Marketing Commons^™

Service With A Smile Or Salesperson Mirroring? Understanding The Flow Of Emotional Contagion In Sales Encounters, Vinh Quoc Trong Luong

Theses and Dissertations in Business Administration

This study examines the directionality of emotional contagion in sales interactions, addressing a critical gap in understanding whether emotions flow primarily from the salesperson to the customer, from the customer to the salesperson, or bidirectionally. While prior research emphasizes customer-driven emotional flow or bidirectional alignment, this study challenges these assumptions by employing categorical Cross-Recurrence Quantification Analysis (CRQA) to assess temporal emotional synchronization in sales dialogues. Leveraging automated sentiment analysis and multi-agent AI evaluation for performance metrics, the research analyzes 166 sales interactions to quantify emotional influence dynamics. Results reveal that salespeople predominantly lead emotional exchanges, exhibiting stronger and more stable …

Two Essays On The Role Of Anthropomorphism In Consumer Behavior, Faegheh (Faa) Taheran

Theses and Dissertations in Business Administration

The first essay of this dissertation investigates the contradictory findings on the relationship between anthropomorphism and self-control by focusing on how everyday anthropomorphized objects, rather than the products being used for consumption, influence consumer behavior. While previous studies have shown that using anthropomorphized products may decrease consumers’ self-control, this paper examines how unrelated [to consumption] anthropomorphized objects in a consumer’s environment—such as a water bottle with a humanlike face—can evoke a sense of social presence, increasing consumers’ perceptions that they are being negatively evaluated. Drawing on mind perception theory, I propose that this fear of negative evaluation can enhance self-control. …

Unveiling The Marketing Tactics Of Indonesian Fundamentalist Group: A Delphi Method Analysis, Arindra Khrisna Karamoy, Adrianus Meliala

Journal of Strategic and Global Studies

This study investigated whether Indonesian fundamentalist group utilizes marketing principles for recruitment. The research employed a Delphi method, gathering expert consensus from marketing, communication, and visual communication fields to assess the group's use of marketing strategies in attracting sympathizers and disseminating their ideology. The first round demonstrated complete agreement on the use of marketing principles. The second round revealed some disagreement regarding the classification of mosques as distribution channels, suggesting a nuanced application focusing more on promotion than traditional marketing models. The findings highlight sophisticated marketing techniques used by this group, emphasizing the need for further investigation into how such …

Halal Labeling And Purchase Intentions: Insights From Gen-Z And Millennial Muslims Purchasing Imported Korean Foods, Muhammad J. Pratama, Imam Salehudin

International Journal of Islamic Economics and Business Sustainability

Purpose: This study examines the impact of halal labeling on the purchase intent of Korean food (K-food) imports among Indonesian Muslim millennials. It also explores how halal certification origins—Indonesian Ulama Council (MUI) vs. Korean Muslim Federation (KMF)—affect consumer perceptions and purchase decisions.

Design/methodology/approach: Using a sample of 370 respondents aged 18–42 who purchased K-food in the past year, this study employed Multi-Group Structural Equation Modeling (MG-SEM). Respondents were randomly assigned to groups exposed to different halal labeling stimuli to assess their impact on trust, brand attitude, and purchase intent.

Findings: Halal literacy and religious beliefs shape K-food purchases, mediated by …

From Farm To Table: Chefs’ Perspectives On Managing Local Food Procurement, Nick E. Johnston

Journal of the North American Management Society

This study examines the role of chefs in procuring locally sourced food and the challenges they face in managing this process within the foodservice industry. Through qualitative interviews with seven executive-level chefs from diverse foodservice operations in West Texas, the research explores their decision-making processes, attitudes toward local sourcing, and the logistical hurdles involved. Findings highlight that while chefs are highly motivated to use local products due to quality and sustainability benefits, they face significant challenges such as limited availability, inconsistent supplier networks, and distribution inefficiencies. Additionally, concerns about managing the cost and quality of local ingredients were prevalent, especially …

Reviving The Lost Art: Historical Foundations And Future Pathways For Bespoke Service In Luxury Retail, Andrew Burnstine

