Marketing Commons^™

Essays On Salesperson’S Motivation And Job Satisfaction-Performance, Claire H. Cha

Doctoral Dissertations

Salesforces are important to firms as they drive a significant part of the firm’s brand, financial, and relational performance. Salesforce performance, job satisfaction, and motivation have remained key topics of interest to practitioners as well as researchers (Hansen & Levin, 2016; Pullins, 2001; Williams & Plouffe, 2007). This dissertation includes three essays. Essay 1 aims to address a lingering question theoretically and managerially. What is the relationship between satisfaction and performance? That question is assessed with a unique longitudinal simultaneous design to test four leading hypotheses of the causal relationship between salespeople’s job satisfaction and performance. The study’s design addresses …

Winning Back Attendance: Effects Of Winning Performance, Online Search, And The Mlb Rule Changes For More Dynamic Games, Rhino Kim, Sue Ryung Chang

Asia Marketing Journal

As Major League Baseball (MLB)’s continuous decline in popularity has caused its game attendance to drop gradually, the league makes a desperate attempt such as game rule changes to remain relevant. Along with the introduction of new rules to make games more dynamic such as the pitch clock, bigger bases, and defensive shift limitations, it is important for MLB franchises to understand drivers for game attendance. We focus on the effect of accumulated winning performance of the two teams on game attendance, one of the key drivers of game attendance, and investigate how it is influenced by consumer and industry …

Consumer Measures Of Local Food System Performance And Shopping Behavior Across Covid, Azita Varziri

Theses and Dissertations--Agricultural Economics

This dissertation consists of three essays: In the first essay, we utilize a Principal Component Analysis (PCA) to measure the residents’ perceptions of the local food system performance. Local food system (LFS) components are classified into related measures that may help explain the overall performance scores provided. LFS performance measures are explored across 15 different communities in the U.S. South. The second essay explores the awareness and performance differences toward farmers markets, including the markets themselves and the corresponding local food product quality, product diversity, and markets infrastructure across different age-range groups and community sizes in Southern states. Finally, in …

Antecedents And Outcomes Of Duty Orientation Among Salespeople, James Deconinck, Drew Carnes, Mary Beth Deconinck

American Business Review

This study analyzed the relationship among ethical leadership, duty orientation, perceived organizational support (PSS), organizational citizenship behaviors (OCBs) and job performance among a sample of 45 sales managers and 203 salespeople. Duty orientation and perceived organizational support were found to mediate the relationship between ethical leadership and performance outcomes. Ethical leadership was a direct predictor of OCBs but not job performance. This study shows the importance of analyzing ethical leadership, duty orientation, and PSS and their relationship with OCBs and job performance in the salesforce.

The Evaluation Of S-D Orientation On Service Innovation And Performance Of Airline, Inci Polat, Ozlem Atalik

University of South Florida (USF) M3 Publishing

The aim of the study is to reveal the relationship between S-D orientation and service innovation and performance variables. The empirical data were collected from airline passengers in Turkey through an online survey. PLS-SEM method was used to test the relationship between variables of the study. The results of the study exposure that there is a significant relationship between S-D orientation and service innovation. There is also a correlation between service innovation and firm performance. However, this does not apply to the relationship between S-D orientation and firm performance. The major results indicated that S-D orientation has a critical role …

Apakah Work-Life Balance Dan Komitmen Afektif Memediasi Praktik Sumber Daya Manusia Terhadap Kinerja Umk?, Putri Mega Desiana, Ramitha Janira Cindi

Jurnal Manajemen dan Usahawan Indonesia

Micro and Small Enterprises (MSEs) have an integral role in Indonesian society's growth and development, especially in the economic sector. This study aims to determine the mediating role of work-life balance and affective commitment to human resource practices and its impact on the performance of MSEs. Similar to large organizations, small organizations also implement HR practices, although they are still very simple, affecting the organization's performance. So far, work-life balance and affective commitment have been widely studied in large organizations and are considered essential in improving organizational performance. However, the role of work-life balance in improving small businesses' performance has …

Join The Club: The Relationship Between Professional Organization Membership And Academic Performance Among Undergraduate Marketing Students, Gary Daniel Futerell

Association of Marketing Theory and Practice Proceedings 2019

Professional student organizations (PSOs) are often regarded as valuable learning opportunities for students and a source of distinction for students entering the job market. In addition to allowing students the opportunity to integrate classroom concepts (Hall 2012; Peltier, Schibrowsky, and Kleimenhagen 1995); active participation in PSOs has been shown to increase informal student-faculty interaction (Hall 2012), develop member’s professional attitude (Bent 1957), and aid in the acquisition and practice of leadership skills (Hall 2012).

