Marketing Commons^™

Dynamic Control Systems, Yi Zheng

Marketing Dissertations - Archive

As a fundamental managerial tool for sales management, sales controls have received researchers’ attention for a long time. However, current research on sales controls has mainly adopted a static perspective to examine the roles of sales controls. To overcome this limitation, I propose a new construct, dynamic sales control systems, to extend the static research on sales controls to a dynamic perspective. This dissertation includes two papers. Paper 1 focuses on dynamic control systems’ antecedents and boundary conditions and their impacts on sales team performance. In Paper 2, I have investigated the mediating mechanisms between dynamic control systems and sales …

2023-August-01-Distinguished Faculty Award In Teaching Dr Jessica Burchette, University Marketing And Communication, East Tennessee State University

ETSU News

Dr. Jessica Burchette, a pharmacist and associate professor at East Tennessee State University Bill Gatton College of Pharmacy, has been awarded the university’s Distinguished Faculty Award for Teaching.

The Distinguished Faculty Awards are the highest honors presented to faculty at ETSU for teaching, research and service.

“Dr. Burchette is a standout faculty member in the Department of Pharmacy Practice at the GCOP,” wrote Burchette’s nominator. “She is a gifted teacher, who, despite the number of accolades she has already received, is committed to continuing to improve the learning experience for her students.”

Burchette, a native of Newport, earned her …

2023-August-01-Etsu Gatton College Of Pharmacy Welcomes Class Of 2027, University Marketing And Communication, East Tennessee State University

ETSU News

East Tennessee State University Bill Gatton College of Pharmacy welcomed its Class of 2027 with a White Coat Ceremony on Friday, Aug. 18.

Of the members of ETSU Gatton College of Pharmacy’s Class of 2027, nearly two-thirds are from within 150 miles of campus, and almost a third are from a rural area. More than a third are first-generation college students, and half of the class are Tennesseans.

“Our college was founded in 2005 by a need in the community for highly skilled pharmacists, and subsequently our mission is to train progressive, team-oriented pharmacists who go back to serve rural …

2023-August-01-Ashley Mcbee Promoted To Comptroller, University Marketing And Communication, East Tennessee State University

ETSU News

After nearly 16 years in accounting positions at East Tennessee State University, Ashley McBee has been named comptroller, a position in which she manages all accounting operations at the university.

McBee joined the university in 2007 as an accountant and was later promoted to the positions of assistant director of financial accounting and director of grant accounting.

As comptroller, her responsibilities include directing financial accounting, grant accounting, payroll and accounts payable within Financial Services, as well as managing financial reports, ensuring accuracy and mitigating risk in the university accounting system and monitoring compliance with state and federal regulations related to …

2023-August-01-Distinguished Faculty In Service Award Dr Dottie Greene, University Marketing And Communication, East Tennessee State University

ETSU News

The Distinguished Faculty Award in Service was presented to Dr. Dorothy “Dottie” Greene, whose life has been dedicated to serving those suffering from addiction-related challenges. This associate professor in the ETSU Department of Social Work led the effort to establish the Johnson City Recovery Center (JCRC), the first recovery community center in Northeast Tennessee.

As the JCRC’s executive director, Greene leads a team of certified peer recovery support specialists who identify as people in recovery. She calls the JCRC a “recovery hub” for individuals in recovery from substance use disorders (SUD) that bridges the gap between professional treatment services and …

More Voices Persuade: The Attentional Benefits Of Voice Numerosity, Hannah H. Chang, Anirban Mukherjee, Amitava Chattopadhyay

Research Collection Lee Kong Chian School Of Business

The authors posit that in an initial exposure to a broadcast video, hearing different voices narrate (in succession) a persuasive message encourages consumers’ attention and processing of the message, thereby facilitating persuasion; this is referred to as “the voice numerosity effect.” Across four studies (plus validation and replication studies)—including two large-scale, real-world datasets (with more than 11,000 crowdfunding videos and over 3.6 million customer transactions, and more than 1,600 video ads) and two controlled experiments (with over 1,800 participants)—the results provide support for the hypothesized effect. The effect (1) has consequential, economic implications in a real-world marketplace, (2) is more …

Yala Designs Marketing Strategy, Anna Buckley

Finance Undergraduate Honors Theses

This paper dives into the complexities of a sustainable pajama company's social media marketing strategy. This paper also analyzes the strategies of competitors and market leaders in an attempt to formulate suggested strategies based off their success.

