Business Commons^™

Harnessing The Power Within: The Consequences Of Salesperson Moral Identity And The Moderating Role Of Internal Competitive Climate, Omar S. Itani, Nawar N. Chaker

Marketing Faculty Publications

The purpose of this research is to examine the notion of salesperson moral identity as a prosocial individual trait and its associated effects on customer and coworker relationships. In addition, this study examines the underlying processes in which these effects occur as well as the moderating role of internal competitive climate. Our empirical investigation of business-to-business (B2B) sales professionals reveals that moral identity has both direct and indirect effects on a salesperson’s customer- and team-directed outcomes. Specifically, our results demonstrate that salesperson moral identity positively affects both salesperson-customer identification and organizational identification, which, in turn, impact customer service provision and …

2022-December-01-Etsu Professor Named Vice President Of Pca, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY – East Tennessee State University’s Dr. Elwood Watson, professor of history, Black American Studies and Women’s, Gender and Sexuality Studies whose writings and presentations have reached a wide audience, has been selected as the new vice president for Diversity, Outreach and Inclusion with The Popular Culture Association (PCA). 

Dr. Sue Matheson, president of the association and a professor at University College of the North, said: “We are pleased that Dr. Watson has accepted our request to serve in this most important position. The Governing Board is confident that Dr. Watson’s long record of service to the PCA, …

Rebranding My Cosmetics Business, Liaonn Martin

Creativity and Change Leadership Graduate Student Master's Projects

The project is focused on rebranding my business by changing the name, creating a working website, as well as creating and selling different products I am passionate about. As part of the project I worked on making my Instagram page more appealing to bring in customers from all over the world, and using Instagram to promote my products. I also researched different ways to utilize platforms such as Tik Tok and Facebook to help my business become more popular. I created extra gifts such as thank you notes, complimentary lip scrubs, and a thank you note for all of my …

Examining The Relationship Between Different Retail Mediums And Consumer Spending Habits, Melinda Vigh

University Honors Program Senior Projects

Understanding customer behavior and preferences is the first step towards developing optimal strategies for businesses and driving the highest revenues possible. Consumer behavior spending habits are everchanging due to the evolving nature of customers’ needs and preferences. This thesis fills the gap of a quantitative analysis between the in-person and online retail medium reflected onto levels of customer spending. This research provides further information about shoppers’ decision-making processes accounting for correlative relationships between demographic (age, gender, education level, income, etc.) and environmental variables (physical store atmospheres, online retail websites, social media advertisement). The research was based on primary data collected …

2022-December-01-Wets-Fm Launching Year-End Campaign, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY – WETS-FM, a public radio station housed on the main campus of East Tennessee State University, is launching a year-end campaign that runs Dec. 10-16.

“Public radio is vital here in the Appalachian Highlands, as well as across the nation,” said Chad Barrett, station director. “We hope our listeners will be generous as we close out 2022.” 

Donations directly support NPR programming, and help the station replace aging equipment.

“We so often hear from our wonderful listeners how much they love WETS-FM,” Barrett said. “We are asking for support to ensure this excellent programming stays on the air.” …

Marketing And The Church, Parker Panetti

Marketing Undergraduate Honors Theses

This paper attempts to take an in-depth look at the current state of the Church in America and how marketing has and will continue to play a key role in its position in society.

The word marketing comes from the concept of the merchant buying and selling a product - in the market. From a Christian perspective, marketing tells the story of the redemptive work of Jesus Christ - who bought and redeemed mankind for a price, saved from sin, and set apart for service to the Lord. Churches have this story, the greatest story to tell, but people are …

2022-December-01-Etsu Predicts Above-Normal Temperatures This Winter, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY – Like it or not, the official start to winter is only a few days away.

And for the third straight season, winter will be characterized by the La Niña pattern. That likely means higher-than-normal temperatures for much of the Appalachian Highlands and above average precipitation, according to East Tennessee State University.

“Seasonal forecasts can be pretty tricky and the federal government through the NOAA along with the Farmer’s Almanac and Punxsutawney Phil, don’t always get it right,” said Dr. Andrew Joyner and Wil Tollefson, both members of the Department of Geosciences.

