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Assessing Sport-Sales Training Effectiveness: To Enhance Sales Performance Of Prospective Sales Employees, Richard M. Southall, Ronald Dick, Thomas A. Pollack

Journal of Applied Marketing Theory

The majority of entry-level positions within the sport industry fall in the area of sales. Yet, only recently have sportmanagement programs begun to offer courses devoted to sales education and training. The discipline of sales provides an ideal opportunity to incorporate experiential-based learning. While several recent articles have examined the application of experiential-learning to courses focused on ticket sales, this article presents the results of the first systematic assessment of such courses’ effectiveness. Specifically, this paper presents the results of an evaluation of sales-training programs that incorporate Southall, Nagel, LeGrande, and Han’s (2003) metadiscrete experiential learning model and the application …

Earmstrong, Armstrong Atlantic State University

Armstrong News & Publications: e-Armstrong Newsletter (Archived)

No abstract provided.

Collegiate Basketball Season-Ticket Holders’ Purchasing Motivation And Interests, Steve Chen, Jennifer Y. Mak

Journal of Applied Marketing Theory

This study examined the ticket purchasing motivation and interests of 334 season-ticket holders (199 males, 135 females) from two NCAA Division-I regional state institutions. The participants’ purchasing motivation and interests were surveyed onsite in the 2008-09 season by utilizing a12-item self-created instrument with a high level of internal reliability. The results indicated that the participants’ ticket purchasing motivation was mainly influenced by the competition and psycho-social related factor (CPR), and price and promotion (P&P) factor. The researchers further addressed the unique aspects in promoting regional Division-I basketball programs, and limitations and directions for future studies.

The Use Of A Multi-Tiered Framework To Analyze Commercial, Cause And Social Marketing Strategies In Sport, Nancy Lough, Jennifer Renee Pharr

Journal of Applied Marketing Theory

Marketing can be described as commercial, cause-related or social depending on the locus of benefit, the objective / outcomes desired and the focus of exchange. Social marketing has been described as the application of marketing technologies designed to influence the voluntary behavior of a target audience to improve personal and societal welfare (Andreasen 1995). Increasingly sport organizations have been engaging in social marketing which has a unique set of objectives and outcomes. To date, few studies have appeared in which the use of social marketing strategies were examined in sport. As a result, the purpose of this paper is to …

Consumer-Led Brand Development For A University Athletics Program, Lynn W. Mcgee

Journal of Applied Marketing Theory

A foundational aspect of sports marketing is the study of how consumer relationships contribute to brand loyalty and behavior. A new baccalaureate university introduced intercollegiate athletics—and needed a process to define its distinctive brand assets and to select a brand name and brand mark. The qualitative and quantitative consumer-led process built brand loyalty using Gronroos' customer relationship model of external, internal and interactive marketing. A brand personality survey demonstrated significant differences in characteristics desired by different stakeholder groups. The benefits, challenges and implications of the consensus-building approach for practitioners are presented and the need for richer concepts and measures in …

Background Investigation For Certified Officers - 2060

Human Resources Policies

Within the process of hiring certified officers in the Department of Public Safety, all applicants meeting the minimum qualifications of the respective advertised position will be subject to specific outlined background investigations.

Armstrong Magazine, Marketing & Communications Department, Armstrong State University

Armstrong News & Publications: Armstrong Magazine (Archived)

No abstract provided.

Class Notes, Georgia Southern University

Arts & Humanities: News & Publications (2009-2023)

Excerpt: "Fall moves into Statesboro, and with it come continued reasons to celebrate in the College of Liberal Arts and Social Sciences. On October 9th, we will launch our Great Minds Lecture Series. Dr. Rich Pacelle, chair of the Political Science Department, will give a lecture on Obama's Supreme Court. The event is free and open to the public and will be held at 1:00pm in the Carter Recital Hall in Foy. You can register online today."

The George-Anne, Georgia Southern University

The George-Anne

• Drug Bust on Campus Last Thursday
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• Weekend Wrap Opinions
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The George-Anne, Georgia Southern University

The George-Anne

• GSU Purchases $675,000 Golf Course for Expansion
• Eagles Defeat No. 11 Team In the Nation
• Seasonal Flu Shots Available Through GSU Health Services
• Students Debate DREAM Act at Thursday's Forum
• Take the Greek to Them
• Reality TV Overstepping Atrocity Levels
• Letters To the Editor
• CLASS, Not the Union, Needs a New Building
• Eagles Travel To NYC
• Exercise With the Botanical Gardens
• Web Site Creates Study Network for Users
• Campus Recreation & Intramurals
• Tricks Of the Grade': How To Higher Your GPA
• Biennial Exhibition Of the Arts
• Eagle Motorsports Ready To Race
• Don't Stop Believing
• Classifieds
• A Star Getting Back to …

The Inkwell, Armstrong Atlantic State University

The Inkwell

No abstract provided.

