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 Does Firm Scope Depend On Customer Switching Costs? Evidence From Mobile Telecommunications Markets, Niloofar Abolfathi, Simone Santamaria, Charles Williams

Research Collection Lee Kong Chian School Of Business

This paper examines the relative advantages of single-product and multiproduct firms following changes in customer switching costs. Whereas a single-product firm can closely tailor offerings to customers' needs, a multiproduct firm can create value for customers in the form of flexibility, allowing them to change between product varieties as preferences evolve without needing to switch providers. We argue that this value-creation mechanism is more effective when customers face high switching costs and explore this prediction in the mobile telecommunications sector, using an exogenous policy change (mobile number portability) that suddenly decreases customer switching costs. Our results reveal that when customer …

Customer Gaze Estimation In Retail Using Deep Learning, Shashimal Senarath, Primesh Pathirana, Dulani Meedeniya, Sampath Jayarathna

Computer Science Faculty Publications

At present, intelligent computing applications are widely used in different domains, including retail stores. The analysis of customer behaviour has become crucial for the benefit of both customers and retailers. In this regard, the concept of remote gaze estimation using deep learning has shown promising results in analyzing customer behaviour in retail due to its scalability, robustness, low cost, and uninterrupted nature. This study presents a three-stage, three-attention-based deep convolutional neural network for remote gaze estimation in retail using image data. In the first stage, we design a mechanism to estimate the 3D gaze of the subject using image data …

There Is No I In Team: The Role Of Sales Faculty Coaching And Organizational Culture On Student Competition Teams, Stefan Sleep, Brent Mcculloch

AMTP Proceedings 2022

As sales competitions become more prevalent in the educational environment, faculty coaching has taken on a role that closely replicates coaching by industry sales managers. This case study examines how the combination of faculty coaching and student sales team organizational culture impact performance in sales competitions. By providing positive feedback, role modeling, and building trust, faculty coaches can improve performance and commitment while preparing students for their future careers. Additionally, developing an organizational coaching culture plays a critical role in contributing to the overall success of the team as it encourages student commitment and participation. These lessons are also relevant …

Small And Micro Business Resources In The Post-Pandemic Period: A Perspective From Local Bridal Boutique Businesses In West Virginia, Ishtehar Sharif Swazan

Graduate Theses, Dissertations, and Problem Reports (ETD)

In widely dispersed small communities, local and regional businesses dominate West Virginia, an eastern state of the United States in the Appalachian Mountains where small and micro businesses constitute 98.9% of all businesses and contributes 49.1% of the state’s total employment. These businesses create jobs, help build a strong financial position for the state, and promote community-building and social activities. These businesses are unique as they sustain themselves while competing with national and regional retail chains and carving out a customer for themselves. However, the damage caused by the spread of Covid-19 is having a devastating effect on the small …

Augmented Reality In Retail And Its Impact On Sales, Yong Chin Tan, Sandeep R. Chandukala, Srinivas K. Reddy

Research Collection Lee Kong Chian School Of Business

The rise of Augmented Reality (AR) technology presents marketers with promising opportunities to engage customers and transform their brand experience. While firms are keen to invest in AR, research documenting its tangible impact in real-world contexts is sparse. In this article, the authors outline four broad uses of the technology in retail settings. Next, they focus specifically on the use of AR to facilitate product evaluation prior to purchase, and empirically investigate its impact on sales in online retail. Using data obtained from an international cosmetics retailer, they find that AR usage on the retailer’s mobile app is associated with …

Maxed Out: How The Pandemic Put The Fitness Industry’S Fate In The Hands Of Its Consumers, Denny Jacob

Capstones

The pandemic's impact on the fitness industry has gone deeper than closing gyms. It has completely reoriented how people workout, where they workout, how gyms will look and run and the new balance between brick-and-mortar gym locations and virtual fitness. The seismic shifts that have taken place over nearly two years have moved the industry to a place that it can't revert from. Everything that has changed since is here to stay in some capacity.

Link to capstone: https://djacob1670.wixsite.com/capstone

Tiktok Has Influenced The Way We Buy Beauty, Keira R. Wingate, Angela Palumbo

Capstones

The purpose of this capstone project is to show how the popular social media platform, TikTok, is influencing and changing the way consumers buy and the companies sell beauty products.

Since the start of the pandemic, a record number of people logged into TikTok, which has become one of the top social media platforms in the world. While the app grew, so did the number of users who made videos reviewing and using makeup products. Soon, TikTok went from an entertainment platform to a marketing opportunity for large companies in the beauty industry.

Now, hundreds of influencers are paid large …

Evaluation Of Recommended Modular Email Building Approaches, Palak Sadhwani

Electronic Theses, Projects, and Dissertations

Customer relationship management acts as the backbone of marketing. For any company marketing is the most important sector to promote a company and attract customers. Email marketing is one of the most effective ways of digital marketing. However, the cost of design and development is time consuming and redundant. Marketers and project managers are frequently unassertive about how to solve these issues. Although there are blogs, articles and services available for marketing email development, the lack of research in the effectiveness of email building architecture bolsters the need for this study. The project presents an architecture that modularizes the way …

The Curse Of The Original: How And When Heritage Branding Reduces Consumer Evaluations Of Enhanced Products, Minju Han, George E. Newman, Rosanna K. Smith, Ravi Dhar

Research Collection Lee Kong Chian School Of Business

Heritage branding is a common marketing strategy that has been shown to increase product appeal. Here, we find that certain forms of heritage branding can also have potentially negative consequences by leading consumers to react negatively to changes made to the brand’s original, flagship product—even if those changes objectively improve it. We demonstrate that when firms engage in heritage branding that emphasizes a brand’s longevity, consumers evaluate enhanced products less favorably than the original versions of those same products due to decreased perceptions of continuity authenticity. We demonstrate this effect across a variety of product domains (e.g., cosmetics, cookware, and …

Arbor Edge Defense (Aed) Sales Training, Michael J. Wetherbee

Instructional Design Capstones Collection

Due to a change in revenue policy, an organization that sells products in the DDoS attack solution space embarked on a journey to fundamentally change the strategy they employed to sell their DDoS solution. The offering from the organization was a combination of two products that provided a comprehensive DDoS solution. The solution was made up of a cloud solution combined with an on-premises appliance.

