Digital Commons Network^™

A Study On The Impact Of Second-Generation Involvement On Digital Transformation In Family Firms And Its Contingency Effects, Wenwu Shao

Dissertations and Theses Collection (Open Access)

Family firms, as a vital component of the global economy, dominate China's private sector. However, amid the global digital wave, they face dual challenges of generational transition and digital transformation. The involvement of second-generation successors profoundly influences strategic decision-making and digital transformation in family firms. Yet, existing research lacks a systematic theoretical framework and empirical evidence on the relationship between second-generation involvement and digital transformation in family firms, as well as its underlying mechanisms. The study thus examines the impact of second-generation involvement on digital transformation in family firms and its contingency effects.

Focusing on China's A-share listed family firms, …

Competency Of Sales Employees In Knowledge-Intensive Industries An Empirical Study Based On The Pharmaceutical Industry, Yue Zhang

Dissertations and Theses Collection (Open Access)

With the rapid development of modern technology, the pharmaceutical industry is undergoing a period of unprecedented change. On the one hand, global population growth, aging, and the continued increase in people's healthconcerns have led to an ever-expanding demand for the pharmaceutical market. On the other hand, a large amount of capital is pouring into the pharmaceutical field, prompting the emergence of new pharmaceutical enterprises, and the competition in the market is becoming increasingly heated. Against this backdrop, the replacement of pharmaceutical products has acceleratedsignificantly, with new therapeutic methods, pharmaceutical dosage forms andinnovative drugs being introduced to the market. At the …

Digital Capabilities And Customer Service Levels Of Small And Medium Sized Manufacturing Enterprises, Yuegang Niu

Dissertations and Theses Collection (Open Access)

The level of customer service, as an important tool for the differentiatedcompetition of small and medium-sized manufacturing enterprises, has reshaped the value creation model of these enterprises. With the rise of service-oriented manufacturing enterprises under the "manufacturing service- oriented" model, this is a business model that combines manufacturing andservices. It not only provides physical products but also offers related value- added services. This indicates that small and medium-sized manufacturingenterprises urgently need to enhance their digital capabilities in the digital age to achieve dynamic upgrades and further improve their customer service capabilities. High-quality customer service capabilities have put forward newrequirements for …

The Message Framing Effects In The Process Of Health Behavior Change, Zixia Fang

Dissertations and Theses Collection (Open Access)

As a key means to promote health behavior change, information intervention has gradually attracted widespread attention from all walks of life. The same information presented in different ways may lead to different decision-making judgments, especially in the process of transmitting and receiving health information, which affects individual behavioral intentions and health consumption decisions. This information framing effect is considered by most scholars to be an important factor in health behavior intervention, but its specific mechanism of action in health behavior change has not been fully discussed. This paper constructs a theoretical model of information framing effect to explore the specific …

The Effects Of Financial Vulnerability On The Prosocial Behavior Of Medical Staff At Pet Hospitals, Guoxing Xu

Dissertations and Theses Collection (Open Access)

The coronavirus disease 2019 (COVID-19) pandemic has fundamentally disrupted business operations, causing widespread financial strain and uncertainty for employees, and research shows that financial vulnerability – the sense of insecurity regarding one’s economic resources – has reached unprecedented levels among workers. But while conventional wisdom might suggest that financial stress leads to decreased work performance, a critical gap exists in understanding how financial vulnerability influences employee behavior in service-oriented environments.

Therefore, this study investigated the relationship between financial vulnerability and employee behavior within the context of pet hospitals in China, examining how organizational factors moderate this relationship. Data were collected …

The Emergence Of Artificial Intelligence-Driven Reservation Services Analyzed Through Push-Pull-Mooring Theory And Their Potential To Enhance Tourism Experiences, Dimitra Skandali, Muhammad Ali Raza

Journal of Global Hospitality and Tourism

Artificial intelligence-based bath bed reservation services signify a novel evaluation of consumer behavior in densely populated tourist destinations. The phenomenon of overcrowded beaches, particularly during the peak summer months at well-known public beaches in Europe, has increased demand during rush hours. The research aims to clarify the key factors that influence the use of these applications, primarily on mobile phones, by applying the Push-Pull-Mooring Theory, in addition to identifying the primary causes of the high demand and the importance of staying close to the shore when sunbathing. The study emphasizes the impact of perceived risk and enjoyment on user behavior, …

