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Full-Text Articles in Business
Loyalty Cards: A Review Of The Research And Suggestions For Future Research, David J. Burns
Loyalty Cards: A Review Of The Research And Suggestions For Future Research, David J. Burns
Association of Marketing Theory and Practice Proceedings 2010
Several larger retailers have adopted loyalty cards as a means to acquire information to better serve their customers. To participate in a loyalty card program, consumers must provide a significant amount of personal information to the retailer. How aware are consumers of the data which they are providing retailers by using loyalty cards? How aware are they of how their information is being used? The purpose of this paper is to begin to raise these issues.
Provider And Customer Response To The Service Environment: A Field Experiment, Kendra Fowler, Eileen Bridges
Provider And Customer Response To The Service Environment: A Field Experiment, Kendra Fowler, Eileen Bridges
Association of Marketing Theory and Practice Proceedings 2010
This research extends service theory by examining the relationship between providers and customers in an actual retail setting. Findings indicate that employee evaluations of the service environment improve in the presence of a pleasant, congruent ambient scent; providers are also more courteous and customers more friendly. Most importantly, provider mood states act as moderators of the relationships between the service environment and employee attitude as well as customer perceptions of employee behavior. Implications for managers include careful consideration of whether it is desirable to introduce ambient scent, and how to reduce the impact of negative employee mood states.
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.
Retail Prejudice: Does Marketplace Color Really Matter?, Sacha Joseph-Mathews
Retail Prejudice: Does Marketplace Color Really Matter?, Sacha Joseph-Mathews
Association of Marketing Theory and Practice Proceedings 2010
In the last decade, manufacturers, retailers and service providers alike have started paying significant attention to ethnic minority consumer segments. Several companies have increased their marketing budgets in the millions with the intention of attracting these consumers to their products, services and stores. Yet many retailers in particular are ill-equipped to deal with these new minority segments, and conventional wisdom suggests that simply attracting minority segments to stores may not be enough to ensure their return. This study seeks to examine two issues that are important to retailers who are focused on minority consumer segments: perceived retail prejudice and customer …
Gift Cards And Gift Giving: Research Notes From The Field, Melek Meral Meral Anitsal, Ismet Anitsal, Sara E. Taylor
Gift Cards And Gift Giving: Research Notes From The Field, Melek Meral Meral Anitsal, Ismet Anitsal, Sara E. Taylor
Association of Marketing Theory and Practice Proceedings 2010
Gift cards are rapidly emerging as a trend in the retail marketplace. However, this emerging phenomenon of consumers’ preference of gift cards has not been explored thoroughly yet. The objective of the current study is to understand consumer reactions to gift cards in terms of their impact in gift giving and gift receiving relationships. Specifically, this research seeks to answer the following research objectives: (1) How gift givers and receivers perceive gift cards; (2) What roles of gift cards play in gift giving rituals; and (3) What meanings gift cards communicate for receivers and givers.
Why Hispanic Women Wear What They Wear, Maria-Gracia Inglessis
Why Hispanic Women Wear What They Wear, Maria-Gracia Inglessis
Association of Marketing Theory and Practice Proceedings 2010
This paper is an exploration of how Hispanic women communicate their identity through clothing and how cultural values affect how they shop for clothes. Based on in-depth interviews with Hispanic women in Florida, this study demonstrates that Latinas retain overtime a set of values characteristic of the traditional Hispanic culture. This study also reveals that Hispanic women are high self-monitors and enjoy the experience of discovery when they shop. Specific implications for marketers are offered.
A Comparative Analysis Of Retail Store Image: Wal-Mart And Dillards, Charles E. Pettijohn, Linda S. Pettijohn, A J. Taylor, Andrew J. Newman
A Comparative Analysis Of Retail Store Image: Wal-Mart And Dillards, Charles E. Pettijohn, Linda S. Pettijohn, A J. Taylor, Andrew J. Newman
Association of Marketing Theory and Practice Proceedings 2010
The research in this manuscript reports on analyses of retail image which compares the images of two well- known U.S. retailers. The scale used is the research is one that has been specifically designed to evaluate consumers' perceptions of retailers. The results indicate that differential scale items are required to meaningfully assess different varieties of retail establishments. Specifically, the findings indicate that consumers assess retailers in a manner which seems consistent for retail store type. The study offers conclusions and insights based upon the differential items used to assess discount retailers and traditional department stores.
Ethics In Retail Buying And Sales: Perceptions Of Future Retail Personnel, David J. Burns
Ethics In Retail Buying And Sales: Perceptions Of Future Retail Personnel, David J. Burns
Association of Marketing Theory and Practice Proceedings 2010
Unlike many other industries, collegiately educated individuals pursuing a career in retailing often find themselves involved in both buying and selling activities and/or interacting with those who do during their careers. As a result, policies enacted by a retailer which affects one of these two environments will likely affect the other. Perceptions of potentially ethically troublesome situations and practices in buying were found to be strongly related to perceptions of potentially ethically troublesome situations and practices in selling. The only exceptions concern socialization between retail salespeople and their peers and/or management, and whether vendors service small accounts. It appears that …
Rebates And Reward Programs: Conflicting Drivers, Michael Mccall, Clay Voorhees, Carol L. Bruneau, Aimee Dars Ellis
Rebates And Reward Programs: Conflicting Drivers, Michael Mccall, Clay Voorhees, Carol L. Bruneau, Aimee Dars Ellis
Association of Marketing Theory and Practice Proceedings 2010
Rebate programs and customer reward programs have evolved almost side by side within the hospitality, tourism, services and retailing sectors. Interestingly, they both share a common theme of delaying rewards for consumers. In each case consumers are motivated to purchase a good or service contingent upon a reward that is delayed until a later time. At present there has been little research that examines how these programs function together and whether when implemented in tandem that they might actually be in conflict. An online survey was completed by 68 members of a shopping blog that asked about their participation and …
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.
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.