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Articles 211 - 240 of 704
Full-Text Articles in Marketing
From Local Innovation To Global Impact: The Ncino Story, Fredrika J. Spencer
From Local Innovation To Global Impact: The Ncino Story, Fredrika J. Spencer
Atlantic Marketing Association Proceedings
No abstract provided.
Defying Conventions: The Marketing Alchemy Of Transforming 'Ugly' Into Iconic, Monisha Gupta, Rex Evans Mcclure
Defying Conventions: The Marketing Alchemy Of Transforming 'Ugly' Into Iconic, Monisha Gupta, Rex Evans Mcclure
Atlantic Marketing Association Proceedings
No abstract provided.
Influence Of Digital Out-Of-Home Advertising On Intention To Purchase Green Products, Michael Humbani
Influence Of Digital Out-Of-Home Advertising On Intention To Purchase Green Products, Michael Humbani
The African Journal of Information Systems
This study investigates the impact of digital outdoor (out-of-home) advertising on environmental product knowledge and environmental concerns, aiming to promote green purchase intentions. The investigation is grounded in the Stimulus-Organism-Response model. Data were collected through a self-administered online questionnaire completed by 274 adult consumers. Using structural equation modelling, the findings indicate that informativeness, credibility and incentives have a positive effect on environmental product knowledge. Of these, only informativeness and credibility were significant predictors of environmental concern. Furthermore, environmental product knowledge was found to significantly influence green purchase intention, but environmental concern had no significant influence. From a theoretical perspective, this …
Employing The Marketing Mix Framework To Increase Usage Of Academic Libraries, Chantelle Swaren
Employing The Marketing Mix Framework To Increase Usage Of Academic Libraries, Chantelle Swaren
The Southeastern Librarian
Academic libraries face a regular influx of new students, creating an ongoing need to increase awareness and usage. To accomplish this, many academic libraries rely on short-term outreach tactics that focus on only one element of the marketing mix: Promotion. This article introduces the complete marketing mix framework, including seven elements (7 Ps), and explains how they can be applied in academic libraries. Definitions and library-specific examples are provided for each element: Product, Price, Place, Promotion, People, Process, and Physical Proof. The integrated approach of marketing mix theory and planning can be employed by academic libraries to increase patron awareness, …
A Holistic Approach To Country Branding: Examining A Master Brand And Sub-Brand Framework, Musa Pinar, Aycan Duran Tekoglu, Tulay Girard
A Holistic Approach To Country Branding: Examining A Master Brand And Sub-Brand Framework, Musa Pinar, Aycan Duran Tekoglu, Tulay Girard
Atlantic Marketing Journal
Recently, nation branding has drawn the attention of policymakers worldwide, as nations recognize its strategic importance in achieving and sustaining success in the global competitive landscape. This study provides a conceptual framework based on master brand and sub-brand architecture to examine country branding holistically by integrating macro and micro perspectives, country brand equity, and their effects on consumer preferences. The specific objectives are to 1) identify the dimensions of master brand, sub-brand, and country brand equity and develop reliable and valid measurement scales for each dimension, and 2) develop a conceptual framework that integrates the master brand, sub-brand, and brand …
When Social Inflation Pushes The "Good Neighbor" Away: How Market Exit Behavior Triggers Brand Betrayal And Trust Erosion, Waros Ngamsiriudom, Mohan Menon, Mitra Devkota
When Social Inflation Pushes The "Good Neighbor" Away: How Market Exit Behavior Triggers Brand Betrayal And Trust Erosion, Waros Ngamsiriudom, Mohan Menon, Mitra Devkota
Atlantic Marketing Journal
Social inflation, marked by rising litigation severity, shifting jury attitudes, and expanding third-party litigation funding, has intensified financial pressures on insurers operating in disaster-prone markets. In response, many insurers have withdrawn or restricted coverage, creating a sharp disconnect between long-standing brand promises and current market behaviors. This article examines how these systemic pressures produce “brand betrayal,” a consumer perception arising when insurers’ market exit actions contradict their relational positioning as reliable, community-oriented partners. Drawing on signaling theory, relationship marketing, and institutional perspectives, the article develops a conceptual framework linking social inflation to brand trust erosion through market exit behavior. The …