The Interplay Of Website Characteristics, Attitude, And Booking Intentions For Different Hotel Websites: A Theory Of Reasoned Action Perspective, Atefeh Charmchian Langroudi, Imran Rahman, Maryam Charmchian Langroudi, John Stephan, Parisa Mohammadi

Journal of Global Hospitality and Tourism

Using the theory of reasoned action as the underlying theoretical foundation, this study examines the direct effects of compatibility, perceived usefulness, communicability, perceived risk, and perceived playfulness on attitudes toward online booking and the indirect effects of these variables on consumers’ intention to use three different online hotel booking channels - independent hotel websites, chain hotel websites, and third-party hotel websites. Additionally, this study tests the direct effect of attitude towards online booking on consumers’ intention to use the three online booking channels. Collected data from 638 participants via Amazon M-Turk was analyzed using partial least squares based structural equation …

Distribution Comparisons Of Eac Cost Growth For Aircraft Work Breakdown Structure Elements, Kyle P. Marquis, Edward D. White, Brandon M. Lucas, Robert D. Fass, Jonathan D. Ritschel, Shawn M. Valentine

Faculty Publications

This article analyzes and investigates the distribution of cost growth of the Estimate at Completion (EAC) for the Work Breakdown Structure (WBS) elements of approximately 60 historical United States Acquisition Category I Research, Development, Test and Evaluation aircraft programs. Using the method of maximum likelihood in conjunction with the Akaike Information Criterion, the authors suggest that both the lognormal and Weibull distributions provide relatively good fit to EAC cost growth, with the lognormal slightly edging out the Weibull. As a summarized finding, the authors present their empirical results for the mean, coefficient of variation (CV), the 15th and 85th percentiles …

Cognitive Processing’S Role In Preventing Consumer Scams, Lana Waschka, Marcus Cunha Jr.

AMTP Proceedings 2025

Building on the findings of prior Unconscious Thought Theory (UTT) research, which showed how utilizing unconscious processing allowed participants to better identify lies (Reinhard, et al., 2011), the current work proposes a potential solution for consumers to identify and avoid complex scams and frauds: the use of distraction/ unconscious thought while processing information about scams. Through the course of three studies, we find evidence in support of the hypothesis and identify a moderated (relationship status) mediation (materialism) and that the main relationship is moderated by low self-esteem.

This work contributes to the literature by extending the application of unconscious thinking …

Demystifying Proactive Customer Helpers: Where Do We Find Them?, Estelle Van Tonder, Sam Fullerton

AMTP Proceedings 2025

Amid the growing interest in proactive customer helpers, extant research offers surprisingly little guidance on where to find them. Of interest to this study are proactive helpers taking personal initiative in assisting other customers to avoid harmful brands. Guided by the attitude-behavior phenomenon, selected attitudes and behaviors were examined among 347 customers in the United States using survey research. Latent profile analysis aided in obtaining further clarification regarding the profile characteristics of customers who proactively assist other customers with their brand avoidance behaviors in an anti-consumption context. These profile characteristics are useful, as they provide strategic direction on where to …

South Africans’ Attitudes And Behaviors Regarding Customer Citizenship: The Paradoxical Comparison Of The Primary And The Secondary Data, Christo A. Bisschoff, Sam Fullerton

AMTP Proceedings 2025

The current study compares the extant literature regarding South Africa to a current assessment using primary data to measure the same green phenomenon, namely customer citizenship. Secondary data were used to develop a profile of how external sources perceive South Africa. For the primary data, a sample of 513 consumers in South Africa responded to an invitation-only, Internet-based questionnaire that focused on attitudinal and behavioral issues germane to the five constructs commonly related to customer citizenship within the context of green purchasing and green consumption. The constructs in focus were green mindset, anti-consumption behavior, consumer coaching behavior, green advocacy, and …

Consumer Intentions And Its Influence On Local Rodeo Attendance, Sierra H. Greene, Melinda Mclelland

