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Articles 541 - 570 of 609
Full-Text Articles in Business
Race Ethnicity And In-Store Mobile-Assisted Shopping In The Us, Kristine Johnson, Manuel C. Pontes
Race Ethnicity And In-Store Mobile-Assisted Shopping In The Us, Kristine Johnson, Manuel C. Pontes
Journal of Applied Marketing Theory
Today, it is arguably important for retailers to incorporate digital technology as part of the in-store shopping experience. As such, this research examines specific elements of this process—the relationship between race, ethnicity, and consumer use of mobile coupons and digital barcodes to facilitate purchase decisions. Data were collected by telephone survey of a nationally representative sample of US adults. Results indicate minority (Non-White) adults are more likely than White adults to use their mobile phone in-store to purchase products with mobile coupons and to scan barcodes for product information. Individuals who use both social media and who own tablets or …
Supermarket Pricing Model Impact On Private Label Brands Versus National Brands Among Millennial Consumers, Jeff Hendrix
Supermarket Pricing Model Impact On Private Label Brands Versus National Brands Among Millennial Consumers, Jeff Hendrix
Journal of Applied Marketing Theory
Are national brands (NB) manufacturers at risk of losing sales to private label brands (PLB) in low quality variance categories, as the Millennial generation continues to outpace previous generational cohorts in absolute size and spending power? A quantitative examination of archival home scan panel data from over 100,000 U.S. households, investigated actual purchase data over a three-year period. Consumer metrics for Rice and Pasta category; trip conversion, buyer conversion, and loyalty served as dependent variables interacting with a multivariable grouping of independent variables; branding (NB vs. PLB), age cohort (Millennial vs. Generation X), and grocery pricing model format (Hi-Lo vs. …
The Near Future Of Marketing From The Consulting Perspective, Ronald E. Goldsmith, Luiz Moutinho
The Near Future Of Marketing From The Consulting Perspective, Ronald E. Goldsmith, Luiz Moutinho
Journal of Applied Marketing Theory
How we see the future depends partly on our current perspective. A research-oriented visionary will detail what the future brings for researchers. A technology-oriented one describes the wonders of coming technologies. Marketing managers are likely concerned with future developments in their specific areas of responsibility (i.e., advertising and promotion, branding, or supply chain). Academics likely look for the hot new research topics. This article summarizes how several major consulting companies, e.g., McKinsey & Company, Strategy&, and Euromonitor International, view the near future on the premise that academic researchers often overlook such forecasts although they provide a unique perspective on what …
Online And In-Store Compulsive Buying Among Metrosexuals, And Other Male Consumers, Michael L. Thomas, Lindsay Levine, Luther Denton, Kathleen Gruben
Online And In-Store Compulsive Buying Among Metrosexuals, And Other Male Consumers, Michael L. Thomas, Lindsay Levine, Luther Denton, Kathleen Gruben
Journal of Applied Marketing Theory
This paper presents an exploratory study of compulsive buying behavior among male, and specifically metrosexual consumers who represent significant purchasing power, but have yet to be studied in both online and in-store environments. This research has significant importance for public policy, consumer behavior and marketing. The literature has largely ignored specifically male compulsive shopping behavior, and particularly how this behavior manifests itself in different shopping environments and among different subsets of male consumers. Research was gathered via an online survey of 193 males with special attention paid to acquiring equal representation of both urban (potential metrosexuals) and rural consumers. The …
Reasons Why Small, Private Schools Should Start Football Programs, Ania Izabela Rynarzewska, Steven Mcclung
Reasons Why Small, Private Schools Should Start Football Programs, Ania Izabela Rynarzewska, Steven Mcclung
Journal of Applied Marketing Theory
College football programs are booming in popularity. College football benefits both fans and schools. Those benefits differ between small and large schools. This paper looked at reasons why small, private schools should start football program, Findings suggest a positive effect of fan identity, expectation of enjoyment and perceived importance of football to the school on intention to attend games and consume football related goods. Relationship between intentions to donate and enjoyment and importance were partially mediated by intentions to consume. Fan identity had no direct effect on intentions to donate. This study suggests that small-scale football programs can benefit students …
The Role Of Cultural Traditions On Branding And Word-Of-Mouth: Keeping Mother’S Recipes Alive!, Sindy Chapa
The Role Of Cultural Traditions On Branding And Word-Of-Mouth: Keeping Mother’S Recipes Alive!, Sindy Chapa
Journal of Applied Marketing Theory
