Business Commons^™

What Makes Strategy Making Across The Sales-Marketing Interface More Successful?, Avinash Malshe, Ravipreet S. Sohi

Department of Marketing: Faculty Publications

Extant research on marketing strategy making (MSM) lacks process-based theoretical frameworks that elucidate how marketing strategies are made when sales and marketing functions are involved in the process. Using a grounded theory approach and data collected from (a) 58 depth interviews with sales and marketing professionals and (b) a focus group with 11 marketing professionals, we propose that MSM within the sales-marketing interface is a three-stage, multifaceted process that consists of Groundwork, Transfer and Follow-up stages. Our process-based model explicates the specific activities at each stage that are needed to develop and execute marketing strategies successfully, the sequence in which …

December 2009, Inland Empire Business Journal

Inland Empire Business Journal

News and Features

Harvard Ignored Warnings About Investments

Warnings fell on deaf ears on the president of Harvard,

Lawrence Summers, as the market crashed m the fall

of 2008. He and other Harvard officials were warned

that the school was being too aggresive with billions of

dollars in cash by investing in stocks, bonds, hedge

funds, and private equity. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . …

November 2009, Inland Empire Business Journal

Inland Empire Business Journal

News and Features

Is Your Leadership Strong Enough? Three Pillars of

Strength to Help Leaders in Tough Times Some leaders think

that doing extra work. staying late, and taking on

more responsibilities will keep them strong. Joelle Jay

say it's time to upgrade that way of thinking. "Getting

ahead" has less to do with time and effort than it does with

thoughtful. reflective consideration. She outlines an "inner

work" that can weather any storm. . …… . …… . …… . ………8

Ho …

Sp720-Value-Added Agriculture, Direct Marketing And Agritourism In Tennessee - A Summary Of 2007 Census Of, The University Of Tennessee Agricultural Extension Service

Marketing, Finances and Value-Added Agriculture

The United States Department of Agriculture (USDA) conducts a census of agriculture every five years. The most recent census was conducted in 2007 and results were released in February 2009. Over time, the census has included more and more questions related to marketing and alternative enterprises and now provides information related to various components of value-added agriculture.

The Center for Profitable Agriculture, the department within UT Extension that assists farmers in analyzing and developing value-added enterprises, generally defines value-added farm enterprises as those activities involving processing, packaging and marketing farm commodities and farm resources. Value-added agriculture allows the farmer to …

Maine's Seafood Industry: From The Outside Looking In, Catherine V. Schmitt

Maine Sea Grant Publications

How did Maine fare at this year's Boston Seafood Show? What can Maine learn about seafood marketing from other states? This article reviews the history of seafood marketing in Maine and profiles current efforts to develop value-added products and enhance sustainability through community supported fisheries. The story originally appeared in the Fall 2009 issue of Maine Food & Lifestyle magazine and is offered here in its entirety.

Recruitment And Retention Of Sports Officials, Peter J. Titlebaum, Nichole Haberlin, Garrett Titlebaum

Health and Sport Science Faculty Publications

A 2001 report by the National Association of Sports Officials (NASO) indicated there is likely to be a shortage of sport officials in the near future. This report also indicated that soccer and field hockey were already struggling to find officials as early as 2001. The purpose of this article is to identify researched recruitment and retention issues of sports officials; ways to retain current officials; and strategies to help recruit new officials.

Privacy Concern And Online Personalization: The Moderating Effects Of Information Control And Compensation, David G. Taylor, Donna F. Davis, Ravi Jillapalli

WCBT Faculty Publications

Firms have at their disposal an increasing amount of personal information about consumers gathered through various means. Studies find that personalizing online interactions improves customer relationships and increases desirable behaviors, such as positive word-of-mouth and increased purchase intent. However, other research suggests that the use of personal information stimulates privacy concern, which has a negative effect on behavior. This study examines potential moderators of the negative effects of privacy concern on behavioral intentions in the context of personalized online interactions. Results show that increasing perceived information control reduces the negative effect of privacy concern on behavioral intentions. In contrast, the …

A Hybrid Firm's Pricing Strategy In Electronic Commerce Under Channel Migration, Robert John Kauffman, Dongwon Lee, Jung Lee, Byungjoon Yoo