AMTP Proceedings 2025

The sport of rodeo has been an American fan favorite for many decades. The opportunity to experience western culture is captivating to many consumers. Although the sport has remained popular, there is limited research exploring consumer attitudes and behavioral intentions related to rodeo. Ultimately, this research will explore consumer attitudes and behavioral intentions toward rodeo via two studies. The objective for study one is to explore how students perceive local rodeos and how this impacts intentions to attend. The purpose of this study is to understand students’ attitudes towards rodeo and their intentions to participate and provide actionable insights to …

Augmented Reality In Retail: The Role Of Experiential Value, Zahra Pourabedin, Vahid Biglari

AMTP Proceedings 2025

Augmented reality is being used as a marketing strategy to enhance customer experiences in various retail sectors. This research investigated the dimensions of experiential value that influence customers’ attitudes and purchase intentions. Surveyed data of 200 respondents were analyzed using confirmatory factor analysis and structural equation modeling. The findings revealed that the aesthetics and playfulness of augmented reality influence attitudes toward products. The findings emphasize the importance of augmented reality and provide practical implications for retail marketers to design and apply augmented reality. The study outlines its limitations and suggests directions for future research.

Susceptibility To Online Shopping Influence And Online Shopping Advocacy Behavior: Role Of Trust In Online Retailers, Ainsworth Anthony Bailey, Mojisola Tiamiyu

AMTP Proceedings 2025

Despite the significant increased pace of online shopping, there remains a lack of insights on individual personality factors that drive consumers’ online shopping behaviors and their online shopping advocacy. Consequently, this research project introduces the concept of consumer susceptibility to online shopping influence (CSOSI) and explores its role in driving consumer online shopping advocacy intentions and behavior. The conceptual model contends that CSOSI drives online shopping enjoyment and satisfaction, which in turn affect consumer online shopping disposition; this disposition leads consumers to engage in greater levels of online shopping advocacy. The proposed research study also investigates the moderating role of …

Cross-Selling Life Insurance: Strategies Based On Life Span Theory And Critical Life Events, Jack A. Lesser

AMTP Proceedings 2025

This article develops strategies for cross-selling life insurance to customers who already hold other insurance products. Cross-selling life insurance presents unique challenges due to its association with long-term financial security, mortality, and legacy. Unlike other types of insurance that meet immediate needs, the decision to purchase life insurance is often triggered by critical life events and influenced by life span changes. Drawing on life span theory, this article identifies significant life events, such as marriage, parenthood, and retirement, that increase receptivity to life insurance and proposes theory-based strategies to enhance customer interest. By examining life stages and their associated motivations, …

Exploring The Cosmos From Earth: Terrestrial Space Tourism Destinations, Hilmi A. Atadil, Helena F. Allman, Qiulin Lu, Alison J. Green

AMTP Proceedings 2025

Imagine exploring the wonders of space without leaving Earth. Terrestrial space tourism makes this possible. A place designed to offer travelers unique experiences inspired by space-related activities can be considered a terrestrial space tourism destination. This place can be a city like Merritt Island, a region like Space Coast of Florida or even, if marketed effectively, an entire country. Based on the principles of Social Exchange Theory, the purpose of this study is twofold: (1) to explore the underlying dimensions of the perceived image of a terrestrial space tourism destination, and (2) to evaluate the relationships of these dimensions with …

Fueling The Ideal: The Role Of Energy Drink Marketing In Shaping Body Image On Instagram, Kimberly Flanders, Laurie Lawrence, Natalya Vodopyanova, Darlene Natale

AMTP Proceedings 2025

Energy drink sales in the United States have experienced tremendous growth over the past several decades with projections for continued growth, making effective marketing strategies increasingly important for industry players. Central to these strategies is building brand awareness and targeting the right consumer demographic, particularly young adults aged 18-34, who make up the largest group of energy drink consumers. This demographic is heavily influenced by media portrayals of fitness and success. Red Bull and Monster, two of the leading brands, are dominant in brand awareness, with significant influence through social media platforms like Instagram. This research examines Instagram posts from …

The Influence Of Consumer Dispositions In Cross-Cultural Consumer Behavior: The Mediating Roles Of Cosmopolitanism, Affinity, Ethnocentrism, And Animosity, Md Abrar Fahad Khan, Attila Yaprak, Andrew Byungwook Chung