Leading With Integrity: Ethical Leadership, Quota Fairness, And Salesforce Retention, James Deconinck
Leading With Integrity: Ethical Leadership, Quota Fairness, And Salesforce Retention, James Deconinck
Atlantic Marketing Journal
This study examines how ethical leadership, ethical climate, quota difficulty, distributive quota fairness, and person–organization (P–O) fit jointly shape salespeople’s turnover intentions and actual turnover. Survey data from 203 salespeople in a national computer-industry firm were paired with organizational turnover records collected one year later. Ethical leadership strengthened ethical climate, distributive quota fairness, and P–O fit, while ethical climate further enhanced fairness and value alignment. Quota difficulty strongly reduced fairness. Fairness also contributed to P–O fit, indicating that justice experiences tied to quota allocation shape value congruence in meaningful ways. Both fairness and P–O fit predicted lower turnover intentions, and …
Documenting Sustainable Social Media Workflows: Supporting Student Professionalization In Faculty-Student Teams, Jenny Rissen
Documenting Sustainable Social Media Workflows: Supporting Student Professionalization In Faculty-Student Teams, Jenny Rissen
Master's Projects
This capstone project, Documenting Sustainable Social Media Workflows: Supporting Student Professionalization in Faculty-Student Teams, examines how departmental social media teams serve as informal training grounds where students build professional identities through collaborative, often undocumented communication work (Buck; Leon & Pigg). Addressing writing studies concerns about experiential learning gaps (McNabb; Carr et al.), the project creates a handbook offering practical guidance for onboarding, workflow continuity, accessibility, and ethical social media practices. It shows how mentorship and structured documentation turn everyday digital work into meaningful professional development. Situated in technical communication and rhetoric, the project demonstrates how social media teams help …
Helping Craft Beer Hunters Make Their Next Great Beer Discovery, Mark Mitchell, Sheila Mitchell
Helping Craft Beer Hunters Make Their Next Great Beer Discovery, Mark Mitchell, Sheila Mitchell
Atlantic Marketing Journal
The number of craft beer producers and consumers in the United States has increased dramatically over the last ten years. This manuscript provides an overview of the craft beer marketplace in the United States with a focus on the craft brewers and retailers as well as the consumers who favor craft beers. Craft beer enthusiasts are a “consumption community” or, a group of consumers who share a deep involvement with the craft beer category. This study presents a list of common business practices designed to appeal to this unique consumer group.
Trusted Advisor: Reality Or Fading Myth?, Stephen C. Carlson, Susanna Warnock, Gerald Sullivan, Margaret Ryder
Trusted Advisor: Reality Or Fading Myth?, Stephen C. Carlson, Susanna Warnock, Gerald Sullivan, Margaret Ryder
Atlantic Marketing Journal
The role of trusted advisor has long differentiated the role of community banking from traditional national banks in its relationship with small businesses. This study serves two purposes. First is to confirm presence of a trusted advisor relationship and secondly, understand the impact of digital banking services on the community banker – small business owner relationship. Using data collected in a survey of community bankers and small business owners in five southeastern United States, this study assesses the viability of the trusted advisor construct by applying the Integrative Model of Organizational Trust (Mayer, Davis, & Schoorman, 1995, 2007), trust-building behaviors …
The Impact Of User-Generated Content And Online Reaction Videos On The Marketing Of Video Games, Diane R. Edmondson, Randy Clark, Trevor Golter
The Impact Of User-Generated Content And Online Reaction Videos On The Marketing Of Video Games, Diane R. Edmondson, Randy Clark, Trevor Golter
Atlantic Marketing Journal
Modern developments in social media, video streaming platforms, and user-generated online content from influencers have led to a growth in video game marketing. One of the prominent genres of user-generated content on video platforms is the reaction video. These videos are relied upon for spreading information and marketing in the video game industry. Providing a better understanding of the impact of this video game promotional outlet is beneficial for marketers, social media influencers, and businesses in this industry. We collected data from 623 Southeastern University undergraduate students to address this topic using a Qualtrics survey. The survey consisted of two …
Antecedents And Outcomes Of Servant Leadership: Implications For The Salesforce, James Deconinck, Drew Carnes, Julie Johnson-Busbin
