Digital Commons Network^™

Social Media Technology Use And Salesperson Performance: A Two Study Examination Of The Role Of Salesperson Behaviors, Characteristics, And Training, Jessica Ogilvie, Raj Agnihotri, Adam Rapp, Kevin Trainor

Marketing Faculty Research and Publications

Extending the literature on sales technology, we use two studies to develop and test a model involving salesperson-customer shared technology tools, referred to as Social Media Technology (SMT). Specifically, we demonstrate the impacts of SMT in B2B sales contexts on customer relationship performance and objective sales performance through key mediating behaviors and characteristics. Empirical findings from two studies, cross-company and within-company data, demonstrate the effects of SMT on salesperson product information communication, diligence, product knowledge, and adaptability. Moderating effects suggest that the integration of SMT in the absence of training on the technology may not yield the best results. Findings …

Exploring The Sources Of Design Innovations: Insights From The Computer, Communications And Audio Equipment Industries, Sujan M. Dan, Brian I. Spaid, Charles H. Noble

Marketing Faculty Research and Publications

Whereas business research has focused on the impact of design innovations on market response and financial performance, the sources of design innovations, as opposed to those of technological innovations, have largely escaped investigation. In this research, we examine the organizational, financial, and environmental drivers of design innovations and how they contrast to technological innovations. Our study utilizes a unique dataset encompassing a 10-year window of innovation output drawn from the computer, communications, and audio and video equipment manufacturing industries. Our results suggest that design innovations are driven primarily by investments in research and development and slack organizational resources. Interestingly, we …

Exploring Consumer Collecting Behavior: A Conceptual Model And Research Agenda, Brian I. Spaid

Marketing Faculty Research and Publications

Purpose

The purpose of this paper is to explore the behaviors that revolve around collecting, the motivations behind these behaviors and the psychological benefits collectors receive from engaging in these collecting behaviors.

Design/methodology/approach

A thorough literature review and integration of prominent psychological and social psychology theories are used to propose a conceptual model, several research propositions and potential research questions for future scholarship.

Findings

This paper proposes that a collector salient identity and collecting motives drive tension-inducing social and solitary collecting behaviors and that these behaviors in turn reinforce the collector salient identity. Relevant aspects of the collecting phenomenon are …

Gross National Happiness (Gnh): Linkages To And Implications For Macromarketing, Gene R. Laczniak, Nicholas J. C. Santos

Marketing Faculty Research and Publications

This theoretical commentary explores the concept of Gross National Happiness (GNH) and connects it with several central macromarketing concepts such as QoL, ethics, the common good, the purpose of market activity as well as the United Nations’ Sustainable Development Goals. The paper portrays GNH as a normative concept that captures collective well-being; it categorizes GNH, at least from the standpoint of Western moral philosophy, as most closely aligned with classical utilitarianism, and it distinguishes GNH from QoL on the basis of its predominantly aspirational and subjective orientation. It asserts that GNH can be seen as one manifestation of the common …

It Takes Two: Developing A Successful Partnership Between Clients And Students In Client-Based Projects, Rebecca Dingus, Alexander Milovic

Marketing Faculty Research and Publications

Both faculty and employers are motivated to advance learning beyond the classroom in order to teach skills required by graduates to succeed in business careers. The authors use a client-based project to build a bridge between marketing theory and practice, allowing students to develop their skills within a course while working with a real company. The authors demonstrate how a client-based project can succeed in the classroom with motivating incentives, positive client engagement, and earning real-world experience-all of which positively enhanced students 'participation, project deliverables, and enjoyment in the class project.

Marketers’ Use Of Alternative Front-Of-Package Nutrition Symbols: An Examination Of Effects On Product Evaluations, Christopher L. Newman, Scot Burton, J. Craig Andrews, Richard G. Netemeyer, Jeremy Kees

Marketing Faculty Research and Publications

How front-of-package (FOP) nutrition icon systems affect product evaluations for more and less healthful objective nutrition profiles is a critical question facing food marketers, consumers, and the public health community. We propose a conceptually-based hierarchical continuum to guide predictions regarding the effectiveness of several FOP systems currently used in the marketplace. In Studies 1a and 1b, we compare the effects of a broad set of FOP icons on nutrition evaluations linked to health, accuracy of evaluations, and purchase intentions for a single product. Based on these findings, Studies 2 and 3 test the effects of two conceptually-different FOP icon systems …

A Simple Procedure To Correct For Attenuation Of Anova Statistics In Decision Sciences Research, Srinivas Durvasula, Manoj K. Malhotra, Subhash C. Sharma

Marketing Faculty Research and Publications

Studies in the field of Decision Sciences that employ multi-item rating scales to measure latent constructs have predominantly used ANOVA rather than Means and Covariance Structure Analysis (MACS) in order to investigate group mean differences. However, traditional statistics in ANOVA (e.g., t and F) attenuate when dealing with imperfect measures, which in turn potentially leads to incorrect interpretation of results in the form of accepting the false null hypothesis and/or underestimating the true effect size. To address this issue, we describe in this paper a new but simple procedure to disattenuate the ANOVA-based statistics for measurement error. Using previously published …