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Full-Text Articles in Sales and Merchandising
Status Of And Future Recommendations For Country-Of-Origin Research, Katie Post
Status Of And Future Recommendations For Country-Of-Origin Research, Katie Post
Honors Projects
This research investigates whether country-of-origin (COO) cues have an effect on consumer purchase intentions, based on a review of prior literature published in the EBSCO and Summon databases. The findings of these articles show that COO cues do not, on their own, have an effect on consumer purchase intentions; but do have some effect on consumer attitudes/feelings toward the product. Future research has much to offer in terms of identifying whether COO cues have an effect on consumers’ purchase intentions for specific products, or specific types of products.
The Curvilinear And Conditional Effects Of Product Line Breadth On Salesperson Performance, Role Stress, And Job Satisfaction, Jeff Johnson, Ravipreet S. Sohi
The Curvilinear And Conditional Effects Of Product Line Breadth On Salesperson Performance, Role Stress, And Job Satisfaction, Jeff Johnson, Ravipreet S. Sohi
Department of Marketing: Faculty Publications
The impact of how product line breadth affects a salesperson is unclear in the existing literature. While numerous product lines can provide certain benefits to the salesperson, they may also have a dark side. This research examines the impact of number product lines handled by the salespeople on their performance, role stress, and job satisfaction. Based on role and schema theories, we test a series of curvilinear and conditional effects, using data collected from salespeople across multiple industries. Our analysis indicates non-linear relationships between number of product lines handled by the salesperson and salesperson performance and role stress. Further, these …