The purpose of this study was to explore the impact a cultural tradition has on a perceived-brand-relationship (PBR) and word-of-mouth (WOM) behavior in person and on social media. Based on the cognitive-motivational-related theory of emotions and the social identity theory, a model is proposed to explain the impact that a family tradition, such as cooking with selective products, has on Hispanic mothers. Using a research mixed-method approach, a construct was developed to measure attitudes toward cultural traditions. Further, an online survey was administered for hypotheses and model testing using SEM and Logistic Regression tests. The findings supported the proposed model …
The Impact Of Team Outcomes, Brand Connection, And Game Attendance On The Corporate Image Of A Stadium Naming-Rights Sponsor, Terry Eddy, Brendan Dwyer, Mark Slavich
The Impact Of Team Outcomes, Brand Connection, And Game Attendance On The Corporate Image Of A Stadium Naming-Rights Sponsor, Terry Eddy, Brendan Dwyer, Mark Slavich
Journal of Applied Marketing Theory
The impact of sport sponsorship on perceptions of the sponsor has become a well-established line of research, but the examination of the special case of stadium naming-rights sponsors has only just begun to gain momentum. The purpose of the current study was to examine the impact of primary tenet success/failure, game attendance, and team connection on the corporate image, reputation, and credibility of the naming-rights sponsor. MetLife Stadium in the New York City metropolitan area was chosen as the unique context for this examination. The results indicated that game attendance had a significant effect on respondents’ image of MetLife. Full …
High-Low Pricing (Hl) Vs. Every Day Low Pricing (Edlp) Strategy: The Consequence Of Jc Penney’S Move From Hl To Edlp, Abhay Shah
Journal of Applied Marketing Theory
Retailers follow one of two pricing strategies – high-low (HL) and every-day low pricing (EDLP). The HL strategy is where the retailer will start with a higher price and give deep discounts in order to attract customers. On the other hand, retailers that follow the EDLP strategy keep prices very low and rarely giving price discounts. Not too long ago, JC Penney changed its strategy from HL to EDLP that had a very negative impact on its performance. The study hypothesizes that retailers who change their strategy (from HL to EDLP or EDLP to HL) will not be successful if …
Relevance Of Personal Interaction Factors Between Customers And Sales Representatives In The Automotive Business, Michael Stros, Timothy C. Heinze, David Riha
Relevance Of Personal Interaction Factors Between Customers And Sales Representatives In The Automotive Business, Michael Stros, Timothy C. Heinze, David Riha
Journal of Applied Marketing Theory
The purpose of this paper is to determine the personal factors in sales that are most relevant to the formation of positive consumer impressions and resulting sales effectiveness. The research enables scholars and practitioners to better understand the personal sales process and develop more efficient sales approaches. The study utilized an observational design methodology. Personal selling scenarios were filmed and shown to respondents who completed a consumer impression and sales effectiveness survey. Video content was also coded for statistical analysis. The resulting data was analysed via a multiple-regression model. A conceptual personal sales model was developed, and the model suggests …
In House Versus Outsourcing: Effects Of Service Quality And Consumer Satisfaction Of Sport Centers, Jennifer Y. Mak, Siu Yin Cheung
In House Versus Outsourcing: Effects Of Service Quality And Consumer Satisfaction Of Sport Centers, Jennifer Y. Mak, Siu Yin Cheung
Journal of Applied Marketing Theory
The purposes of this study were to examine the difference between Facility Management Systems, in-house versus outsourcing, in service quality of sport public sport centers, as well as examine the aspects of service delivery. The sample consists of 302 sport center consumers from different regions of Hong Kong. The Chinese version of SERVQUAL was used to measure consumer expectations and perceptions on sport centers’ service quality. The participants were invited to fill out the questionnaires at the public sport centers. Findings showed that consumers’ expectations between the public and outsourced sport centers were the same. On the other hand, the …
Community-Level Market Responsiveness To Tourism, Les Hollingsworth
Community-Level Market Responsiveness To Tourism, Les Hollingsworth
Journal of Applied Marketing Theory
The present case study examines a community’s market responsiveness to tourism. The current axiom in business is that individual organizations must be responsive to customer needs; whether the same holds true for communities as a unified tourist offering is less clear. A mixed methods approach is used to determine whether an award-winning tourism community exhibits the three criteria for market orientation (Slater & Narver, 1999). The findings suggest that market responsiveness as described in the literature may not be a requirement for success when examining communities rather than individual firms.
