Marketing Commons^™

So, You Want To Start A Sales Center? An Organizational Learning Approach To Sales Center Formation And Growth, Cindy B. Rippe, Shannon Cummins, Olivia J. Degeorge

Marketing & Entrepreneurship Faculty Publications

Growth in demand for qualified salespeople has resulted in an increase in both university sales programs and the number of schools that want to transition their programs into sales centers and institutes. Despite this interest, few published articles provide direction on how to plan and launch a sales center. This research examines the views and experiences of existing and aspiring sales center directors to gain deeper insights into the tactics and techniques used for sales center creation and management. Leveraging an organizational learning theory approach, this work uses a mixed-method design to compare aspiring centers’ concerns with the experience and …

2022-March-31-Sustaining Public Radio, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY – (March 31, 2022) With its annual spring fund drive (April 2-8) just days away, WETS-FM station director Wayne Winkler is hopeful that dollars raised will return to previous levels prior to the pandemic.

“Like every household and every business, the COVID-19 pandemic hit WETS-FM hard,” Winkler said. “Much of our underwriting comes from venues and organizations hosting events, and many of those places were closed and not hosting events which drastically affected underwriting.

“We continued with our fund drives, and it came as no surprise that the amounts we raised were drastically lower,” he said. “People had …

2022-March-31-Etsu To Host Tedx Event For Civility Week, Festival Of Ideas, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY, Tenn. (March 31, 2022) – East Tennessee State University’s Creative Writing Society will host TEDxETSU Monday, April 4, at 7 p.m. as the finale to the week-long celebrations of Civility Week and the Festival of Ideas. 

The student-led event will feature various TED-like talks and performances that all share the theme of “Connection.” It will take place in the D.P. Culp Student Center ballroom, which is located on the third floor of the building. Seating is limited to 100 people and requires a ticket to attend. Tickets are available and can be picked up by students with proof …

2022-March-31-Etsu Director Of Veterans Affairs Outlines Vision, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY, Tenn. (March 31, 2022) – When now-retired Colonel Dan Bishop received orders to leave Fort Bragg, North Carolina, and journey to Johnson City, he and his wife couldn’t locate the northeast Tennessee city on a map. 

The Army veteran ran East Tennessee State University’s ROTC program from 2012-2014. He liked what he saw, on campus and off.  

“We had a wonderful time here,” Bishop said. “The people are friendly, the mountains are beautiful and the university was, and still is, very supportive of the military community. We always thought we might come back here when I left active …

Improving Representation Over Time?, Shuang Wu, Nina Krey

Rohrer College of Business Departmental Research

No abstract provided.

2022-March-30-Etsu To Host Medical Summer Camp For Rural Students, University Marketing And Communication, East Tennessee State University

ETSU News

Hands-on Learning

JOHNSON CITY, Tenn. (March 30, 2022) – Rural high school students already eyeing a career in medicine can get an early glimpse into the field by attending the free Rural High School Medical Camp hosted by East Tennessee State University’s Quillen College of Medicine. 

Registration is now open for the camp, which is geared toward rising juniors and seniors or recent graduates of high schools from rural or underserved areas interested in becoming a primary care physician. The week-long camp will be …

2022-March-30-Enjoy Retirement, University Marketing And Communication, East Tennessee State University

ETSU News

Congratulations to the following member of the East Tennessee State University family who retired in March.  Thank you for your service!

Timothy Erwin – Instructor, University School, 24 years of service

Published March 30, 2022, as part of the Accent email newsletter for faculty and staff.

2022-March-30-Student Pharmacists Help Serve Expectant Mothers In The Community, Bill Gatton College Of Pharmacy, East Tennessee State University, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY, Tenn. (March 30, 2022) – An East Tennessee State University Bill Gatton College of Pharmacy student organization recently created care packages for women in the community.

The college’s Christian Pharmacists Fellowship International (CPFI) chapter earned a $450 Hands and Feet grant, which they used to create care packages in conjunction with Agape Women's Services in Johnson City to help expectant mothers through the process of pregnancy and early motherhood. The packages include diapers, wipes, vitamins, supplements, baby bottles, pacifiers, and Bibles. The student pharmacists had a drive at the college to help collect items, and local Walgreens leadership …

2022-March-30-Welcome To Etsu, University Marketing And Communication, East Tennessee State University

ETSU News

East Tennessee State University welcomes the following faculty and staff members who recently joined the university:

Ben Carpenter is a transfer advisor in the Office of Undergraduate Admissions. He comes to ETSU from Bushnell University, where he was an academic advisor. He holds a Master of Divinity degree from Milligan University.

