Sales and Merchandising Commons^™

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 …

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 …

Power Dressing And Its Importance In Modern Democracy, Mansiben R. Patel, Dr. Catherine Amoroso Leslie

Undergraduate Research Journal for the Human Sciences

This research aimed to study the significance of Power Dressing in a modern democracy, by exploring the dynamics of clothing concerning the power it portrays for women holding influential positions in public office in a variety of countries throughout the world. This research accomplished its motive by collecting, reviewing, and analyzing scholarly articles, academic journals, newspapers, and current events which formed the foundation for data collection using a survey developed by the researchers. The analysis provided a platform for procuring knowledge of the association between Fashion and Politics, the concept of Women’s Power Dressing, and its significance in a modern …

Power Dressing And Its Importance In Modern Democracy, Mansiben R. Patel, Dr. Catherine Amoroso Leslie

Undergraduate Research Journal for the Human Sciences

This research aimed to study the significance of Power Dressing in a modern democracy, by exploring the dynamics of clothing concerning the power it portrays for women holding influential positions in public office in a variety of countries throughout the world. This research accomplished its motive by collecting, reviewing, and analyzing scholarly articles, academic journals, newspapers, and current events which formed the foundation for data collection using a survey developed by the researchers. The analysis provided a platform for procuring knowledge of the association between Fashion and Politics, the concept of Women’s Power Dressing, and its significance in a modern …

Consumer Shift: Examining Female Generation Y Consumers’ Activewear Consumption, Lauren Laporte

LSU Master's Theses

The onset of the Covid-19 pandemic resulted in a change to standard consumption patterns as consumers began prioritizing health and wellness, working remotely, and made a switch from material-based consumption practices to an experiential-value-based consumption mindset. Additionally, Covid-19 brought economic downturns, loss of jobs, and supply chain issues. Consequently, the activewear market demonstrated unclear results making it necessary to understand trends within the activewear market while also understanding consumer motivations to wear or not to wear activewear during these societal shifts. This research paper aims it’s focus on female members of Generation Y, a popular and growing market for activewear. …

The "Catch-22" Of Amazon's Argument To Function As An Auctioneer: The Implied Warranty Of Merchantability, Kyle A. Batson

St. Mary's Law Journal

No abstract provided.

Use Of Online Or Traditional Job Search Tools: Which Do Sales Students Prefer When Searching To Begin Their Post-College Graduate Careers-A Study Revisited, Linda G. Mullen, Randy S. Stuart, Michael Lee Thomas

Association of Marketing Theory and Practice Proceedings 2023

In 2019, a study was conducted to see if college students who studied/majored in professional sales, preferred digital media over face-to-face interactions for post-graduation careers searches. Results showed sales students used multiple methods during these searches. Although sales students engaged with digital media to land entry-level career positions, they still relied heavily upon traditional methods (i.e., college/university career fairs/services, internships, etc.). In March of 2020, as Covid-19 moved just about everyone online, the authors were interested in seeing whether the increased use and familiarity with digital media changed sales students’ preference for and use of job search tools.

This follow-up …

Forecasting Airport Transfer Passenger Flow Using Realtime Data And Machine Learning, Xiaojia Guo, Yael Grushka-Cockayne, Bert De Reyck

Research Collection Lee Kong Chian School Of Business

Problem definition: In collaboration with Heathrow airport, we develop a predictive system that generates quantile forecasts of transfer passengers’ connection times. Sampling from the distribution of individual passengers’ connection times, the system also produces quantile forecasts for the number of passengers arriving at the immigration and security areas. Academic/Practical relevance: Airports and airlines have been challenged to improve decision-making by producing accurate forecasts in real time. Our work is the first to apply machine learning for predicting real-time quantile forecasts in the airport. We focus on passengers’ connecting journeys, which have only been studied by few researchers. Better forecasts of …

Shaping Millennials’ Attitudes Towards Luxury Brands In International Cities: The Case Of Abu Dhabi, Zeina Mazloum

BAU Journal - Society, Culture and Human Behavior

This study aims to investigate the impact of two intrinsic motives (perceived self-identity and perceived self- status) and two other extrinsic motives (celebrities and social media presence) on millennials' attitudes towards luxury brands; ultimately reflecting on their buying intention. Illustrated through a conceptual framework model, results reveal that intrinsic motives strongly influence millennials' attitudes while extrinsic motives slightly influence their attitudes towards luxury brands; both resulting in molding millennials' buying intention correspondingly.

Factors Affecting Consumers’ Purchase Intentions Towards Recycled Products, Sherine Esmat

Theses and Dissertations

The work executed addresses the status of recycling industry in Egypt and its relation to the current sustainability trends as well as climate change issues. It also identifies the main concerns of consumers when purchasing recycled products. Consequently, identifies the key pillars that need to be applied or communicated with the target consumers to enhance the concept of selling recycled products and increase its market share. Since this industry is significantly broad, the focus of the study was only on recycled PET plastic bottles (rPET), this is to ensure attaining accurate and reliable results.

