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Articles 1 - 30 of 76
Full-Text Articles in Business
The Evolving Role And Responsibilities Of Is Managers In Logistics, Stephen Lemay, Dave Mcmahon, Jeffery A. Periatt, Jon Carr
The Evolving Role And Responsibilities Of Is Managers In Logistics, Stephen Lemay, Dave Mcmahon, Jeffery A. Periatt, Jon Carr
Association of Marketing Theory and Practice Proceedings 2010
This article provides a description of the evolving role of IS managers, their competencies, job requirements, and training needs. Key findings for developing effective training options and their implications are discussed. The data comes from an original research project funded by the Council of Logistics Management.
Assessing Sport-Sales Training Effectiveness: Development Of A Baseline Sample, Richard M. Southall
Assessing Sport-Sales Training Effectiveness: Development Of A Baseline Sample, Richard M. Southall
Association of Marketing Theory and Practice Proceedings 2010
The majority of entry-level positions within the sport industry fall in the area of sales. Yet, only recently have sport-management programs begun to offer courses devoted to sales education and training. The discipline of sales provides an ideal opportunity to incorporate experiential-based learning. While several recent articles have examined the application of experiential-learning based learning to courses focused on ticket sales, this article presents the results of the first systematic assessment of such courses’ effectiveness. Specifically, this paper presents the results of evaluation of sales-training programs that incorporate Southall, Nagel, LeGrande, and Han's (2003) metadiscrete experiential learning model and the …
The Lighter Side Of Darkness: B-School Management And Succession, Lydia A. Mckinley-Floyd, Melvin T. Stith
The Lighter Side Of Darkness: B-School Management And Succession, Lydia A. Mckinley-Floyd, Melvin T. Stith
Association of Marketing Theory and Practice Proceedings 2010
Few faculty members give much thought to joining the "Dark Side" of the academy--administration, preferring instead to be left alone to pursue their scholarly research, classroom instruction and professional affiliations. Yet at no time in our history has b-school leadership been more important. Facing multiple threats from global economic meltdown, for-profit online programs and global educational competition, traditional b-schools need to attract and maintain dynamic leaders who must identify innovative ways to reinvent, reposition, and reignite their faculty and programs for success in the 21st century while maintaining their heritage and values that alumni and other stakeholders come to expect. …
Municipalities And University Athletic Departments: The Collaborative Funding Of Capital Improvement Projects, James W. Satterfield, Tony Franklin, Jennifer Horace, April Flint, Mike Godfrey
Municipalities And University Athletic Departments: The Collaborative Funding Of Capital Improvement Projects, James W. Satterfield, Tony Franklin, Jennifer Horace, April Flint, Mike Godfrey
Association of Marketing Theory and Practice Proceedings 2010
This panel takes three papers and details how municipalities and universities can collaborate, develop, and market policies that subsidize collegiate athletic capital improvement projects and improve both groups. Each paper uses either resource dependency theory or interpretive policy analysis as theoretical frameworks to explore how local governments and universities can add value to their environments, while improving the lives of their constituents. While this kind of community project is not new the difficulties rest in getting people to agree to an additional tax levy. Each paper on this panel communicates the multiple advantages and disadvantages associated with approving and marketing …
The Effect Of Culture On Consumers’ Attitude Towards Online Shopping, Atefeh Yazdanparast
The Effect Of Culture On Consumers’ Attitude Towards Online Shopping, Atefeh Yazdanparast
Association of Marketing Theory and Practice Proceedings 2010
Consumers' attitude towards online shopping is the key to survival and profitability of online retailers in today's competitive market. The purpose of this exploratory research is to provide a deeper understanding of the role of culture on the adoption of online shopping. To this end, the Technology Acceptance Model(TAM) is adopted and then extended by examining the effect of trust and perceived e-vendors' reputation on consumers' attitude toward online shopping using US and non-US samples. The results indicate that culture plays a moderating role in the relations among antecedents and consequences of attitude toward online shopping. It can be concluded …
Loyalty Cards: A Review Of The Research And Suggestions For Future Research, David J. Burns
Loyalty Cards: A Review Of The Research And Suggestions For Future Research, David J. Burns
Association of Marketing Theory and Practice Proceedings 2010
Several larger retailers have adopted loyalty cards as a means to acquire information to better serve their customers. To participate in a loyalty card program, consumers must provide a significant amount of personal information to the retailer. How aware are consumers of the data which they are providing retailers by using loyalty cards? How aware are they of how their information is being used? The purpose of this paper is to begin to raise these issues.
