Business Commons^™

The Antecedents And Consequences Of Salesperson Deviance: A Question Of Fit, Mahmoud Darrat

Doctoral Dissertations

The linkages between salesperson-organization fit and salesperson deviance behaviors have not received adequate attention in the marketing literature. Salespeople can be viewed as either a tremendous asset for the realization of an organization's long term goals or as a potential threat to its overall success. This research addresses the importance of managing salesperson-organization fit in mitigating subsequent anti-normative behaviors. The study employs a conceptual model of sales-specific organizational congruence factors (work/nonwork demands fit, compensation structure fit, and values congruence) which drive salesperson deviance behaviors. The study examines how deviant behaviors are employed as a coping mechanism by salespeople who do …

Balancing Customer And Marketing Inputs To Maximize The Value Experience, Weiling Zhuang

Doctoral Dissertations

Customer co-creation has been recognized in the marketing literature as a beneficial activity for both firms and customers, however, further research is needed to more fully understand how firms and customers work together to maximize the value creations. In order to extend this area, the present study conducts two studies to empirically test how customer participation interacts with other factors to influence customer shopping experience and behavior responses.

In the experiment study, an updated typology of service context was developed to examine how customer input and service provider input along other factors to influence value co-creation outcomes. A computer stimulated …

Protection-Motivated Behaviors Of Organizational Insiders, Michael C. Posey

Doctoral Dissertations

Protecting information from a wide variety of security threats is an important and sometimes daunting organizational activity. Instead of solely relying on technological advancements to help solve human problems, managers within firms must recognize and understand the roles that organizational insiders have in the protection of information. The systematic study of human influences on organizational information security is termed behavioral information security (Fagnot 2008; Stanton, Stam, Mastrangelo, and Jolton 2006), and it affirms that the protection of organizational information assets is best achieved when the detrimental behaviors of organizational insiders are effectively deterred and the beneficial activities of these individuals …

An Examination Of The Interfaces Between Operations And Advertising Strategies, Abdullahel Bari

Doctoral Dissertations

This dissertation is composed of three journals examining the interfaces between the marketing variable of advertising and various aspects of the operations function of the enterprise, namely, (1) production cost [Chapter 2], (2) inventory control [Chapter 3], and (3) service cost learning [Chapter 4]. The first journal identified the optimum advertising allocation policy over time in the presence of a quadratic convex/concave production cost function when the advertising response function is concave using a modified Vidale-Wolfe model. Through analytical proofs and numerical simulations, the results indicated the potential superiority of a pulsation policy in the presence of concavity in the …