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Articles 1 - 30 of 76
Full-Text Articles in Business
Identifying Potential Student Blood Donors By Personality Traits, Harold Ogden, Brian Mascarenhas, Milen Minchev, Emilie Pelletier, Ryan Slanley
Identifying Potential Student Blood Donors By Personality Traits, Harold Ogden, Brian Mascarenhas, Milen Minchev, Emilie Pelletier, Ryan Slanley
Association of Marketing Theory and Practice Proceedings 2010
A convenience sample of 149 university students was surveyed on their attitudes and behaviors toward blood donation and with a scale of twenty four personality trait items. These items reduced to a seven- factor structure. The data were divided into two groups of high and low-likelihood of blood donation which were compared on factor means. Differences were seen on the “Concern for Others” and the “Down to Earth” factors although not all items in a factor were different and differences were seen in some non- significant factors. Applications of these finding are suggested.
Exploring B2b Brand Equity: Beyond The Traditional Models, Rick Mathisen, Michael Musante
Exploring B2b Brand Equity: Beyond The Traditional Models, Rick Mathisen, Michael Musante
Association of Marketing Theory and Practice Proceedings 2010
The original concept of brand equity was proposed by David Aaker in 1991. Subsequently Keller also proposed that concept of reseller brand equity. Brand equity in Aaker’s and Keller’s models was based on the value of the brand to the consumer. Little research or models have been proposed that address brand equity of B2B products. Yoo and Donthu tested a model of brand equity in the consumer market. The inputs were based on distribution intensity, store image, pricing, advertising and price deals. These were found to affect perceived quality, brand loyalty and brand associations consistent with the Aaker model. The …
College Students' Choice Criteria Of Retail Banks, Charles Blankson, Trang Phuc Tran
College Students' Choice Criteria Of Retail Banks, Charles Blankson, Trang Phuc Tran
Association of Marketing Theory and Practice Proceedings 2010
The purpose of this research is to develop a scale identifying American college students’ choice criteria of retail banks. It is an exploratory study that complements extant studies on retail bank selection. The reliability of the scale was assessed using exploratory factor analysis and serves as a prelude to further empirical validation analysis. The results present four distinct factors important in the selection of retail banks, namely, "convenience", "competence”, “recommendation by parents" and "free banking - no bank charges". It concludes by discussing managerial contributions, limitations and future research directions.
The Role Of Cognitive Dissonance In A Service Setting, Young (Sally) K. Kim
The Role Of Cognitive Dissonance In A Service Setting, Young (Sally) K. Kim
Association of Marketing Theory and Practice Proceedings 2010
While numerous studies used the theory of cognitive dissonance to explain consumer behavior, there is no study as of today that applied the theory to the service industry to investigate the role of cognitive dissonance in influencing important marketing-related variables such as perceived value and trust. This study examines the relationship between cognitive dissonance and relationship variables (trust and value) and proposes a model to understand how consumers process information facing a negative word-of-mouth message that is incongruent with their existing belief and how cognitive dissonance affects their behaviors. The proposed model is tested using data collected via mail survey …
Effectiveness Of Price Bundling In An Entertainment Setting, Raj Arora, Charles R. Stoner
Effectiveness Of Price Bundling In An Entertainment Setting, Raj Arora, Charles R. Stoner
Association of Marketing Theory and Practice Proceedings 2010
This study examined the effectiveness of price bundling and whether that effectiveness varied by the discount format utilized. Exploring a movie-dining bundle in the entertainment setting, the study revealed that the bundle was preferred over individual item purchases. Mixed results were noted for the format preferences, and these are addressed in the discussion.
