Marketing Commons^™

"Let's Go Shopping At The Square" Cleveland's Leading Downtown Department Stores: A Business Legacy, Richard Klein

Cleveland Memory

This book is a tribute to the eight major downtown Cleveland department stores and their many loyal customers. For over 150 years, these large stores dominated the local retail scene. They represented exciting places that not only provided a full range of goods and services all under one roof, but also, offered a special shopping adventure every time their customers visited.

Department Of Marketing News, Fall 2014, St. Cloud State University

Department of Marketing News

Articles in this issue:

• Northwester Mutual Sales Lab opens to benefit SCSU students
• Message from the Chair
• Faculty spotlight: David Titus
• Sudent of the Term: Halle Weismann
• MBA Innovation Evaluation course lives up to its name

Effects Of Psychological Contract Breaches On Mergers And Acquisitions, Kristine M. Murphy

Doctoral Dissertations

This study investigates breaches in the psychological employment contract during mergers and acquisitions. An employee's contract is incomplete in regards to mergers and acquisitions (M&A). In its place, psychological contracts are formed. Common psychological contracts breached in the M&A process include raises, bonuses, promotions, job responsibilities, job security, and career development. Employees who have experienced an M&A were surveyed to test the severity of various psychological contract breaches and their effect on employee performance, organizational citizenship behavior, job satisfaction, organizational deviance, and turnover using t-tests, Structural Equation Modeling, and ANOVA. The mediating effect of feelings of violation was also tested. …

The Effects Of Advertised Exclusivity On Consumer Behavior, Danny Clyde Upshaw Jr.

Doctoral Dissertations

Retailers routinely counter price competition by matching or beating competitors' prices. However, in addition to offering price-matching guarantees many retailers are increasingly adopting a differentiation or product assortment strategy of using "advertised retailer exclusive products" (AREPs) that are not directly comparable to competitor offerings. Such goods may offer added utilitarian and hedonic benefits to the consumer. With this tactic, products are advertised and labeled as "exclusive," but the nature of the exclusivity may range no further than an exclusive label to more pronounced differences, such as unique or additional features. However, the effectiveness of such tactics at: (1) decreasing search …

Effects Of Perceived Privacy Protection: Does Reading Privacy Notices Matter?, Xiaojing Sheng, Penny M. Simpson

Marketing Faculty Publications and Presentations

Many consumers do not read privacy notices despite the fact that websites post privacy notices to address consumers' long-standing concerns about privacy protection on the internet. To understand why consumers do not read privacy notices and the impact of reading (or not reading) privacy notices on the found effect of privacy notices, data were collected from 137 readers of privacy notices and 97 non-readers of privacy notices. This research's test of the moderating effects of reading (or not reading) privacy notices found that perceived privacy protection positively affected trust and negatively affected perceived information risk and that the negative effect …

It’S Alive! How Kinetic Property In Ads Shapes Novelty Perceptions, Junghan Kim, Arun Lakshmanan

Research Collection Lee Kong Chian School Of Business

We propose that speed and direction changes in moving ad elements influence product novelty perceptions. Three studies show thatinanimate but moving elements within an advertisement enhance novelty perceptions due to their kinetic property. Further, we showthat this effect is driven by perceptions of ad aliveness and product atypicality.

The Proactive Behavior Of Younger Salespeople: Antecedents And Outcomes, Michael Mallin, Charles Ragland, Todd A. Finkle

Todd A Finkle

The purpose of this study is to model and test some of the antecedents (individual characteristics) and outcomes (selling performance) of proactive behavior among younger salespeople. Using social cognitive theory agency perspective, we extend the existing proactive behavior literature into the sales domain. We sampled 278 industrial salespeople and tested a model to confirm that younger salespeople tend to engage in proactive behaviors when they are intrinsically motivated, confident in the tasks of selling, and willing to take risks. Proactive behavior, in turn, resulted in our salesperson sample demonstrating high levels of behavior performance and job involvement. Our findings may …

Bit.Ly, Your Tinyurl Is Awe.Sm! Reinforcing Your Brand With A Custom Url Shortener, Robert L. Nunez Ii, Rebecca J. Hall

Robert L Nunez II

After migrating to the campus hosted CMS the UW-Milwaukee, School of Information Studies web team quickly realized that they needed a service that would allow them to create custom shortened URLs for marketing. Within 1 day, the team was able to produce a service that was equivalent to that of Bit.ly, that not only allows them to create shortened URLs, but also track their clicks, the audience reached, reinforce their brand, and much, much more. This poster will show the teams efforts in meeting this goal and the benefits of not relying on a 3rd party service.

Full Radius Brand Book, Samantha M. Bowersock, Akeem Mason, Anri Olivier, Alex Leon-Khan, Cherry Delrosario, Katina Dorsey

Alex Leon-Khan

No abstract provided.

Salvaging Print: Letterhead In Post-Industrial Urban America, Nancy Sharon Collins

The Mid-America Print Council Conference

This panel will explore the link between today’s small press movement and the formal aspects of commercial printing during the American 20th century. Panelists include Christine Medley , Philip Gattuso, and Nancy Bernardo.

Using as its primary example letterhead from defunct companies in Detroit, and secondarily, specimens of business and legal letterhead from other urban centers of the industrial United States, this panel will examine and discuss: What did letterhead represent to 20th century printers in local markets such as Detroit? What is the significance of printed letterhead, and stationery, to the art of small press printing in post-industrial cities …

Reducing Cheating Opportunities In Online Test, Dale Varble

Atlantic Marketing Journal

Abstract

This paper focuses on reducing cheating opportunities of online test assessment. Increasing use of online test in all course presentation formats (online, blended/hybrid or facilitated) has elevated faculty concerns of cheating. Efforts by educators to reduce cheating have been ongoing and with some success but, as the results of a study reported here more is needed.

