Marketing Commons^™

External And Internal Factors Of Sports Sponsorship Selling Cycles In North American Professional Sports, Dan Kaufmann

USF Tampa Graduate Theses and Dissertations

In sports sponsorship, sellers and management seek to shorten their sales cycles to renew, upsell, and close new business. This research covers what professional sports organizations can do to help shorten the sales process. The study includes an industry analysis, literature review, and a mixed method survey of 212 people within the North American Sports Sponsorship Industry. The surveyed individuals are C-suite sponsorship salespeople and managers. These individuals work in the following professional sports leagues in North America: The National Football League (NFL), National Basketball League (NBA), National Hockey League (NHL), Major League Baseball (MLB), and Major League Soccer (MLS). …

Strengthening Sisters: How Latter-Day Saint Missionary Service Prepares Women For Leadership, Sara Mcphee Lafkas, Wendy Fox-Kirk, Susan R. Madsen, Robbyn T. Scribner

Marketing and Strategy Faculty Publications

Women, especially those from highly religious societies, are underrepresented in professional and civic leadership positions. Considering how women's life experiences, especially from religious volunteer opportunities, can be reframed as training for broader leadership roles could help address this disparity. The potential for women to learn leadership skills from volunteer religious service is an overlooked, but possibly important, means of transferability to larger leadership roles. The current article describes a qualitative study of women's perceptions of leadership skills gained while serving as full-time volunteer missionaries for The Church of Jesus Christ of Latter-day Saints during young adulthood. Respondents described perceptions of …

The Effects Of Political Ideology And Brand Familiarity On Conspicuous Consumption Of Fashion Products, Ganga S. Urumutta Hewage, Sona Klucarova, Laura Boman

Marketing & Entrepreneurship Faculty Publications

From the lens of conspicuous consumption, this research examines the interactive effect of brand logo size and political ideology on consumers’ intentions toward fashion products. Specifically, in a series of four studies, we address how consumer political ideology influences intentions toward items displaying smaller, inconspicuous logos versus larger, conspicuous logos for unfamiliar and familiar brands. We show that liberal consumers are more likely to prefer a large (rather than small) logo when a brand is unfamiliar. We suggest that liberals’ greater desire for product uniqueness elevates their risk propensity, which in turn increases preference for conspicuous consumption when familiarity with …

2021-August-20-Distinguished Faculty Awards.Pdf, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY – (August 20, 2021) Three East Tennessee State University faculty members were presented with the Distinguished Faculty Award in the areas of teaching, research and service.  This award is the highest honor given to an ETSU professor.  Each honoree receives a medallion and a $5,000 prize provided by the ETSU Foundation.

Dr. Sean Fox, a lecturer and laboratory coordinator (microbiology) in the Department of Health Sciences in the College of Public Health, is the recipient of the Distinguished Faculty Award for Teaching.

Fox joined ETSU as a lecturer in June 2013.  He received his B.S. in …

2021-August-20-College Of Nursing Hosts Convocation And Pinning Ceremony.Pdf, University Marketing And Communication, East Tennessee State University

ETSU News

August Convocation and Pinning

JOHNSON CITY (Aug. 20, 2021) — The East Tennessee State University College of Nursing held a virtual and in-person pinning and convocation ceremony on Friday, Aug. 13, for its almost 200 August graduates. The ceremony was held at ETSU’s new Martin Center for the Arts.

“The ETSU College of Nursing is one of the few colleges of nursing across the state graduating such a large group of nurses over the summer,” said Dr. Kathryn Wilhoit, who served as interim dean …

Teenagers’ Moral Advertising Literacy In An Influencer Marketing Context, Emma Sweeney, Margaret-Anne Lawlor, Mairead Brady

Articles

Teenagers are avid consumers of social media and also constitute attractive target audiences for influencer marketing (IM). Teenagers can perceive strong, parasocial relationships with influencers, frequently regarding them as being akin to a peer or a friend. Furthermore, influencer endorsements are observed to carry greater credibility and authenticity than traditional forms of advertising. This therefore raises questions about young consumers’ discernment of, and critical evaluation of the overall appropriateness when influencers act as conduits of commercial messages on behalf of brands. This paper reports on a qualitative study of 29 teenagers aged 15–17 years. The aim was to explore the …