Housed in Ross Hall on …

Launching An Online Boutique And Analyzing Digital Marketing Strategies Used, Kayla Weyers

Honors Program: Senior Projects (Public)

Digital marketing is becoming more relevant and widely used in the marketing industry. In order to use the marketing skills that I have learned through my marketing major in a real-world scenario, I launched an online women’s clothing store called Ash + Grae. This paper examines the start-up process and legal obstacles of opening a small business. It also analyzes the different marketing techniques by comparing digital marketing strategies such as social media, influencer, email, and SEO marketing.

2022 December, Morehead State University. Office Of Communications & Marketing.

Morehead State Press Release Archive, 1961 to the Present

Press releases for December of 2022.

Negative Customer Reviews And The Online Decision-Making Process: The Role Of Construal Fit, Minji Kim

UNLV Theses, Dissertations, Professional Papers, and Capstones

Consumers seek out online reviews to aid their decision-making, particularly when purchasing products and services online. Given their power to influence consumer behavior, online reviews have been extensively studied in various settings. While much research has focused on what determines the performance of online reviews, limited research has focused on why a particular review receives more or less attention from consumers. This study aims to fill this knowledge gap by exploring how consumers with different mindsets respond to online reviews framed at different levels of construal. Applying the construal fit principle, this research predicts that consumers more fluently process online …

The Impact Of The Covid-19 Pandemic On Online Food Delivery Apps, Lauren Morell

UNLV Theses, Dissertations, Professional Papers, and Capstones

The restaurant industry continues to change as Online Food Delivery apps (OFD) continue to gain more popularity because of the COVID-19 pandemic. The food delivery market has grown over 52% since the start of the pandemic. Online food delivery app platforms like DoorDash, UberEats, and Postmates began to offer delivery over the past decade, rapidly growing with the help of ghost kitchens. Consumer behavior factors and intention to use OFDs have changed as more advanced app technology becomes available, and as the restaurant industry navigates the COVID-19 pandemic restrictions. Many consumers favor mobile delivery apps overall convenience and perceived usefulness. …

Salesperson-Customer Dyads In The Casino Gaming Industry: How Sales Competencies And Relationship Lifecycles Influence Customer Satisfaction And Account Profitability, Alicia Lechtenberger

UNLV Theses, Dissertations, Professional Papers, and Capstones

Developing extraordinary relationships between sales personnel and customers is essential to corporate success. To meet the increasing demands of customers within the hospitality industry, corporations must ensure they pair customers with salespeople who are highly competent, possessing refined and adaptable skill sets that directly increase customer satisfaction and account profitability. Corporations spend billions of dollars annually on hiring and training salespeople; yet, salespeople often quit or miss their quota targets. Considering this industry-wide business problem, the purpose of this dissertation study was to determine how sales competencies influence customer satisfaction and account profitability while taking into consideration the duration of …

Optimal Channel Strategy Of Luxury Brands In The Presence Of Online Marketplace And Copycats, Sarah Yini Gao, Wei Shi Lim, Ziqiu Ye

Research Collection Lee Kong Chian School Of Business

The strategic interaction between authentic luxury brands and their copycats has evolved since the proliferation of online marketplaces. Using a game-theoretic framework, we examine how an authentic luxury brand, observing the strategic behavior of its competing copycats, should make its optimal entry decision to a third-party online marketplace. Our findings reveal that the authentic luxury brand does not sell on the online marketplace when either the quality or the physical resemblance of the copycat to the authentic luxury brand is high. This contributes to the related literature by offering an explanation for the increasing quality of copycats amid the e-commerce …

The Impact Of Subscription Programs On Customer Purchases, Raghu Iyengar, Young-Hoon Park, Qi Yu

Research Collection Lee Kong Chian School Of Business

Subscription programs have become increasingly popular among a wide variety of retailers and marketplace platforms. Subscription programs give members access to a set of exclusive benefits for a fixed fee upfront. In this paper, we examine the causal effect of a subscription program on customer behavior. To account for self-selection and identify the individual-level treatment effects, we combine a difference-in-differences approach with a generalized random forests procedure that matches each member of the subscription program with comparable non-members. We find subscription leads to a large increase in customer purchases. The effect of subscription is economically significant, persistent over time, and …

Arts Marketing, David Ocon

Research Collection School of Social Sciences

Although there are hundreds of resources on traditional and commercial marketing, the materials available specifically for arts marketing are scarce, posing additional challenges for Gillian. Furthermore, while some focus on arts management, few of them address marketing from the perspective of a small-to-medium (often financially struggling) arts organization. An organization like Gillian’s often has limited resources, both financial and human, and can only approach marketing informally. However, it experiences the same pressures to perform well as larger arts institutions. Often, survival depends on how well it implements the marketing strategies that marketing staff create on their own. This chapter is …

2022-November-29-Student Pharmacists Collect Boxes For Operation Christmas Child, Bill Gatton College Of Pharmacy, East Tennessee State University, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY, Tenn. (Nov. 29, 2022) – Student pharmacists at East Tennessee State University Bill Gatton College of Pharmacy are helping children in need across the world.

