Marketing Commons^™

Cuing Consumerism: Situational Materialism Undermines Personal And Social Well-Bein, Monika A. Bauer, James E. B. Wilkie, Jung K. Kim, Galen V. Bodenhausen

Research Collection Lee Kong Chian School Of Business

Correlational evidence indicates that materialistic individuals experience relatively low levels of well-being. Across four experiments, we found that situational cuing can also trigger materialistic mind-sets, with similarly negative personal and social consequences. Merely viewing desirable consumer goods resulted in increases in materialistic concerns and led to heightened negative affect and reduced social involvement (Experiment 1). Framing a computer task as a “Consumer Reaction Study” led to a stronger automatic bias toward values reflecting self-enhancement, compared with framing the same task as a “Citizen Reaction Study” (Experiment 2). Consumer cues also increased competitiveness (Experiment 3) and selfishness in a water-conservation dilemma …

A Lesson Plan For Communicating The Sustainability Of An Enterprise, Clare L. Comm, Dennis F. X. Mathaisel

Atlantic Marketing Journal

Sustainability is the ability to endure. For any organization or any enterprise, sustainability is the ability to remain productive long term while minimizing waste and creating value. An organization can achieve sustainability if it aligns itself with the product and service needs of its customers and wants and interests of its multiple stakeholders. The enterprise, whether it is an ecological, environmental, human, or service enterprise, must possess five “abilities” to be sustainable: availability; dependability; capability; affordability; and marketability. This paper presents a lesson plan or strategy for how an enterprise should communicate/promote sustainability to its stakeholders based on these five …

Marketing Mavens’ Fusion With Social Media, Deborah Lester, R. Keith Tudor, Dolly D. Loyd, Tyra Mitchell

Atlantic Marketing Journal

Maven behavior and its fusion with social media was a natural progression from an auspicious beginning. The acknowledgement of market influencers and their impact on consumer behavior emerged in the discipline literature during the 70’s with a study by Sheth (1971) who recognized the marketing opportunity of information disseminators. The potential publicizing influence of these brokers was investigated by Kotler and Zaltman (1976) whose findings advocated for their inclusion within a communication stratagem. Further examination produced precise demographic variables and personality traits along with the more accurate terminology of market mavens (Feick and Price, 1987) to delineate their unique dispositions. …

Delivering Preventive Health Care Information To More Versus Less Health-Oriented Consumers: A Comparative Demographic Analysis, Joseph D. Cangelosi, Edward Ranelli, David Kim

Atlantic Marketing Journal

Preventive health care (PHC) is the awareness and efforts a person undertakes to enhance and preserve physical, mental, and emotional health for today and future. Although PHC information is widely available, people are not utilizing the information to improve their health. We examine PHC information sources utilized by persons who are more health-oriented vs. less health-oriented. The less health-oriented individuals were identified as: low educational attainment, low income, men, younger age, unmarried, and non-White. A factor analysis produced three primary sources of PHC information sources: print, institutional, and electronic and audio-visual delivery systems. An ANOVA compared how more health-oriented individuals …

A Comparison Of State And Local Welcome Center Visitors: Issues Regarding Sampling Frame Generalizability, James E. Stoddard, Stephen W. Clopton

Atlantic Marketing Journal

Tourism is an important industry in the United States and for more regional economies, motivating research exploring characteristics of tourist consumers and their travel behavior. This paper deals with the issue of sampling frame generalizability for tourism research. Visitors to state and local welcome centers were compared in terms of their area awareness, respondent and travel party demographics, and expenditures. Significant differences were found between the groups, questioning the generalizability of data collected at state welcome centers.

Exploring The Strategic Use Of Platform-Based Planning, Ellen Thomas

Atlantic Marketing Journal

Platform planning is a strategy that can be effectively used to manage today’s rapidly changing environment. It is the process by which core elements are identified and used as a foundation for future growth. Although platform planning is most often associated with product design, its value is now being acknowledged along other dimensions of marketing strategy such as brands, target markets, geographical markets, and business processes. This paper summarizes literature introducing different dimensions of marketing strategy that platform planning can be applied to. Next it introduces findings from engineering literature regarding the benefits and risks associated with this type of …

