Sales and Merchandising Commons^™

Person-Supervisor Fit Antecedents: Self Determination Theory In Salesforce Turnover Intention, Ilgim Benoit, Jeffrey R. Foreman, Bonnie S. Guy

Atlantic Marketing Journal

In this paper, by utilizing Self-Determination Theory (SDT), we discuss possible antecedents for Person-Supervisor (PS) fit, which is important in decreasing turnover intentions of salespeople. Specifically, this is the first paper to discuss autonomy, relatedness and competence as social antecedent variables that are influential in predicting the PS fit, which is the congruence of values and goals of salespeople and sales managers, that ultimately decreases turnover intentions of salespeople. Survey results show that autonomy and relatedness are both positively related to salespeople’s perception of PS fit, and have indirect effects on turnover intention through PS fit. Accordingly, by enhancing relatedness, …

Zoomer Generation: Used Car Automobile Purchasing Behaviors, Scott E. Whitaker, Joe Spencer, Giovanni Calise

Association of Marketing Theory and Practice Proceedings 2024

There is a growing trend of online automobile purchasing that is altering the relationship between consumers and automobile dealerships. Consumers are more informed and seek a larger variety of inventory and options when shopping for used vehicles. The online marketplace provides a viable alternative to local dealerships who have hereto dominated much of the market. This research shows the current generation of Zoomers is helping to drive this trend which has significant marketing implications toward the industry. There remains a gap in the academic body of knowledge examining this behavior in relation to large online purchases such as automobiles. This …

The Angel Wears Prada, The Devil Buys It On The Realreal: Expanding Trademark Rights Beyond The First Sale Doctrine, Junajoy Vinoya Frianeza

Pepperdine Law Review

Luxury brands derive their goodwill from the high-class exclusivity and first-rate quality signified in their trademarks. The Trademark Act of 1946, commonly known as the Lanham Act, grants trademark holders the right to control use of their mark. However, under common law, the first sale doctrine restricts trademark protection after holders authorize the initial sale of their trademarked product. Such limitation particularly jeopardizes the luxury industry as trademark holders ultimately bear the loss of goodwill when counterfeit luxury goods enter the market due to the negligence of resellers. This Comment illustrates how blockchain authentication offers all luxury industry participants—the brands, …

Built Ford Tough, Again: Does Each Generational Group Of Consumers Associate The New Ford Bronco With Positive Feelings Of Nostalgia?, Liv R. Wilson, Emily J. Plant

Undergraduate Theses, Professional Papers, and Capstone Artifacts

This marketing research paper investigates whether various generational groups of consumers associate the new Ford Bronco with positive feelings of nostalgia. The study conducted a comprehensive survey with 420 respondents to determine the extent of nostalgia evoked by new Ford Bronco advertisements among consumers of different age groups. The results of the research suggest a strong and affirmative response to the new Ford Bronco advertisements across all generational cohorts. This implies that the marketing strategy employed by Ford effectively taps into a universal sense of nostalgia, transcending generational boundaries. This finding underscores the brand's ability to connect with consumers of …

Student Perceptions And Preferences Of University-Affiliated Athletic Merchandise And Logos, Robin Hardin, Michelle L. Childs, Kirby D. Simpson

Journal of Applied Marketing Theory

College sports are certainly ingrained in the fabric of American society, and a significant aspect of this phenomena is the pageantry associated with college sports. This pageantry includes team logos and official team colors, and both are important aspects of fandom and team identification. Utilizing social identify theory as the theoretical framework for this research, the purpose of this study was to examine students’ university-affiliated athletic merchandise and logo preferences and related behaviors. Two focus groups were conducted with results showing three major themes, where students demonstrated polarizing views and opinions. These themes were (a) fashion and function, (b) orientation …

Essays On Salesperson’S Motivation And Job Satisfaction-Performance, Claire H. Cha

Doctoral Dissertations

Salesforces are important to firms as they drive a significant part of the firm’s brand, financial, and relational performance. Salesforce performance, job satisfaction, and motivation have remained key topics of interest to practitioners as well as researchers (Hansen & Levin, 2016; Pullins, 2001; Williams & Plouffe, 2007). This dissertation includes three essays. Essay 1 aims to address a lingering question theoretically and managerially. What is the relationship between satisfaction and performance? That question is assessed with a unique longitudinal simultaneous design to test four leading hypotheses of the causal relationship between salespeople’s job satisfaction and performance. The study’s design addresses …

Immersive Retailing: The In-Store Experience, Henrik Hagtvedt, Chandukala, Sandeep R.

