Sales and Merchandising Commons^™

He Creators A Look At The Changing Work Of Potters And The Future Of Their Craft In Thimi, Nepal, Natalie Silver

Independent Study Project (ISP) Collection

The Newari sur-name Prajapati has been associated with those who are of the potter caste in the Kathmandu valley. In the past 30 years ceramics in the historic pottery town of Thimi has changed drastically from being an essential and necessary craft and the only occupation for Prajapatis, to a struggling population of visually aging potters. This paper examines the workshop Everest Pottery in Thimi nepal as a case study for the state of ceramics in Thimi today. The author traces the origins of the workshop's founder Shiva Prajapati and examines the shift that Shiva made from traditional Newari pottery …

Mydeal: A Mobile Shopping Assistant Matching User Preferences To Promotions, Kartik Muralidharan, Swapna Gottipati, Jing Jiang, Narayan Ramasubbu, Rajesh Krishna Balan

Research Collection School Of Computing and Information Systems

A common problem in large urban cities is the huge number of retail options available. In response, a number of shopping assistance applications have been created for mobile phones. However, these applications mostly allow users to know where stores are or find promotions on specific items. What is missing is a system that factors in a user's shopping preferences and automatically tells them which stores are of their interest. The key challenge in this system is twofold; 1) building a matching algorithm that can combine user preferences with fairly unstructured deals and store information to generate a final rank ordered …

Investing In “Sin” Companies, Singapore Management University

Perspectives@SMU

Investors will overlook social norms on "sin" companies when financial incentives are substantial

The Role Of Mentoring On Outcome Based Sales Performance: A Qualitative Study From The Insurance Industry, Minna Rollins, Brian N. Rutherford, David Nickell

Faculty and Research Publications

This study explores informal mentoring on outcome-based salesperson performance. Mentoring is believed to play an important role within corporations, yet little empirical evidence exists on its impact on salesperson performance. The authors interviewed salespeople of an international insurance company regarding mentoring and sales performance. Using a qualitative research approach, the authors explored a mentor's influence on the sales performance of the prot g . The findings suggest that mentoring contributes to salesperson performance in numerous ways. Specifically, mentoring salespeople early in their career can benefit all parties; prot g , mentor, and organization. In addition, mentees will often become mentors …

Cross-Border Shopping: A Research Proposal For A Comparison Of Service Encounters Of Canadian Cross-Border Shoppers Versus Canadian Domestic In-Shoppers, Brian A. Zinser, Gary Brunswick

Journal Articles

The phenomenon known as out-shopping behavior (also known as intermarket patronage) is further explored and analyzed within the context of international cross-border consumer behavior. The authors provide an extensive literature review and a set of research hypotheses, as well as a suggested research methodology, and argue that this research will allow for significant contributions to the literature on out-shopping, international cross-border shopping, and services marketing.

2014 Fall Convocation Program, Office Of Communications & Marketing, Morehead State University.

Communications and Marketing Publications Archive

Fall convocation program held on August 13, 2014.

A Healthy Digital Image: Exploring Its Impact On B2b Sales Lead Generation In A Professional Social Network, Jaclyn G. Getonga Ms.

Honors Scholar Theses

This project looks at the social media-selling environment and how a “healthy” digital image can assist a firm in identifying itself to create value for new customers. This project will explore whether the B2B sales lead generation process can be conducted as part of a social media strategy and how a digital image affects its performance. The sales landscape has changed: buyers have more power, relationships are based on two-way communication, and customer-centric technologies have enabled users to create, share, and converse about content over the Internet. A “healthy” digital image is based on the attributes of a LinkedIn company …

The Customer Insight Journey Of Amazing Grace, Pradeep Pant

Asian Management Insights

How do you put consumercentric marketing into action? Make it personal!

