Sales and Merchandising Commons^™

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

Graduate Theses and Dissertations (2019 - present)

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 theory, this research examines …

Leveraging Both Art And Science In National Level Sales Competitions, Sarah Obermeyer

Honors Theses

The following report is an analysis of the preparation and results that come from utilizing both the art and science of sales while preparing the Western Michigan University team for the 2022 National Collegiate Sales Competition. In this report, I introduce Western Michigan University's sales and business marketing program and review how the National Collegiate Sales Competition functions. There is an analysis of which aspects of art and science the competitors leveraged in their preparation to give them a competitive edge. Finally, I review the competition results and takeaways. Any data or information cited in the paper can be found …

Rainbowashing: Does It Impact Purchase Intention?, Ramon Luis Fille

Honors Projects in Marketing

Cause related marketing efforts by multiple brands have grown over the past few years. With the growth of social media and even more awareness for multiple causes, consumers are pickier when it comes to brands that supports them. While many studies have been done when it comes to “greenwashing” (the tactics of brands to show their green initiatives), there are still more that needs to be done to understand the impact of “rainbowashing” marketing methods on consumer purchase intention. The importance of this study and how it can affect businesses are discussed. To get a feel for the potential effect …

Which Attributes Separate Top-Performing Outside Salespeople From The Rest?, Paul Niemann

Dissertations

For decades, sales organizations have faced the ongoing challenge of attaining the maximum sales results from their salespeople. Whether a salesperson has plenty of skill but lacks the will to reach their potential or has the will to become a top salesperson but lacks the necessary skills to reach their potential, the failure of sales organizations to obtain maximum results from their salespeople is a problem. Some salespeople have plenty of skill but lack the will to reach their potential, while others have the will to become a top salesperson but have not yet acquired the necessary skills to reach …

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 …

Your Loyalty Program Might Be Losing You Money, Raghuram Iyengar, Young-Hoon Park, Qi Yu

Research Collection Lee Kong Chian School Of Business

From Amazon Prime to Panera Bread’s Unlimited Sip Club, loyalty programs have become commonplace in a wide variety of industries. However, despite their popularity, it’s not always clear whether these programs are actually profitable. The authors analyzed data from 24,000 customers at a large Asian retailer to explore the various factors that can drive a program’s profitability, and identified three takeaways to help managers ensure their subscription programs are a net positive: They recommend that managers should go beyond averages and analyze trends on an individual level, measure the underlying factors that drive changes in revenues, and remember to account …

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

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 and depth …

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 more on …

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 …

The New Solar Kiosk Model: A Sustainable Solution To Address The Uptake And Access Of Renewable Technologies To Create Energy Kiosks That Improve Women’S Income In Kiryandongo Refugee Settlement, Kiryandongo District, Northern Uganda., Musiimenta Joy Kellen

Regis University Student Publications (comprehensive collection)

This thesis was carried out in the Kiryandongo Refugee Settlement in Northern Uganda to test a new model to improve access to clean energy technologies in the refugee settlement. The settlement hosts more than seventy-five thousand refugees, including the Internally Displaced Persons (IDPs) from the Bududa landslides in Eastern Uganda. The literature review shows the challenges faced in the humanitarian sector. The challenge is met in providing lighting and improved cooking technologies to all refugees in settlements and camps globally. The refugees tend to cut down trees in the surrounding forest, and the wood is used for firewood to cook …

The Impact Of Verified (Unverified) Online Product Consumer Reviews On Consumer Product Attitudes, Kathryn Cort Dr., Roland Leak Dr.

Atlantic Marketing Journal

Customer product reviews are an integral component for companies conducting e-commerce, enabling them to stay connected and engaged with their consumers. However, more important these reviews are being utilized and incorporated into the marketing plans of companies. Companies can use a mixture of verified and unverified purchase badges in their displayed product reviews. This study finds that as customers are provided with this additional information to help form impressions about the products they are reviewing, customers' need for cognition ultimately determines how they utilize the presence or absence of these badges.

What's In A Name? Public Perceptions Of Multi-Level Marketing, Robert A. Peterson, Jeffrey A. Peterson

Atlantic Marketing Journal

This paper presents the results of a nationwide survey of the American public’s general familiarity with, and perceptions of, multi-level marketing, direct selling, and social selling. Survey respondents were most familiar with direct selling; there was no substantive difference in familiarity with multi-level marketing and social selling. Respondents familiar with the three terms possessed perceptions of them that were significantly more positive than were the perceptions of respondents reporting not being familiar with the terms. Across all terms, male respondents reported being more familiar with, and more positively disposed toward, them than did female respondents. Respondents 55 years of age …

Fashion And Sustainability: Consumption And Shared Responsibility, Jie Gao Fowler, Timothy Reisenwitz, Rongwei Chu

