Marketing Commons^™

How Feeling Like A Minority Affects Preferences For Autonomous Digital Interfaces, Ye Seul Kim

USF Tampa Graduate Theses and Dissertations

This dissertation examines the novel aspect of minority perception and how feeling-like-a-minority influences the consumption of digital interfaces in a service context. The focus on the perception of minority consumers is important given greater emphasis on minority-related issues catalyzed by recent social events. Examining the effects on the choice likelihood for digital interfaces such as service robots is also relevant given the increasing widespread use of such technology. The findings across eight studies including six online studies and two field experiments demonstrate that individuals who perceive themselves as a minority in a service setting show defensive behavior by choosing a …

Spillover Effects In Product Customization, Samuel Babu Sekar

USF Tampa Graduate Theses and Dissertations

Product customization is increasingly being offered as consumers interact with businesses online. When consumers customize a product, they often choose from among multiple, inter-related categories. Thus, the choices made in a prior category could influence choices in later categories (spillover effect). Currently, marketers attempt to nudge consumers to choose more expensive/profitable options by preselecting these options (explicit reference). In this dissertation, I explore whether implicit references can be employed to generate a spillover effect. Implicit references are generated by arranging the options within a category in either descending or ascending price order, with descending price order favoring the selection of …

Sanitation Marketing In Uganda: The Impact Of Gender On Participation And Outcomes, Elizabeth Vicario

USF Tampa Graduate Theses and Dissertations

Uganda aims to reach universal access to basic sanitation under Sustainable Development Goal #6, but achieving this target by 2030 would require doubling the annual rate of progress. Women are disproportionately affected by poor sanitation due to their health needs and risk of facing violence, but they have historically been excluded from sanitation planning. Low household demand and poor service delivery have stalled progress in Uganda. Market-based sanitation (MBS) is a novel method of developing a sanitation market through stimulating demand and supporting a competitive atmosphere for product and service providers. This research studies the sanitation marketing activities implemented by …

The Theory Of Legitimacy-Based Reciprocity: Implementing A Hybrid Sales Control System, Jay J. Civitillo

USF Tampa Graduate Theses and Dissertations

This study introduces the theory of Legitimacy-based Reciprocity to answer the research question identifying the barriers and enablers of implementing a hybrid sales control system. Legitimacy in terms of this research is proposed as:

• A power structure based on consent existing in an organization and that there were those who ultimately selected policy and those that had to agree to follow it.
• Subordinates had to be permitted to help craft the policy and saw value in its existence and enforcement through proof that it directly affected their sales results.
• Those in power were required to actively participate in the policy …

External And Internal Factors Of Sports Sponsorship Selling Cycles In North American Professional Sports, Dan Kaufmann

USF Tampa Graduate Theses and Dissertations

In sports sponsorship, sellers and management seek to shorten their sales cycles to renew, upsell, and close new business. This research covers what professional sports organizations can do to help shorten the sales process. The study includes an industry analysis, literature review, and a mixed method survey of 212 people within the North American Sports Sponsorship Industry. The surveyed individuals are C-suite sponsorship salespeople and managers. These individuals work in the following professional sports leagues in North America: The National Football League (NFL), National Basketball League (NBA), National Hockey League (NHL), Major League Baseball (MLB), and Major League Soccer (MLS). …

Improving Environmental Protection: One Imagined Touch At A Time, Luke Ingalls Liska

USF Tampa Graduate Theses and Dissertations

Can imagined touch of flora and fauna (i.e., the plants and animals of the natural world) make you more willing to support environmental protection efforts? Across seven studies, I demonstrate that by asking consumers to imagine touching fauna, marketers can encourage consumers to become more engaged in environmental protection efforts. This effect occurs because imagined touch generates haptic imagery, which enhances a consumer’s emotional attachment to fauna. I demonstrate that emotional attachment to fauna induced via imagined touch enhances individual’s willingness to share Facebook posts, improves their willingness to support increased fines for environment-related offenses, and increases the number of …

