Social and Behavioral Sciences Commons^™

Essay 1: How We Feel: The Role Of Macro-Economic Sentiment In Advertising Spending-Sales Relationship; Essay 2: It Was The Best Of Times; It Was The Worst Of Times: The Effect Of Emotional Uncertainty And Arousal On Healthy Food Choices, Leila Khoshghadam

Theses and Dissertations in Business Administration

Essay 1: Controversies regarding the advertising spending-sales relationship have spawned many studies in marketing. Previous research on macroeconomic influencers of this relationship has focused mostly on objective macroeconomic indicators such as cyclical contraction and expansion. Extending these previous studies, the current research argues that sales response to advertising is also contingent upon the pervasive feelings present in the macroeconomic environment, above and beyond the influence from objective macroeconomic factors. Specifically, it argues that future outlook negativity and uncertainty in macroeconomic sentiment can affect the ad spending-sales relationship. Analyzing sales and advertising spending data for salty snacks in conjunction with macroeconomic …

Sales Training Practices In Malaysia: Comparisons Of Domestic And Multinational Companies, Mohamad Asri Jantan

Theses and Dissertations in Business Administration

This dissertation expands the domestic sales training research into international settings by examining and comparing sales training practices of domestic and multinational companies (MNCs) in Malaysia. Fourteen hypotheses were proposed and examined: (1) the two groups' comparative sales training practices; (2) the two groups' sales managers' perceptions toward important sales training tasks; (3) the relationships of the different perceptions toward important sales training tasks to sales 9 managers' performance measures; and (4) the effect of two groups' demographic variables on perceived adequacy of the overall sales training programs.

Cross-sectional data were collected via self-administered questionnaires distributed to sales managers, marketing …