Atlantic Marketing Journal

Indulgence in fashion has been indispensable in modern societies, as it is a crucial device for self-image and identity construction. With the advanced technology and globalization of production, the fashion industry has skewed towards fast fashion, making the latest trends available to mass consumers at affordable prices. This research aims to examine how Chinese consumers perceive sustainable consumption in the context of fashion. We endeavor to explore the factors that influence the engagement of sustainable consumption. This study aims not to argue whether sustainable fashion should mobilize or replace the current fashion system but to provide evidence on consumers' perception …

User Reviews And Their Relationship To The Online Sale Of Used Dvds, Dan Baugher, Chris Ramos

Atlantic Marketing Journal

Except for books, research on factors impacting the sale of low-priced used products is uncommon. This study examines the relationship between Netflix user reviews of DVDs and their sale on Amazon as used products. An Amazon account was created by the authors, and a broad mix of 121 used DVDs were sold between 10/15/2012 and 11/20/2015. Using a low-price strategy, all sold within 57 days of posting on the site with 17.4% selling on the first day. DVDs with lower user ratings (valence) (p < .001) and lower rating volume (p < .05) took longer to sell. Valence and volume were not correlated (p > .05). In an OLS regression that included valence, volume, price, and release date, …

Adoption And Diffusion Of At-Home Medical Tests, Savannah Campbell, Mark Mitchell, Jerome Christia, Melissa Clark

Atlantic Marketing Journal

The purpose of this study is to understand the at-home medical test market including the medical and regulatory requirements to create at-home medical tests, as well as the market factors that influence consumer adoption in the context of the COVID-19 pandemic. To address testing shortages of COVID-19 tests companies created at-home tests which were rapidly approved by the FDA, bringing at-home testing to the forefront.

History of at-home health testing is reviewed, the medical requirements for creating them, and how the pandemic has affected such testing. Tables are also included to demonstrate currently available tests and potential future tests. The …

How Do Consumers In General Evaluate, Judge, And Act Toward Shoplifting? The Moderating Effects Of Personal Characteristics And Motives Shoplifting?, Juehui Shi, Ngoc (Cindy) Pham, Claudio Schapsis, Tofazzal Hossain, Arturo Z. Vasquez-Párraga

WCBT Faculty Publications

Despite the seriousness of shoplifting, consumers’ evaluations, judgements, and intentions toward shoplifting remain underexplored by scholars from business ethics, marketing, retailing, and consumer behavior. We propose a new shoplifting ethics model, which integrates Hunt and Vitell’s theory of ethics with Nadeau, Rochlen, and Tyminski’s typology of shoplifting, by incorporating the moderators of consumers’ personal characteristics (i.e., age, gender, marital status, income) and shoplifting motives (i.e., social, experiential, economic, emotional) onto the relationships among deontological evaluation, teleological evaluation, ethical judgment, and intention. Based on a two-by-two randomized experimental design, two shoplifting cases (i.e., swapping price tags, stealing products) are investigated in …

Intention To Pursue A Sales Career: A Dyadic Study Of Students And Parents Extended Abstract, Joseph Little, Mark Kubik, Alexander King, Grant Weidman

AMTP Proceedings 2022

Typical career choice selection studies generally have been one sided focusing on students or parents independently. This dyadic study aims to analyze student and their parent influencers to determine what will be the strongest influencer of a student to pursue a career in sales. “Because the dyad is arguable the fundamental unit of interpersonal interaction and relations, family relations such as a parent and their child/student have a powerful dyadic component” (Kenny et al., 2006, p1). Therefore, understanding the influencers of this career choice selection may lead to interventions for increasing the number of students to pursue a career in …

When Should Sales Managers Get Involved In Their Salesteams' Transactions, Daniel E. Chavez

Theses and Dissertations--Marketing and Supply Chain

The existing literature on sales teams explores various aspects of team members and their effects on sales performance. The literature on sales management has described how managers can promote better results from salespeople. The question at the intersection of these two streams of literature – if managers should be part of sales teams -- has not been addressed and is what we explore. Using data from a Fortune 1,000 firm that operates automotive service stores across the US we test these effects. The data presents a natural experiment as sales teams with different compositions are assigned randomly to the customers. …

The Role Of Response Efficacy And Risk Aversion In Promoting Compliance During Crisis, Veronica L. Thomas, Hooman Mirahmad, Grace Kemper

Marketing Faculty Publications

This research examines consumers' compliance with behaviors that focus on preventing the spread of COVID‐19. Drawing on Protection Motivation Theory and research on efficacy, we find that, during a pandemic, consumers who have higher perceptions of response efficacy are less likely to engage in risky consumption behaviors (Study 1) and more likely to engage in protective consumption behaviors (Study 2). This effect is moderated by risk aversion, such that as risk aversion increases, COVID‐compliant behaviors increase even when consumers do not believe in their ability to effectuate change. Further, the relationship between response efficacy and COVID‐compliant behaviors is mediated by …