The Perks And Problems Of Being Department Chair, David J. Burns, Stephen S. Batory, John Lanasa, Chris Manolis
The Perks And Problems Of Being Department Chair, David J. Burns, Stephen S. Batory, John Lanasa, Chris Manolis
Association of Marketing Theory and Practice Proceedings 2010
Many faculty members find the opportunity to serve as chair of their department at a point of their career. How does the chair position differ from a faculty position? Of what should a faculty member be aware before agreeing to serve as chair? Is it possible to prosper in the chair’s position? This special session will involve a candid discussion if the chair’s position – its perks and its problems. Four marketing faculty, both present chairs and former chairs, will present a clear picture of the chair’s position, and will address such issues as chair selection and appointment, dealing with …
The Lighter Side Of Darkness: B-School Management And Succession, Lydia A. Mckinley-Floyd, Melvin T. Stith
The Lighter Side Of Darkness: B-School Management And Succession, Lydia A. Mckinley-Floyd, Melvin T. Stith
Association of Marketing Theory and Practice Proceedings 2010
Few faculty members give much thought to joining the "Dark Side" of the academy--administration, preferring instead to be left alone to pursue their scholarly research, classroom instruction and professional affiliations. Yet at no time in our history has b-school leadership been more important. Facing multiple threats from global economic meltdown, for-profit online programs and global educational competition, traditional b-schools need to attract and maintain dynamic leaders who must identify innovative ways to reinvent, reposition, and reignite their faculty and programs for success in the 21st century while maintaining their heritage and values that alumni and other stakeholders come to expect. …
Revolutionizing The Market: Electronic Branding Strategies Within Ncaa Fbs Athletic Departments, Coyte G. Cooper, Richard M. Southall, Matthew Cooper
Revolutionizing The Market: Electronic Branding Strategies Within Ncaa Fbs Athletic Departments, Coyte G. Cooper, Richard M. Southall, Matthew Cooper
Association of Marketing Theory and Practice Proceedings 2010
Increasing competition for the discretionary dollar of sport consumers has created an environment where sport organizations are forced to find strategies to differentiate themselves from the competition (Mullin, Hardy, and Sutton, 2007; Ross, 2007). One rapidly growing platform that sport organizations are now utilizing is e-branding. However, segments of the sport industry are in the infancy stages of developing long- standing practices for communication via new technology (de Chernatony & Christoudoulides, 2004). The purpose of this study was to explore the technologies that Division I FBS athletic departments (N = 64) implement to build their brand image with consumers. The …
Implementing The Customer Relationship Paradigm In Sports Marketing, Lynn W. Mcgee
Implementing The Customer Relationship Paradigm In Sports Marketing, Lynn W. Mcgee
Association of Marketing Theory and Practice Proceedings 2010
With the increasing attention to services marketing, the paradigms that guide marketing practitioners are shifting. An emerging approach useful to sports marketing is the study of customer relationships and their role in marketing mix design. This qualitative study examines the process, benefits and costs of implementing the customer relationship paradigm in brand identity development. A new baccalaureate university introduced athletics—and needed a mascot, colors and visual identity. Gronroos’ model of external, internal and interactive marketing guided the process. The results demonstrated the benefits of the approach and identified the need for stronger concepts and measures in this emerging research.
The Nexus Of Payroll, Performance, Ticket Prices, And Attendance In Mlb, Sam Fullerton
The Nexus Of Payroll, Performance, Ticket Prices, And Attendance In Mlb, Sam Fullerton
Association of Marketing Theory and Practice Proceedings 2010
This study uses secondary data from the past ten seasons to explore key issues germane to Major League Baseball. Focusing on attendance, payroll, performance, and the cost of attending, several key relationships were identified. Huge disparities in spending are documented. Perhaps most importantly, there is a meaningful relationship between performance and attendance. Equally important is the relationship between performance and the team’s payroll. Other relationships were documented and suggestions are articulated. These suggestions include future research and managerial issues such as the implementation of a hard salary cap.
Sporting Change: Greening The Ballpark, Steve Greenberg, Anthony Taormina, Robert Sroufe
Sporting Change: Greening The Ballpark, Steve Greenberg, Anthony Taormina, Robert Sroufe
Association of Marketing Theory and Practice Proceedings 2010
Sustainable construction achieves the dual aim of reducing building carbon emissions while reducing lifecycle maintenance and long-term operating costs of the facility. This exploratory research aims to address the gap between the growing development of commercial LEED real estate buildings and sports and entertainment venues, while developing a framework for LEED Certification in New Ballparks. Medlar Field at Lubrano Park, located in State College, Pennsylvania, opened in 2006 as the first LEED certified stadium in the world. Sustainable design features include automatic plumbing fixtures, a gray water system, automatic lighting, public transportation hubs, and use of recycled and local construction …
Assessing Sport-Sales Training Effectiveness: Development Of A Baseline Sample, Richard M. Southall
Assessing Sport-Sales Training Effectiveness: Development Of A Baseline Sample, Richard M. Southall
Association of Marketing Theory and Practice Proceedings 2010
The majority of entry-level positions within the sport industry fall in the area of sales. Yet, only recently have sport-management programs begun to offer courses devoted to sales education and training. The discipline of sales provides an ideal opportunity to incorporate experiential-based learning. While several recent articles have examined the application of experiential-learning based learning to courses focused on ticket sales, this article presents the results of the first systematic assessment of such courses’ effectiveness. Specifically, this paper presents the results of evaluation of sales-training programs that incorporate Southall, Nagel, LeGrande, and Han's (2003) metadiscrete experiential learning model and the …