Olivia Dover is director of Clinical Education and assistant professor of radiologic science in the Department of Allied Health Sciences. She was previously a CT technologist at Blue Ridge Regional Hospital. She holds a Master of Science in Allied Health degree from ETSU.

Dr. Richard Hough is a professor …

Oral, Cardiovascular And Respiratory Effects Of E-Cigarettes: Synthesis Of Literature, Nareh Eshgian

Annual Research Symposium

No abstract provided.

2022-March-29-Quillen College Of Medicine Ranks High For Serving The Underserved, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY (March 29, 2022) – U.S. News & World Report ranked East Tennessee State University’s Quillen College of Medicine No. 3 in the country for “Medical Schools with the Most Graduates Practicing in Health Professional Shortage Areas.”

The “Best Graduate School Rankings” released today by U.S. News also ranked Quillen high in several other categories, including:

• No. 33 among “Medical Schools with the Most Graduates Practicing in Rural Areas;”
• No. 34 among “Medical Schools with the Most Graduates Practicing in Primary Care;” and
• No. 65 in the “Medical Schools: Primary Care” category.

“These rankings underscore the …

2022-March-28-Jc Female Eagle Has A Name, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY, Tenn. (March 28, 2022) – The new lady American Bald Eagle residing in the Johnson City nest viewed by thousands via one of the East Tennessee State University Department of Biological Sciences’ Eagle Cams now has a name.

... and the winner is: Jolene!

The new female eagle who is currently incubating her first clutch of eggs at …

Influence Of Social Media Posts On Service Performance, Carol L. Esmark Jones, Stacie F. Waites, Jennifer Stevens

Marketing Faculty Research and Publications

Purpose

Much research regarding social media posts and relevancy has resulted in mixed findings. Furthermore, the mediating role of relevancy has not previously been examined. This paper aims to examine the correlating relationship between types of posts made by hotels and the resulting occupancy rates. Then, the mediating role of relevancy is examined and ways that posts can increase/decrease relevancy of the post to potential hotel users.

Design/methodology/approach

Within the context of the hotel industry, three studies were conducted – one including hotel occupancy data from a corporate chain – to examine the impact of social media posts on relevancy …

The Match-Up Hypothesis Revisited: Matching Social Judgments And Advertising Messaging In Celebrity Endorsements, Brittney C. Bauer, Brad D. Carlson, Clark D. Johnson

School of Business: Faculty Publications and Other Works

Purpose – Although endorsers are thought to be highly effective when they match-up with a product, our current understanding of endorser match-up offers little insight for distinctions between equally attractive and trustworthy endorsers who have equivalent expertise in the product category, yet still diverge in their performance. Therefore, the main purpose of this research is to understand how a match between social judgments (i.e., warmth vs. competence) of a celebrity endorser and specific advertising appeals (i.e., symbolic vs. utilitarian) can improve consumer responses to an endorsement.

Design/methodology/approach – A preliminary study empirically distinguishes perceptions of warmth and competence …

2022-March-26-In The News Department Of Pediatrics, University Marketing And Communication, East Tennessee State University

ETSU News

(March 26, 2022) The faculty and staff at East Tennessee State University Quillen College of Medicine’s Department of Pediatrics have been busy publishing, writing grants and presenting research:

Creating Resources

• Karen Schetzina was awarded a Tennessee Department of Health grant for her project titled “Caring for Motherhood.” The purpose of the $19,971 grant is to continue engaging providers and community members in the region and beyond in maternal mortality prevention education and includes a new podcast series, called “Growing Stronger Together.” The grant …

2022-March-24-Student Pharmacists Earn National Honor For Drug Misuse Education, Bill Gatton College Of Pharmacy, East Tennessee State University, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY, Tenn. (March 24, 2022) – A student organization at East Tennessee State University Bill Gatton College of Pharmacy finished among the top service organizations in the country for educating the community about prescription drug misuse.   

The college’s American Pharmacists Association-Academy of Student Pharmacists Operation Substance Use Disorders (SUD) committee (formerly Generation Rx) was national first runner-up for the APhA-ASP Operation Substance Use Disorders Chapter Achievement Award in 2020-21.