Antecedents And Outcomes Of Servant Leadership: Implications For The Salesforce, James Deconinck, Drew Carnes, Julie Johnson-Busbin
Atlantic Marketing Journal
The uniqueness of a salesperson’s job makes leadership especially important in professional selling. This study examined antecedents and outcomes of servant leadership. A model analyzing the relationship among moral identity, servant leadership, organizational justice, turnover intentions, and turnover was tested with a sample of 233 business-to-business salespeople and 76 sales managers via a multilevel structural equation model using MPLUS software. Moral identity was a direct antecedent of servant leadership. Servant leadership was both an indirect predictor of turnover through organizational justice and a direct predictor of turnover. Two direct hypotheses were not supported. Both interpersonal justice and procedural justice were …
Unveiling Risk Strategies In The Online Food Delivery Platforms: Evidence From Risk Disclosures And Reprisk Index, Maryam Mahdikhani, Jiyoon An, Arim Park
Unveiling Risk Strategies In The Online Food Delivery Platforms: Evidence From Risk Disclosures And Reprisk Index, Maryam Mahdikhani, Jiyoon An, Arim Park
Atlantic Marketing Journal
Online Food Delivery Platforms (OFDPs) have faced unique challenges related to uncertainty and global risk in recent decades. To address these risks, this study utilized machine learning (ML) techniques, including Latent Dirichlet Allocation (LDA) and Word2Vec, to extract and cluster OFDP-related risk factors. The analysis was conducted using unstructured text data from the annual reports of two prominent OFDP companies—Delivery Hero (DH) and Grubhub (GH)—from 2017 to 2020. We also examined the multidimensional RepRisk Index (RRI) for these companies and developed a two-dimensional matrix to evaluate preparedness and responsiveness across various risk categories in the OFDP sector. The results indicate …
Sales Skill Development For Next Generation Of Accounting Professionals: From Accountant To Partner, Scott Cohen, Dena Breece, Michael Rodriguez, Chelsea Schrader
Sales Skill Development For Next Generation Of Accounting Professionals: From Accountant To Partner, Scott Cohen, Dena Breece, Michael Rodriguez, Chelsea Schrader
Atlantic Marketing Journal
With the exodus of accounting professionals due to retirement, firms are challenged to replace skilled employees with a newer generation, Millenials and Generation Z (CPA Practice Advisor, 2024). To bridge the gap, the authors explore how soft skills (communication and relationship management) are necessary for newer accounting professionals to not only fill the talent gap but also help them be promoted to senior-level positions in their firms. Using Human Capital Theory (HCT) as our foundation, a content analysis using responses from 30 accounting leaders found unique skills such as communication, presentation, and relationship building are crucial in the development of …
Do The Effects Of Ethnocentrism And Cosmopolitanism Depend On Countries-Of-Origins? An Empirical Study Of U.S. Consumers, Thomas Tanner, Jung Kim, Ronda Mariani
Do The Effects Of Ethnocentrism And Cosmopolitanism Depend On Countries-Of-Origins? An Empirical Study Of U.S. Consumers, Thomas Tanner, Jung Kim, Ronda Mariani
Atlantic Marketing Journal
Consumer ethnocentrism and cosmopolitanism have been shown to be instrumental factors for the evaluation and purchase of foreign products. Many prior studies have provided evidence that ethnocentric consumers have lower willingness to buy for products that originated from foreign countries, while cosmopolitan consumers have higher willingness to buy. However, prior research has been conducted in the research setting where only one foreign country is pit against home country. Therefore, it is not clear whether their direct impacts on animosity, product judgement, and willingness to buy will be homogeneous, regardless of countries-of-origin. In other words, do consumers hold the same degree …
Accepting Invasive Privacy Policies In Downloading Tiktok, Stephen Baglione, Louis A. Tucci
Accepting Invasive Privacy Policies In Downloading Tiktok, Stephen Baglione, Louis A. Tucci
Atlantic Marketing Journal
Privacy is important but often neglected by app users. Our results show that the respondents are highly involved in online privacy and privacy for their data on social media. When asked anonymously, around five-fifths of respondents would not accept specific TikTok privacy statements. This did change for those with a TikTok account and those who were heavy app users. These results held for place of residence and gender. This confirms the privacy paradox. What was surprising is that 17 percent of respondents are willing to accept invasive privacy actions to use TikTok.