The George-Anne, Georgia Southern University

The George-Anne

• Carville, Matalin Make Politics Look Easy
• Keel Provides Update On Statewide Budget Cuts
• 10th Annual Fries Lecture Tonight
• Do You, Democrat, Take This Republican?
• Images Are a Politician's Best Friend
• Letters To the Editor
• Examining Religion
• Police Beat
• Rally Is Welcome Home for the Eagles
• Alcohol Study Does Not Excuse Common Sense
• GSU's Game Design Program Ranked Among Top In U.S.
• Weekend Wrap
• Uniting Against Adversity
• Weekly Buzz
• Fall With More Dyverzion
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• Gameday Mayday
• Asking "Who Is the Real GSU?" Is Irrelevant

The George-Anne, Georgia Southern University

The George-Anne

• Student Leaders Push for New Union
• Police Beat
• LEED Certification To Become Law
• (You) Need to Decide Carefully
• Competition Brings NASCAR to GSU
• GSU Drivers 'Get Pumped'
• CRI Feature: Matthew Gentry's Cycling Adventure
• Iron Eagle Challenge
• Gain New Experiences Abroad
• Sorority Recruitments Reach Record High
• Classifieds
• GSU Football Ranked No. 24 in FCS
• Eagle Teams Have Winning Weekend

The George-Anne, Georgia Southern University

The George-Anne

• Virtual Food Court Comes to the Boro
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The Inkwell, Armstrong Atlantic State University

The Inkwell

No abstract provided.

The George-Anne, Georgia Southern University

The George-Anne

• Biology Department Looks Ahead
• Leader to Open Minds
• GSU Students, Faculty Debate Mandatory Attendance Policies
• Police Beat
• March Gives Voice to LGBTQ Community
• Don't Fall Victim to Procrastination
• Secondhand Music Generation
• Weekly Buzz
• Campus Recreation & Intramurals
• Weekend Wrap
• Reviews
• Classifieds
• Southern Scoring Saves Game

The Inkwell, Armstrong Atlantic State University

The Inkwell

No abstract provided.

The Role Of Refund Policy And Complaint Response Time In Determining Customer Satisfaction And Repurchase Intent, Audrey Guskey, Ryan Luchs, Xiaomei Min

Journal of Applied Marketing Theory

In the current retail environment, companies must maintain competitiveness by satisfying their customers and creating loyalty. Companies now need to have a process for handling complaints in order to optimally respond to consumers. In this study, the authors examine the refund policy employed by the firm as well as the complaint response time to study how these factors impact satisfaction and repurchase intent. Findings offer several insights for marketing practice. First, offering either an immediate refund or future discount has a positive impact on satisfaction and repurchase intent as compared to offering no refund. Second, the impact of a future …

Comparing Credibility: A Website Versus Publicity, Marsha D. Loda, Barbara C. Coleman, Bill Norman, Marie Esposito

Journal of Applied Marketing Theory

Websites and publicity in mass media are two commonly used marketing elements. However, it is unclear whether exposure to a website or publicity is most effective at influencing behavior. This research compares the effectiveness of a magazine publicity article and a tourism destination website on the choice of a spring break destination. Based on this analysis, a website is no more credible than a publicity article; nor does an Internet site create a more favorable attitude or greater purchase intent than does magazine-based publicity. Magazine articles emerged as equally effective as websites for most variables. This study shows that traditional …

Organization Structure And Service Capabilities As Predictors Of Supply Chain Performance: B2b Seller’S Perspective, Harash Sachdev, Russ Merz

Journal of Applied Marketing Theory

In buyer-seller exchanges the seller not only provides the goods and service but also transfers its organization capabilities on to the buying firm. Improper selection and usage of these capabilities may reduce the seller’s sustainable competitive edge in future transactions in this supply chain. Through field interviews and Resource Based View literature, the authors propose and test a model linking organization structure, service capabilities, and seller’s satisfaction and performance in business-to-business exchanges. Based on eighty-seven responses, the results indicate that autonomous structure had a positive impact on all three service capabilities. Formalization had a positive influence on only logistics service …

