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Enhancing Sales Education By Incorporating An Innovative International Role Play, Diane R. Edmondson, Lucy Matthews, Hannah Makarczyk 2022 Middle Tennessee State University

Enhancing Sales Education By Incorporating An Innovative International Role Play, Diane R. Edmondson, Lucy Matthews, Hannah Makarczyk

Atlantic Marketing Journal

In today’s society, the global marketplace has become more relevant to all businesses to help ensure sustainability (Hummel, 2012). In marketing, students pursuing a career in sales can find significant opportunities; however, there are unique skills needed when selling internationally (Salesforce, 2021). Prior research has highlighted lost revenue due to internationally incompetent employees (Daniel, Xie, & Kedia, 2014). A content analysis of 139 Sales Education Foundation universities was completed to determine the extent to which international sales education is currently being incorporated in sales curriculum. Results indicate that only 6.5% include some international sales element as part of their ...


Understanding Millennials Regarding Online Versus In-Store Grocery Shopping Preferences, Timothy L. Schauer 2022 University of Lynchburg

Understanding Millennials Regarding Online Versus In-Store Grocery Shopping Preferences, Timothy L. Schauer

Atlantic Marketing Journal

Grocery shopping has changed in significant ways over the last 150 years – all to allow customers to choose their own items (Strasser, 1989). Within the last decade, large U.S. supermarkets, like Kroger, Walmart, and Safeway have rolled out online stores (Perez, 2015). However, in 2017, when the Internet-based giant, Amazon, acquired Whole Foods and developed the Amazon Go concept store, the march toward online-only sales came into question. The purpose of this research is to attempt to understand the preferences associated with Millennials regarding online versus in-store grocery shopping preferences. This paper provides the following contributions. First, it extends ...


Apparel Students' Perception Of Denim Quality In Relation To Price And Brand, Karli Haws 2022 University of Arkansas, Fayetteville

Apparel Students' Perception Of Denim Quality In Relation To Price And Brand, Karli Haws

Apparel Merchandising and Product Development Undergraduate Honors Theses

The purpose of this study is to evaluate apparel students’ perception of quality in denim jeans based on the influences of price and brand. The following research objectives were developed:

1. To determine if apparel students’ perceptions of garment quality are affected by price and brand.

2. To determine how apparel students perceive quality in a garment.

3. To determine if price and brand are indicators of quality to apparel students.


Consumers Perception Of Quality For Ladies' Swimwear Based On Price And Brand, Jennifer Avila 2022 University of Arkansas, Fayetteville

Consumers Perception Of Quality For Ladies' Swimwear Based On Price And Brand, Jennifer Avila

Apparel Merchandising and Product Development Undergraduate Honors Theses

Consumers shop at multiple retailers for different needs. It is understood that many choose a retailer for an experience and others will shop at large discount retailer for the better savings aspect. These two retailers are constantly working on improving customer experience as well as trying to increase their sales. In a time where E-commerce is at an all-time high, these two retailers also need to consider how other retailers compare against them in different sales categories. Since March of 2020, the retail world shifted with COVID-19 disrupting the supply chain. As retailers solve ways to keep consumers content and ...


Why Sales Managers Matter: How Supervisory Coaching Affects Salespeople's Job Performance, Emory Serviss 2022 University of South Alabama

Why Sales Managers Matter: How Supervisory Coaching Affects Salespeople's Job Performance, Emory Serviss

Theses and Dissertations

Today’s business environment is very competitive, forcing companies to make additional efforts to develop and keep sustainable advantages. Thus, research aimed at finding ways to increase company performance has become critical. One specific managerial tool, sales coaching, has been hailed by academics and practitioners alike as vital to improving a salesperson’s job performance. With a company’s survival dependent on the success of their salespeople, research on sales coaching is crucial. The purpose of this research is to gain a better understanding of the relationship between sales coaching and a salesperson’s work-related attitudes and behaviors. Using self-determination ...


Business Plan: Refuge Coffee, Zachary Lewandowski 2022 University of Arkansas, Fayetteville

Business Plan: Refuge Coffee, Zachary Lewandowski

Finance Undergraduate Honors Theses

Refuge Coffee will be the premier vendor of high-quality and sustainably sourced specialty coffee in Springdale, Arkansas. Its mission is to improve lives by providing a space that reflects the community—a space in which ideas, beliefs, attitudes, and values can be exchanged, with coffee acting as a common denominator. Refuge Coffee will offer specialty coffee beverages, locally baked goods, and merchandise to consumers. We intend to partner with Canopy NWA, a refugee resettlement organization that aims to welcome and equip refugees with all they need to build new lives, through the means of employment for refugees and the continuous ...


How The Financial Services Industry Is Utilizing Social Media To Expand Their Client Base, Kristen Stewart 2022 University of Arkansas, Fayetteville

How The Financial Services Industry Is Utilizing Social Media To Expand Their Client Base, Kristen Stewart

Marketing Undergraduate Honors Theses

Social media is becoming an increasingly important aspect of all companies’ marketing strategies. It is almost imperative for companies to advertise through social media if they want to have a fair chance of reaching the younger generation. In fact, “the majority (97%) of Gen Z consumers say they now use social media as their top source of shopping inspiration; 65% say they use social media to find entertaining content; and 61% of them are specifically interested in watching more video content” (Kastenholz, 2021). This proves that social media can make a significant and lasting impact on a company’s success ...


