Business Commons^™

Design Power And Potential Future Of Global Organization Of Life, A. Fuat Firat

Marketing Faculty Publications and Presentations

In this essay I propose a definition of design to address its potential role in largely determining power relations in the future. Some foundational discussion of wealth, culturally constructed differently in different historical times, trends of corporatization in the contemporary world, and the birth of control society is presented to help understand the possibilities and difficulties of building future organizations of life. I invite discussions and dialogues to widen and deepen the concept of design power.

Inside Sales Social Media Use And Its Strategic Implications For Salesperson-Customer Digital Engagement And Performance, Nawar N. Chaker, Edward L. Nowlin, Maxwell T. Pivonka, Omar S. Itani, Raj Agnihotri

Marketing Faculty Publications and Presentations

Highlights

• Inside salespeople rely on four main strategies when it comes to using social media in their roles to engage with customers.

• Inside sales strategic social media use leads to higher levels of customer digital engagement and, ultimately, performance.

• Firm digital technology resources may shape the effects of inside sales strategic social media use.

Abstract

The nature of inside sales has shifted, increasing in autonomy, importance, and scope. Moreover, buyers are changing their preferences from face-to-face interactions to virtual-based relationships, leading to a future full of opportunities for inside salespeople using social media. The practitioner literature suggests that inside sales …

Work-Life Balance Effective Strategies To Enhance Personal And Professional Success, Cheryl Lentz

Publications

Two components of academic excellence are continuity and predictability (Noddings, 1991; Pierantoni, 2017). Students need academic consistency, especially at the early elementary levels, for optimal learning (Hemmeter et al., 2006; Pierantoni, 2017). Continuity and predictability are interrupted by internal and external factors that are sometimes beyond the control of education stakeholders (Coleman & Collinge, 2006). The unpredictability of crises can negatively affect people and disrupt the education sector and peoples’ livelihoods. Education systems, families, students, and educators struggle to maintain optimal learning environments because of the 2020 pandemic (Coleman & Collinge, 2006). Learning poverty means children are unable to read …

Going Green: Carving A Niche In A Global Market, Ahmed Maamoun

Association of Marketing Theory and Practice Proceedings 2022

Companies that do well are described in accounting terms as being “in the black”. This is the accounting term for being profitable. The “black” shows up in the bottom line of the financial statement. Business practices that simultaneously benefit the business, society, and the environment help a firm become more sustainable. The triple bottom line refers to the economic, environmental, and social impacts of an organization. Here the company reaches out to its stakeholders rather than shareholders. However, the triple bottom line approach does not negate the drive for profits, it just does so in the context of also considering …

The Application Of Kahneman’S Concepts To Marketing Police In Ontario, Canada, Pritpal Thind, Steve Lemay, Dave Mcmahon

Association of Marketing Theory and Practice Proceedings 2022

Marketing concepts are rarely applied to policing, although for most modern societies it is an essential function and part of the social contract between governments at all levels and the publics they serve. In this paper, we look specifically at how marketing concepts apply to policing in Ontario, Canada. We frame our examination with concepts like the halo effect, the availability effect, and other ideas outlined by Kahneman (2013).

Exploring Stakeholders’ Perceptions Toward Event Innovations, Sophie Unson, Wei Wang Dr.

Association of Marketing Theory and Practice Proceedings 2022

Although the impacts of COVID-19 have been negative and long-lasting, the hospitality and tourism industry has seen the creation of new processes and ideas as a result. The events industry in particular, has a lack of research on innovative practices; therefore, this study will examine new innovations that emerged from the global pandemic. This study utilizes a multi-method research style, in which it qualitatively examines industry professional’s strategies to combat the pandemic and quantitatively measures consumers responses. The current results of the study show six major qualitative themes that will used to measure the consumer’s perceptions of events during the …

The Need For Non-Market Strategy: Epistemic Communities, Globesity And The Marketing Of Fast Food, Amit Mukherjee, Naz Onel

Association of Marketing Theory and Practice Proceedings 2022

Our preliminary research indicates the gradual coalescence of several disparate pressure groups into an epistemic community on the issue of curbing marketing practices in the quest for global obesity control. The epistemic community has converged on the WHO as the most receptive political venue and is engaged in information politics, symbolic politics, leverage politics, and accountability politics in its attempt to guide the WHO toward the path of a global regulatory regime on the marketing of fast food.

