Singapore Management University

What's In A Name? The Impact Of Subcategory Salience On Value Perception And Upgrade Intention For Multicategory Products, Jin K. Han, Seh-Woong Chung, Yong Seok Sohn

Research Collection Lee Kong Chian School Of Business

Despite many convergence products rapidly approaching market saturation, academic research yet lags behind with the focus still on the primary demand in the introduction stage. The authors close this gap by focusing on how the labeling of convergence products may impact on value perception and upgrade intentions for these products. Convergence products, which combine multiple categories of products into a single device, create a unique naming dilemma for manufacturers and retailers: Whether to opt for (a) a subordinate label—a lower‐level descriptor or name that embodies its subcategory elements (e.g., smartphone or Apple’s iPhone) or (b) a ...


Reflective Practice Series: Selected Instructional Models Using Synchronous Video Conferencing Software, Martin W. Sivula 2018 Johnson & Wales University - Providence

Reflective Practice Series: Selected Instructional Models Using Synchronous Video Conferencing Software, Martin W. Sivula

MBA Faculty Conference Papers & Journal Articles

With the vast array of resources available to instructors, one would think that instruction and teaching would yield success for all learners. Now, well into the 21st century has much changed in the classroom? Certainly, movable desks and chairs, advanced audio and visual equipment, and a plethora of all types of technologies which might be able to enhance training and education. Over the last several decades research on individualized instruction, cognitive science, educational psychology, and multimedia instruction (to name a few) have permeated the literature on instruction. With all the research and the vast array of studies on improving ...


2018 Fall Convocation Program, Morehead State University. Office of Communications & Marketing. 2018 Morehead State University

2018 Fall Convocation Program, Morehead State University. Office Of Communications & Marketing.

Communications and Marketing Publications Archive

Fall convocation program held on August 8, 2018.


Mirror, Mirror On The Retail Wall: Self-Focused Attention Promotes Reliance On Feelings In Consumer Decisions, Hannah H. CHANG, Iris W. HUNG 2018 Singapore Management University

Mirror, Mirror On The Retail Wall: Self-Focused Attention Promotes Reliance On Feelings In Consumer Decisions, Hannah H. Chang, Iris W. Hung

Research Collection Lee Kong Chian School Of Business

The authors propose that increased attention that consumers pay to themselves promotes relative reliance on affective feelings in making decisions. This hypothesis was tested in a variety of consumption domains and decision tasks, including real-life, consequential charitable donations. Consistent support from five experiments with more than 1,770 participants shows that (a) valuations of the decision outcome increase when consumers with high (low) self-focus adopt a feeling-based (reason-based) strategy. The hypothesized effect of self-focus on relative reliance on feelings in decision making is (b) moderated by self-construal. Further, greater attention to the self (c) increases evaluations of products that are ...


The Competitive Dynamics Of New Dvd Releases, Anirban MUKHERJEE, Vrinda KADIYALI 2018 Singapore Management University

The Competitive Dynamics Of New Dvd Releases, Anirban Mukherjee, Vrinda Kadiyali

Research Collection Lee Kong Chian School Of Business

We study the market for new (movie) DVDs in the United States. Our demand model captures seasonality, freshness (i.e., time between theatrical and DVD release), and state dependence. We also develop a structural model of dynamic competition in which studios balance waiting for high-demand weeks, against reduced freshness, and against competitive crowding. We find that studios emphasize DVD revenues from larger movies (by theatrical revenue) over DVD revenues from smaller movies. Studios also emphasize revenue from consumers who prefer larger and fresher movies. These behaviors are consistent with managerial conservatism: studio executives forgo DVD revenues from smaller movies to ...


The Case For Showrooming, Cristina Nistor, Prashanth Nyer 2018 Chapman University

The Case For Showrooming, Cristina Nistor, Prashanth Nyer

Business Faculty Articles and Research

Showrooming has deeply affected the retail market in the past decade. As consumers became able to easily compare prices on their mobile devices, they started using retail stores to try on and experience products and then they ordered online the lower priced versions they liked best to be delivered directly to their homes. As retailers are trying to adapt to the showrooming challenges and the shift to online purchases, stores are increasingly adopting showrooming as a new selling format. We present examples of successful showrooming and develop a framework for when the new selling format can be expected to be ...


One Man’S Tale Of Resisting The Seducing Spa Sirens Of Singapore, Gary LOW 2018 Singapore Management University

One Man’S Tale Of Resisting The Seducing Spa Sirens Of Singapore, Gary Low

Research Collection School Of Law

Why do people give in to pressure selling in the slimming and beauty industry? One consumer lawprofessor explores the dazzling experience of stepping into a spa.


