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Full-Text Articles in Business
Blinded By The Brand: Why And When Salesperson Brand Attachment Decreases Customer Purchase Intentions?, Lisa Lynn Beeler
Blinded By The Brand: Why And When Salesperson Brand Attachment Decreases Customer Purchase Intentions?, Lisa Lynn Beeler
Doctoral Dissertations
Prior research finds that the more attached salespeople are to a brand, the more effort they extend on behalf of the brand, thus improving sales performance. However, salesperson brand attachment may also have undesirable consequences only evident when viewed through the customers’ lens. Specifically, we argue that brand attachment has a “blinding effect” on salespeople, leading them to adopt inappropriate sales strategies that discourage customers from purchasing the brand. We explore these ideas using data collected from 20 exploratory interviews with salesperson-customer dyads and a field study that includes 153 salespeople and 98 matched customers. The data offer support for …
To Charge Or Not To Charge: Examining Stakeholder Perceptions Of Nonrevenue Sports Ticketing Policies, Peyton Stensland, Jordan Bass
To Charge Or Not To Charge: Examining Stakeholder Perceptions Of Nonrevenue Sports Ticketing Policies, Peyton Stensland, Jordan Bass
Journal of Applied Sport Management
All across college campuses, dozens of intercollegiate sports teams compete each year. It is assumed that attendance will vary across these sports for a number of factors. However, the impact of one organizationally controlled factor (choosing to ticket the event or not) has not been explored in the literature. In this study, the authors examined the ticketing practices of intercollegiate athletics departments. A qualitative interview approach was utilized to explore the importance and implications of ticketing practices of intercollegiate athletics departments. Terms such as reputation, legitimacy, and value were used to describe the reasoning behind whether or not to charge …