An Exploration Of How Having A Materialistic Value Is Related To An Environmentally Sensitive Personality., Sooyeon Choi

Association of Marketing Theory and Practice Proceedings 2022

This study aims to examine how having materialistic value is related to an environmentally sensitive personality. The proposed model has been empirically tested using the survey data collected from 150 consumers in the United States. The results showed that different aspects of materialism have a different effect on pro-environmental belief and attitude, indicating the potentially complex implications of materialism on sustainable practices.

The Effect Of Diversity Initiatives By Brands On Consumer Perceptions, Dolph F. Nelson Iv, Laura Boman

Association of Marketing Theory and Practice Proceedings 2022

Over the course of the last few years, there has been an increase in the number of brands that are using their platforms to raise awareness for and support social justice causes/initiatives, such as gender equality in sports, Black Lives Matter, and #MeToo. Cause-related marketing (CRM), the broader terminology under which this practice falls under, has been the primary subject of prior research projects. Westberg (2004) suggests that consumers respond more favorably to CRM initiatives compared to sponsorship and sales promotion, and that there is some support that CRM initiatives help in increasing consumer attitudes of a brand. Other prior …

Developing Marketing Capabilities To Mitigate Perceived Cybersecurity Risk In Healthcare Organizations, Manisha Mathur

Association of Marketing Theory and Practice Proceedings 2022

The effective delivery of health care relies on sharing electronic health records across multiple providers in the healthcare system. On the other hand, cybersecurity efforts mostly rely on centralizing sensitive and valuable data and securing devices, networks, and electronic systems. Hence, cybersecurity in healthcare is complicated due to the contradictory characteristics of healthcare delivery and cybersecurity. The firms’ unsuccessful attempts to prevent massive data breaches in the recent past have heightened cybersecurity risk perceptions of customers and cybersecurity-related marketing challenges and opportunities. Therefore, it is critical for marketers to step up and devise strategies and tactics to avert the negative …

Awareness Marketing: Cause Marketing Without Contribution, Elizabeth A. Minton, Frank Cabano

Association of Marketing Theory and Practice Proceedings 2022

Much research has examined the benefit of brands that participate in cause marketing initiatives and give a portion of proceeds or product to a charity. However, what has been lacking from this investigation is how consumers respond when brands raise awareness for a cause but do not take any further action to contribute resources to the cause – what we term awareness marketing. Through five studies, we examine awareness marketing specifically among the potentially divisive context of social justice causes. We show that consumers with higher levels of religiosity are more likely to support products marketed with awareness marketing, that …

Exploring The Impact Of Brands Roasting On Social Media, Sphurti Sewak, William F. Humphrey Jr., Jayati Sinha

Association of Marketing Theory and Practice Proceedings 2022

Brands regularly post content on social media and look for consumer engagement through these posts. However, this research uncovers a novel domain that shows increased consumer engagement but decreased persuasion: when brands resort to roasting on Twitter. We find that the perceived inappropriateness of the roasting posts lead to lower brand preference when brands choose to roast on social media and tease apart the difference between B2B and B2C roasting. This research establishes that not everything that goes viral leads to a favorable offline behavior. Social media managers of brands can use the findings of this research by understanding why …

Global Research Trends In Public Libraries: A Bibliometric Evaluation Of “Public Library Quarterly”, Muhammad Tanveer, Ikram Ul Haq, Haider Mahmood

Library Philosophy and Practice (e-journal)

Objectives of the study: The paper is about evaluating the bibliometric parameters of the documents published in the prominent journal, “Public Library Quarterly” (PLQ) from 1979 to 2021.