Shopping Cart Abandonment In Online Shopping, Laura S. Egeln, Julie A. Joseph

Atlantic Marketing Journal

Shopping cart abandonment in online shopping is a growing concern for retailers because it represents lost sales. This study looks at perceived risk and perceived ownership in relation to shopping cart abandonment. It is hypothesized that perceived risk in intended behavior will affect actual purchase behavior and perceived ownership in intended behavior will positively affect perceived ownership in actual behavior. It is believed that decreasing risk will also decrease cart abandonment and increasing ownership will increase transaction completion therefore decreasing cart abandonment. A survey was administered and results showed that the most common perceived risk in abandoning the cart was …

An Exploratory Model Of The Antecedent Factors Contributing To Fan Support/Attendance At Hbcu Basketball Games, George W. Stone, Kathryn T. Cort, Japhet Nkonge

Atlantic Marketing Journal

The factors that impact attendance at sporting events in general and at small college sporting events in particular have been widely examined by sports marketing academicians. Among the various factors emerging over two decades has been attendance based on identity with individual teams and players, to idiosyncratic factors such as the environment and the entertainment value of the sporting event itself. Less is known, however, about what creates and promotes the desire to attend sporting events associated with historically black colleges and universities (HBCU’s). HBCU’s, like their other small college athletic departments, are now facing financial difficulties because of dwindling …

Analysis Of The Real Estate Investment Trust (Reit) Industry, Frederic Juillet

MBA Student Scholarship

In 2009, most REITs opted for the recapitalization of their balance sheets in order to respond to the recent global credit crisis, thus reducing their leverage and strengthening their financial statements (REIT, 2011b). In 2011, the REIT industry represented $54.3 billion in revenue and a profit of $7.8 billion. The industry annual growth expectation for the next 5 years (from 2011 to 2016) is 5.1% or $69.7 billion (IBISWorld, 2011b). The Hotel & Motel industry counted 14 REITs in the lodging/resort sector in the U.S. (REIT, 2011c) and represented 10.5% of the equity REIT Industry (IBISWorld, 2011b). The REIT structure …

Shakers (Sc 356), Manuscripts & Folklife Archives

Manuscript Collection Finding Aids

Finding aid and scans (Click on "additional files" below) for Manuscripts Small Collection 356. Letters, 1834-1851 (6), of the Shakers, chiefly of South Union, Kentucky, concerning the seed industry, religious affairs, economic conditions, wagon blueprint, etc., and receipts, 1868, 1870 (2).

Helm, Margie May, 1894-1991 (Sc 355), Manuscripts & Folklife Archives

Manuscript Collection Finding Aids

Finding aid and scan (Click on "Additional Files" below) for Manuscripts Small Collection 355. An incident related by Margie Helm, Bowling Green, Kentucky, regarding her grandfather, Churchill H. Blakey, and the boyhood experience he had while selling Bibles in Logan County, Kentucky, with friends, David Morton and Eckstein (Ex) Norton.

Kelly, Rita Helen Roberts (Fa 46), Manuscripts & Folklife Archives

Folklife Archives Finding Aids

Finding aid only for Folklife Archives Project 46. [A and G Specialty] Collection of typescripts, photographs and cassette tapes concerning the family/personal history and current occupation (flea market seller) of Vernon Anderson. Collection also contains information pertaining to Vernon’s childhood in Richmond County Georgia, career as a military M.P. and his various other occupations. The collection also contains interview typescripts, cassettes and photographs of Grace Little, who is an itinerant seller herself. Grace Little is interviewed concerning her childhood, family, and current occupation.

India’S Emerging Retail Systems: Coexistence Of Tradition And Modernity, Nikhilesh Dholakia, Ruby Roy Dholakia, Atish Chattopadhyay

College of Business Faculty Publications

India’s retailing sector is expected to remain in a transition spiral for the foreseeable future. Because of India’s unique context—in terms of history, regulation, institutions, demographics, geography, and traditions—available theories of retail evolution have limited applicability to the retail situation in India. Drawing from the literature, as well as from empirical research and practical experiences of over a decade, this article presents a conceptual frame for understanding the retail sector of India and the likely future trajectory of this sector.

2012 February, Office Of Communications & Marketing, Morehead State University.

Morehead State Press Release Archive, 1961 to the Present

Press releases for February of 2012.