Increasing Personal And Product Influence Through Background Auditory And Visual Cues, Zhihao Yu

USF Tampa Graduate Theses and Dissertations

Effective persuasion is indispensable for success in business and in life. People may have the best idea, the best product, and the best policy, but without persuading their target audiences to take actions, none of those would matter. However, getting people to say “Yes” is becoming harder and harder. We are living in a complicated world that is busy and crowded with too much information. People are getting more used to processing information in an automatic way and not bothering to scrutinize every bit of information. As a result, companies and individuals have fewer chances to influence their audiences through …

Corporate Brand Impact On Sales / Revenue Per Share, Brad A. Puckey

USF Tampa Graduate Theses and Dissertations

The purpose of this dissertation is to identify the linkage between the corporate brand and sales / revenue per share growth. Utilizing a unique database, the CoreBrand® Index, this study is a quantitative analysis of the interaction between the corporate brand and financial data. A relationship between corporate brand and financial data has been suspected by practitioners; however, it has never been proven. For the first time, quantitative analysis is conducted in this dissertation using this unique dataset.

This study is intended to help those responsible for managing corporate brands to better understand their impacts and benefits. The more that …

The Effects Of Product Recalls On Competitors’ Market Value And Recalling Firm’S Reputation, Dong Liu

USF Tampa Graduate Theses and Dissertations

Scholars have paid intensive attention to product recalls over the past two decades. Prior studies show that product recalls negatively affect the recalling firm’s sales, consumer-based brand equity, and firm value. However, less attention has been paid to the spillover effect of product recalls on the market value of the recalling firm’s competitors in the same industry, and the long-term effect of product recalls on firm reputation. The objective of this dissertation is to fill up these research gaps through two essays.

In Essay 1, I investigate factors affecting the spillover effect of a product recall on the firm value …

Influence Of Alumni Affinity Groups On Alumni Engagement And Alumni Giving, Gary R. Johnson

USF Tampa Graduate Theses and Dissertations

A student’s college experience lasts only a finite amount of time, but their role as alumni lasts for a lifetime. Alumni play an important role in higher education. The future financial success of a college or university is largely based on involvement and financial support by the school’s alumni. The purpose of this research was to learn about the role alumni affinity groups play in engaging alumni with the school and if they have the ability to impact alumni giving.

The dissertation data was collected using a qualitative methods research approach. Alumni data was gathered from two public universities from …

Controlling Turnover In An Inside Sales Organization: What Are The Contributing Factors, Dennis H. Kimerer

USF Tampa Graduate Theses and Dissertations

The turnover rate for inside sales team, particularly in Central Florida, is exceedingly high. I have experienced this negative scenario managing inside sales teams for two major Telecom companies over the past 11 years, having as many as 40% of the salesforce resign within 30 days. Organizational costs to hire a new salesperson can be as high as 300% of the replaced employee’s salary and take as long as eight months to reach full productivity. The purpose of this research is to determine the internal and external factors that impact a salesperson’s propensity to leave a company. This qualitative research …

Womenpreneurs In A Digital Environment: Utilizing Instagram To Build A Personal Brand, Michelle N. Nuñez

USF Tampa Graduate Theses and Dissertations

Personal branding on social media is a growing and expanding field. The present research works to uncover the processes and practices of womenpreneurs and the ways in which they utilize social media, specifically Instagram, to build and maintain their personal brands. Grounded theory is used to underpin the research and provide a basis of which the study is conducted. The review of literature provides the context necessary to support the methods of a content analysis and semi-structured interviews. There is a gap in research as it pertains to the conceptualization of personal branding practices on Instagram and the present study …

How Digital Versus Non-Digital Modes Of Food Ordering Influence Menu Healthfulness Perceptions And Food Choices, Annika Abell

