Sales and Merchandising Commons^™

Analysis Of The Effectiveness Of Hughson Nuts’ Marketing Strategies In India And China, Christopher Douglas Angle

Agribusiness

This analysis for this study was undertaken to determine if Hughson Nuts’ Marketing Strategies were effective in India and China. The study was also to assess Hughson Nut’s marketing mix internationally to China and India, to evaluate the marketing mix based on projection and comparisons, to assess potential improvements of the marketing mix, and to determine how Hughson Nuts sales to India and China compared to the rest of states sales. The report represents four techniques that make up the marketing mix; place, price, product, and promotion. The research involved getting data from the California Almond Board and making a …

What Makes Strategy Making Across The Sales-Marketing Interface More Successful?, Avinash Malshe, Ravipreet S. Sohi

Department of Marketing: Faculty Publications

Extant research on marketing strategy making (MSM) lacks process-based theoretical frameworks that elucidate how marketing strategies are made when sales and marketing functions are involved in the process. Using a grounded theory approach and data collected from (a) 58 depth interviews with sales and marketing professionals and (b) a focus group with 11 marketing professionals, we propose that MSM within the sales-marketing interface is a three-stage, multifaceted process that consists of Groundwork, Transfer and Follow-up stages. Our process-based model explicates the specific activities at each stage that are needed to develop and execute marketing strategies successfully, the sequence in which …

Sales Departments In The Graphic Communication Industry, Kendra Searle

Graphic Communication

The purpose of this study is to show how many different variables go into building a strong sales department and the effect it has on the overall success of a company and the graphic communication industry as a whole. This study will show what sales departments are doing to maintain their client base and reach their sales goals even in the midst of changes within the industry. It will also show the impact of the sustainability movement on sales and marketing efforts.

The study showed the most recent sales figures for two of the top companies in the print industry. …

Interactive Print - The Application Of Synergy To Restore And Enhance The Value Of Print, Amy Mcgiven, Jeanne Ngo

Graphic Communication

With the emergence and increasing role of technology in today’s society, many questions are raised about what is the future of print. This study set out to research the term “interactive print,” which, for the purposes of this study, includes Personalized Uniform Resource Locator (PURL), GossRSVP, Radio Frequency Identification (RFID), and other sources of technology that refer an end consumer to online sources via print.

This report was written in order to research the current trends and knowledge in the industry as it relates to interactive print technologies, as well as to foresee the role of interactive print in the …

Don't Be Undersold!, Jan-Benedict E.M. Steenkamp, Nirmalya Kumar

Research Collection Lee Kong Chian School Of Business

"Aldi" is a word that strikes fear in the hearts of brand managers across Europe. A chain of low-budget retail stores with sales of $73.5 billion in 2008, Aldi invented what is commonly referred to as the hard-discount store, a format that is destroying between a quarter and a half trillion dollars in brand sales annually.Brand executives at major consumer packaged goods companies have mostly been caught off guard by this success, The authors' research identified four key misconceptions that explain why: (1) Hard discounters can succeed only in Europe; (2) they attract only the poor; (3) they offer inferior …

Opportunity Cost Neglect, Shane Frederick, Nathan Novemsky, Jing (Jane) Wang, Ravi Dhar, Stephen Nowlis

Research Collection Lee Kong Chian School Of Business

To properly consider the opportunity costs of a purchase, consumers must actively generate the alternatives that it would displace. The current research suggests that consumers often fail to do so. Even under conditions promoting cognitive effort, various cues to consider opportunity costs reduce purchase rates and increase the choice share of more affordable options. Sensitivity to such cues varies with chronic dispositional differences in spending attitudes. We discuss the implications of these results for the marketing strategies of economy and premium brands.

Simpler Packaging, Tomiko Oden

Graphic Communication

This project explains how product packaging is become more "green", and thus more simple. Packaging needs to go beyond just simplifying materials and graphics - it needs to create a simpler process in order to reduce wasted time, energy, and resources.

