How Does Firm Scope Depend On Customer Switching Costs? Evidence From Mobile Telecommunications Markets, 2022 Singapore Management University
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 …
When Should Sales Managers Get Involved In Their Salesteams' Transactions, 2022 University of Kentucky
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. …
Maxed Out: How The Pandemic Put The Fitness Industry’S Fate In The Hands Of Its Consumers, 2021 Craig Newmark Graduate School of Journalism
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
Fast Fashion From A Buddhist Perspective, 2021 La Salle University
Fast Fashion From A Buddhist Perspective, Elizabeth Mclaughlin
HON499 projects
The connection between Buddhism and fast fashion is not immediately apparent, nor is it a particularly well-researched area. However, the topic of consumption underlies both topics, relating to each in markedly different ways. Buddhist precepts outline practices of mindful and sustainable consumption within limited means; fast fashion fosters consumption on a massive, global scale. The work of Ernst Friedrich Schumacher, a man with a career in economics that was aided by great concern for the survival and success of humankind, offers clarity to the conversation about Buddhism and fast fashion. He pioneered the field of Buddhist economics, which seeks to …
Tiktok Has Influenced The Way We Buy Beauty, 2021 Craig Newmark Graduate School of Journalism
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, 2021 California State University, San Bernardino
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, 2021 Singapore Management University
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, 2021 University of Massachusetts Boston
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, 2021 Hefei University of Technology
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 …
Building Connections In Co-Production Environments, 2021 University of Georgia
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, 2021 Augusta University
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 …
Cartelligent Sales Training Program, 2021 Boise State University
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.
Sharepoint Site To Create Efficiencies, 2021 Boise State University
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.
Impact Of Different Types Of In-Store Displays On Consumer Purchase Behavior, 2021 Lehigh University
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 Customer Value Model And Mobile Banking: Evaluation Of Technology-Based Self Service (Tbss) Gaps, 2021 Missouri State University
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 …
The Perceived Impact Of Covid-19 Pandemic On Healthcare Cost In Bangladesh, 2021 Pabna University of Science and Technology
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 …
B Corps’ Social Media Communications During The Covid-19 Pandemic: Through The Lens Of The Triple Bottom Line, 2021 Montclair State University
B Corps’ Social Media Communications During The Covid-19 Pandemic: Through The Lens Of The Triple Bottom Line, Manveer Mann, Sang-Eun Byun, Whitney Ginder
Department of Marketing Faculty Scholarship and Creative Works
The COVID-19 pandemic and rising demand for transparency has heightened the importance of sustainability communications on social media to generate deeper stakeholder engagement. Although B Corporations (B Corps), businesses committed to the triple bottom line (TBL), could serve as a catalyst for sustainable development, little is known about how they communicate on social media during a crisis. Therefore, we examined social media communications of B Corps to (1) identify salient topics and themes, (2) analyze how these themes align with the TBL, and (3) evaluate social media performance against industry benchmarks. We focused on the apparel, footwear, and accessories (AFA) …
More Than Money: Establishing The Importance Of A Sense Of Purpose For Salespeople, 2021 Grand Valley State University
More Than Money: Establishing The Importance Of A Sense Of Purpose For Salespeople, Valerie Good, Douglas E. Hughes, Hao Wang
Peer Reviewed Articles
Much of the current research on salesperson motivation focuses on extrinsic reward expectancy related to compensation, contests, incentives, and quotas. We find that while salespeople want to make money, they also want to make a difference and contribute to society through their work. In Study 1, the qualitative findings reveal that a sense of purpose–the belief that one is making a contribution to a cause greater and more enduring than oneself–is a significant motivator for salespeople. Hence, in Study 2 we develop a measure for sense of purpose and distinguish it from related constructs. Finally, in Study 3 we use …
Proceedings Of The Global Conference On Services Management: Volume 2, 2021 University of South Florida
Proceedings Of The Global Conference On Services Management: Volume 2, Cihan Cobanoglu, Valentina Della Corte
University of South Florida (USF) M3 Publishing
This is the second volume of the Global Conference on Services Management Proceedings Series.
ISSN: 2641-5062
Victoria's Secret, 2021 California Polytechnic State University, San Luis Obispo
Victoria's Secret, Rachel M. Granger
Journalism
Founded on June 12th, 1977 in San Francisco, CA by husband Roy Raymond and wife Gaye, Victoria's Secret has grown to become a renowned company in the fashion industry with a cult following for its lingerie, loungewear, activewear, and beauty products (Victoria's Secret, 2021).
Victoria's Secret aims to develop customer loyalty and an exceptional consumer experience through their high quality, sophisticated, and sexy products that appeal to every consumer's taste and budget with a variety of price points: bras from $19-$150, loungewear $29-$200, activewear from $20-100, and beauty products from $10- $21 (Victoria's Secret, 2021). Their products are designed "by …