Evidence Of Sustainability Communication In Major League Baseball: A Website Analysis, Dorene Ciletti, John Lanasa, Diane Ramos, Ryan Luchs, Junying Lou
Evidence Of Sustainability Communication In Major League Baseball: A Website Analysis, Dorene Ciletti, John Lanasa, Diane Ramos, Ryan Luchs, Junying Lou
Association of Marketing Theory and Practice Proceedings 2010
Based on a review of Major League baseball team websites, this study provides insight into team communication of sustainability principles and practices through an analysis of self-presented sustainability content. Websites for thirty-one (31) teams were examined for content. Elkington’s (1997) triple bottom line dimensions and Global Reporting Initiative (GRI) indicator codes and definitions were constructs for the model and aligned to social, environmental, and economic principles for categories of sustainability practices. Researchers found that while teams are including sustainability information to some extent, the majority highlight social issues on their home pages and subsequent pages; communication about environmental factors varies …
The Portrayal Of Native American Stereotypes: A Semiotic Analysis Of Sports Logos Overtime, May Aung, Jordana King, Kyle Kivimaki, Ryan Kolten, Scott Mccreary, Kevin O'Doherty, Alyssa Rodrigo
The Portrayal Of Native American Stereotypes: A Semiotic Analysis Of Sports Logos Overtime, May Aung, Jordana King, Kyle Kivimaki, Ryan Kolten, Scott Mccreary, Kevin O'Doherty, Alyssa Rodrigo
Association of Marketing Theory and Practice Proceedings 2010
Mascots and logos play a crucial role in the branding of sports teams. When establishing a logo, organizations want a sign or symbol that is meaningful and widely recognizable. This study examines the portrayal of Native American Indian stereotypes within sport team logos of the Cleveland Indians, the Atlanta Braves, the Washington Redskins, the Chicago Blackhawks, the Syracuse Orange, and the Illinois Illini over a 90 year period. The study consists of a semiotic analysis of six major sports team logos, their logo changes and a review of external factors over time. Practical implications as well as future research are …
Providing Consistent Service At The Concessions Stand: A Potential Problem, Mark Nagel
Providing Consistent Service At The Concessions Stand: A Potential Problem, Mark Nagel
Association of Marketing Theory and Practice Proceedings 2010
Concession sales are a critical revenue stream for sport and entertainment venues. Most research investigating concession revenues has focused upon quality and availability of food choices as well as the servicescape (Bigelow, 2004; Zeithaml, Bitner, & Gremler, 2006). Though these are important areas of concern, one area that has not been extensively researched is the appearance, speed, and efficiency of individual concession stations in relation to their in-venue counterparts. This study investigated the consistency of concession operations at a National Collegiate Athletic Association (NCAA) Division I men’s basketball game. Results indicated that a large discrepancy existed among concession outlets in …
A Successful International Joint Venture: Exploring The Critical Success Factors Of Starbucks Korea, Kyuho Lee, Melih Madanoglu, Jae-Youn Ko
A Successful International Joint Venture: Exploring The Critical Success Factors Of Starbucks Korea, Kyuho Lee, Melih Madanoglu, Jae-Youn Ko
Association of Marketing Theory and Practice Proceedings 2010
International joint venture has become a key foreign entry mode among global service firms. Scholars have devoted significant attention to the theory of international joint venture in the past three decades. However, despite growing interest from academics and practitioners alike, research that would synthesize the model of a successful international joint venture in the service industry has not been established. To close this gap, we undertook a qualitative study using Starbuck Korea case. This study investigates how Starbucks Korea, an international joint venture between the Starbucks Corporation and the Shinsegae Corporation (the Korean joint venture partner of Starbucks Korea) has …
Tthe Effect Of Acculturation On Franchise Relationships, Sally Baalbaki
Tthe Effect Of Acculturation On Franchise Relationships, Sally Baalbaki
Association of Marketing Theory and Practice Proceedings 2010
Buyer-seller relationships and franchisee-franchisor relationships, have been studied excessively in the past. One of the causes of the growing importance of research on franchising has been the increased reliance on the service sector in many developed countries. However, the role of the franchisee has not been adequately studied in the literature outside of the buyer-seller relational framework, and especially not in conjunction with the concept of acculturation. Interpersonal relationships are critical in a service industry, offering an important reason to undergo a study of culture and acculturation within this industry, specifically from the franchisee perspective. The purpose of this research …
Organization Structure And Service Capabilities As Predictors Of Supply Chain Performance: B2b Seller’S Perspective, Harash J. Sachdev, G. Russell Merz
Organization Structure And Service Capabilities As Predictors Of Supply Chain Performance: B2b Seller’S Perspective, Harash J. Sachdev, G. Russell Merz
Association of Marketing Theory and Practice Proceedings 2010
In buyer-seller exchanges the seller not only provides the goods and service but also transfers its organization capabilities on to the buying firm. Improper selection and usage of these capabilities may reduce the seller’s sustainable competitive edge in future transactions in this supply chain. Through field interviews and Resource Based View literature, the authors propose and test a model linking organization structure, service capabilities, and seller’s satisfaction and performance in business-to-business exchanges. Based on eighty-seven responses, the results indicate that autonomous structure has a positive impact on all three service capabilities. Formalization has a positive influence on only logistics service …
The Role Of Trust In Today’S Extended Enterprise, Ken Saban, Michaela Ann Noakes
The Role Of Trust In Today’S Extended Enterprise, Ken Saban, Michaela Ann Noakes
Association of Marketing Theory and Practice Proceedings 2010
This paper explores the role that trust plays in improving the overall collaboration and business performance of firms that constitute an extended enterprise. Case studies of Eli Lilly, Airbus and Toyota Motor Company illustrate the significant economic advantages of creating and maintaining a collaborative and trusting network.