Exploring The Future Of Market Driving: A Dialogue With Marketing Thought Leaders, Fiona Schweitzer, Stacey L. Malek, Shikhar Sarin

Marketing Faculty Publications and Presentations

Although theory points to the relevance of dynamic capabilities in firms that seek to drive new markets, we lack a clear understanding of how firms can develop and apply such capabilities. In this paper, we draw on a seven-step quasi-Delphi study to discuss how market-driving companies should conduct market-sensing, −seizing, and -transforming activities. We identify important research gaps related to determining needs in market sensing, making “big bets” versus taking small, incremental steps in market seizing, and individual versus collective market-driving activities in transforming markets, and on the role of agility and resources in market-driving activities. We propose an integrated …

2023-August-01-Flo Rida To Headline Etsu Fall Music Festival, University Marketing And Communication, East Tennessee State University

ETSU News

Aug. 1, 2023 – Rapper and electronic pop songwriter Flo Rida, indie-pop duo DOUBLECAMP and rising country singer-songwriter Graham Barham will headline the Student Government Association Fall Music Festival at East Tennessee State University.  

The music festival, embracing three different genres, is set to begin at 7 p.m. on Sunday, Oct. 29, at Freedom Hall Civic Center in Johnson City.  

Flo Rida, this year’s headliner, has dominated the hip-hop and pop charts for over a decade. The artist has sold over 100 million records, including Diamond selling record “Low.”  

Since releasing their debut track “Feel Like Me” in 2019, DOUBLECAMP …

Live Music Venue Marketing In A Post-Covid Northwest Arkansas, Griffen Walden

Graduate Theses and Dissertations

What does a medium sized music venue, nearing its centennial in a college town, do when its doors have closed for the first time since a short 2004 renovation, due to the novel Coronavirus Pandemic? George’s Majestic Lounge, the historic live music venue located in the heart of downtown Fayetteville, Arkansas, ceased operation for 134 days, its longest ever closure, and emerged into a climate massively different from what it had entered the pandemic in (Drury, et al. 2021). This venue has stood the test of time; opened in 1927 by George Pappas, it has remained in its railroad-adjacent position …

2023-August-01-Why I Teach- Dr. Jessica Burchette, University Marketing And Communication, East Tennessee State University

ETSU News

When Dr. Jessica Burchette joined Bill Gatton College of Pharmacy faculty in 2012, she was no stranger to the college or its mission.

Burchette had the distinction of being a member of the college’s inaugural graduating class in 2010.

Returning to the college as a faculty member has been rewarding for Burchette, who enjoys connecting with her students in the classroom and at her practice site at Holston Valley Medical Center, where she works with interdisciplinary inpatient family medicine teams.

“When I’m in my practice site at Holston Valley with the students on their fourth-year rotation, I’m able to reinforce …

2023-August-01-Etsu Announces Significant Growth, New Initiatives, University Marketing And Communication, East Tennessee State University

ETSU News

During a press conference today, East Tennessee State University President Dr. Brian Noland provided updates on ETSU’s enrollment, construction plans, faculty appointments, and strategic initiatives. The university continues to grow, marking record-setting achievements in several areas.

“East Tennessee State University is a place where anyone, regardless of where they came from, can grow, succeed, and compete with the best. Over the next year, you will see us expand our efforts to improve healthcare in rural and underserved communities, increase our support for military-affiliated students and veterans, and intensify our initiatives focused on career readiness and workforce development. Above all, you …

A Desire For Success: Exploring The Roles Of Personal And Job Resources In Determining The Outcomes Of Salesperson Social Media Use, Ashish Kalra, Nawar N. Chaker, Rakesh Singh, Omar S. Itani, Raj Agnihotri

Marketing Faculty Publications

Sales researchers have recognized the importance of salesperson social media use in enhancing job outcomes. However, research that considers the influence of salesperson personal factors and the individual's work environment on the impact of social media use on such outcomes (i.e., job satisfaction and salesperson performance) remains neglected in the literature. Leveraging Job-Demand Resource (JD-R) theory, we develop a model that introduces linkages between salesperson social media use, task adaptivity, technology self-efficacy, manager trust, job autonomy, job satisfaction, and salesperson performance. Utilizing a sample of 214 business-to-business salespeople, we find that salesperson social media use positively influences job satisfaction, which …

Teaching And Assessing With Taxonomies, Tony Shannon

International Journal for Business Education

The development of taxonomies which articulate learning outcomes are necessary to disconnect the silos among educators, employers and learners (Mathews, 2019; Uranis et al.) What are taxonomies? A taxonomy is a systematic classification of objects. Why do they matter? Without systematic classification and coding it is difficult to compare or combine objects. How are they relevant to teaching and learning? In the years after the Second World War, educational psychologists saw the progress made in the biological sciences with taxonomies and started to apply them in education. Among the first to appear in the mid-50s was the work of Bloom.

