Marketing Commons^™

A Multi-Method Examination Of Donor Overhead Aversion: Implications For Marketing A Cause, Devin Lunt, Ryan E. Freling, Lucas D. Lunt

Atlantic Marketing Journal

Overhead aversion refers to a reluctance among donors to contribute to a charitable cause when a portion of that donation is allocated to non-cause-related costs. As a consequence, there is an impact on donor intentions and behaviors. A meta-analysis shows that characteristics of potential donors and the charitable cause moderate the impact of overhead level on donation intentions and behaviors. A follow-up experiment investigates two potential mechanisms underlying overhead aversion: perceived personal impact and perceived efficiency. Results of a survey experiment suggest the negative influence of overhead costs on donative behaviors is exacerbated when potential donors doubt their ability …

Why Students Select Their College Major: An Investigative Study, Kate N. Matthews, Diane R. Edmondson, Lucy Matthews

Atlantic Marketing Journal

With the decline in the number of traditional college-aged students, understanding the degree selection process is important for departments, colleges, and universities alike. For students, selecting the proper major early is also beneficial since it reduces time in school and tuition costs. Therefore, a better understanding of the degree selection process is worthwhile. Survey data was collected from 1,177 undergraduates at a southeastern U.S. university. Survey questions included major selection influences and other attitude and demographic items. The highest ranked reason is interest and passion followed by fit with personality type. This was similar for students who changed majors. External …

Creating The New Normal: A Historical Approach To Understanding Marketing Agility And Its Implications Across Business, Healthcare, And Social Welfare In A Post Pandemic World, Elan Burton, Delancy Bennett, Linda Burton

Atlantic Marketing Journal

The purpose of this article is to expand our understanding of how marketing agility shapes business, healthcare, and social welfare policy and societal responses to global pandemics. We set the stage for this discussion by presenting an historical exemplar case of marketing agility during the 1918 Influenza pandemic in the US. Next, we outline a necessary conceptual revision and update to previous treatments of marketing agility relative to historical pandemics considering the recent COVID-19 pandemic. Our novel conceptualization focuses on a firm’s (business, healthcare, social welfare) prompt response to dynamic and turbulent circumstances beyond the control of the firm (Araújo …

Generation Z'S Use Of User-Generated Content For Travel Advice, Emmie Kay Hudson

Honors College Theses

This research project examines Generation Z’s use of TikTok’s and YouTube’s user-generated content (UGC) for travel advice related to accommodation, activities, cuisine, and other tourist practices. As this generation ages and enters the consumer market, continued research is needed to implement marketing strategies with the most significant influence. This study will examine the younger generations' behaviors and help the tourism industry understand its rising target market in comparison to Generations X and Y. This study is conducted through a non-experimental systematic literature review of the subject. This research provides information from various sources on topics such as Generation Z, TikTok, …

Binding Norms: Three Essays On The Effect Of Cultural Tightness On Consumer Behavior, Shashi Minchael

Marketing Dissertations - Archive

Cultural Tightness-Looseness reflects the variability in how different cultures mandate strict adherence to social norms and allow deviation from the social norms reflected in sanctions on norm violations. The three-essay dissertation aims to advance our understanding of the effect of cultural tightness (vs. looseness) and the resulting societal emphasis on norm adherence on consumer behavior. Specifically, the proposed research examines the effect of differences in societal norms regarding consumer frugality, system justification, and beliefs regarding the malleability of the world and individuals on consumer decision-making. In essay 1, I study the effect of societal norms regarding frugality in tight (vs. …

Built Ford Tough, Again: Does Each Generational Group Of Consumers Associate The New Ford Bronco With Positive Feelings Of Nostalgia?, Liv R. Wilson, Emily J. Plant

