Business Commons^™

Choosing A Landing Site For Wright Air & Space Center, Charles S. Gulas, Robert Premus, John P. Blair

Marketing Faculty Publications

The case provides a study of the interesting challenges involved in making a site selection decision. It can be used as a “how to” guide for businesses, non-profit organizations and communities seeking sites for recreational, educational, cultural or other sorts of facilities. The decision would require analysis of quantitative issues such as regional demographics as well as qualitative issues such as the “mommy factor.” This term, coined by a member of the board, refers to a set of factors that would make a location desirable to parents. Perhaps most important, lessons from the site selection process are applicable to other …

Towards Non-Prescriptive Issues: A Teaching Framework For Selecting Marketing Dissertation Topics, Conor Horan

Conference papers

There is a significant absence in academic literature, textbooks and practical teaching tools for advising or guiding student learning, in a practical non-prescriptive manner, toward topic selection and development. Prescriptive or rational approaches, taken by many research methods textbooks, are not adequate or sufficient when teaching this important first stage in the research process. Non-prescriptive approaches describing manageable steps should be researched more to fill this pedagogic gap. This paper attempts to promote academic discussion on a pedagogic gap that is broadly overlooked, and to examine how marketing and business academics can better instruct dissertation students in the area of …

The Sales Managers' Implicit Personality Theory And Leadership Variables, Gordon Gunn Mosley

Doctoral Dissertations

The purpose of this study was to explore the relationship of sales managers' implicit personality theory and various leadership variables provided to salespeople by their sales managers. Several bodies of literature were reviewed for this study from the educational psychology, management, leadership, and marketing/sales disciplines. More specifically, this study addressed the following research questions: (1) What effect does sales managers' implicit personality theory have on the nature of the feedback they provide to their salespeople? (2) What effect does sales managers' implicit personality theory have of the transformational leadership they provide to their salespeople? (3) What effect does sales managers' …

2006 January, Office Of Communications & Marketing, Morehead State University.

Morehead State Press Release Archive, 1961 to the Present

Press releases for January 2006.

An Exploratory Study Of Consumer Adoption Of Online Shopping: Mediating Effect Of Online Purchase Intention, Songpol Kulviwat, Ramendra Thakur, Chiquan Guo

Marketing Faculty Publications

An exploratory study was conducted to investigate consumer adoption of online purchase using a survey data set. Based upon the theory of innovation and self-efficacy theory, risk aversion, online proficiency, shopping convenience, and product choice variety were proposed to influence consumer intention to shop online, which, in turn, affects online purchases. Results of regression analyses revealed that all but shopping convenience were significant predictors of consumer intention to purchase online. In addition, consumer intention directly determines consumer purchases online. Finally, consumer intention to purchase online mediates the relationship of risk aversion, shopping convenience, and product choice variety to online shopping. …

The Impact Of Masking Of Persuasive Intent On Persuasive Message Effectiveness, Christina Simmers Rodrigue

LSU Doctoral Dissertations

The decreased dependency of marketing managers on traditional message forms (i.e., commercials) has increased the use of nontraditional message forms (i.e., product placement) in marketing communication. These newer message forms are unique because their persuasive intent is concealed by the presentation method and, therefore, may be processed differently than the traditional message forms. Consequently, this paper examines three major issues that arise out of the integration of nontraditional message forms into marketing communication, including (1) incorporating nontraditional message forms into the traditional persuasion literature, (2) introducing a new persuasion element (termed masking of persuasive intent) and its role in the …

Management And Market Reactions To Litigation: Do Shareholders Win When The Company Loses?, Terence Lau

Management and Marketing Faculty Publications

This research brief summarizes a study on how markets react to settlements and judgments. Prior research suggests that when companies refuse to settle and instead take on litigation, they are rewarded by markets even when they lose the case. Why this occurs has tremendously important significance for senior management.

