Business Commons^™

Pb1770-A Guide For Considering And Developing A Farmers Market In Tennessee, The University Of Tennessee Agricultural Extension Service

Marketing, Finances and Value-Added Agriculture

Soybean farmers face a variety of marketing alternatives each year. Selling to a grain buyer at harvest is one way to sell soybeans. Another alternative is to store soybeans (either commercially or on-farm) and sell them later. Farmers may also set a price for their soybeans before harvest by signing a cash-forward contract with a grain buyer. The contract specifi es the quantity, price, grade, quality and date of delivery. Because prices have been historically lowest during harvest, storing and cash-forward contracting are ways to price soybeans before or after the harvest season, in hopes of achieving higher prices.

2003 December, Office Of Communications & Marketing, Morehead State University.

Morehead State Press Release Archive, 1961 to the Present

Morehead State University press releases for December of 2003.

Kill A Brand, Keep A Customer, Nirmalya Kumar

Research Collection Lee Kong Chian School Of Business

Kill a Brand, Keep a CustomerMost brands don't make much money. Year after year, businesses generate 80% to 90% of their profits from less than 20% of their brands. Yet most companies tend to ignore loss-making brands, unaware of the hidden costs they incur.That's because executives believe it's easy to erase a brand; they have only to stop investing in it, they assume, and it will die a natural death. But they're wrong. When companies drop brands clumsily, they antagonize loyal customers: Research shows that seven times out of eight, when firms merge two brands, the market share of the …

To Pester Or Leave Alone: Lifetime Value Maximization Through Optimal Communication Timing, Xavier Dreze, Andre Bonfrer

Research Collection Lee Kong Chian School Of Business

The marketing literature has long acknowledged the importance of a customer’s lifetime value in customer relationship management. More recently, researchers have turned their attention to the links between satisfaction and both customer acquisition and retention strategies. In this paper, we are interested in understanding the impact of communication frequency on customer retention and ultimately on lifetime value. We develop a theoretical framework for managing a customer database and addressing the tradeoffs between value extraction and customer retention. An empirical application of this framework is conducted for permission-based email marketing in the entertainment industry. This application recognizes the customization ability underlying …

The Demand And Supply-Side Impact Of The Kimberly-Clark, Scott Paper Products Merger In The Facial Tissues Category, Andre Bonfrer, Jagmohan S. Raju

Research Collection Lee Kong Chian School Of Business

We investigate how market behavior changed in the facial tissues category, following the 1995/1996 Kimberly-Clark merger with Scott Paper Products in the paper products industry. The facial tissues category is of interest because the US Department of Justice (DOJ), anticipating reduced competition after the merger, imposed a consent decree, requiring that Scotts’ facial tissues brands be licensed out to a third party. We utilize a two-stage budgeting demand system developed by Deaton and Muellbauer (1980a), coupled with general form supply-side first order conditions to compare demand and competitive behavior before and after the merger. Our findings indicate that the merger …

2003 November, Office Of Communications & Marketing, Morehead State University.

Morehead State Press Release Archive, 1961 to the Present

Morehead State University press releases for November of 2003.

Pb1736-The Importance Of Basis In Marketing Soybeans - A 10-Year Soybean Basis Study For Six Tennessee, The University Of Tennessee Agricultural Extension Service

Marketing, Finances and Value-Added Agriculture

In March 2001, the Tennessee Department of Agriculture Division of Market Development and the University of Tennessee Agricultural Development Center, renamed the Center for Profitable Agriculture (CPA) in 2002, submitted a proposal to the United States Department of Agriculture’s Federal-State Marketing Improvement Program (FSMIP) to create five market development resource tools that would allow users to evaluate market opportunities for valueadded products and enterprises. One of these five goals was to compare Tennessee’s retail business statistics with county populations as a guide for assessing the number of certain types of businesses that specified population ranges can support.

This publication is …

The Power Of Interfacing Departments In Shaping B2b Customer Satisfaction, Srinivas Durvasula, Steven Lysonski, Subhash C. Mehta

Marketing Faculty Research and Publications

Extant research identifies service quality and service encounter perceptions as the key determinants of satisfaction. However, no study in a business-to-business environment has examined the simultaneous effect of these two determinants on overall satisfaction. Hence, we do not know which of these two determinants has a stronger impact on service satisfaction. We investigated this issue by collecting data from shipping managers of several firms in Singapore that used the services of ocean freight shipping companies. Results of path analysis indicate that perceptions of service encounters have a relatively stronger impact compared to service quality. Implications of these results are discussed.

2003 October, Office Of Communications & Marketing, Morehead State University.

Morehead State Press Release Archive, 1961 to the Present

Morehead State University press releases for October of 2003.