AMTP Proceedings 2025

This paper investigates how socio-demographic factors, cultural variables, and attitudes interact with positive and negative consumer dispositions—cosmopolitanism, affinity, ethnocentrism, and animosity—to influence pre-purchase, purchase, and post-purchase behaviors. Anchored in five key theories—attitude theory, laddering theory, social identity theory, self-identity theory, and identity theory—the study highlights the mediating roles of these dispositions in cross-cultural consumer behavior. Positive dispositions such as cosmopolitanism and affinity foster openness to foreign brands, while negative dispositions like ethnocentrism and animosity deter purchases of foreign products. This integrated framework offers a comprehensive understanding of consumer behavior by bridging socio-demographics, cultural influences, and psychological dispositions. The study contributes …

Crafting Connections: Language Use And Cultural Resonance In Marketing Campaigns For The Hispanic Market, Santiago Reyes, Alessandra Noli Peschiera, Kristina Simon, Melany Sarcevic

AMTP Proceedings 2025

Considering the rapid growth and relevance of the Hispanic market in the U.S., this study explores strategies employed by brands in their communication efforts to connect with this consumer base. Through a qualitative content analysis, the study analyzes emerging themes and patterns in terms of language use and cultural values employed in marketing and advertising campaigns directed to the U.S. Hispanic market. Results reveal a prevalent use of Spanish, with a rise in the use of English reflective of changing demographic trends of Hispanics in the U.S. Cultural values resonant with Hispanic identity are also employed in campaigns. Important implications …

Membership Support For A Professional Organization Based On Member Satisfaction, Value, And Commitment, Shawn F, Clouse, Simona Stan, Nader Shooshtari

AMTP Proceedings 2025

Members of professional associations join these associations for reasons that include benefits and services to members, advocacy and lobbying on behalf of members and their interests, networking opportunities and a sense of community and identification with fellow association members. Members are likely to commit to the association and remain as members to the extent they are satisfied with what the association provides and if they perceive the benefits to exceed the cost (not just monetary) of membership. This survey of members of a professional association investigates the relationship between personal benefits, professional benefits, customer service satisfaction, membership satisfaction, membership value, …

Motivators And Barriers To Healthy Food Consumption: Qualitative Study With Gen Z Living In Bratislava, Emel Yarimoglu, Lucia Vilcekova

AMTP Proceedings 2025

People in Europe have been caring about physical activity, healthy eating, and healthy body weight. The study aimed to explore the motivators and barriers to healthy food consumption among university students living in Bratislava, Slovakia. Qualitative research was conducted with sixteen students, and data were collected by written text. Self-reported written data were collected by convenience sampling and analyzed via content analysis. Four motivators of healthy food consumption were revealed (personal appearance, health-consciousness, physical activity, and social), and four barriers to healthy food consumption were obtained (functional, personal, psychological, and social). This research is original since it demonstrated motivators and …

The Cost Foundation Of Airline Market Offerings: A System Component Analysis, Bernice Osei, Steve Lemay, Dave Mcmahon

AMTP Proceedings 2025

This paper examines how airlines' core system components—infrastructure, equipment, people, and technology—create distinct cost structures that drive market offerings, pricing strategies, and revenue streams across different airline classifications. We analyze how full-service network carriers (FSNCs), low-cost carriers (LCCs), and ultra-low-cost carriers (ULCCs) leverage their cost foundations to develop competitive market positions. The paper ties airline market offerings to consumer psychology.

The Impact Of Online Vs. In-Person Classes On College Students' Social Functioning And Well-Being: A Pilot Study, Aron Levin, Irwin Levin, J. Charlene Davis, C. Edward Heath

AMTP Proceedings 2025

This paper examines the relationship between undergraduate college students’ mix of online and in-person classes on their well-being and mental health. We first examine the research on consumer well-being and Quality of Social Functioning and then apply these streams of research to our pilot study, an online survey. In our pilot study, we find some statistical differences in students’ well-being, depending on whether they take predominantly in-person or online classes. Students who take about one half of their classes online are more satisfied with their academic performance than those who take all or mostly in-person classes. Those who take all …

Marketing For Musicians And Artists: A Pedagogical Model For Creative Business Education, Aron Levin, Jose Luis Saavedra Torres

