Marketing Commons^™

When Sales Becomes Service: The Evolution Of The Professional Selling Role And An Organic Model Of Frontline Ambidexterity, Douglas E. Hughes, Jessica Ogilvie

Marketing Faculty Research and Publications

Building on new theoretical foundations in the professional selling domain, growing bodies of research on frontline ambidexterity, and an increasingly demanding and dynamic frontline role, this article advances frontline ambidexterity through three focal goals. We first provide an in-depth discussion of the evolution of the professional selling role. This foundation allows us to identify and explore the implications of a market-driven model of ambidexterity that can manifest organically within certain professional selling contexts. In so doing, we espouse a new model of individual-level ambidexterity—organic frontline ambidexterity. Next, we discern existing models of frontline ambidexterity (characterized as inorganic) and compare these …

2020-February-01-Etsu Professor Publishes Editorial On Tanning Bed Use, University Marketing And Communication, East Tennessee State University

ETSU News

Dr. Joel Hillhouse

JOHNSON CITY – Dr. Joel Hillhouse, associate dean for research in East Tennessee State University’s College of Public Health, has co-authored an editorial that challenges the tanning bed industry’s attempts to change the conversation about the dangers of tanning bed use.

The editorial titled “Industry influence in indoor tanning research” was co-authored with Dr. Jerod L. Stapleton of the University of Kentucky. It was published this month in the British Medical Journal (the BMJ), one of the world’s top four most cited …

2020-February-01-Meet Dr Brooke Schmeichel, University Marketing And Communication, East Tennessee State University

ETSU News

Dr. Brooke Schmeichel

Dr. Brooke Schmeichel, an expert in research of the neurobiology of addiction, joined the Quillen College of Medicine faculty in February 2020 as Assistant Professor in the Department of Biomedical Sciences.

She earned a BS (2001), MS (2010) and PhD (2012) in psychology from the University of Wisconsin-Madison. She began a postdoctoral fellowship with Dr. George Koob at The Scripps Research Institute and completed her postdoctoral training at the National Institute on Drug Abuse, Intramural Research Program.

How did you develop your interest in addiction medicine?

I became interested in addiction research early in my training at …

2020-February-01-All-Socon Faculty And Staff Team, University Marketing And Communication, East Tennessee State University

ETSU News

(February 2020) East Tennessee State University’s Dr. Joe Moore and Jay Seehorn were among those recognized as members of this year’s All-SoCon Faculty and Staff Team, and were honored locally in an award presentation by Southern Conference Commissioner Jim Schaus during the men’s basketball game against The Citadel on Feb. 12.

Two representatives of each institution within the conference are named to the All-SoCon Faculty and Staff Team every year.  While the selections are left up to each institution’s discretion, the recipients all share the common characteristics of demonstrated service to the institution and contributions to campus life and the …

2020-February-01-Reece Museum Features Art Rosenbaum Paintings Drawings, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY – Over his 81 years of life, Art Rosenbaum has intermingled a palette of interests, passions and endeavors as broad as the spectrum of color and elements in his paintings. “(Rosenbaum’s) investigations have resulted in a tapestry of images woven from the uncommon threads of his life’s pursuits,” says Dennis Harper, curator at Jule Collins Smith Museum of Fine Arts at Auburn University.

Rosenbaum’s tapestry of pursuits include painter, muralist, illustrator, educator and author, as well as collector, folk music recording documentarian, ethnographer and performer of traditional American folk music.

This month, East Tennessee State University begins an …

2020-February-01-The Infiltrators, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY – “Everyone needs a plan,” says activist Marco Saavedra.

Saavedra and his partner, Viridiana Martinez, as members of the immigrant advocacy group National Immigrant Youth Alliance, believe the best way to stop deportations is to do it from the inside, so they are planning a sort of prison break from the Broward Transitional Center, an immigration holding facility in Pompano Beach, Florida, in “The Infiltrators.”

This 2019 hybrid docu-drama shines a spotlight on “DREAMers,” young undocumented immigrants impacted by former President Barack Obama’s DACA (Deferred Action on Childhood Arrivals) program following the failure of the Development, Relief and …

2020 February, Morehead State University. Office Of Communications & Marketing.

Morehead State Press Release Archive, 1961 to the Present

Press releases for February of 2020.

The Paradoxical Consequences Of Choice: Often Good For The Individual, Perhaps Less So For Society?, Shilpa Madan, Kevin Nanakdewa, Krishna Savani, Hazel Rose Markus

Research Collection Lee Kong Chian School Of Business

The proliferation of products and services, together with the rise of social media, affords people the opportunity to make more choices than ever before. However, the requirement to think in terms of choice, or to use a choice mind-set, may have powerful but unexamined consequences for judgment and decision making, both for the chooser and for others. A choice mind-set leads people to engage in cognitive processes of discrimination and separation, to emphasize personal freedom and independent agency, and to focus on themselves rather than others. Reviewing research from social psychology, legal studies, health and nutrition, and consumer behavior, we …

Asia Marketing Journal Vol.21 No.4 목차

Asia Marketing Journal

No abstract provided.

