Business Commons^™

Logistics Service Provider-Client Relationship: Comparing U.S.A And Brazil, Harash Sachdev, G. Russ Merz, Paulo Fernando Pinto Barcellos, Margareth Rodrigues De Carvalho Borella

Atlantic Marketing Journal

This research compares organization structure and market-based capabilities of American and Brazilian Logistics Service Providers in their respective countries. Using the resource based view, the authors propose that a LSP’s organization structure influences its service capabilities, which in turn will influence satisfaction and performance. The results indicate that the individual models hold true in their respective countries. Autonomy enhanced LSP’s capabilities in the areas of information sharing, logistics service, and customer service in both models. Formalization improved logistics and customer services in the Brazilian case, but only logistics services in the U.S. case. Unlike the U.S. model, service capabilities did …

Yielding To Temptation In Buying: Is It Simply A Matter Of Self-Control?, James A. Roberts, Luc Honore Petnji Yaya, Carol Gwin

Atlantic Marketing Journal

Why do consumers yield to temptation? This article looks at two increasingly common types of consumer behavior: impulse buying (IB) and compulsive buying (CB). Specifically, we investigate the impact of self-control (SC), core self-evaluations (CSE), and satisfaction with life (SWL) on these enigmatic consumer behaviors. First, the article develops the distinctions and commonalities between IB and CB. Then, through evaluation of student and general adult samples, the impact of the above three variables on IB and CB is empirically tested. Findings suggest that SC does negatively impact both IB and CB but its relationship with these two behaviors varies across …

An Attitudinal Analysis Of Preventive Health Care Information Users: With Insights From Social Media, Joseph D. Cangelosi, David Kim, Edward Ranelli

Atlantic Marketing Journal

As the U.S. health care system continues to restructure itself, an increased emphasis on preventive health care will be a very important component. It is vital that preventive health care information (PHCI) be readily accessible and applied. This research explores the impact of social media as a source for accessing PHCI. Specifically, it examines how individuals rate active vs. passive internet delivery systems (IDS) to gather PHCI. Results of the study indicated that online health forums (active IDS) were the most popular source of PHCI, whereas Facebook and Twitter were most unpopular. On the whole, accessing PHCI via active IDS …

Revising The Conceptual Foundations Of Attitude Formation In The E-Marketing Era, Amy H. Handlin

Atlantic Marketing Journal

Abstract – This paper revisits four seminal models of how marketing influences attitudes: mood mediation, cognitive response generation, situational parameters, and task mediation. Extensions of each model, as well as a new summary model, are proposed based on research into online consumer behavior. The author integrates the models along various dimensions which are relevant to particular e-marketing issues, and identifies certain challenges to attitude formation research in this setting.

Beyond Downton Abbey: Remembering The Great War’S Fallen Through Education And Marketing, Nina M. Ray, Andrew T. Mink

Atlantic Marketing Journal

This paper explores the expanding marketing and education mission of the American Battle Monuments Commission (ABMC). Superintendents at overseas cemeteries and battle sites must continue their job of “keeping the headstones white and the grass green” but also must market specific events such as the 70^th anniversary of D-Day at the Normandy location and an upcoming 100^th anniversary of the end of the Great War in 2018. Part of the effort is passing the memory on to the next generation via materials relevant to young people today. U.S. history teachers who received ABMC grants to travel to Meuse-Argonne …

Net Transaction Value: A Model Of High-Involvement Decision-Making In Buyer Choice Behavior, Blaine J. Branchik Phd, Eric H. Shaw Phd

Atlantic Marketing Journal

This study proposes Net Transaction Value (NTV), a unified theory of buyer decision-making. NTV hypothesizes that a buyer makes an implicit and subjective calculation before making a purchase in a high involvement context. In making this calculation, the buyer deducts the costs anticipated from a transaction or transaction stream from its associated benefits. In contrast to prior value equal benefits minus cost models, the NTV model conceptually expands, operationally defines, and empirically tests two types of benefits and costs. Benefits in the NTV equation reflect not only those derived from the product or service offering itself, but also from the …