The Enhancement Bias In Consumer Decisions To Adopt And Utilize Product Innovations, Shenghui Zhao, Robert J. Meyer, Jin K. Han

Research Collection Lee Kong Chian School Of Business

The ability of consumers to anticipate the value they will draw from new product generations that expand the capabilities of incumbent goods is explored. Drawing on previous research in affective forecasting, the work explores a hypothesis that consumers will frequently overestimate the benefits they envision drawing from new added product features and underestimate the learning costs required to realize those benefits. This hypothesis is tested using a computer simulation in which subjects are trained to play a Pacman-like arcade game where icons are moved over a screen by different forms of tactile controls. Respondents are then given the option to …

Store Brands: Who Buys Them And What Happens To Retail Prices When They Are Introduced?, Andre Bonfrer, Pradeep K. Chintagunta

Research Collection Lee Kong Chian School Of Business

In this paper we study store brand demand behavior by examining a panel of household level and store-level data in five stores located in a competing market area. We seek to address three fundamental questions from this data. First, is there a link between store loyalty and brand loyalty? Second, does store loyalty raise store brand choice probabilities? Third, if a store brand is introduced into a category, what happens to the retail prices of the incumbent brands in the category? We find that store loyalty is negatively associated with brand loyalty, and that store loyalty increases the likelihood of …

Modeling The Clickstream: Implications For Web-Based Advertising Efforts, Patrali Chatterjee, Donna L. Hoffman, Thomas P. Novak

Department of Marketing Faculty Scholarship and Creative Works

In this paper, we develop an analytical approach to modeling consumer response to banner ad exposures at a sponsored content Web site that reveals significant heterogeneity in (unobservable) click proneness across consumers. The effect of repeated exposures to banner ads is negative and nonlinear, and the differential effect of each successive ad exposure is initially negative, though nonlinear, and levels off at higher levels of passive ad exposures. Further, significant correlations between session and consumer click proneness and banner exposure sensitivity suggest gains from repeated banner exposures when consumers are less click prone. For a particular number of sessions, more …

2003 September, Office Of Communications & Marketing, Morehead State University.

Morehead State Press Release Archive, 1961 to the Present

Morehead State University press releases for September of 2003.

The Development Of Interfirm Partnering Competence: Platforms For Learning, Learning Activities, And Consequences Of Learning, Jean L. Johnson, Ravipreet S. Sohi

Department of Marketing: Faculty Publications

This study investigated factors within the firm that encourage organizational learning activities. The authors suggest that when the appropriate factors are present, the firm will more likely engage in learning activities integral in the development of interfirm partnering competence. The conditions for building partnering competence are found in the firm's culture and climate in the form of learning intent, receptivity, and transparency. In addition, the authors suggested that learning-related activities would generate some positive influence on specific interfirm relationships (IFRs). The authors tested these ideas on data from a multiindustry mail survey. Results largely conformed to expectations. The platform variables, …

Reasoning About Competitive Reactions: Evidence From Executives, David B. Montgomery, Marian Chapman Moore, Joel E. Urbany

Research Collection Lee Kong Chian School Of Business

Much of the empirical research on competitive reactions describes how or why rivals react to a firm’s past actions, but stops short of examining whether managers attempt to predict such reactions, which we call strategic competitive reasoning. In three exploratory studies, we find evidence of managers’ thinking about competitors’ past and future behavior, but little incidence of strategic competitive reasoning. Competitive intelligence experts and other experienced managers assessment of the results suggests the relatively low incidence of strategic competitor reasoning is due to perceptions of low returns from anticipating competitor reactions more than to the high cost of doing so. …

Sheep Updates 2003 - Posters, Maxine Brown, Gaye Krebs, Diana Fredorenko, Kathryn Edgerton-Warburton, Evan Burt, Nazrul Islam, Roy Butler, L. G. Butler, S. R. Brown, M. F. D'Antuono, J. C. Greeff, Ken Hart, Tanya Kilminster, Rachel Kirby, M. E. Ladyman, A. C. Schlink, I. H. Williams, P. E. Vercoe, Anyou Lui, Karen Smith, Martin Bent, Matthew Young

Sheep Updates

This session covers eleven papers from different authors:1 Sheep production on annual stubbles/pastures vs lucerne Maxine Brown Gaye Krebs Muresk Institute, Curtin University Diana Fedorenko Kathryn Egerton-Warburton Centre for Cropping Systems, Department of Agriculture Western Australia 2. The value chain of the Lake Grace livestock industry Evan Burt Nazrul Islam Department of Agriculture Western Australia 3. Native pastures, Dorper sheep and the 2002 drought Roy Butler Department of Agriculture Western Australia 4. Commercial sheep breeders can improve their sheep breeding program using wether trials L.G. Butler, S.R. Brown, M.F. D’Antuono, J.C. Greeff Department of Agriculture 5. Western Australia Linked ewe …

Sheep Updates 2003 - Plenaries, Ashley Mercy, David Scobie, Neil Buchanan, Kevin Bell, John Milton, Graeme Martin, Bob Hall, Maurie Stephen, Rob Woodgate

Sheep Updates

This session covers eight papers from different authors:1. Biosecurity in the sheep industry will improve production and profits Ashley Mercy, Department of Agriculture, Western Australia 2. Easy care sheep David Scobie, AgResearch, PO Box 60 Lincoln, 8152, New Zealand 3. Targeting the market’s requirements - live sheep exports Neil Buchanan, Manager Animal Health Operations, Primary Industries & Resources, South Australia 4. Setting flock breeding objectives Kevin Bell, Sheep Management and Production Consultants, Kojonup WA 5. Future feeding of sheep in Western Australia John Milton and Graeme Martin, The University of Western Australia 6. Recipe for getting back into Sheep Bob …