The Effect Of Product Experience Through Virtual Reality On Product Evaluation, Eunmi Jeon, Youngjee Han, Hyunjin Woo

Asia Marketing Journal

With the development of new technologies, virtual reality (VR) is emerging as a new consumer marketing platform. Yet, only a few studies have investigated VR in the consumption context. The current research explores how experiencing a product through VR influences consumer attitude and purchase intention for the product. Although assessing products in real life is believed to be more diagnostic than that through VR, the present research revealed that experiencing a product through VR could lead to a more positive attitude toward and higher purchase intention for the product. We also demonstrated that “enjoyment” has a mediating effect while evaluating …

The Causes Of Guilt In Ready-Meal Users: A Focus On Cooking Instructions And Consumers’ Health Locus Of Control, Hyunsook Shin, Dongmin Lee, Jeeyoung Lim, Moon

Asia Marketing Journal

Although ready meals have recently increased their market share in the Korean food industry, a literature review found that the use of ready meals triggers feelings of guilt in homemakers. Such guilt arises as a result of several factors apparently related to consumers’ health. Consequently, levels of guilt might be expected to vary depending on consumers’ perceived health locus. The present study aims to examine (a) how health locus affects guilty feelings about ready-meal consumption, (b) how the effect varies in relation to the consumption of different types of ready meal, and (c) the relationship between consumers’ guilty feelings and …

Liability Of Newness, Startup Capabilities And Crowdfunding Success, Sahangsoon Kim

Asia Marketing Journal

Though crowdfunding has emerged as a cost-effective means to market innovative products and a channel for financial resource acquisition, our understanding about what makes a successful crowdfunding is still limited. This study is motivated by the presence of the inconsistency that both entrepreneurs and investors pay more attention to capabilities required for developing prototype products rather than capabilities needed to deliver the promised products in crowdfunding. By drawing insights from studies about liability of newness and legitimacy in institutional theory, this study argues that startups can overcome the liability of newness, earn investor trust, and successfully complete crowdfunding campaigns by …

2020-January-31-Going Places, University Marketing And Communication, East Tennessee State University

ETSU News

ETSU welcomes the following new faculty and staff to the university family:

Maura Condon is a research coordinator in the Department of Health Services Management and Policy.  Before coming to ETSU, she was a research assistant with the North Carolina Division of Marine Fisheries.  She holds an M.A. degree in anthropology from the University of North Carolina-Charlotte.

Pam DeVore is an executive aide in the Department of Internal Medicine.  She was previously an office manager/executive assistant at First Christian Church, Johnson City.  She holds a B.A. degree from Draughon’s Junior College. 

Katie Flora-Moore is a senior clerkship coordinator in the …

2020-January-31-Etsu Elevates Pitch Competition Winners, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY (Jan. 31, 2020) – The competition was fierce, but three teams were successful in convincing spectators that their service projects were worthy of $5,000 service grants from East Tennessee State University to fund projects aimed at improving the lives of people across the region.

Now it is time for the winners – Unicoi County Animal Shelter, the International Storytelling Center and Girls Inc. of Johnson City/Washington County – to begin implementing their projects.

Last week, five teams were drawn from a pool of applicants to present their service project ideas at the ETSU Elevates Pitch Competition Thursday night …

The Effect Of Population-Level Learning On Entry Likelihood In The Mobile Game Industry, Dusan Seong, Sahangsoon Kim

Asia Marketing Journal

Population-level learning has traditionally been used to provide an explanation for the underlying mechanism of industry change. But it has yet to examine the impact on strategic decisions such as market entry. This conceptual paper aims to provide an insight into how population-level learning affects entry likelihood by acting as a tool for interpreting population-level changes. We study this in the context of the fast-paced mobile gaming industry where population-level information is salient and develop a set of propositions with regard to the likelihood of entry.

What Brings Customer Gapjil? The Intertwined Effects Of Perceived Economic Mobility, Self-Other Referent Priming, And Temporal Focus, Yongju Kwon, Youjae Yi

Asia Marketing Journal

The current research brings the spotlight onto customer Gapjil toward service employees. In an attempt to understand what brings Gapjil, the present article investigates the intertwined effects of perceived economic mobility (PEM), self-other referent priming (SORP), and temporal focus on Gapjil. Study 1 shows that PEM increases Gapjil among self-referent primed people, but not among other-referent primed people. Study 2 examining the role of temporal focus (present vs. future) reveals that the effect found in study 1 is replicated in the present focus, but the effect is reversed in the future focus. We explain this dynamic pattern of the 3-way …

2020-January-31-Etsu Celebrates Black History Month, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY (Jan. 31, 2020) – A variety of educational and entertaining events will be held at East Tennessee State University throughout the month of February in celebration of Black History Month.

