Marketing Commons^™

Hard Work Beats Talent, Unless Talent Works Hard: Exploring The Relationship Between Self-Efficacy And Sales Performance, Mohammad Sakif Amin

Graduate Theses, Dissertations, and Problem Reports (ETD)

Current research in sales suggests that salesperson self-efficacy, which is a person’s belief about his/her ability to achieve a desired level of performance in a given task, affects sales performance positively. The logic behind this positive effect is that people who exhibit a high level of self-efficacy have increased motivation and thus exert increased efforts towards completing a task. Research in psychology, however, suggests that there can be a downside to self-efficacy. Drawing on perceptual control and ego depletion theories, this dissertation explores two possible dark side effects of self-efficacy in a sales context: (1) decreased salesperson effort engendered by …

Three Essays On The Effect Of Pain-Of-Payment On Consumers' Financial Decisions, Farnoush Reshadi

Graduate Theses, Dissertations, and Problem Reports (ETD)

In the past few years, we have witnessed a growing level of consumer debt. Although being in debt increases consumers’ stress and reduces their financial well-being, many consumers still take on high levels of debt and hold on to it even when they have financial resources to pay off the debt. Thus, it is of utmost importance to study factors that may influence consumers’ debt repayment. In this dissertation, I study consumers’ debt repayment behavior through the lens of the double-entry mental accounting theory (Prelec and Loewenstein 1998). This theory argues that consumers’ debt repayment behaviors are driven by pain-of-payment--negative …

Saving The Earth One Diaper At A Time: How Diapers Became A Social Media Success Story, Michal Strahilevitz, Jason Graham-Nye, Rowan Parkinson

School of Economics and Business Administration Faculty Works

No abstract provided.

Corporate Social Responsibility And Investment Efficiency: Evidence From An Emerging Asian Market, Ming-Te Lee

DLSU Business & Economics Review

The purpose of this paper is to test opposing views of the relationship between corporate social responsibility (CSR) and investment efficiency in a major Asian emerging stock market. The empirical results show that CSR significantly mitigates investment inefficiency among Taiwanese firms. This finding is consistent with the notion that socially responsible Taiwanese firms have fewer agency problems and lower information asymmetry, thus reducing investment inefficiency. The empirical results also show that CSR has a more pronounced effect in mitigating investment inefficiency for Taiwanese firms with more effective corporate governance. In particular, due to the mandatory preparation of CSR reporting, CSR …

Corporate Social Responsibility And Earnings Management: Evidence From Controversial And Non-Controversial Sectors In Asia, Eugene Burgos Mutuc, Jen-Sin Lee, Fu-Sheng Tsai

DLSU Business & Economics Review

In this study, we investigate the impact of corporate social responsibility (CSR) on earnings management through discretionary accruals and real-activities decisions, in light of the increasing attention and engagement of firms from different sectors. This study contemplates on non-financial Asian firms from controversial and non-controversial sectors with 889 and 3,017 firm-year observations from 2011 to 2017. The findings reveal that Asian firms likely use a mix of accrual-based earnings management (AEM) and real-activities earnings management (REM) as a strategy to manipulate reported earnings. In terms of sector classifications, managers from controversial sectors exhibit higher opportunistic behavior than managers from non-controversial …

The Effects Of External Stakeholder Pressure On Csr Disclosure: Evidence From Indonesia, Anisa Ramadhini Trianaputri, Desi Adhariani, Chaerul D. Djakman

DLSU Business & Economics Review

This study examines the effect of external stakeholder pressure on the extent of social and environmental disclosure or corporate social responsibility (CSR) disclosure. Several studies have examined the impact of internal stakeholder pressure (e.g., ownership or board of directors’ structure) and corporate characteristics on CSR disclosure, but there has been little attention focused on the role of external stakeholders. Therefore, this research seeks to examine the influence on the extent of CSR disclosure by four external stakeholder groups: customer, creditor, auditor, and media. A total of 327 annual reports produced by 109 manufacturing companies listed on the Indonesia Stock Exchange …

On Extreme Perception Bias, Emerico Habacon Aguilar, Klarizze Martin Puzon, Imelda Revilla Molina

DLSU Business & Economics Review

This note investigates perception bias: To what extent do individual opinions confound reality? We estimated the relative gap between self-declared estimates and real data. With a sample of respondents from Laguna, Philippines, we asked about the prevalence of diabetes and smartphone usage. We observed a trend of judgment miscalibration. Responses exhibit significant deviation from facts; for example, inaccuracies can go as high as seven times the real value. Especially for estimates on smartphone ownership, bootstrapped quantile regression models showed that perception bias is associated with age.

