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Sales and Merchandising Commons

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The Most Powerful Mouse In The World : The Globalization Of The Disney Brand, Michaela J. Robbins 2014 University of Tennessee, Knoxville

The Most Powerful Mouse In The World : The Globalization Of The Disney Brand, Michaela J. Robbins

University of Tennessee Honors Thesis Projects

No abstract provided.


My Data Manager App, Customer Care 2014 SelectedWorks

My Data Manager App, Customer Care

Mobidia, Inc.

my data manager app, data manager app


The Online Advertising And Tracking Industry: Technology, Business Model, And Market Structure, Henk LM Kox 2014 SelectedWorks

The Online Advertising And Tracking Industry: Technology, Business Model, And Market Structure, Henk Lm Kox

Henk LM Kox

This research note provides information on the Internet advertising and tracking industry: market structure, business model, targeting technologies, performance criteria, payment structures, main welfare aspects, and recent market trends.


An Analysis Of Nontechnical Game Theory On Laboratory Sales Trainees In Saudi Arabia, Akram Abdul Cader 2014 Walden University

An Analysis Of Nontechnical Game Theory On Laboratory Sales Trainees In Saudi Arabia, Akram Abdul Cader

International Journal of Applied Management and Technology

The purpose of this case study was to analyze 6 months of training application in a nontechnical game theory setting. Three laboratory sales trainees were studied using training reports that logged their strategic decisions and the amount of sales they obtained from their clients. A pure strategy game theory analysis was conducted on the decisions by the sales trainees. Two types of strategies were derived from the study: (a) allocentric and (b) egocentric. The egocentric strategies yielded higher personal payoffs, while the allocentric strategies yielded higher organizational payoffs. Training intervention was withheld during the 6-month period in order to allow ...


The Influence Of Mobile Website Quality On Consumer Satisfaction And Behavior, Xiuyuan Gao 2013 University of Nebraska - Lincoln

The Influence Of Mobile Website Quality On Consumer Satisfaction And Behavior, Xiuyuan Gao

Textiles, Merchandising and Fashion Design: Dissertations, Theses, & Student Research

Mobile shopping has grown into a huge market and an increasing number of consumers have begun to use mobile websites to shop. Therefore, how mobile shopping websites provide good shopping to customers is significant. The object of this study is to relate factors of website quality to college students’ satisfaction with mobile shopping experiences, which in turn influence their intentions to return to the website and/or to purchase on the website. Five dimensions of website quality, which were information quality, navigation, visual appeal, response time and interactivity, were selected in this study. The model of self-regulatory process (Bagozzi, 1992 ...


Are Employees Motivated To Be Brand Champions? Investigating The Missing Link In Internal Brand Management., Lina Xiong, Ceridwyn King 2013 Marshall University

Are Employees Motivated To Be Brand Champions? Investigating The Missing Link In Internal Brand Management., Lina Xiong, Ceridwyn King

Management Faculty Research

The role of employees in delivering brand promise to customers is well-known and internal brand management (IBM) is a popular practice to develop positive employee brand attitude and behavior. However, the exact process of how employees internalize the brand value and transform it into their brand performance is unclear in current literature. Through an extensive inter-disciplinary literature review, this conceptual paper delineated three key factors (i.e., employee perceived brand knowledge, relevance, and value congruence) in this employee brand internalization process and suggested the impact of each factor in developing employee internal motivation to contribute to the brand success.


The Effects Of Pricing On The Sales Force And The Firm: A Strategic View, Wendy Ritz 2013 Kennesaw State University

The Effects Of Pricing On The Sales Force And The Firm: A Strategic View, Wendy Ritz

Dissertations, Theses and Capstone Projects

Previous research has examined the dysfunctional relationships often encountered between marketing and sales, and the importance of cooperation and coordination between these two functional areas. But no prior studies have investigated the consequences of misaligned pricing and sales force compensation strategies that emerge from these two functional areas. This dissertation examines the impact of the firm’s pricing strategy on the sales force, and evaluates the importance of identifying the misalignment of goals of the pricing and sales force compensation strategies as a potential root cause of disappointing program outcomes. Essay 1 uses in-depth qualitative interviews with business-to-business (B2B) salespeople ...