The college’s Christian Pharmacist Fellowship International (CPFI) chapter filled 47 shoeboxes as part of Operation Christmas Child, a project of Samaritan's Purse, an international Christian relief and evangelism organization headed by Franklin Graham. Since 1993, more than 168 million Operation Christmas Child gift-filled shoeboxes have been distributed to children in more than 160 countries and territories.  

“That's 47 lives touched all the way across the ocean from a small organization in East Tennessee,” …

An Evaluation Of Product Descriptions And Brand Trust As Influencers Of Purchase Intent In A Luxury Second Hand Ecommerce Shopping Environment, Nyiesha Jones

Research Psychology Theses

In a world where fashion is a one-and-done look for an Instagram photo, represents 4% of global waste, and is growing at a rate of 11 times faster than traditional retail, there is a growing interest to reduce the carbon footprint of fashion by offering outlets for consumers to circulate their wardrobe through consignment opposed to throwing it away (Bird, 2018). Research has been done to evaluate the importance of information on e-commerce websites, with little focus on secondhand e-commerce. Previous research on secondhand shopping focuses mostly on shopping motivations, but once a customer has decided to shop secondhand what …

Engaging With Omnichannel Brands: The Role Of Consumer Empowerment, Omar S. Itani, Sandra Maria Correia Loureiro, Zahy Ramadan

Marketing Faculty Publications

Purpose

This study aims to integrate brand and retailer levels variables to examine the direct and indirect relationships between omnichannel retailing and consumer engagement.

Design/methodology/approach

Survey data are collected from a sample consumers of different omnichannel retailing brands operating in the skin care industry. Partial least squares structural equation modeling is utilized.

Findings

The study finds brand channels' integrated interactions (process and content consistency) to increase consumer brand engagement. Findings show retailer consumer empowerment to intensify the impact of omnichannel retailing on consumer engagement. Results also show brand channels' integrated interactions to increase consumer brand familiarity, which mediates the effect …

2022-November-22-Reindeer 5k Run-Walk, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY (Nov. 22, 2022) – The Organization of Student Representatives (OSR) at East Tennessee State University’s Quillen College of Medicine is hosting a 5K Reindeer Run/Walk fundraiser on Saturday, Dec. 3, at 1 p.m. to benefit the Willow Unit at Woodridge Hospital.

“For the past two years, OSR has hosted a virtual 5K fundraiser event for the Willow Unit at Woodridge,” said first-year medical student and OSR representative Tia Shutes. “This year, we are hosting an in-person 5K that promotes good health and allows us to continue this tradition.”

Registration for the 5K is $10 per person, and the …

The Intersection Of Digital Communication & Non-Profit Organizations, Aliyah Burton

Senior Honors Theses

Non-profit organizations are actively addressing prevalent issues in society, seeking to benefit the public and those in need through various forms of intervention and programming. Non-profits have unique leadership and culture, requiring models of communication that fit these unique qualities. Communication is vital to the success of non-profits, particularly in a digital age. This thesis synthesizes the current research on non-profit culture and leadership with data on donor trends, online giving, social media practices, and more points of interest for non-profits when it comes to digital communication. Additionally, a connection is made between strong digital communication strategies and ongoing donor …

2022-November-17-Talk To Focus On Obesity Treatment Strategies, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY (Nov. 17, 2022) – “A Journey Through Obesity, Weight Bias and Obesity Treatment: Your Primer to a Reduced-Guilt Thanksgiving” is the topic of the final presentation of the fall semester in the East Tennessee Ballad Health Strong BRAIN Institute Resilience Series.

ETSU alumna Dr. Hannah Lawman will be the guest speaker for the free virtual presentation on Monday, Nov. 21, at 11 a.m. Participants may register for the Zoom link at tinyurl.com/resilience11-2.

