Sales and Merchandising Commons^™

A Further Empirical Investigation Into The Semantic Meaning Of Advertising Price References, Jeffrey Gutenberg, James M. Quinn

Atlantic Marketing Journal

Abstract – This study extends a well-known investigation of the meaning to consumers of commonly used comparative advertising pricing claims (e.g. “compare at”) by employing a broader demographic representation of respondents than the student sample which was used in the original research. Large and statistically significant differences were found between the two groups of respondents yet the main implications for practitioners remain the same.

Are Mature Female Consumers Well Served By The Fashion Retail Sector?, Amanda Ratcliffe

Conference proceedings

The fashion retail sector is going through extremely challenging times with continuing globalisation and the ongoing impact of the recent global recession in many markets. Markets are highly competitive and companies must strive to craft strategies which will deliver competitive advantage. Across the developed and the developing world, populations are ageing. The trend is so marked as to have been termed an ‘Agequake’ by A.T. Kearney, (2011, 1) in terms of its predicted impact on economies, companies and most particularly, retailers. Women aged 50 and over are now one of the most powerful consumer groups in the UK, spending more …

Customer Satisfaction Index Of Singapore 2017: Q1 Results, Institute Of Service Excellence, Smu

Research Collection Institute of Service Excellence (2007-2024)

The Customer Satisfaction Index of Singapore (CSISG) computes customer satisfaction scores at the national, sector, sub-sector, and company levels. The CSISG serves as a quantitative benchmark of the quality of goods and services produced by the Singapore economy over time. 2017 marks the 11th year of measurement for the CSISG national study.

Impact Of Photo Angle On Food Perceptions And Evaluation, Austin B. Jacobs

Undergraduate Honors Theses

Food photography is an increasingly popular phenomenon, especially on social media. There are over 215 million photos on Instagram with the hashtag “food.” There is a growing trend to showcase the food on social media, as both health and “food art” has become part of popular culture. The purpose of this project is to explore how the photo angle utilized in the image influences a number of consumer outcomes, including evaluations of the food itself, the company, and desire to interact with the image. Specifically, pictures of food commonly employ either a three-quarter downward looking angle (as if you were …

Irish Local And Artisan Foods: Multiples Make Space!, Michelle Dunne, Angela Wright

Dept. of Organisation & Professional Development Publications

Consumers are now bombarded with marketing messages in relation to food choice and consumption, but modern day consumers are very concerned with the food chain and have become discerning about their food choices.

This research examines “Local and Artisan” food choices and finds that consumers in general would like to have easy access to such products. While traditionally found at farmers’ markets, now everyday access is sought through Supermarkets. The researchers were fortunate in having access to a large supermarket rewards programme database where 14,646 supermarket shoppers responded. The study finds that Local and Artisan food products are desired by …

Aurora Athletics: A Sustainable Active Wear Brand., Molly Gram

Senior Honors Projects

The apparel industry has had a compounded annual growth rate of 2.5% over the past ten years. Much of that is due to the tremendous demand from consumers for active and athleisure apparel. Demand for more casual apparel has resulted from various cultural shifts, like more casual dress codes in the workplace. There is a lot of competition between businesses in this industry. In the globalized apparel industry, a brand’s supply chain is a major influencer of its success. What if a brand could keep up with competitors while also addressing growing consumer demands for ethically sound product? Meet Aurora …

The Sustainable Future Of The Fashion Industry, Zhanna Kutsenkova

Scholarly and Creative Works Conference (2015 - 2021)

Sustainable fashion is a recent movement within the fashion industry that aims to reduce textile waste and environmental depletion while increasing ethical treatment of workers; the goal is to slow down the global production and consumption process in order to form an industry that will be more sustainable in the long run. Along with the development of more socially and eco-conscious production and marketing practices, there is still room for the sustainable fashion movement to grow beyond its current scope. With the support of growing information networks and brand transparency consumers will be better equipped than ever before to make …

Reformation: An Apparel Design Collection, Biagia Rosinia

Honors Capstones

No abstract provided.