The Sacred And The Secular: Blending Borders To Maximize Product Success, Karen R. Deross

Journalism

In a society where a person can choose anything he wants from a vast literary buffet, the products that appeal to varied audiences with differing values and interests stand out among the masses. The Purpose Driven Life by Rick Warren is a prominent example of a product that became explosively successful in two starkly differing markets: the secular and the religious.

This research paper explores the history and controversy surrounding the combination of these two markets and the implications they have for each. The triumph of The Purpose Driven Life, as well as other prominent Christian titles, is focused on …

Customer Satisfaction Index Of Singapore: First Three Quarters Executive Summary 2009, Institute Of Service Excellence, Smu

Research Collection Institute of Service Excellence

The Customer Satisfaction Index of Singapore (CSISG) is now in its third year, the results of the first three quarters of CSIS G 2009 were obtained from survey data gathered between April and August 2009. The six sectors measured were: Retail, Food and beverage, Info-communications, Education, Transportation and logistics, Tourism, hotels and accommodation services.

Differential Reliance On Feelings In The Present Vs. The Future (Or Past): Affect As A Decision Making System Of The Present, Hanwen Hannah Chang, Michel Tuan Pham

Research Collection Lee Kong Chian School Of Business

We posit that compared to the cognitive system, the affective system of judgment and decision making is relatively more engaged in the present. Specifically, we hypothesize that even if their accessibility is held constant, affective feelings are weighted more heavily in consumer judgments and decisions set in the present than in equivalent judgments and decisions set in the future or in the past. Consistent with this proposition, results from six experiments show that (a) compared to a more distant future, a nearer future increases consumers’ relative preferences for options that are superior in terms of integral affect over options that …

Seeking Emotion Enhancement Or Uncertainty Resolution? A Dual-System Approach To Examining Post-Purchase Information Search, Hanwen Hannah Chang, Cecile Cho, Leonard Lee

Research Collection Lee Kong Chian School Of Business

Product information search is typically assumed to follow the recognition of a purchase need and to occur before decision making. Once a sale transaction is completed, searching for information (e.g. price) on the purchased product seems futile and even irrational. Real-life observation and prior research (e.g. Russo and Leclerc 1994), however, suggest that such post-purchase search behavior is pervasive among consumers despite having no apparent consequence.

Privacy Concern And Online Personalization: The Moderating Effects Of Information Control And Compensation, David G. Taylor, Donna F. Davis, Ravi Jillapalli

WCBT Faculty Publications

Firms have at their disposal an increasing amount of personal information about consumers gathered through various means. Studies find that personalizing online interactions improves customer relationships and increases desirable behaviors, such as positive word-of-mouth and increased purchase intent. However, other research suggests that the use of personal information stimulates privacy concern, which has a negative effect on behavior. This study examines potential moderators of the negative effects of privacy concern on behavioral intentions in the context of personalized online interactions. Results show that increasing perceived information control reduces the negative effect of privacy concern on behavioral intentions. In contrast, the …

2009 Fall Convocation Program, Office Of Communications & Marketing, Morehead State University.

Communications and Marketing Publications Archive

Fall convocation program held on August 12, 2009.

Who I Am And How I Think: The Impact Of Self-Construal On The Roles Of Internal And External Reference Prices In Price Evaluations, Yi, Cathy Chen

Research Collection Lee Kong Chian School Of Business

Drawing from self-construal studies on cognitive styles as well as reference price literature, this research investigates the impact of independent versus interdependent self-construal on consumers' use of internal reference prices (IRPs) and external reference prices (ERPs) during price evaluations. Three experiments reveal that IRPs have a larger impact on price evaluations for participants who are primed with an independent (vs. interdependent) self-construal, whereas ERPs have a larger impact for participants who are primed with an interdependent (vs. independent) self-construal. The differential impact of self-construal on the use of IRPs and ERPs seems to be mediated by a generalized, perceived sense …

Experiential Retailing: Extraordinary Store Environments And Purchase Behavior, Alana Nicole Garvin

Master's Theses and Doctoral Dissertations

The purpose of this study was to determine how store atmospherics affect purchase behavior in experiential stores. It extended the Donovan et al. study, “Store Atmosphere and Purchasing Behavior” (1994), by determining the levels of pleasure and arousal in an experiential store and the affects on unplanned spending and unplanned time spent in the store. This was done by measuring customers’ emotions five minutes into the shopping experience and comparing planned amount of time and money spent to the actual amounts. The findings of this study showed that higher levels of pleasure and arousal did not affect unplanned time and …