Japanese And Filipino College Students As Consumers: Does Country Of Origin Affect Their Purchase Intent?, Luz Suplico Jeong, Reynaldo Bautista Jr., Takanori Osaki

DLSU Business & Economics Review

The marketing literature shows that consumers evaluate and buy products based on the country of origin. The impact of the country of origin (COO) on consumers, especially college students who influence demand in global markets, is becoming increasingly important due to advances in information technology. There are studies that show that COO can directly affect purchase intent without mediator variables. However, this study shows that COO does not have a direct effect on purchase intent. COO can only affect the purchase intent of Japanese and Filipino consumers if perceived product quality is used as a mediator variable. In the case …

Understanding Student Perceptions Of Their Personal Branding In Higher Education, Musa Pinar, Tulay Girard

AMTP Proceedings 2020

Please see attached for an formatted extended abstract

Factors Impacting One’S Self-Classification Into One Of The Five Categories Of A Typology Delineating Green (And Not So Green) Consumers, Sam Fullerton, Tammy Mccullough, Estelle Van Tonder

AMTP Proceedings 2020

A sample of 1,243 adult residents of the United States provided insight into an array of issues germane to sustainability. Upon completing a 65-question survey on sustainability, each respondent placed themselves in an eco-group that they felt best corresponded to their own behavior and attitudes towards the task of keeping the planet green for ourselves, and perhaps more importantly, for our posterity. The five groups ranged from the eco-destroyer to the eco-warrior. Within the survey, each respondent provided their opinions regarding seven multi-item scales that primarily addressed green issues; some scales addressed business behavior while others addressed issues such as …

Are Eco-Friendly Cars More Favorable? An Exploratory Study Of Attitude Toward Eco-Friendliness Among Multiethnic Consumers In The U.S., Meng Tian, Sindy Chapa, Michael Walsh, Nicholas Kjaerholt, Ailin Xia

AMTP Proceedings 2020

Between technological developments in the car industry and increasing interest in eco friendly products among consumers, eco-friendly cars are gradually entering consumers' sights. This study examines the factors that influence consumers’ attitudes toward the adoption of eco-friendly cars. This study conducted an online survey with a sample (N = 3,191) collected through a national panel (Dynata). The results demonstrate that consumers’ concern about environmental sustainability and attitude towards environmentally friendly products impact consumers’ attitudes toward eco-friendly cars. It was also found that consumer’s level of collectivism positively influence their attitude toward environmentally friendly products. Further, the results showed consumers’ attitudes …

2020 January, Morehead State University. Office Of Communications & Marketing.

Morehead State Press Release Archive, 1961 to the Present

Press releases for January of 2020.

Introversion And Online Word-Of-Mouth Behavior : What Roles Do Review Website Design And Product Design Play?, Shu Ting Lau

Lingnan Theses (MPhil & PhD)

This research investigates the online review behavior of introverted customers. Introversion is a major personality trait that has been widely discussed in many personality theories. This thesis includes two essays. Essay 1 investigates how the design of an online review website can affect the willingness to do an online review of introverts. Based on the arousal theory, it is hypothesized that introverted consumers, because of their avoidance of arousal, would have a higher willingness to do online review in an environment where other users’ feedback is not allowed, but this design does not affect extroverts. These predictions are confirmed by …

A Test Of The Generalized Yunus Equation And Its Implications For Microcredit In The Philippines, Jasmin-Mae Santos Luy

DLSU Business & Economics Review

Microcredit is one of the most important financial services offered by microfinance institutions (MFIs) in the Philippines. Loan repayment by frequent installments faces the challenge of possible random delays, which leads to random interest rates. Such randomness affects both microlenders and borrowers. This research utilizes a mathematical model called the generalized Yunus equation (GYE) to study the microloan repayment process in the Philippine setting. Using this model, an explicit formula was formulated expressing the effective interest rate involved in repayment as a function of the time when the delay takes place, which closely approximates the actual values of the rate …

Editor's Note, Marites Tiongco

DLSU Business & Economics Review

No abstract provided.