Provider And Customer Response To The Service Environment: A Field Experiment, Kendra Fowler, Eileen Bridges
Provider And Customer Response To The Service Environment: A Field Experiment, Kendra Fowler, Eileen Bridges
Association of Marketing Theory and Practice Proceedings 2010
This research extends service theory by examining the relationship between providers and customers in an actual retail setting. Findings indicate that employee evaluations of the service environment improve in the presence of a pleasant, congruent ambient scent; providers are also more courteous and customers more friendly. Most importantly, provider mood states act as moderators of the relationships between the service environment and employee attitude as well as customer perceptions of employee behavior. Implications for managers include careful consideration of whether it is desirable to introduce ambient scent, and how to reduce the impact of negative employee mood states.
Using Diffusion Of Innovation Theory To Help Predict The Adoption Of New Technologies In Retailing, Richard Clodfelter
Using Diffusion Of Innovation Theory To Help Predict The Adoption Of New Technologies In Retailing, Richard Clodfelter
Association of Marketing Theory and Practice Proceedings 2010
New technologies are constantly being tested by retailers to determine their applicability to business operations. This paper examines diffusion of innovation theory and its applicability to assisting retailers in making decisions about the implementation of these new technologies. This paper concentrates on one form of biometric technology that is currently being tested by several retailers—fingerprint authentication at point-of-sale. The purpose of the paper is to identify components and processes, based on diffusion of innovation theory, that could be tested to better determine how consumers will react to the introduction and implementation of new technologies in retail stores.
A Study Of Market Segmentation In High-Tech Startup Ventures, Alan D. Lish
A Study Of Market Segmentation In High-Tech Startup Ventures, Alan D. Lish
Association of Marketing Theory and Practice Proceedings 2010
Much has been written about the benefits of market segmentation. In fact, it provides the basis of most marketing strategies in larger firms. But while larger firms understand the benefits of market segmentation and put it into practice, many start-up firms seem to ignore or dismiss segmentation as an essential marketing strategy. This paper explores the practical use of market segmentation as it applies to high-tech start-ups, examines its use in those companies, and tries to determine if segmentation strategy is used by start-ups in other, non-traditional ways.
Exploring B2b Brand Equity: Beyond The Traditional Models, Rick Mathisen, Michael Musante
Exploring B2b Brand Equity: Beyond The Traditional Models, Rick Mathisen, Michael Musante
Association of Marketing Theory and Practice Proceedings 2010
The original concept of brand equity was proposed by David Aaker in 1991. Subsequently Keller also proposed that concept of reseller brand equity. Brand equity in Aaker’s and Keller’s models was based on the value of the brand to the consumer. Little research or models have been proposed that address brand equity of B2B products. Yoo and Donthu tested a model of brand equity in the consumer market. The inputs were based on distribution intensity, store image, pricing, advertising and price deals. These were found to affect perceived quality, brand loyalty and brand associations consistent with the Aaker model. The …
Organizational Ethics: The Ethical Beliefs Of Marketing Managers In Trinidad And Tobago, Mohammed Y. A. Rawwas
Organizational Ethics: The Ethical Beliefs Of Marketing Managers In Trinidad And Tobago, Mohammed Y. A. Rawwas
Association of Marketing Theory and Practice Proceedings 2010
As a result of the recent corporate scandals involving Bernard Madoff, AIG, Enron, WorldCom, Tyco, Health- South, Martha Stewart, and the Wall Street analysts and the accounting firms (such as Arthur Andersen) that supported them, a growing concern has emerged about the quality of today's marketing managers' ethical beliefs. Epistemologists contend that belief is an ethical process that is susceptible to the intellectual virtue or vice of one's own life and personal experiences. Open-mindedness, curiosity, careful thinking, creativity, and intellectual courage are the foundations of epistemic virtues. Closed-mindedness, intellectual overconfidence, intellectual conformity, and wishful thinking are among epistemic vices. The …
Customer Compliance Through Automated Marketing In Higher Education Practice, Edward Kasabov
Customer Compliance Through Automated Marketing In Higher Education Practice, Edward Kasabov
Association of Marketing Theory and Practice Proceedings 2010
The Marketing Concept, Relationship Marketing Concept, and associated conceptions of customer orientation and customer centricity have been imported into pedagogy. Using empirical findings about Customer Compliance through Automated Marketing, we argue that Higher Education institutions can successfully supplant the currently dominant customer-centric thinking with the successful practices of what we refer to as ‘customer compliance’ businesses (CCBMs). The CCBM philosophy and strategies defy traditional theories of dealing with customers and especially with dissatisfied customers during service recovery and complaint management. CCBM philosophy and success can be replicated by academic institutions as well. We provide specific advice on the application of …
The Role Of Cognitive Dissonance In A Service Setting, Young (Sally) K. Kim