Compensation And Price Delegation For Heterogeneous Sales Force, Jian CHEN, Hongyan XU, Liming LIU 2013 Lingnan University

Compensation And Price Delegation For Heterogeneous Sales Force, Jian Chen, Hongyan Xu, Liming Liu

Hong Kong Institute of Business Studies Working Paper Series

A heterogeneous sales force may not be as desirable as a homogeneous sales force for two reasons: premiums are required for all except from one agent type, and only the highest type would work as hard as though they were from a homogeneous sales force. This study revisits the heterogeneous sales force compensation and price delegation problem with type-dependent reservation. We find that an equilibrium separating or pooling compensation contract always exists. Different types of agents may receive premiums, and there are scenarios when no premiums are paid. Retaining centralized pricing provides a tool for regulating agent behavior. More than ...


The Specification Of Store Environments: The Role Of Design-Architecture In The Development Of Retailer Brand Loyalty, John Murray, Jonathan Elms Dr. 2013 Dublin Institute of Technology

The Specification Of Store Environments: The Role Of Design-Architecture In The Development Of Retailer Brand Loyalty, John Murray, Jonathan Elms Dr.

Conference proceedings

This paper proposes a conceptual framework for the inclusion of the aesthetic in the study of retail branding. It proposes modifications to the Mehrabian & Russell (1974) stimulus-organism-response model which characterises most approaches to the holistic study of store environments. Store prototype and retailer attachment are among the global and attribute level variables that could together with collative variables such as novelty and complexity help explain retail brand loyalty. The framework is exploratory and aims to add to existing knowledge on the dynamic, situated, perceptive processes at hand when consumers are exposed to the multitude of cues and messages typically contained ...


Women And Their “Food Time” An Investigation Into Food Purchases, Preparation, And Consumption Atmosphere Using Smartphone Survey Technology, Garland Jaeger 2013 California Polytechnic State University

Women And Their “Food Time” An Investigation Into Food Purchases, Preparation, And Consumption Atmosphere Using Smartphone Survey Technology, Garland Jaeger

Master's Theses and Project Reports

Women’s food purchasing and eating habits have been studied in detail, but are still not entirely understood. Prior research has sought to segment the female food shopper market, but typically use only demographic characteristics. In this study, fifty females were recruited in San Luis Obispo, CA from March 2012 to May 2012 to keep an electronic food-time diary for one week. By collecting information through surveys distributed using a smartphone application, SurveySwipe, the study investigated the amount of time expended for each meal, as well as the manner in which the meal was prepared or purchased, and the context ...


Principles And Practices Of Bar And Beverage Management, James Peter Murphy 2013 Dublin Institute of Technology

Principles And Practices Of Bar And Beverage Management, James Peter Murphy

Books/Book Chapters

Principles and Practices of Bar and Beverage Management is a comprehensive text and resource book designed to explain the latest developments and new complexities of managing modern bars - be they stand alone or part of larger institutions such as hotels and resorts.

Consumer expectations have changed, and a bar today must deliver an integrated social experience in a safe modern environment, which also offers the latest products and services in a professional and engaging fashion. Against a background of increasing competition and an increasingly sophisticated customer base, this text has been designed to support the bar and beverage skills of ...


The Business Of Coupons-Do Coupons Lead To Repeat Purchases?, Margaret Peacher Ross 2013 University of Tennessee, Knoxville

The Business Of Coupons-Do Coupons Lead To Repeat Purchases?, Margaret Peacher Ross

University of Tennessee Honors Thesis Projects

No abstract provided.


Factors Of High-End Retail Marketing: A Study Of Growth Opportunities For Clothing Retailers In The American Women’S Apparel Industry, Jeremy Trungdzu Bui 2013 University of Connecticut

Factors Of High-End Retail Marketing: A Study Of Growth Opportunities For Clothing Retailers In The American Women’S Apparel Industry, Jeremy Trungdzu Bui

Honors Scholar Theses

The purpose of this study is to assess current market conditions and to research growth opportunities for high-end American apparel retailers, with a focus women’s apparel, in the face of challenging economic conditions. Marketing factors will be discussed and will include manufacturing opportunities, brand development, and online retailing practices. The objective is to examine, understand, and intersect marketing strategies with new growth opportunities so that American apparel retailers can appeal to women consumers. Furthermore, recommendations for future growth will be offered as a result of the analysis of several high-end apparel retailers.


Off-Price Vs. Department Store Retailing, Denise Aghion 2013 Syracuse University

Off-Price Vs. Department Store Retailing, Denise Aghion

Syracuse University Honors Program Capstone Projects

There are multiple forms of retailing in the United States – two of the most common forms are department store retailing and off-price retailing. Both types of retailers are looking to create profits by negotiating costs with vendors to create suitable gross margins; however, they go about doing so in very different ways. Because I have interned at both types of corporations, my Capstone is to identify which, if either model, is more sustainable in today’s conditions.