Undergraduate Theses, Professional Papers, and Capstone Artifacts

This marketing research paper investigates whether various generational groups of consumers associate the new Ford Bronco with positive feelings of nostalgia. The study conducted a comprehensive survey with 420 respondents to determine the extent of nostalgia evoked by new Ford Bronco advertisements among consumers of different age groups. The results of the research suggest a strong and affirmative response to the new Ford Bronco advertisements across all generational cohorts. This implies that the marketing strategy employed by Ford effectively taps into a universal sense of nostalgia, transcending generational boundaries. This finding underscores the brand's ability to connect with consumers of …

Helping Consumers Weather The Storm: The Impact Of Consumer-Targeted Resiliency Programs On Firm Value, Navid Bahmani, Atefeh Yazdanparast Ardestani

School of Business

Purpose: With the goal of helping consumers bounce back from the financial challenges they faced as a result of the COVID-19 pandemic, many firms developed and announced consumer-targeted resiliency programs (e.g. Walgreens waived delivery fees, Associated Bank allowed deferred mortgage payments). However, there is a paucity of research examining the unique features of these programs, and whether firms' investors (the first external stakeholder group to provide them with feedback regarding their strategies) were receptive to these programs during a period of time in which firms themselves were suffering financially. Drawing on resilience theory and stakeholder theory, the present research incorporates …

A Comparative Analysis Of School Choice Factors Influencing Non-Collegiate Flight School Selections Between Groups Of Nontraditional, Traditional, And Teenage Student Pilots, Jingmin Jin

Journal of Aviation/Aerospace Education & Research

To assist with exploring strategies for effectively promoting vocational noncollegiate flight schools to diverse student markets of nontraditional student pilots, traditional student pilots, and teenage student pilots, this study compared and analyzed school choice factors of marketing approaches, relevant people, institutional features, and training program features that influenced these three groups of student pilots’ school selections. The study data was collected via a survey questionnaire, and the sample included 176 participants. There were 42 choice factor survey items, and the participants were guided to rate the level of influence of each factor on their school choice decisions. Descriptive statistics and …

Enhancing Marketing Education Through Gamification: Learners’ Characteristics And Motivation In Gamification Strategies, Jagannath Kharel

Theses and Dissertations

The study investigates how the personality traits of marketing students influence their engagement with gamification elements and the resulting learning outcomes. Additionally, it explores how gamification, guided by Self-Determination Theory, enhances these outcomes, and motivates university marketing students. One hundred eleven respondents participated, testing eight hypotheses: seven examined the Big Five traits' influence on attitudes and engagement. At the same time, the final used the self-determination framework to analyze motivation in gamification. Respondents with openness and extraversion favored using gamified learning materials, with no gender differences observed. The study found that gamified learning elements, such as rewards, feedback, levels, challenges, …

Two Essays To Encourage Agritourism Cluster Development In The Appalachian Region: An Analysis Of Agritourism Operation Regarding Clustering And Toolkit Curriculum For Cluster Development, Oluwatoyin Adebisi

Graduate Theses, Dissertations, and Problem Reports (ETD)

This study focused on encouraging agritourism operators in the study area to engage in clustering. Collaboration within networks and clusters is strongly encouraged as a catalyst for accelerating industrial transformation, developing regional competitive advantages, and boosting company and job creation. All these factors ultimately contribute to economic progress and prosperity. A snowball sampling method was used to survey 192 agritourism operators, with 145 responses meeting the inclusion criteria for analysis. Exploratory factor analysis was employed to identify factors contributing to agritourism business development in the selected six states. Based on a linear regression model, the findings reveal that net income …

The Influence Of Celebrity Endorsers On Brands' Perceived Warmth And Competence, Helene Gilis

Honors Program Theses

The utilization of celebrity endorsers has become a prevalent strategy among marketers in recent years, serving to enhance brand communication and audience engagement. This study examines the dynamic relationships of celebrity endorsements, specifically investigating the impact of perceived warmth and competence on celebrity endorsers through the stereotype content model (SCM). The model was introduced to fill the research gap in a marketing context on the influence of the perceived warmth and confidence of endorsers on the perception of brands and, subsequently, consumer behavior. Furthermore, the research evaluates the consequential effect of brand image on key brand elements, including purchase intention, …