The Impact Of Covid-19 On Utah Women And Work: Resilient Mindset And Wellbeing, Jared Hansen, Chris Hartwell, Susan R. Madsen

Marketing and Strategy Faculty Publications

The COVID-19 pandemic of 2020–2021 continues to impact all Utahns’ daily lives. Nationally, the Bureau of Labor Statistics, Pew Research Center, the Federal Reserve Bank, and sources such as the Wall Street Journal continue to report that women’s employment and careers have been disproportionately impacted during this time. Utah has seen similar negative impacts on working women. For example, the Kem C. Gardner Policy Institute at the University of Utah reported that from 2019 to 2020, jobs held by women declined at a rate more than double that of men, and unemployment rose more for females than males.

2021-August-18-Tri-Cities College Fair.Pdf, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY (Aug. 18, 2021) – Over 50 colleges and universities from across the Southeast will be represented at the annual Tri-Cities College Fair hosted by East Tennessee State University’s Office of Undergraduate Admissions on Thursday, Sept. 2, from 9 a.m.-noon and 6-8 p.m. at Freedom Hall Civic Center. 

All area high school students, prospective transfer students and their families are invited to attend this college fair, which is free and open to the public. Representatives of regional two- and four-year institutions will be present to discuss admission requirements, scholarships, academic programs, campus life and more.

“We know there have …

2021-August-18-Etsu Health Sports Medicine Brings High-Quality Care To The Tri-Cities.Pdf, University Marketing And Communication, East Tennessee State University

ETSU News

ETSU Health Sports Medicine

Ralph L. Mills, M.D., who has long been the practicing physician at ETSU Health's BucSports clinic, is now also accepting patients at ETSU Health Family Medicine clinics in Johnson City, Kingsport and Bristol.

JOHNSON CITY  (Aug. 18, 2021) – ETSU Health’s three Family Medicine clinics now offer comprehensive Sports Medicine care for all generations, from injury treatment and prevention to orthopedics care and ultrasound-guided joint injections.

Ralph L. Mills, M.D., who has long been the practicing physician at ETSU Health's BucSports clinic, is now also accepting patients at ETSU Health Family Medicine clinics in Johnson …

2021-August-17-Etsu Response: Haiti.Pdf, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY (Aug. 17, 2021) – East Tennessee State University has activated its ETSU Response website to provide information on support for those affected by the Aug. 14 earthquake in Haiti.

The website, www.etsu.edu/response, provides links and contact information for those who wish to provide volunteer or monetary support to relief agencies working with the Haitian people in the aftermath of the 7.2-magnitude earthquake, which resulted in the deaths of at least 1,400 people and injuries to more than 7,000. In addition to the damage and destruction from the earthquake, tropical depression Grace is currently moving toward the island, …

2021-August-17-Rotc Cadet Chase Baird Is Us Army Airborne School Honor Graduate.Pdf, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY (Aug. 17, 2021) — East Tennessee State University Army ROTC Cadet Chase Baird recently graduated with honors from the U.S. Army’s Airborne School, becoming a paratrooper.

Cadet Baird, a Marion, North Carolina native and 2018 graduate of McDowell High School, is a rehabilitative health sciences major at ETSU where he also plans to obtain a minor in military science. In addition to this recent accomplishment, Baird, a rising senior at ETSU, has also completed Army Air Assault School.

“Attending Airborne School has been a goal of mine for quite some time,” said Cadet Baird. “Since I was …

2021-August-17-Etsu Professors Named Consulting Editors Of Johns Hopkins Series.Pdf, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY (Aug. 17, 2021) – Two East Tennessee State University professors have been selected as consulting editors of an innovative new series, “Race, Mental Health and Inequality in the 21^st Century,” by Johns Hopkins University Press.