USF Tampa Graduate Theses and Dissertations

Do digital devices change the way we think? Recent news reports and studies in education and psychology suggest that using modern internet technology affects our cognitive abilities. Modern technology is part of our daily lives and has facilitated communication. As technology has also changed the ways consumers order foods, the present research aims at investigating how the presence of different types of technology in a food choice context might influence food perceptions and choices. Touch-screen tablets or kiosks are becoming widely available in casual dining and fast-food restaurants. In addition, through collaborations with tech-giants like Uber Eats and Amazon, an …

The Impact Of Digital Marketing Decisions On Market Outcomes In Residential Real Estate, Denise Hunter Gravatt

USF Tampa Graduate Theses and Dissertations

In the competitive and fast-paced industry of residential real estate, digital marketing strategies must effectively meet the information needs and demands of the industry’s three key stakeholders: buyers, sellers, and agents. Digital house hunting is the predominant search strategy for prospective homebuyers who scour the Internet looking for homes to purchase. Property sellers and real estate professionals, whose shared end-goal is to transact a successful sale, must discern which digital marketing choices are optimal for marketing for-sale properties online in the digital channels where buyers are searching.

A 2008 settlement agreement between the Department of Justice and the National Association …

An Examination Of The Progressive And Regressive Factors That Business Owners Consider When Choosing Whether Or Not To Implement An Exit Strategy, David C. Pickard

USF Tampa Graduate Theses and Dissertations

This purpose of this dissertation is to examine the progressive and regressive factors that affect a small business owner’s decision to implement an exit strategy. An exit strategy can be defined as an entrepreneur's strategic plan to sell his or her investment in a company he or she has controlling interest in. An exit strategy gives a business owner a way to reduce or eliminate his or her stake in the business and, if the business is successful, make a substantial profit. Exiting a business is a complicated process which includes among other things, the evaluation, preparation, marketing, and ultimate …

The Relationship Between Ambient Lighting Color And Hotel Bar Customer Purchase Behavior And Satisfaction, Kunal Shah

USF Tampa Graduate Theses and Dissertations

Increasingly competitive markets lead brand managers to search for new methods to improve customer satisfaction, increase revenue, and promote customer loyalty. Sensory marketing has the potential to meet those objectives. Sensory marketing programs are designed to engage consumers’ senses and affect perceptions, judgments, and behaviors. Ambient light color is an environmental variable with the potential to influence the customer experience in lodging industry sensory marketing programs. Contrast theory and disconfirmation of expectations served as the theoretical framework for this study. The purpose of this quantitative comparative study was to examine the relationships between ambient light color, consumer spending, and perceptions …

Social Media Deployment In A Business To Business Environment: Theory And Practice., Loran Jarrett

USF Tampa Graduate Theses and Dissertations

Social media is increasingly being used by business-to-business (B2B) firms to engage with their customers as they seek to maintain and grow their relationship with their customers. In my dissertation, I examine what communication objectives B2B firms seek to achieve via social media at different stages of the relationship cycle (exploration, expansion, maturity). I then use a panel of social media experts to evaluate the social media efforts of these firms to determine how well these firms achieve their social media objectives. I then contrast how the social media communication objectives of these firms at different stages of the relationship …

Analytics For Novel Consumer Insights (A Three Essay Dissertation), Utkarsh Shrivastava

USF Tampa Graduate Theses and Dissertations

Both literature and practice have investigated how the vast amount of ever increasing customer information can inform marketing strategy and decision making. However, the customer data is often susceptible to modeling bias and misleading findings due to various factors including sample selection and unobservable variables. The available analytics toolkit has continued to develop but in the age of nearly perfect information, the customer decision making has also evolved. The dissertation addresses some of the challenges in deriving valid and useful consumer insights from customer data in the digital age. The first study addresses the limitations of traditional customer purchase measures …

Determinants Of Tipping Rates: New Findings And Extensions, Christopher Carl Olson

USF Tampa Graduate Theses and Dissertations

There is a movement underway to eliminate the practice of tipping restaurant servers that is gaining momentum (Goldberger, 2015). In lieu of gratuities, restaurants are simply raising menu prices or assessing a service charge and paying servers a fixed hourly wage (Kummer, 2016). Before restaurateurs can adopt such a strategy, they need to thoroughly understand the factors that affect tipping behavior in order to develop meaningful fixed wage rates that do not diminish service levels or employee morale. The first step in this process is a better understanding of the determinants of tipping rates.