PSOs allow students the opportunity to connect with those active in their field of study and allows them to dress the part of a professional (Munoz, …

Music & Media: A Senior Recital & Honors Project, Kayla Luteran

Honors Projects

Music & Media: A Senior Recital & Honors Project is a cross-media marketing strategy. The main purpose of this project was to develop visually appealing, informative graphic elements and branding to effectively promote a musical performance. This is interdisciplinary in nature and includes written and oral communication.

While many music students post about their senior recital on social media or place flyers, they do not develop a thorough methodology for generating buzz about their event. Although musical preparation is of utmost importance for a performance, I believe that time should be spent on all aspects of planning the recital. With …

A Proposed Framework For Measuring The Effectiveness Of Social Media: A Study Of Irish Tourism, Colm Barcoe

Practitioner Journals

Over the past five years, visitations of American holidaymakers to Ireland have grown exponentially owing to the online strategies of Tourism Ireland, a Destination Marketer (DMO) with a meagre budget which is extended by their understanding of best practices to maximise their monetary allowance. This suggested framework incorporates a range of Key Performance Indicators (KPIs) such as financial, marketing and operational that offer a scale of measurement from which the Irish DMO can monitor the success of each promotional campaign when targeting the US and Canada. These are presented not as final solutions but rather as suggestions based on empirical …

Effects Of Individual Difference On Organizational Difference: Perceived Training Effectiveness Model For Organizational Performance, Beenish Malik, Jahanvash Karim, Tayyaba Noreen, Han

Asia Marketing Journal

Our study is trying to investigate the perceived training effectiveness by applying the theory of planned behavior (TPB) and Technological Acceptance Model (TAM) and intend to examine the effects of individual differences on perceived training effectiveness and performance of individuals. The main purpose is to evaluate the perceived training effectiveness, and role of individual differences in terms of learning.
The results of this study supported all the hypothesis that participants with higher level of creative self-efficacy, intrinsic motivation, creativity and emotional intelligence (EI) will have greater inclinations to learn. Results showed that perceive training effectiveness is positively related to training …

The Impact Of Growth, Governance, And Geography On Franchise Performance, Moeen Naseer Butt

Electronic Thesis and Dissertation Repository

Growing franchise systems are admired and rewarded favorably by press, seen as “growth engines” in investor stock portfolios, and attract significant interest from potential franchisees. Yet growth brings with it the specter of intra-brand competition, and its attendant ill effect of sharply reducing the motivation of franchisees – the very drivers of such growth. Facing competition from their very own, franchisees indulge in shirking, in turn eliciting franchisor terminations in ever greater numbers as they run afoul of the franchise agreement. These franchisor terminations, in turn, may subsequently affect the financial position of franchise systems in terms of sales and …

Online Students Demographics And Motivations To Enroll In Class, Weiling Zhuang, Viviane Billings

EKU Faculty and Staff Scholarship

Distance education traces its origins to mid-19th century Europe and the United States. With the development of infrastructure and technology, universities began to offer distance education via the internet to reach the prospective students, facilitate the learning process and accommodate their needs. With an increase in popularity and demand, the enrollment for online classes has been strong for the past ten years. According to Allen and Seaman (2013), there were 572,000 more online students in fall 2011 than in fall 2010 for a new total of 6.7 million students taking at least one online course. Another recent study conducted by …

Parallel Session: Founder Characteristics And Small Firm Performance In Pakistan, Ejaz Mian, Osman Mohamad

International Conference on Marketing

Although there is a large body of research on small firms, there is dearth of studies on small firms in developing countries. Developing countries present new sets of challenges which need new approach. Small firm founders in developing countries often lack marketing and general management knowledge, have low levels of literacy, lack training facilities for various types of skills, and have weak government support and infra-structure. Literature suggests founder characteristics have profound effect on the performance of small firms. This study seeks to investigate role of founder characteristics in performance of small firms in Pakistan. Small firms are defined as …

Collegiate Competition And The Propensity For Gender Bias, Deborah H. Lester, Aberdeen Leila Borders, Terry W. Loe, Keith Tudor

Atlantic Marketing Association Proceedings

Since the dawn of time gender has played a starring role in human behavior. The behavioral implications of an individual’s sex have permeated research findings in a wide variety of academic disciplines. This preliminary investigation will explore the concept and definition of gender, gender bias, and gender stereotype on actions and conduct. Specifically, this inquiry will determine the scope and types of gender bias/stereotypes that exist in the business world with a primary concentration on the area of professional sales. The ultimate objective is to discover the type and level of influence a person’s gender contributes to evaluation, performance and …

Marketing Mix And Brand Sales In Global Markets: Examining The Contingent Role Of Country-Market Characteristics, S. Cem Bahadir, Sundar G. Bharadwaj, Rajendra K. Srivastava