Research Collection Lee Kong Chian School Of Business

This conceptual article explores why consumers visit physical stores—despite living in a digital-first world—and presents potential ways for retailers to further encourage offline shopping. Although online retailing tends to offer the greatest convenience, brick-and-mortar outlets can offer an immersive in-store experience that combines convenience and interest. The present exposition considers store features within a 2 × 2 typology of convenience and interest and illustrates how these features contribute, or fail to contribute, to immersive in-store experiences. Other factors, such as ambient stimuli that elicit sensory- and aesthetic pleasure, provide additional paths to immersion. The notions raised may serve as a …

Consumers’ Reaction To Corporate Esg Performance: Evidence From Store Visits, Frank Weikai Li, Frank Weikai Li, Roni Michaely

Research Collection Lee Kong Chian School Of Business

Using micro-level data on consumer shopping behavior, this paper investigates end-consumers’ attitudes toward firms’ ESG behavior, and as importantly, the ability of consumers to affect firms’ policy concerning sustainability issues. We find that consumers care about firms’ approach toward ESG, and consumers’ behavior can impact firms’ attitudes. Using ESG incidents as a proxy, we find that the reduction in store visits is more pronounced for ESG-conscious consumers, such as those living in democratic counties, and counties with a higher fraction of educated and younger residents. Online shopping interest data yields similar results. Using abnormally hot temperature as a shock to …

Chatgpt Unveiled: Unleashing Ai Magic In Online Shopping And Digital Marketing, Jianping Huang, Mark J. Sciuchetti Dr.

Atlantic Marketing Journal

This research paper explores the use of AI, specifically ChatGPT, in interactive activities within

online shopping and digital marketing. The paper examines the potential of AI-powered chatbots

to enhance customer engagement, personalization, and marketing effectiveness. Through a

literature review, case studies, and user feedback analysis, the research highlights the benefits of

AI chatbots in providing real-time assistance, personalized recommendations, and improved

customer experiences. The paper also addresses ethical and privacy concerns associated with AI

implementation and discusses future research directions. The findings are expected to suggest

that AI-powered chatbots have the potential to revolutionize online shopping and digital

marketing by …

The Effects Of Sales Surprise On Inventory Turnover: An Empirical Study, Muhammad Yousaf, Bruce Dehning

Accounting Faculty Articles and Research

Sales surprise (SS) is a significant factor in a firm’s inventory turnover (ITO). In order to estimate SS, it is necessary to select an appropriate approach of sales forecasting. The current study’s main purpose is to examine the effects of SS on ITO. The data was gained from the Albertina database from 2017 to 2021, for two sectors: manufacturing and construction. The Czech firms’ panel data was used to estimate sales forecasts by four different methods: (i) sales linear forecast (SLF), (ii) sales change (SCH), (iii) sales growth (SG), and (iv) sales forecast random walk (SRW). The two most accurate …

A Statewide Study Of Disparities In Local Policies And Tobacco, Vape, And Cannabis Retail Environments, Georgiana Bostean, William R. Ponicki, Alisa A. Padon, William J. Mccarthy, Jennifer B. Unger

Sociology Faculty Articles and Research

The current study: (1) assesses sociodemographic disparities in local policies related to tobacco and cannabis retail, and (2) examines the cross-sectional association between policy strength and retailer densities of tobacco, e-cigarette (vape), and cannabis retailers within California cities and county unincorporated areas (N = 539). We combined (a) American Community Survey data (2019 5-year estimates), (b) 2018 tobacco, vape, and cannabis retailer locations from a commercial data provider, (c) 2017 tobacco and vape retail environment policy data from American Lung Association, and (d) 2018 cannabis policy data from California Cannabis Local Laws Database. Conditional autoregressive models examined policy strength associations …

The Plastics Collection Reference Packet, Special Collections Research Center

Special Collections Research Center

This reference packet is an informational tool to support further research into the history of plastics—whether interested in companies, individuals within the plastics industry's history, historical plastics materials, essays, and more. All content featured within this packet was previously published on the former plastics.syr.edu website as part of a Syracuse University Libraries and Special Collections Research Center (SCRC) partnership established in 2007 with the Plastics Pioneers Association (PPA)—an association of plastics industry professionals interested in preserving the plastics industry's past.