The existing research has identified many …

The Effects Of Loneliness On Consumers’ Digital Engagement With Social Media Ads, Yu Qin

USF Tampa Graduate Theses and Dissertations

Social media has become an integral part of consumers’ lives and a popular platform for interactive marketing communication. In an age boasting of unprecedented digital connectivity, loneliness (defined as perceived social isolation) has, paradoxically, becoming widespread, affecting consumers’ preferences for products and brands in the marketplace. The present research extends the feelings-as-information theory and develops a conceptual framework in which loneliness modifies people’s cognitive processing style and induces concrete thinking in the context of evaluating social media messages. Using a mixed methods research approach, I first take a close look through the lens of a qualitative study at what it …

Product Shadows And Ad Evaluations, Nazuk Sharma

USF Tampa Graduate Theses and Dissertations

Prior research shows that stylistic ad manipulations (i.e., the style or manner in which product visuals are presented in an ad) impact consumer perceptions (Yang, Zhang and Peracchio 2010). This dissertation explores the impact of presence (versus absence) of a product’s shadow in the ad frame, as a visual stylistic manipulation influencing consumer ad perceptions. While many stylistic manipulations have been explored in the past, product shadows in how they impact ad perceptions have not been explored.

Drawing on a holistic understanding on object shadows from the visual art, cognition and psychophysics literature streams, this dissertation investigates how product shadows …

Hate Is A Strong Word: The Influence Of Hate-Acknowledging Advertising On Brand Outcomes, Lisa Monahan

USF Tampa Graduate Theses and Dissertations

Given a lack of tactics for addressing brand hate, most managers tend to ignore brand haters, and instead dedicate their resources towards consumers who like or love their brand. Similarly, relative to the volume of research on positive brand emotions, the academic literature exploring negative brand emotions is limited. Moreover, research indicates that compared to positive brand information, negative brand information is more diagnostic, and ultimately more damaging.

In contrast to such findings and practices, this dissertation proposes a strategy whereby using advertising to openly acknowledge that a brand is hated (i.e. hate-acknowledging advertising) can be advantageous for corporate polarizing …

Essays On Sales Coaching, Carlin A. Nguyen

USF Tampa Graduate Theses and Dissertations

In general, scholars and practitioners agree that sales coaching enhances sales performance. Sales firms continue to invest billions of dollars towards coaching endeavors. However, despite the positive benefits of sales coaching, the fact is that most sales coaches are ineffective. In three essays, this dissertation aims to offer insight that will help companies and coaching programs improve the effectiveness of their sales coaches.

The first essay explores the sales coaching process and how it is affected by factors related to the sales manager (coach) and the salesperson (coachee). Using in-depth interviews, we identified various skills, behaviors, and abilities that reflect …

Evaluating The Relative Importance Of Influencing Factors On Cruise Vacations: A Conjoint Analysis, Frida Bahja

USF Tampa Graduate Theses and Dissertations

This study focuses on exploring the relative importance of six influential factors in cruise customers’ decision-making process such as: cruise vacation price, cruise duration, distance from the cruise port, itineraries, environmental friendliness of cruise line and cruise online reviews. The decision on which influencing factors to select was made based on the review of literature.