Service Coproduction Failure: The Role Of Service Provider Type And Role Clarity In Customer Participation's Impact On Causal Attribution And Emotional Outcomes, Dana Amiri, Abdolali Mortazavi, Faegheh Taheran

Marketing Faculty Publications

The article focuses on how customer participation, service provider type (human vs. non-human), and role clarity affect blame attribution and emotional outcomes during service failures. Topics include the interaction between service provider type and customer role clarity in determining blame; the impact of customer participation on internal versus external attribution; and the emotional responses linked to these attribution patterns.

Understanding The Application Of Evolutionary Psychology In Consumer Behavior: A Review And Future Research Agenda, Faegheh Taheran, Veronica L. Thomas, Kendra Fowler, Abdolati Mortazavi

Marketing Faculty Publications

This paper is the first to offer a comprehensive literature review of the role of evolutionary psychology (EP) in marketing and consumer behavior. This study takes a holistic approach, combining techniques of a systematic review with bibliometric analysis, to provide a performance analysis and identify theories and methodologies used in the literature. Most importantly, by studying the current state of EP, we elucidate six major themes: the role of gender in families, the role of affect in consumer behavior, food preferences and shopping behavior, motivations for and consequences of status signaling, the impact of ovulation on consumer motives and behaviors, …

Self-Transformation And Spirituality In Marketing, Mrudul Nilangekar

Graduate Thesis and Dissertation 2023-2024

Self-transformation and spirituality have not been extensively investigated in marketing research. However, these concepts are deeply impactful in an individual's life and are advocated by religious and spiritual traditions across the world. In Essay 1, I extend research on compassion, distance between self and other, and power by examining the effect of self-compassion on prosocial behavior. I test the effect of self-compassion on prosocial behavior mediated by the distance felt between self and other and moderated by felt power. Across five studies, I find that individuals in the self-compassionate and equal power mindset display higher prosocial behavior and lower empathy …

Coping With Social Media Envy In Luxury Consumption: The Role Of Social Networking Site Actions, Murong Miao, Chuanyi Tang, Lin Guo, Kiran Karande

Marketing Faculty Publications

Because social networking sites (SNS) facilitate social comparison, consumer envy becomes inevitable among social media users. Drawing on social comparison and coping theories, this study examines how different types of envy lead to consumers? distinct behaviors on SNS, some of which are self-directed and focus on self-enhancement, and others are either positive or negative interactions with the envied person. Employing both the contexts of luxury product and service sharing experiences on Instagram, our four studies consistently found that while consumers who experience benign envy are more likely to interact with the envied positively, such as liking the envied? posts, those …

Narrative Transportation: A Systematic Literature Review And Future Research Agenda, Veronica L. Thomas, Jaime L. Grigsby

Marketing Faculty Publications

Consumers are inundated with opportunities to become engaged with marketing-generated stories, from watching an influencer detail her adventures abroad or a commercial about a military service member who makes it home just in time for the holidays. When consumers become so engaged with a story that they begin to connect with the story characters and imagine what will happen next, they experience a process known as narrative transportation, which has significant positive outcomes for marketers. Given the value that narrative transportation provides to marketers, we conduct a systematic literature review to both synthesize and provide direction on the literature of …

Through The Filter Lens: The Negative Impact Of Beauty Filters In Influencer Marketing, Faegheh Taheran, Veronica Thomas, Abdolali Mortazavi, Dana Amiri

Marketing Faculty Publications

The article focuses on the negative impact of beauty filters on followers' perceptions of social media influencers, examining how these filters affect attitudes through perceived authenticity and deception. Topics include the relationship between filter usage and follower attitudes; the mediating roles of authenticity and deception; the effects of different types of filters on influencer credibility; and highlight the importance of genuine presentation in influencer marketing.