Research Collection School Of Computing and Information Systems

Achieving an effective business design across the Internet and the off-line channel is a critical concern for a hybrid firm's choice of pricing strategy. Two pricing models are proposed to examine how consumer channel migration (one-way channel interaction from the traditional sales channel to the Internet) affects pricing strategy. One model has no interaction between the Internet and off-line channels. The other includes the possibility of one-way migration to the Internet channel and incorporates consumers' channel-switching costs and loyalty to the firm. The two models offer interesting results for understanding traditional and Internet-based selling. A high level of channel migration …

September 2009, Inland Empire Business Journal

Inland Empire Business Journal

Columns

Management and Motivation…... 8

Investments and Finance ...................9

Computers ........................10

Corporate Event………………..11

The Lists:

Inland Empire's Largest Hotels...................13

Banks in the Inland Empire.........................15

Golf Courses in the Inland Empire.................16

Commentary..............................................18

Management ...............................................19

People. Places and Events ............................28

Sales.........................................................30

Manager's Bookshelf….......................38

New Business Liqs:

Count) of San Bernardino……...............40

County of Riverside....................41

Executive Time Out….......................43

Motivating and Inspiring...............8

Plan a memorable Corporate Event...............11

The Five ways Leaders Lose Their Edge...............19

Build a Better Sales Force...............30

Hot Olympic Spots in British Columbia...............43

The Effect Of Hedonic Motivations, Socialibility And Shyness On The Implusive Buying Tendencies Of The Irish Consumer, Mayank Dhaundiyal, Joseph Coughlan

Conference papers

Previous empirical studies have shown that consumers' hedonic shopping motivations can reliably predict their impulsive buying tendencies (IBT). Impulsivity has been shown to have strong roots in people’s personality (Verplanken and Herabadi 2001). This study extended current research to include two other personality constructs - shyness and sociability - that have not been tested against impulsivity in the literature. A questionnaire comprising of subscales of IBT, hedonic shopping motivations, shyness and sociability as developed by Verplanken and Herabadi (2001), Arnold and Reynolds (2003) and Cheek and Buss (1981) respectively was administered to 194 respondents in two prominent Dublin city centre …

July/ August 2009, Inland Empire Business Journal

Inland Empire Business Journal

Columns

Sales ……………………..............................................................8

Investments and finance …………………………………………9

Commentary .................................................................................10

Computer . . . . . . . . . . . . . ………………………………………12

Management. ........................................................................13 & 18

The Lists:

Certified Public Accountant Firms. . . . . . . . . . . . . . . . 6

Commercial Printers. . . . . . . . . . . . . . . . . . . . . . . . . . . 11

SBA Lenders Serving the Inland Empire. . . . . . . . . . . . . 15

Public Relations …

Sales Buy-In Of Marketing Strategies: Exploration Of Its Nuances, Antecedents, And Contextual Conditions, Avinash Malshe, Ravipreet S. Sohi

Department of Marketing: Faculty Publications

This study uses a qualitative research design with the Grounded Theory method, to explore the multifaceted nature of sales buy-in, i.e. the sales function’s belief that marketers’ proposed strategy is appropriate and has merit. Based on 49 in-depth interviews with sales and marketing professionals, the findings indicate that obtaining sales buy-in consists of four key components: (a) objectivity and rational persuasion (b) sensitivity and responsiveness to reality (c) involvement in strategy creation, and (d) positioning for success. The findings also show that three organizational-level factors play an important role in determining sales buy-in: (1) eliminating interfunctional walls, (2) bridging the …

June 2009, Inland Empire Business Journal

Inland Empire Business Journal

14 tips for small business to thrive in a down economy

Pomona valley Hospital Medical Centers Satellite Facilities

The Blessing in Adversity

Why California Must Save its Educational System

Is your Company Stuck in the Muck?

Columns

Commentary . . . . . . . . . . . . . . ....... · · · · · · · · .... 2 & 13

Management . . . . ............. · · · · · · · · · · · · · · · · · · 7 & 33

Sales . . . . . . . …

May 2009, Inland Empire Business Journal

Inland Empire Business Journal

Columns

Management……………………………………………………… 7 & 16

Motivation…………………………………………………………8 & 15

Investment and Finance ……………………………………………9

The Lists

Environmental Companies Serving the Inland Empire…10

Independent Banks Serving the Inland Empire…………13

Employment Services/Agencies... ……………. . . . . . . . . . 14

Law Firms……………………………………....……….. . 19

Dental Plans ..... ............... …………………………………37

Commentary………………………………………………………12

Computer …………………………………………………………18

Inland Empire People and Events .......………………………… 26

Restaurant Closures ..... . ………………………………………31

Manager's Bookshelf …………………………………………….38

New Business Lists:

County of San Bernardino ……………………………... 40

County of Riverside ...............……………………………41

Executive Time Out. . . . . …

Campus Consignment, Krista Deangelo

Senior Honors Projects

As environmental awareness and sustainability have become more widely promoted, it has resulted in an increase in the importance of recycling. A consignment store, by definition, is a second-hand store that offers previously owned goods, both used and unused, for a lower price than that of new products. Consignment stores provide consumers with an outlet through which they can recycle items, by selling those that they no longer use and purchasing products that have been previously owned. Along with their environmental benefits, these businesses present creative designers with the chance to sell their original work. My experience working at a …

Understanding Gender Differences In Online Experience And Internet Advertising, Seema Harryginsingh

Honors College Theses

The purposes of this article is to first review the literature on gender differences in advertising then explore areas that are important in today’s online environment including differences in the various areas of online experience and behavior such as shopping, privacy issues, internet usage, use of website, and new media and user generated content considerations. I will also look at online advertising particularly, online video ads and banner ads. I will attempt to show through research that there are differences that exist among the genders, which also translate to the online environment and specifically in the various areas of experience …

The Paradoxical Relationship Between Marketing And Vulnerability, Clifford J. Shultz, Morris B. Holbrook

School of Business: Faculty Publications and Other Works

Marketing both reduces and contributes to consumer vulnerability. In this essay, the authors explore this paradoxical relationship. Complexities and nuances captured in existing definitions are revisited. The authors then share a more expansive perspective; they offer a new typology with hopes of drawing attention to multifaceted and conflicting challenges so as to stimulate fresh thinking. Several points are raised so that policy makers and marketers might be inspired to invoke systemic solutions that increase the security and well-being of consumers who are subject to various vulnerabilities.

April 2009, Inland Empire Business Journal

Inland Empire Business Journal

Columns

Executive Notes……………………………….. . . . 3

Commentary ……………………………………... 6 & 7

Close-Up ……………………………………………8

Investments and Finance………………………………9

The Lists:

Top Travel Agencies ......……………………12

Meeting Facilities……………………………16

Visitors and Convention Bureaus……………16

Indian Gaming Facilities. . . . . . . . . . . . . . . . . 11

Management. ..............…………………… . . . . . I 0 & 13

Executive Time Out... . . . . . . . . . . . . . . . . . . . . . . . . . . 14

Computer ........................………………………………17

Real Estate Notes. . . . . . …

Product Placement And The Effects Of Persuasion Knowledge, Stephen Fitch

Honors Projects in Marketing

This study examines the effect of persuasion knowledge and cognitive busyness on attitude toward a brand embedded in a popular movie. Product placement is filling an increasingly important role in marketing strategy as conventional techniques have been rendered ineffective by their own ubiquity. Cognitive busyness was hypothesized to cause a product placement message to be processed on a superficial, peripheral level. If joined with persuasion knowledge, the subject’s lack of ability to devote resources to critically evaluate the message would activate compartmentalized knowledge of products and brands increasing the ease of this information’s mental accessibility and thus aid the formation …

Does Brand Image Or Taste Have More Influence On Consumer Preference For Energy Drinks?, Matthew Moore

Honors Projects in Marketing

In the past, numerous studies have been completed comparing brand image to product performance. In these studies it has been shown that brand image does have an effect on preferences and observers evaluate product performance differently when brand image is part of the equation. However, Generation Y is often cited as being skeptical of advertising, because they have been bombarded with media their entire lives. Therefore, this study examined a product targeted towards Generation Y, energy drinks, and compared stated brand preferences to actual product performance. The sample was 68 college students from Bryant University varying in age from 18 …

The Impact Of High Risk Propensity On Lifestyle And Consumption Behaviors, Gergely Nemeth

Honors Projects in Marketing

This research investigates the effects of high-risk propensity (as measured by the sensation seeking scale) on lifestyle variables such as substance use and abuse, number of sexual partners and driving behavior, and explores the consumption patterns exhibited by different risk propensity groups. An online survey with 340 participants was conducted; 64 low, 204 medium and 62 high sensation seekers were identified. High sensation seekers exhibited riskier behaviors across all lifestyle and consumption behaviors and led us to conclude that it is, in fact, a constant personality variable. We have not found a significant difference between age and sports activities one …