The complexity of cruise customers’ decision-making process for these six attributes with several levels was examined with Choice-Based Conjoint (CBC) Analysis. CBC was selected due to its realistic approach to purchase decisions, in the form of trade-offs. The online survey collected data anonymously. The survey …

The Impact Of Emojis And Emoticons On Online Consumer Reviews, Perceived Company Response Quality, Brand Relationship, And Purchase Intent., Jayme Hill Hill

USF Tampa Graduate Theses and Dissertations

Several studies have examined the use of emoji and emoticons in computer mediated communication among peers and colleges but there is yet academic research on the impact of businesses using these paralinguistic cues when responding to online consumer reviews. This research is examining the influence these paralinguistic cues have on the consumers perception of the companies quality of the response to an online consumer review, brand relationship, purchase intent.

Using an online survey, participants are asked to answer general questions about the brand, the quality of the response, brand relationship, and purchase intent after seeing a random condition of both …

Branding Implications Of Co-Created Social Responsibility, Alexander J. Kull

USF Tampa Graduate Theses and Dissertations

One of the most profound transformations of the marketing discipline in recent history has been driven by the democratization of power relations and value creation between brands and consumers. This dissertation explores the branding implications of this fundamental shift by investigating whether and how the type and degree of control shared by brands affect consumer empowerment perceptions and, in turn, consumer–brand relationships, as well as whether and how these effects might be moderated by the size and diversity of the choice set and by the image valence of the brand that shares control with consumers.

The present research examines such …

Cause Placement: A Conceptual Framework And Empirical Findings, Ream A. Shoreibah

USF Tampa Graduate Theses and Dissertations

The use of embedded marketing, the practice of seamlessly integrating advertising messages into entertainment vehicles, continues to grow as media consumption shifts to on-demand forms, and reaching audiences with traditional advertising becomes more challenging. This dissertation investigates cause placement, the term proposed for the social marketing equivalent of product placement, the more widely known form of embedded marketing. Cause placement is the promotion of pro-social causes by verbally and/or visually inserting related elements into entertainment programming. Cause placement merits its own stream of research, because consumers are expected to react differently to the placement of social issues than to the …

Understanding The Complexity Of Product Returns Management: A Complex Adaptive Systems Theory Perspective, Jennifer Anne Espinosa

USF Tampa Graduate Theses and Dissertations

The core essence of a marketing transaction is the exchange of value between two parties. Quite often, the exchange of value describes a customer purchasing a product from a company. When purchasing products, the exchange of value can often fail due to product defects or customer dissatisfaction. When the marketing exchange fails, customers often desire an avenue for recourse to right the exchange imbalance. Accepting and quickly processing product returns represents a strategic tool companies can leverage to maintain healthy relationships with customers, despite an exchange failure. Effectively managing product returns also benefits companies financially, by reducing inventory levels, costs, …

An Altered Sense Of Magnitude: Exploring How The Visual Presentation Of Time, Space, And Numbers Can Influence Consumer Judgments And Behaviors, Marisabel Romero

USF Tampa Graduate Theses and Dissertations

Consumers are constantly evaluating quantitative information, such as the prices of different products, the time spent on an activity, or the distance covered during one day. Substantial research in psychology has demonstrated that judgments of quantity in one dimension (e.g., numbers) influence subsequent judgments on another dimension (e.g., time). The present research contributes to a growing body of work by exploring how the shared representation of time, space, and numbers affects consumer perceptions and behaviors.

My first dissertation essay explores how the organization of time on a spatial plane affects temporal judgments, product evaluations, and intertemporal discounting (i.e., time-space interaction). …

Examining Endorsement And Viewership Effects On The Source Credibility Of Youtubers, Stephanie Fred

USF Tampa Graduate Theses and Dissertations

The growth of YouTube has resulted in the industrialization of a platform that redefines mainstream success. Success measures such as endorsements and viewership are serving as motivational factors for YouTubers. YouTubers and brands want more views, but are those motivations effecting perception? While much research has focused on the effects that YouTube has on the brand, this study focuses on the effects that the brand has on the YouTuber. It also determines whether viewership affects YouTuber perception and whether it‟s a success measure worth using. Using the constructs of the source credibility theory, this study assessed the main effect of …