Sales and Merchandising Commons^™

Reasons For Failure Of New Products In The Consumer Goods Industry, Usamah Iyyaz Billah

Business Review

Consumer goods companies launch new products in order to create diversification in their product portfolios and successfully compete in the market. However, based on in-depth literature review, it has been identified that only a few of these new products are successful. For the purpose of this research article, detailed interviews have been conducted with corporate managers of consumer goods companies in Pakistan and the Middle East. This article, hence investigates the key reasons for new product failure, the level of impact of these reasons & the measures that should be taken in order to avoid new product failure. The findings …

Mydeal: The Context-Aware Urban Shopping Assistant, Kartik Muralidharan, Swapna Gottipati, Jing Jiang, Narayan Ramasubbu, Rajesh Krishna Balan

Research Collection School Of Computing and Information Systems

A common problem in large Urban cities, of the sort seen in Asia, is the huge number of retail options available in the city. In particular, it is not uncommon to find multiple malls, each with hundreds of stores inside, just a short distance from each other in almost every part of these cities. These factors make it incredibly hard for consumers to identify stores of interest to them in any particular mall.In response, a number of shopping assistance applications have been created for mobile phones.However, these applications mostly just allow users to know which stores are where or to …

Paying For Convenience: Attractiveness And Revenue Potential Of Time-Based Delivery Services, Philipp Goebel, Sabine Moeller, Richard Pibernik

Research Collection Lee Kong Chian School Of Business

Purpose: Four characteristics have been regularly applied to services: intangibility, heterogeneity, inseparability, perishability (IHIP). More and more exceptions occur which have resulted in substantial criticism. This paper aims to show that each characteristic is valid and useful when related to an individual aspect of services instead of being assigned to services as a single entity. Design/methodology/approach: Based on customer integration, a framework (FTU framework) and a resource typology are developed. These approaches are the theoretical foundation of the analysis. Findings: The FTU framework and a resource typology reveal different aspects of services and allow the assignment of the IHIP characteristics …

Towards A Better Specification Of The Store Environment Stimulus: An Augmented Stimulus-Organism-Response (Sor) Model That Captures Brand Expressiveness, John Murray

Conference proceedings

Abstract: This paper proposes an augmented SOR model which facilitates design/architect practitioners when they review store concepts. The paper contributes to the knowledge base of designers/architects when making deliberate brand expressions in development of the store environment. The global nature of the SOR model, it is argued, does not allow for discrimination between consumer interpretations of store brands; nor does it propose a realistic means of engaging design-architect practitioners at the concept proofing stage of development. This conceptual paper argues that retail branding studies benefit from inclusion of more flexible frameworks founded on separable and integral design-architecture and brand communicative …

Sales Process And Training Overview, Thomas Holcomb

Communication Studies

Overview of the sales process as established by the National Collegiate Sales Competition (NCSC). This paper details Cal Poly's Sales Development Program and covers the ins and outs of what makes an effective salesperson. Would be beneficial for anyone who is considering sales as a career, looking to improve their sales abilities, or just searching for a senior project idea.

Student Colloquium: Purchase Of Counterfeit Products, Muhammad Ahmed Anjum

International Conference on Marketing

According to Merriam Webster dictionary word “counterfeit” is defined as “made in imitation of something else with intent to deceive”. So the term counterfeit product refers to a product which is made in imitation of some famous or renowned brand. Therefore a counterfeit product can be great threat to the reputation of original brand as well as for the free market economy. This whole exercise gives rise to unfair market competition and unethical practices to follow. In Relation to that the purpose of this whole study is to investigate the respondent’s perceptions, ethical and personal traits and their understanding about …

Student Colloquium: Motivation To Buy Formal Luxury Apparel Brands In The Male Youth Segment, Syed Sayem Mustafa, Sarah Zubair, Sultan Waleed Khan, Ashar Kamil

International Conference on Marketing

The research was conducted in the commercial hub, Karachi, of Pakistan. The main purpose of the research was to help the marketers of the branded formal clothes like Armani, Gucci etc in terms of deciding the product target market, its segmentation and positioning as well. It will help these brands in making the advertisement for their product because this study will help them in identifying the important factors which motivates people to buy branded formal clothes. So they should advertise their product on these factors and gets the audience attention. This research classifies the buyers of branded formal clothing into …

Customer Satisfaction Index Of Singapore 2012: Q1 Results, Institute Of Service Excellence, Smu

Research Collection Institute of Service Excellence (2007-2024)

Between 2011 and 2012, customer satisfaction for the InfoCommunications sector rose by 1.6-points to 65.9-points (on a 0 to 100 scale). This significant 2.5% improvement reverses the downward trend the sector experienced since tracking begun in 2007.

