Sales and Merchandising Commons^™

Investigating The Effects Of Store-Brand Introduction On Retailer Demand And Pricing Behavior, Pradeep K. Chintagunta, Andre Bonfrer, Inseong Song

Research Collection Lee Kong Chian School Of Business

The effects of the introduction of a store-brand into a particular product category are studied. The paper focuses on the effect of store-brand introduction on the demand as well as on the supply side. On the demand side, the changes in preferences for the national brands and price elasticities in the category are investigated. On the supply side, the effects of the new entrant on the interactions between the national brand manufacturers and the retailer introducing the store brand are studied, including how these interactions influence the retailer's pricing behavior. In doing so, it is possible to test whether the …

Determinants Of Consumer Behavior In An E-Commerce Environment, Xiang Xue

Electronic Theses and Dissertations

Online specialty food and beverage marketing has developed rapidly in the last decade. With the obvious increase in the sales income, researchers showed more and more interests in this promising market. Previous studies in this field primarily focused on the demographic profiling of the online specialty food consumers as well as initial analysis in the factors that motivate their purchase behavior. However, it is far from fully explaining consumer's online shopping activities. In order to solve these problems, new methods should be attempted to determine the factors influencing consumer's online buying behavior. A cluster analysis was developed to identify what …

Leading The Sales Team: Using Greenleaf's Servant Leadership Paradigm To Facilitate Team Building, Patricia A. Campanaro

Theses and Graduate Projects

According to Peter Drucker, Robert K. Greenleaf is known as the grandfather of the modern empowerment movement in business leadership. Greenleaf fervently believed that true leaders are those who lead by serving others. He was also a strong proponent of ethics and integrity in the ranks of managers/leaders.

A research study in the Journal of Marketing Management, Spring/Summer 1997, reported that the personal factor found to have the greatest influence in the performance of sales managers was training. This paper applies the Servant Leader Model to the demands of the sales leadership role. Traditional sales training concentrates on the mechanics …

Msu Today, 2002 (May), Office Of Communications & Marketing, Morehead State University.

Communications and Marketing Publications Archive

The MSU Today magazine of Morehead State University for May of 2002.

Msu Today, 2002 (January-February), Office Of Communications & Marketing, Morehead State University.

Communications and Marketing Publications Archive

The MSU Today magazine of Morehead State University for January and February of 2001.

Msu Update, 2002, Office Of Communications & Marketing, Morehead State University.

Communications and Marketing Publications Archive

MSU Update Newsletters for 2002.

Controlled Language Optimized For Uniform Translation (Clout), Uwe Muegge

Uwe Muegge

CLOUT consists of a set of ten simple rules that help authors write translation-friendly source documents.

Sampling Concepts, Paul Boyd, Ph.D.

MBA Faculty Conference Papers & Journal Articles

The usefulness of any research is dependent upon how well the group studied represents the group about which decisions are to be made or conclusions drawn. That is, it depends upon how well the sample reflects relevant characteristics of the population. When it is possible to study every member of that group there is no problem, for on these occasions we can easily calculate the exact attribute (parameter) of interest for our population.

For example, if we were interested in determining the average number of gallons of gasoline sold to customers at our service station yesterday, we …

Barriers To The Advancement Of Modern Food Retail Formats: Theory And Measurement, Arieh Goldman, Seshan Ramaswami, Robert E. Krider

Research Collection Lee Kong Chian School Of Business

The recent expansion of global food retailers into emerging economies has made the study of food retail modernization especially relevant at this time. We present a framework to analyze limitations to market share growth of retail formats based on diffusion across consumer segments and by product category. We then propose a measurement approach, based on consumer surveys, that quantifies the impact of these processes on supermarket market share. Food retail modernization is then examined in Hong Kong by this approach for two points in time. In a 1995 diagnostic study, we find that geographic and economic segment diffusion of supermarkets …