These editors are Dr. Elwood Watson, a professor in the Department of History in ETSU’s College of Arts and Sciences, and Dr. Hadii Mamudu, a professor in the Department of Health Services Management and Policy in the College of Public Health.

As consulting editors for this interdisciplinary, peer-reviewed series, Watson and Mamudu will identify topics and authors or volume editors of promising …

Relationship Between Ewom And Purchase Intention: Moderating Role Of Culture (Evidence From University Students Of Pakistan), Shaikh Obaidullah, Asad Shahbaz, Tariq Majeed

Business Review

This study is an attempt to find out the relationship between eWOM and Purchase Intention (PI) with the moderating role of culture among the varsities students in Khyber Pakhtunkhwa. For this purpose data was collected from business and management students of various public and private sector universities. The adopted version of constructs was used to obtain the data. The result indicates that the Consumer Review (CR), Brand Image (BI) and Source Credibility (SC) attributes of eWOM have a significant relationship with (PI), while Brand Equity (BE) shows an insignificant relationship with PI. Interestingly findings from a cultural perspective indicate no …

2021-August-16-Womens Studies Changes Name Updates Curriculum.Pdf, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY (Aug. 16, 2021) – If Women’s Studies at East Tennessee State University is anything, it is dedicated and resilient, according to Program Director Dr. Phyllis Thompson.

Since its founding, the Women’s Studies Program has seen several milestones. The Women’s Studies (WMST) minor was approved in 1993; the ETSU chapter of Tri Iota, the National Women’s Studies Honor Society, was formed; the Notable Women of ETSU Award was created in 2002; and the Women’s Studies bachelor’s degree was approved in 2007.

Dr. Phyllis Thompson

2021-August-13-Gatton College Of Pharmacy Welcomes Class Of 2025.Pdf, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY (Aug. 13, 2021) — East Tennessee State University Bill Gatton College of Pharmacy welcomed 65 student pharmacists in the Class of 2025 during an orientation week that culminated with a traditional White Coat Ceremony today at the new ETSU Martin Center for the Arts. 

“This is a day that has been long in the making for the students on this stage,” said Dr. Debbie Byrd, dean of Gatton College of Pharmacy, during her address at the ceremony. “For them, it began with a desire to seek a profession in health care and culminated with their decision to …

Global E-Commerce Readiness Of U.S. Smes Towards The Mexican Market: Are American Small Businesses Prepared For Digital Commerce To Mexico?, Ricardo Cardoza, Eileen Daspro Dba

McNair Summer Research Program

The entry into force of the United States-Mexico-Canada Trade Agreement on July 1st, 2020, ushered in a new era of regional trade for the region. The modernized agreement’s inclusion of a chapter specifically focused on expanding digital trade and investment reflected a business phenomenon that had expanded markedly over the last ten years: cross-border e-commerce within the former NAFTA region. This article examines the literature needed to assess the readiness of U.S. small and medium-sized businesses (SME’s) to sell to the Mexican market online based on the degree of localization of their firm’s websites towards the Mexican market. First, a …

2021-August-13-Research Corporation Officers.Pdf, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY – (August 13, 2021) ETSU Research Corporation CEO David Golden has announced the appointments of Dave Clark, Stephen Marshall, Raina Wiseman and William Heise.

“The ETSU Research Corporation is already taking action on campus and in the region, promoting world-class innovation in a rural setting,” said Golden. “Each new appointee has a dedicated history of expertise and a passion for the university, which will support the corporation during the initial development phase and well into the future. I’m confident in their abilities, and I’m excited to see our team expand and support the region.”

Clark joins as the …

2021-August-13-Welcome Class Of 2025, Bill Gatton College Of Pharmacy, East Tennessee State University, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY (Aug. 13, 2021) — East Tennessee State University Bill Gatton College of Pharmacy welcomed 65 student pharmacists in the Class of 2025 during an orientation week that culminated with a traditional White Coat Ceremony today at the new ETSU Martin Center for the Arts. 