Sheep Updates2003 - Keynotes, Dale Ashton, Ben Russell

Sheep Updates

This session covers two papers from different authors: 1. Economic outlook for sheep and wool Dale Ashton, Australian Bureau of Agricultural and Resource Economics 2. Why is the future so bright? Dr Ben Russell, Manager, Southern Australia, Meat and Livestock Australia

It Competency And Firm Performance: Is Organizational Learning A Missing Link?, Michael J. Tippins, Ravipreet S. Sohi

Department of Marketing: Faculty Publications

Many companies have developed strategies that include investing heavily in information technology (IT) in order to enhance their performance. Yet, this investment pays off for some companies but not others. This study proposes that organization teaming plays a significant role in determining the outcomes of IT. Drawing from resource theory and IT literature, the authors develop the concept of IT competency. Using structural equations modeling with data collected from managers in 271 manufacturing firms, they show that organizational learning plays a significant role in mediating the effects of IT competency on firm performance.

Volume 1, Liberty University

Liberty Business Review

No abstract provided.

2003 August, Office Of Communications & Marketing, Morehead State University.

Morehead State Press Release Archive, 1961 to the Present

Morehead State University press releases for August of 2003.

Operationalizing Technology Improvements In Product Development Decision-Making, Shantanu Bhattacharya, V. Krishnan, Vijay Mahajan

Research Collection Lee Kong Chian School Of Business

Achieving competitive advantage and price premiums in many technology-based markets requires the incorporation of current technology in new products. To do so, firms in hyper-competitive environments increasingly plan and design their products concurrent with the independent development and validation of underlying technologies. Simultaneous validation of a core technology has important implications for a company's product positioning and launch sequence decisions making these traditional marketing decisions relevant to operations managers. Prior research has shown that to minimize cannibalization in the absence of such improvements in technology, a firm should not launch low-end products before high-end products. However, concurrent evolution of technology …

Designated Marketing Areas: Using Zip Codes As A Marketing Tool: 2003, Norma P. Nickerson

Institute for Tourism and Recreation Research Publications

This report converts zip codes of nonresident visitors to Montana as well as all visitors to each of the six Montana travel regions into the 211 Designated Marketing Areas of the United States. An analysis of successful existing markets and opportunity markets is provided.

2003 July, Office Of Communications & Marketing, Morehead State University.

Morehead State Press Release Archive, 1961 to the Present

Morehead State University press releases for July of 2003.

2003 June-December, Morehead State University. Office Of Athletics.

Morehead State Athletics Press Release Archives

Morehead State Athletics press releases from June to December of 2003.

2003 June, Office Of Communications & Marketing, Morehead State University.

Morehead State Press Release Archive, 1961 to the Present

Morehead State University press releases for June of 2003.

Digital Divide And Purchase Intention: Why Demographic Psychology Matters, Syed H. Akhter

Marketing Faculty Research and Publications

The author examines the issue of digital divide from a demographic perspective. The influence of gender, age, education, and income on the likelihood to purchase over the Internet is empirically examined. Hypotheses are framed in the context of psychological correlates of the demographic variables. Findings show that these variables significantly influence the likelihood to purchase over the Internet and can be used to profile, segment, and target markets and develop public policies to bridge the digital divide.

Health Risks, Past Usage, And Intention To Use Weight Loss Products In Normal Weight Women With High And Low Body Dysphoria, B. L. Whisenhunt, D. A. Williamson, Richard G. Netemeyer, J. Craig Andrews

Marketing Faculty Research and Publications

Objective: There are many health risks involved with the use of weight loss products by normal weight women. The mass media may compound this problem through the promotion of weight loss products and a thin body size. This study tested women's perceptions of different weight loss product ads to determine if body dysphoria (i.e., an over concern with body size and shape in normal weight people) was associated with risk beliefs, past behaviors, and intention toward using weight loss products.

Method: Normal weight women (age range = 18-41 yr), who were classified as either high (n=45) …

Reactions To Perceived Inequity In U.S. And Dutch Interorganizational Relationships, Lisa K. Scheer, Nirmalya Kumar, Jan-Benedict E. M. Steenkamp

Research Collection Lee Kong Chian School Of Business

In an empirical examination of inequity in interorganizational relationships, we found similarities and differences in Dutch and U.S. automobile dealers' reactions to inequity in their relationships with their automobile suppliers. As predicted by equity theory, both positive and negative inequity have detrimental effects on the reactions of Dutch firms. In contrast, U.S. firms do not react negatively to positive inequity; only negative inequity has deleterious effects.

Attraction Visitors In Missouri River Country Travel Region, Norma P. Nickerson, Bethany Sutton, Jim Wilton

Institute for Tourism and Recreation Research Publications

The analysis of visitors to attractions in Missouri River Country provides reasons for visiting the region, activities engaged in, attractions visited, information sources, and demographic profiles of the travel group. Marketing suggestions are provided based on visitor profiles.