Faculty and Staff Publications & Presentations

The mid-20th century witnessed a zenith of deeply personalized, bespoke service within iconic luxury specialty retailers. This paper critically analyzes the foundational principles of this historical bespoke service model, extending Service-Dominant (S-D) Logic and retail evolution theory, to propose a robust framework for its modern revival. Employing a rigorous qualitative, multiple-case study approach, grounded in extensive historical and media analysis of four archetypal American and British luxury boutiques, and uniquely informed by an insider-ethnographic perspective on the central case exemplar ("Martha's"), the study distills six core principles: Profound Client Knowledge, Visionary Curation & Styling, Anticipatory & Proactive Service, The Exclusive …

Mapping The Literature On Short-Selling In Financial Markets: A Lexicometric Analysis, Nitika Sharma, Sridhar Manohar, Bruce A. Huhmann, Yam B. Limbu

Department of Marketing Faculty Scholarship and Creative Works

This study provides a comprehensive assessment and synthesis of the literature on short-selling. It performs a lexicometric analysis, providing a quantitative review of 1093 peer-reviewed journal articles to identify and illustrate the main themes in short-selling research. Almost half the published literature on short-selling is thematically clustered around portfolio management techniques. Other key themes involve short-selling as it relates to risk management, strategic management, and market irregularities. Descending hierarchical classification examines the overall structure of the textual corpus of the short-selling literature and the relationships between its key terms. Similarity analysis reveals that the short-selling literature is highly concentrated, with …

Project Go, Project Grow: Increasing Participation In Environmental Education, Elizabeth Mettin

Strategic Communication Master of Arts Thesis Projects

Project Get Outdoors, LLC, or Project GO, is a non-profit organization based in Wabasha, Minnesota. The organization’s mission is to provide outdoor experiences that develop healthy kids, particularly for underprivileged and marginalized youth. They do this through training and supporting Southeastern Minnesota community organization leaders and volunteers. Project GO provides three types of outdoor training including Early Childhood Training, Traditional Leadership Training, and Minnesota Master Naturalist Training. The organization has served over 500 adults and 50,000 youth in its 20 years of operation. This project uses research and analysis to uncover strategic and creative solutions to address how Project GO …

The Influence Of "Ifbb Pro" Designation On Consumer Decision-Making In Online Personal Training Services: An Experimental Investigation, Zehua Hei, Alan Morse

Global Sport Business Journal

The recent rising health awareness, social media occurrence, and digital access to fitness services promote the growth of online personal training. Drawing upon signaling theory, a recent rising group of trainers, “IFBB Pro” athletes, who are perceived as elite bodybuilders, often signal a high level of expertise and competency in fitness training. With content marketing as the background, posted content plays a key role in this process as social media platforms become increasingly popular for fitness professionals to market their personal training services and attract clients. However, scarce research exists to investigate how this designation influences consumer perceptions and purchase …

Using Artificial Intelligence To Improve Customer Engagement: User Experience With Chatbot Technology, Aicha Zemmouri, Salma Choufari

Journal of Marketing and Consumer Behaviour in Emerging Markets

This study examines the impact of artificial intelligence (AI) on improving customer loyalty through the use of chatbot technology, with a specific focus on the user experience of Moroccan consumers. The increasing integration of AI into customer service, especially through chatbots, represents a significant shift in how companies interact with their customers. Given Morocco’s growing digitalization and the strategic importance of customer loyalty, it is critical to understand how consumers perceive and interact with these technologies. To achieve this, the study used a qualitative research method of semi-structured interviews to investigate consumers’ perceptions, interaction behaviours, and challenges with chatbot usage. …

2025, 1(20)

Journal of Marketing and Consumer Behaviour in Emerging Markets

Full Issue 2025, 1(20)

A Stakeholder Approach To The Regulation Of On-Premise Signs, Christopher Auffrey, Mathew S. Isaac, Steven W. Kopp, Hannah Marriott, Aparna Sundar, Charles R. Taylor, Franklin Velasco Vizcaino