“Make Your Move, Choose Your Food”: A Healthy Lifestyles Empowerment Campaign, Michelle Child

Mahurin Honors College Capstone Experience/Thesis Projects

This thesis documents the campaign “Make Your Move. Choose Your Food.” This healthy lifestyles empowerment campaign was one of six conducted in Bowling Green, Kentucky during February 2012 for the Public Relations Student Society of America’s (PRSSA) 2011-2012 Bateman Case Study Competition through the public relations capstone courses Journalism 454 and 456. The objective of this campaign was to encourage children, teenagers, parents, educators and community organizations to improve their individual health and the health of the community. My team, consisting of four public relations seniors and myself, created three overall objectives grounded in research, planned strategies specific to our …

Outlet Patronage In On-The-Go Consumption: An Analysis Of Patronage Preference Drivers For Convenience Outlets Versus Traditional Retail Outlets, Raphael Heider, Sabine Benoit

Research Collection Lee Kong Chian School Of Business

This study investigates patronage preferences of consumers who purchase and consume food and beverages while they are on-the-go (on-the-go consumption). The focus is on the drivers of patronage preferences for convenience outlets versus traditional retail outlets. A literature based model of patronage preferences is developed in this paper. It is tested based on data collected from a Dutch online sample (n=669) through binary logistic regression. The results reveal that significant relationships exist between patronage preferences in on-the-go consumption and the assortment offered as well as the opportunity to consume products without effort. Moreover, significant relationships between patronage preferences and consumers' …

F.A.C.E.S. (Faculty Academic Community Education Showcase): Professional Growth Experiences In A Career University, Paul J. Colbert, Ph.D.

MBA Faculty Conference Papers & Journal Articles

Institutes of higher education exist for the purpose of developing, fostering, nurturing, and stimulating the intellectual growth and development of students. The core values of a college education provide students conceptual and practical educational opportunities that focus on improving their skills and knowledge. These skills and knowledge translate into purposeful, real-life learning experiences. However, in the academic community, learning is not restricted to students. Faculty, too, must be supported and provided opportunities for personal and professional growth and development. Although professional development is not a novel concept in the education profession, schools often take up the gauntlet, but fall short …

Two Hundred Hour Internship For A Las Vegas Convention Sales Department, Kristen Kostis

UNLV Theses, Dissertations, Professional Papers, and Capstones

In order for a company to be profitable, whether it is a hospitality company, a technology company or a small business, sales must be high and continue to grow over time. Companies rely heavily on their sales staff to bring in revenue to keep the company growing and profitable. So, where does this knowledgeable and aggressive sales staff come from? How often do college students take a class that is strictly related to the sales industry?

Many undergraduate hospitality programs do not include courses directly related to sales, leaving students with little knowledge of this department. In fact, some students …

Customer Satisfaction Index Of Singapore 2011: 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 with 2011 marking its fifth year of measurement.

The Sustainability Movement And Its Effects On The Trends Of Beauty Product Packaging, Sarah Danley

Graphic Communication

The purpose of this study is to examine industry professionals’ standpoints along with consumer demands and expectations pertaining to sustainable packaging, materials currently used in beauty product packaging, and advances in emerging trends within this sector. Using the information derived from these examinations, this study will predict the industry’s future direction and identify how the industry leaders should change in order to adapt their business practices to remain competitive and profitable within the industry.

This study made use of several research methods to gain insight on the impacts that the sustainability movement has had on the beauty and health packaging …

Regional Jet Aircraft Competitiveness: Challenges And Opportunities, Tamilla Curtis, Dawna L. Rhoades

Publications

The Purpose of the Study is to investigate the current trends in the aviation industry in regards to regional jets and to examine country-level factors that can potentially explain the number of Embraer and Bombardier regional jet deliveries. Possible factors include GDP, price of crude oil, prior aircraft deliveries and the land area of receiving RJ countries.

[Owning My Own Business], Dominique T. Dillard

Undergraduate Research Award

No abstract provided.

India’S Emerging Retail Systems: Coexistence Of Tradition And Modernity, Nikhilesh Dholakia, Ruby Roy Dholakia, Atish Chattopadhyay

College of Business Faculty Publications

India’s retailing sector is expected to remain in a transition spiral for the foreseeable future. Because of India’s unique context—in terms of history, regulation, institutions, demographics, geography, and traditions—available theories of retail evolution have limited applicability to the retail situation in India. Drawing from the literature, as well as from empirical research and practical experiences of over a decade, this article presents a conceptual frame for understanding the retail sector of India and the likely future trajectory of this sector.

Counterfeits, Copying And Class, Ann Bartow

Law Faculty Scholarship

Consumers who want to express themselves by wearing contemporary clothing styles should not have to choose between expensive brands and counterfeit products. There should be a clear distinction in trademark law between illegal, counterfeit goods and perfectly legal (at least with respect to trademark law) "knockoffs," in which aesthetically functional design attributes have been copied but trademarks have not. Toward that end, as a normative matter, the aesthetic features of products should not be registrable or protectable as trademarks or trade dress, regardless of whether they have secondary meaning, just as functional attributes of a utilitarian nature are not eligible …

The Hsus Investigates: Chicagoland Pet Stores, The Humane Society Of The United States

PUPPY MILL INFORMATION

Over three days (October 29-31, 2012), an HSUS investigator and a local Chicago resident visited 12 Chicagoland pet stores to find out where the cute little puppies in the windows were bred. Again and again, salespeople denied that their puppies came from puppy mills, and most did not comply with a law passed in 2010 by the State requiring pet shops to “post in a conspicuous place in writing on or near the cage of any dog or cat available for sale the information required by subsection (a) of this section.” The information required includes the price, age, health and …

Purchasing Power Of Credit, Social Mobility, And Economic Mobility, Lawrence P. Shao, Ralph E. Mckinney Jr., Dale H. Shao

Management Faculty Research

Because barriers to wealth and limitations on purchasing power have a negative effect on career mobility, individuals planning their careers need to understand the factors that may influence their long term job prospects and attainable career goals. This paper takes a qualitative approach to examine how purchasing power can limit social and economic mobility. While occupational choice provides a primary path to wealth accumulation and access to social networks, financial decisions and other influences can limit career, social, and wealth building opportunities.