In her presentation, Lawman, a clinical health psychologist, will review influences on obesity and obesity treatment strategies ranging from biological to cultural. Participants will gain …

2022-November-17-P2 Named World Powerlifting Champion In Categories, Bill Gatton College Of Pharmacy, East Tennessee State University, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY, Tenn. (Nov. 17, 2022)—Earning a Doctor of Pharmacy is a heavy lift for most student pharmacists, but East Tennessee State University Bill Gatton College of Pharmacy P2 Brie Levy’s strength goes well beyond the classroom.

Levy, from Chattanooga, recently was named a World Powerlifting Champion in three categories for her weight class, bench press, deadlift and squat, while competing with Team USA in the International Powerlifting League Drug Tested Worlds in Surfers Paradise, Australia. In addition, she broke eight world records, six national records, and eight Tennessee records.

“It is really cool knowing that I have world records …

2022-November-15-Veterans Day Spotlight, Bill Gatton College Of Pharmacy, East Tennessee State University, University Marketing And Communication, East Tennessee State University

ETSU News

On this Veterans Day, we honor the many ETSU Gatton College of Pharmacy student pharmacists, alumni, faculty, staff, and preceptors who have served in our nation's military. Since our college is located on the Mountain Home VA Campus, we see the evidence everyday of the ultimate sacrifices our veterans have made.

Meet P1 Lieutenant Andrew Hensley, from Valdosta, Georgia, who served in the U.S. Navy as a Surface Warfare Officer (SWO) and retired after nearly six years.

How did your military career help you in your pharmacy career?

AH: The military gives one an experience you cannot get anywhere else. …

Doing Good: Navigating The Csr Maze In India – Review Of Book By Meena Raghunathan, Ruchi Tewari, Aatman Shukla

Markets, Globalization & Development Review

No abstract provided.

Competing Visions Of Fundamental Global Change: Comparative Book Review Of Rethinking Humanity By Seba & Arbib, Cristian Ziliberberg

Markets, Globalization & Development Review

No abstract provided.

A Global Palette Of Insightful Reviews, Nikhilesh Dholakia, Deniz Atik

Markets, Globalization & Development Review

No abstract provided.

Factors Influencing Foreign Products Purchase Intention Of Mongolian Consumers, Urandelger Gantulga, Munkhbayasgalan Ganbold

Asia Marketing Journal

The current study examines how ethnocentrism influences the relationship between country image, product image, quality, and purchase intention for foreign goods. It is necessary to explore and analyze the connection between consumer ethnocentrism and purchase intention to develop marketing strategies that influence consumers' purchasing decisions. Accordingly, this article develops the research model to determine the impact of specific product determinants on consumer purchase intention towards foreign products. An online survey was carried out to reach the research objective. Four hundred effective questionnaires were analyzed using SPSS 23 and Smart PLS 3.3. The results showed that foreign product quality and image …

2022-November-10-Addiction Science Center Earns State Award, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY (Nov. 10, 2022) – The Addiction Science Center at East Tennessee State University received the Advocate of Peer Recovery Service-Agency Award from the Tennessee Certified Peer Recovery Specialist Program of the state Department of Mental Health and Substance Abuse Services.

This award, presented at the virtual annual conference of Tennessee Certified Peer Recovery Specialists, is presented to the group or agency that has, over the past year, been at the forefront of advocating for peer recovery services that empower Tennesseans with a mental health and/or substance use disorder. The entity receiving the award has championed the advancement of …

Marketing's Contribution To Consumer Welfare, David W. Stewart

Marketing & Business Law Faculty Works

The marketing discipline emerged in the early 20th century in response to the needs for new institutions and processes for delivering goods and services to an increasingly urbanized and diverse market. Evidence suggests that the value delivery system(s) that have emerged have substantially improved consumer welfare. This history and success of the marketing discipline is frequently overlooked in discussions of markets and marketing. This paper suggests the need to place discussion of the role of marketing and its contributions to social welfare in an appropriate historical context. It also draws attention to the need for research on the complementary roles …

2022-November-04-Etsu To Be Regional Host For Tn Health Careers Summit And Expo, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY (Nov. 4, 2022) – East Tennessee State University will be the regional host site for the TN Health Careers Summit and Expo on Tuesday, Nov. 15.

This on-campus event promotes health professions and celebrates health as a career path for high school students. Students, teachers and advisers are invited to participate. Those attending will meet and network with health professionals and health programs, learn from a keynote panel of health leaders in the state of Tennessee and participate in breakout sessions to build skills and knowledge to be successful in health professions. They will also engage in a …