(In)Attention To Attractive Brand Alternatives, Danielle J. Brick, Veronica L. Thomas

Marketing Faculty Publications

Understanding how consumers maintain their brand relationships has important implications for marketers as committed consumers contribute significant value to firms. In the present research, we propose and test one such way consumers protect their brand relationships, namely through attentional avoidance of attractive alternative partners. Across multiple studies, we find support for our theory that committed consumers avoid attending to alternative brand partners by recalling less about and spending less time focused on attractive alternatives. We further find that this inattention occurs because consumers view the competing brand as a threat to the consumer’s current relationship. In addition, we investigate a …

Sugardale Marketing Research - Group 5, Alex Gee, Greg Lewis, Carley Nastasi, Anna Nosek, Anna Pond

Williams Honors College, Honors Research Projects

Sugardale research findings for group 5

Sugardale Marketing Research Project, Brandon Gray, Xavier Zup, Alexis Rossilli, Robert Britton

Williams Honors College, Honors Research Projects

This is a marketing research project for Sugardale meat company. Our group will be conducting primary and secondary research in order to answer questions and achieve goals that will help the Sugardale meat company market to millennials.

Honors Project Hartville Potato Chips (Final) - College Of Business - Team 5 (Marketing Partnerchip), Isabela Schroeter, Justin Kriess, Trent Thomas, Devin Maddox, Irina Hacck, Jake Lubic

Williams Honors College, Honors Research Projects

TO EXPAND THE HARTVILLE POTATO CHIP COMPANY BRAND IN A WAY THAT WILL CREATE A UNIQUE POSITION IN THE MIND OF THE CONSUMER.

Exploring The Role Of The Theory Of Planned Behavior And The Intention-Behavior Gap In The Adoption Of Products And Solutions By B2b Organizations: An Analysis Of Organizational Culture As Moderators Or Mediators, Ronil Prasad

Theses and Dissertations

New product adoption by business-to-business (B2B) organizations is explored through an examination of the influence of the theory of planned behavior (TPB), organizational culture, and the presence of the intention-behavior gap. A phenomenographic design, utilizing qualitative surveys, enabled a detailed analysis of attitudes, subjective norms, and perceived behavioral control as key factors influencing adoption intentions and actions within US-based organizations. The study collected responses from a purposively sampled group of experienced decision-makers with authority over new product selection. A total of 86 B2B decision-makers responded to the invitation to participate

Thematic analysis revealed perceived behavioral control as the most influential …

The Body Positivity Movement: Improving Female College Students Mental Health And Body Appreciation, Emilie Conners, Lucy Matthews, Diane R. Edmondson

Atlantic Marketing Journal

Body image concerns among college-aged women continue to be an immense issue across many college campuses. As technology advances, it has become more common for young girls and women to edit their social media photos and focus more on their flaws. Body image has a significant impact on mental and physical health; therefore, it is vital that these concerns are addressed and fought. One movement recently used as a possible way to combat this concern is the body positivity movement. However, more research is needed to understand the impact of this movement on young women. Survey data was collected via …

Trust Relationships: Tales From The Web, Magdoleen Ierlan

Atlantic Marketing Journal

Trust is an important component of any purchasing situation. In an online setting, trust becomes even more important as buyer and seller are not able to directly interact with one another. Compounding the situation is the fact that the consumer cannot directly experience the product under consideration. Organizations have attempted to address this shortcoming by allowing third parties to offer reviews of the product in question. This paper addresses how consumers process these product reviews.

By rooting this paper in trust and uncertainty reduction theory, a testable model was developed. The model was tested, and in general, more helpful reviews, …

Digital Shopper Insights: Understanding Generational Perspectives On Mobile Commerce, Ronda G. Henderson, Kimberly Mcneil, Roland Leak Dr.

