Sales Skill Development For Next Generation Of Accounting Professionals: From Accountant To Partner,
2025
University of North Carolina at Pembroke
Sales Skill Development For Next Generation Of Accounting Professionals: From Accountant To Partner, Scott Cohen, Dena Breece, Michael Rodriguez, Chelsea Schrader
Atlantic Marketing Journal
With the exodus of accounting professionals due to retirement, firms are challenged to replace skilled employees with a newer generation, Millenials and Generation Z (CPA Practice Advisor, 2024). To bridge the gap, the authors explore how soft skills (communication and relationship management) are necessary for newer accounting professionals to not only fill the talent gap but also help them be promoted to senior-level positions in their firms. Using Human Capital Theory (HCT) as our foundation, a content analysis using responses from 30 accounting leaders found unique skills such as communication, presentation, and relationship building are crucial in the development of …
Do The Effects Of Ethnocentrism And Cosmopolitanism Depend On Countries-Of-Origins? An Empirical Study Of U.S. Consumers,
2025
Commonwealth University of Pennsylvania
Do The Effects Of Ethnocentrism And Cosmopolitanism Depend On Countries-Of-Origins? An Empirical Study Of U.S. Consumers, Thomas Tanner, Jung Kim, Ronda Mariani
Atlantic Marketing Journal
Consumer ethnocentrism and cosmopolitanism have been shown to be instrumental factors for the evaluation and purchase of foreign products. Many prior studies have provided evidence that ethnocentric consumers have lower willingness to buy for products that originated from foreign countries, while cosmopolitan consumers have higher willingness to buy. However, prior research has been conducted in the research setting where only one foreign country is pit against home country. Therefore, it is not clear whether their direct impacts on animosity, product judgement, and willingness to buy will be homogeneous, regardless of countries-of-origin. In other words, do consumers hold the same degree …
The Role Of Artificial Intelligence In Transforming Physical And Online Fashion Retail: Enhancing Experiences, Driving Sustainability, And Fostering Innovation,
2025
Lynn University
The Role Of Artificial Intelligence In Transforming Physical And Online Fashion Retail: Enhancing Experiences, Driving Sustainability, And Fostering Innovation, Andrew Burnstine
Faculty and Staff Publications & Presentations
This study explores the transformative role of artificial intelligence (AI) in revolutionizing the fashion industry, with a focus on enhancing consumer experiences, promoting sustainability, and driving innovation in retail. It examines AI applications in personalized recommendations, virtual try-ons, and supply chain optimization, while also addressing societal implications. Sustainability is a central theme, highlighting how AI minimizes overproduction, enables circular fashion, and encourages conscious consumerism. Case studies, such as Nike’s AI-powered retail stores and Lynn University’s Surreal Fashion Show, demonstrate practical applications and innovations during the COVID-19 pandemic. This research synthesizes insights from reports by The Business of Fashion and McKinsey …
Institutional Liquidity Costs, Internalized Retail Trade Imbalances, And The Cross Section Of Stock Returns,
2025
Chapman University
Institutional Liquidity Costs, Internalized Retail Trade Imbalances, And The Cross Section Of Stock Returns, Yashar H. Barardehi, Dan Bernhardt, Zhi Da, Mitch Warachka
Business Faculty Articles and Research
Order flow segmentation prevents direct interactions between U.S. retail and institutional investors. Using the imbalance in observable internalized retail trades, we show wholesalers use retail flow to provide liquidity to institutional investors, especially when liquidity is scarce. Our institutional liquidity cost () measures average absolute retail trade imbalances, positing that institutions holding stocks with greater such averages more often resort to the expensive wholesaler-provided liquidity. is correlated with expected institutional price impacts. Unlike existing illiquidity measures, has economically meaningful relations with institutional holding horizons and yields annualized liquidity premia of 2.7%–3.2% post-2010, even after excluding microcap stocks.
2025 Spring Convocation Handout,
2025
Morehead State University
2025 Spring Convocation Handout, Morehead State University. Office Of Communications & Marketing.
Communications and Marketing Publications Archive
The 2025 Morehead State University Convocation Handout from January 8, 2025.
2025 Transfer & Adult Students Viewbook,
2025
Morehead State University
2025 Transfer & Adult Students Viewbook, Morehead State University. Office Of Communications & Marketing.
Communications and Marketing Publications Archive
The 2025 Morehead State University Transfer and Adult Students Viewbook.
2025 Welcome To Soar,
2025
Morehead State University
2025 Welcome To Soar, Morehead State University. Office Of Communications & Marketing.
Communications and Marketing Publications Archive
The 2025 Morehead State University SOAR Guide Pack.