Because most of the cloud portion was owned by another organization and the profit margins were small, they decided to sell their portion to the other organization. Once sold, they decided to change the sales …

Investigating The Effects Of Dimension-Specific Sentiments On Product Sales: The Perspective Of Sentiment Preferences, Cuiqing Jiang, Jianfei Wang, Qian Tang, Xiaozhong Lyu

Research Collection School Of Computing and Information Systems

While literature has reached a consensus on the awareness effect of online word-of-mouth (eWOM), this paper studies its persuasive effect, specifically, the dimension-specific sentiment effects on product sales. We allow the sentiment information in eWOM along different product dimensions to have different persuasive effects on consumers’ purchase decisions. This occurs because of consumers’ sentiment preference, which is defined as the relative importance consumers place on various dimension-specific sentiments. We use an aspect-level sentiment analysis to derive the dimension-specific sentiments and PVAR (panel vector auto-regression) models to estimate their effects on product sales using a movie panel dataset. The findings show …

Sharepoint Site To Create Efficiencies, Stephanie G. Velasquez

IPS/BAS 495 Undergraduate Capstone Projects

A project related to improving processes and efficiencies for a sales leadership team.

Cartelligent Sales Training Program, Hilary T. Brophy

IPS/BAS 495 Undergraduate Capstone Projects

My Capstone project is based on creating an entirely new sales training program at the company I work for, using collaborative and innovative approaches, and for the first time in my company's twenty-two year history, including stakeholders that range from the Executive Team to the newest members of the sales team.

The Customer Value Model And Mobile Banking: Evaluation Of Technology-Based Self Service (Tbss) Gaps, Justin A. Moist, Ismet Anitsal, Melek Meral Anitsal

Atlantic Marketing Journal

Mobile banking has become a prevalent part of everyday banking, and almost all banks have adopted its use. This form of self-service has seen wide adoption because of its ease of use, performance, reliability, and enjoyment of use. These attributes of technology-based self-service options help both customers and businesses determine the value of the service. The proposed customer value model aims to conceptually represent how companies and customers perceive the value of a product or service and pinpoint gaps between these values. This paper presents the customer value model in the context of mobile banking. This new context is part …

Building Connections In Co-Production Environments, Kimberly D. Grantham, Kimberly R. Mcneil, Gail Ayala Taylor, Roland L. Leak

Atlantic Marketing Journal

With the impact of the Covid-19 pandemic felt around the globe, consumers look forward to once again being able to engage in communal experiences where relationships with other customers and with service providers are integral parts of ongoing service experiences. The purpose of this study is to provide a framework for service establishments to better understand the communal approach to becoming a service co-creator, helping service providers create more meaningful relationships between their customers when customers are engaging in the service experience in a group and as an individual. We distinguish individual versus group influences that emerge as a result …

The Faculty Recruitment-Retention Connection: A Strategic Linkage Approach, Mary Mobley, Richard Easley

Atlantic Marketing Journal

The Association to Advance Collegiate Schools of Business (AACSB) is clear about the worsening shortage of doctoral qualified faculty. It is the proposition of this paper that business schools should consider evaluating and perhaps reinvigorating recruitment strategies in both the short- and intermediate-term, as well as developing marketing management strategies that will help alleviate business faculty shortages in the long-term. Strategic marketing guidance is set forth in this paper with a focus on the development and institutionalization of managerial linkages between recruitment-retention connections. Our major premise is that leadership robustness is needed relative to the construction and implementation of strategic …

Impact Of Different Types Of In-Store Displays On Consumer Purchase Behavior, Yoonju Han, Sandeep R. Chandukala, Shibo Li

Research Collection Lee Kong Chian School Of Business

Research on consumer in-store shopping behavior does not account for the existence of different types of display locations (e.g. storefront, store rear, secondary, front end cap, rear end cap, and shelf displays). This article focuses on accounting for and understanding the impact of various displays on consumer purchase behavior based on the Stimulus-Organism-Response (SOR) theory. Specifically, we study how displays closer to and farther from the main location of the focal category influence consumer purchase behavior. Furthermore, within the different types of displays we investigate the impact of specific types of displays on consumer's category purchase and brand choice and …

The Perceived Impact Of Covid-19 Pandemic On Healthcare Cost In Bangladesh, Hasibul Islam, Fatema Johora, Asma A. Abbasy, Masud Rana, Niyungeko Antoine

Journal of Global Business Insights

The study showed the effect of the COVID-19 pandemic on healthcare expenses including the price of medicines, protective equipment, medical devices, healthcare facilities, and food. A self-administered questionnaire was used as the data collection tool and 400 people from different Bangladesh divisions (Dhaka, Chittagong, Barisal, Khulna, Mymensingh, Rajshahi, and Sylhet) participated in this study. Multiple regression analysis was used to estimate the impact of independent variables on dependent variables. R programming environment was used to perform the statistical analysis. Cronbach’s alpha was used for determination of reliability and found acceptable internal consistency. The price of protective equipment (POPE), the price …