What Type Of Framing Message Is More Appropriate With Nine-Ending Pricing?, Jungsil Choi, Kiljae Lee, Yong-Yeon Ji

Business Faculty Publications

While the effect of nine-ending prices on purchases has been well documented, studies that examine the impact of this pricing technique in the context of advertisements are rare. This paper examines the joint effect of the pricing technique and message frames on the advertisement efficacy. Since a nine-ending price is compatible with gain-framed messages due to its gain image, we propose that nine-ending pricing strengthens the effectiveness of gain-framed messages (versus loss-framed messages) on the overall advertisement efficacy. The results of two experiments provide support for this hypothesis.

A Study Of Golfers In Tennessee, Kelly Price-Rhea

ETSU Faculty Works

The purpose of this study was to investigate preferred shopping behaviors of golfers in the state of Tennessee. While much research has been done on retail shopping behavior in general, little exists regarding shopping behavior in sport retail, and more specifically golf retail. While golfer behavior has been researched in other areas such as tourism, it has not been fully researched in the sport or retail literature. Since this segment of consumer spends millions of dollars per year, this study was conducted to fill the gap in the literature regarding this unique consumer. An online survey was distributed among a …

Volkerding Family Papers (Mss 385), Manuscripts & Folklife Archives

Manuscript Collection Finding Aids

Finding aid only for Manuscripts Collection 385. Letters written chiefly by Herman Frederick Wilhelm Volkerding, of Louisville, Kentucky, to his wife Mary Elizabeth (Hauber) Volkerding while traveling as a salesman for the John T. Barbee distillers. Volkerding pines for home and describes the scenery, hotels, amusements and rail travel in the western United States.

Rushing, Jon Rhett (Fa 42), Manuscripts & Folklife Archives

Folklife Archives Finding Aids

Finding aid only for Folklife Archives Project 42. [Martial arts equipment vendors] Project completed by Jon Rhett Rushing with Mike and Terri Doss (pseudonyms) and their personal narratives concerning an itinerant family selling business. Project completed for a folk studies class at Western Kentucky University.

Hester, Elizabeth Allen, B. 1956 (Fa 43), Manuscripts & Folklife Archives

Folklife Archives Finding Aids

Finding aid only for Folklife Archives Project 43. [Flea markets] Collection of typescripts, photographs and cassette tapes concerning the family/personal history and current occupation (flea market seller) of Margie Hawks. Collectioncontains a detailed account of the family history of Mrs. Hawks and their subsistence farming. Project completed by Elizabeth (Beth) Hester for a folk studies class at Western Kentucky University.

Pomerantz, Sandra Jean (Fa 36), Manuscripts & Folklife Archives

Folklife Archives Finding Aids

Finding aid only for Folklife Archives Project 36. [Mary Kay beauty consultant: Janet Stratton] Collection of transcripts, interview questions, interview indexes, and various supporting materials concerning the Mary Kay consulting business of Janet Lee Barton-Stratton, as well as family folklore and Mary Kay legends. Interview completed by Sandra Jean Pomerantz for a folk studies class at Western Kentucky University.

Imsa360: Winter 2012, Imsa Fund

IMSA Fund Reports

Last year we celebrated IMSA’s 25th anniversary. With the commencement of our 212 Seniors, we closed this incredible chapter of IMSA’s history knowing that these young men and women have joined a long line of IMSA alumni whose life work has made an important, positive impact. While the past 25 years have seen IMSA graduates become great leaders in new fields and new careers, they have also seen even more IMSA alumni making less famous but equally as important contributions.

In addition to our Seniors, we also “graduated” more than 3,547 students and 727 teachers whom we served last year …

Maintaining Relevance In A Changing World, Robertico R. Croes, Manuel A. Rivera, Seung Hyan Lee, Valeriya Shapoval, Nancy Kageyama, Milos Bujisic, Anil Bilgihan, Eric D. Olson

Dick Pope Sr. Institute Publications

Bok Tower Gardens (BTG) is located in Lake Wales, between Tampa and Orlando, and offers the Singing Tower, the gardens, the Pine Ridge Trail and the Pinewood Estate along with a visitor center and a café. BTG stretches nearly 50 acres of Olmsted Gardens and is built on Iron Mountain, one of the highest points in Peninsular Florida. The Gardens is listed as a National Historic Landmark on the National Register of Historic Places. BTG recorded 149,888 visits in 2011, slightly more than its 2002‐2010 average of 133,045. Increasing total visitation is an important goal for BTG. At the request …

Beckon The Dragon: How Businesses Can Attract The Chinese Consumers Through Digital Marketing, Singapore Management University

Perspectives@SMU

With a population of more than 1.3 billion people, China is one market that any business would be remiss not to attract. But, with the population spread over an area of 9,600,000 sq km, how do businesses ensure their messages get through to their potential customers?

