International Management: Strategic Opportunities And Cultural Challenges, Paul B. Sweeney, Dean B. Mcfarlin

Management and Marketing Faculty Publications

As the economies of many countries become more interrelated, international managers are facing huge challenges and unique opportunities associated with their roles. Now in its fifth edition, Sweeney and McFarlin's International Management embodies a balanced and integrated approach to the subject, emphasizing the strategic opportunities available to firms on a global playing field, as well as exploring the challenges of managing an international workforce.

Integrating theory and practice across all chapter topics, this book helps students to learn, grasp, and apply the underlying principles of successful international management:

• Understanding the broad context of international business, including the critical trends impacting …

Procurement In Property And Construction - A Review Of Practises Under Taken By A Medium Size Contractor In Ireland, Charles Mitchell

Other Resources

3B Contracting Limited is a privately owned building and civil engineering firm on the east coast of Ireland. The company works predominately within the east Leinster region. The company falls into the category of being a small to medium size contracting company.

The procurement function is carried out by a number of small departments. Procurement is a key function for securing value for money and ensuring the successful continuation of the company.

Most projects tendered are done so using the traditional method of design-bid-build and as a result the subsequent sub-contract packages are secured in a similar manner. All plant …

“It Broadens Your View Of Being Basque”: Identity Through History, Branding And Cultural Policy, Nina M. Ray, John P. Bieter

Marketing Faculty Publications and Presentations

The purpose of the paper is to address what is the impact of the synthesis between Basque history, branding identity and Law 8/1994 on Basque identity in the homeland and Diaspora. Naturally occurring brands combine history, anthropology, sociology, and marketing to explain the phenomenon of communities defined by a sense of place. Focusing on both the Basque Country and Basques in Boise, Idaho as one case study, the authors discuss how the naturally occurring brand and cultural policy of the Basque people became formalized 20 years ago with Law 8/1994. The article addresses who the Basques are and how they …

More Than, Joslyn Maenner, Katie Knobbe, Joel Girouard, Desiree Botica, Molly Deaver, Alex Vasey, Ramon Diaz De Leon, Lucy Grant, Kyle Thompson, Adam Weisenberger

College of Journalism and Mass Communications: Student Advertising Projects

This project was developed in response to the following challenge: create messaging to promote a more welcoming and inclusive climate on campus while branding the Jackie Gaughan Multicultural Center.

Shift Gears, Veronica Vanderbeek, Haylee Carpenter, Sara Slater, Christina Kruse, Jessie Gray, Mollie Sundermeier, Christine Breazier, Garrett Kallhoff, Dexter Mckenzie, Tyler Sells

College of Journalism and Mass Communications: Student Advertising Projects

BicycLincoln challenged the advertising and public relations students to develop a campaign to get more people riding bicycles more often safely in Lincoln, Nebraska.

Beyond Instrumentalism: A Relational Approach To Negotiation, Marc-Charles Ingerson, Kristen Bell Detienne, Katie A. Liljenquist

Faculty Publications

Instrumentalism, the philosophy that rational people will behave in ways that promote self-interest, is often the default assumption that scholars and practitioners rely upon when interpreting and predicting human behavior in negotiations. Instrumentalism, however, need not be the only lens through which negotiators and negotiations are viewed. In this article, we discuss some of the problems associated with too heavy a reliance on instrumentalism and propose an alternative relational approach, one in which negotiators see themselves as agents embedded in a system of relationships, who are motivated to understand and advance the welfare of others. We discuss some of the …

Allendale Movie Theater, Michael Marciniak

Honors Projects

No abstract provided.

Saturation Points—Know Your Market Before You Jump, Sara Bennett

White Papers

What may appear at first glance as a growing industry in your area with substantial opportunity may in fact be an industry with too many players already in that market. How do you decide to take the plunge with your start up?

Brand Planning—It's More Than Jingles, Chuck Beck

White Papers

A strong brand is important selling to consumers and building customer loyalty. This is just as true when you are seeking business in the government marketplace. A brand plan gives your company the right kind of visibility to attract contracting agents.