This is the ninth consecutive year that the chapter has been recognized either nationally or regionally, and it has been named the winner four times in the category. Overall, the …

2022-March-23-Gatton Students Experience Future Of Pharmacy, Bill Gatton College Of Pharmacy, East Tennessee State University, University Marketing And Communication, East Tennessee State University

ETSU News

When Abby Lopp, a first-year pharmacy student at East Tennessee State University Bill Gatton College of Pharmacy, received the report back of how her body processes different pharmaceutical compounds, also called her pharmacogenomics (PGx) profile, it shined new light on her medical history.

“I used to take Zyrtec in high school and remember feeling tired and drowsy,” said Lopp, from Jefferson North Carolina. “After getting my PGx report back, I learned that I have increased adverse effects from Zyrtec, so now I take Allegra.”

Because all humans have slightly different genes, made up of DNA, people metabolize pharmaceutical drugs differently. …

How Inaccessible Retailer Websites Affect Blind And Low-Vision Consumers: Their Perceptions And Responses, Alex Cohen

Sustainability Research & Practice Seminar Presentations

Professor Alex Cohen, Marketing - How Inaccessible Retailer Websites Affect Blind and Low-Vision Consumers: Their Perceptions and Responses

Essays On Upper Echelons Research In Sales Management, Hao Wang

USF Tampa Graduate Theses and Dissertations

This dissertation investigates the role of sales executives in top management teams (TMTs) in driving firm performance. Chapter I offers an overview of the dissertation. Chapter II (“The double-edged sword of sales force power in top management teams”) investigates the impact of salesforce power (i.e., the sales department’s influence in TMT) on organizational performance. The study examines two internal factors (i.e., marketing department power and sales growth) and two environmental factors (i.e., competitive dynamics and market size) that may either weaken or strengthen the influence of salesforce power on organizational performance. Using a panel data set of 10,751 firm-years observations …

2022-March-22-Actor, Content Creator And Author Josh Peck Coming To Etsu, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY, Tenn. (March 22, 2022) – Actor, content creator and author Josh Peck will make an appearance at East Tennessee State University’s Brooks Gymnasium (Memorial Hall) on Sunday, March 27, at 7 p.m. to host a question-and-answer session. The event comes as a result of organization efforts made by Buctainment and the Division of Student Life and Enrollment. 

Peck successfully entered the entertainment business at the age of 8 after working with a stand-up comedy circuit. In his teens, he quickly gained fame for his roles in Nickelodeon’s popular television shows “The Amanda Show” and “Drake & …

2022-March-21-Daughtry Performing At Etsu Martin Center, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY, Tenn. (March 21, 2022) – Daughtry, one of the most visible and consistent rock ‘n’ roll bands this century, has sold over 9 million albums and 16 million singles worldwide as well as selling out concerts across the globe.  

In 2020, Daughtry released its newest single, “World on Fire,” from the “Dearly Beloved” album, which marked the band’s return to its rock roots and the top of the rock charts in the United States. 

Daughtry

On Saturday, May 7, at 8 p.m., Daughtry will bring its Dearly Beloved tour to the ETSU Martin Center for the Arts in …

2022-March-21-Corey Smith Coming To Etsu, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY, Tenn. (March 21, 2022) – Corey Smith has sold over 1 million concert tickets, 1.5 million digital singles and over 220,000 albums. Smith’s Spotify channel has amassed over 5 million listeners with more than 73 million streams.  

On Friday, June 24, the singer-songwriter from Georgia will bring his unique mix of country, rock and folk to the ETSU Martin Center for the Arts in the ETSU Foundation Grand Hall beginning at 8 p.m. Tickets go on sale Friday, March 25, at 10 a.m. at ETSUMartinCenter.org. 

Corey Smith

Smith has amassed a devout fan base, not only in …

2022-March-18-Director Of New Students And Family Programs, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY, Tenn. (March 18, 2021) – East Tennessee State University’s Division of Student Life and Enrollment has announced that Timothy Lewis will serve as director of New Student & Family Programs. Lewis will be responsible for various programs, including New Student Orientation, Preview and Parent & Family Programs, and will assume an advisory role to the Preview and Orientation Leader Organization.

Lewis received his Master of Education degree in the Higher Education and Student Affairs program at the University of South Carolina (UofSC) while working as a graduate assistant in the office of New Student Orientation. Lewis says …

2022-March-18-Etsu's Carter Railroad Museum Sponsoring Train Excursion, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY, Tenn. (March 18, 2022) – The George L. Carter Chapter of the National Railway Historical Society and East Tennessee State University’s George L. Carter Railroad Museum will sponsor a scenic train excursion and riverboat cruise to Knoxville on Saturday, May 14.