“This is a day that has been long in the making for the students on this stage,” said Dr. Debbie Byrd, dean of Gatton College of Pharmacy, during her address at the ceremony. “For them, it began with a desire to seek a profession in health care and culminated with their decision to …

2021-August-12-Pharmacy Technician Certification Course.Pdf, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY (Aug. 12, 2021) – A course to train pharmacy technicians is offered by East Tennessee State University’s Office of Professional Development from Aug. 31-Nov. 16.

This class, limited to 35 students, will train assistants to assist pharmacists in handling medications and serving patients. Those who pass the Pharmacy Technician Certification Board (PTCB) examination become nationally certified.

The course instructor is Cheryl Ollry, a pharmacy technician with the James H. Quillen Veterans Affairs Medical Center. She has over 15 years of experience in retail and hospital pharmacy.

“This class is well worth the money,” said Laura Harman, who completed …

2021-August-11-The Curtain Rises.Pdf, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY –  (August 11, 2021) The Department of Theatre and Dance at East Tennessee State University will present its 2021-2022 season in the Martin Center for the Arts beginning in November.

The season opens with “Men on Boats,” a comedy by Jaclyn Backhaus.  Featuring an all-female cast, “Men on Boats” tells the “true(ish)” story of 10 explorers – a one-armed captain and crew of insane yet loyal volunteers – who set out to chart the course of the Colorado River during an 1869 expedition, writes Dramatists Play Service.  The show contains strong language.

The show runs November 18-21 and …

2021-August-10-Dr. Aruna Kilaru Receives Aaas Fellowship.Pdf, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY (Aug. 10, 2021) — Dr. Aruna Kilaru, professor of Biological Sciences at East Tennessee State University, will serve as an agricultural science advisor for the U.S. Department of Agriculture (USDA) in a term-limited public service professional development program after being selected as a recipient of the Science and Technology Policy Fellowship (STPF) by the American Association for the Advancement of Science (AAAS).

The position is located within the USDA Foreign Agricultural Service (FAS), Trade Policy and Geographic Affairs, New Technologies and Production Methods Division (New Tech Division).

 “I am excited by this opportunity as I will gain first-hand …

Social Credibility: Trust Formation In Social Commerce, Lena Cavusoglu, Deniz Atik

Marketing Faculty Publications

Trust formation in informal social commerce, also considered lateral exchange markets (LEMs) on social media platforms, has different dynamics from e-commerce and traditional consumerto‐ consumer (C2C) exchange. These online markets are massive in scale; thus, it is an important phenomenon in consumer research. With a holistic perspective, we conducted in-depth interviews with Instagram consumers and sellers. Our research is among the first to reveal an empirical understanding of the critical dynamics of trust formation in LEMs within social commerce and contribute to theory by introducing a novel dimension termed social credibility. Social credibility surpasses the source credibility evaluations one step …

2021-August-10-Meet Kara Gilliam.Pdf, University Marketing And Communication, East Tennessee State University

ETSU News

(Aug. 10, 2021) With a goal of becoming a servant leader, Franklin native Kara Gilliam said her sights have been set on East Tennessee State University’s Quillen College of Medicine since she was a high school senior. Today, the M.D./M.P.H. candidate is not only on Quillen’s Rural Primary Care Track, she is also a student member of the ETSU Board of Trustees.

“When I was growing up, my church’s youth group was relationship and service project oriented,” recalled Gilliam. “It taught me the value of hard work and service in fellowship with our neighbors in need. The opportunities ETSU offers …

2021-August-09-Etsu Pharmacy Dean Awarded National Honor For Service.Pdf, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY (Aug. 9, 2021) – East Tennessee State University Bill Gatton College of Pharmacy’s dean earned a national honor for her years of service to the profession of pharmacy.

Dr. Debbie Byrd was awarded the Anne Marie Liles Distinguished Service Award from the American Association of Colleges of Pharmacy (AACP) Pharmacy Practice Section.

“This truly is an honor to be recognized by my colleagues, and especially with an award named in memory of Anne Marie Liles,” said Byrd. “Anne Marie was my student then fellow faculty member at Auburn, and she is missed.” 

