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Review Of The Tangled Web They Weave: Truth, Falsity, & Advertisers By Ivan L. Preston, Gene R. Laczniak

Marketing Faculty Research and Publications

No abstract provided.

Salespersons’ Perceptions About Sales Contests: Towards A Greater Understanding, William H. Murphy, Ravipreet S. Sohi

Department of Marketing: Faculty Publications

Aims to improve understanding of an important and widely used management tool for motivating the salesforce – sales contests. Begins by introducing the question: what factors are associated with salespeople's feelings towards a sales contest? Several potentially relevant characteristics that are expected to be associated with various feelings towards contests are discussed. To test the hypotheses, data were collected through verbal protocols and surveys from salespeople belonging to a division of a Fortune 100 firm. Results indicate that salespeople's self-esteem, commitment level, and career stage play a role in influencing feelings towards the sales contest.

The impetus for this research …

1995 January, Office Of Communications & Marketing, Morehead State University.

Morehead State Press Release Archive, 1961 to the Present

Morehead State University press releases for January of 1995.

1994 December, Office Of Communications & Marketing, Morehead State University.

Morehead State Press Release Archive, 1961 to the Present

Morehead State University press releases for December of 1994.

1994 November-December, Morehead State University. Office Of Athletics.

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Morehead State Athletics press releases from November to December of 1994.

1994 November, Office Of Communications & Marketing, Morehead State University.

Morehead State Press Release Archive, 1961 to the Present

Morehead State University press releases for November of 1994.

No. 124 1994 November

International Journal for Business Education

SIEC Historical Documents

1994 October, Office Of Communications & Marketing, Morehead State University.

Morehead State Press Release Archive, 1961 to the Present

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1994 September, Office Of Communications & Marketing, Morehead State University.

Morehead State Press Release Archive, 1961 to the Present

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1994 August, Office Of Communications & Marketing, Morehead State University.

Morehead State Press Release Archive, 1961 to the Present

Morehead State University press releases for August of 1994.

Forecasted Characteristics Of The Grocery Industry In America: Factors To Enhance Viability In The Marketplace Of The Twenty-First Century, Terence F. O'Brien

Electronic Theses and Dissertations

The purpose of this study was to forecast what the competitive retail environment will resemble in the grocery industry in the year 2010, what measures a company must take to prepare to compete in the predicted environment, and what internal organizational structure will help to facilitate a company's competitive strategy in 2010. The study was conducted using the Delphi Technique. It is a forecasting mechanism designed to build consensus using an expert Delphi Committee. The committee consisted of 55 professionals representing many fields closely associated with the grocery industry: retailing, wholesaling, manufacturing, labor, academe, fresh meat and produce, labor, relations, …

1994 July, Office Of Communications & Marketing, Morehead State University.

Morehead State Press Release Archive, 1961 to the Present

Morehead State University press releases for July of 1994.

Learning Orientation, Working Smart, And Effective Selling, Harish Sujan, Barton A. Weitz, Nirmalya Kumar

Research Collection Lee Kong Chian School Of Business

Learning and performance goal orientations, two motivational orientations that guide salespeople's behavior, are related to working smart and hard. Working smart is defined as the engagement in activities that serve to develop knowledge of sales situations and utilize this knowledge in selling behavior. It is found that a learning goal orientation motivates working both smart and hard, whereas a performance goal orientation motivates only working hard. The goal orientations also are found to be alterable through supervisory feedback. Furthermore, self-efficacy, sales-people's confidence in their overall selling abilities, is found to moderate some of the relationships with the goal orientations.

A Model For Determining Retail Product Category Assortment And Shelf Space Allocation, Norm Borin, Paul W. Farris, James R. Freeland

Marketing

We develop a category management model to aid retailers in the space constrained decisions of which products to stock (assortment) and how much shelf space to allocate to those products. The model is formulated as a constrained optimization problem with two basic decision variables: assortment and allocation of space to the items in the assortment. The non-linearities in the objective function and the zero-one decision variables disallow a closed form solution. We develop a heuristic solution procedure based on simulated annealing and test it on a problem with a known optimum. We also apply the technique to a larger problem …

1994 June, Office Of Communications & Marketing, Morehead State University.

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1994 May, Office Of Communications & Marketing, Morehead State University.

