Business Commons^™

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 …

The Role Of Recovery Marketing To Recapture A Sport Market Over The Past Decade: From Travel And Tourism To Professional And Amateur Sport Business, Eric C. Schwarz

Journal of Applied Marketing Theory

Recovery marketing can be defined as the actual or possible regaining, restoration, or improvement of something lost or taken away as a result of a significantly negative situation or event through the transfer of goods and services from producers to consumers. This article seeks to elaborate on the concept of recovery marketing historically and in terms of the sport industry, and how sport marketing efforts can be utilized in various situations to recuperate from negative scenarios. In addition, suggestions will be presented regarding the creation of a recovery marketing plan for sport organizations, as well as propositions for future research.

Tradeoffs And Depletion In Choice, Jing Wang, Nathan Novemsky, Ravi Dhar, Roy Baumeister

Research Collection Lee Kong Chian School Of Business

Four experiments examine why choices deplete executive resources. The authors show that the resolution of trade-offs is a driver of depletion effects arising from choice, and the larger the trade-offs, the greater is the depletion effect. The authors also find that choice difficulty not related to trade-offs does not influence the depleting effect of the choices. Finally, the authors find that though people can intuit some depletion effects, they do not intuit that choices or trade-offs within choices might be depleting and therefore fail to predict that larger trade-offs are more depleting.

A Study Of Price Evolution In Online Toy Market, Zhenlin Yang, Lydia L Gan, Fang-Fang Tang

Research Collection School Of Economics

We study and contrast pricing and price evolution of online only (Dotcom) and online branch of multi-channel retailers (OBMCRs) based on two panel data sets collected from online toy markets. Panel data regression analyses reveal several interesting empirical results: over time, OBMCRs and Dotcoms charge similar prices on average but Dotcoms significantly increase their shipping costs that eventually drive the overall average price of Dotcoms higher than that of OBMCRs. Price dispersions of both types of retailers are persistent. The price dispersion of OBMCRs is higher than that of Dotcoms at the beginning and does not change much over time, …

The Integrative Justice Model For Marketing To The Poor: An Extension Of S-D Logic To Distributive Justice And Macromarketing, Gene R. Laczniak, Nicholas J. C. Santos

Marketing Faculty Research and Publications

As multinational corporations (MNCs) increasingly turn their attention to the fast growing markets of China, India, Brazil, and other developing areas, the question of fair treatment of consumers and other residents of those areas is more intensively debated than ever before. In essence, issues of "distributive justice" come to the fore, that is, are the benefits and burdens of rapid economic development being fairly allocated among the parties and stakeholders to the expanded economic transactions? In response to this question, the authors have postulated a detailed normative model for ethically marketing to impoverished consumer segments; they label their model, the …

Lohas: Marketing A Green And Sustainable Way Of Living, Knowledge@Smu

Knowledge@SMU

What prompted former corporate warriors like Adam Horler and Tay Lai Hock trade their suits for t-shirts and embrace a new way of life with green and sustainability as its central tenet? It is LOHAS, or Lifestyle of Health and Sustainability, described as a “biggest market you’ve never heard of”. In a recent talk at SMU, Horler and Tay share what is their motivation, what is the appeal of LOHAS, and how are they marketing this concept to bring more converts on board.

To Be Ahead Of The Game, Consider Game-Based Marketing, Knowledge@Smu

Knowledge@SMU

Games have a way of engaging people in ways that advertisements simply cannot. Many a date, birthday or meeting have been forgotten and disregarded, thanks to the likes of Warcraft and StarCraft – 'sticky' programmes that have caused people to betray their better judgements. Beyond computer gaming, however, consumers have been known to choose a coffee shop, supermarket or airline for reasons that also defy what's rational: to collect stamps, amass points and accumulate 'miles'; all of which have nothing to do with drinking coffee, buying groceries or getting from point A to B. Yet, people play along willingly, in …

A Giving Spirit, Paul Meulemans

Lake Union Herald

No abstract provided.

How Advertisers Mess With Our Minds And Wallets, Ann House

All Current Publications

This publication provides insight on how marketers gain consumers' interest and trust and what rights consumers are entitled to.