Research Design: The dataset for this retrospective study was retrieved from the Scopus database. The bibliographic information of all kinds of documents was downloaded in the Comma Separated Value (CSV) file, further converted into Microsoft Excel for analysis. The bibliometric indicators of publications and citations by years, authorship pattern, most contributing countries, productive authors, frequently used keywords and salient appearances of highly cited were examined. Microsoft Excel, VOSviewer and Biblioshiney software …

Understanding Librarian Transformational And Transactional Leadership Capabilities Through The Lens Of Students Response While Spending Time In University Library, Naveed Saif, Sadaqat Ali, Imrab Shaheen, Salman Ayaz

Library Philosophy and Practice (e-journal)

The current study tries to understand the prospective of students about librarian leadership approach during their time spent in university main library. In this regard librarian transformational leadership attributes (Articulating Vision, Individualized consideration, Group Goal, Idealized Influence) as well as transactional approach (Contingent Reward, Contingent Punishment) was assessed through the students response based on age, gender differences and their background from three different campuses. In this regard data was analyzed through SPSS via one sample t-test and ANOVA as well as regression analysis. Findings depict that students perceive librarian transformational and transactional leadership on the basis of different characteristics. Similarly …

Do Sequels Outperform Or Disappoint? Insights From An Analysis Of Amazon Echo Consumer Reviews, Kyong Jin Shim, Siaw Ling Lo, Su Yee Liew

Research Collection School Of Computing and Information Systems

Rapid technological advances in recent years drastically transformed our world. Amidst modern technological inventions such as smart phones, smart watches and smart home devices, consumers of electronic digital devices experience greatly improved automation, productivity, and efficiency in conducting routine daily tasks, information searching, shopping as well as finding entertainment. In the last few years, the global smart speaker market has undergone significant growth. As technology continues to advance and smart speakers are equipped with innovative features, the adoption of smart speakers will increase and so will consumer expectations. This research paper presents an aspect-specific sentiment analysis of consumer reviews of …

Defining Smart Contract Defects On Ethereum, Jiachi Chen, Xin Xia, David Lo, John Grundy, Xiapu Luo, Ting Chen

Research Collection School Of Computing and Information Systems

Smart contracts are programs running on a blockchain. They are immutable to change, and hence can not be patched for bugs once deployed. Thus it is critical to ensure they are bug-free and well-designed before deployment. A Contract defect is an error, flaw or fault in a smart contract that causes it to produce an incorrect or unexpected result, or to behave in unintended ways. The detection of contract defects is a method to avoid potential bugs and improve the design of existing code. Since smart contracts contain numerous distinctive features, such as the gas system. decentralized, it is important …

Investigating Consumer Choice Criteria For Free Services, Samer Elhajjar, Shaheen Borna, Russ Wahlers

Association of Marketing Theory and Practice Proceedings 2022

Behavioral sciences recognize the following steps in the consumer purchase decision process: recognition of a problem or a need, search for information, alternative evaluation, purchase decision, and post-purchase evaluation. There is a plethora of research related to the aforementioned consumer decision-making process. The unanswered question in the marketing literature is: what changes, if any, in the consumer's decision process will be observed if they can obtain the product free of charge. Results of our study indicate that when consumers are spending their money on themselves, they are very careful and want to get the most for their money. On the …

Event-Related Potentials Differentiate Gender-Based Responses To Brands, William J. Jones, Kelene A. Fercho, Lee A. Baugh

Association of Marketing Theory and Practice Proceedings 2022

Despite significant advances in scholarship at the intersection of gender and neuroscience, marketing scholars have failed to capitalize on these developments. This research seeks to fill a gap in the literature by examining brain-related responses to brands as a function of gender using event-related potentials (ERPs), which employs time-locked electroencephalographic (EEG) data. Thirty-three participants (17 female) made evaluations of clothing brands and clothing articles, individually and combined, while their preferences and brain-related data were recorded. Results reveal a gender-based dissociation in the time course of product-brand evaluations and offer new insights for gender selectivity theory.