Keurig Dr. Pepper Internship: Development Of A Tool In A Big Data Environment To Uncover Risks And Opportunities, Lindsey Ross 2022 University of Arkansas, Fayetteville

Keurig Dr. Pepper Internship: Development Of A Tool In A Big Data Environment To Uncover Risks And Opportunities, Lindsey Ross

Marketing Undergraduate Honors Theses

Selling and sales management professions permeate job application websites. Sales is often associated with a pushy used-car dealership and cold calling. These practices are necessary, but selling, especially in our increasingly consumerist society, has long influenced and is a part of almost all business professions. You could argue that almost every employed individual operates in some sort of sales function due to the current job landscape. Whether this includes working directly with the sale of a product or even selling one’s self to a company or client. Selling in the retail space is understandably the heartbeat of the company ...


Harvesting Growth -- An Internship Thesis, Emma Conover 2022 University of Arkansas, Fayetteville

Harvesting Growth -- An Internship Thesis, Emma Conover

Marketing Undergraduate Honors Theses

During the Summer of 2021, I had the privilege to Intern with Harvest Group in Rogers, Arkansas. During this 12-week internship, I was placed in the Client Services division and was a part of a consumables team that served several clients. I gained invaluable experience from this internship and developed both personally and professionally.


The Importance Of Agile Reporting Methods In A Retail Sales Environment, Katie Haefner 2022 University of Arkansas, Fayetteville

The Importance Of Agile Reporting Methods In A Retail Sales Environment, Katie Haefner

Information Systems Undergraduate Honors Theses

The primary objective of this project is to understand the importance of agile reporting methodologies for a retail sales team. Data has proven to be very vital for businesses to use and understand. In software systems that serve as data warehouses, it is expected that value be provided at each iteration within the system. This includes all the measurements, metrics, and reports. Agile reporting effects the way that data is utilized within a company. This paper looks at some of ways that value can be added when companies focus on ways to consolidate and standardize data as well as make ...


Understanding Supply Chain Management: A Necessary Skill For Salespeople?, Lindsey Jetton 2022 University of Arkansas, Fayetteville

Understanding Supply Chain Management: A Necessary Skill For Salespeople?, Lindsey Jetton

Supply Chain Management Undergraduate Honors Theses

The purpose of this research is to explore phenomena within the experience of consumer packaged goods (CPG) account representatives in customer-facing roles by investigating the impact of supply chain training, experience, and skills on sales role effectiveness in CPG companies. Findings suggest that skills needed for sales include technical competency, excellent communication skills, and the knowledge to keep commitments. Supply chain understanding within their industry impacts these identified skills by removing confusion, improving identification with their company, realistically aligning customer expectations, and building confidence.


Walmart Vs Amazon: How Walmart Can Compete With Amazon In The Age Of E-Commerce, Andrew Turner 2022 University of Arkansas, Fayetteville

Walmart Vs Amazon: How Walmart Can Compete With Amazon In The Age Of E-Commerce, Andrew Turner

Finance Undergraduate Honors Theses

In the growing battle between the retail giants, Walmart, and Amazon, it has become clear that Walmart must take steps to secure their place in a market where a pandemic-driven technology enabled e-commerce industry is expected to grow leaps and bounds over the next several years. In order to compete with Amazon, who dominates the majority of e-commerce in the US, Walmart must identify core competencies that drive revenue and customer loyalty and adapt them to a new age of retail. By taking advantage of physical locations and access to customer data, Walmart may be able to continue to offer ...


Insomnovation – Natural Sleep Solutions Business Plan, Nikolas Limperis 2022 University of Arkansas, Fayetteville

Insomnovation – Natural Sleep Solutions Business Plan, Nikolas Limperis

Finance Undergraduate Honors Theses

Currently, 70 million Americans suffer from some sort of sleep issues from trouble falling asleep, trouble staying asleep, and daytime drowsiness. However, the sleep solutions on the market today are either highly artificial or only address the symptoms of sleep issues rather than the underlying cause. This is what Insomnovation seeks to address. By providing supplementation to seven key vitamins and minerals, Insomnovation hopes to bring a natural solution to put the issue of sleep disorders to rest.


Effects Of Economic Development Status And Eco-Product On Consumption Values: From The Perspective Of Us Consumers, Mostafa Zaman 2022 University of Tennessee

Effects Of Economic Development Status And Eco-Product On Consumption Values: From The Perspective Of Us Consumers, Mostafa Zaman

Doctoral Dissertations

Consumers select a product based on numerous product characteristics. Numerous studies conducted earlier revealed that consumers in developing countries preferred products made in western or developed countries because their product quality is better than the quality of local products (Lee & Nguyen, 2017; Dao & Heidt, 2018; Rodrigo et al., 2019). Moreover, consumers are increasingly concerned about manufacturers’ environmental issues. Although ethical consumers believe that eco-products could save the environment, some consumers are not concerned about the eco-products and thus select products based on other product attributes (Joshi & Rahman, 2015). Hence, it becomes very challenging for retailers to select a country among developed or developing countries ...


