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The Effect Of Marketing Communication On Individuals' Gift-Giving: Role Of Cause Type, Appeal Characteristics, And Donor Mindset, Mehdi Tanzeeb Hossain
The Effect Of Marketing Communication On Individuals' Gift-Giving: Role Of Cause Type, Appeal Characteristics, And Donor Mindset, Mehdi Tanzeeb Hossain
Marketing Dissertations
In two essays, this dissertation focuses on an important domain of research in marketing: how marketing communications affect individuals' donation. For example, Globalgiving provides a myriad of projects for potential donors to form their own donation "portfolio". However, research till date has put up little effort in identifying the potential differences between such causes which may influence donors' portfolio decision making process. To address this issue, the first essay breaks down the donation objects/causes into two components--namely environment-focused (e.g., ozone layer depletion) and humanitarian-focused (e.g., poverty)--and examines the differential effects of individuals' holistic/analytic thinking style on environmental/humanitarian gift-giving. Six studies …
The Impact Of Salesperson Listening: A Multi-Faceted Research Approach, Emily A. Goad
The Impact Of Salesperson Listening: A Multi-Faceted Research Approach, Emily A. Goad
Marketing Dissertations
Relationships are based on communication between parties; an important aspect of communication that is necessary for building long-term relationships is listening (Ingram et al. 1992). In sales, researchers have posited that salespeople's relationships with their customers are strengthened when salespeople consistently have effective listening skills (Ramsey and Sohi 1997; Marshall et al. 2003). Given the importance of listening in relationship building and the sales context, this dissertation examines salesperson listening from varying research approaches in three essays. First, a meta-analysis was conducted to synthesize existing empirical research on listening to empirically assess the research stream of salesperson listening. This meta-analysis …