Marketing Faculty Publications and Presentations

Using stakeholder theory, this article introduces a framework to inform decision making with respect to the regulation of on-premise signs. Because signage resides in a broader, shared environment and its regulation largely takes place at the local level of government, it can be considered unique among most other marketing-related communications. On-premise signs are important to individual businesses and the communities in which they are used, but at the same time, they are “out in the world,” cannot be avoided, and may not be relevant to or welcomed by many consumers who are exposed to them. A transformative consumer research lens …

Marketing The Library: Using Business Students To Increase Library Patronage After The Covid-19 Pandemic, Sandra L. Teft

Midwest Business Librarian Summit (MBLS)

No abstract provided.

Strategies Used By Public Relations And Communications Executives To Implement Ethical Use Standards For Ai, Karl Bateson

Walden Dissertations and Doctoral Studies

Public relations and communications (PR&C) executives’ ineffective artificial intelligence (AI) strategies to develop and apply ethical frameworks for AI implementation can negatively impact organizations’ brand reputation. Grounded in AI4People and stakeholder theory, the purpose of this qualitative pragmatic inquiry project was to identify and explore the effective AI strategies PR&C executives used to develop and apply ethical frameworks for AI implementation while maintaining their organizations’ brand reputations. The participants were six PR&C executives who used effective strategies to develop and apply ethical frameworks for AI implementation while maintaining their organization’s brand reputation. Data were collected using semistructured interviews, public websites, …

How Emotions In Online Reviews Affect Movie Sales: Evidence From Hollywood, Rahat Ullah, Muhammad Aftab Alam, Atya Zeb

Research outputs 2022 to 2026

Movies evoke strong human emotions that resonate in the content of online reviews, known as electronic word of mouth (eWOM). Existing literature suggests that positive content enhances, and negative content reduces movie sales, with negative content having a stronger effect. We demonstrate that there is a limit to the negative emotional content's impact on sales, beyond which it boosts sales. We extract positive and negative emotional content from 80 Hollywood movie reviews (N = 23,046) and empirically examine their influence on movie sales. Results indicate that for high eWOM volume, the effect of positive content increases progressively, while negative content …

Factors Influencing Digital Technology Adoption And Use Among Msmes In Indonesia, Andry Manodotua Panjaitan, Niko Sudibjo, Cahya Pulupi Meilani

DLSU Business & Economics Review

The purpose of this study is to see how attitudes toward behavior, subjective norms, and digital technology literacy affect adoption intentions and their impact on digital technology usage behavior in small and medium enterprises in Indonesia. This study used 532 MSME samples and tested them using SEM PLS analysis. The test findings showed that eight proposed hypotheses were accepted, and one was rejected. Digitally literate MSME owners and leaders can increase market awareness and set clear digital transformation goals for their companies. Furthermore, with government support for technology in MSMEs, digital technology is expected to be used not just for …

Decomposing Crowding Out Effect In The Philippines: Leveraging Fiscal Policy To Drive Inclusive Growth, John Paolo R. Rivera, Mary Grace R. Agner, Viory Yvonne T. Janeo, John Angelo F. Cristobal

DLSU Business & Economics Review

Fiscal stimulus programs have substantively kept the Philippine economy afloat during crises and in facilitating recovery. In pursuing steeper growth, there is a tendency to harness fiscal policy at the expense of crowding out private investment and consumption, which defeats the ultimate purpose of such policy. Using time series analysis, we assess the degree of crowding out effect in the Philippines and its implications for the effectiveness of fiscal policy as a macroeconomic stabilization and growth driver tool. Although scholarly literature has used aggregate government spending in probing the existence of a crowding out effect on aggregate investment and consumption …

Multifaceted Skepticism: A Comprehensive Approach In Auditing Practice, Ida Ayu Budhananda Munidewi, Unti Ludigdo, Ali Djamhuri, Wuryan Andayani