Alignment Of Learning Outcomes And Assessment, Tony Shannon

International Journal for Business Education

Too often there can be data for inputs and outputs, but there is often missing information for intermediate phases. Here then we show the development of intermediate parts of the design of an assessment process which aligns with the learning outcomes of a unit or subject within a course. This is prior to the design of any soft computing for implementing and automating the process. These unit learning outcomes are subsets of the learning outcomes of the course of which the unit forms a part, and these course learning outcomes reflect the graduate attribute of the institution: that is, those …

2023-August-01-Etsu Kicks Off The Fall 2023 Semester With Welcome Week, University Marketing And Communication, East Tennessee State University

ETSU News

As the sun sets on summer and a new academic year begins, East Tennessee State University is gearing up to host its annual Welcome Week – a period designed to be an exciting start to the fall semester and welcome new and returning students to campus.  

Welcome Week is set to take place from Sunday, August 27, through Friday, September 1. The goal of the week is to help students get settled on campus, participate in activities and events with new friends, learn about campus traditions and resources and get connected to the Buccaneer community.  

Highlights of the …

2023-August-01-Distinguished Faculty Award In Research Dr Dawn Rowe, University Marketing And Communication, East Tennessee State University

ETSU News

Since arriving at East Tennessee State University in 2019, Dr. Dawn Rowe has garnered almost $15 million in grant funding. Over her career, fellow scholars have cited her work more than 2,000 times. Across the world, she is recognized as a first-rate researcher on topics ranging from disability related professional development to evidence-based practices in secondary transition.  

A key principle has guided her.  

“For me, it’s all about quality of life for individuals with disabilities and those without,” said Rowe, the James H. Quillen Chair of Excellence in Teaching and Learning and a professor in the Clemmer College of Education …

2023-August-01-Kilaru Appointed To Faculty Fellow Role, University Marketing And Communication, East Tennessee State University

ETSU News

I am pleased to announce the appointment of Dr. Aruna Kilaru as Faculty Fellow for Interdisciplinary Innovation in the Biosciences.

Dr. Kilaru will continue to serve as Professor in the Department of Biological Sciences. However, in her expanded role that begins on August 15, she will begin work to develop a thriving institute or center for innovation that will positively support bioscience-focused growth and opportunity for ETSU students and the region.

In addition to leading and managing a working group that will be charged with creating an institute or center for synthetic biology, she will lead and manage interdisciplinary research …

2023-August-01-Etsu Recognizes Hicks, Northeast Tn Delegation For Historic Funding, University Marketing And Communication, East Tennessee State University

ETSU News

After years of tireless work to secure state funding for East Tennessee State University Bill Gatton College of Pharmacy, ETSU celebrated success at a luncheon recognizing and thanking local legislators for their efforts.

Earlier this year, the Tennessee General Assembly approved $2.5 million in annual funding – the first state assistance for the college since its founding in 2005. Those funds enabled ETSU Gatton College of Pharmacy to lower tuition for its students, beginning this fall. For in-state students, the tuition cost to pursue a pharmacy degree is now $27,000 per year, more than 30% less than before. For out-of-state …

2023-August-01-Quillen College Of Medicine Celebrates Incoming Class Of 2027 With White Coat Ceremony, University Marketing And Communication, East Tennessee State University

ETSU News

(Aug. 1, 2023) East Tennessee State University’s Quillen College of Medicine presented the 78 members of the Class of 2027 with their white coats last week, one of the first major steps in their journey to becoming doctors.

This year’s incoming class was selected from a record 3,965 applicants and represents 45 undergraduate institutions. All but six students are Tennesseans. Two are children of Quillen alumni, and there are five military-affiliated members of the class.

The White Coat Ceremony is a rite of passage for beginning medical students to help establish a psychological contract for professionalism and empathy in …

Investigating The Impact Of Gender Composition On Team Performance: A Cross-Cultural Study Of Student Teams, Maria Randazzo-Davis, Christopher Nelson Ph.D.

International Journal for Business Education

This study investigated if the gender composition of teams impacts performance by examining the relationship between student-level variables of cultural intelligence and global knowledge and team-level variables of team performance. Data were collected from 1,922 students across 40 countries participating in 446 teams. Results of independent samples t-tests and multiple regression analyses at the student and team levels showed that gender and international status were related to global knowledge and cultural intelligence, whereas gender, global knowledge, and cultural intelligence were all significantly related to team performance. The coefficient of variation was found to be low, suggesting that other variables might …

Microcredentialing, Tony Shannon

International Journal for Business Education

According to Andrew Norton, ”We are regularly being told that in an era of technology-driven labour market change we will need to reskill and retrain much more than we did in the past. Perhaps we will. But it is hard to find evidence for this in the available data.”

2023 August, Morehead State University. Office Of Communications & Marketing.

Morehead State Press Release Archive, 1961 to the Present

Press releases for August of 2023.