Advising Communication In Finance, Jordan J. Schumann

Communication Studies

Communication is an important factor in relationships. When it comes to financial advising and the advisors’ relationship with their clients, it is no different. However, the driving factor of what makes a client choose one advisor over another remains in question. As such a question builds: what does an advisor do to maintain a client and promote gaining new ones? This study examines the experiences current advisors have had in their respective careers. To examine this topic, communication theories (Social Cognitive Theory, Source Credibility Theory, and Uncertainty Reduction Theory) are called upon to inform the outcomes of advisors' experiences. The …

The Effect Of Firm-Controlled Store Type Touchpoints On Customer’S Discrete Emotions: An Exploratory Study On Physical Store & Online Store, Jyro B. Triviño

Leadership and Strategy Faculty Publications

Customer experience is a broad and multi-dimensional phenomenon, which currently divides academic scholars in terms of constructs and measurement. This study aims to examine some acceptable yet under-measured customer experience constructs already developed. The comparative exploration of the physical store and online store firm-controlled touchpoints seeks to identify differences or similarities in customers’ perceived affective response, which can help firms improve their current touchpoint design. Set in a business-to-customer context in the Philippines during a Covid-19 community quarantine, a total sample of 338 respondents evaluated their recent interaction during the purchase stage. A causal-comparative exploratory research design was utilized using …

Catching The Fast Payments Trend: Optimal Designs And Leadership Strategies Of Retail Payment And Settlement Systems, Zhiling Guo, Dan Ma

Research Collection School Of Computing and Information Systems

Recent financial technologies have enabled fast payments and are reshaping retail payment and settlement systems globally. We developed an analytical model to study the optimal design of a new retail payment system in terms of settlement speed and system capability under both bank and fintech firm heterogeneous participation incentives. We found that three types of payment systems emerge as equilibrium outcomes: batch retail (BR), expedited retail (ER), and real-time retail (RR) payment systems. Although the base value of the payment service positively affects both settlement speed and system capability, the expected liquidity cost negatively impacts settlement speed, and total transaction …

Gauging The Effect Of Buyer Vs. Seller Initiation Of Customer Value Creation On Buyer Loyalty In Large B2b Sales Relationships, George Talbert, Earl D. Honeycutt Jr., Subhashish Samaddar

Engaged Management ReView

This study addresses two central questions: Is it important to determine whether the salesperson or the buyer initiates value creation in large business-to-business (B2B) selling environments? Furthermore, does the mode of initiation – buyer or seller – later influence customer attitudes toward the sales interaction? Value creation is necessary for large B2B sales situations because customized solutions often are required to meet customer needs. This empirical study compares buyer and seller initiators of value creation in B2B dealings and analyzes which actor most positively affects customer perceptions. In a study of 142 senior-level managers at buyer organizations

who participated in …

Food Marketing: The Adverse Effects Of Food Advertisements And Media Messaging On Men, Women, And Children, Lindsay Arnolds

Management Undergraduate Honors Theses

This thesis examines the impact of food marketing on different segments of the population in the United States. Specifically, the study focuses on the effects of food advertising on men, women, and children, with an emphasis on the ways in which marketing messages influence their food choices, attitudes, and behaviors. Through a comprehensive review of the literature and a survey of various participants, the thesis analyzes the various techniques used by food companies to target these groups, including packaging, labeling, and promotional strategies. Furthermore, it reviews studies on the effects of food advertising and media messaging on the physical and …

The Life Of Una Estudiante Americana: Here Y Allí, Madeline Kastel

Honors Theses

The purpose of this study is to analyze the differences between studying Spanish at an American university, Western Michigan University, in Kalamazoo, Michigan to that of a study abroad program at La Universidad de Burgos, in Burgos, Spain in three main areas: teaching styles in classes, extracurricular activities and student experiences.

To begin this study, it is important to note the differences in demographics and available public transportation where each study took place: Kalamazoo, Michigan, USA and Burgos, Spain. In Kalamazoo, students have the option to use the city bus system, the Metro, for free, but tend to use their …

Impact Of The Digitized Sales Work Environment On Customer Orientation, Julia Rötzmeier-Keuper, Nancy Viola Wünderlich

Association of Marketing Theory and Practice Proceedings 2023

Informed by appraisal theory, which highlights personal characteristics and resources as critical to the emergence of stress appraisal and adaptation (Lazarus & Folkman, 1984), our study poses the following questions:

• What characterizes the DSWE?
• What is the role of the DSWE in creating salesperson distress and eustress?
• How is a salesperson’s customer orientation/ value-based selling affected by the DSWE?

In our attempt to explore the potential up- and downsides of work environment digitalization and the appraisal of the pervasive use of Information Technology in everyday work, we adopted a qualitative approach. We combined information from qualitative interviews with B2B customer …

The Membership Business Model: Great For Business But What About Consumers?, Cara Peters, Bradley W. Brooks

Atlantic Marketing Journal

Membership business models are increasingly prevalent, as they appear to be beneficial to companies. However, questions exist about the benefits of the membership business model to consumers. This paper examines consumer perspectives on the membership business model in the context of customer complaints related to Savage X Fenty’s business practices. Data were collected via 692 complaints posted to the Better Business Bureau website and analyzed according to protocols for phenomenology. Eight themes emerged from the data, beginning with membership sign-up and ending with being charged after-the-fact. The themes captured the different frustrations that consumers experienced with Savage X Fenty’s membership …