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A Study On Information Technology Consumerization: Intentions To Use And Recognize Use Behaviors, Lorraine A. Lamb

Doctor of Business Administration Dissertations

The paper examines the influences of users’ beliefs, attitudes, social norms, and perceived control on IT Consumerization use in the technology industry. It was expected to find significant influences leading to intention to use and actual use of the consumerization service. By identifying key drivers that lead to actual use, more was understood as to how to successfully position the service within an organization in such a way so as to connect the employee’s interest to using an IT Consumerization service. In addition, the academic field of research is expanded by leveraging a well-grounded theoretical framework and an exploration of …

Corporate Social Responsibility In The B-2-B Market, Susan Saurage-Altenloh, Perry Haan

Atlantic Marketing Association Proceedings

Organizations that invest in corporate social responsibility (CSR) to improve the quality of a community or population expect a return on their investment in the form of improved brand reputation and greater consideration in the competitive environment. Homburg, Stierl, and Bornemann (2013) determined that targeted CSR activities could enhance trust and identification by organizational customers, thus fostering customer loyalty. The authors confirmed that CSR influenced client trust through loyalty and that integrating instrumental stakeholder theory with social exchange theory undergirded this link between CSR and trust. Maignan and Ferrell (2004) exhorted marketers to focus beyond consumers to other stakeholder groups …

Support For The Inclusion Of Personal Value Preferences In Decision Support Systems, Donald L. Ariail, Janine Elyse Aronson, Richard Aukerman, Amine Khayati

Faculty Articles

We consider the important issue of including personal value preferences in decision support systems (DSS). Various personal differences have been shown to affect the acceptance, use, and effectiveness of DSS. Decision-making models offer a theoretical basis for the inclusion of various personal differences (including personal value preferences) in decision-making. Research in the field of psychology has long recognized the importance of values in both motivation and choice behavior. Other research has also found personal values to be relevant in decision-making. We posit that since personal values are important in the decision-making process, they should also be important in the support …

Managing Challenges Of Multicultural Information Systems Project Teams In South Africa, Udo Richard Averweg, Tom Addison

The African Journal of Information Systems

Information Systems (IS) project teams in South Africa need to be led by individuals whose skills include managing cultural diversity. A three phase Delphi study was used to collect and rank the methods used to manage culturally diverse IS project teams in the Johannesburg area of South Africa. The ‘top’ fifteen methods were selected and are presented in the report. The leading method found was to appoint project managers or team leaders who are aware of diversity issues, followed by the placing of increased emphasis on goals, objectives, boundaries and tasks. The paper’s principal contribution is that the study is …

Investigating South African Vendors’ Cloud Computing Value Proposition To Small, Medium And Micro Enterprises: A Case Of The City Of Tshwane Metropolitan Municipality, Lucas N. Gumbi, Ernest Mnkandla

The African Journal of Information Systems

While Small, Medium and Micro Enterprises (SMMEs) are known to contribute significantly to economic growth and reduction of unemployment worldwide, South Africa experiences high failure rate, stagnation and limited growth of SMMEs. Cloud computing, which promises cost efficiencies for SMMEs through its unique outsourcing based business model, is emerging as a viable solution and an excellent value proposition to SMMEs. This study investigated the value proposition of cloud computing vendors to South African SMMEs. The problems addressed in this research are:

- investigating whether the concept of cloud computing and its related key terms are being comprehended by South African …

A Context-Aware Model To Improve Usability Of Information Display On Smartphone Apps For Emerging Users, Felix F. Ntawanga, Andre P. Calitz, Lynette Barnard

The African Journal of Information Systems

Smartphones have become a reliable technology for accessing information and services in rural communities. Mobile applications, such as social media and news apps running on smartphones, are no longer exclusively utilised by users in developed communities. Mobile applications are accessed in highly contextualised environments. This paper discusses a context-aware model that was implemented to improve the usability of information presented on smartphone applications for emerging users. User evaluation was conducted within a remote area in South Africa with a sample of users, most of whom did not have prior experience in using computer applications. The results of the evaluation present …

Factors Influencing The Use Of M-Banking By Academics: Case Study Sms-Based M-Banking, Gbolahan Olasina

The African Journal of Information Systems

There are several advantages with m-banking. Several related studies have shown that m-banking and indeed SMS-based mobile banking applications have become popular in many countries in Europe and America. The phenomenon remains not widely used in many others such as Nigeria. This study identified and investigated the factors that influence academics in Nigeria to use m- banking with focus on the evaluation of SMS-based mobile banking. The research model was adopted from the Unified Theory of Acceptance and Use of Technology model (UTAUT). A survey questionnaire was administered to collect data from 150 academic staff and 350 university students of …

The Effects Of Risk Management Programs On Financial Professionals' Judgments, James F. Boyle