The Role Of Cognitive Dissonance In A Service Setting, Young (Sally) K. Kim
Association of Marketing Theory and Practice Proceedings 2010
While numerous studies used the theory of cognitive dissonance to explain consumer behavior, there is no study as of today that applied the theory to the service industry to investigate the role of cognitive dissonance in influencing important marketing-related variables such as perceived value and trust. This study examines the relationship between cognitive dissonance and relationship variables (trust and value) and proposes a model to understand how consumers process information facing a negative word-of-mouth message that is incongruent with their existing belief and how cognitive dissonance affects their behaviors. The proposed model is tested using data collected via mail survey …
Are Nonprofits Choosing The Right Type Of Website, Dave Mcmahon, Samuel Seaman
Are Nonprofits Choosing The Right Type Of Website, Dave Mcmahon, Samuel Seaman
Association of Marketing Theory and Practice Proceedings 2010
The authors review the issues confronting nonprofit organizations and describe the types of websites to consider by size of the organization and focus of the organization. An analysis is done on an initial population of 609 organizations. The managerial implications address possible ways to optimize the use of resources for small and larger organizations.
Fitting X-Bar Chart To The Traditional Transaction Surveys Analysis, Usama A. Saleh
Fitting X-Bar Chart To The Traditional Transaction Surveys Analysis, Usama A. Saleh
Association of Marketing Theory and Practice Proceedings 2010
Traditional transaction surveys such as service feedback cards (SFCs) are widely embraced by different service organizations to measure a service quality or to assess customer satisfaction with specific transactions. This paper pursues to apply the statistical quality control technique of -chart (X-bar) to analyze the scaled collected data of these SFCs. The proposed method establishes the control limits to what is being measured for meeting the managerial objectivity of monitoring, controlling, or improving a service performance.
Why Do Shoppers Shop?, Ronald E. Goldsmith, Leisa Reinecke Flynn, Ronald A. Clark
Why Do Shoppers Shop?, Ronald E. Goldsmith, Leisa Reinecke Flynn, Ronald A. Clark
Association of Marketing Theory and Practice Proceedings 2010
The purpose of the present study was to assess the relationships between three potential motivators of shopping behavior with a measure of attitude toward shopping. Data from 306 US student consumers were collected via an online survey. Reliable and valid scales operationalized the constructs. The results showed that shopping appears to be motivated in part by a desire for status, by materialism, and by brand engagement in self-concept. The results also showed women like to shop more than men do and that the relationships among the variables differed between men and women, suggesting that each gender is motivated to shop …
Product Placement And Its Influence On Children, Simon Hudson, Charlene Elliott
Product Placement And Its Influence On Children, Simon Hudson, Charlene Elliott
Association of Marketing Theory and Practice Proceedings 2010
Despite the growing body of research concerning the practice of product placement, a notable research gap exists pertaining to the influence of product placement on children, and its link to childhood obesity. This study will provide an insight to the influence of product placement on children. Its objective is to analyze the placement of food and beverage products on children of various ages. An experimental approach will be taken whereby child-respondents will be divided into groups and each group will see the same television clip but with different placements (digitally inserted) of various types of food and beverages. All groups …
Organization Structure And Service Capabilities As Predictors Of Supply Chain Performance: B2b Seller’S Perspective, Harash J. Sachdev, G. Russell Merz
Organization Structure And Service Capabilities As Predictors Of Supply Chain Performance: B2b Seller’S Perspective, Harash J. Sachdev, G. Russell Merz
Association of Marketing Theory and Practice Proceedings 2010
In buyer-seller exchanges the seller not only provides the goods and service but also transfers its organization capabilities on to the buying firm. Improper selection and usage of these capabilities may reduce the seller’s sustainable competitive edge in future transactions in this supply chain. Through field interviews and Resource Based View literature, the authors propose and test a model linking organization structure, service capabilities, and seller’s satisfaction and performance in business-to-business exchanges. Based on eighty-seven responses, the results indicate that autonomous structure has a positive impact on all three service capabilities. Formalization has a positive influence on only logistics service …
Does The Degree Of Internationalization Moderate The Market Orientation-Performance Relationship?, Ed Bruning
Does The Degree Of Internationalization Moderate The Market Orientation-Performance Relationship?, Ed Bruning
Association of Marketing Theory and Practice Proceedings 2010
This study examines the moderating effect of foreign market expansion orientation on the market orientation-performance relationship. It is argued the traditional notion of market orientation overlooks a number of realities that occur in foreign markets that lead to effects on market orientation. A sample of Canadian businesses is analyzed using moderator regression analysis. The findings support the contention that foreign market expansion orientation moderates the relationship as expected.