The Impact Of Social Networking Sites On College Students' Consumption Patterns, Whitney Sue Thoene

Theses, Dissertations and Capstones

This research study examines the effect of social media, particularly Facebook and Twitter, on the purchasing habits of college students by testing for correlations between recommendations on social media and consumption patterns. Moreover, the research also examines the role of gender and social media usage frequency on consumption patterns. Findings revealed that both Facebook and Twitter are being used to obtain sales information and promotions. Furthermore, gender has an impact on both social networking sites. Additionally, this study found the higher the frequency of social media usage the more likely customers are to shop at the businesses they have befriended.

King's Daughters Medical Center: Taking Medicine Further: How A Local Health System Strives To Bring World Class Care To A Rural Community, Nga Thi Chu, Anthony Dotson, Xiaofei Wang

Theses, Dissertations and Capstones

King’s Daughters Health System is a network of companies located in Ashland, Kentucky. The leadership of King’s Daughters employs a corporate level strategy successfully by deciding to diversify their services into similar industries. They entered the retail industry by opening King’s Daughters Home Health and selling home health furnishings and equipment. By creating King’s Daughters Medial Transport, they entered the transportation industry. Insurance sale with King’s Daughters Integrated Health Insurance is another way they diversified. Externally the environment influences King’s Daughters Health System in many ways. The Patient Protection and Affordable Care Act are the one factor that has the …

An Examination Of Star Players' Effects On The Branding Process Of Professional Sports Teams, Nathan David Pifer

Theses, Dissertations and Capstones

Although various models and real-life examples seem to convey its presence, the relationship between star players and the branding process of professional sports teams is one that remains rather vague and unquantified. Though numerous examples seem to suggest that star players are capable of exerting an effect on a team’s brand, more thorough analysis is required in order to decipher which areas of a brand’s development are more or less affected by these marquee athletes. Taking responses from survey questionnaires containing 40 items pertinent to the topic, this study deployed Exploratory Factor Analysis (EFA) to uncover six underlying factors that …

Hermes International, Phuong Tran

Theses, Dissertations and Capstones

Hermes International Company is the second strongest brand in luxury industry. They have spent more than 100 years to make Hermes name as famous as today. With 3,000 million euro in average revenue, Hermes has a very strong financial position and potential growth compare to other competitors. Their products are always well-designed, high quality, and fashionable. They do not make good products but extremely good ones. Hermes’ target customers are wealthy people who have high level of income and are interested in luxury items. With more than 300 stores all over the world, Hermes is working on their ways to …

Bank Of America: Is Bigger Always Better?, Marty Gillenwater

Theses, Dissertations and Capstones

Bank of America is the largest bank in the world for now. The case is an attempt to see how the bank got to the point where it is today. It was interesting to follow the flow from two small banks through their histories and how they became one large institution. Now, acting as the one entity, Bank of America, there are many pressing issues facing it. The firm has many internal problems before even addressing the external environment. This is not only the competitors in the market but also the environment itself. The case addresses some of them and …

The Innovative Success That Is Apple, Inc., Katherine Johnson, Yang Li, Hang Phan, Jason Singer, Hoang Trinh

Theses, Dissertations and Capstones

Apple, Inc. has been a successful company for years now. However, the company faces issues just like any other company. How Apple responds to these issues is in conjunction to the strengths and weaknesses of the firm. The business-level strategy of Apple also has much to do with how the company approaches various situations. The diversity and organization of the firm itself helps to address any issues that may arise. Competing in high level competitive industries also requires Apple Inc. changing day by day in order to overcome its competitors.

Advertising Budget And Sales Paths Under The Dynamics Of The Student Work Control Problem And Regularity Requirements, Aharon Hibshoosh

Faculty Publications

Consider a firm promoting a product in a fast expanding industry by using advertising as its single promotional tool. The firm's objective is to minimize the overall cost of advertising necessary for reaching certain target sales of the product by the end of a given planning period. We adopt the Student Work Control problem (SWC) framework for modeling this marketing context, in general, and the advertising-sales response function, in particular. We compare the SWC's optimal control budgeting principle with the solutions of equally effective, alternative advertising budgeting principles, which require strong regularity conditions on the path of either the advertising …