Student Health Benefits Plan Market Research And Analysis, Zachary William Doucette

Honors Theses and Capstones

The University of New Hampshire (UNH) in Durham, New Hampshire requires all full-time students to have health insurance meeting set requirements as a condition of enrollment. UNH offers its own health plan, entitled the Student Health Benefits Plan (SHBP) through its Health Services Center to students as a way to procure this insurance if they lack insurance, or if their current insurance is insufficient or does not meet the insurance requirements. Health Services at UNH is looking for market research on current attitudes, perceptions, and beliefs of both students at UNH, and the parents of students who currently have a …

Destination Marketing Organizations’ Stakeholders And Best Practices, Bonifacio Lopez Torres, Godwin-Charles Ogbeide

Discovery, The Student Journal of Dale Bumpers College of Agricultural, Food and Life Sciences

As marketing practices continue to advance, the tourism industry is constantly evolving in terms of marketing strategies and in the shifting duties of its stakeholders. Different organizations plan the advancement of their marketing strategies differently, and Destination Marketing Organizations (DMOs) are no exception. With so many destination options, travelers may find themselves with too many destinations and too much information to easily make the decision on their own. The main role of the DMOs is to sell the destination using different marketing strategies and various incentives to make their destination more appealing, and by working with all of their stakeholders …

The Dick Pope Sr. Institute For Tourism Studies, Marketing Flyer, Robertico R. Croes

Dick Pope Sr. Institute Publications

This pamphlet describes mission and services of the Dick Pope Sr. Institute for Tourism Studies.

The Influence Of Affect On Product Evaluations And Enduring Consumption Enjoyment, James A. Mead

Theses and Dissertations--Marketing and Supply Chain

This dissertation consists of two essays on the influence of affect on consumer intentions and behavioral responses. In the first essay, the influence of negative affect on consumer satiation is investigated. In the second essay, the influence of conceptual fluency, a positive affective response of “feeling right” during advertising evaluations, evoked by the structural properties of memory networks, is identified.

In the first essay, how anticipated consumption variety influences consumers’ affective responses to slow satiation in the present is investigated. Prior research has focused on how cognitive appraisals of present variety influence consumers’ satiation rates. However, in addition to cognitively …

Two Essays On The Recommendation Behavior Of Multi-Line Salespeople, Sarah R. Magnotta

Theses and Dissertations--Marketing and Supply Chain

This dissertation consists of two essays in which we examine the recommendation behavior of multi-line salespeople. Multi-line salespeople are those who are able to choose among overlapping, competing manufacturers’ products to make a recommendation to their customers. In this dissertation, we seek to explain why and how multi-line salespeople may recommend particular products to their customers.

In the first essay, we examine why salespeople may recommend a particular product. Manufacturers frequently face the challenge of motivating distributor salespeople to focus efforts on their products rather than on their competitors’. Thus, manufacturers often rely on outcome (e.g., rewards) and behavior (e.g., …

Modeling Large-Scale Cross Effect In Co-Purchase Incidence: Comparing Artificial Neural Network Techniques And Multivariate Probit Modeling, Zhiguo Yang

Theses and Dissertations--Business Administration

This dissertation examines cross-category effects in consumer purchases from the big data and analytics perspectives. It uses data from Nielsen Consumer Panel and Scanner databases for its investigations. With big data analytics it becomes possible to examine the cross effects of many product categories on each other. The number of categories whose cross effects are studied is called category scale or just scale in this dissertation. The larger the category scale the higher the number of categories whose cross effects are studied. This dissertation extends research on models of cross effects by (1) examining the performance of MVP model across …

Developing A Model To Identify Favorable Export Markets, Josh Nichol-Caddy

White Papers

Market research can help small business owners determine where to dedicate time and resources to expand their sales into foreign countries. NBDC uses a four-step process for surveying global demand.