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Marketing Acceptance And Its Relationship To Selected Institutional Characteristics In Higher Education Institutions, Melanie G. Narkawicz

Electronic Theses and Dissertations

This study examined the level of acceptance of marketing by colleges and universities in the United States. It was based upon the "Four Stage Model Reflecting the Acceptance of Marketing in Higher Education Institutions" developed by Simmons and Laczniak (1992). The primary purposes of this study were to validate the model and to identify the operational level of marketing acceptance at colleges and universities. Secondary purposes were to determine if the level of acceptance differed according to source of control/affiliation (public v. private), highest level of degree awarded (associate, baccalaureate, master's, doctors), regional location, urban location, and institutional size. Variables …

Challenges And Opportunities Facing Brand Management: An Introduction To The Special Issue, Allan D. Shocker, Rajendra K. Srivastava, Robert W. Ruekert

Research Collection Lee Kong Chian School Of Business

We adopt a broad perspective. The issues affecting brand management go beyond those that can be dealt with by the set of articles constituting the special issue. A broad perspective enables us to sketch some directions for research. We discuss problems and opportunities posed by major market forces and their implications for product management. We adopt a "systems" view, which considers brand management as adaptive, responding not only to the actions of competitors, final and intermediate customers, and other stakeholders, but also to its own past actions and reputation. We distinguish brand managers from brand management and discuss some possibilities …

To Extend Or Not To Extend: Success Determinants Of Brand Line Extensions, Srinivas K. Reddy, Susan L. Holak, Subodh Bhat

Research Collection Lee Kong Chian School Of Business

The authors study the determinants of line extension success using data on 75 line extensions of 34 cigarette brands over a 20-year period to investigate the relative effects of brand, extension, and firm characteristics on the incremental market share of brand line extensions. The econometric model also captures the extent of cannibalization of parent brand sales that may have occurred due to the line extension's introduction. The authors also explore the role of a brand's symbolic value as a factor in line extension success. Results indicate that parent brand strength and its symbolic value, early entry timing, a firm's size, …

Challenges And Opportunities Facing Brand Management: An Introduction To The Special Issue, Allan Shocker, Rajendra Kumar Srivastava, Robert W. Ruekert

Research Collection Lee Kong Chian School Of Business

The article focuses on the state of brand management in the 1990s, including challenges and opportunities that brand managers face. It states that executives are challenged by daily crises that are a result of customer and competitive market activities, and also their need to strategically think about what function brand management serves. It examines the environmental pressures faced by brand managers as they work to create a competitive advantage as they adapt to and instigate change. It comments on the effect globalization has had on competition and the increased openness of markets. It examines the need for collaboration with competitors …

1994 April-October, Morehead State University. Office Of Athletics.

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Towards 2000: A Tougher Future For Australian Business?, Gene R. Laczniak, Anthony Pecotich, Angela Spadaccini

Marketing Faculty Research and Publications

The paper reports on the future business environment expected by top level Australian executives. It forecasts environmental changes to the year 2000 and updates projections reported in an earlier study. Specifically, top managers from 171 of Australia's largest 500 corporations provide their views concerning world ecology, the economy, technology and political-social developments. Their perceptions are then linked to specific competitive strategies that are evoked by the long-range forecast which they expect.

1994 April, Office Of Communications & Marketing, Morehead State University.

Morehead State Press Release Archive, 1961 to the Present

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No. 123 1994 April

International Journal for Business Education

SIEC Historical Documents

1994 March, Office Of Communications & Marketing, Morehead State University.

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1994 February-March, Morehead State University. Office Of Athletics.

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Signal Detection Theory And Single Observation Designs: Methods And Indices For Advertising Recognition Testing, Dennis J. Cradit, Armen Tashchian, Charles F. Hofacker

Faculty Articles

Two simulations assessed the statistical bias, consistency, and efficiency of 4 different signal detection theory (SDT) sensitivity measures; a corrected-hit probability, the traditional d′ statistic, and 2 nonparametric measures collected from a collapsed-data procedure. Overall, results reinforce evidence that collapsed procedures produce relatively unbiased and efficient estimators. Recommendations for the best approach to using SDT for advertisement recognition testing are offered.

1994 February, Office Of Communications & Marketing, Morehead State University.

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1994 January, Morehead State University. Office Of Athletics.

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Management Buyouts And Small Business Performance: An Exploratory Examination And Research Agenda, Garry D. Bruton, J. Kay Keels, Elton Scifres

Faculty Publications

Management buyout activity is increasingly shifting from large firms to small firms. However, to date, little is known about how such activities impact the performance of small firms. This research has identified a sample of small firms that have undergone a management buyout and found that, relative to other firms in their respective industries, these small buyout firms experienced performance gains similar to those experienced in buyouts of larger firms. Suggestions for extending this area of research are made.