2025 Career Guide,
2025
Morehead State University
2025 Career Guide, Morehead State University. Office Of Communications & Marketing.
Communications and Marketing Publications Archive
The 2025 Morehead State University Career Guide.
2025 January News Report,
2025
Morehead State University
2025 January News Report, Morehead State University. Office Of Communications & Marketing.
Communications and Marketing Publications Archive
The January 2025 Morehead State University News Report.
Vino Mundo: Introducing Wines Of The World To Costa Rica,
2025
Dominican University of California
Vino Mundo: Introducing Wines Of The World To Costa Rica, Sarah Lee, Jacob Massoud, Chang Seob Yeo
Barowsky School of Business | Case Studies
Guillermo Aguilar, owner and founder of the Costa Rican restaurant Vino Mundo, turned off his computer and stood up from his chair. Sales at Vino Mundo had slowed down following the global pandemic, and Guillermo was exploring ways to revitalize his business. The ideas he had most recently considered included a new marketing strategy for the restaurant and creating an institute to educate Costa Ricans about wine and train individuals to become sommeliers. Guillermo left his office and then walked out to the restaurant’s patio to take in the beautiful panoramic views of San Jose. He had quite a few …
Social Media Influencers’ Impact On Curated Subscription Purchases,
2025
Gardner-Webb University
Social Media Influencers’ Impact On Curated Subscription Purchases, Ker Xiong
Doctor of Business Administration Dissertations
Subscriptions gained popularity during the COVID-19 pandemic by ensuring that consumers would have access to their products without human contact. As consumers emerged from lockdown, marketers faced the challenge of whether consumers will continue to purchase subscriptions and how to attract customers now that in-store shopping has resumed. The purpose of this study is to investigate how user generated content (UGC), promotion, and trust impact the purchase intention of curated box subscriptions with social media influencers (SMI) serving as a moderating variable. The stimulus-organism-response (S-O-R) framework was used to model how UGC, promotion, and trust can impact curated subscription purchases …
2025, 2(21),
2025
Wydział Zarządzania Uniwersytetu Warszawskiego/Faculty of Management University of Warsaw
2025, 2(21)
Journal of Marketing and Consumer Behaviour in Emerging Markets
Full Issue 2025, 2(21)
Diverse Bodies, Inclusive Shopping? How Representation Of Body Diversity Shapes Consumer Experiences,
2025
University of Texas at Arlington
Diverse Bodies, Inclusive Shopping? How Representation Of Body Diversity Shapes Consumer Experiences, Javier Alejandro Martinez
2025 Fall Honors Capstones Projects - Archive
This systematic literature review aims to summarize the prior research on the impact of body diversity representation on consumer behaviors in the fashion retailing industry. Deriving from 30 peer-reviewed research articles, we explore how body diversity representation in advertisements and product assortment affects consumer self-evaluation, shopping behaviors, and the nuances within the luxury fashion sector. Consistent with self-congruence theory, findings show that diverse and natural model representation improves body image and purchase intentions. In contrast, idealized portrayals and limited size options reinforce exclusivity, deepen social divides, and harm the self-esteem of excluded consumers, a model that is utilized in luxury …
Selling Trust: The Evolution Of Relationship Selling In The Investment Industry,
2025
University of Akron
Selling Trust: The Evolution Of Relationship Selling In The Investment Industry, Kaden N. Kroslak, Frederik Beuk
Williams Honors College, Honors Research Projects
This honors research project examines how relationship selling in the investment industry, especially within registered investment advisory firms, has evolved over time. Advisor-client relationships are being shaped by technology, analytics, regulations, and a frenzy of information. This literature review explores whether the stated factors of technology, credibility, regulations, information access, and fiduciary duty, caused change in how investment advisors create, maintain, and grow client relationships within the context of trust. The project styling, in form of a literature review analyzes peer-reviewed studies on financial technology, artificial intelligence, psychological approaches, and regulatory systems. The outcome is a paper which helps fill …
Buying Green On A Student Budget: How Sustainability Shapes Gen-Z Grocery Habits,
2025
Middle Tennessee State University
Buying Green On A Student Budget: How Sustainability Shapes Gen-Z Grocery Habits, Tyler Martin, Diane R. Edmondson, Lucy Matthews
Atlantic Marketing Journal
Sustainability is increasingly prioritized by consumers, but concerns arise about whether Gen-Z college students with limited financial means translate sustainable attitudes into purchasing behaviors. This study surveyed 496 undergraduate students at a southeastern public university to assess attitudes, motivations, and actions regarding sustainable grocery shopping. Results reveal strong environmental concerns among students but a notable gap between beliefs and purchasing behaviors, attributed mainly to financial constraints. Gender, political affiliation, and religious affiliation significantly influenced sustainable behavior. Managerial implications and future research directions are discussed.
