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Business Administration, Management, and Operations
UNLV Theses, Dissertations, Professional Papers, and Capstones
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Articles 1 - 6 of 6
Full-Text Articles in Business
Salesperson-Customer Dyads In The Casino Gaming Industry: How Sales Competencies And Relationship Lifecycles Influence Customer Satisfaction And Account Profitability, Alicia Lechtenberger
Salesperson-Customer Dyads In The Casino Gaming Industry: How Sales Competencies And Relationship Lifecycles Influence Customer Satisfaction And Account Profitability, Alicia Lechtenberger
UNLV Theses, Dissertations, Professional Papers, and Capstones
Developing extraordinary relationships between sales personnel and customers is essential to corporate success. To meet the increasing demands of customers within the hospitality industry, corporations must ensure they pair customers with salespeople who are highly competent, possessing refined and adaptable skill sets that directly increase customer satisfaction and account profitability. Corporations spend billions of dollars annually on hiring and training salespeople; yet, salespeople often quit or miss their quota targets. Considering this industry-wide business problem, the purpose of this dissertation study was to determine how sales competencies influence customer satisfaction and account profitability while taking into consideration the duration of …
Payment Profiles: Using Payment Transaction Data To Identify And Characterize Gamblers, Kasra Ghaharian
Payment Profiles: Using Payment Transaction Data To Identify And Characterize Gamblers, Kasra Ghaharian
UNLV Theses, Dissertations, Professional Papers, and Capstones
Payment providers in the gambling industry facilitate transactions, allowing customers to transfer money to and from wagering accounts. Payments transaction data is information that is captured from these transactions, including, for example, the type, amount, time, and location. How this data may be used for gambling harm minimization and prevention has garnered significant interest, particularly due to accelerated payments modernization in the wake of the COVID-19 pandemic. With this study, I explored the utility of payments transaction data to categorize subgroups of gamblers in order to identify individuals who may be at-risk of harm. I benchmarked six cluster analysis methods …
Negative Customer Reviews And The Online Decision-Making Process: The Role Of Construal Fit, Minji Kim
Negative Customer Reviews And The Online Decision-Making Process: The Role Of Construal Fit, Minji Kim
UNLV Theses, Dissertations, Professional Papers, and Capstones
Consumers seek out online reviews to aid their decision-making, particularly when purchasing products and services online. Given their power to influence consumer behavior, online reviews have been extensively studied in various settings. While much research has focused on what determines the performance of online reviews, limited research has focused on why a particular review receives more or less attention from consumers. This study aims to fill this knowledge gap by exploring how consumers with different mindsets respond to online reviews framed at different levels of construal. Applying the construal fit principle, this research predicts that consumers more fluently process online …
A Development Of A Game-Theoretic Artificially Intelligent Neural Network Revenue Management Forecasting Model, Fatemeh Binesh
A Development Of A Game-Theoretic Artificially Intelligent Neural Network Revenue Management Forecasting Model, Fatemeh Binesh
UNLV Theses, Dissertations, Professional Papers, and Capstones
The aim of this dissertation is to create and test a risk induced game-theoretic price forecasting model. The models were tested with datasets from 3 Upper Midscale hotels in 3 locations (urban, interstate and suburb), one hotel from each location. The data was obtained from STR, a leading hospitality marketing company which consolidates all of the daily hotel data from hotels in the United States. Multiple error measures were used to compare the accuracy of models. Three LSTM models were proposed and tested; LSTM model 1 that relied on ADR to forecast ADR, LSTM model 2 that used ADR, supply, …
Factors Affecting Hotel Recommendation: Before The Covid-19 Pandemic And After The Reopening, Boran Kim
Factors Affecting Hotel Recommendation: Before The Covid-19 Pandemic And After The Reopening, Boran Kim
UNLV Theses, Dissertations, Professional Papers, and Capstones
During the COVID-19 pandemic, numerous people lost their lives, and a lot of industries were affected. The hospitality industry was especially affected due to social distancing, travel restrictions, and safety issues. During that time, not only did customers' expectations change but their recommendation of hotels to friends and colleagues also changed. The current study used five factors (i.e., cleanliness, location, room, service, and value) to discover which factors were affecting hotel recommendation before the COVID-19 pandemic and after the reopening. This study used secondary data (online surveys) from one of the well-known integrated resorts located in the western United States. …
Predicting And Mitigating Reactance Impact On Attitude And Behavioral Intention, Matthew Ryan
Predicting And Mitigating Reactance Impact On Attitude And Behavioral Intention, Matthew Ryan
UNLV Theses, Dissertations, Professional Papers, and Capstones
At times messaging may be of an instructive nature that can be perceived as an attempt to threaten or limit an individual’s freedom. This freedom limitation can range from individual choice to physical requirements. How a message is framed, or positioned, is very important. In certain instances, even when the message has the best intentions, if framed incorrectly can have the opposite, or boomerang, effect on people. This state is known as psychological reactance. When invoked, consumers will act in a way that eliminates the threat of freedom to restore balance. Such a state can also lead to negative implications …