Tabletop Game Startup, Jack Meyer 2022 University of Rhode Island

Tabletop Game Startup, Jack Meyer

Senior Honors Projects

Starting a new business is a tedious and challenging process especially when it comes to an original idea for a tabletop game. The original idea for the game must be put into written rules and physical gameplay components. These aspects must be confirmed to work and collecting feedback from others is often a major tool used in this stage. From this point, a game developer can go a few different directions such as attempting to sell the game to a larger company or trying to produce their own independent game.

Keeping the game independent is arguably the more difficult route ...


The Impact Of Subscription Programs On Customer Purchases, Raghu IYENGAR, Young-Hoon PARK, Qi YU 2022 Singapore Management University

The Impact Of Subscription Programs On Customer Purchases, Raghu Iyengar, Young-Hoon Park, Qi Yu

Research Collection Lee Kong Chian School Of Business

Subscription programs have become increasingly popular among a wide variety of retailers and marketplace platforms. Subscription programs give members access to a set of exclusive benefits for a fixed fee upfront. In this paper, we examine the causal effect of a subscription program on customer behavior. To account for self-selection and identify the individual-level treatment effects, we combine a difference-in-differences approach with a generalized random forests procedure that matches each member of the subscription program with comparable non-members. We find subscription leads to a large increase in customer purchases. The effect of subscription is economically significant, persistent over time, and ...


Fortnite Crew Subscription Box Process Book, Eleanora M. Gravert 2022 California Polytechnic State University, San Luis Obispo

Fortnite Crew Subscription Box Process Book, Eleanora M. Gravert

Graphic Communication

Expand Epic Games’ “Fortnite Crew” monthly subscription service to incorporate a deluxe edition which will include physical merchandise as opposed to digital merchandise only. This project will help Epic Games create a more mainstream output of physical products and will help simplify the gamers’ search to find and purchase products that are connected with accuracy and quality to the game they enjoy playing. This opportunity is important to me because it allows me to explore my interest in both the gaming industry and the marketing, production, and design field.


Mapping Consumer's Cross-Device Usage For Online Search: Mobile- Vs. Pc-Based Search In The Purchase Decision Process, Sangman HAN, Jin K. HAN, Il IM, Sung In JUNG, Jung Won LEE 2022 Singapore Management University

Mapping Consumer's Cross-Device Usage For Online Search: Mobile- Vs. Pc-Based Search In The Purchase Decision Process, Sangman Han, Jin K. Han, Il Im, Sung In Jung, Jung Won Lee

Research Collection Lee Kong Chian School Of Business

The ubiquity of both mobile devices and PC’s has enabled the modern-day consumer to engage in cross-platform online searches as a new norm. The accumulated knowledge on cross-device search behavior to date, however, emanates largely from industry reports and at an aggregate level. To better understand the individual consumer’s purchase decision process, we set out to investigate contingencies of what (subject of search), how (device of choice), and when (stage in the buying decision). To this end, we utilize a panel data consisting of clickstream from mobile and PC searches, coupled with entropy-based metric to chart the breadth ...


To Buy Green Or Not To Buy Green: Do Structural Dependencies Block Ecological Responsiveness?, Simon J.D. SCHILLEBEECKX, Teemu KAUTONEN, Henri HAKATA 2022 Singapore Management University

To Buy Green Or Not To Buy Green: Do Structural Dependencies Block Ecological Responsiveness?, Simon J.D. Schillebeeckx, Teemu Kautonen, Henri Hakata

Research Collection Lee Kong Chian School Of Business

Despite the significant increase in interest in sustainable business practices, decisions on switching to more environmentally friendly input materials are understudied. In a conjoint experiment, we presented 267 Finnish manufacturing firms with an opportunity to acquire an alternative, more ecological input material and investigated their willingness to switch to that material. We find that in general, firms are willing to substitute their current principal input with a more ecological alternative under conditions of functional parity. However, such willingness is contingent on the firm’s value creation structures. Specifically, if the products and processes driving the firm’s value creation rely ...


A Closer Look At Csr Practices In Sustainable Fashion: A Guideline For Apparel Brands, Elline Deogracias, Tracie Tung, Natale Zappia 2022 California State University, Northridge

A Closer Look At Csr Practices In Sustainable Fashion: A Guideline For Apparel Brands, Elline Deogracias, Tracie Tung, Natale Zappia

CSU Journal of Sustainability and Climate Change

While it might be greenwashing that impedes consumers' eco-consumption, the researchers posit that this gap is also due to fashion brands’ weak CSR communication and inconsistent understanding of CSR activities. This study aims to 1) determine the ease with which consumers can navigate sustainable fashion brand websites to find corporate social responsibility (CSR) activities, and 2) construct a framework that clearly identifies CSR activities, CSR dimensions, and the business operation stages at which they occur. Website content analyses were conducted on 27 sustainable fashion brands in the United States to investigate their CSR activities. A framework was proposed to better ...


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