From Backlash To Brand Loyalty: How Self-Congruity And Generation Shape Consumer Intentions After A Failed Influencer Campaign,
2025
University of North Texas
From Backlash To Brand Loyalty: How Self-Congruity And Generation Shape Consumer Intentions After A Failed Influencer Campaign, Dexter L. Purnell, Kimberly V. Legocki, Steven R. Barnes, Jessica Chapman
Atlantic Marketing Journal
This study examines consumer responses to corporate social advocacy (CSA) surrounding Bud Light’s partnership with transgender influencer Dylan Mulvaney. We fielded a cross-sectional survey of U.S. beer drinkers (N = 386) measuring actual and ideal self-congruity, generational cohort, and purchase intention. Using PROCESS Model 4 with bootstrap confidence intervals, we tested whether self-congruity mediates the relationship between generation and purchase intention. Self-congruity strongly predicted purchase intention, and indirect effects of generation via both actual and ideal self-congruity were statistically significant. Conditional (contrast-specific) indirect effects were observed only for Gen X, indicating cohort-specific pathways from CSA to purchase intention through identity …
Omnichannel Retailing: An Exploratory Study Of Limiting The Customer Journey In A Digital-First Context,
2025
Murray State University
Omnichannel Retailing: An Exploratory Study Of Limiting The Customer Journey In A Digital-First Context, Terence L. Holmes, Edward C. Brewer, Elizabeth Patterson
Atlantic Marketing Journal
A recent retail trend is the rise of “digital-first” firms, where their merchandise is sold primarily via online efforts. In this exploratory study we describe our investigation of the customer journey for a digital-first seller of cosmetics and personal care products. We collected qualitative and quantitative data from a customer survey and follow-up interviews. Results indicate that personal connections and actual product use are the two most important touchpoints customers consider in first discovering the seller and then building a relationship with the brand. We describe practical applications of the findings and suggest ideas for future research.
Quota Fairness, Procedural Justice, Turnover Intentions, And Turnover: A Multi-Path Model Of Salesperson Perceptions, Support, And Trust,
2025
Western Carolina University
Quota Fairness, Procedural Justice, Turnover Intentions, And Turnover: A Multi-Path Model Of Salesperson Perceptions, Support, And Trust, James Deconinck, Julie Johnson-Busbin
Atlantic Marketing Journal
This study investigates how salesperson perceptions of quota difficulty, quota fairness, and procedural justice influence perceived organizational support (POS), organizational trust, and ultimately turnover intentions. Drawing on social exchange theory and fairness heuristic theory, we propose and test a multi-path model in which quota-related justice perceptions shape salesforce attitudes and behavior through both direct and indirect mechanisms. Data from 313 business-to-business salespeople and their 142 managers reveal that perceived quota difficulty significantly predicts fairness, which in turn is positively related to POS and organizational trust. While fairness was a significant predictor of turnover intentions, procedural justice was not directly related …
Confronting Indecision,
2025
Dartmouth College
Confronting Indecision, Lane Allison Murray
ENGS 15.11: Design and Education
This course aims to increase students' understanding of indecision and how to confront it. The class provides insight into how the fear of the unknown holds people back from making decisions and about understanding one's values as a means to combat indecision. Students and teachers alike explore instances of indecision and evaluate their own impulses & thought processes by reflecting on the deeper reasons for their choices. Students will increase their comfort level of asking themselves and their peers questions about the values that guide them and, in doing so, strengthen their relationships with themselves and others.
The Past, Present, And Future Of Adaptive Selling: Toward An Integrative Framework,
2025
Louisiana State University
The Past, Present, And Future Of Adaptive Selling: Toward An Integrative Framework, Nawar N. Chaker, Rhett T. Epler, Gabriel Moreno, Dana Amiri, Elizabeth G. Mcdougal
Marketing Faculty Publications
Adaptive selling represents a notable and influential concept in the marketing literature. Despite being discussed in scholarly research and managerial practice for over forty years and mixed findings about its impact, a comprehensive understanding of the construct of adaptive selling remains missing. To remedy this critical knowledge gap, we conduct a comprehensive review of 188 articles across twenty-seven journals. We combine three approaches in our survey of the literature, including a systematic review, a main path analysis, and a bibliographic analysis. Together, this three-prong review offers profound insights into the state of adaptive selling research by (1) mapping the key …
