Marketing Commons^™

Preparing Performance Reports For Upper Management: A Skills Building Project For Sales Management Students, Joseph D. Chapman, Russell G. Wahlers

AMTP Proceedings 2020

This paper presents an in-depth assignment used in sales management courses to help students develop the skills needed to prepare a formal performance report for upper management. Students are divided into district management teams and are required to prepare a company performance report for four years of their company’s performance. The author provides the detailed guidelines which are given to the students to aid them in the development of the performance report. Example tables for the report, the grading process, and other information for the project are also included.

The Future Of Electronics Consumption And The Role Of The Sustainable Consumer, Jennifer D. Henderson

AMTP Proceedings 2020

The Future of Electronics Consumption and the Role of the Sustainable Consumer

Jennifer D. Henderson

University of South Alabama

ABSTRACT

A recent area of ethical, environmental, and social responsibility concern is in regard to smartphones and related electronic devices. Specifically, these products have been linked to generating large quantities of electronic waste (e-waste) and are increasingly produced under questionable working conditions. These social and environmental impacts can potentially be mitigated through the adoption of sustainably produced devices. However, although we are years into the modern sustainability movement, there still exists an attitude-behaviors gap where many consumers report that they are …

Yours, Mine, Or Ours? Exploring The Role Of Cultural Values In Sharing Economy Services, Lacey K. Wallace, Joanne T. Cao

AMTP Proceedings 2020

The sharing economy offers consumers an alternative to ownership by exchanging value through technology-based services. As the growth of sharing economy practices continue to emerge, business scholars have only recently begun to study how cultural differences impact the sharing economy. Specifically, few studies have examined individual cultural values. Therefore, this study explores whether differences in cultural values, using Hofstede’s cultural dimensions, account for consumers’ attitudes and participation in sharing economy services (SES). Two studies employing a mix-method approach will be conducted to gain a thorough understanding of the sharing economy from both the consumers’ and the peer providers’ perspective. This …

Up Rooting: Sports Marketing Analytics And Attendance In Major League Baseball, Adam Merkle, Catherine Hessick, Britton Leggett, Kenneth O'Connor, Larry Goehrig

AMTP Proceedings 2020

Spurred by a continuous decline in Major League Baseball (MLB) ticket sales and attendance, this study examines external and internal factors affecting team financial performance. Using only secondary data, constructs for external factors (i.e. population, facility age, etc.), team offensive performance (i.e. at-bats, home runs, etc.), attendance, and revenue-based financial metrics were analyzed with PLS-SEM. The findings reveal external factors positively affect both attendance and team financials, but the relationship between a team’s offensive performance and team financials is fully mediated by attendance. The findings imply future sales growth may need to come from marketing strategies and promotional efforts beyond …

Is There A Roi For Being Ethical? The Impact Of Consumer Perceived Ethicality On Brand Equity, Arwen L. Matos-Wood

AMTP Proceedings 2020

Companies are increasingly focused on their environment and their impact on various stakeholders due to competitive and societal pressures. As their responsibilities expand, there is a risk to their reputation as well as their long term growth and profitability. As these pressures to be good stewards increase, companies are looking to better understand the impact on key metrics and key stakeholders. The purpose of this proposal is to study the effect of consumer perceived ethicality of a brand on brand equity at a corporate brand level.

The Impact Of Culture On Multinational Business Expansion: A Case Study Evaluating Merchandising In Asian 7-Eleven Franchises, Matthew H. Yang, Gallayanee Yaoyungyong

AMTP Proceedings 2020

While advances in technology (e.g., smart devices, mobile apps) and the growth of digital media (e.g., social media) have created new opportunities and enabled many businesses to successfully invest and expand globally, multinational corporations can still fail to thrive in another country due to misunderstanding local cultures, values, and expectations. To explore this issue, this case study investigates the impact culture has on a multinational corporation and investigates how the product lines change based on the location of the business. This case study focuses on 7-Eleven due to the vigorous growth of the company in Asia- China, Hong Kong, Japan, …

A Preliminary Examination Of Sponsorship Motivations And Leveraging In Motor Sports, Carol L. Bruneau

AMTP Proceedings 2020

Sports sponsorships have become an increasingly large investment for many organizations. IEG (2018) has forecast that in 2018, total global sponsorship spending would be approximately $65.8 billion, with US sponsors contributing $24.28 billion. Close to 70%, or almost $46 billion, of total sponsorship spending will be directed towards the sponsoring of sports events, leagues, teams and individual sports personalities. This paper is a exploratory examination of sponsorships in INDYCAR racing based on participant observation over nine years of viewing INDYCAR races live and on television. Four specific sponsorship examples will be discussed to highlight sponsors’ motivations for sponsorship and how …