Browsing The Aisles Or Browsing The App? How Online Grocery Shopping Is Changing What We Buy, Sai Chand Chintala, Jura Liaukonyte, Nathan Yang

Research Collection Lee Kong Chian School Of Business

This paper investigates the systematic differences between online and offline grocery shopping baskets using data from approximately two million brick-and-mortar and Instacart trips. We apply unsupervised machine learning algorithms agnostic to the shopping channel to identify what constitutes a typical food shopping trip for each household. We find that food shopping basket variety is significantly lower for online shopping trips as measured by the number of unique food categories and items purchased. Within a given household, the Instacart baskets are more similar to each other as compared with offline baskets with twice as many overlapping items between successive trips to …

2023-July-31-Two Artists, 34 Years Apart, University Marketing And Communication, East Tennessee State University

ETSU News

Nestled in downtown Greeneville, a community undergoing considerable change aimed at growth in tourism and business, are a pair of vibrant paintings. One stands as the start of a mural trail in the town. Anchored by a dark green background, the work includes a coonskin cap, a nod to Davy Crockett, a silhouette of President Andrew Johnson and a lovely pink-and-purple iris.

Joe Kilday

The other is an impressive rendering of the USS Greeneville, an attack submarine named for the town following a successful public relations campaign in the 1980s and 1990s.

With an inscription that reads “volunteers defending frontiers,” …

The Role Of Community Empowerment In The Development Of A Marketing Communication Strategy For Kembang Kuning Tourism Village, Dian Purworini, Rona R. B. Chasana, Palupi Palupi, Sidiq Setyawan, Agus Triyono, Iswahyudi T. Yuwono

ASEAN Journal of Community Engagement

This study examines initiatives intended to enhance community empowerment in the tourism village of Kembang Kuning, Central Java, Indonesia. One problem facing this community is an inability to carry out effective promotion to realize the tourism potential of the village. Despite the Kembang Kuning village’s potential qualities for tourism, there is a lack of local knowledge about marketing and communication strategies. The lack has hindered efforts to make the village known nationally. This study seeks to raise awareness and understanding of promotion strategies and simultaneously develop marketing communication strategies through active participation by the village tourism management team. Qualitative methods …

2023-July-28-Celebrating A Hall Of Fame Career, University Marketing And Communication, East Tennessee State University

ETSU News

(July 28, 2023) Richard F. “Dick” Ellis wasn’t much of a suit-and-tie man. He played semi-pro and coached youth baseball and was a good golfer. He wrote speeches for a Republican congressional candidate in 1960. He loved to fish and camp and could often be heard from his back porch picking bluegrass tunes on his guitar with friends. But besides his wife and children, the love of Ellis’s life was radio.

And on Saturday, July 29, this local legend in the broadcasting industry, who brought National Public Radio to the region at East Tennessee State University’s WETS-FM, will posthumously …

Losing Face-To-Face Selling In A Digital World: An Empirical Investigation Of Relationship Selling In The Independent Insurance Agency, Casey Bell

Dissertations

Over the past 20 years, our economy has transformed into a service-based economy as opposed to the previous industrial-based economy. The service industry is growing and rapidly becoming one of the primary sectors of the economy. Relationship selling is crucial to the service industry, especially the property and casualty insurance market—because it involves complex, highly intangible services. Even though consumers use the internet before reaching out to an insurance agent, this does not mean relationship selling is unnecessary. With complex products like property and casualty insurance, relationship selling is crucial to grasp what consumers truly need and understand. The purpose …

2023-July-26-Purple Heart Recipients, Navy Seal Among Quillen College Of Medicine's Class Of 2027, University Marketing And Communication, East Tennessee State University

ETSU News

(July 26, 2023) -- When U.S. Army veteran Jason Ramos began looking into medical schools, he was struck by East Tennessee State University Quillen College of Medicine’s high percentage of military-affiliated students.

“When I applied to and interviewed at Quillen, it became my No. 1 choice,” said Ramos, one of two Purple Heart recipients who are members of Quillen’s Class of 2027. “I did not know a lot about Quillen before I applied but I started researching the school and it quickly moved itself into my No. 1 choice.

“It became the only medical school I wanted to go to,” …

2023-July-24-Passing Of Debra Wilson, Bill Gatton College Of Pharmacy, East Tennessee State University, University Marketing And Communication, East Tennessee State University

ETSU News

The college lost one of its most faithful supporters, Debra Wilson, PharmD, who passed away on June 22, 2023, in Johnson City Medical Center. She is the wife of Dr. Guy B. Wilson for 35 years. Together, they have been faithful supporters of the college even before its 2005 founding, serving as mentors and employers of countless ETSU pharmacy graduates.

Debra Wilson graduated with honors from the University of Tennessee College of Pharmacy in 1975 and was a 2001 graduate of the University of Pennsylvania Wharton School Executive Management Program. Until her retirement in 2021, Wilson worked for 35-years as …