Law Library Blog (July 2018): Legal Beagle's Blog Archive, Roger Williams University School of Law 2018 Roger Williams University

Law Library Blog (July 2018): Legal Beagle's Blog Archive, Roger Williams University School Of Law

Law Library Newsletters/Blog

No abstract provided.


Project Management And The Temporary Relocation Of The Decoupling Point: Hermeneutical Phenomenological Study, Christopher Hicks 2018 Liberty University

Project Management And The Temporary Relocation Of The Decoupling Point: Hermeneutical Phenomenological Study, Christopher Hicks

Doctoral Dissertations and Projects

This study investigates, understands, and describes the value of engaging a project manager to support a customer-driven project that creates a random supply chain demand event. Specifically such an event would require the temporary re-positioning of the decoupling point between the supply push and demand pull within the supply chain. In response to the challenges of this type of event, this study will focus on two specific project manager roles. First, the project manager would act as an extension of a customer-driven project and serve as a conduit for the voice of the customer (VOC) into the supply chain. Secondly ...


The Effects Of Immediate And Delayed Payments On Consumption Behavior, Arvind Agrawal 2018 University of Nebraska - Lincoln

The Effects Of Immediate And Delayed Payments On Consumption Behavior, Arvind Agrawal

Dissertations, Theses, and Student Research from the College of Business

Payment-timing is conceptualized as a payment instrument focal characteristic to explain differences in consumers’ purchasing behavior when they chose to pay-now versus pay-later. Payment-timing preferences represent consumers’ attitudes, beliefs, and motivation for delaying marketing transactions. Cash, debit cards, and online banking represented consumers’ preferences to pay-now, while credit cards and loans represented the inclination to pay-later.

There were two key findings: Firstly, I present payment-timing models that theorize consumers’ choice of payment types with differences in payment-timing and motivations to pay for purchases. Two models are presented that unify the following attitudes and motivations: (1) five attitudinal antecedents to consumers ...


Currents Of Consumption: How National Narratives Of Japanese Cuisine Collide With Localized Forms Of Sushi In Northern California, John Ostermiller 2018 University of San Francisco

Currents Of Consumption: How National Narratives Of Japanese Cuisine Collide With Localized Forms Of Sushi In Northern California, John Ostermiller

Master's Projects and Capstones

This paper examines how national narratives of Japanese cuisine collide with the expectations, preferences, and perceptions of American consumers (particularly Northern California). The global economy has benefited the circulation of positive images of Japan managed by the Japanese government, but the commercialization of Japanese cuisine is also at odds with government efforts. In Japan, sushi is often synonymous with nigirizushi: sliced seafood and a daub of wasabi atop vinegared rice. As part of Japan’s washoku tradition, this singular image of sushi (allegedly) reflects the deepest essence of Japanese cultural sensibilities tied to simplicity, perfection, and nature. But in America ...


An Exploratory Study Examining A Transformational Salesperson Model Mediated By Salesperson Theory-Of-Mind, Philip (Tony) A. Pizelo Dr. 2018 SPU

An Exploratory Study Examining A Transformational Salesperson Model Mediated By Salesperson Theory-Of-Mind, Philip (Tony) A. Pizelo Dr.

Industrial-Organizational Psychology Dissertations

A customer revolution caused by the popularity of internet commerce, the reliance on social media, and the globalization of the retail industry, calls for an examination of a sales model driven by transformational salespeople. This study examined potential salesperson performance drivers and a proposed moderated mediation model of salesperson performance. This study relied upon a foundation of transformational and other leadership attributes and salesperson theory-of-mind (SToM). Although the conditional indirect effects of the model were not statistically significant, transformational leadership was found to be a statistically significant predictor of sales performance (c’=.024, t=2.63, p =.0088). Several sub-components ...


Strategic Analysis Of Lifeloop, Llc: Current Positioning And Recommendations For Future Growth, Erin Dabbs 2018 University of Nebraska at Omaha

Strategic Analysis Of Lifeloop, Llc: Current Positioning And Recommendations For Future Growth, Erin Dabbs

Theses/Capstones/Creative Projects

LifeLoop is a senior living software company that has the potential to gain market share in a new and growing industry. By making changes to current processes, business level strategy, and corporate level strategy, the company can grow organically, faster. LifeLoop must make these strategic changes to areas of marketing and sales processes now as the industry is changing life cycle stages; the company’s movement in this window of opportunity is critical to their future success. These findings outline where LifeLoop is currently positioned and the first steps needed to grow and develop into a reputation of excellence that ...


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