An interview and a site visit …

Bozo The Clown: An Icon As American As An Apple Pie In The Face, Gregory Kent Oswald

Dissertations, Theses, and Capstone Projects

There is no single path toward the creation of an American icon, a person or item with resonance to all in the country as well as having an ability to serve as a symbol of America itself for those outside the borders. This thesis considers certain elements that propelled the journey of the entertainment for children, Bozo the Clown, into a representational figure in the minds of young and old. Like all things American, his roots include many elements from outside the country: the name derives from foreign tongues mostly in derisory terms, but in at least one instance as …

Consumers’ Preferences For Ethical Entertainment Consumption: Conceptualization, Development, And Validation Of A Scale, Avirupa Basu, Tamas Makany, Pratap Chandra Mandal, Ashutosh Bishnu Murti

Research Collection Lee Kong Chian School Of Business

Our study describes the conceptualization, development, and validation of a reliable scale to measure the Consumers’ Preferences for Ethical Entertainment Consumption (CPEEC) in the context of OTT platforms. Past literature has addressed Ethical Consumption in various contexts that hold significant importance among consumers. However, there is limited literature on the Ethical Consumption in the domain of OTT entertainment, which is a new and burgeoning field of literature. Conceptualizing and developing a measurement scale for CPEEC will help measure the ethicality of entertainment like films, web shows and reality shows. The CPEEC scale is developed and validated by performing 33 in-depth …

Analyzing Effective Website Design Literature To Develop A Standard Scorecard, Karlyn Sanchez

Undergraduate Theses, Professional Papers, and Capstone Artifacts

No abstract provided.

Anchorage: Visual Analysis Of Satisfaction In Customer Service Videos Via Anchor Events, Kam Kwai Wong, Xingbo Wang, Yong Wang, Jianben He, Rong Zhang, Huamin Qu

Research Collection School Of Computing and Information Systems

Delivering customer services through video communications has brought new opportunities to analyze customer satisfaction for quality management. However, due to the lack of reliable self-reported responses, service providers are troubled by the inadequate estimation of customer services and the tedious investigation into multimodal video recordings. We introduce , a visual analytics system to evaluate customer satisfaction by summarizing multimodal behavioral features in customer service videos and revealing abnormal operations in the service process. We leverage the semantically meaningful operations to introduce structured event understanding into videos which help service providers quickly navigate to events of their interest. supports a comprehensive …

Minimizing The Ratchet Effect: Why Reciprocity Preserves Customer Satisfaction In Service Environments, Kyle A. Huggins, Val Larsen

Association of Marketing Theory and Practice Proceedings 2023

This paper focuses on a fundamental problem for marketers: the ratchet effect. The ratchet effect occurs when actual service performance is perceived to be significantly higher than service expectations, causing dissonance and resulting consumer guilt. If left unattended, consumers relieve their guilt by increasing the perceived state of expectations for subsequent visits. Known as the ratchet effect, this causes a dilemma for the service business as they consistently strive to improve service performance. Using equity theory, our experimental study explores whether businesses can break the ratchet effect by providing mechanisms of reciprocity for consumers to respond at little or no …

Brides And Bridal Stores: Online Or Brick-And-Mortar, Libby C. Jones, Ismet Anitsal, Melek Meral Anitsal

Atlantic Marketing Journal

This paper explores the growing global bridal industry and the different trends, traditions, and aspects of specific countries' bridal industries. It outlines western and eastern traditions and how globalization contributes to their spread. A deeper focus is dedicated to the United States' bridal industry and the issues brick-and-mortar bridal boutiques face as more brides have started shopping at online bridal stores. The relationship between brick-and-mortar and online bridal stores is explored based on various propositions about the bridal industry's emerging challenges. These propositions include trust issues in the retail environment, convenience, selection of bridal gowns in different retail formats, incorporating …

Social, Ethical & Legal Aspect Of Rwa (Resident Welfare Association) Management, Soma Mitra, Dhananjaya Sarangi, Rajendra Bhanj Col., Srikanta Patnaik

Interscience Management Review

There has been a sharp rise in the number of highrise buildings in almost all cities during the last 10 years and particularly after the declaration of “Smart Cities” by Government of India. So far as the business and management of infrastructure companies are concerned, it is needless to say that it is an established industry. However, after these high rise buildings become habitable, and are handed over to the housing societies or Resident Welfare Associations (Hereafter referred as RWAs), there are many issues and challenges faced by the apartment owners. The motivation behind the study of social, ethical and …

How An Abusive Supervision Climate Impacts Business-To-Business (B2b) Sales Performance, And The Roles Of Leader–Members Interdependence And Team Psychological Safety, Matthew J. Daniel

Electronic Theses and Dissertations

Sales supervisors can tremendously influence the sales teams they manage, and their behaviors can influence a team’s engagement and sales performance. Because of the supervisor’s influential role, their behavior, positive or negative, can ripple throughout the organization. As a result, a supervisor who role models abusive behavior within their organization also promotes a climate of abuse and incivility that can contribute to a toxic workplace. Abusive supervision (AS) is a significant problem in many business-to-business (B2B) sales organizations that negatively impacts the financial welfare and subjective well-being of organizations and their employees. This quantitative correlational study aimed to examine how …

The Hawthorne Effect: Influence On Experiential Learning Outcomes In Sales Role Play Scenarios, Ben Brachle, Ahna Packard, Dana E. Vaux

Mountain Plains Business Conference 2023

No abstract provided.