Caritas In Veritate: Updating Catholic Social Teachings For Macromarketing And Business, Gene R. Laczniak, Thomas A. Klein

Marketing Faculty Research and Publications

In an effort to assess the latest thinking in the Roman Catholic Church on economic matters, this communications note briefly highlights the recent publication of a new encyclical by Pope Benedict XVI, Caritas in Veritate (Charity in Truth). Core ethical values, consistent with previous examples of Catholic Social Teaching (CST), are retained. However, some important nuances are added to previous treatments and certain points of emphasis are shifted to account for recent global developments. Key areas that relate to abiding marketing issues are spelled out and some brief commentary on matters of importance to macromarketing is offered.

Bridging The Journal Gap: How Increased Aq Demands Have Pushed Marketing Publications To Capacity, Joe Schwartz, Richard E. Mathisen, Renee Fontenot, Michael Musante

Journal of Applied Marketing Theory

As more Universities begin to stress academic publication as a way to conform to current Marketing Department and Business School standards of accreditation the need for additional outlets for scholarship has become a pressing concern for faculty. This paper examines the changes that have taken place in the environment and proposes some changes that need to occur to make the current model for academic success achievable. The reality in the market is that growth in journal outlets for academic publications has not kept pace with either the increased number of marketing faculty nor with the increased emphasis on research publication, …

Green Power Marketing In The United States: A Status Report (2009 Data), Lori Bird, Jenny Sumner

Publications (E)

This report documents green power marketing activities and trends in the United States. Aggregate green power sales data for all voluntary purchase markets across the United States are presented for 2009. The data presented in this report are based primarily on figures provided to NREL by utilities and independent renewable energy marketers. Because data cannot be obtained from all market participants, the estimates presented here likely represent an underestimate of the market size. Key trends identified in this year’s report include:
• In 2009, total retail sales of renewable energy in voluntary markets exceeded 30 million MWh, an increase of …

2010 September, Office Of Communications & Marketing, Morehead State University.

Morehead State Press Release Archive, 1961 to the Present

Press releases for September of 2010.

Editors' Comments For Jamt Issue 1 Volume 1, Richard E. Mathisen, Mike Musante

Journal of Applied Marketing Theory

The Role of Refund Policy and Complaint Response Time in Determining Customer Satisfaction and Repurchase Intent Audrey Guskey, Ryan Luchs, and Xiaomei Min

Organization Structure and Service Capabilities as Predictors of Supply Chain Performance: B2B Seller’s Perspective Harash J. Sachdev and G. Russell Merz

Human Collaboration: A Key Component to Supply Chain Performance Kenneth Saban and John Mawhinney

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

The Buzz Factor: Comparing Web Sites and Publicity Marsha D. Loda, Barbara C. Coleman, William C. Norman and Marie Esposito

How Arrogant are Sales and Marketing Professionals: Perceptions of …

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 …

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 …

Human Collaboration: A Key Component To Supply Chain Performance, Kenneth Saban, John Mawhinney

Journal of Applied Marketing Theory

While companies are looking to collaborate with a larger number of external partners, many fail to achieve this goal. The problem can be traced to the fact that executives have become overly dependent on new supply chain technologies which has resulted in overlooking the role that people play when launching a collaborative program. However, when employing just the opposite strategy, supply chain leaders have increased their productivity, improved concept-to-marketdevelopment times, and achieved high levels of customer satisfaction. This paper argues that people are just as important as having the right supply chain process or technology.

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 …

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 …

The Geotourism Handbook: A Reference And Guide For Montana Businesses, Dylan Boyle, Norma P. Nickerson

Institute for Tourism and Recreation Research Publications

The handbook includes a basic background on geotourism, why it is beneficial to local residents and businesses, and what geotravelers are looking for when visiting the state. The handbook provides links to organizations and businesses who provide assistance and suggestions to the business owner on how to become a geotraveler business. Employees and business owners will be able to grasp the concept and take steps to become part of the comprehensive geo-management and marketing strategy which has been facilitated by the Montana Office of Tourism.

The Influence Of Organizational Culture And Conflict On Market Orientation, Rex Evans Mcclure

Management Information Systems Faculty Research

This study examines the relationship between organizational change initiatives and market orientation. Considering the strategic approach to organizational change, a number of key behavioral variables can be affected, which in turn affect market orientation. Data were collected from 253 mid-level managers in marketing-related positions. The results suggest that convergent change, or classic downsizing, had no significant effect on market orientation or the mediating variables. Change initiatives directed reorienting affected market orientation in a positive way, though mediated by organizational commitment, trust, and internal communication.