Distinguishing Fiction From Reality: The Asean Free Trade Area And Implications For The Global Auto Industry, Terence Lau

Management and Marketing Faculty Publications

This Article explores the ASEAN Free Trade Agreement ("AFTA") and its implications for the regional and global auto industry. Section I of this article provides a brief history of ASEAN and its attempts to integrate regionally. It outlines the reasons for regional economic integration, and traces the current literature in this area. Section II provides an overview of the current auto industry in each of the major auto-producing countries in ASEAN: Thailand, Philippines, Indonesia, Vietnam, and Malaysia. It will also explain Malaysia's protected auto industry and Malaysia's attempts to delay implementation of AFTA, and its neighboring countries' reactions. Section III …

Observations On The Folly Of Using Student Evaluations Of College Teaching For Faculty Evaluation, Pay, And Retention Decisions And Its Implications For Academic Freedom, Terence Lau, William Wines

Management and Marketing Faculty Publications

Research on student teaching evaluations is vast. An examination of this research demonstrates wide disagreements but also substantial consensus of authority for the proposition that student evaluations should be used only with extreme care, if at all, in making personnel decisions. A number of reasons cause administrators to use teaching evaluations for personnel decisions. The literature, however, is virtually unanimous in its condemnation of norming student evaluations in order to rank classroom performances. Current cases on academic freedom indicate some retrenchment by the Circuits from broader pronouncements in earlier Supreme Court cases. This paper concludes that the use of non-validated …

Irish Marketing Review, Vol. 18, No. 1 & 2, 2006, The Marketing Institute

Issues

The Irish Marketing Review deals with issues, developments, research and practise in marketing. This is a special issue on " the island view of relationship marketing and networks".

Free To Be Obese In A " Super Nanny State " ?, Nadine Henley

School of Marketing, Tourism and Leisure Publications

Should individuals be free to make lifestyle decisions (such as what, when and how much to eat and how much physical activity to take), without undue interference from the state, even when their decisions may lead to negative consequences (obesity, heart disease, diabetes)?

Market Performance And Technical Efficiency Of Domestic And Foreign-Invested Service Industries In China = 中外資服務業的比較分析, Yue Ma

Centre for Public Policy Studies : CPPS Working Paper Series

Although the Chinese manufacturing industry has attracted a vast amount of foreign direct investment (FDI) and has made rapid development, the Chinese service sector is still heftily-protected and has absorbed little FDI since the open door policy adopted in 1978. As a result, the share of the service output is just around 41% of China’s GDP. This is clearly unsatisfactory as the service sector has been able to create more jobs proportionally in many other developed and less developed countries than that in China. This paper is the first attempt in the literature to conduct an empirical comparative study of …

Ethical Marketing: A Look On The Bright Side, Thomas A. Klein, Gene R. Laczniak, Patrick E. Murphy

Marketing Faculty Research and Publications

This article offers an alternative to conventional approaches to ethical analysis in business and marketing. We submit that studying companies with exemplary records of ethical conduct and social responsibility offers useful and compelling guidance to marketing students and managers. It provides another needed perspective beyond simply examining examples of misconduct or offering normative advice that may not reflect the specifics of corporate situations. Based on examples presented in a recent text by the authors and Better Business Bureau Torch Awardees, we present information on thirteen companies of varying size and from several different industries. That information includes ethics policies, management …

The Effect Of Strategic Complexity On Marketing Strategy And Organizational Performance, Stern Neill, Gregory M. Rose

Marketing

While researchers have examined many antecedents of marketing strategy, there is scant research assessing the effect of organizational cognition. In this study, organizational cognition is examined in terms of the firm’s strategic complexity, which is its capacity to integrate multiple environmental dimensions during marketing strategy making. The results from a sample of wholesale distributors reveal four strategic groups that differ based upon their degree of strategic complexity. Results support the proposition that strategic complexity is an organizational capability that enables more effective strategy making and produces superior firm performance.

Interrelationships Among Language Skills, Externalizing Behavior, And Academic Fluency And Their Impact On The Academic Skills Of Students With Ed, J. Ron Nelson, Gregory J. Benner, Stern Neill, Scott A. Stage

Marketing

There is growing interest in understanding the factors that influence the academic achievement of students with emotional disturbance (ED). Structural equation modeling was used to test the interrelationships among language skills, externalizing behavior, and academic fluency and their impact on the academic skills of students with ED. Results showed that language skills exerted a significant proximal effect and distal effect on academic skills.The effect of language skills was mediated through academic fluency (path coefficient = .389) but also had a proximal effect on academic skills (path coefficient = .359). However, externalizing behavior failed to have a statistically significant effect on …

Leveraging Internal Competency And Managing Environmental Uncertainty: Propensity To Collaborate In International Markets, Syed H. Akhter, Fernando Robles

