Business Commons^™

Blinded By The Brand: Why And When Salesperson Brand Attachment Decreases Customer Purchase Intentions?, Lisa Lynn Beeler

Doctoral Dissertations

Prior research finds that the more attached salespeople are to a brand, the more effort they extend on behalf of the brand, thus improving sales performance. However, salesperson brand attachment may also have undesirable consequences only evident when viewed through the customers’ lens. Specifically, we argue that brand attachment has a “blinding effect” on salespeople, leading them to adopt inappropriate sales strategies that discourage customers from purchasing the brand. We explore these ideas using data collected from 20 exploratory interviews with salesperson-customer dyads and a field study that includes 153 salespeople and 98 matched customers. The data offer support for …

Building Sales People: Recommendations For The Development Of A Professional Sales Mentorship Program, Karen Hood Hopkins, Christopher D. Hopkins

EKU Faculty and Staff Scholarship

Companies will constantly need people to sell something for them. As Grant Cardone, author of Sell or Be Sold: How to Get Your Way in Business and in Life, puts it, "Great salespeople are literally the engine of every economy in the world." This is evident as the Bureau of Labor Statistics reports that over 13.6 million Americans are in sales and related occupations.

Looking at specific industries; the real estate sector is projected to grow faster than any other sales sector over the next decade, according to the Department of Labor. With a 14 percent growth rate expected, this …

To Charge Or Not To Charge: Examining Stakeholder Perceptions Of Nonrevenue Sports Ticketing Policies, Peyton Stensland, Jordan Bass

Journal of Applied Sport Management

All across college campuses, dozens of intercollegiate sports teams compete each year. It is assumed that attendance will vary across these sports for a number of factors. However, the impact of one organizationally controlled factor (choosing to ticket the event or not) has not been explored in the literature. In this study, the authors examined the ticketing practices of intercollegiate athletics departments. A qualitative interview approach was utilized to explore the importance and implications of ticketing practices of intercollegiate athletics departments. Terms such as reputation, legitimacy, and value were used to describe the reasoning behind whether or not to charge …

Social Media Strategies For Increasing Sales, Loretta N. Ezeife

Walden Dissertations and Doctoral Studies

Social media have transformed business commerce and consumer communication, yet organizational leaders lack clear strategies for using social media platforms to their advantage. The purpose of this qualitative multicase study was to explore social media marketing strategies for increasing sales. The relationship marketing conceptual framework grounded this study. Data collection included semistructured interviews with 5 organizational leaders from 5 different organizations in the San Francisco, California, Bay Area and a review of participants’ documents including marketing materials, social media posts, and published sales reports. Data analysis included coding, categorization, and identification of major themes. The thematic assessment approach revealed 5 …