How Cultural Factors Affect Chinese Americans’ Attitudes Towards Seeking Mental Health Services, Arlene Q. Chen, Xinji Xiao, Yueting Wu, Xuan Zhang, Sindy Chapa

Association of Marketing Theory and Practice Proceedings 2022

Chinese Americans are the largest ethnic group among Asian Americans. However, the treatment rate for mental illness among Chinese Americans is much lower compared to other ethnic groups. Studies have been conducted on cultural barriers that prevent Asian Americans from seeking mental health treatment, but there is a lack of research on specific ethnic groups, such as Chinese Americans or Korean Americans because they are frequently grouped into homogenous clusters. This study will identify the cultural factors that influence Chinese Americans’ attitudes towards seeking mental health treatment and analyze how these factors affect their behaviors in seeking mental health treatment.

Facilitating The Choice Of College Major Using The Consumer Decision Process, Content Marketing, And Social Media, Julie M. Pharr

Association of Marketing Theory and Practice Proceedings 2022

This paper demonstrates how digital content and patterns of online engagement may be used at every stage of the consumer decision process to influence and inform the choice of college major. Implications and recommendations for college and departmental websites concerning how they can best assist prospective students in choosing a college major are highlighted throughout the paper. With its focus on process, this paper concretely shows how colleges and their academic departments can effectively leverage digital marketing and the consumer decision process to facilitate the college major choice process.

Is Sales Competition A Good Motivator Or A Bad Idea? The Underlying Mechanism Of Threat Appraisals, William J. Zahn Ph.D., Yi Peng, Willy Bolander, Bryan Hochstein, David Mathis

Association of Marketing Theory and Practice Proceedings 2022

The common logic for competition in sales organizations is simple: as salespeople compete with one another, the sales performance of the entire group should increase. Some prior research has supported this notion, while other studies suggested that competition may adversely affect employees. Our research finds both positions have merit, as a salesperson's perceptions of a competitive psychological climate (CPC) increase sales performance and turnover intentions. To explain this countervailing effect, we turn to cognitive appraisal theory to demonstrate that salesperson appraisal of the environment motivates their behavior. Specifically, salesperson threat appraisals act as a mediator between CPC to performance and …

Chamber Of Commerce Membership: An Explanatory Model Of Member Organizations’ Normative, Continuance And Affective Commitment, Shawn Clouse, Simona Stan, Nader Shooshtari

Association of Marketing Theory and Practice Proceedings 2022

Organizations of different types (large or small, for profit or not) associate in order to gain benefits from working together such as advocacy in the local business community, business expertise, access to markets, and more efficient operations through better communication and collaboration that drive the effectiveness of their leadership and innovation. The purpose of this study is to contribute to a better understanding of the factors that drive member organizations’ commitment to membership in a local Chamber of Commerce. The research hypotheses look at how membership commitment is impacted by the chamber’s role in the community, member satisfaction, member organization …

Flipping The Online Classroom – Comparing The Effectiveness Of Two Teaching Modalities For Online Experiential Learning Activities, William J. Zahn Ph.D.

Association of Marketing Theory and Practice Proceedings 2022

Marketing educators recognize the importance of imparting theoretical marketing knowledge while also helping students acquire marketable skills through experiential learning. Experiential learning is active, reflective learning that encourages linking abstract lessons with concrete activities. Experiential education is learning by doing (Cowley, 2020; Frontczak, 1998),

Courses have shifted away from in-person lectures and moved online due to the Covid-19 epidemic (Thomason 2020). This shift has left an open question of the best way to include experiential learning in an online learning environment. In short, how can students best prepare for and learn from experiential learning without having face-to-face meetings with their …

Examining The Relationships Between Branding Factors And Likelihood Of Recommending: Determinants Of Net Promoter Score, Musa Pinar, Tulay Girard

Association of Marketing Theory and Practice Proceedings 2022

The study identifies the branding factors related to Net Promoter Score (NPS) that would predict the likelihood of recommending the two strategic business units of the company--convenience store and fuel. It investigates customer perceptions of branding factors of a convenience store/fuel station corporate chain and the relationships among them. The data were collected from the members of the company’s loyalty program. The results reveal that the company has been performing well in branding factors, where the loyalty program is perceived the highest, followed by friendly employees, likelihood to recommend fuel, satisfaction with fuel, and helpful employees. The correlation and regression …