DLSU Business & Economics Review

This research uses a modified grounded theory approach to understand the behavior of auditors in Indonesia who have an Eastern cultural background in applying professional skepticism. The research results reveal that auditor behavior in practice applies multifaceted skepticism. Multifaceted skepticism refers to the idea that professional skepticism in auditing is not a one-dimensional approach. That recognizes the complexity of the audit environment and the need for auditors to consider various factors when applying their skepticism. Multifaceted skepticism brings us to a less simplistic view of professional skepticism, which until now has only been seen as an on-or-off switch. Instead, this …

Social Message In Advertising And Social Change: An Empirical Investigation Of Relationships, Iqra Manzoor, Zia- Ul-Haq

DLSU Business & Economics Review

This study was carried out to investigate consumer behavior toward advertisements that convey social messages. Not many studies have focused on the social message in ads and the subjective well-being of customers regarding such ads. To study this gap, the paper examined the relationship between (a) the attitude towards the ad with a social message and the purchase intention of the consumer and (b) the purchase intention of the consumer and their subjective well-being. Structural equation modeling (SEM) was used to study the interrelationships within the proposed model. The data was collected through an experiment and qualitative survey among university …

Leveraging Capital Structures Of Philippine Publicly Listed Companies, Michael Angelo A. Cortez

DLSU Business & Economics Review

In this study, I revisit the determinants of corporate capital structures of publicly listed businesses in the Philippines, emphasizing major characteristics previously identified in academic literature, including tangibility, profitability, company size, non-debt tax shields, and growth. I investigate how companies’ financial actions correspond with or deviate from traditional capital structure theories within the context of the Philippine economy’s reliance on short-term, high-cost lending and its evolving capital market. Using a descriptive-exploratory approach to analyze 210 observations from 21 businesses listed on the Philippine Stock Exchange from 2014 to 2023, I performed a quantitative analysis of construct relationship using cross-sectional generalized …

Examining The Volunteering Behavior Of Filipino Youth Using The Extended Theory Of Planned Behavior, Reynaldo B. Bautista, Christine Joy A. Ballada, Joy Rabo

DLSU Business & Economics Review

Young people are vital human resources who can significantly contribute to social change through volunteerism. This study sought to examine Filipino youth’s volunteering behavior using an extended theory of planned behavior with behavioral modeling by family and peers as additional antecedents of volunteering intention. Participants in this study were undergraduate students of De La Salle University – Manila. A total of 438 students (60% female, 39% male, and 1% preferring not to say) aged 17 to 23 years old (M = 19.60 years, SD = 1.12) participated in the study. The scales were found to have good internal consistency reliability. …

Determinants Of Bangladeshi Banking Inefficiency: Do Non-Performing Loans And Basel Iii Affect Banking Inefficiency?, Mohammad Abdul Matin Chowdhury, S. M. Shamsul Alam, Wan Rohaida Wan Husain, Rafikul Islam, Anwar Hossain

DLSU Business & Economics Review

The efficiency of commercial banking is a crucial determinant of the longevity of the financial system. High credit risk is a significant feebleness that leads to high non-performing loans (NPLs), which reduce banking efficiency in any economy. In this context, this study aims to identify the determinants of banking inefficiency in Bangladesh. The Data Envelopment Analysis (DEA) technique was employed to measure banking efficiency, whereas TOBIT regression was performed to identify the determinants of inefficiency of 38 commercial banks from 2016–2022. Findings demonstrated size, ownership structure and orientation, capital structure regulations (BASEL III), GDP growth, and inflation as significant determinants …

Budget Deficit Spending Causes Inflation, Roberto B. Raymundo, Paulynne J. Castillo

DLSU Business & Economics Review

Using the Cochrane-Orcutt iterative procedure, the paper provides strong statistical evidence that inflation is a monetary phenomenon caused by budget deficit spending when the central bank buys government debt. Regression results validate that increasing budget deficits lead to the issuance of more debt securities the central bank uses to back the creation of new money. The central bank purchases government securities from commercial banks to implement expansionary monetary policy. The increase in money supply is not possible without the issuance of government debt securities, which, in turn, is only undertaken by the Bureau of Treasury when it finances budget deficits. …

Editor's Note, Marites Tiongco

DLSU Business & Economics Review

No abstract provided.