AMTP Proceedings 2025

The myth of the "starving artist" persists, but marketing and entrepreneurial skills can empower creatives to thrive in the gig economy. This paper presents a pedagogical framework for a marketing course tailored to non-business students, particularly those in the creative arts. Using Sam Ryder, a musician who leveraged digital platforms to achieve meteoric success, as a case study, we explore the role of higher education in equipping artists with business skills. Grounded in experiential learning theory, the course integrates modules on branding, digital marketing, pricing, and work-life balance, emphasizing hands-on projects like SWOT analyses, brand identity design, and marketing strategy …

Authentic Leadership As Predicted By The Fisher Temperament Inventory Scales, Stephanie J. Giddings

PhD in Organizational Leadership

Authentic leadership has garnered increasing attention from scholars and practitioners for its emphasis on ethical and transparent leadership practices that foster positive organizational outcomes. Despite its popularity, research into its antecedents remains underdeveloped. This study is a response to calls to examine potential psychometric predictors of authentic leadership, focusing on temperament as a biologically-rooted factor. This quantitative research involved surveying 338 U.S. leaders on temperament and authentic leadership. Temperament, as measured by the Fisher Temperament Inventory (FTI), offers a neuroscience-based perspective and resolves the potential crossover issues found in the widely studied Five-Factor Model (FFM). Using the Authentic Leadership Questionnaire …

Intellectual Capital Strategies And Their Impact On Achieving Organizational Performance Excellence At The Jordanian Income And Sales Tax Department, Amani Al-Shahin, Ali Adaileh

Jordan Journal of Applied Science-Humanities Series

This study aimed to examine the impact of intellectual capital strategies on achieving organizational performance excellence at the Jordanian Income and Sales Tax Department. The study adopted a quantitative analytical survey method. The study population consisted of employees in leadership and supervisory positions, totaling 333 individuals. A questionnaire was distributed using a stratified random sampling method. A total of 195 questionnaires were returned, representing a response rate of 58%, with 180 valid questionnaires available for statistical analysis. The results indicated a moderate practice of intellectual capital strategies and a moderate level of organizational performance excellence within the department. The analysis …

Antecedents And Outcomes Of Servant Leadership: Implications For The Salesforce, James Deconinck, Drew Carnes, Julie Johnson-Busbin

Atlantic Marketing Journal

The uniqueness of a salesperson’s job makes leadership especially important in professional selling. This study examined antecedents and outcomes of servant leadership. A model analyzing the relationship among moral identity, servant leadership, organizational justice, turnover intentions, and turnover was tested with a sample of 233 business-to-business salespeople and 76 sales managers via a multilevel structural equation model using MPLUS software. Moral identity was a direct antecedent of servant leadership. Servant leadership was both an indirect predictor of turnover through organizational justice and a direct predictor of turnover. Two direct hypotheses were not supported. Both interpersonal justice and procedural justice were …

Reconceptualizing Career Plateauing: An Intrapersonal Network Identity Approach, Brian R. Kinard, Subhra Chakrabarty

Atlantic Marketing Journal

This study examined the role of contextual performance in minimizing the negative outcomes of career plateauing. Based on the intrapersonal identity network theory (Ramarajan, 2014), career plateauing was conceptualized as an identity threat. A random sample of employees was surveyed to measure their perception of career plateauing and contextual performance. The results indicated that contextual performance was negatively related to career plateauing. Consequently, employees dealt with the identity threat by working on building a positive identity (contextual performance). It was also found that age was positively related to career plateauing. Thus, in personnel evaluations, contextual performance should be equally weighted …

The Urgency Of Instituting Systemic Cybersecurity Curriculum Within Stem At Secondary Educational Levels In Preparation For Postsecondary Institutions., Robert Spencer

Journal of Cybersecurity Education, Research and Practice

Over the last 20 years, many secondary institutions have made advances developing curriculum defined as “STEM (Science, Engineering and Mathematics)” in order to ensure secondary students are eligible to apply as well excel in technology degree programs at the college and university levels. Although various initiatives exist, there are studies however, which allude to a great possibility that there will be a lack of cybersecurity professionals filling present day and anticipated future positions. Despite a large number of federal and educational enhancements there is need for additional research regarding instituting overall systemic processes and curriculum which supports secondary student transition …

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 …