Department store retailing is the most well-known form of retailing, and is currently the largest sector of retailing in the United States. They ...


The Influence Of Social Networking Sites On Buying Behaviors Of Millennials, Sharon S. Pate, Melinda Adams 2013 Kennesaw State University

The Influence Of Social Networking Sites On Buying Behaviors Of Millennials, Sharon S. Pate, Melinda Adams

Atlantic Marketing Journal

Social media sites have become an important part of many individuals’ lives. According to the Pew Research Center (2010), Millennials, also known as Gen Y, are living their lives on the internet where 75% of them have a profile on a social networking site. When compared with only 50% of Gen Xers and 30% of Boomers, this gives them the distinct identity that they are more technologically advanced.


The Phenomenon Behind The Bite: Altercasting As It Applies To Apple Technology, Elizabeth Baldwin 2013 Liberty University

The Phenomenon Behind The Bite: Altercasting As It Applies To Apple Technology, Elizabeth Baldwin

Masters Theses

This paper investigates how the brand Apple markets their product so that consumers feel obligated to buy their product. By looking at five main categories of brand loyalty, environmentally friendly practices, being up-to-date with technology, pricing with value and customer service, this paper will rhetorically analyze how successful of a job it does. To get an inside look at what the public thought on the the way that Apple fulfilled their altercasting this paper analyzed what people said about Apple verses competing technology brands. By drawing overall conclusions, recording trends and making observations about the way that people had been ...


Food From Foreigners: Examining Expatriate Entrepreneurship In The Food Sector Of Nepal, Melanie R. Couchman 2013 SIT Graduate Institute/SIT Study Abroad

Food From Foreigners: Examining Expatriate Entrepreneurship In The Food Sector Of Nepal, Melanie R. Couchman

Independent Study Project (ISP) Collection

Recognizing the large impact that entrepreneurship can have on the development of a country, this research attempts to study the process foreigners face in starting up a business, the motives for entering the Nepalese market place, and ultimately how these foreign business owners are finding success in Nepal. Focusing primarily on the food sector, this research hopes to answer the question of whether foreign entrepreneurs can successfully integrate into the Nepalese market, how foreign business might differ from native business, and how foreign presence is affecting Nepal’s development. This study takes place in Kathmandu, Pokhara, and Patan, and will ...


A Business Plan For The Production Of Artisanal Cheese, Caitlin Curren 2013 California Polytechnic State University

A Business Plan For The Production Of Artisanal Cheese, Caitlin Curren

Dairy Science

The objective of this study was to determine how an artisan cheese producer could be successful in California’s current economy. The significance of location, product type, and pro forma financials were examined in order to construct a complete business plan. A business plan was created using an outline of financial proposals, desired terms, use of funds and equity contributions. A company description was originated with a brief history, description of products, description of customers, business location, key strengths, mission statement, goals and objectives. Lastly, an analysis of the industry was made, focusing on main characteristics, the size of the ...


Personnel As A Factor Of Production In Development Of Regional Tourism Economy – A Conceptual Paper, Aleksander Panasiuk 2013 SelectedWorks

Personnel As A Factor Of Production In Development Of Regional Tourism Economy – A Conceptual Paper, Aleksander Panasiuk

Journal of Entrepreneurship, Management and Innovation JEMI

Tourism economy appears in every sphere of economy: production of goods and services, their division, exchange and consumption; it also occurs in the majority of the national economy branches that directly or indirectly deal with meeting tourist demand. The majority of economic processes in tourism sector are realized by direct tourism economy and its representatives, tourist entrepreneurs. Territorial selfgovernment units and tourist organizations play a significant role in formation of economic processes in tourism sector on the regional and local levels. The classic economy distinguishes three basic production factors: labor, land and capital. In the modern approaches they are completed ...


Ambush Marketing In Poland Before The 2012 European Football Championship, Marcin Gębarowski 2013 SelectedWorks

Ambush Marketing In Poland Before The 2012 European Football Championship, Marcin Gębarowski

Journal of Entrepreneurship, Management and Innovation JEMI

Activities belonging to ambush marketing (parasite marketing) are more and more widely undertaken with regard to subsequent, huge sports events. Therefore, this article analyzes the scope of using this form of promotion in the period that preceded the 2012 European Football Championship. A reference has been made to Poland – a country which was a co-host of the championship. On the Polish market, owners of many brands performed actions that aimed at “stealing” image effects which should be achieved only by official sponsors who support such huge tournament (which is considered to be one of the three greatest sports events all ...


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