Digital Commons Network^™

Everyone Loves A Winner…Or Do They? Introducing Envy Into A Sales Contest To Increase Salesperson Motivation, Alexander Milovic, Rebecca Dingus

Marketing Faculty Research and Publications

This paper focuses on the role that envy can play in driving sales force behavior in competitions. Envy, an unpleasant emotion that occurs when a person covets something that another has, can be used as a motivating tool to push lower-ranked salespeople to better compete with high achievers. Following a review of envy and sales contest effectiveness, potential strategies are provided for implementing benign envy while avoiding the potential negative consequences of envy. Sales managers must be careful to ensure that envy is induced properly to engage the employees while not negatively affecting the long-term health of the sales force.

Indigenous Intellectual Property Rights: Ethical Insights For Marketers, Ann-Marie Kennedy, Gene R. Laczniak

Marketing Faculty Research and Publications

Present copyright laws do not protect Indigenous intellectual property (IIP) sufficiently. Indigenous cultural artefacts, myths, designs and songs (among other aspects) are often free to be exploited by marketers for business' gain. Use of IIP by marketers is legal as intellectual property protection is based on the lifetime of the person who has put the IP in tangible form. However, Indigenous groups often view ownership in a very different light, seeing aspects of their culture as being owned by the group in perpetuity. Misuse of their cultural heritage by marketers in products often denies the Indigenous group a monetary benefit …

Marketing The Ir: Strategies From The Marquette Survey, Rose Fortier

Library Faculty Research and Publications

Marquette University’s institutional repository, e-Publications@Marquette, was established in 2008 for the deposit of faculty publications and research. Despite active participation by some faculty, universal participation remains an elusive goal. During the spring of 2013, faculty participation and needs were assessed via survey and compared to the IR’s capabilities in addressing those needs. Based upon the assessment survey and the IR’s available resources, a marketing plan and promotional strategies were created. The presentation will include analysis of the survey results and how they informed the creation of a marketing plan. Details of the marketing plan will be discussed as well as …

How Graphic Visual Health Warnings Affect Young Smokers' Thoughts Of Quitting, J. Craig Andrews, Richard G. Netemeyer, Jeremy Kees, Scot Burton

Marketing Faculty Research and Publications

Two-thirds of adolescent and young adult smokers become lifetime smokers, and one-half of those lifetime smokers will die from this habit. The authors examine alternative persuasive pathways to thoughts of quitting taken by adolescent and young adult smokers when exposed to graphic visual health warnings on cigarette packages. For adolescent smokers, the authors find that graphic warnings and smoking frequency affect fear, and fear influences negative health beliefs about smoking, ultimately increasing thoughts of quitting. They also find that the graphic warning and a graphic warning × smoking frequency interaction have incremental effects on quit thoughts beyond the effects of …

Fostering Fair And Sustainable Marketing For Social Entrepreneurs In The Context Of Subsistence Marketplaces, Tina M. Facca-Miess, Nicholas J. C. Santos

Marketing Faculty Research and Publications

In recent years, in-depth, on-the-ground research has generated many insights into the nature and functioning of subsistence marketplaces and the people who operate in them. Such knowledge is bound to be useful to various companies and organisations, as they seek to engage such marketplaces, particularly for marketing managers, who quite likely have not had education or experience in marketing in such impoverished settings. This paper complements these practical insights with a normative ethical framework, presented in the marketing literature and labelled the integrative justice model (IJM) for impoverished markets, so as to synthesise a new framework for fair and sustainable …

Consumer Research Needs From The Food And Drug Administration On Front-Of-Package Nutritional Labeling, J. Craig Andrews, Chung-Tung Jordan Lin, Alan S. Levy, Serena Lo

Marketing Faculty Research and Publications

Americans have increasingly busy lifestyles and desire quick and nutritious food choices. To provide consumers with at-a-glance nutrition information, many food manufacturers have introduced front-of-package (FOP) nutritional labeling systems. The purpose of this review is to reach out to the marketing and public policy discipline by identifying research needs on FOP systems not only to aid decision making for federal agencies, but also to help advance research on this important topic. We describe the many FOP systems, the FDA's regulatory background and approach to FOP systems, recent experimental research and gaps in knowledge, and research needs on FOP nutrition labeling.

Privacy Concern And Online Transactions: The Impact Of Internet Self-Efficacy And Internet Involvement, Syed H. Akhter

Marketing Faculty Research and Publications

Purpose – This study aims to examine the effects of internet self-efficacy and internet involvement on privacy concern and the effect of privacy concern on the frequency of online transactions. The study also seeks to examine the direct effect of internet self-efficacy and internet involvement on the frequency of online transactions.

Design/methodology/approach – A structural equation model was developed to test the hypotheses. The model was tested using the LISREL 8.8 software and both structural and measurement parameters were estimated.