Salespeople's Renqing Orientation, Self-Esteem, And Selling Behaviors: An Empirical Study In Taiwan, Ming-Hong Tsai, Shu-Cheng Steve Chi, Hsia-Hua Hu

Research Collection School of Social Sciences

The purpose of this study was to investigate how salespeople's renqing orientation and self-esteem jointly affect their selling behavior.Data were obtained from a survey of salespeople from 17 pharmaceutical and consumer-goods companies in Taiwan (n = 216).Salespeople's renqing orientation (i.e., their propensity to adhere to the accepted norm of reciprocity) compensates the negative effect of self-esteem on their selling behaviors, such as adaptive selling and hard work.Our study results underscore the critical role of the character trait of renqing orientation in a culture emphasizing a norm of reciprocity. Therefore, it would be useful to consider a strategy of recruiting salespeople …

Exploring Marketing And Sales Opportunities: How Companies Reach Their Target Market Using Hospitality And Tourism Venues For Distribution Of The Product Or Services, Ricardo J. Rodriguez-Canales

UNLV Theses, Dissertations, Professional Papers, and Capstones

Many companies unrelated or semi-related to travel and tourism have found their niche within the hospitality and tourism industry. Companies who primarily focus on fashion, retail, weddings, outdoor adventure, real estate, sports and entertainment have successfully negotiated space to promote their products and services to hospitality and tourism clientele. This can be seen at the many resorts and casinos that have retail shops in their facilities as well as golf courses, restaurants and clubs that market directly to and make their profits from hospitality patrons. This complimentary mix makes up the diverse experience travelers encounter. To narrow the focus of …

Customer Satisfaction Index Of Singapore: Executive Summary 2008, Institute Of Service Excellence, Smu

Research Collection Institute of Service Excellence

The Institute of Service Excellence at Singapore Management University (ISES) was appointed by the Singapore Workforce Development Agency (WDA) to implement and maintain an annual benchmark for the services sectors in Singapore. The Customer Satisfaction Index of Singapore (CSISG) was first launched in April 2008 based on data collected from a nationwide survey conducted in 2007. In this second year, the results of CSISG 2008 were derived from the survey data gathered between November 2008 and January 2009.

Special Edition Of Journal Of Business Ethics, Marilynn P. Fleckenstein Ph.D., Patrick Flanagan, Victoria Shoaf Ph.D., Patricia Werhane Ph.D.

Patrick Flanagan

DePaul University hosted the 14th Annual International Conference Promoting Business Ethics, at The Standard Club in Chicago, November 1–3, 2007. Academic and business leaders came together to explore the important ethical issues facing the business community in the twenty-first century. The articles in this special volume of The Journal of Business Ethics have been selected from the many presentations at this conference. Sponsored annually by the Vincentian Universities in the United States (DePaul University, in Chicago, Illinois; Niagara University in Niagara Falls, NY; and St. John’s University in Queens, NY) this conference promotes the mission of St. Vincent DePaul, the …

2009 Spring Convocation Program, Office Of Communications & Marketing, Morehead State University.

Communications and Marketing Publications Archive

Spring convocation program held on January 7, 2009.

Gender Differences In Communication:Implications For Salespeople, Daniel H. Mcquiston, Kathryn A. Morris

Scholarship and Professional Work - Business

As more women enter into the traditionally male-dominated occupations of sales and purchasing, an understanding of gender differences in communication can provide salespeople with added information to increase their effectiveness. 1his paper begins with a review of the research on gender differences in verbal and non-verbal communication and then applies these findings to the field of sales. The paper concludes with managerial implications and recommendations for how salespeople might account for gendered aspects of their communications and by so doing potentially increase the effectiveness of their sales process.