Quota Fairness, Procedural Justice, Turnover Intentions, And Turnover: A Multi-Path Model Of Salesperson Perceptions, Support, And Trust, James Deconinck, Julie Johnson-Busbin
Quota Fairness, Procedural Justice, Turnover Intentions, And Turnover: A Multi-Path Model Of Salesperson Perceptions, Support, And Trust, James Deconinck, Julie Johnson-Busbin
Atlantic Marketing Journal
This study investigates how salesperson perceptions of quota difficulty, quota fairness, and procedural justice influence perceived organizational support (POS), organizational trust, and ultimately turnover intentions. Drawing on social exchange theory and fairness heuristic theory, we propose and test a multi-path model in which quota-related justice perceptions shape salesforce attitudes and behavior through both direct and indirect mechanisms. Data from 313 business-to-business salespeople and their 142 managers reveal that perceived quota difficulty significantly predicts fairness, which in turn is positively related to POS and organizational trust. While fairness was a significant predictor of turnover intentions, procedural justice was not directly related …
Age Segmentation In The Life Coaching Industry: A Needs-Based Approach, Timothy Reisenwitz
Age Segmentation In The Life Coaching Industry: A Needs-Based Approach, Timothy Reisenwitz
Atlantic Marketing Journal
Life coaching is the second-fastest-growing industry in the world. Most previous research has used a results-based approach with relatively small sample sizes. The current research uses a needs-based approach to identify whether older or younger consumers are better candidates for a life coaching session or program. A hard-copy questionnaire used existing scales based on industry indicators to identify viable life-coaching clients. A multivariate analysis of covariance (MANCOVA) was used to analyze the data, with gender as the covariate or moderating variable. Results showed that younger consumers are generally better candidates for life coaching, while gender was only significant for one …
Buying Green On A Student Budget: How Sustainability Shapes Gen-Z Grocery Habits, Tyler Martin, Diane R. Edmondson, Lucy Matthews
Buying Green On A Student Budget: How Sustainability Shapes Gen-Z Grocery Habits, Tyler Martin, Diane R. Edmondson, Lucy Matthews
Atlantic Marketing Journal
Sustainability is increasingly prioritized by consumers, but concerns arise about whether Gen-Z college students with limited financial means translate sustainable attitudes into purchasing behaviors. This study surveyed 496 undergraduate students at a southeastern public university to assess attitudes, motivations, and actions regarding sustainable grocery shopping. Results reveal strong environmental concerns among students but a notable gap between beliefs and purchasing behaviors, attributed mainly to financial constraints. Gender, political affiliation, and religious affiliation significantly influenced sustainable behavior. Managerial implications and future research directions are discussed.
From Backlash To Brand Loyalty: How Self-Congruity And Generation Shape Consumer Intentions After A Failed Influencer Campaign, Dexter L. Purnell, Kimberly V. Legocki, Steven R. Barnes, Jessica Chapman
From Backlash To Brand Loyalty: How Self-Congruity And Generation Shape Consumer Intentions After A Failed Influencer Campaign, Dexter L. Purnell, Kimberly V. Legocki, Steven R. Barnes, Jessica Chapman
Atlantic Marketing Journal
This study examines consumer responses to corporate social advocacy (CSA) surrounding Bud Light’s partnership with transgender influencer Dylan Mulvaney. We fielded a cross-sectional survey of U.S. beer drinkers (N = 386) measuring actual and ideal self-congruity, generational cohort, and purchase intention. Using PROCESS Model 4 with bootstrap confidence intervals, we tested whether self-congruity mediates the relationship between generation and purchase intention. Self-congruity strongly predicted purchase intention, and indirect effects of generation via both actual and ideal self-congruity were statistically significant. Conditional (contrast-specific) indirect effects were observed only for Gen X, indicating cohort-specific pathways from CSA to purchase intention through identity …
Omnichannel Retailing: An Exploratory Study Of Limiting The Customer Journey In A Digital-First Context, Terence L. Holmes, Edward C. Brewer, Elizabeth Patterson
Omnichannel Retailing: An Exploratory Study Of Limiting The Customer Journey In A Digital-First Context, Terence L. Holmes, Edward C. Brewer, Elizabeth Patterson
Atlantic Marketing Journal
A recent retail trend is the rise of “digital-first” firms, where their merchandise is sold primarily via online efforts. In this exploratory study we describe our investigation of the customer journey for a digital-first seller of cosmetics and personal care products. We collected qualitative and quantitative data from a customer survey and follow-up interviews. Results indicate that personal connections and actual product use are the two most important touchpoints customers consider in first discovering the seller and then building a relationship with the brand. We describe practical applications of the findings and suggest ideas for future research.