Tickets must be purchased no later than May 1. The price for the excursion is $95 for adults and $85 for children ages 3-12. Children 2 and under may ride free.  

The fee includes bus transportation to and from Knoxville, a 90-minute train ride and a luncheon cruise on the Tennessee Paddlewheel Riverboat, The Star of Knoxville. …

Religious Servicescape: Does Convenience Matter For Revisit Intentions And Positive Word Of Mouth?, Ghada Talat Alhothali, Islam Elgammal, Felix T. Mavondo

International Journal of Religious Tourism and Pilgrimage

Umrah is an optional holy ritual that is highly rewarded when performed in the month of Ramadan. Hence, managing such an event is a challenging mission facing stakeholders. However, limited studies have examined the quality of services provided in the Umrah site (i.e., the Holy Mosque in the city of Makkah, Saudi Arabia) from the pilgrims’ perspective. The current study examines the influence of religious servicescape on service convenience and investigates whether service convenience matters to pilgrims. Further, the study tests the role of religious attractiveness (i.e., of the Kaaba) on pilgrims’ behavioural outcomes (i.e. intention to revisit and Positive …

Status Consumption And Charitable Donations: The Power Of Empowerment, Sona Klucarova, Xin He

Marketing & Entrepreneurship Faculty Publications

Status consumption, the act of consuming market offerings aimed at conferring status on the consumer, has often been portrayed as the opposite of charitable donation behavior. In a departure from prior works, this study examines the connection between these two seemingly contradictory behaviors. The results of seven studies (including one in the Supporting Information Appendix) demonstrate that status consumption, considered a self-centered behavior, leads to increased charitable donations, a prosocial outcome. This effect is driven by a process of empowerment (i.e., increase in the sense of power that consumers derive from status consumption). The underlying mechanism of empowerment is examined …

2022-March-16-Finance Committee To Meet, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY — (March 16, 2022) East Tennessee State University’s Board of Trustees will hold a special called meeting of the Finance and Administration Committee on Wednesday, March 30, at 11 a.m. to discuss tuition and mandatory fees and budget for 2022-23.

The meeting will be conducted permitting participation by electronic or other means of communication if necessary. A livestream of the meeting will be available at www.etsu.edu/trustees/livestream.php.

When they become available, the agenda and accompanying materials for the meeting will be posted at www.etsu.edu/trustees under “Meeting Schedule & Materials.”

For more information, call 423-439-4317.  For disability accommodations, call …

Conferencia: Prospección Del Marketing: ¿Cómo Pensar Sobre El Futuro Del Marketing Ahora?, Cristo Leon

STEM for Success Resources

La Escuela de Negocios de la Konrad Lorenz invita a la comunidad Konradista y a la comunidad en general a participar en el ciclo de charlas, en el marco del evento regional de mercadeo bajo la Asociación de Escuelas de Negocios (ACBSP) y en alianza con la Universidad Continental de Perú, el Instituto San Ignacio de Loyola (ISIL) de Perú y la Universidad las Américas de Ecuador.

2022-March-15-Robert Earl Keen Performing At Etsu Martin Center, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY, Tenn. (March 15, 2022) – Texas songwriter and entertainer Robert Earl Keen will wrap up 41 years on the road with his 2022 Final Tour, “I’m Comin’ Home: 41 Years On The Road.” Keen’s final public concert will be Sept. 4 in Texas.  

Before that final concert, however, Keen is spending his summer saying farewell to fans across the country. On Sunday, June 5, at 7:30 p.m., the singer-songwriter will perform at the East Tennessee State University Martin Center for the Arts in the ETSU Foundation Grand Hall. Local tickets go on sale Friday, March 18, at 10 …

Relationship Between A Reflective-Formative Model Of Team Brand Associations And Behavioral Intentions: The Mediating Effect Of Fan Identification, Ho Yeol Yu, Neal Ternes, Claudia B. Ambs, Sanghoon Kim

Journal of Applied Sport Management

Understanding fans’ perceived associations with their favorite teams is crucial for the successful management of sport teams. In the current study, team brand associations are measured as a reflective-formative construct to examine the role of the fan identification on the relationship between team brand associations and behavioral intentions. Data from professional soccer spectators (n = 101) were analyzed using PLS-SEM. The results indicated that the reflective-formative construct of team brand associations and fan identification influence behavioral intention, whilst fan identification was found to mediate the relationship between team brand associations and behavioral intentions. Managerial implications include strategic marketing how …