How Corporations Use Social Media: An Exploratory Study, Victor Khachatryan

Honors College Theses

This paper explores the role of social media in increasing a company’s brand equity and strengthening its customer relationships. The data collected consists of three case studies of major American companies, two interviews with Brazilian entrepreneurs, and a survey conducted to start-up companies in the New York City area. The paper then concludes that the use of social media by businesses, leads to a positive relationship with brand equity and improved customer relationships. Nevertheless, further research is required to see how other factors interact with brand equity and customer relationships to get a better understanding of social media and its …

Customer Satisfaction Index Of Singapore 2013: Full Year Overview, Institute Of Service Excellence, Smu

Research Collection Institute of Service Excellence

The Customer Satisfaction Index of Singapore (CSISG) computes customer satisfaction scores at the national, sector, sub-sector, and company levels. Customer responses are derived from Singapore’s resident population and visiting tourists, primarily through face-to-face surveys. This study serves as a quantitative benchmark of the quality of goods and services produced by the Singapore economy over time and across countries. The fourth quarter results mark the end of measurement for CSISG 2013. Singapore’s 2013 national score is computed using the data collected during these four quarters.

2014 Spring Convocation Program, Office Of Communications & Marketing, Morehead State University.

Communications and Marketing Publications Archive

Spring convocation program held on January 8, 2014.

An Integrated Marketing Communications Plan For The Great American Comedy Festival, Johnny Carson Theatre, Norfolk, Nebraska, Adnormal Strategies, Emily Schaefer, Tony Nelson, Dominique Brown, Kary Benson, Mickey Mcconkey, Katheryn Schuller, Amanda Gammel, Max Wesely

College of Journalism and Mass Communications: Student Advertising Projects

EXECUTIVE SUMMARY Client: The Great American Comedy Festival

Campaign Purpose: In the summer of 2014, members of the Great American Comedy Festival approached our team of 8 advertising and public relation students with a specific task. The proposed task was to help increase attendance as well as raise awareness for future Great American Comedy Festivals. Our team’s mission is to present innovative ideas that will help our client generate an increase in attendance and to also provide them with beneficial tactics for future festivals.

Research: For our campaign, we accumulated various data through both secondary and primary research. Our secondary …

How Consumers’ Use Of Brand Vs. Attribute Information, Randle D. Raggio, Robert P. Leone, William C. Black

Marketing Faculty Publications

Prior research has identified that brands have a differential impact on consumer evaluations across various brand benefits. But no work has considered whether these effects are stable over time, or evolve in a consistent way. We address this question by decomposing consumer evaluations of brand benefits into overall brand and detailed attribute-specific sources in order to understand whether brand effects remain stable or evolve over time. With two unique datasets, the first containing cross-sectional data from Kodak across four different consumer goods categories, and another longitudinal dataset from the U.S. and Canada in the surface-cleaning category, covering seven brands over …

Beyond “Halo”: The Identification And Implications Of Differential Brand Effects Across Global Markets, Randle D. Raggio, William C. Black, Robert P. Leone

Marketing Faculty Publications

Purpose – The purpose of this paper is to investigate whether brands impact consumer evaluations in ways other than a consistent halo and the degree to which consumers use both overall brand information along with detailed attribute-specific information to construct their evaluations.

Design/methodology/approach – The authors decompose consumer evaluations of brand benefits into overall brand and detailed attribute-specific sources through a standard CFA approach. Data cover 55 brands in four product categories sold in nine global markets.

Findings – Halo effects are rare in global CPG markets. The authors identify the presence of differential brand effects in eight of nine …

Ratings Lead You To The Product, Reviews Help You Clinch It? The Dynamics And Impact Of Online Review Sentiments On Products Sales, Nan Hu, Noi Sian Koh, Srinivas K. Reddy

Research Collection Lee Kong Chian School Of Business

It is generally assumed that ratings are a numeric representation of text sentiments and their valences are consistent. This however may not always be true. Using a panel of data on over 4000 books from Amazon.com, we develop a multiple equation model to examine the inter-relationships between ratings, sentiments, and sales. We find that ratings do not have a significant direct impact on sales but have an indirect impact through sentiments. Sentiments, however, have a direct significant impact on sales. Our findings also indicate that the two most accessible types of reviews - most helpful and most recent - play …

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 …