Podcast Advertising And Its Role In Higher Education Marketing, Mark D. Cistulli, Jason L. Snyder
Podcast Advertising And Its Role In Higher Education Marketing, Mark D. Cistulli, Jason L. Snyder
Atlantic Marketing Journal
Podcast advertising has become an important component in marketing campaigns for organizations to reach their target audiences. With the explosion of popularity of podcasts, so too does the opportunity for marketers to promote their products and services. In this study, we are focusing on the impact of a graduate program ad on attitudes and behavioral intentions associated with the university in the ad. Participants were exposed to part of a podcast with the ad embedded mid-roll and then responded to a survey about their evaluation of the ad and subsequent intentions to consider attending graduate school at the university advertised. …
Posting About Goals On Social Media: The Unexpected Effect Of Posting Goal-Intention Photos Rather Than Goal-Pursuit Photos On Goal Attainment, Kelly Eunjung Yoon, Cornelia Pechmann
Posting About Goals On Social Media: The Unexpected Effect Of Posting Goal-Intention Photos Rather Than Goal-Pursuit Photos On Goal Attainment, Kelly Eunjung Yoon, Cornelia Pechmann
Atlantic Marketing Journal
Can posting photos online help individuals achieve their goals? Past research has generally found that posting about goals on social media increases motivation to achieve those goals. However, little is known about the consequences of posting different types of goal-related content. This research uses real-world Instagram data to test the effects of posting photos about goal pursuit (i.e., goal enactment behaviors) versus goal intention (i.e., goal planning or setting) on goal attainment. Our findings indicate a positive and significant relationship between posting goal-pursuit photos and goal attainment. Conversely, posting goal-intention photos yields no measurable effect. This finding challenges the generalized …
Teaching Social Marketing Concepts Through Prosocial Behavior Lenses, Bela Florenthal
Teaching Social Marketing Concepts Through Prosocial Behavior Lenses, Bela Florenthal
Atlantic Marketing Journal
This study investigates the educational value of a prosocial project embedded in a college-level marketing course. Framed through a humanistic and holistic lens, the initiative integrated acts of kindness (AOKs) to engage students in real-world application of social marketing concepts. Using a mixed-methods approach, data were collected through student reflections and surveys, revealing high levels of cognitive, emotional, and behavioral engagement. Students developed empathy, compassion, and self-awareness, reinforcing the importance of integrating experiential learning into business education. The project also addressed AACSB’s emphasis on societal impact and aligned with the UN’s Sustainable Development Goals by promoting emotional well-being and civic …
Perceived Risk Mediation Of Website Quality In Online Clothing Shopping In A South African Township, Khathutshelo M. Makhitha, Rodney G. Duffett
Perceived Risk Mediation Of Website Quality In Online Clothing Shopping In A South African Township, Khathutshelo M. Makhitha, Rodney G. Duffett
The African Journal of Information Systems
South Africa lags behind other economies regarding online shopping adoption. Extant literature has focused on the influence of risk factors on consumers’ intention to shop online. However, few studies have considered the effect that mediating factors can have on relationships between other factors related to online shopping. It is particularly important to determine the mediation effect of perceived risk factors on the relationship between perceived website quality and intentions to shop online. A quantitative survey was used to collect data from 300 online shoppers who purchase clothing online and are located in the Soweto Township in Gauteng, South Africa. Perceived …
Warhol Speaks: How One Museum Leverages Communications Strategies To Engage In An Era Of Innovation And Value Creation, Kristina Kaufman, Peter Kaufman
Warhol Speaks: How One Museum Leverages Communications Strategies To Engage In An Era Of Innovation And Value Creation, Kristina Kaufman, Peter Kaufman
Atlantic Marketing Journal