Atlantic Marketing Journal

The purpose of this study was to identify the perceptions of consumers regarding the use of smartphones to shop and to determine the extent of influence age has on their intentions to use their smartphones to shop. A quantitative, descriptive research design was conducted to examine the perceptions of consumers regarding the use of smartphone-based shopping. The findings revealed that Gen Zers, Millennials, and Gen Xers reported positive perceptions about using their smartphones to shop online. Boomers were consistently more unsure in their responses. The three generation groups (Gen Zers, Millennials, Gen Xers) agreed that using their smartphones to shop …

The Impact Of Demographics And Cause Related Marketing Participation In The Black Lives Matter Movement On Company Image, Jerome Christia, Joseph Njuki

Atlantic Marketing Journal

Cause Related Marketing is an impactful marketing strategy for companies concerned about improving or maintaining their company image. This study examines the effect of cause related marketing participation Black Lives Matter movement and demographics of supporters on company image. Questionnaires from 106 respondents were collected, analyzed, and results presented. The paper reviews cause related marketing, the Black Lives Matter movement, and company image. In addition, demographic characteristics are investigated for respondent perspectives on company image. Our research indicates that there is a positive and significant relationship between cause related marketing participation in the Black Lives Matter movement on company image. …

The Black Lives Matter Movement: A Systemic Crisis That Expands Crisis Response Theory, Pam Richardson-Greenfield, Alyssa Reynolds, Ryan Cruz, Monique Bell

Atlantic Marketing Journal

Relevance to Marketing Educators, Researchers, and/or Practitioners – In response to George Floyd’s death, a variety of organizations posted messages against racism and some began to openly support Black Lives Matter, often by name, in their corporate communication initiatives. With promises of financial commitments to uplift Black communities, calls for action, and initiatives to support internal change—large and small companies, non-profits and universities—could be perceived as courageous for establishing new protocols to support such a warranted change. However, in the era of “woke washing,” or inauthentic social justice messaging, the need to assess the authenticity of corporate statements of support …

Healthcare Marketing Communication: Media Usage And Psychographic Profiles For Baby Boomer, Gen X, And Millennial Consumers, Terry Damron, Joe Cangelosi, David Kim, Ed Ranelli

Atlantic Marketing Journal

Abstract

Purpose Preventive health care information (PHCI), which functions as a cost-effective or cost-saving means of reducing mortality and improving life quality, also fuels consumer demand for otherwise underutilized preventive medical services, thereby improving profitability for service providers. This study provides healthcare marketing professionals with media usage insights and psychographic profiles useful for developing effective PHCI communication strategies.

Design This research is based on questionnaire responses (n = 813). Analysis of the variance (ANOVA) was used to assess and compare the importance consumers assigned to online PHCI sources. Factor analysis was used to determine whether attitude patterns tended to …

Product Elimination Decision And Its Impact On Consumers: The Special Case Of A Local Speedway, Mark Mitchell, Jacob Voegel, Michael Smith

Atlantic Marketing Journal

After 60+ years of operation, Myrtle Beach Speedway was closed and the property sold. The new owners will redevelop the property for commercial and residential purposes. Businesses routinely eliminate products for a variety of reasons, including under-performance and/or a desire to redeploy those resources elsewhere. What is often overlooked is the impact on consumers. In addition to reducing fan access to racing, a closed race track removes a racing opportunity for aspiring race car drivers and crew members. It can also mean shuttering tracks that once had historical significance. The history of raceway closures in the Myrtle Beach, SC area …

Making A Case For A Digital Marketing Concentration: An Analysis Of Traditionally Generalized Online Mba Programs, Paige Gardiner, Maureen Andrade

Atlantic Marketing Journal

Over the last decade, business schools have added online MBA programs to meet student demand for access, price, and geographic convenience while trying to ensure a solid tuition revenue base. Online MBA programs have been forced to waive the GMAT and reduce the number of credits required for graduation while seeking ways to bring additional value to their online programs. This research examines whether offering online MBA students a specialized marketing concentration in digital marketing will make students marketable to businesses. The research examines this conjecture and provides a recommendation for MBA stakeholders. Study 1 shows the industry demand for …