Sales and Merchandising Commons^™

Counterfeits, Copying And Class, Ann Bartow

Law Faculty Scholarship

Consumers who want to express themselves by wearing contemporary clothing styles should not have to choose between expensive brands and counterfeit products. There should be a clear distinction in trademark law between illegal, counterfeit goods and perfectly legal (at least with respect to trademark law) "knockoffs," in which aesthetically functional design attributes have been copied but trademarks have not. Toward that end, as a normative matter, the aesthetic features of products should not be registrable or protectable as trademarks or trade dress, regardless of whether they have secondary meaning, just as functional attributes of a utilitarian nature are not eligible …

The Role Of Technology In Enabling Sales Support, Aaron D. Arndt, Jason Harkins

Marketing Faculty Publications

The purpose of this research is to develop a framework explaining how technology can enable sales support. Sales support technology is often used to assist salespeople with a variety of transaction activities, such as prospecting, communicating, scheduling appointments, and processing orders. Sales support technology can be categorized as automation and facilitative technology. Our framework explains when a technology is appropriate for a particular sales activity based on workload and customization. It also proposes who should use a technology based on orientation towards sales revenue or cost control goals. Then, we develop managerial recommendations and propose directions for future research.

Reconsidering Community-Based Retailing, Rebecca Maughan, Aidan O'Driscoll

Books/Book Chapters

One of the areas with great potential for economic, social and environmental benefit is community-based retailing. The concept of community based retailing can incorporate a number of different tenets. We suggest that it is retailing that is based close to the community it serves, usually within the town or village centre rather than out-of-town locations, and which is composed of a diverse range of small and medium sized business that are often independently or co-operatively owned. These community-based businesses form part of the social and community infrastructure.

We first of all explore the broad benefits of community-based retailing. We focus …

A Bass Diffusion Model Analysis: Understanding Alternative Fuel Vehicle Sales, Michael H. Shoemaker

CMC Senior Theses

Frank M. Bass developed the Bass Diffusion Model to predict how innovative consumer durable products diffuse through consumer markets. This thesis will use data from 1999-2011 to examine the applicability of the Bass Diffusion Model to the introduction of alternative fuel vehicles (AFVs) in the automobile market. The findings in this thesis indicate the Bass Diffusion Model fit the diffusion pattern exhibited by AFVs well, but failed to accurately forecast diffusion patterns outside a given range of data. This thesis investigates potential reasons for the inaccurate 'Out of Sample Forecast', and gives recommendations for directions of future research on AFV …

The Relationship Between Socioeconomic Status And Emotional Gratification For Consumers Who Purchase Overtly Branded (Overtly Designer) Goods, Sarah Siracusa

Fordham Business Student Research Journal

When examining the reasoning behind a consumer’s choice of luxury purchase, we rely largely on consumer psychology. One important psychological factor is the concept of needs. Consumers of different socioeconomic backgrounds have different needs, thus influencing what they choose to purchase. While past research has focused on intrinsic and extrinsic aspirations, and the relationship between aspiration and luxury brand preference in predicting luxury consumption, there has not yet been a study conducted focusing on the relationship between socioeconomic status and emotional gratification of purchasing overtly branded (overtly designer) goods in America. After surveying participants in three socioeconomic income groups, it …

Crafting A Career Using Cps And Foursight, Morgan E. Milovich

Creativity and Change Leadership Graduate Student Master's Projects

ABSTRACT OF PROJECT

Crafting a Career Using CPS and FourSight

The purpose of my project is to develop a case study of how I will use Creative Problem Solving (CPS) and an attention to my Foursight preferences to grow my existing craft business into a viable career, rather than having it as just a hobby.

By utilizing the CPS Thinking Skills Model and having a greater awareness of my Foursight preferences, I was able to move from a dream to a reality and come out the other end of this project with a fully functioning, profitable business rooted firmly in …

Customer Satisfaction Index Of Singapore 2011: Q3 Results, 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. Currently in its fifth year of measurement, the CSISG serves as a quantitative benchmark of the quality of goods and services produced by the Singapore economy over time and across countries.

Growing In Asia: P&G Turns To Market Research, Singapore Management University

Perspectives@SMU

“Create excitement in the market with new products; entice the competitors to play, and together, we can grow the market,” said Medhee Jarumaneeroj, the 'influencer marketing & external relations leader' for Procter & Gamble (P&G) Asia's male grooming outfit. Speaking at the Marketing Excellence Speaker Series, a monthly talk organised by SMU's Centre of Marketing Excellence, Jarumaneeroj expressed excitement about Asia as a huge growth market for the American multinational.

The Price Decline Anomaly In Christmas Season Internet Auctions Of Ps3s, Thomas Andrews, Cynthia Benzing, Matthew Fehnel

Economics & Finance Faculty Publications

No abstract provided.

Understanding The Decline Of Sales Of Destination Club Products, Heidi Goetz

UNLV Theses, Dissertations, Professional Papers, and Capstones

Purpose:

The purpose of this paper is to identify and confirm factors leading to the decline of sales of Ritz-Carlton Destination Club products.