Beyond Amateurism: The Rebranding Of Major College Athletics, Dallas D. Branch Jr., Olin L. Adams, Marie Kraska
Beyond Amateurism: The Rebranding Of Major College Athletics, Dallas D. Branch Jr., Olin L. Adams, Marie Kraska
Journal of Applied Marketing Theory
For decades prior to NCAA v. Board of Regents, the brand of college athletics, even at the highest level, was amateurism. However, the last three decades of surging revenues and costs, as well as the current wave of litigation challenging amateurism, force decision makers in major college athletics to contemplate a future in which amateurism is banished or in retreat. In sum, the brand has outgrown amateurism. Major college athletics can survive a paradigm shift by selling the action in its games, the game day experience, and the traditions of the institutions.
In-Store Use Of Mobile Phones For Point-Of-Purchase Product Information Searches In The Us, Kristine Johnson, Manuel C. Pontes
In-Store Use Of Mobile Phones For Point-Of-Purchase Product Information Searches In The Us, Kristine Johnson, Manuel C. Pontes
Journal of Applied Marketing Theory
This research investigates how US consumers use mobile phones in-store to acquire product-related information used to assist with purchase decisions. Data were collected in early January 2013 by a telephone survey of a nationally representative sample of adults in the US. The data collection was sponsored by the Pew Foundation and made available for this research. Younger smartphone owners were significantly more likely to use their cell-phones to ask friends or family for product advice, to read product reviews online, and to engage in online price comparison while shopping. Women were significantly more likely than men to use their cell …
Gameday Food And Beverage: The Perspective Of College Football Fans, Brody J. Ruihley, Rob Hardin
Gameday Food And Beverage: The Perspective Of College Football Fans, Brody J. Ruihley, Rob Hardin
Journal of Applied Marketing Theory
This study examines sport spectators’ food and beverage experience through the lens of service quality, targets of quality, and standards of quality in sport-based services. Both qualitative and quantitative data were collected from 1,495 adults attending at least one American college football game. Thematic analysis produced five themes of price, variety, quality, service, and amenities while comparison analysis found several demographic differences. Findings reveal food and beverage to be critical in overall experience at sporting events. The overwhelming majority of comments were negative and findings provide feedback as to how important this aspect of the game experience is.