Marketing Faculty Research and Publications

Purpose – The choice of an international market entry mode involves two critical considerations, leveraging internal competencies and managing environmental uncertainties in host countries. The purpose of the paper is to explicate how these two considerations affect the propensity to collaborate in international markets. Design/methodology/approach – The paper builds on existing theories and develops hypotheses showing relations between competencies and uncertainty and collaboration in international markets. Findings – Conceptual relations show that the goals of leveraging competencies and managing environmental uncertainty in host countries have varying effects on the level of international collaboration. Originality/value – The effects are shown through …

Examining The Cross-National Applicability Of Multi-Item, Multidimensional Measures Using Generalizability Theory, Srinivas Durvasula, Richard G. Netemeyer, J. Craig Andrews, Steven Lysonski

Marketing Faculty Research and Publications

Establishing the applicability of multi-item measures is important for making valid inferences when testing theories cross-nationally. Typically, researchers have relied upon the tenets of classical measurement theory (CT) using confirmatory factor model invariance testing to conclude that a unidimensional measure is applicable across countries. However, two important issues remain unresolved via CT techniques: (1) if the measure is found not to be invariant, CT tells us little as to why the measure varies across countries; and (2) if the measure is multi-dimensional, what factors affect its cross-national applicability? Our research seeks to address these issues and the cross-national measurement applicability …

Perceptual Fluency, Attitudes And Choice: Special Session: The Role Of Metacognition In Consumers’ Judgments, Andrew A. Mitchell, Seh-Woong Chung

Research Collection Lee Kong Chian School Of Business

In a series of studies we examine the relationship between perceptual fluency, attitudes and their accessibility and choice from a limited set of brands. We hypothesize that under these conditions, brand choice is a two-stage process. The first stage is a recognition stage where certain brands will "stand out" in the environment. The second stage is a choice stage, where consumers use information about the brands, which is stored in memory to make a choice.

Electronic Customer Relationship Management (Ecrm): Opportunities And Challenges In A Digital World, Aileen Kennedy

Articles

Electronic customer relationship management (eCRM) is seen to arise from the consolidation of traditional CRM with the e-business applications marketplace and has created a flurry of activity among companies. ECRM is the proverbial double-edge sword, presenting both opportunities and challenges for companies considering its adoption and implementation. This challenges companies considering its adoption and implementation. This paper explores the marketing opportunities eCRM creates for companies such as enhanced customer interactions and relationships as well as personalisation options, all of which are potential sources of competitive advantage. It also explores the challenges confronting companies implementing eCRM such as managing an on-line …

The Weight Of The World: Consuming Traditional Masculine Ideologies, Andrew Dunne, Olivia Freeman, Roger Sherlock

Articles

This paper explores the relationship between the body, masculinity and the consumption of body-focussed activities. It examines the meaning and importance of strength training for men.
Strength training is of interest because its increase in popularity is occurring at a particular point in time when a growing number of men are experiencing insecurities over their masculine identities as a result of recent socio-economic changes. This paper proposes that men today are facing a dilemma in terms of masculine identity. This dilemma hinges on the growing objectification of the male body in the media and its cultural messages regarding masculinity.

The Impact Of Certain And Uncertain Store Promotions On The Decision-Making Process In Product Choices, Cathy Yi Chen

Research Collection Lee Kong Chian School Of Business

Various store promotions ranging from dollar-off discounts to sweepstakes can induce different affects among consumers. Built on recent studies on the uncertainty of incidental affect, this research examines how promotions differ in the feeling of uncertainty elicited, which, in turn, influence the decision-making process of product choices. Specifically, we demonstrate that “uncertain” promotions (e.g., sweepstakes) can increase the extent of systematic decision-making in a subsequent product choice relative to “certain” promotions (e.g., discount) when the choice is easy. But the pattern is reversed when the choice is difficult. The implications to the incidental affect and promotion research are discussed.

A Mixed-Method Approach For Developing Market Segmentation Typologies In The Sports Industry, Andrew J. Rohm

Marketing & Business Law Faculty Works

This study presents a mixed-method approach for segmenting a sports product-market using participation motivation data. Qualitative data are used to segment a national sports product-market—running footwear—using qualitative analysis software as well as multivariate statistical approaches. This study describes a systematic approach to developing a consumer segmentation typology using both demographic variables as well as self-expressed motivations for sport and fitness participation. The mixed-method approach reported here employs qualitative data to help validate subsequent quantitative cluster analysis, and draws upon cluster profiles to establish the structure for market segmentation. The findings from this study offer implications for marketing research and marketing …

Pop-Up Ads And Trademark Infringement: Whenu.Com Litigation, Janet Rubin

Cardozo Arts & Entertainment Law Journal

No abstract provided.