Doctor of Business Administration Dissertations

Despite the present focus in practice on enterprise risk management (ERM), academic studies have not responded to the question, “How do risk management programs (RMPs) influence the business decisions of financial professionals?” This study addresses this issue by examining the effects of RMPs on the levels of judgment conservatism and effort exercised by financial professionals. Specifically, in a 2 x 2 between-subjects experiment using experienced financial professionals as participants, I manipulated RMP type (i.e., robust or ceremonial) and financial risk level (i.e., high or low). The study examines the effect of RMP type and the interaction of RMP type and …

Qualitative Data Mining And Sensitivity Analysis, Brian R. Kinard

Atlantic Marketing Association Proceedings

In today’s consumer centric environment, there is no shortage of outlets for consumers to express their level of satisfaction with a company, employee, product and/or service. For instance, websites such as Amazon, Rotten Tomatoes, TripAdvisor, Yelp, and Expedia allow customers the opportunity to provide feedback specific to a product, service, and/or organization. Such feedback is vitally important to business firms, as customer reviews are shown to be more trustworthy than descriptions that come direct from manufacturers. For instance, 73 percent of people trust online reviews and 63 percent of people actively seek out online reviews when making a purchase decision. …

Business Framing For Analytics, Beverly Wright

Atlantic Marketing Association Proceedings

Both the academic and business practitioner communities are faced with the challenges of discovery, innovation, and constant learning of their field, particularly within the marketing discipline, where content, processes, and even structure are dynamic in nature, with constantly evolving interests and focus. A solid research agenda with excellent analytics to address pertinent business questions is crucial for successfully expanding our understanding of the marketing function.

Perceived Value E-Ticketing As Sports Entertainment Options, Amber A. Smith-Ditizio

Atlantic Marketing Association Proceedings

Through the advantages of online and electronic ticketing services, the sporting entertainment industry has been able to increase the production and effectiveness of their customer relation management department. While simultaneously minimizing and perfecting the current concerns of electronic ticketing such as; costs, safety measures to both consumers and companies, delivery modes, comparisons to traditional ticket services, and technological sophistication. An empirical study of business professionals in the Pittsburgh, Pennsylvania metropolitan area revealed that age, amount of disposable income, and education were not predictive of the degree of customer satisfaction derived from the use of e-ticketing for sports events, possibly pointing …

Dynamic Pricing In Major League Baseball Tickets: Issues And Challenges, John T. Drea, Andrew Nahlik

Atlantic Marketing Association Proceedings

A rapidly growing trend in the business of professional sports is the use of dynamic pricing as a tool for maximizing revenue generation. Dynamic pricing (DP) is defined as a system in which prices respond to supply and demand pressures in a real time (or nearly real time) manner (Sahay 2007). American Airlines is credited with the first widespread use of DP as a pricing tool to handle the mismatches in supply and demand for certain flights (McAfee & te Velde 2006). DP has spread to numerous other industries, including entertainment, hotels, manufacturing to order, and lately, to Major League …

Branding Gender In Sport: A Visual-Rhetorical Analysis Of The Branding Of Roller Derby, Tylean Coleman, Jon Littlefield

Atlantic Marketing Association Proceedings

Branding a sport has a significant effect on its reception by the public, particularly for sports that are newer or for which consumer awareness is less. Hence, how a sport is positioned to potential spectators will likely play a key role in its success. Roller derby has been a part of American cultural landscape since the 1880’s and took its modern form during the Great depression. Historically, it involved women competing for points circling a flat track, and was primarily target to working class spectators. Over the last few decades, however, roller derby has experienced a resurgence in popularity due …

Cutting The Cord: An Examination Of Changing Tv Viewership, John Crawford

Atlantic Marketing Association Proceedings

On October 2, 1925, John Baird successfully transmitted the first television image. Since the early days of the new medium, television technology has constantly changed. Similarly, as the decades have passed the means for receiving television programming has also changed. Today, programs are delivered to millions of customers via cable connections and by satellite transmissions as those technologies were chosen by consumers to replace antennas as a means for receiving signals. The newer delivery mechanisms also provided many more channels to consumers compared to the handful of channels they could access in the antenna-only days.

The television programming delivery industry …

Removing The Undesirables: A Case Study, William K. Foxx, Melissa C. Northam, Corlette S. Burns

Atlantic Marketing Association Proceedings

The lodging industry has been particularly challenged by the bed bug’s resurgence. Bed bugs are primarily associated with places where people sleep and most of these places are properties associated with the lodging industry such as hotels, motels and bed & breakfasts.

In the United States, this industry is massive.