Straight From The Horse's Mouth: An Examination Of Social Media Usage And Advertising Methodologies In The Sale Of Sporthorses, Michael Willham

Undergraduate Distinction Papers

This study discovered general market conditions as well as buyer and seller behavior in the sporthorse market for the disciplines of Dressage, Show Jumping, and Eventing. The efficient sale of sporthorses in these disciplines is equally as important of a consideration as the marketing and advertising decisions for any other product such as automobiles or electronics. Equids differ from regular products in that they typically have markedly higher inventory costs associated with the maintenance of holding onto a live animal. Therefore, it is arguably more imperative for businesses to determine the quickest and most efficient means to sell them. This …

The Interplay Of Customer Experience And Commitment, Timothy Keiningham, Joan Ball, Sabine Benoit, Helen L. Bruce, Alexander Buoye, Julija Dzenkovska, Linda Nasr, Yi-Chun Ou, Mohamed Zaki

Research Collection Lee Kong Chian School Of Business

Purpose: This research aims to better understand customer experience, as it relates to customer commitment and provides a framework for future research into the intersection of these emerging streams of research. Design/methodology/approach: This research contributes to theoretical and practical perspectives on customer experience and its measurement by integrating extant literature with customer commitment and customer satisfaction literature. Findings: The breadth of the domains that encompass customer experience – cognitive, emotional, physical, sensorial and social – makes simplistic metrics impossible for gauging the entirety of customers’ experiences. These findings provide strong support of the need for new research into customer experience …

The Role Of Prior Sales Experience Of Buyers And Duration In Buyer-Seller Relationships, Scott C. Ambrose, Nwamaka A. Anaza, Brian N. Rutherford

Publications

This paper examines the impact that a buyer’s prior sales experience and the duration of the buyer-salesperson relationship has on the satisfaction and commitment linkages established within the literature. First, two key facets of satisfaction (social and economic) are linked to buyer’s commitment to the salesperson. Next, buyer-salesperson relationship duration is examined as an influencer between the satisfaction and commitment linkages. Following this, the study shifts its focus to examine if and how buyers with prior sales experience view the buyer-salesperson relationship different than buyers without prior sales experience. Findings of the study highlight the importance of developing our understanding …

Salesperson Perceptions - An Examination Of Sales Manager Leadership And Salesperson Engagement, Marleen Pope

Doctor of Business Administration Dissertations

Employee engagement is vital to organizations because of its relationship with performance and retention. Specifically, salespeople, as boundary spanners, pose unique challenges to organizations. To date, the literature has given limited attention to salesperson engagement. This study explores the assertion that managers are the primary source of employee disengagement by examining the perceptions salespeople have of their sales manager and how their perceptions influence salesperson engagement. Salesperson perceptions are the focus of this study because what one perceives is one’s reality.

Job-Demands Resource (J-DR) theory was used as the theoretical framework to investigate the relationships in the proposed model. First, …

Customer Satisfaction Index Of Singapore 2016: Full Year Overview, Institute Of Service Excellence, Smu

Research Collection Institute of Service Excellence (2007-2024)

The Customer Satisfaction Index of Singapore (CSISG) computes customer satisfaction scores at the national, sector, sub-sector, and company levels. The CSISG serves as a quantitative benchmark of the quality of goods and services produced by the Singapore economy over time and across countries. The fourth quarter results mark the end of measurement for CSISG 2016. Singapore’s 2016 national score was computed using the data collected during these four quarters.

Building Sales People: Recommendations For The Development Of A Professional Sales Mentorship Program, Karen Hood Hopkins, Christopher D. Hopkins

EKU Faculty and Staff Scholarship

Companies will constantly need people to sell something for them. As Grant Cardone, author of Sell or Be Sold: How to Get Your Way in Business and in Life, puts it, "Great salespeople are literally the engine of every economy in the world." This is evident as the Bureau of Labor Statistics reports that over 13.6 million Americans are in sales and related occupations.