The following programs are free and open to the public:

• Red, Black and Green Ribbon Giveaway – Tri-colored ribbons commemorating Black History Month, with information on the meaning of the colors, will be provided by the Multicultural Center.  Feb. 3, 11 a.m.-2 p.m. Borchuck Plaza in front of Sherrod Library and the Dining Hall on the third floor of the D.P. Culp University Center.  Contact: Tedra Bennett, 423-439-6171 …

2020-January-30-Us Surgeon General Dr Jerome Adams Visits Etsu For Roundtable On Opioid Crisis, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY (Jan. 30, 2020) – United States Surgeon General Dr. Jerome Adams visited the campus of East Tennessee State University with U.S. Rep. Dr. Phil Roe on Thursday, Jan. 30, where they hosted a roundtable discussion about opioids.

Approximately 65 university, community, state and federal leaders attended the roundtable discussion, held in ETSU’s Interprofessional Education and Research Center (also known as Building 60) on the VA campus. Adams and Roe were joined on the platform by Dr. Lisa Piercey, commissioner for the Tennessee Department of Health and an alumna of ETSU’s Quillen College of Medicine.

U.S. Surgeon General Dr. …

2020-January-30-Women On Wednesdays Dr Chelsea Wessels, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY (Jan. 30, 2020) – How do women filmmakers thrive in the historically male-dominated film industry?

Dr. Chelsea Wessels will highlight the methods of filmmakers in the Pacific Northwest in “Ecofeminism and Industry: Women in Peripheral Film Environments,” a free public talk kicking off the spring semester in East Tennessee State University’s “Women on Wednesdays” lecture series.  Her talk, sponsored by the university’s Women’s Studies Program, will be held Wednesday, Feb. 5, at noon in the Reece Museum. 

Wessels will discuss how such filmmakers as Kelly Reichardt, Lynn Shelton and Megan Griffiths engage with their environments through an ecofeminist …

2020-January-29-Intermountain Brain Injury Conference, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY (Jan. 29, 2020) – The 14^th annual Intermountain Brain Injury Conference, “Special Topics in Brain Injury,” will be held at East Tennessee State University on Friday, March 6, at the Millennium Center.

Sponsored by the ETSU Office of Professional Development, the conference begins with registration and a continental breakfast at 8 a.m. and features sessions on a variety of topics throughout the day until 4:45 p.m.

Scheduled speakers and their topics include keynote speaker Dr. Katherine Gifford, assistant professor of neurology at Vanderbilt University, on “Concussion: From Diagnosis to Management” and “Traumatic Brain Injury: Cognitive, Behavioral and …

2020-January-29-Festival Of Ideas, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY (Jan. 31, 2020) – The competition was fierce, but three teams were successful in convincing spectators that their service projects were worthy of $5,000 service grants from East Tennessee State University to fund projects aimed at improving the lives of people across the region.

Now it is time for the winners – Unicoi County Animal Shelter, the International Storytelling Center and Girls Inc. of Johnson City/Washington County – to begin implementing their projects.

Last week, five teams were drawn from a pool of applicants to present their service project ideas at the ETSU Elevates Pitch Competition Thursday night …

2020-January-28-Clemmer Earns A-Plus, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY – (Jan. 28, 2020) East Tennessee State University’s undergraduate elementary teacher preparation program has been named one of the top in the country by the National Council on Teacher Quality (NCTQ), a nonpartisan, not-for-profit research and policy organization, for its strong commitment to evidence-based reading instruction.

This month, NCTQ released its “2020 Teacher Prep Review: Program Performance in Early Reading Instruction,” which finds significant progress on the science of reading instruction in teacher preparation. For the first time since NCTQ began publishing ratings in the 2013 Teacher Prep Review, 51% of the over 1,000 evaluated …

2020-January-28-Etsu Elevates Pitch Competition, University Marketing And Communication, East Tennessee State University

ETSU News

"

JOHNSON CITY (Jan. 28, 2020) – Following the successful launch of a new initiative introduced by East Tennessee State University President Brian Noland last fall, the second ETSU Elevates Pitch Competition will take place Thursday, Jan. 30.