Examining The Role Of Impact Factors: Publications Strategies: What Are Your Career Goals And What Do You Want To Accomplish?, Alan D. Smith

Atlantic Marketing Association Proceedings

The classical reasons for publishing include benefit for the community and humanity, new knowledge, integration or packaging of knowledge for distribution, benefit for yourself in terms of recognition and merit, learning, self-esteem and confidence, and must keep my job (short-term vs. long term). Some of the questions that I will attempt to discuss and resolve in this special session are the following: How do I determine where I should publish? How do I develop a plan to publish? How do I prepare a manuscript to a journal or a conference? How do I write different genres of research articles and …

Who Is Making Lifestyle Changes Due To Preventive Health Care Information? A 10 Year Comparison Study, Joseph D. Cangelosi Jr., David Kim, Edward Ranelli

Atlantic Marketing Association Proceedings

This paper sought to describe from a set of 6 demographic and 13 lifestyle change variables the person who is significantly and positively impacted by preventive health care information (PHCI). Based on past research, six hypotheses were developed. Three of the six hypotheses were accepted. In addition, there were significant relationships for each of the six demographic variables with at least one of the lifestyle change variables. Those who are seeking and are positively impacted by PHCI are better educated, female, and (depending upon the lifestyle change variable in question) fall into a definite age category. There is partial support …

All In Or A` La Carte: Preferences Of Medical Tourists Towards Value Of Co-Creation, Michael Dotson, Jennifer Henson Nevins, Bonnie S. Guy

Atlantic Marketing Association Proceedings

Patients Beyond Borders (2014) defines a medical tourist as anyone who travels across international borders for the purpose of receiving nonemergency medical care. It has been estimated that the market size in USD ranges from 38.5 to 55 billion based upon eleven million cross-border patients worldwide spending an average of 3,500 – to 5,000 USD per visit. Further, Patients Beyond Borders suggests that the top Medical tourism destinations are Costa Rica, India, Israel, Malaysia, Mexico, South Korea, Taiwan, Thailand, Turkey and the United States.

A Game Theory Analysis Of Team Based Incentivization In Retailing, Don Shemwell

Atlantic Marketing Association Proceedings

The connection between incentives and outcomes has long found consistent support in management literature generally (Bartol and Hagmann 1992; Miller & Schuster 1993; Swinehart 1986) and retailing in particular (Banker et al. 1996; Team Pay Case Studies 1997). Later meta-studies strongly support this view. (Condly, Noe and Jackson 2002; Garbers and Konradt 2014). Yet, providing performance-based incentives, at least for rank and file retail employees, still is not common in U.S. retailing and team-based incentives are even rarer.

The next section of this manuscript describes some of the issues with individualized commissions, which though not prevalent in a many product …

A Research Note On Street Pricing Requirements In Major U.S. Airport Retail Concessions Requests For Proposals, Blaise Waguespack

Atlantic Marketing Association Proceedings

When reviewing the subject of airport marketing, much of the literature is broken down into issues external or internal to the airport. The external literature tends to divide and differentiate airports on the issues of size (passenger counts) and who is the target of the marketing campaign. Those articles and books that tend to focus on the larger commercial airports (Jarach, 2005; Halpern and Graham, 2013) note the role the airport can play in economic development. Much of the external marketing tasks for the larger commercial airports are aimed at either attracting more airline service to the community or working …

Emotional Versus Functional Attributes Of Delight-And Satisfaction-Mediated Effects On Customer Loyalty, Ipshita Ray

Atlantic Marketing Association Proceedings

This study presents a model in which delight and satisfaction mediate the effects of store characteristics on store outcomes. It is proposed that the impacts of hedonic stimuli and utilitarian stimuli on attitudinal and behavioral loyalty intentions are mediated by customer delight and customer satisfaction simultaneously in a dual process model. To represent various retail-store categories based on the North American Industry Classification of retail categories, data were collected from 8 types of retail stores located in the Northeast United States. Using multi-group structural equation modeling, the author examines the mediating effects of delight and satisfaction on loyalty outcomes. The …

How Customer Shopping Motivation Influences Perceived Design Of The Retail Environment, Julie C. Steen

Atlantic Marketing Association Proceedings

Previous research shows that the decisions retailers make about the retail environment influence the amount of time customers spend in retail stores and the total amount of money spent in the retail store (Turley & Milliman 2000). One recent example of a retailer’s efforts to influence customers through the retail environment is Walmart’s Project Impact. In 2009, Walmart embarked on a five year plan to remodel seventy percent of its stores (Gregory 2009). Based on feedback from customers, Walmart sought to change several aspects of the retail environment, including reducing clutter, reducing crowding, wider aisles, clearer sight lines, brighter stores, …

Collegiate Competition And The Propensity For Gender Bias, Deborah H. Lester, Aberdeen Leila Borders, Terry W. Loe, Keith Tudor