March 2009, Inland Empire Business Journal

Inland Empire Business Journal

Columns

Sales and Marketing................................7

Executive Notes ......................................8

Investments and Finance..........................9

Real Estate Notes.................................10

Management............................................12 & 26

Commentary/Letters to Editor....................14

The Lists:

MBA/Executive Programs in the Inland Empire.......20

The Top HMOs ........................................25

The Top PPOs..........................................25

Residential Real Estate Brokers................11

Sales ........................................................28

Technology..............................................29

Restaurant Review. ..................................35

Inland Empire People and Events...........37

Manager's Bookshelf .............................38

New Business Lists:

Count) of San Bernardino..................... 40

Count) of Riverside................................41

Executive Time Out................................43

Customer care=cash…………………........7

Real Estate Experts Focus on Challenges in Tough Economy.......10

Rally Your Employees in tough times........12

A Thousand Resumes.................................26

Beyond the basics.......................................28

Marketing For Summer Session: What Do The Students Want?, Paul Savory

Department of Industrial and Management Systems Engineering: Faculty Publications

Dr. Savory will share four campaign ideas his office developed to better target Summer Sessions marketing to the new generation of students. Each is unique and generates different reactions. He will talk about which was chosen and the campus reaction of choosing an “edgy” theme. He will also highlight the challenges and impact of offering a “Bucks for Summer Books” sweepstakes targeting freshman and sophomore students to take summer courses.

February 2009, Inland Empire Business Journal

Inland Empire Business Journal

Columns

Investments and Finance ........................9

Real Estate Notes..............................10

Management. ....................................11 & 29

Computer...........................................15

Commentary......................................16

The Lists:

Architectural/Engineering Firms............17

Banks in the Inland Empire....................25

Top Commercial/industrial Contractors..............28

Residential Real Estate Builders Serving

the Inland Empire................................................27

Sales/Management .............................................27

Inland Emp1re Quarterly Economic Report.......11

Restaurant Review..............................................35

New Business Lists:

County of San Bernardino.............................40

County of Riverside. ....................................11

Inland empire People and bents….................41

Executive Time Out. ...................................44

A contrarian View........3

The small Business recession Plan “b” ........11

Computer........11

Struggling office Market for 2009........18

How Selfishness Eats Growth........27

Get Your Late-Paying Customers to pay on Time........29

Borderless Bits: Electronic Globalization And Its Social Consequences, Nikhilesh Dholakia

College of Business Faculty Publications

Globalization of services with the aid of electronic technologies - popularly called outsourcing or offshoring - has been accelerating. In this paper, the factors that drive electronic globalization - as distinct from factors that drive the general process of globalization - are discussed briefly. A simple model of a 2-firm USA-India dyad engaged in outsourcing relationships is presented to outline the economic basis for electronic globalization. By introducing wider political and cultural forces, progressively more complex views of the electronic globalization phenomenon are presented. Finally, the interplays of the economic, political, and cultural forces are explored to arrive at a …

College Of Business Magazine -- Real, Winter 2009, Stephanie Judge

College of Business Magazine -- REAL

Winter 2009 issue

Clifford’S Fireplace Company Limited Brand Identity Project, Peter Dee

Other resources

Peter Dee - Strategic Design and Marketing Consultant, was responsible for the design and development of the brand identity for the Clifford’s Fireplaces Company which was used on business cards, letterhead, advertisements, promotional material and e-Commerce website. Clifford's Fireplaces Ltd. was established in 1947 and with over 65 years of experience in the fireplace and home heating business it is their goal to ensure that customers obtain the most appropriate products and services to meet their heating requirements. http://www.cliffordfireplaces.com

Irish Marketing Review, Vol. 20, No. 1, 2009, Aidan O'Driscoll

Issues

No abstract provided.

A Heuristic For Marketing-Production Decisions In Industrial Channels Of Distribution, Arvinder S. Loomba, K. R. Kumar

Faculty Publications, School of Management

No abstract provided.

Postscript: Preserving (And Growing) Brand Value In A Downturn, Randle D. Raggio, Robert P. Leone

Marketing Faculty Publications

We have taken the opportunity provided by the current worldwide recession to further explore the implications of the relationship between brand equity and brand value that we proposed previously,^1,2 and our analysis reveals that companies have one of two strategic options for surviving. The “Just Good Enough” strategy maximizes current value, potentially hurting brand equity and appropriable value (or potential future value) in the process, while the “Altered Amortization” strategy offers an opportunity to chase current value while maintaining brand equity with current prospects and activating latent equity with potential prospects, which may increase appropriable value. Anything between these …