Brand Engagement And Consumer Innovativeness, Ronald E. Goldsmith, Leisa R. Flynn, Felipe Korzenny
Brand Engagement And Consumer Innovativeness, Ronald E. Goldsmith, Leisa R. Flynn, Felipe Korzenny
Journal of Applied Marketing Theory
Brand engagement describes the tendency of consumers to make the brands they buy part of their self-concept. This new insight into consumer behavior offers marketers many ways to create relationships with their customers. An unexplored aspect of brand engagement is how it is related to consumer innovativeness, the tendency to be among the first buyers of new products. The present study used survey data from 2399 adult U.S. consumers to show that brand engagement is positively related to consumer innovativeness. This finding suggests that in addition to promoting the features of new products likely to attract innovators, showing how the …
Consumer Trait And Situational Factor Determinants Of Technology Acceptance, Jon M. Martin
Consumer Trait And Situational Factor Determinants Of Technology Acceptance, Jon M. Martin
Journal of Applied Marketing Theory
This study examines the internal relationships of the basic technology acceptance model (TAM) constructs and TAM’s determinant relationships with external predictors from: a) demographics (age, gender, income, education, and ethnicity); b) psychographic tech readiness facets (optimism, innovativeness, discomfort, insecurity); c) situational factors (wait time and crowding). Analysis confirms the basic TAM model and suggests that the relationships of age, wait time, crowding, and optimism with TAM’s latent variables (perceived usefulness and perceived ease-of-use) appear valid and generalizable and have implications for self-service technology (SST) adoption research. Exploratory research that omits TAM’s moderating variables (perceived usefulness and perceived ease-of-use) and that …
Characteristics And Motivations Of Die-Hard Sport Fans, Ryan Smart, Steve Chen, Kenneth Henderson
Characteristics And Motivations Of Die-Hard Sport Fans, Ryan Smart, Steve Chen, Kenneth Henderson
Journal of Applied Marketing Theory
Past research has examined the die-hard fans’ characteristics, consumption behaviors, and attending motivation of avid sport fans. The study further evaluated those fans’ characteristics and motivation through a series of qualitative interview questions based on the conceptual frameworks of loyalty, fan motivation, fan identity, and “sport-as-religion.” The participants were 24 season-ticket holders of a Mid-west professional football team who also identified themselves as a fan of football, baseball, basketball, and hockey. Their fanship varied from collegiate to professional level teams of various locations. Results showed die-hard fans’ game-attending motivations were influenced by their family, popularity and performance of players, and …
The Influences Of Brand-Consumer And Cause-Congruence On Consumer Responses To Cause Related Marketing, Ronald E. Goldsmith, Zhu Yimin
The Influences Of Brand-Consumer And Cause-Congruence On Consumer Responses To Cause Related Marketing, Ronald E. Goldsmith, Zhu Yimin
Journal of Applied Marketing Theory
Cause Related Marketing (CRM) is a widely used type of brand alliance in which companies donate a portion of their sales to social causes with whom they ally. Researchers have studied many aspects of CRM to learn why these programs are effective and how to enhance their success. An overlooked component in CRM research is the extent to which consumers identify with the brand and with the cause. The present study presented 604 U.S. college students with CRM campaigns for two brands (M&Ms and Crest) partnered with the World Wildlife Fund to assess whether brand-cause congruence, brand-consumer congruence, cause-consumer congruence, …
Brand Equity Perceptual Mapping: Competitive Landscapes And Consumer Segments In Brand Equity Space, Brian Parker
Brand Equity Perceptual Mapping: Competitive Landscapes And Consumer Segments In Brand Equity Space, Brian Parker
Journal of Applied Marketing Theory
This study advanced a technique to map brand metrics and theoretically derived diagnostics that depict the relative positions of competitive brand sets and audience segments in a perceptual consumer-based brand equity space. Survey research collected brand equity ratings for two sets of competitive brands (Nike, Converse, Reebok and Toyota, Nissan, Pontiac), used to construct a pair of twodimensional maps that illustrate the brands’ position on brand equity dimensions relative to competitors and demographic-based segments. Paired brand equity indicators resulted in eight map quadrant areas that characterize a brand positioned in that space. The mapping techniques facilitate the strategic application of …
Is Dynamic Pricing Viable For Small Market Collegiate Athletics?, Steve Chen, Kenneth Henderson, Cassandra Smith, Nicholas Mason
Is Dynamic Pricing Viable For Small Market Collegiate Athletics?, Steve Chen, Kenneth Henderson, Cassandra Smith, Nicholas Mason
Journal of Applied Marketing Theory