Research Collection Lee Kong Chian School Of Business

Marketing products globally is challenging due to the diverse nature of markets. We use market heterogeneity, unbranded competition, resource and infrastructure availability, and sociopolitical governance as country-market characteristics that distinguish between developed and emerging countries. We investigate their moderating role on the relationship between elements of the marketing mix and brand sales. We provide evidence, from a hierarchical linear model and a panel data set of brands from 14 emerging and developed markets that account for 62% of the global GDP, that country-market characteristics moderate the relationship between the complete set of marketing mix elements and brand sales performance asymmetrically. …

Innovation And Leadership: When Does Cmo Leadership Improve Performance From Innovation?, Adam J. Bock, Andreas B. Eisengenrich, Dmitry Sharapov, Gerard George

Research Collection Lee Kong Chian School Of Business

Ensuring that organizational innovation generates value increasingly requires effective marketing management. Prior studies, however, report conflicting effects of chief marketing officer (CMO) leadership on how well the firm exploits innovation. These inconsistencies may be associated with firm-level innovation effort, customer focus, and industry type. We analyze archival data from 587 interviews with global CEOs to explain the effect of CMO leadership on outcomes of organizational innovation. CMO leadership of the firm's primary innovation mode is positively associated with product-market innovation effort but not marginal revenue from innovation. CMO leadership also moderates the relationship between customer focus and innovation revenue. Predictive …

The Proactive Behavior Of Younger Salespeople: Antecedents And Outcomes, Michael Mallin, Charles Ragland, Todd A. Finkle

Todd A Finkle

The purpose of this study is to model and test some of the antecedents (individual characteristics) and outcomes (selling performance) of proactive behavior among younger salespeople. Using social cognitive theory agency perspective, we extend the existing proactive behavior literature into the sales domain. We sampled 278 industrial salespeople and tested a model to confirm that younger salespeople tend to engage in proactive behaviors when they are intrinsically motivated, confident in the tasks of selling, and willing to take risks. Proactive behavior, in turn, resulted in our salesperson sample demonstrating high levels of behavior performance and job involvement. Our findings may …

Does Brand Orientation Matter? An Empirical Study Of Korean Smes, Sang Il Park, Mi Jeong Kim

Asia Marketing Journal

Brand orientation is a relatively new paradigm in marketing which was first introduced in the 1990s. Since then, an accumulating body of research has addressed the strategic importance of brand orientation. Although there is a growing body of literature on brand orientation, there have been no empirical studies examining the mediation effect of brand orientation on market orientation-performance relationship to date. Moreover, most studies on brand orientation have been carried out in the context of large enterprises. Hence, the aim of this research is to extend the literature and address market orientation, brand orientation. and firm performance against the backdrop …

Essays On The Strategic Implications Of Marketing Capabilities: Marketing Exploration And Exploitation, Joseph Mitchell Price

Electronic Theses and Dissertations

My dissertation examines how exploitation and exploration capabilities impact organizational performance for competitive advantage. The first essay reviews previous empirical, simulation, and theoretical studies to provide a synopsis and quantitative assessment of previous empirical research. The organizational performance implications of both exploration, exploitation, and their interaction (i.e., an ambidexterity) are evaluated through the substantiation of previous findings. Exploration and exploitation focus are discrete options that require a cognitive choice and are constrained by firm resources. The results show exploitation as having the greater relative impact on performance folloby exploration and ambidexterity. Essay two conceptualizes marketing capabilities as exploitation and exploration. …

Assessing Student Performance In Service Learning: Awards & Results, Laurence Minsky

Laurence Minsky

How do you judge student performance in a service-learning environment? One way is by seeing if the activities accomplished the goals of the community organization. But that only gets at part of the picture, because it’s from the organization’s perspective. There are other less traditional, but more powerful ways, to gauge performance: from the change in behaviors of the intended receivers of the service to the employ of outside professional standards. In this presentation, all of these ways will be explored. And, it will be argued that one should take a multi-input approach to assessing student learning, development, and performance.

수급사업자의 기업가정신이 관계몰입을 유도하는 경로, Nak Hwan Choi, Cheol Seob Byeon, Yong Gyun Lee

Asia Marketing Journal

It seems essential to examine the factors that may affect relationship commitment of subcontractors to parent companies in the industrial market in Korea in an effort to construct a win-win-type cooperative network among them. Lots of studies have been focusing on the consumer goods market. Relatively few studies have been focused on industrial market. In the industrial goods market subcontractors used to sell their parts or services only to a small number of parent companies in a large quantity, resulting in decisive control of subcontractors over the quality of parent companies` finished goods. This is why relationship between subcontractors and …

Examining The Need For Customized Satisfaction Survey Instruments Measuring Brand Loyalty For Higher Educational Institutions, Kendrick W. Brunson

Kendrick W. Brunson

The success or failure of service-based organizations is determined in large part by consumers’ perceived value of those services. Value can be measured in terms of consumers’ perceived performance quality in comparison with the cost to consumers of purchasing the service. The ideal goal of service marketing organizations is to obtain and maintain a loyal base of delighted customers. Loyalty can be measured in terms of customer satisfaction, retention levels, and perception of service quality. In the higher education industry, private institutions compete for student enrollment with state-funded institutions on factors other than cost value. Standard quality and satisfaction survey …

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.