2025 July, Morehead State University. Office Of Communications & Marketing.

Morehead State Press Release Archive, 1961 to the Present

Press releases for July of 2025.

Customizing Ai Strategies Across Multiple Generations, Matthew Harrer

Theses

This project investigates how artificial intelligence can help brands and marketers connect more effectively with Generation X, Millennials, and Generation Z. The literature review lays the groundwork that focuses on consumer behaviors and the integration of AI into digital marketing practices for each generation. The second part of the project involves a secondary data analysis of 21 recent marketing surveys and reports that explores topics related to trust, personalization, and social media. By integrating the findings into an insightful guidebook, marketers will be able to maximize these insights into clear actionable strategies.

Pushing Consumers To Plant-Based Milk Alternatives: What Drives Them?, Rabani Jannata Insani, Fatya Alty Amalia

ASEAN Marketing Journal

Manuscript type: Research Article

Research Aims: Describing the extent to which belief factors, supporting reasons, and opposing reasons can shape attitudes, thereby creating an intention to purchase plant-based milk products.

Design/methodology/approach: Using Behavioral Reasoning Theory. Data were collected through quantitative methods from 407 respondents using a questionnaire, targeting those who had consumed plant-based milk. Analyzed using the Partial Least Squares Structural Equation Modeling (PLS-SEM) method using SmartPLS 3.0.

Research Findings: The findings indicate that health beliefs, reasons for nutritional content, and supporting the environment significantly influence attitudes positively, while environmental beliefs have a positive but non-significant impact on attitudes. However, …

Sme Marketing Performance: A Mixed-Method Study On Resilient Compositional Capability, Sugianto Sugianto, Ramadania Ramadania, Wenny Pebrianti

Asia Marketing Journal

This study examines how Small and Medium Enterprises (SMEs) in developing markets achieve marketing performance through resilient compositional capability despite resource constraints. Using data from 435 SMEs in West Borneo, Indonesia, and employing a mixed-method approach, we find that marketing innovation, government support, and organizational ambidexterity positively influence resilient compositional capability. Our results show that while government support and organizational ambidexterity directly impact marketing performance, marketing innovation's effect is mediated by resilient compositional capability. Furthermore, we find that resilient compositional capability significantly mediates the relationship between all independent variables and marketing performance, validating the Composition-Based View's (CBV) premise that firms …

K Means Clustering Analysis For Chinese Tourists' Segmentation On Duty-Free Personal Luxury Goods Purchasing Intentions In The Asia-Pacific Region, Feng Hui, Piang-Or Loahavilai, Nopasit Chakpitak, Tirapot Chandarasupsang

Asia Marketing Journal

This study explores Chinese tourists' purchase intentions for personal luxury goods in Asia-Pacific duty-free shops using an integrated Affect Behavior Cognition (ABC) model of attitude, incorporating subjective norms. Factor analysis and K-means clustering were employed to segment the market based on demographics and purchasing behavior. Three distinct customer segments emerged: the ``All-Participation Group'' highly involved in all purchasing decision factors, focusing on product performance, price, and shopping convenience; the ``Product-Oriented Group'' prioritizing product performance and cost-effectiveness, with a preference for convenient search channels; and the ``Perceived Control & Promotion Group'' influenced by promotions, cautious about product damage, and favoring easy …

How Implicit Theories Can Enhance Or Reduce Charitable Behavior, Yoni Yoon, Jongwon Park

Asia Marketing Journal

Whether real or merely conceived, the distance to beneficiaries impairs individuals' generosity. This makes it important, both theoretically and practically, to identify factors that can promote prosocial behavior toward distant others. The present research identifies implicit self-theories (i.e., individuals' lay beliefs about the malleability or fixedness of human attributes–-incremental vs. entity theory) as one such factor. Four experiments demonstrate that incremental (vs. entity) theory enhances charitable behavior to distant others by decreasing perceived social distance toward them. We also show that this effect attenuates when the beneficiary is socially close, as consistent with the mediation mechanism. Furthermore, by combining the …