Evaluating Key Factors In Supplier Selection For Micro-Businesses: Implications For Buyer Satisfaction, Avinash M. Waikar, Minh Q. Huynh, Robert F. Cope, Uday S. Tate

Management Faculty Research

Final quality of products/services starts with suppliers in the supply chain. Problems can occur if suppliers do not deliver the quantities requested in full, on time, or buyers select suppliers solely on the basis of lowest price. Supplier selection has been studied for large businesses but not for very small (micro) businesses. Therefore, a survey was administered to micro-businesses to determine: what factors are important to micro-businesses in selecting suppliers and how satisfied they are with their suppliers. Factors included Brand Name, Consistency, Cost/Lower Price, Loyalty, Quality, and Warranty. Results indicated that none of the factors were unimportant. However, buyer …

2011 Fall Convocation Program, Office Of Communications & Marketing, Morehead State University.

Communications and Marketing Publications Archive

Fall convocation program held on August 17, 2011.

Customer Satisfaction Index Of Singapore 2011: Q2 Results, Institute Of Service Excellence, Smu

Research Collection Institute of Service Excellence

The Customer Satisfaction Index of Singapore (CSISG) computes customer satisfaction scores at the nation, sector, sub-sector, and company levels. Currently in its fifth year of measurement, the CSISG serves as a quantitative benchmark of the quality of goods and services produced by the Singapore economy both over time and across countries.

Community Affair: Social Inclusion And Swapping, Jowanza Joseph

Student Works

Swapping has become primitive economic behavior with the advent of currency. However, with the increase in concern about the environment swapping has emerged in many forums including swap meets, free cycle and online swapping forums. We perform an exploratory investigation of this behavior through an imperial investigation of Twitter. We test the connectedness, and the popularity of people who are involved in swap meets and farmers markets. Finally, we discuss the implications and future directions for swapping.

High-Versus Low-Context National Cultures: Preferences For Type Of Retailer And For Human Interaction, Gregory E. Osland, Bela Florenthal

Gregory E. Osland

A purpose of this research is to investigate differences between low-and high-context national cultures in retail settings. In particular, we examined cultural differences in preference for human interaction while shopping, "emotional warmth" characteristics, perception of quality service, and retail channel preferences. As businesses more frequently employ multi-channel strategies in global settings, this topic of national culture gains importance and can shed light on key factors that shape consumers' retail preferences. Our findings indicate that national cultures differ in terms of retail channel preferences, preference for human interaction, and relationships between the two. Managerial implications and future research are addressed, as …

Regret Aversion In Reason-Based Choice, Terry Connolly, Jochen Reb

Research Collection Lee Kong Chian School Of Business

This research examines the moderating role of regret aversion in reason-based choice. Earlier research has shown that regret aversion and reason-based choice effects are linked through a common emphasis on decision justification, and that a simple manipulation of regret salience can eliminate the decoy effect, a well-known reason-based choice effect. We show here that the effect of regret salience varies in theory-relevant ways from one reason-based choice effect to another. For effects such as the select/reject and decoy effect, both of which were independently judged to be unreasonable bases for deciding, regret salience eliminated the effect. For the most-important attribute …

Research Study Proposal For Nightlife Company (San Francisco, Ca), Trevor Hewitt

UNLV Theses, Dissertations, Professional Papers, and Capstones

Introduction:

This research proposal proposes a study to evaluate the differences in consumer spending amongst a company’s three types of customers (pre-sale ticketed, paid admission, free admission) once granted entry to one of the company’s nightclub venues in order to evaluate the optimal supply mix of customer type to maximize revenues. Since the company’s venue has a finite customer capacity limit due to safety and fire regulations and laws and it generally reaches these legal capacity levels on the vast majority of the nights it is open for business (leaving surplus customers unable to enter the venue), the proposed research …

The Dimensions Of Source Credibility And Salesperson Persuasion, Eric Jaso

Communication Studies

No abstract provided.

Yourmainsqueeze: A Campaign For Syracuse, Jacqueline Piccolo

Honors Capstone Projects - All

The city of Syracuse is a resource that has been untapped by SU students. Most students would consider themselves disconnected from the city, and would say that there’s not much to do downtown. Students will more likely complain about all the snow Syracuse receives, and the wind chill levels that can freeze your tears. However, when actually using the city’s resources, and engaging with downtown events, it is easy to see that life in the city does not freeze over in the winter.

In order to combat this problem, I have created a campaign proposal plan for the city of …

Skilladdiction Business Plan, Taylor Louie

Honors Capstone Projects - All

Skill gaming is a type of online gaming in which people play fun, easy to learn, casual games, in a tournament setup - sometimes backed by small wagers, in attempt to win cash prizes. Launched in April, 2009, SkillAddiction (SA), now host to over 54,000 customers across more than 150 countries, brings people together to compete in any of their favorite casual games, in which the outcome is predominantly based on the player's skill. SA has incorporated innovative features to set itself apart from competitors, such as a virtual scavenger hunt, and interactive community features, and continues to develop the …