Student Evaluations Of Academic Integrity And Business Behaviors In Private And Public Universities, Stephen S. Batory, Anne H. Batory, Dean Frear
Student Evaluations Of Academic Integrity And Business Behaviors In Private And Public Universities, Stephen S. Batory, Anne H. Batory, Dean Frear
Association of Marketing Theory and Practice Proceedings 2010
This article investigates the potential influence of college environment on student attitudinal and behavioral development. The influence of academic integrity issues is compared between students attending private and public universities. Student attitudes toward ethical business behaviors and academic issues such as the likelihood of academic dishonesty detection, the perceived effects of academic cheating, peer norms and past behavior are examined. The two groups report a very different pattern of responses. Students at private universities report lower cheating, plagiarizing, and committing other acts of dishonesty compared to students in public universities. Students in private universities are more aware of students being …
Business Consulting: A Marketing Strategy For The Entrepreneur, Anne Marie Klein
Business Consulting: A Marketing Strategy For The Entrepreneur, Anne Marie Klein
Association of Marketing Theory and Practice Proceedings 2010
The purpose of this study is to propose a framework of a marketing strategy for business consulting entrepreneurs. Although research related to entrepreneurial marketing for business-consulting firms is minimal, the intent is to create a foundation for additional research. With a case study research methodology and a review of the literature on entrepreneurial marketing, this study synthesizes this research into a framework for entrepreneurs to create a marketing strategy for their business consulting firms. Albeit in its infancy, entrepreneurs of business-consulting firms may be able to glean important marketing elements for the creation of a marketing strategy.
Evidence Of Sustainability Communication In Major League Baseball: A Website Analysis, Dorene Ciletti, John Lanasa, Diane Ramos, Ryan Luchs, Junying Lou
Evidence Of Sustainability Communication In Major League Baseball: A Website Analysis, Dorene Ciletti, John Lanasa, Diane Ramos, Ryan Luchs, Junying Lou
Association of Marketing Theory and Practice Proceedings 2010
Based on a review of Major League baseball team websites, this study provides insight into team communication of sustainability principles and practices through an analysis of self-presented sustainability content. Websites for thirty-one (31) teams were examined for content. Elkington’s (1997) triple bottom line dimensions and Global Reporting Initiative (GRI) indicator codes and definitions were constructs for the model and aligned to social, environmental, and economic principles for categories of sustainability practices. Researchers found that while teams are including sustainability information to some extent, the majority highlight social issues on their home pages and subsequent pages; communication about environmental factors varies …
The Psychodynamic Limits Of Fractured Relationships: When Emotional Tensile Strength Is Broken, Mary F. Mobley, Micheal C. Mobley
The Psychodynamic Limits Of Fractured Relationships: When Emotional Tensile Strength Is Broken, Mary F. Mobley, Micheal C. Mobley
Association of Marketing Theory and Practice Proceedings 2010
The Special Session will address factors that lead to the disintegration of once strong partnerships and alliances and outline the psychodynamic limits that lead to fractured relationships. Behavioral constructs employed in a psychiatric medicine setting will be discussed relative to their heuristic value in strategic relationship management setting. Further, the concept of emotional tensile strength will be explored.
Preparation For An International Sport Event: The Promotional Strategies Of 2009 Kaohsiung World Games, Steve Shih-Chia Chen, Ronald Dick, Ashley Mcnabb, Yin-Chu Tseng
Preparation For An International Sport Event: The Promotional Strategies Of 2009 Kaohsiung World Games, Steve Shih-Chia Chen, Ronald Dick, Ashley Mcnabb, Yin-Chu Tseng
Association of Marketing Theory and Practice Proceedings 2010
This study presented administrative and marketing-related information on Kaohsiung City’s preparation for the 2009 World Games. The presented information was allocated through an extensive literature review on secondary sources, personal interviews, and observations from fall of 2008 to summer of 2009. Promotional strategies and activities, projected financial and sales data, reports on constructions, and issues and challenges related to the Games were further analyzed. The study further discussed the “not-for-profit” approach that was practiced by many East Asian Countries to gain international recognition and promote patriotism while hosting a major sport event.