Blockchain And The Transformation Of Branding, Sunil Erevelles, Brian Whelan, Padma Bulusu

AMTP Proceedings 2020

Blockchain and the Transformation of Branding

Sunil Erevelles

University of North Carolina at Charlotte

Brian Whelan

University of North Carolina at Charlotte

Padma Bulusu

University of North Carolina at Charlotte

ABSTRACT

Consumer trust in brands has reached critically low levels. While Big Data has allowed marketers to gain a rich and precise understanding of their consumers (Erevelles, Fukawa and Swayne 2016), the careless and sometimes improper use of Big Data in behavioral futures markets has resulted in a decline of trust in brands of organizations that have violated consumer trust. Driven by a trust crisis in consumer relationships with institutions …

Consumer Data Privacy In Marketing Research: A Study Of Value-Based And Cognate-Based Approaches, Selcuk Ertekin

AMTP Proceedings 2020

In this paper, we used Smith et al. (2011)’s classification of privacy definitions based on cognate-based and value-based approaches and reviewed the marketing literature for the past five years on consumer information privacy. We added an extra dimension to this classification by looking at whether the research has a regulatory emphasis or not. Our results indicate that there are plenty of research articles on cognate-based and non-regulatory underscoring research as well as value-based and regulatory emphasis articles. There is exigent need for more research on cognate-based, regulation focused and value-based, non-regulation focused accentuation.

Sensemaking And Big Data Science: Soft And Hard Marketing Skills Are Needed Today, Michael Latta

AMTP Proceedings 2020

The story of how Big Data Science was enabled through the marriage of technology in the form of the young discipline of computer science and the mature discipline of statistics was told by Gil Press in his (2013) Forbes piece titled ‘A Very Short History Of Data Science.’ The name “Data Science” is now the discipline charged with utilizing Big Data. But making sense of data has a much longer history and has been debated by scientists, statisticians, librarians, computer scientists and others for years. More recently, the ideas surrounding the importance of ‘context’ have been integrated into the use …

Supporting Service Learning With An Interdisciplinary Csr Marketing Model, Ellen Raineri

AMTP Proceedings 2020

Since CSR is an interdisciplinary topic, a CSR service learning project, too, should be interdisciplinary. Accordingly, Marketing was selected to be combined with the CSR service learning project. Since careful planning and design are paramount for service learning projects, a model is shared that was implemented in three undergraduate hybrid CSR classes. Three deliverables are discussed: The first is a CSR Marketing Analysis Report to guide students in their evaluation of an organization’s marketing initiatives permitting students to then analyze what new/enhanced marketing initiatives were needed. The second is a CSR Marketing Action Plan to identify marketing initiatives to complete. …

Competing With The Sharing Economy: Understanding The Barriers Faced By “Traditional” Providers, Amiee Mellon, Jim Connell

AMTP Proceedings 2020

Consumer participation has made the sharing economy an economic wonder, creating valid competition for traditional service providers. Using the self-determination theory, we examine why both consumers and peer-providers engage in the sharing economy. Three areas of consumer-focused marketing where traditional providers can increase efforts to decrease erosion are app abilities; niche markets; and consumer-desired amenities. Two areas of employee-focused marketing where traditional providers can increase efforts to decrease erosion are flexible hours and environments and employee appreciation and rewards.

The Brand Axis: Strategic Impacts Of Loyalty And Engagement Within The Social Media Magnet Theory, Kyle A. Huggins, J. Elliott Cunningham

AMTP Proceedings 2020

The Social Media Magnet is presented as a new pedagogy for organic, inbound marketing instruction. This methodology has now been deployed for the last four years across multiple universities combining a digital online delivery system with a new theory and a live online practicum to teach college students both strategic and tactical planning for inbound marketing campaigns. Using live website creation, social media planning tools, and email retention campaigns, students using this pedagogy learn the best practices for inbound marketing. This is not a simulation, but a live practicum that teaches students real-time inbound marketing principles. This paper recaps the …

A Foundational Investigation Of The Theory Of Brand Comfort, Kirk D. Aiken, Ajay Sukhdial, Matthew Meuter

AMTP Proceedings 2020

Two nationwide Internet studies investigated the novel concepts of comfort foods and comfort brands. After examining qualitative and quantitative measures, results showed that consumers were desirous of an important and expansive notion of brand comfort, defined here as: (1) the alleviation of physical and emotional stresses through brand consumption; combined with (2) the emergence of positive emotions of warmth, happiness, and love derived from brand associations often initiated by nostalgic memories of a romanticized past. Brand comfort stems from issues of physical comfort (i.e., how a certain brand fits, feels, smells, and tastes), combined with both cognitive components (driven …