Findings – Findings suggest that internet self-efficacy and internet involvement affect privacy concern negatively; and privacy concern, in turn, affects …

Receptivity Of Young Chinese To American And Global Brands: Psychological Underpinnings, Steven Lysonski

Marketing Faculty Research and Publications

Purpose – The purpose of this paper was to examine psychological variables of young Chinese to determine their impact on identification with global consumer culture, attitudes toward global and USA brands and intention to buy USA brands. The independent or psychological variables examined were self-monitoring, life satisfaction, brand relevance, social demonstration effect, change-seeking behavior and reference groups (interacted and non-interacted). The goal was to understand what forces drive global and USA brand preferences.

Design/methodology/approach – Data were collected in Guangzhou, China, in 2013 through a survey administered to 152 young Chinese respondents. Confirmatory factor analysis and reliability coefficients verified the …

Low-Income Consumers In Brazil: Nuances Of A Market That Can No Longer Be Ignored, Luiz Antonio Slongo, Carlos Sergio Valdez Saldanha, Syed H. Akhter

Marketing Faculty Research and Publications

The main goal of this paper is to better understand the low income Brazilian market, supported by two basic concepts: price unfairness and perceived product value. In order to meet the research objective a qualitative approach, based on two methodological procedures – observation and in-depth interviews –, was used. The findings indicate that small neighborhood retailers, despite lacking adequate physical infrastructure and management skills, play an important role in meeting the needs of low-income consumers. They offer convenience, personalized services, easy and uncomplicated credit (on an informal basis), and a product mix that matches the needs and desires of their …

Marketing An Established Institutional Repository: Marquette Libraries’ Research Stewardship Survey, Rose Fortier, Emily Laws

Library Faculty Research and Publications

Purpose

The purpose of this paper is to discuss the results of Marquette University Libraries’ survey measuring faculty knowledge and attitudes about the institution’s repository, for the purposes of creating a marketing plan for the institutional repository (IR).

Design/methodology/approach

The paper adopts a quantitative approach through the use of a survey.

Findings

Like many other endeavors to measure faculty engagement with the IR, the investigators discovered that faculty knowledge of the IR is not universal. Moreover, the perceived values and motivators for faculty use of the IR were also not surprising, with faculty viewing online dissemination of their work to …

Probing The Etic Vs. Emic Nature Of Consumer Ethnocentrism, Srinivas Durvasula, Steven Lysonski

Marketing Faculty Research and Publications

The consumer ethnocentrism concept and its measure, the CETSCALE, remain very popular in cross-national research chiefly because they serve as a means to understand consumer attitudes toward imports. But the usage of consumer ethnocentrism and its measure are based on the premise that they have universal or etic properties. Conflicting studies, however, find that the scale's structure is far more complicated than initially believed, and that it may not be uni-dimensional as originally proposed. Is it possible that the consumer ethnocentrism concept and its measure are culture bound? The goal of this study is to resolve this ambiguity.

Marketing Planning For Social Entrepreneurial Organizations In The Context Of Subsistence Marketplaces: A Pedagogical Reflection For Marketing Education In Jesuit Business Schools, Nicholas J. C. Santos, Tina M. Facca-Miess

Marketing Faculty Research and Publications

No abstract provided.

Shareholder Engagement And Chevron’S Policy 520 On Human Rights: The Role Played By The United States Jesuit Conference’S “National Jesuit Committee On Investment Responsibility”, Nicholas J. C. Santos, John Sealey, Austin G. C. Onuoha

Marketing Faculty Research and Publications

Purpose

To demonstrate how the Society of Jesus (Jesuits) in the United States through the “National Jesuit Committee on Investment Responsibility” played a significant role as a socially conscious institutional and religious investor in influencing Chevron’s Human Rights Policy 520 and to analyze the factors that contributed to a successful shareholder engagement with the company.

Methodology/approach

Case study based on firsthand information.

Findings

1. Our conclusion offers support for Allen et al.’s (2012) conclusion of legitimacy (credibility) being the dominant force in a successful engagement.

2. We found that coalition-building is a significant moderating variable in increasing shareholder salience. This finding contradicts …

   ---

   Go to article

Internationalization Dilemma For Brazilian Firms: China Vs. The Greater Mercosur Region, Syed H. Akhter, Marcilio Machado

Marketing Faculty Research and Publications

Purpose

The purpose of this paper is to explore, using the conceptual frameworks of psychic distance and resource-based view, how Brazilian firms resolve strategic dilemma. Brazilian firms face a strategic dilemma about whether to diversify and exploit the rapidly growing markets of China or to protect and expand the established markets of the Greater Mercosur region. The strategic responses of Brazilian business to business firms are examined within the context of internationalization decisions.

Design/methodology/approach

The paper takes a qualitative approach to study the decisions taken by Brazilian firms to deal with the strategic dilemma arising from competitive developments in domestic …

Review Of Psychological Foundations Of Marketing By Allan J. Kimmel, Alexander Milovic

Marketing Faculty Research and Publications

No abstract provided.