Two sections of a course, one online and one onsite were offered the same semester, with the same instructor, syllabus, textbook and tests. The online students took all tests online. The onsite students took all exams online except the last two tests and …

Designing Experiential Learning Projects For Teaching Marketing Courses, Intekhab (Ian) Alam

Atlantic Marketing Journal

Business schools are putting more emphasis on the improvement of teaching and learning methods to better prepare their graduates and meet the industry demands. This improvement has been sought through the use of face to face teaching approach blended with industry projects and experiential exercises. This study reports on a similar effort initiated in teaching the international marketing course in an undergraduate business program. An experiment is conducted in which a combination of face to face classroom and experiential learning project is used. Through this experiment, the author describes a semester-long, international marketing project that is structured to elicit active …

Virtual Study Abroad: A Case Study, John Lipinski

Atlantic Marketing Journal

Over 90 percent of US universities sponsor study abroad programs. Students are encouraged to engage in such programs to enhance their educational experience and increase their global awareness in our interconnected world. However, despite these efforts, students who engage in such programs are a rarity. Only 1% of US students pursue a study abroad experience each academic year. In order to address this and make key aspects of the study abroad experience available to a wider range of students, two professors decided to link their classrooms, separated by 5,102 miles, via teleconference and create a virtual study abroad class.

The Investigation Of Product Involvement In Shopping Behaviors Among Male College Students, Jung-Im Seo, Grace W. Namwamba

Atlantic Marketing Journal

We investigated the clothing shopping behaviors of male college students. This study is significant because there is limited published research on the shopping behavior of male college students in the area of two correlative product involvement and store type and yet, there is a large increase in market share of male apparel products. Male college students (n=285) were surveyed via questionnaire. MANOVA and ANOVA were used to analyze the data. This research revealed that male college students are highly concerned about their physical appearance and clothing. The findings of this study demonstrate that male college students have unique …

Forecasting Demand: Sensitivity Analysis Of Financial Assumptions Using Ms Excel, Gary B. Roberts, Kirk C. Heriot

Atlantic Marketing Journal

According to research on entrepreneurship education, the creation of a business plan is the most popular teaching method (Solomon, 2007). Textbooks in the field will often have a chapter devoted to the contents of the business plan and separate chapters about important elements of a business plan such as marketing, finance, and operations. Instructors must prepare their students for arduous task of writing all of the parts of the business plan within a team.

One of the most challenging aspects of a business plan is the financial projections. Clearly, if an entrepreneurial team intends to present their plan to a …

A Sound Idea: A Theory-Based Synthesis And Explanadum Supporting The Use Of Music In Marketing Strategy, Anthony H. Kerr, Neel Das

Atlantic Marketing Journal

A review and synthesis of research literature regarding the role and influence of music on advertising effectiveness and in-store shopper moods and behavior is presented. A conceptual model is presented, with strong theoretical support found in classical conditioning, information processing, involvement, and mood states literature. The authors posit that a retailer should use a dual, concomitant music strategy as a component of an overall advertising and in-store marketing promotion plan. This strategy is presented in what the authors refer to as the Music Affect Model. While using the positive affects of music on consumer purchasing behavior as its core source …

Like It, Love It, Or Gotta Have It: Relating Materialism And Attachment, Rebecca Dingus

Atlantic Marketing Journal

No abstract provided.

A Process-Focused Method To Accelerate Sales Skill Development, R. Charles Viosca, K. Chris Cox

Atlantic Marketing Journal

Role-play scenarios have long been used for developing selling skills. This paper examines how role-play scenarios affect the learning process and proposes an innovative, process-focused method for accelerating skill development. Drawing insights from Cognitive Load Theory, it is hypothesized that complex role play scenarios—while perhaps more realistic—inhibit initial skill development. Alternatively, simpler scenarios make it possible to increase cognitive load germane to the selling process, and accelerate development of selling skills. A preliminary test of this hypothesis provides support for the process-focused method. The paper includes suggestions to further increase the effectiveness of the process-focused method.

The Moderating Role Of Mindfulness In New Product Evaluation, Mary E. Schramm, Michael Y. Hu

Atlantic Marketing Journal

Mindfulness has the potential to affect new product evaluation since consumers with a higher propensity for mindfulness are more likely to notice and accept differences between existing and new products. This research references piecemeal/category-based processing theory to study the moderating effect of individual mindfulness on information processing in the presence of product category knowledge. We find that mindfulness does not have a direct effect on processing style. However, mindfulness does moderate the relationship between product category knowledge and processing style. Understanding underlying factors during information processing provides important insights for marketers as they implement marketing strategies.

Marketing An Established Institutional Repository: Marquette Libraries’ Research Stewardship Survey, Rose Fortier, Emily Laws

Rose Fortier

Purpose The purpose of this paper is to discuss the results of Marquette University Libraries’ survey measuring faculty knowledge and attitudes about the institution’s repository, for the purposes of creating a marketing plan for the institutional repository (IR). Design/methodology/approach The paper adopts a quantitative approach through the use of a survey. Findings Like many other endeavors to measure faculty engagement with the IR, the investigators discovered that faculty knowledge of the IR is not universal. Moreover, the perceived values and motivators for faculty use of the IR were also not surprising, with faculty viewing online dissemination of their work to …