Implementing The Customer Relationship Paradigm In Sports Marketing, Lynn W. Mcgee
Implementing The Customer Relationship Paradigm In Sports Marketing, Lynn W. Mcgee
Association of Marketing Theory and Practice Proceedings 2010
With the increasing attention to services marketing, the paradigms that guide marketing practitioners are shifting. An emerging approach useful to sports marketing is the study of customer relationships and their role in marketing mix design. This qualitative study examines the process, benefits and costs of implementing the customer relationship paradigm in brand identity development. A new baccalaureate university introduced athletics—and needed a mascot, colors and visual identity. Gronroos’ model of external, internal and interactive marketing guided the process. The results demonstrated the benefits of the approach and identified the need for stronger concepts and measures in this emerging research.
Interpreting A Case Of Outsourcing Shift-Gears In The Car Industry Using Different Theorys Simultaneously, Henrik Blomgren
Interpreting A Case Of Outsourcing Shift-Gears In The Car Industry Using Different Theorys Simultaneously, Henrik Blomgren
Association of Marketing Theory and Practice Proceedings 2010
The purpose of this paper is to bring forward a methodology that makes it possible to handle different theoretical models simultaneously when analyzing cases of outsourcing - without ending up with contradictary conclusions. The approach used in the paper is a development of a framework, the analysis of three commonly used models (The Make-or-buy model, the Network approach, and Industrial strategy) and a case study where outsourcing of shift-gears in the carindustry is analysed. The paper addresses the basic need to clearify the fundamental assumtions embedded in theories applied on outsourcing. It also clearifies very hands-on how the suggested methodology …
Service-Learning Partnerships In Marketing Education: A Case Study In A Sales Management Course, Doris M. Shaw
Service-Learning Partnerships In Marketing Education: A Case Study In A Sales Management Course, Doris M. Shaw
Association of Marketing Theory and Practice Proceedings 2010
Marketing educators often collaborate with the business community to prepare students for the real world. Another option for doing so is via service-learning partnerships that tie nonprofit agencies to particular college courses over a period of time. This article describes how such a partnership was incorporated into a sales management course. Following a review of service learning literature, this manuscript will discuss how the partnership was developed and implemented, learning outcomes, and future considerations.
Dimensions Of Event Quality Associated With High School Football Games: Scale Development, Kevin K. Byon, Matthew Ziemnik, Eddie Lam, James J. Zhang
Dimensions Of Event Quality Associated With High School Football Games: Scale Development, Kevin K. Byon, Matthew Ziemnik, Eddie Lam, James J. Zhang
Association of Marketing Theory and Practice Proceedings 2010
The current study was the first attempt to develop a scale that measures high school football event quality that could lead to sport consumption. With continued improvement of the scale, the EQS-HSF has great potential to be a valuable marketing tool to examine sport consumption behavior associated with high school football games.
Revolutionizing The Market: Electronic Branding Strategies Within Ncaa Fbs Athletic Departments, Coyte G. Cooper, Richard M. Southall, Matthew Cooper
Revolutionizing The Market: Electronic Branding Strategies Within Ncaa Fbs Athletic Departments, Coyte G. Cooper, Richard M. Southall, Matthew Cooper
Association of Marketing Theory and Practice Proceedings 2010
Increasing competition for the discretionary dollar of sport consumers has created an environment where sport organizations are forced to find strategies to differentiate themselves from the competition (Mullin, Hardy, and Sutton, 2007; Ross, 2007). One rapidly growing platform that sport organizations are now utilizing is e-branding. However, segments of the sport industry are in the infancy stages of developing long- standing practices for communication via new technology (de Chernatony & Christoudoulides, 2004). The purpose of this study was to explore the technologies that Division I FBS athletic departments (N = 64) implement to build their brand image with consumers. The …
A Fighting Chance: The Struggle Of A Historically Black College Athletic Program, James W. Satterfield
A Fighting Chance: The Struggle Of A Historically Black College Athletic Program, James W. Satterfield
Association of Marketing Theory and Practice Proceedings 2010
The purpose of this study was to develop an understanding of the social dynamics surrounding a Historically Black College and University and its local community. The following research questions helped guide this study. What is the perception of South University’s athletic program in the local community? And What is the Community's relationship with South University Three focus group interviews were conducted, each with seven participants as well as semi-structured interviews. It became clear through the course of focus groups and individual interviews that the sociological nature of the relationship between South University and its local community was institutionalized along racial …