Since 1997 Byrd has served …

2021-August-07-36th Annual Pediatrics Conference.Pdf, University Marketing And Communication, East Tennessee State University

ETSU News

(Aug. 27, 2021) On Aug. 7, the East Tennessee State University Department of Pediatrics hosted the 36th Annual Pediatrics Conference at the Millennium Center in Johnson City. Each year, the conference is designed to share the latest updates and best clinical practices with providers who care for children in East Tennessee, Southwest Virginia, Western North Carolina and Southeast Kentucky. This year the conference was offered in a hybrid format allowing people to attend both in person and virtually.

Podium presentations discussed prevention, diagnosis and management of important child health conditions, including acute appendicitis, sports participation after COVID-19 infection, seizures, suicide …

2021-August-06-Etsu No. 1 In Tennessee In Game Design.Pdf, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY (Aug. 6, 2021) — East Tennessee State University has been ranked No. 1 in Tennessee as the top school for game design, as well as animation. It is also positioned among the Top 20 Game Design and Animation Colleges in the South, ranking No. 12 for its animation program and No. 17 for game design. Both concentrations are part of the ETSU College of Business and Technology digital media program.

For the Top 20 rankings, determined since 2011 by the online resource Animation Career Review, ETSU was chosen from colleges and universities throughout Florida, Georgia, Alabama, Louisiana, North …

More Than Money: Establishing The Importance Of A Sense Of Purpose For Salespeople, Valerie Good, Douglas E. Hughes, Hao Wang

Peer Reviewed Articles

Much of the current research on salesperson motivation focuses on extrinsic reward expectancy related to compensation, contests, incentives, and quotas. We find that while salespeople want to make money, they also want to make a difference and contribute to society through their work. In Study 1, the qualitative findings reveal that a sense of purpose–the belief that one is making a contribution to a cause greater and more enduring than oneself–is a significant motivator for salespeople. Hence, in Study 2 we develop a measure for sense of purpose and distinguish it from related constructs. Finally, in Study 3 we use …

2021-August-06-Etsu Health Hosting August Covid-19 Vaccine Clinics.Pdf, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY (Aug. 6, 2021) – ETSU Health is expanding its COVID-19 vaccination efforts in August by offering several free clinics at various campus locations throughout the month. In addition to offering the Janssen Johnson & Johnson vaccine at all of its clinic dates, ETSU Health also will offer the Pfizer-BioNTech COVID-19 vaccine at most of its clinics.

“We are grateful to Ballad Health and First Tennessee Development District’s Take a Shot on Life for partnering with ETSU Health to allow us to offer a choice of vaccines at our upcoming August clinics,” said Donna Noland, manager of ETSU Health’s …

The Effect Of Service Quality And Switching Barrier On Customer Loyalty: A Study Of Saudi Mobile Telecommunication Services, Yomen Ghazi Bamatraf

Effat Undergraduate Research Journal

The Saudi mobile telecommunication services industry is currently facing lots of complaints, criticism and dissatisfaction from their customers regarding the quality of services, and customer loyalty may be in question. The industry is reportedly shifting its strategic focus away from attracting new customers towards keeping existing customers. The present study examined the relationship between service quality and customer loyalty, as well as between switching barriers and customer loyalty among a sample of 271 users of telecommunication services from Jeddah. A survey consisting of the Customer Loyalty Scale, the Service Quality Scale, and the Switching Barriers Scale, and some demographic related …

2021-August-04-Weeks Of Welcome Concert.Pdf, University Marketing And Communication, East Tennessee State University

ETSU News

JOHNSON CITY (Aug. 4, 2021) – Country artist Kip Moore will headline East Tennessee State University’s SGA Weeks of Welcome Outdoor Country Concert on Sunday, Aug. 29, at 7:30 p.m.

This concert, sponsored by the Student Government Association at ETSU, will be held at the Wayne G. Basler Center for Physical Activity “Back Yard.” Admission is free for ETSU students, staff and faculty with ID.

Kip Moore’s stop at ETSU is part of his “How High Tour” in support of his latest album, “Wild World.”

“I’ve always felt different, like when other people see blue, I see red,” the singer/songwriter …