The Early Identification Of At-Risk Students In An Undergraduate Marketing Metrics Course, Bruce K. Pilling, David L. Nasser

Atlantic Marketing Journal

The Early Identification of At-Risk Students in an Undergraduate Marketing Metrics Course

Abstract

This research describes the development of a diagnostic tool to permit the early identification of at-risk students in an undergraduate marketing metrics course. Using multiple discriminant analysis, students were classified into performance categories by drawing on a set of predictor variables conceptually linked to student performance in math-based courses. The discriminant model included math ability, perceived self-efficacy, math anxiety and overconfidence as potential discriminators of student performance. The model successfully identifies at-risk students at three times the chance probability. The early identification of at-risk students is a …

Teaching Customer Orientation To Millennials By Utilizing Electronic Communication Between Students And Firms, Thomas M. Hickman, Michael M. Pearson

Atlantic Marketing Journal

This article describes an experiential method for teaching customer orientation by directing students to use their own experience with a business to write either an e-mail letter of praise or complaint to that business. Students complete a survey that asks them to rate businesses on customer orientation measures at the time they send the e-mail and, again, at the end of the semester after having had time to receive a response. Results of the surveys are analyzed and recommendations are given for conducting an interactive discussion that allows students to see the variability of the firms’ commitment to customer orientation.

An Analysis Of Perceptual Gaps Among Chamber Management, Chamber Member Contacts, And A Proxy Sample Of Chamber Member Employees: An Attempt To Improve Marketing Efficacy, Paul J. Costanzo, Janelle E. Goodnight

Atlantic Marketing Journal

Decreases in membership for a local chamber of commerce led the authors to conduct research to assist them in determining why they have been experiencing difficulty with business organization memberships within the last few years. This paper presents findings from an exploratory study that examined perceptual gaps on a series of factors that the authors believe when identified, may lead to improved marketing efficacy. Chamber management, chamber member contacts, and a proxy sample of chamber member employees for a local chamber of commerce completed surveys to assess the level of consistency among their perceptions of value added benefits of chamber …

A Modified Framework Of Service Encounter Types For The Application Of Relationship Marketing In Services, Gary D. Futrell

Atlantic Marketing Journal

Many firms believe that the best way to inculcate loyalty and retain customers is to establish connections with them through relationship marketing. Unfortunately, only about half of the firms surveyed in a recent study indicated any level of success with it. The significant attention directed toward service classification suggests legitimate differences among service types that may moderate the effectiveness of relationship marketing efforts. This paper proposes a typology of service interactions that takes into account three critical dimensions of relationship marketing: anticipated future interaction, channel of interaction, and customer involvement. Corresponding propositions are offered to guide further research.

Negotiating Stances Used With Minority Suppliers: A Research Note, Alicia D. Cooper Ph.D., Rodney L. Stump Ph.D.

Atlantic Marketing Journal

While new ways of organizing exchange have become prominent in business-to-business markets, the function of corporate minority supplier purchasing programs in this changing organizational environment has received scant attention. Specifically, the extent to which the present structure of minority supplier purchasing programs enhances -- or deters -- the creation of strategic partnerships, impacts the way buyers and suppliers interact, and ultimately determines the efficacy of these exchange relationships has not been sufficiently addressed in the literature. The present study examines the relationship between the minority supplier categorization (versus those not classified as such) and the negotiation stances that purchasing agents …

Does Thin Always Sell? The Moderating Role Of Thin Ideal Internalization On Advertising Effectiveness, James A. Roberts, Chloe' A. Roberts

Atlantic Marketing Journal

Much of the current focus on the use of ultra-thin models in fashion magazines can be attributed to Madison Avenue which still operates under a “Thin Sells” ethos. Research to date, however, has provided equivocal evidence of the efficacy of thin models in advertising (Yu 2014). The present study’s two related objectives include: (1) determining whether model size has an impact on advertising effectiveness, and (2) if internalization of the thin ideal moderates this relationship. Study results suggest model size in fashion advertisements has no main effect on advertising effectiveness. Additionally, thin ideal internalization moderates the model size – advertising …