Early-Career Professional Athletes, Social Media Marketing, And Sponsorship, Nichada Satasuk, Gallayanee Yaoyuneyong

AMTP Proceedings 2020

The sports marketing industry has changed in the new era of easy internet access and ubiquitous mobile devices. Sports marketers are beginning to use social media platforms, such as Facebook, YouTube, Twitter, and Instagram, to promote their brands and to connect with fans. In addition, legislative trends and announcements by the NFL and NCAA show that individual athletes, early in their professional careers (at the college level), will be able to profit from their names, images, and likenesses. While research into social media marketing by sports brands is existent and growing, most studies are concerned with the strategies and impacts …

When Opinion Leaders Endorse Products — What Marketers Take Advantage Of And Consumers Misconceive, Alexander Mueller, Marjorie Delbaere

AMTP Proceedings 2020

This conceptual paper explores the influence of opinion leaders, the elements of credibility, and draws on endorsement literature to illustrate how opinion leaders are perceived as credible sources in the market. The paper proposes a new type of opinion leader — the celebrity expert endorser (CEE). The CEE is characterized by the typical opinion leader behaviour in the form of information dissemination and the inherent motivation to collect information to pass it on to opinion seekers. However, the CEE also cooperates with marketers, manufacturers, and corporations and engages in some form of endorsement. As a result, the CEE walks a …

The Effect Of Use Of Text Messaging On Soccer Fans’ Behavior (The Case Of Iranian Professional League-Persian Gulf League), Reza Mohammadkazemi Dr., Saeed Kardar Dr., Mahnaz Pouriz Ms.

AMTP Proceedings 2020

The purpose of study is to identify the effect of mobile marketing on the Top Iranian Football Clubs fans’ behavior in 2019-2020 season. The statistical population are the spectators who had signed up in the fan online system and had watched one of games in the stadium. As an accurate number of the statistical population could not be determined, a statistical population of 396 was considered based on the Morgan’s table. In this study, the author collects data on the behavioral loyalty, attitudinal loyalty, and mobile marketing using survey. The cross-sectional regression estimation used to analyze the data. The findings …

Revisiting The Beneficiaries Of The Scotus Ruling Striking Down Paspa, Sam Fullerton, Ronald Dick, Michael Mccall

AMTP Proceedings 2020

A Supreme Court ruling in 2018 essentially rendered restrictions on sports gambling to run counter to states’ rights, thus in conflict with the Constitution of the United States. As a consequence, 13 states and the District of Columbia now have legalized sports gambling. Initial research into the consequences of this ruling identified 12 potential beneficiaries. Subsequent research entailing an assessment of new literature and a survey of executive opinion involving a number of marketing executives who work within the field of sports marketing expanded the findings from the earlier study. This extension of the preliminary study found 14 beneficiaries rather …

Panel: Changing Expectations From Department Chairs In The Dynamic Environment Of Higher Education, Ismet Anitsal, Melek Meral Anitsal, Michael Latta, David J. Burns

AMTP Proceedings 2020

The dynamic environment of higher education defines and redefines roles of faculty and administrators. Department chairs have a unique position in colleges as they are part of the faculty as well as administrators. Expectations from department chairs include a long list of activities. They have to deal with a variety of tenured and tenure track faculty at different levels, such as instructors, senior instructors, assistant, associate, full professors, and per-course faculty (adjuncts). Students are another group for them to manage, including undergraduate, graduate students with different concentrations, majors and minors as well as transfer, study-away, study abroad students besides graduate …

Can Social Media Marketing Effects Be Sustained?, Manisha Mathur

AMTP Proceedings 2020

The social media strategies have changed the landscape of customer-firm associations. Yet, little is understood about the sustained effects of social media, particularly on firm performance. This research examines the extent to which social media plays a key role in the development of branding and marketing strategies that lead to sustained competitive advantage. We use econometric modeling to determine whether a brand’s performance remains stable with the extended implementation of social media marketing and how long the effect of social media is beneficial for a firm. The results yield significant implications for both marketing theory and practice.

The objective is …

Consumer Response To Foundations And Firms When Firms Own Or Sponsor A Foundation, Amanda Swift, Ismail Karabas

AMTP Proceedings 2020

No abstract provided.

The Big Era Of Podcasting: A Timely Examination Of Advertisements In Popular Podcasts, Kristine Johnson, Marilena O. Vilceanu, Erika P. Solis, Kailey C. Bertelson

AMTP Proceedings 2020

No abstract provided.