High-Versus Low-Context National Cultures: Preferences For Type Of Retailer And For Human Interaction, Gregory E. Osland, Bela Florenthal

Scholarship and Professional Work - Business

A purpose of this research is to investigate differences between low-and high-context national cultures in retail settings. In particular, we examined cultural differences in preference for human interaction while shopping, "emotional warmth" characteristics, perception of quality service, and retail channel preferences. As businesses more frequently employ multi-channel strategies in global settings, this topic of national culture gains importance and can shed light on key factors that shape consumers' retail preferences. Our findings indicate that national cultures differ in terms of retail channel preferences, preference for human interaction, and relationships between the two. Managerial implications and future research are addressed, as …

Special Edition Of Journal Of Business Ethics, Patrick Flanagan, Marilynn P. Fleckenstein Ph.D., Victoria Shoaf Ph.D., Patricia Werhane Ph.D.

Patrick Flanagan

The articles in this special volume of Journal of Business Ethics have been selected from the many presentations at this conference and represent a cross section of the topics and issues covered at the Vincentian Business Ethics Conference at the Manhattan campus of St. John's University in the fall of 2009. Sponsored annually by the Vincentian universities in the United States (DePaul University, in Chicago, Illinois; Niagara University in Niagara Falls, NY; and St. John’s University in Queens, NY), this conference promotes the mission of St. Vincent DePaul, the seventeenth-century Roman Catholic saint who serves as the patron of these …

Special Edition Of Journal Of Business Ethics, Patrick Flanagan, Marilynn P. Fleckenstein Ph.D., Patrick D. Primeaux Ph.D., Victoria Shoaf Ph.D., Patricia Werhane Ph.D.

Patrick Flanagan

Niagara Falls, New York was home to the 13th Annual Vincentian International Conference Promoting Business Ethics sponsored by DePaul University (Chicago, IL), Niagara University (Niagara, NY), and St. John’s University (New York, NY), the three American universities sponsored by the Congregation of the Mission (the Vincentians). Conferences in the past had specific themes and corresponding paper presentations focused on a particular topic. This one intentionally did not have a central organizing subject matter to allow for greater diversity. Leaders from the academic and corporate sectors, representing 30 countries, submitted excellent papers on a broad range of ethical issues. This rich …

Don't Give Grandma An Ipod For Christmas: An Expository Study Examining The Consumer Behavior Of Senior Citizens In The Digital Music Indistry, Joshua T. Coleman

Mahurin Honors College Capstone Experience/Thesis Projects

Senior citizens are the fastest growing demographic today, and the digital music industry is one of the fastest growing aspects of our economy. This study explores the relationships and underlying correlations between these two facets. Three research methods were employed: field observation of a musician targeting his music to the elderly; data analysis of this musician’s sales records; and a questionnaire seeking the purchasing and listening preferences of baby boomers and senior citizens. The results reveal that, as age increases, senior citizens’ comfort purchasing and listening to music through digital methods decreases. A negative correlation between age, nostalgic marketing, and …

Postscript: Preserving (And Growing) Brand Value In A Downturn, Randle D. Raggio, Robert P. Leone

Marketing Faculty Publications

We have taken the opportunity provided by the current worldwide recession to further explore the implications of the relationship between brand equity and brand value that we proposed previously,^1,2 and our analysis reveals that companies have one of two strategic options for surviving. The “Just Good Enough” strategy maximizes current value, potentially hurting brand equity and appropriable value (or potential future value) in the process, while the “Altered Amortization” strategy offers an opportunity to chase current value while maintaining brand equity with current prospects and activating latent equity with potential prospects, which may increase appropriable value. Anything between these …

Consumer Generated Media: Evolving Marketing Opportunity For Consumer Engagement, Irene J. Dickey, William F. Lewis

Management and Marketing Faculty Publications

This paper examines consumer-generated media (CGM), also called user-generated Web sites or social media, and the evolving and broad consumer behaviors associated with it. CGM websites have evolved rapidly during the last few years, but so have consumer behaviors and subsequently marketing tactics and future potential opportunities. Marketers should be aware of the characteristics of this type of website and understand how they are being used by consumers and other practitioners. CGM sites are primarily used by consumers to connect with others for many reasons. This connectivity, also called engagement, appears to be an opportunity for marketers to connect with …