As museums face increasing competition for guests amidst a growing number of cultural options, these institutions are challenged to reinvent themselves to offer a more modern experience for guests that addresses inclusivity, and a balance of active (engaging) and passive (reflective) experiences. This paper documents researcher observation at The Andy Warhol Museum in Pittsburgh, Pennsylvania. Through the lens of sensory perception theory, several themes emerge as communication strategies that aim to offer visitor engagement and added value. This paper analyzes and highlights how museums can offer multisensory experiences which cater to guests’ ability to cognitively invest and engage with the …
Brand Engagement Through Branded Mobile Apps Among The “Small-Screen” Gen, Waros Ngamsiriudom, Trang Phuc Tran, Russell K. Lemken
Brand Engagement Through Branded Mobile Apps Among The “Small-Screen” Gen, Waros Ngamsiriudom, Trang Phuc Tran, Russell K. Lemken
Atlantic Marketing Journal
Using the technology acceptance model, this study examines the combined impact of brand and technology on users' intention to continue using the branded app. A Partial Least Square Structural Equation Modelling with data from 454 experienced branded app users reveals two mechanisms: perceived usefulness has a favorable influence on the customer-brand connection, and perceived simplicity of use improves the customer's brand experience. Branded app interactions and experiences increase customer brand engagement, resulting in continued use. The study offers managerial insights for businesses looking to improve brand experiences using mobile technology, highlighting the importance of technology-driven marketing tactics and user-friendly branded …
A Breadth Review Of Digital Landscape And Related Foundational Theories, Jie Gao Fowler, Amy Watson
A Breadth Review Of Digital Landscape And Related Foundational Theories, Jie Gao Fowler, Amy Watson
Atlantic Marketing Journal
The dominating information technology of the present time is digital media. Platforms, like Facebook, Instagram, and TikTok encourage new types of connection, influencing friendships, family and peer groups, and business relationships while reshaping public involvement and discourse through influencers, memes, and viral media. However, algorithms dictate how social media is consumed, as well as the influence these platforms can have on individuals and society. As a result, the primary goal of this study is to investigate the impact of social media/artificial intelligence on society. This study examines the digital media ecosystem and its interaction with today's customers in depth. Furthermore, …
Ceo Compensation And Csr Linked Initiatives: An Exploratory Study, Neema Desamu Thorpe, Nik Nikolov, Pramod Iyer
Ceo Compensation And Csr Linked Initiatives: An Exploratory Study, Neema Desamu Thorpe, Nik Nikolov, Pramod Iyer
Symposium of Student Scholars
Using a hand collected sample of annual corporate ESG reports, I propose to study the link between CEO compensation and ESG performance and its implications for firm performance. Using stakeholder theory, I propose that companies that link CEO pay with ESG outcomes would perform better in the stock market. This is conditional on other variables, such as diversity of the board and ESG report status.
Teaching Digital And Social Media Marketing Through Community Engagement: An Online Asynchronous Class Longitudinal Case Study, Joie Hain, Anita Whiting
Teaching Digital And Social Media Marketing Through Community Engagement: An Online Asynchronous Class Longitudinal Case Study, Joie Hain, Anita Whiting
Atlantic Marketing Journal
Abstract - While marketing educators have identified the need for community engagement projects within the marketing curriculum, there is little research on implementing a community engagement project in marketing, especially in digital marketing. Therefore, this longitudinal case study aims to demonstrate how a community engagement project was implemented into digital and social media marketing classes at one university. This case study discusses (1) how the community engagement project was developed, (2) the work conducted, and (3) the results provided to the client. This case study also provides feedback from both students and the client. Overall, students were pleased with the …