Atlantic Marketing Association Proceedings

Since the dawn of time gender has played a starring role in human behavior. The behavioral implications of an individual’s sex have permeated research findings in a wide variety of academic disciplines. This preliminary investigation will explore the concept and definition of gender, gender bias, and gender stereotype on actions and conduct. Specifically, this inquiry will determine the scope and types of gender bias/stereotypes that exist in the business world with a primary concentration on the area of professional sales. The ultimate objective is to discover the type and level of influence a person’s gender contributes to evaluation, performance and …

The Impact Of Social Media On The Sales Cycle And Prospecting, Mike Serkedakis, Gary L. Selden, R. Keith Tudor

Atlantic Marketing Association Proceedings

Sharing information and networking with business contacts are the crux of social media in sales. The use of social media platforms (e.g., LinkedIn, Facebook and Twitter) for all phases of the sales cycle is a relatively new technique, about 20 years since the arrival of the internet and associated technologies. Research to measure the impact of social media on the sales cycle time is not adequately addressed in the current literature. Our research highlights the impacts of social media on this important business function and examines individual performance aspects associated with the use of social media.

Using Incentive To Motivate Students During A Professional Selling Class Project, Ramon A. Avila, Scott. A. Inks

Atlantic Marketing Association Proceedings

Experiential learning methods are an important part of a robust sales curriculum. Sales call role-play, an experiential learning tool, is common in introductory and advanced sales call courses. While role-plays have several advantages, they are by definition, not “real-world.” Addressing this issue, some sales courses include sales projects/exercises in which students sell real products to real customers. This paper discusses how sales incentives were incorporated into a real-world sales exercise and the impact of those incentives on sales volume.

Authenticity In Music Performance: Evidence From The Singer-Songwriter Community, Jon Littlefield

Atlantic Marketing Association Proceedings

Experiencing music provides a unique lens to study identity. The alienation resulting from increased technological mediation in both music production and consumption might drive consumption (Potter 2010), hence authenticity may be an appealing positioning strategy for marketers. Singer-songwriters, for example, write and perform their own music with minimal technological interference. This represents a direct connection with the musician that we characterize as more historically authentic (Thornton 1996), however this characterization is not universal. In this paper, I seek to gather insight into the myriad expressions of authenticity within the music consumption environment by detailing a study of performance musicians.

Narrative Engagement And The Role Of Presence, Stef Nicovich

Atlantic Marketing Association Proceedings

Presence as a phenomenon has been studied for over 20 years with an identifiable progression as to how the field has matured. Initial research explored the physical nature of what conditions were necessary to produce presence focusing on the physical representations of the experience such as vividness and interactivity. This soon segued into more of an exploration into the psychological understanding of what is to experience presence focusing more on the actual “being there” phenomenon experienced by people as they engaged in a CM event. However as our understanding of presence has matured the focus has turned to exploring the …

Music As A Positional Good: Why Market Success Might Actually Drive Away Some Fans?, Timothy J. Schibik

Atlantic Marketing Association Proceedings

The Oxford Dictionary of Economics defines “goods” as things that people (e.g., consumers) prefer to consume more of rather than less. Further, these “goods” overwhelmingly adhere to a relationship between price and quantity known as the Law of Demand wherein consumers will purchase more of a good at lower prices than at higher prices. How the demand for these “goods” reacts to non-price stimuli is also well known and yields a place in the market system for marketing. Traditionally, the adoption of marketing techniques to alter the consumer satisfaction process and thus consumer demand has predictable impacts on the market …

The Sensoryscape Of Theaters: A Case Of Two University Associated Theaters, Peggy O. Shields

Atlantic Marketing Association Proceedings

Live theater productions, must compete with other forms of entertainment offered in the experience economy (Barlow and Maul 2000). An impressive sensory experience that entertains and excites consumers is a key element that can differentiate and distinguish one experience from another (Gobe 2001). To be competitive theater productions should use their delivery facilities to provide an immersion experience in a theater’s sensoryscape.

Theater venues offer a sensory experience that contributes to the service offering and also provide an opportunity to contribute to the achievement of numerous marketing goals. By consciously developing the sensoryscape, not only will consumer enjoyment and satisfaction …

Motivations In The Fine-Art Market: A Self-Determination Theory Approach, J. Paul Leavell

Atlantic Marketing Association Proceedings

Fine-art marketing research experiences friction that other arenas for marketing research do not. The product moved within this arena has subjective value with many drivers that can be difficult to quantify: The motivations of sellers and buyers may be different from what other marketing arenas experience (Marshall and Forrest 2011). The end price of fine art may have no relationship to the cost of inputs relying more on the demand driven by the artist’s reputation (Throsby 1994). Due to such challenges, the Academy has struggled in its contemplation of the marketing concept within this arena.

This paper will investigate the …