Five competitors were randomly drawn last week and will pitch their service project ideas to a live audience in the ETSU Millennium Center ballroom beginning at 6:30 p.m. During this “Shark Tank” style competition, teams will attempt to earn audience votes and ultimately service grants of $5,000 to fund projects aimed at improving the lives of people across the region. The event …

2020-January-28-Roan Class Of, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY (Jan. 28, 2020) – The Roan Scholars Leadership Program has selected eight high school seniors for the incoming Roan Class of 2024. Those students will join 24 returning Roan Scholars at East Tennessee State University this fall as part of the prestigious four-year scholarship program.

“2020 is a milestone year for the Roan Program, as it marks the 20^th anniversary of the first class entering ETSU,” said Scott Jeffress, Roan director. “The Roan Program has established a tradition of recruiting to ETSU outstanding young leaders who have already demonstrated commitment to leadership excellence in a variety of …

2020-January-27-Etsu Public Safety Seeking Name For New Therapy Dog, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY – (January 27, 2020) The newest member of the East Tennessee State University public safety team arrives in a few weeks and needs just one thing before she gets started:  a name.

The newbie is a therapy dog who is part of the Paws & Stripes Comfort Dog Program.   She will be on the ETSU campus in February, and her soon-to-be colleagues are seeking ideas for a name.

As a therapy dog, she will be available to meet with students when they need a break from the pressures and demands of college. She is not a trained K-9 …

2020-January-27-Etsu Nearly Sweeps Icca South Region Quarterfinals, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY (Jan. 27, 2020) – Greyscale, the premier a cappella ensemble in East Tennessee State University’s Department of Music, brought home first place honors in the South Region quarterfinals of the International Championship of Collegiate A Cappella (ICCA), held Saturday, Jan. 25, on the campus of the University of Tennessee in Knoxville.

Greyscale, along with ETSU’s Swashbucklers, Harmonium and Ascension, competed against five ensembles from UT-Knoxville and one from the University of Memphis.  The first-place finish qualifies Greyscale to move on to the ICCA South Semifinals, which will be held March 7 at the Carolina Theatre in Durham, North …

2020-January-27-Pharmacy Students Serve Community As Part Of National Service Day, University Marketing And Communication, East Tennessee State University

ETSU News

National Day of Service

Morgan Thomas (’23), of Johnson City; Tess Willcoxon (’23), Sevierville; and Alexa Bancroft (’21), Cleveland working to educate patients on ACT (Academia-CPESN Transformation) Pharmacy Collaborative National Day of Service at Colonial Heights Pharmacy & Gifts in Kingsport.

JOHNSON CITY (Jan. 27, 2020) – East Tennessee State University Bill Gatton College of Pharmacy students recently made an impact serving at four different independent community pharmacies across the region conducting blood pressure readings, immunizations and patient education. 

Participating as part of the ACT (Academia-CPESN Transformation) Pharmacy Collaborative National Day of Service, 15 ETSU pharmacy students provided outreach at …

2020-January-23-Elevating The Experience, University Marketing And Communication, East Tennessee State University

ETSU News

Pilot 'code blue' simulation

The code blue simulation took place in a state-of-the art skills simulation lab, located in ETSU’s Interprofessional Education and Research Center (known as Building 60) on the VA campus.

ted in ETSU’s Interprofessional Education and Research Center (known as Building 60) on the VA campus.  

The students’ “patient” was a high-fidelity simulation manikin whose vital signs could be manipulated by technicians behind the scenes. A standardized patient played the role of his distraught wife to add another level of realism to the situation. The students from the various health sciences disciplines worked together as a team …

2020-January-22-Quillen Researcher Examining Possible New Treatment For Bladder Cancer, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY (Jan. 22, 2020) – Dr. William Stone, a professor at East Tennessee State University’s Quillen College of Medicine, is studying a new precision medicine approach to treating bladder cancer.

Stone, who is also director of pediatric research in Quillen’s Department of Pediatrics, received a Research Development Committee grant from ETSU to further his study of an enzyme called an esterase.

“A long time ago, some investigators found that patients with bladder cancer excrete an enzyme called an esterase and the levels of this enzyme could predict the occurrence of bladder cancer,” Stone said. “There are lots of esterases …

2020-January-22-Men In Song And Women In Song, University Marketing And Communication, East Tennessee State University

ETSU News

MILLIGAN COLLEGE, Tenn. (Jan. 22, 2020) – The annual “Men in Song” and “Women in Song” music festivals will run simultaneously on Saturday, Feb. 1. Hosted by the music departments of East Tennessee State University and Milligan College, the one-day festivals unite and celebrate the region’s choral singers.

Participation is open to any interested singer. After a day of rehearsals, the festivals will culminate with a free public concert at 7 p.m. in Milligan’s Mary B. Martin Auditorium in Seeger Chapel.

“Over the years, these events have brought community members and students of all ages together, ranging from nine to …