Interpreting A Case Of Outsourcing Shift-Gears In The Car Industry Using Different Theorys Simultaneously, Henrik Blomgren
Interpreting A Case Of Outsourcing Shift-Gears In The Car Industry Using Different Theorys Simultaneously, Henrik Blomgren
Association of Marketing Theory and Practice Proceedings 2010
The purpose of this paper is to bring forward a methodology that makes it possible to handle different theoretical models simultaneously when analyzing cases of outsourcing - without ending up with contradictary conclusions. The approach used in the paper is a development of a framework, the analysis of three commonly used models (The Make-or-buy model, the Network approach, and Industrial strategy) and a case study where outsourcing of shift-gears in the carindustry is analysed. The paper addresses the basic need to clearify the fundamental assumtions embedded in theories applied on outsourcing. It also clearifies very hands-on how the suggested methodology …
Expert To Matrix Learning: A Comparison Of Graduate Versus Undergraduate, Renee Fontenot
Expert To Matrix Learning: A Comparison Of Graduate Versus Undergraduate, Renee Fontenot
Association of Marketing Theory and Practice Proceedings 2010
The process use of expert-to-matrix learning is explained and then exampled across undergraduate principles of marketing classes and a graduate foundations of marketing course. Through expert-to-matrix learning students practice teamwork, presentation, and critical thinking skills. The technique is an example of cooperative learning, where students discuss concepts, seek explanations, and develop a common response to objectives that they present to others. They gain positive learning benefits like empowerment and responsible association. Matrix learning maximizes performance, morale, and well being of students. Teams are evaluated on the thoroughness and quality of their shared understanding of daily course objectives through class presentations. …
The "Perfect" Service-Learning Class Project: Implications For The Seleb Scale, Cynthia Anderson, Jane M. Reid, Mark Toncar
The "Perfect" Service-Learning Class Project: Implications For The Seleb Scale, Cynthia Anderson, Jane M. Reid, Mark Toncar
Association of Marketing Theory and Practice Proceedings 2010
A six-week public relations class held during the summer of 2009 conducted a very successful service- learning project. The students were able to raise money for charity, while showcasing their project on three local television stations as well as the local newspaper. Additionally, they communicated information about their event through social networking sites. Thus, this project became known as the "perfect" service- learning class project. The purpose of this article is to determine how the students participating in this service-learning project rated the items on the SELEB (Service Learning Benefits) scale, compared to less successful classes.
Service-Learning Partnerships In Marketing Education: A Case Study In A Sales Management Course, Doris M. Shaw
Service-Learning Partnerships In Marketing Education: A Case Study In A Sales Management Course, Doris M. Shaw
Association of Marketing Theory and Practice Proceedings 2010
Marketing educators often collaborate with the business community to prepare students for the real world. Another option for doing so is via service-learning partnerships that tie nonprofit agencies to particular college courses over a period of time. This article describes how such a partnership was incorporated into a sales management course. Following a review of service learning literature, this manuscript will discuss how the partnership was developed and implemented, learning outcomes, and future considerations.