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.

Economic Globalization And Caribbean Economies: Competitive Developments, Strategic Response, And Performance, Syed H. Akhter, Paul Pounder

Marketing Faculty Research and Publications

This study examines the effects of economic globalization on competitive situations of local firms in a small economy, the strategic responses of these firms to the competitive developments, and marketing and financial performance outcomes of these strategies. Findings indicate both beneficial and deleterious effects of economic globalization on domestic competitive situations. Findings also indicate variations in strategic responses and performance outcomes of local firms. Implications are presented along with recommendations for future research.

조직동일시 개념을 활용한 세일즈맨 성과향상, Hee Seung Sung, Dong Chul Han, Do Yle Kim, Kim

Asia Marketing Journal

No abstract provided.

Do Suppliers Benefit From Collaborative Relationships With Large Retailers? An Empirical Investigation Of Efficient Consumer Response Adoption, Daniel Corsten, Nirmalya Kumar

Research Collection Lee Kong Chian School Of Business

Collaborative manufacturer-retailer relationships based on efficient consumer response (ECR) have become ubiquitous over the past decade. Yet academic studies of ECR adoption and its impact on marketing relationships are relatively scarce. Inspired by the relational view of competitive advantage, the authors empirically investigate whether the extent to which suppliers of a major retailer adopt ECR has a beneficial impact on their outcomes. The results demonstrate that whereas ECR adoption has a positive impact on supplier economic performance and capability development, it also generates greater perceptions of negative inequity on the part of the supplier. However, retailer capabilities and supplier trust …

The Airline Quality Rating 2004, Brent D. Bowen, Dean Headley, Uno Aviation Institute

Faculty Books and Monographs

UNOAI Report 04-1

The Airline Quality Rating (AQR) was developed and first announced in early 1991 as an objective method of comparing airline quality on combined multiple performance criteria. This current report, the Airline Quality Rating 2004, reflects monthly Airline Quality Rating scores for 2003. AQR scores far the calendar year 2003 are based on 15 elements in four major areas that focus on airline performance aspects important to air travel consumers.

The Airline Quality Rating 2004 is a summary of month-by-month quality ratings for U.S. airlines that have at least 1% of domestic passenger volume during 2003. Using the …

Sheep Updates 2003 - Plenaries, Ashley Mercy, David Scobie, Neil Buchanan, Kevin Bell, John Milton, Graeme Martin, Bob Hall, Maurie Stephen, Rob Woodgate

Sheep Updates

This session covers eight papers from different authors:1. Biosecurity in the sheep industry will improve production and profits Ashley Mercy, Department of Agriculture, Western Australia 2. Easy care sheep David Scobie, AgResearch, PO Box 60 Lincoln, 8152, New Zealand 3. Targeting the market’s requirements - live sheep exports Neil Buchanan, Manager Animal Health Operations, Primary Industries & Resources, South Australia 4. Setting flock breeding objectives Kevin Bell, Sheep Management and Production Consultants, Kojonup WA 5. Future feeding of sheep in Western Australia John Milton and Graeme Martin, The University of Western Australia 6. Recipe for getting back into Sheep Bob …

Sheep Updates 2003 - Posters, Maxine Brown, Gaye Krebs, Diana Fredorenko, Kathryn Edgerton-Warburton, Evan Burt, Nazrul Islam, Roy Butler, L. G. Butler, S. R. Brown, M. F. D'Antuono, J. C. Greeff, Ken Hart, Tanya Kilminster, Rachel Kirby, M. E. Ladyman, A. C. Schlink, I. H. Williams, P. E. Vercoe, Anyou Lui, Karen Smith, Martin Bent, Matthew Young

Sheep Updates

This session covers eleven papers from different authors:1 Sheep production on annual stubbles/pastures vs lucerne Maxine Brown Gaye Krebs Muresk Institute, Curtin University Diana Fedorenko Kathryn Egerton-Warburton Centre for Cropping Systems, Department of Agriculture Western Australia 2. The value chain of the Lake Grace livestock industry Evan Burt Nazrul Islam Department of Agriculture Western Australia 3. Native pastures, Dorper sheep and the 2002 drought Roy Butler Department of Agriculture Western Australia 4. Commercial sheep breeders can improve their sheep breeding program using wether trials L.G. Butler, S.R. Brown, M.F. D’Antuono, J.C. Greeff Department of Agriculture 5. Western Australia Linked ewe …