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2019

Sales

Articles 1 - 7 of 7

Full-Text Articles in Business

When Objective Price Information Is Not Available: Impact Of Unpublished Or Missing Prices On The Purchase Journey For High Costs, High Involvement Products, Thomas J. Dammrich Jun 2019

When Objective Price Information Is Not Available: Impact Of Unpublished Or Missing Prices On The Purchase Journey For High Costs, High Involvement Products, Thomas J. Dammrich

College of Business Theses and Dissertations

Every model of the consumer purchase journey includes an evaluation phase, during which consumers search for product attributes including price. While much has been written about search, knowledge uncertainty, and the role of price in continued search and purchase intent, very little, if any, empirical work has been done to understand the impact on the path to purchase when objective price is not available. This study undertakes a field experiment with random assignment in a natural setting to examine the impacts on consumer behavior related to continued search, lead generation and purchase intent when objective price is not available. The …

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Gilliam Candy Company - Paducah, Kentucky (Sc 3387), Manuscripts & Folklife Archives Apr 2019

Gilliam Candy Company - Paducah, Kentucky (Sc 3387), Manuscripts & Folklife Archives

MSS Finding Aids

Finding aid and scans (Click on "Additional Files" below) for Manuscripts Small Collection 3387. Letters of Cleve Gilliam of the Gilliam Candy Company, “Manufacturers of ‘Blue Grass’ Brand Candies,” Paducah, Kentucky, to Edwin Larrance, Indianapolis, Indiana, whose health problems are inhibiting his work as the company’s Indiana sales representative. Gilliam complains of the decline in business and of the further difficulty of maintaining profits while supplying free sample boxes of candy. The final letter praises Larrance but terminates the company’s arrangement with him.

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Intercollegiate Wine Business Invitational, Nathan Saragoza, Ally Bushman, Cassidy Robinson, Hanna Bingham, Sam Weymouth, Luca Mallon Mar 2019

Intercollegiate Wine Business Invitational, Nathan Saragoza, Ally Bushman, Cassidy Robinson, Hanna Bingham, Sam Weymouth, Luca Mallon

Student Engagement Posters

Nathan Saragoza, Ally Bushman, Cassidy Robinson, Hanna Bingham, Sam Weymouth, and Luca Mallon discuss student engagement at Linfield College with regard to their participation in the Intercollegiate Wine Business Invitational.

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How To Overcome Emotional Exhaustion In Sales Settings, Lucy Matthews, Diane R. Edmondson Feb 2019

How To Overcome Emotional Exhaustion In Sales Settings, Lucy Matthews, Diane R. Edmondson

Atlantic Marketing Association Proceedings

No abstract provided.

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Effect Of Key User Empowerment, Purchasing Strategy, Process Integration,Production System To Operational Performance, Zeplin Jiwa Husada Tarigan, Hotlan Siagian, Sautma Ronni Basana, Ferry Jie Jan 2019

Effect Of Key User Empowerment, Purchasing Strategy, Process Integration,Production System To Operational Performance, Zeplin Jiwa Husada Tarigan, Hotlan Siagian, Sautma Ronni Basana, Ferry Jie

Research outputs 2014 to 2021

This study examines the influence of key user empowerment on the operational performance through the mediating role of process integration, purchasing strategy and production system. The questionnaires were distributed to 120 manufacturing companies domiciled in East Java Region. Of the 120, 70 questionnaires are valid for further analysis. Data analysis used Partial Least Square (PLS) version 3.0. The finding are as follows: Key user empowerment affects the process integration. Key user empowerment influence the purchasing strategy. Process integration affects the purchasing. Process integration also influence the production system. Purchasing strategy provide support in the company's production system. Process Integration affects …

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Exploratory Insights Into Cross-Cultural On-Line Shopping Differences Between U.S. And French Millennials And Generation Zs, Steven M. Cox, Bradley W. Brooks Jan 2019

Exploratory Insights Into Cross-Cultural On-Line Shopping Differences Between U.S. And French Millennials And Generation Zs, Steven M. Cox, Bradley W. Brooks

Association of Marketing Theory and Practice Proceedings 2019

Online retail sales have shown double-digit growth in the U.S. for the last decade lead by millennials and more recently generation Z. While extensive research has been done exploring U.S. online shopping behaviors of these generations, little cross-cultural work has been done. This paper explores the differences between the U.S. and French millennial and gen z online shoppers. The research focused on four questions; was there a difference in the number of times per week that individuals shopped online, the percentage of shopping funds spent online versus in store, the types of products purchased online, and the percentage of low …

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The Effect Of Behavioral Traits And Background On Engineering Students’ Decision-Making Process Compared To Business Students, Joe Scott Jan 2019

The Effect Of Behavioral Traits And Background On Engineering Students’ Decision-Making Process Compared To Business Students, Joe Scott

Williams Honors College, Honors Research Projects

This paper looks to narrow down the reasons that students undertake new credentials, specifically in sales fields. With a focus on character traits and upbringing, the goal is to ensure that there is a better understanding of the reasons that people undertake these credentials. The different benefits of credentials will be analyzed to determine the most influential reason that people would be willing to move forward. The combination of these factors will be used to provide recommendations of the best way to reach and influence the decision of the engineering students.

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