Depth Of A Salesman: Exploring Personality As A Predictor Of Sales Performance In A Multi-Level Marketing Sample, Colleen Rose Miller

All Graduate Theses, Dissertations, and Other Capstone Projects

Despite its growing prevalence in the realm of sales occupations, multi-level marketing (MLM) and its primary participants are not very well understood. In particular, there is a dearth of understanding in terms of the differentiating characteristics of individual sellers who are financially successful in comparison to those who perform poorly. This study sought to fill in some of these research gaps by exploring the antecedents of sales success by examining the validity of personality as a predictor of sales performance in the context of MLM. While significant relationships were indeed observed between certain facets of personality (specifically components of conscientiousness, …

Examining Community Attitudes Toward Manufactured Housing, Lisa Tyler

Walden Dissertations and Doctoral Studies

Despite the need for affordable housing, consumers have failed to recognize manufactured housing as a viable alternative to site-built housing. The decline in market share for manufactured housing and subsequent decrease in sales has threatened the sustainability of manufacturers, retailers, suppliers, and support organizations. The purpose of this correlational study was to determine the extent that respondents' demographic and socioeconomic characteristics, perceptions of manufactured home characteristics, and perceptions of manufactured home occupants and neighborhood characteristics predicted the acceptance of manufactured homes. The model of acceptance of manufactured homes provided the theoretical framework for the study. Data were collected from 2 …

Perspectives On Why The Glass Ceiling Still Exists For Women In Advertising And Media And Tools To Help Shatter It, Olivia Hottle Mossman

Honors Program Theses

This ethnographic study provides current insights into the barriers women experience as they seek executive positions in the media and advertising industries—careers largely held by men. Interviews with women who currently or have previously held management roles in media and advertising companies are analyzed and presented. The knowledge gained from these interviews raises awareness of the lack of women’s voices on the media channels that influence a society’s perception of what is socially and culturally acceptable. This research also counteracts an absence of recent research regarding this topic. As the study evolved, it looked more at the relationships between women …

The Role Of Motives And Decision Rules In Restaurant Tipping, Jacob Lee Hiler

LSU Doctoral Dissertations

The goal of this research is to address critical deficiencies in our understanding on how bill size, service quality, motives, and decision rules affect tipping behavior. This research uses social norm and equity theories to define the role of motives and decision rules used in determining tipping behavior. Additionally, it provides further evidence of other operant motives and decision rules through qualitative analysis. A conceptual framework and operational model are developed and empirically tested.

Government Efforts To Aid Consumer Well-Being: Understanding Federal Health Warnings And Disclosures, Jeremy Kees, Scot Burton, J. Craig Andrews

Marketing Faculty Research and Publications

No abstract provided.

Honor Among Salespeople: Using An Ethical Role Play And Code Of Ethics Exercise To Develop An Ethical Framework In A Professional Selling Course, Rebecca Dingus, Alexander Milovic

Marketing Faculty Research and Publications

Building on recommendations from both sales educators and the AACSB, the authors propose a three-step approach to assist professors in teaching ethics in a Professional Sales course. An ethics module is presented that consists of an ethics role play, a discussion of “grey area” situations that a salesperson will often experience, and a Code of Ethics written assignment that will allow students to experience, analyze, and reinforce positive ethical behavior in order to help prepare them for sales careers. Following a detailed explanation of each exercise, student feedback is presented to support this multi-faceted ethics program as a valuable contribution …

Customer Relationship Management (Crm) Of Hotels In The Context Of Variety-Seeking Behaviour (Vsb), Maduka Udunuwara

Theses: Doctorates and Masters

This study combined two significant areas in marketing, customer relationship management (CRM) and variety-seeking behaviour (VSB), which are paradoxical constructs due to their contradictory intentions. While organisations implement various customer relationship management practices with an intention of retaining customers and generating loyalty, a preference for variety-seeking behaviour can make customers switch. This study investigated the impact of variety-seeking behaviour on generating outcomes of customer relationship management practices in the hotel context, by focusing exclusively on leisure travellers.

Even though customer relationship management is widely adopted in the hotel domain, much of its discussions are on implementation related aspects, rather than …

The Influence Of Movie Reviews On Consumers, Jacob R. Pentheny

Honors Theses and Capstones

No abstract provided.