Market Disintermediation And Producer Value Capture: The Case Of Fair Trade Coffee In Nicaragua, Peru And Guatemala, Eric J. Arnould, Alejandro Plastina, Dwayne Ball

Department of Marketing: Faculty Publications

Does participation in Fair Trade coffee marketing deliver added value to small-scale producers in developing countries? Is Fair Trade fair to producers as promised? The present study adopts a survey methodology designed to measure a combination of socio-economic impact indicators as well as measures particular to the Fair Trade coffee growing and marketing experience. We surveyed over 1200 small-scale coffee producers in Nicaragua, Peru, and Guatemala, of which about two-thirds participate in coffee marketing schemes sponsored by Transfair, USA. The study reports selected results related to production, marketing, material quality of life, education, health, and general wellbeing. Results show that …

Service Personalization And Loyalty, A. Dwayne Ball, Pedro S. Coelho, Manuel J. Vilares

Department of Marketing: Faculty Publications

Purpose:

To investigate the effect of service personalization on loyalty, and to measure some of the psychological dynamics of the process.

Methodology:

structural equation modeling.

Findings:

We show that the effect of service personalization on loyalty exists, but that the effect is not all direct. Personalization works through improving service satisfaction and trust. Personalization and improved communication act together in such a way that they account for the variance in loyalty that would be otherwise explained by corporate image.

Research limitations:

Data, though comprising a very large probability sample, are from one economic sector in one European country.

Practical implications: …

Gibson V. Prs: The Applicability Of The Initial Interest Confusion Doctrine To Trademarked Product Shapes, Paul Anthony Marchisotto

Cardozo Arts & Entertainment Law Journal

No abstract provided.

Aligning Employees Through "Line Of Sight", Wendy R. Boswell, John B. Bingham, Alexander J.S. Colvin

Faculty Publications

Aligning employees with the firm’s larger strategic goals is critical if organizations hope to manage their human capital effectively and ultimately attain strategic success. An important component of attaining and sustaining this alignment is for employees to have a bline of sightQ (LOS) with their organization’s strategic objectives. In this article, we illustrate how the translation of calculated firm goals into tangible results requires that employees not only understand the organization’s strategy, but also accurately appreciate what actions are aligned with realizing that strategy. Using recent empirical evidence, theoretical insights, and tangible examples of exemplary firm practices, we provide thought-leaders …

A New Look At Industrial Sales And Its Requisite Competencies, Clifford S. Barber, Brian C. Tietje

Marketing

Although industrial sales is widely discussed in both practitioner and academic circles, no clear definition of “industrial” has been established. We present a definition of industrial sales that distinguishes it from other sales domains, and we draw from a panel of industrial sales executives and a random sample of industrial sales managers to generate and evaluate the importance of a comprehensive list of knowledge, skills, and value competencies that are required for success in industrial sales. Technical competencies, while important, were rated relatively less so than selling- and customer-related competencies. Among other recommendations, we implore industrial sales executives to incorporate …

Consumer's Adoption Of The Technology Innovations : The Role Of Coping Strategies, Wenjing Bao

Lingnan Theses

Given the accelerated technology innovations and shorter product lifecycles, explaining and predicting consumers’ adoption of technology innovations have been increasingly difficult. With new generations of the same products emerging every few years or less, consumers often face the dilemma of choosing between continuing to use the existing product and upgrading to a new version, and have increasingly experienced a certain level of technology fatigue. They may delay the adoption, frog-leap the new product, and simply ignore its existence. Thus, the traditional models of adoption based on product attributes and consumer innovativeness can no longer accommodate these new realities. Based on …

Consumer Expectation Formation In Health Care Services: A Psycho-Social Model, Kenneth Randall Russ

LSU Doctoral Dissertations

A psycho-social model of consumer expectation formation in a health care services context was developed and tested. A field study involving obstetrical patients (n=171) at a large women’s specialty hospital in the southeast was conducted. Initial support for the structural model which posits that consumer expectations in health care services are multidimensional involving role, process, outcome, and service quality was found. Furthermore, the research identified that the uncertainty of a health service encounter may cause certain consumer segments to choose coping strategies and expectation processes based on their locus of control orientation from along a continuum ranging from “approach-active” to …