Sport organizations use dynamic ticket pricing (DTP) strategies to generate extra revenues. DTP is based on demand and occasions. This exploratory study reported the results of the online survey data collected from 48 mid-west college/university athletic directors and marketing managers. The participants shared responses regarding their perceptions of the use of DTP by regional and private smallmarket collegiate athletic programs. Specifically, the study examined the perceived benefits and shortcomings of DTP. Past experiences implementing the strategy are also discussed. The results concluded that the majority of respondents were receptive to DTP although they questioned whether the strategy could deliver excessive …
Psychological Capital Intervention: A Potential Tool For Improving Organizational Commitment In Sales Organizations, Steven A. Schulz, Heather M. Schulz, Marsha Yeagley
Psychological Capital Intervention: A Potential Tool For Improving Organizational Commitment In Sales Organizations, Steven A. Schulz, Heather M. Schulz, Marsha Yeagley
Journal of Applied Marketing Theory
Given current challenges related to talent in sales organizations, the need for enhanced recruiting and retention of top-tier talent has never been more critical. Extant research has demonstrated the high cost of employee turnover and the importance of organizational commitment for the sales force. This report explores the potential of utilizing psychological capital (PsyCap) in sales organizations in order to gain a competitive advantage through increased organizational commitment. The authors found strong, positive relationships between PsyCap and organizational support, job satisfaction, and organizational commitment. Implications for academic researchers and a proposed intervention strategy for managers seeking to improve organizational commitment …
In The Wake Of A Merger: Consumer Reactions To Service Failures, Melinda A. Mclelland, Ronald E. Goldsmith
In The Wake Of A Merger: Consumer Reactions To Service Failures, Melinda A. Mclelland, Ronald E. Goldsmith
Journal of Applied Marketing Theory
Customers are often overlooked during the merger process in both reality and the marketing literature. This research features an experiment with 431 U.S. consumers that assesses the impact of a service failure following a merger on a variety of consumer behaviors. Key results indicate that consumers are more likely to switch service providers if they experience a failure of any magnitude (major/minor) following a merger than if they experience the same failure in the absence of a merger. This finding emphasizes that firms involved in service mergers have to be extremely diligent about preventing customer defection and implement focused marketing …
Acquiring And Maintaining Premium Seat Customers In The “Big Four” Leagues, Peter J. Titlebaum, Ronald Dick, Kim Feldmann, Robert Davis
Acquiring And Maintaining Premium Seat Customers In The “Big Four” Leagues, Peter J. Titlebaum, Ronald Dick, Kim Feldmann, Robert Davis
Journal of Applied Marketing Theory
The sports industry in the United States will bring in an estimated $400 to $425 billion in 2011 (Plunkett Research, Ltd, 2011). Of the overall revenue, $10 billion is derived from premium seating. Unlike general admission and television revenue, income from premium seats is not usually shared with other teams in the league (Miller & Washington, 2010). Premium seating revenue makes a significant contribution to the overall revenue stream of sports organizations. In the 2010-2011 seasons, there were a total of 12,527 luxury suites across all the professional sports venues within the National Football League (NFL), National Basketball Association (NBA), …
Real Smiles Vs. Faked Smiles: How Emotional Labor Impacts Service Behaviors, Anita Whiting
Real Smiles Vs. Faked Smiles: How Emotional Labor Impacts Service Behaviors, Anita Whiting
Journal of Applied Marketing Theory
This study investigates how emotional labor impacts service behaviors. Unlike previous research which focuses predominantly on the customer’s experience during a service encounter, this paper focuses on service employees and their performance during the service encounter. In particular, this study looks at how the emotional labor strategies of surface acting and deep acting impact customer service, job performance, and job satisfaction. The results from the SEMPLS analyses show that (1) surface acting has a negative impact on customer service and job satisfaction and (2) deep acting has a positive impact on customer service, job performance, and job satisfaction. Overall, the …
The Effect Of Antecedent Mood On Customer Loyalty Intentions: A Mood By Gender Interaction, Michael L. Thomas, Lindsay Levine, Linda Mullen
The Effect Of Antecedent Mood On Customer Loyalty Intentions: A Mood By Gender Interaction, Michael L. Thomas, Lindsay Levine, Linda Mullen
Journal of Applied Marketing Theory