Lifestyle Bundles: A Between-Category Product Evaluation Study Of Affluent Consumer Behavior, Michael Levens

Journal of Applied Marketing Theory

Bundling is a well established pricing strategy that is ubiquitous in its application by marketers. Although bundling is common, high-involvement multi-category bundles are uncommon and little academic research has been devoted to such combinations. The concept of lifestyle bundles is introduced and evaluated through specific product combinations intended to represent a particular lifestyle. Lifestyle bundles are a way of life that individuals express by choosing to allocate their time and personal resources to a single package of two or more goods or services that they believe represent their current or desired way of life. A combined offering of home, vehicle, …

How Arrogant Are Sales And Marketing Professionals: Perceptions Of Business Students, Art Weinstein, Margaret Britt, Joseph Balloun, Perry Haan

Journal of Applied Marketing Theory

Arrogance is a problem in business and other sectors of American society. This multi-university study assessed more than 500 business students’ perceptions of arrogance in sales and marketing environments. It also probed the arrogance issue in 12 other professions (five business-related and seven non-business occupations). Sales professionals were perceived as being more arrogant than marketers. Gender, ethnicity, and school type were found to be predictors of arrogance in marketing positions. Overall, sales were in the middle-of-thepack with respect to perceived arrogance (several professions were more arrogant and several professions were less arrogant), while marketers were considered relatively nonarrogant. Implications of …

Business Innovation Group (Big) News, Georgia Southern University

Business Innovation Group: News & Publications

• Micro-lending program
• Ten Thousand Regulations
• William A. Freeman Memorial Lecture 2010
• Entrepreneurship in the Early Clock Industry
• September 2010 Research Seminar
• New PhD for Georgia Southern
• Entrepreneurship on the MBA Expands
• Veterans and Entrepreneurship
• Pitching for Funds
• The State of the Union and Entrepreneurship
• From Bench to Factory
• Forwarding Fast the Future
• Leading Ladies in Georgia

Class Notes, Georgia Southern University

Arts & Humanities: News & Publications (2009-2023)

Excerpt: "CLASS would like to welcome all new and returning faculty, staff and students to the 2010-2011 academic year. This year already promises to be one of the most exciting yet for our college."

2010 Libqual +Results, Georgia Southern University, Zach S. Henderson Library

Library Publications (1999-2023)

• 2010 LibQual +Results

August 16, 2010 Aasu Faculty Senate Agenda, Armstrong State University

Armstrong Faculty Senate: Armstrong Faculty Senate Agenda (Archived)

August 16, 2010 AASU Faculty Senate Agenda

The Banyan Tree [Volume 5, Number 1], Alan Altany

Faculty Center: News & Publications

Excerpt: "In 2009-2010 some 62% of full-time faculty (permanent & temporary) were involved in at least one significant activity of the CET program. Please read this newsletter and check the CET schedule of events for 2010-2011 activities that you can join. If you have not been to the CET, or it has been a long time, we invite you to stop by. It is your faculty center. The recognition for such a high level of faculty participation belongs to the Georgia Southern faculty who form this active, collegial community."

Drive Alive: Teen Seat Belt Survey Program, Katie M. Burkett, Steve Davidson, Carol Cotton, James Barlament, Laurel Loftin, James H. Stephens, Martin Dunbar, Ryan Butterfield

Health Policy & Management: Faculty Publications (2006-2018)

Objective: To increase teen seat belt use among drivers at a rural high school by implementing the Drive Alive Pilot Program (DAPP), a theory-driven intervention built on highway safety best practices.

Methods: The first component of the program was 20 observational teen seat belt surveys conducted by volunteer students in a high school parking lot over a 38-month period before and after the month-long intervention. The survey results were published in the newspaper. The second component was the use of incentives, such as gift cards, to promote teen seat belt use. The third component involved disincentives, such as increased police …

Class Notes, Georgia Southern University

Arts & Humanities: News & Publications (2009-2023)

Excerpt: "As the 2010 summer term winds to a close, CLASS is preparing for a an exciting 2010-2011 academic year. Recently, we launched our new website that will be more interactive and useful for our visitors. From the homepage of our new site, visitors can stay up-to-date on CLASS news and events, and they can stay connected by following our CLASS Facebook page."

The George-Anne, Georgia Southern University

The George-Anne

• GSU Undergoes Asbestos Removal
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