2015-Etsu Undergraduate Student Melissa Magno Receives Martin L Stout Scholarship, Department Of Geosciences, East Tennessee State University, University Marketing And Communication, East Tennessee State University

ETSU News

ETSU Geosciences undergraduate student, Melissa Magno, receives Martin L. Stout Scholarship from AEG (Association of Engineering and Environmental Geosciences).

Physicochemical Characteristics and Spatial Distribution of Heavy Metals in Soils Near an Abandoned Mine-Complex in Bumpus Cove, TN 

Magno, Melissa, East Tennessee State University, [email protected]; Arpita Nandi, [email protected]; Ingrid Luffman, [email protected] 

Generally, mining activities increase heavy metal concentrations in soils by producing waste rock, tailings and slag. Un-reclaimed abandoned mine sites may accumulate heavy metals in soil and threaten environmental and public health. Determination of soil physicochemical properties’ role in the spatial distribution of metals in soil is essential to monitor …

Meet Dr. Brooks Pond, Bill Gatton College Of Pharmacy, East Tennessee State University, University Marketing And Communication, East Tennessee State University

ETSU News

Meet Dr. Brooks Pond, from Kingsport, Tennessee. In 2007, Dr. Pond became one of the inaugural faculty at Gatton College of Pharmacy. Brooks received her Ph.D. in Pharmacology from Duke University and then completed a 2-year postdoctoral fellowship in Developmental Neurobiology at St. Jude Children's Research Hospital. Although her expertise is in the field of neuropharmacology, she enjoys teaching in many areas of physiology and pharmacology. Brooks also loves working with both graduate students and pharmacy students in the laboratory where she seeks to better understand the consequences of psychostimulant use on the brain.

Why did you want to …

2015-Bgcop Alum Appears On Dr Oz, Bill Gatton College Of Pharmacy, East Tennessee State University, University Marketing And Communication, East Tennessee State University

ETSU News

BY TAMMY CHILDRESS | BRISTOL HERALD COURIER

Zac Frye a graduate of Sullivan Central High School and East Tennessee State Universitys Bill Gatton School of Pharmacy, is scheduled to appear today on the The Dr. Oz Show.

Frye, who is now pharmacy manager at Walmart in Oak Ridge, Tennessee, learned that he would travel to New York to appear on the TV show when he participated in a corporate conference call with Paul Beahm, Walmarts senior vice president of health and wellness.

It was really neat to learn that I had earned the opportunity to appear on the show and …

2015-Etsu Scientist Identified Oldest And Largest Kangaroo Rat Fossil, Department Of Geosciences, East Tennessee State University, University Marketing And Communication, East Tennessee State University

ETSU News

Dr. Joshua Samuels, associate professor in the ETSU Department of Geosciences, identifies oldest and largest kangaroo rat fossil. 

2015-2015 Design Show.Pdf, Department Of Interior Architecture, East Tennessee State University, University Marketing And Communication, East Tennessee State University

ETSU News

2015 Design Show

The 2015 design show highlighted projects from across the program.  Students displayed their favorite projects from the year for visitors and invited professionals.  We want to CONGRATULATE our seniors on a job well done and wish them good luck in their professional careers.  75% of graduating students already have positions!  We will miss your hard work and laughter.

Jessica Abdelnour

Caryn Brahams

Nicole Comfort

Ashley Miller   

2015-Etsu Geosciences Students Tour Boone Dam Project, Department Of Geosciences, East Tennessee State University, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY Students in Dr. Arpita Nandis Engineering Geology class at East Tennessee State University recently enjoyed some unseasonably warm February weather while learning about the ongoing Boone Dam Project during a class tour.

This is the second class tour of Boone Dam coordinated by Nandi, associate professor and chair of the ETSU Department of Geosciences, who has also taken students to Center Hill Dam in Nashville, as well as to sites of landslides and other geo-hazard sites in the region.

Geosciences is a career-centric discipline.  Through the Boone Dam site visit, students could see the real-world application of what …