Assessing The Marketing Of Central Coast Summer Collegiate Baseball Teams And The Relation To Fan Attendance, Alex Biller

Recreation, Parks, and Tourism Administration

The purpose of this study was to assess the marketing of selected Central Coast summer collegiate baseball teams and their relation to fan attendance. Sport marketing plays a vital role in industry because of the quantity of resources that are allocated to it. Sport spectator psychology was investigated to determine spectator attendance trends. Trends in sport marketing were examined to determine the current state of the industry. The data were collected from the Santa Barbara Foresters, San Luis Obispo Blues, and San Luis Obispo Rattlers. Each of the team’s general managers were interviewed, and self-administered questionnaires were distributed to spectators …

2010 August, Office Of Communications & Marketing, Morehead State University.

Morehead State Press Release Archive, 1961 to the Present

Press releases for August 2010.

Awareness Of Cotton Among Generation Y, Keidra Hatchett, Nichole Williams

OTS Master's Level Projects & Papers

The purpose of this study was to determine the awareness and use of cotton in fabric and clothing by Generation Y (college students 18-15) for enhanced product marketing.

Context-General And Context-Specific Determinants Of Online Satisfaction And Loyalty For Commerce And Content Sites, Rakesh Kumar Niraj

Faculty Scholarship

We use the context-general and context-specific factor approach to examine the generalizability of satisfaction and loyalty models across two disparate online contexts -- online retailing and content site browsing. Our conceptual models include the moderating effects of user-characteristic Web expertise, besides main effects of Web site factors and Web expertise. Results indicate that satisfaction and loyalty judgments are sensitive to both context-general and context-specific determinants, as well as to some interactions between them. Among context-general determinants, ease of use and customer service are positively related to satisfaction, Web community to loyalty, and Web expertise to both satisfaction and loyalty. Flow, …

"Spreading The Good Word": Toward An Understanding Of Brand Evangelism, Samuel K. Doss

Theses and Dissertations - UTB/UTPA

The objective of this dissertation is to better understand the phenomenon of brand evangelism and the dimensions that are involved in a consumer becoming a brand evangelist. A brand evangelist is a consumer who actively “spreads the good word” of the brand while attempting to influence others’ consumption behavior. Through the development and testing of a model, this study helps to realize the concepts that are involved in a consumer becoming a brand evangelist. To date, little research has examined the dimensions of brand evangelism. It is proposed here that the attributes leading to brand evangelism include brand satisfaction, brand …

Evaluating Point-Of-Sale Buying Decisions: Understanding Why Consumers Purchase Timeshares, Lisa Y. Thomas

UNLV Theses, Dissertations, Professional Papers, and Capstones

The timeshare industry, also known as vacation ownership, is the fastest growing segment of the hospitality industry with sales totaling $9.7 billion in 2008 (ARDA, 2010). The typical timeshare sales process is a 90-120 minute sales presentation conducted by a timeshare sales representative to customers. At the end of the sales presentation, the customers are given the option to either purchase a timeshare unit at a discounted price with first-day incentives or to purchase at a later date at the full price and without the extra incentives. This today-only sales pitch is perceived as an unsavory process by a many …

Impact Of Hotel Discount Strategies On Consumers’ Emotion And Behavior In The Presence Of High And Low Involvement Consumers, Seung H. Lee

UNLV Theses, Dissertations, Professional Papers, and Capstones

While hotels come up with various discount strategies to attract consumers, especially during a recession, both hotels and consumers seem to favor dynamic pricing. Yet there are not enough studies available to reveal that dynamic pricing would positively impact consumers. Studies also indicated that price discounts give consumers not only monetary benefits but also positive emotional responses. The purpose of this study was to investigate how uniform pricing and dynamic pricing influence consumers' emotion and behavior, in the presence of low involvement and high involvement consumers. The results of study suggested that high involvement consumers responded more positively to dynamic …

Characteristics Of Services: A New Approach Uncovers Their Value, Sabine Moeller

Research Collection Lee Kong Chian School Of Business

Purpose: Four characteristics have been regularly applied to services: intangibility, heterogeneity, inseparability, perishability (IHIP). More and more exceptions occur which have resulted in substantial criticism. This paper aims to show that each characteristic is valid and useful when related to an individual aspect of services instead of being assigned to services as a single entity. Design/methodology/approach: Based on customer integration, a framework (FTU framework) and a resource typology are developed. These approaches are the theoretical foundation of the analysis. Findings: The FTU framework and a resource typology reveal different aspects of services and allow the assignment of the IHIP characteristics …