Looking at specific industries; the real estate sector is projected to grow faster than any other sales sector over the next decade, according to the Department of Labor. With a 14 percent growth rate expected, this …

Exchange And Refund Of Complementary Products, Yoonju Han, Sandeep R. Chandukala, Hai Che

Research Collection Lee Kong Chian School Of Business

A common dilemma a consumer faces during product return pertains to the decision of exchanging the product or obtaining a refund. This issue becomes even more salient for durable goods, when the initial purchase involves complementary products from different categories. This research examines consumer’s trade-off decision between returning and keeping complementary products by exploring various retail actions (using umbrella branded products (UBP)) and customer characteristics. We also investigate the trade-off between product exchange and refund when consumer returns a product. We find interesting extensions to past research wherein UBP are returned less and result in greater exchange than refund. Furthermore, …

Nostalgic Selling: The Louisville & Nashville Railroad And Its General Public Relations, Michael J. Landry

Atlantic Marketing Journal

This paper represents a case study of how to use historic events/artifacts in public relations and sales. It recounts how the Louisville & Nashville Railroad participated in the United States Civil War centennial celebrations by restoring a locomotive, the General, that was made famous in a daring raid conducted in that war. Using primary and secondary documents mainly from corporate archives including notes, operations manuals, public relations logs, measurements, corporate publications and oral history, the paper outlines the General’s iconic history, the purposes for its 1960s restoration to operation for the Civil War centennial, and the overarching marketing strategy behind …

Job Shadowing Experiences As A Teaching Tool: A New Twist On A Tried And True Technique, Fred H. Mader, Deanna R. D. Mader, Elizabeth C. Alexander

Atlantic Marketing Journal

This article reports an innovative twist on the use of the job shadowing experience as a means not only to provide real-world exposure for the student, but also as a way to generate real-time data from the professionals to be utilized as a basis for class discussion. Reaction from both students and professionals has been overwhelmingly positive.

Field Trip! Assessing Business Student Interest In Plant Tours And Their Product Categories, Mark Mitchell, Gregory Turner, Robert Montgomery, Mark Hartley

Atlantic Marketing Journal

Business educators are challenged daily to provide fresh ideas in the classroom and to use new methods to stimulate active learning. One option is to use manufacturing plant tours, company museums, and company visitor centers to supplement traditional classroom activities. This manuscript details this growing type of tourism (known as Consumer Experience Tourism) and identifies the product categories of greatest interest to today’s students in Business and Economics. Business educators are encouraged to more fully embrace this under-utilized resource to promote active student learning and to select those destinations of greatest interest to their particular student audiences.

Controlling And Informational Planned Behavior: Self-Determination Theory And The Theory Of Planned Behavior, Jonathan P. Leavell

Atlantic Marketing Journal

The purpose of this non-empirical paper is to explore the theoretical value of introducing constructs of self-determination theory (SDT) into the framework of the theory of planned behavior (TPB). Deci’s and Ryan’s (1985) formulation of SDT maintains an intrinsic focus while much of Ajzen’s (1985) TPB framework maintains an extrinsic focus. The incorporation of constructs based on an internal locus of causality may enhance the predictive power of TPB. Applications for practitioners and opportunities for further research are presented.

Dynamic Pricing In Major League Baseball Tickets: Issues And Challenges, John T. Drea, Andrew Nahlik

Atlantic Marketing Journal

With its origins in the airline industry, dynamic pricing has recently been extended to the area of Major League Baseball tickets in both the primary and secondary markets. The present study examines similarities in the application of dynamic pricing in the airline and MLB industries, as well as the key differences, which include the interactive effects of competitors in the airline industries and the presence of a secondary ticket market for MLB tickets. The “zone of reasonableness” concept used in freight pricing provides a useful framework for understanding the self-imposed upper and lower price limits for MLB primary market ticket …