This study suggests that induced antecedent moods may, in a systematic manner, influence subsequent levels of loyalty intention within consumer scenarios. Furthermore, this research finds that there exists differential responses to induced mood states by gender, which fall in line with research on the underlying gender differences in cognitive processing, levels of risk aversion, motivation, and the experience of emotion while shopping. Past studies in this area have shown only a mild connection between induced antecedent mood state and loyalty intentions, which may be due in part to the issue of an emotion by gender interaction. This paper reinforces previous …
Investigating The Nba Servicescape: Fan Involvement, Team Loyalty, Perceptions Of Atmospheric Music And Emotional Responses, Crystal Southall, Richard Southall
Investigating The Nba Servicescape: Fan Involvement, Team Loyalty, Perceptions Of Atmospheric Music And Emotional Responses, Crystal Southall, Richard Southall
Journal of Applied Marketing Theory
Within the domain of entertainment and leisure services, sport is a unique experiential service-product. Further, sport consumer behavior has changed dramatically, as advances in technology have decreased barriers to and increased the scope of sport consumption. Sport consumers can now watch live, delayed, or recorded sport events when and where they choose. Therefore, sport organizations must focus on sustainability through the creation of a competitive advantage in the staging of live sport events. Given that the NBA product is consumed within an increasingly stimulating consumptive landscape (Andrews, 2006), this study sought to examine the relationship between NBA fans’ involvement, home-team …
Passion Transfer In Sports Advertising: Sports Passion And Attitude Toward Advertising, Brandon Brown, Larry Degaris
Passion Transfer In Sports Advertising: Sports Passion And Attitude Toward Advertising, Brandon Brown, Larry Degaris
Journal of Applied Marketing Theory
In order to retain advertising clients, media companies are in search of viable strategies that can justify the high costs of advertising fees within the sports setting. In acknowledging the significance of advertising during sport programs, the current study seeks to investigate the value of sports advertising by introducing the concept of ‘passion transfer’ (i.e., the transference of high likability levels of sport programs to the sport programs’ advertisements). We examine this concept by analyzing the relationship between viewer passion towards programming and advertising effectiveness. In doing so, the study also lends support to the notion of incorporating emotional measures …
Comments From The Editors, Rick Mathisen, Michael Mccall, Mike Musante
Comments From The Editors, Rick Mathisen, Michael Mccall, Mike Musante
Journal of Applied Marketing Theory
Welcome to Volume 4 Issue 1 of the Journal of Applied Marketing Theory. With this edition we present some interesting articles that we think offer research in the true spirit of the Journal of Applied Marketing Theory. We are particularly pleased to present to you a practitioner driven article. As we move forward, we see the opportunity to present to you, research that is academically rigorous and practically relevant. Our goal is to present articles that have actionable managerial relevance and we encourage you to submit your best work to the Journal. We present to you the following articles and …
The Marketing And Economic Implications Of Select Bankruptcies In North American Professional Sports Since The Start Of The Global Economic Crisis, Eric C. Schwarz, Patrick Ryan Murphy, Barbara Caldwell
The Marketing And Economic Implications Of Select Bankruptcies In North American Professional Sports Since The Start Of The Global Economic Crisis, Eric C. Schwarz, Patrick Ryan Murphy, Barbara Caldwell
Journal of Applied Marketing Theory
The purpose of this paper is to look at the effects of the global economic crisis on the North American professional sports industry, and more specifically some of the examples of how the significant change in the global economic landscape has had a direct effect on the sport business industry. The most interesting of these effects is the increase in the number of bankruptcies that have occurred over the past five years. An analysis of these bankruptcies in professional sports over the recent past will be described, including their causes and results. Specific analysis will focus on the marketing implications …
Gift Cards And Gift Giving, Melek Meral Anitsal, Ismet Anitsal, Amanda Brown
Gift Cards And Gift Giving, Melek Meral Anitsal, Ismet Anitsal, Amanda Brown
Journal of Applied Marketing Theory
Gift cards are frequently located at premium points inside the retail space where stores sell not only their own cards but also other retailers’ cards for almost every occasion. Media encouraged practitioners to promote these cards. However, this emerging phenomenon of consumers’ preference of gift cards has not been explored thoroughly yet. The objective of the current study is to understand consumer reactions to gift cards in terms of their impact in gift giving and gift receiving relationships. Specifically, this qualitative research seeks to investigate the following research objectives: (1) How gift givers and receivers perceive gift cards; (2) What …