Marketing Commons^™

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Color Lightness And Inter-Item Hierarchy: When People Associate Darker Colors With Higher Hierarchical Items, Myungjin Chung

Marketing Dissertations

While a rich collection of literature demonstrates the influence of packaging color on consumer decision making, little is known about how packaging color affects consumer behavior for bundled products. Bundled products are defined as two or more items in a single package for a special price. Often bundles consist of items with varying hierarchy: a higher-hierarchical product paired with a lower-hierarchical product (e.g., a fabric detergent and a fabric softener). I argue and show that there is a universal association between color lightness of the products’ packages and the perceived inter-item hierarchy, with darker packaging signifying a higher hierarchical product …

Better, Busier, Or Stressed Out? Exploring Social Media-Induced Technostress In A Sales Context, Hayam Qasem Alnakhli

Marketing Dissertations

In this dissertation the "salesperson-technology environment interaction model" is deployed to explore the stress experienced by salespeople while using social media for work. Even though social media has numerous benefits for salespeople, an increasing number of salespeople perceive technology use as a source of stress, (i.e., technostress). Since such technostress can decrease employees' well-being (Tarafdar et al., 2015), it is important to understand what creates it. Drawing on the transaction based-model of stress (Lazarus, 1984) this dissertation investigates the direct effect of social media technology use as an antecedent of technostress, examines the stress imposed by the use of social …

Two Essays On The Effect Of Power Distance Belief On Consumers’ Decision Making In The Retailing Context, Han Ma

Marketing Dissertations

Power distance belief (PDB) refers to the extent to which individuals expect and accept inequality and hierarchy. Recently studies have revealed that PDB impacts numerous aspects of consumer-related behaviors, such as impulsive buying, price-quality judgment, status consumption, and charitable behaviors. This dissertation aims to advance our knowledge of the effect of PDB on various consumer behaviors in the context of retailing. Specifically, Essay 1 explores the relationship between PDB and variety-seeking behavior. Using six studies with different operationalizations of PDB and variety seeking, I found the consistent result that high PDB consumers have a higher preference for the variety seeking …

Creating Sustainable Brands: How The Green 4 Ps Influence Consumers' Attitudes Toward Brands, Julia Dipersio

Honors Capstone Projects - All

I study the important brand-building relationship between consumer characteristics and the green 4 Ps that has been neglected in the literature: how the green marketing mix can work simultaneously to influence a consumer’s attitude toward a green brand with the goal of understanding how a green brand image is created. This study considers Information Integration Theory and Social Judgment Theory to assess how attitudes can be formed through the green 4 Ps. I collected data through a Qualtrics online survey from 185 respondents. Subsequent regression analyses in SPSS revealed certain strong relationships between select consumer characteristics and a positive attitudinal …

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Managing The Next Generation Of Sales, Gen Z/Millennial Cusp: An Exploration Of Grit, Entrepreneurship, And Loyalty, Michael Rodriguez, Stefanie L. Boyer, David Fleming, Scott Cohen

Marketing Department Faculty Journal Articles

Purpose: The current study explores the latest generation of the workforce, Generation Z/Millennial cusp, and the loyalty concerns hiring managers’ experience. The authors explore how the characteristics of entrepreneurship and grit can potentially impact employee loyalty to an organization.

Methodology/approach: A content analysis using responses from 51 hiring managers and their views of the advantages and challenges of hiring from the millennial generation yielded patterns focused on grit, loyalty, and entrepreneurship.

Findings: Based on the feedback from hiring managers using a grounded theory approach, we propose a conceptual model that includes three constructs that emerged from the analysis: individual entrepreneurship …