The Unintended Effects Of Tamper-Evident Packaging, Marissa Orlowski, Sarah Lefebvre, Laura Boman

Association of Marketing Theory and Practice Proceedings 2022

Third-party food delivery (TPFD) services such as DoorDash, Uber Eats, and Grubhub introduces increased opportunities for contamination through the introduction of unknown variables between the restaurant and consumer. Across two studies, we examine the effect of tamper-evident food packaging closures in a TPFD context, revealing a negative effect of a tamper-evident seal on willingness to pay through decreased satisfaction. This negative effect is robust across both food and beverages. Finally, consumers’ perception of risk of illness (PRI) from TPFD moderates this effect.

Professional Networking And Personal Branding With Linkedin During The Covid-19 Pandemic: Personality, Impression Management, And Dirtiness In Digital Contexts, Carlos Valdez, Leslie Connell, Christopher Leo, Jennifer Morin

Association of Marketing Theory and Practice Proceedings 2022

The National Center for Education Statistics in the United States reported that the undergraduate program with the most graduates in 2016 were business programs with 372,000 degrees (National Center for Education Statistics, n.d.). According to Robinson (2018), the total enrollment of undergraduate business programs globally among universities accredited by the Association to Advance Collegiate Schools of Business (AACSB) from 2012 to 2017 reported a 10% increase. The popularity of the business college degree presents a unique challenge to recent business graduates of how to differentiate from other business graduates to achieve the desired job or promotion in the new COVID-19 …

The Perceptions And Experiences Of Human Resources Recruiters Regarding Linkedin As An Online Personal Branding Representation Of Recent Business Graduates, Carlos Valdez, Carole Ann Creque, David Penn, James Gallo

Association of Marketing Theory and Practice Proceedings 2022

This study aimed to explore the perceptions and experiences of Human Resource Recruiters regarding LinkedIn as an online personal branding representation of recent business program graduates by using a phenomenological approach. The population of interest comprises Human Resource Recruiters that use LinkedIn and hire recent business graduates.The recordings and or transcripts of the interviews were utilized to conduct an interpretative phenomenological analysis to identify broader themes across the data set. The identified themes follow the same order as the questions conducted during the sessions. The five themes that emerged are (1) Social platforms utilized by HR recruiters, (2) HR recruiters' …

Intention To Pursue A Sales Career: A Dyadic Study Of Students And Parents Extended Abstract, Joseph Little, Mark Kubik, Alexander King, Grant Weidman

Association of Marketing Theory and Practice Proceedings 2022

Typical career choice selection studies generally have been one sided focusing on students or parents independently. This dyadic study aims to analyze student and their parent influencers to determine what will be the strongest influencer of a student to pursue a career in sales. “Because the dyad is arguable the fundamental unit of interpersonal interaction and relations, family relations such as a parent and their child/student have a powerful dyadic component” (Kenny et al., 2006, p1). Therefore, understanding the influencers of this career choice selection may lead to interventions for increasing the number of students to pursue a career in …

The Effect Of Resource Scarcity On Consumer Ethical Behavior, Todd C. Haderlie Jr, Jaehoon Lee

Association of Marketing Theory and Practice Proceedings 2022

We identify a novel relationship between scarcity and ethical behavior. When resource scarcity is made salient, consumers engage in less ethical behavior. Furthermore, the effect of resource scarcity on ethical behavior is stronger for consumers with high (vs. low) levels of the inclusion of others in the self (IOS).

Human Chefs Cook More Calories: The Impact Of Human (Vs. Robotic) Food Producer On Calorie Estimation, Wenyan Yin, Yanliu Huang, Cait Lamberton

Association of Marketing Theory and Practice Proceedings 2022

This research explores how the production mode (human-made vs. robot-made) has an impact on calorie estimation for vice and virtue food. Across 3 studies, we find that healthy food is inferred to have more calories when it is produced by a robot than by a human whereas the effect is reversed for unhealthy food. Unhealthy food produced by a human is estimated to have more calories than the counterpart.