Business Programs In Study Abroad: A Reconsideration, Susan Carley, Randy S. Stuart, M. P. Dailey
Business Programs In Study Abroad: A Reconsideration, Susan Carley, Randy S. Stuart, M. P. Dailey
Association of Marketing Theory and Practice Proceedings 2010
In acknowledgement of the importance of fostering a global perspective in their students, business educators stress the role that international study can play in increasing interpersonal skills and also broadening knowledge of global business practices. Traditionally offered as semester- or year- long programs, today’s study abroad programs are more often short-term in nature, raising questions about student outcomes of abbreviated study tours. This longitudinal study of students who participated over a nine-year period examines the benefits and limitations of short-term study tours. Results suggest that schools of business may want to think again about desired student outcomes and learning objectives …
Marketing Part-Time Mba Programs: Understanding The Need For And Dimensions Of Flexibility, Lynn C. Dailey
Marketing Part-Time Mba Programs: Understanding The Need For And Dimensions Of Flexibility, Lynn C. Dailey
Association of Marketing Theory and Practice Proceedings 2010
Flexibility likely plays a major role in MBA recruitment, particularly for part-time MBA programs. This begs the question, what does flexibility really mean in regards to education? This paper examines the issue of MBA program flexibility. The paper utilizes exploratory research to help MBA marketers better understand consumers need for flexibility and to identify dimensions on which MBA marketers can build flexibility into their programs.
Organizational Ethics: The Ethical Beliefs Of Marketing Managers In Trinidad And Tobago, Mohammed Y. A. Rawwas
Organizational Ethics: The Ethical Beliefs Of Marketing Managers In Trinidad And Tobago, Mohammed Y. A. Rawwas
Association of Marketing Theory and Practice Proceedings 2010
As a result of the recent corporate scandals involving Bernard Madoff, AIG, Enron, WorldCom, Tyco, Health- South, Martha Stewart, and the Wall Street analysts and the accounting firms (such as Arthur Andersen) that supported them, a growing concern has emerged about the quality of today's marketing managers' ethical beliefs. Epistemologists contend that belief is an ethical process that is susceptible to the intellectual virtue or vice of one's own life and personal experiences. Open-mindedness, curiosity, careful thinking, creativity, and intellectual courage are the foundations of epistemic virtues. Closed-mindedness, intellectual overconfidence, intellectual conformity, and wishful thinking are among epistemic vices. The …
Retiring Workers Could Present A Problem For Marketers, Even In A Recession, Eileen D. Weisenbach Keller, Doris M. Shaw
Retiring Workers Could Present A Problem For Marketers, Even In A Recession, Eileen D. Weisenbach Keller, Doris M. Shaw
Association of Marketing Theory and Practice Proceedings 2010
Today's workforce is aging fast. The tacit knowledge held by those approaching retirement is necessary for firms to compete in the increasingly competitive marketplace. While some research has been devoted to how older workers view their retirement will impact the workplace, minimal attention has been given to how younger workers view this issue. As companies strive to remain market-driven, this paper examines how younger personnel view the impact of retirement on their employers and the impending brain drain. A discussion of implications for the marketing function within firms also is provided.
Implications Of Contemporary Leadership Models On Sales Management, Ellen M. Raineri
Implications Of Contemporary Leadership Models On Sales Management, Ellen M. Raineri
Association of Marketing Theory and Practice Proceedings 2010
As organizations have discovered that they cannot solely compete on price, product, quality, or technology, organizations have sought the use of optimum leadership models to assist with competition and survival. After examining the evolution of three contemporary leadership models: Spiritual Leadership, Primal Leadership, and Innovative Leadership, it is shown that these models offer sustenance in various ways for organizations and employees. Furthermore, because of the introduction and practice of Spiritual Leadership, Primal Leadership, and Innovative Leadership, specific implications exist for sales management as related to their sales reps and to their customers.
Using Diffusion Of Innovation Theory To Help Predict The Adoption Of New Technologies In Retailing, Richard Clodfelter
Using Diffusion Of Innovation Theory To Help Predict The Adoption Of New Technologies In Retailing, Richard Clodfelter
Association of Marketing Theory and Practice Proceedings 2010
New technologies are constantly being tested by retailers to determine their applicability to business operations. This paper examines diffusion of innovation theory and its applicability to assisting retailers in making decisions about the implementation of these new technologies. This paper concentrates on one form of biometric technology that is currently being tested by several retailers—fingerprint authentication at point-of-sale. The purpose of the paper is to identify components and processes, based on diffusion of innovation theory, that could be tested to better determine how consumers will react to the introduction and implementation of new technologies in retail stores.
Self-Efficacy And Its Relation To Sales Outcomes, Charles E. Pettijohn, Allen Schaefer
Self-Efficacy And Its Relation To Sales Outcomes, Charles E. Pettijohn, Allen Schaefer
Association of Marketing Theory and Practice Proceedings 2010
This research evaluates the relationships existing between salesperson self-efficacy and that individual's performance and customer-orientation. The study uses scales specifically designed to measure the salient variables and then statistically analyzes the degree to which these variables relate to desired sales outcomes.