Understanding Student Perceptions Of Their Personal Branding In Higher Education, Musa Pinar, Tulay Girard

AMTP Proceedings 2020

Please see attached for an formatted extended abstract

Factors Impacting One’S Self-Classification Into One Of The Five Categories Of A Typology Delineating Green (And Not So Green) Consumers, Sam Fullerton, Tammy Mccullough, Estelle Van Tonder

AMTP Proceedings 2020

A sample of 1,243 adult residents of the United States provided insight into an array of issues germane to sustainability. Upon completing a 65-question survey on sustainability, each respondent placed themselves in an eco-group that they felt best corresponded to their own behavior and attitudes towards the task of keeping the planet green for ourselves, and perhaps more importantly, for our posterity. The five groups ranged from the eco-destroyer to the eco-warrior. Within the survey, each respondent provided their opinions regarding seven multi-item scales that primarily addressed green issues; some scales addressed business behavior while others addressed issues such as …

Are Eco-Friendly Cars More Favorable? An Exploratory Study Of Attitude Toward Eco-Friendliness Among Multiethnic Consumers In The U.S., Meng Tian, Sindy Chapa, Michael Walsh, Nicholas Kjaerholt, Ailin Xia

AMTP Proceedings 2020

Between technological developments in the car industry and increasing interest in eco friendly products among consumers, eco-friendly cars are gradually entering consumers' sights. This study examines the factors that influence consumers’ attitudes toward the adoption of eco-friendly cars. This study conducted an online survey with a sample (N = 3,191) collected through a national panel (Dynata). The results demonstrate that consumers’ concern about environmental sustainability and attitude towards environmentally friendly products impact consumers’ attitudes toward eco-friendly cars. It was also found that consumer’s level of collectivism positively influence their attitude toward environmentally friendly products. Further, the results showed consumers’ attitudes …

Social Media Is Bananas: The Effect Social Media Has On Rebranding And Customer Attraction And Retention, Kara Heater

Honors College Theses

The primary purpose of this study was to investigate whether social media had an impact on the rebranding of the Savannah Bananas baseball team. The study also focuses on the impact social media has had on the attraction and retention of customers. Interviews were conducted with full time staff members and customers of the Savannah Bananas. An online survey was distributed through social media to learn more about the connection between customers and the Bananas social media. The results of the study suggest that social media has had a positive affect on both the rebranding of the Savannah Bananas and …

Consumer Actions And Attitudes Regarding Initiatives Directed Towards Sustainability: Assessing Gender And Generational Gaps, Sam Fullerton, Tammy Mccullough, David L. Moore

AMTP Proceedings 2019

A demographically and geographically representative sample of 1,243 adult residents of the United States provided input regarding 33 issues germane to both green marketing and green consumption. This diverse array of behaviors and opinions addressed both sides of the buyer-seller dyad. From the buyers’ perspective, respondents reported a high propensity to engage in recycling, donate used goods, and purchase products with a longer life expectancy. As for organizational actions, the respondents favored environmentally-friendly actions such as focusing on cleaner and more efficient energy alternatives. There was a strong belief that individuals can make a difference. Comparisons on the bases of …

Best Practices In Digital Content Marketing For Building University Brands, Julie M. Pharr

AMTP Proceedings 2019

This paper explores and proposes the use of digital content marketing as a means of brand-building for colleges and universities. The paper reviews and synthesizes literature on the state of the art in digital content marketing in order to identify best practices. Effective techniques, some based on empirical testing, are applied to the use of digital content marketing by higher education institutions.

“Tipping Required”: Development Of A Model To Understand Customer Reactions To Non-Voluntary Tipping Systems, Ismail Karabas, Jeff Joireman

AMTP Proceedings 2019

This paper examines customer response to non-voluntary tipping systems as an emerging trend in the servicescape. A non-voluntary tipping system is a form of service inclusive pricing (e.g., increasing menu prices, automatically charging a percentage of tip on the final bill regardless of table size). Across four experiments, results suggest that non-voluntary tipping leads to higher customer anger than voluntary tipping, which leads to lower return intentions. The results also show a larger difference in customer response (customer anger, return intentions) to non-voluntary and voluntary tipping systems under high service quality than low service quality. The mediating role of the …

Investigating The Effects Of Personalization On Brand Love: A Study Of Facebook, Trang P. Tran

AMTP Proceedings 2019

This paper investigates how personalized advertising affects customer brand relationship in social media. In particular, this paper develops and tests a conceptual model that captures the impact of perceived personalization on customer brand relationship through an online survey where respondents are free to describe a personalized ad they see on their Facebook.

Eight hypotheses are developed and tested using PLS-SEM. The results show that all hypotheses are accepted except for Hypothesis 7 (the effect of self-expressive brands on brand love). More specifically, the findings confirm that personalized advertising has an impact on consumer perceptions of a brand. Stated differently, as …