Spillover Effect In Supplier Related Product Recall: The Impact Of Supplier Coo On Product Evaluations, Jianping Coco Huang, Jeffrey P. Radighieri

Research, Publications & Creative Work

Research has shown that supplier quality can lead to brand quality failures. However, what is not clear is whether a supplier’s country of origin (COO) plays a role in the evaluations of manufacturer brands after a recall is initiated. In this paper, through the lens of resource advantage (R-A) theory, we empirically examine whether a supplier’s COO hurts or helps the vehicle brand when a supplier is blamed during a vehicle recall event. R-A theory suggests that high brand quality can enhance competitive advantage for a firm. Through an experimental study, we find that high brand quality can override the …

Assessing The Effects Of Service Variability On Consumer Confidence And Behavior, Clay M. Voorhees, Jonathan M. Beck, Praneet Randhawa, Kristen Bell Detienne, Sterling A. Bone

Faculty Publications

This research examines the effects of service variability on consumer confidence and behavior across multiple transactions in a service relationship. This article integrates discussions of service relationships and models of service variability. Leveraging a field study, the authors track over 12,000 experiences across 3,084 consumers for a 2-year period and model the impact of variability in these experiences on consumer relationships. The results reveal variability in a service relationship can significantly impact consumer confidence and that the nature of this relationship is nonlinear, revealing that small variations in quality will have strong effects on confidence and that these effects plateau …

Optimization Of Non-Monetary Reward Provisions: Evidence From The Uk Banking Sector, Ese Okpebholo, Abdullah Zafar Sheikh

Business Review

This paper evaluates the current state of monetary and non-monetary rewards systems in place in the UK banking sector in an attempt to identify reasons for the preference of monetary rewards over non-monetary rewards. Data was collected from two banks, LLOYDS TSB and Royal Bank of Scotland. The selection of these two banks emanates from their recent bonus crises and the fact that they are both part nationalised, hence the need for a prudent reward system. Questionnaires were used to obtain data and the Evidence Based Reward Management (EBRM) methodology was used to highlight the effectiveness as well as the …

Fiscal Policy Transmission Mechanism In Pakistan: A General Equilibrium Analysis, Muhammad Raashid, Abdul Saboor, Shahzad Ahmad

Business Review

This paper explores the impact of fiscal spending on key macroeconomic indicators for Pakistan economy using an estimated open economy new Keynesian dynamic stochastic general equilibrium (DSGE) model. Results show that a positive shock to government consumption leads to fall in private consumption, private investment and exports owing to negative wealth effect, rise in interest rate and domestic currency appreciation, respectively. Imports and inflation also rise. Estimated values of present value fiscal multipliers are 0.54, 0.29 and 0.18 after 1 year, 5 years and 10 years, respectively. These results show that although positive in the short run, yet the magnitude …

Project Management Maturity In Pakistan: An Empirical Investigation, Syed Ahsan Mustaqeem, Rameez Khalid, Syed Irfan Nabi

Business Review

This research assesses the current level of PMM in Pakistan, evaluates the gaps in the prevalent project management practices and formulates a framework to improve PMM level in Pakistan. 123 Pakistani organizations were assessed for their levels of PMM and project performance using standard project management maturity models. The average PMM level in Pakistan was found to be 2.32 (on the scale of 1 to 5) and only 24% of the projects carried out were found to be successful. This means that the prevalent project management practices are not yet fully institutionalized. Furthermore, project management training, use of project management …

General Emotional Labor Scale: Development And Establishing Psychometric Properties, Falak Zehra Mohsin, Nadia Ayub

Business Review

This study outlines the process followed in the development of the General Emotional Labor Scale-English (GELS-E). The scale construction process was divided into different phases. The first phase entailed the item generation and the second phase was the pilot study. Phase three and four dealt with developing the norms and establishing the psychometric properties (reliability and validity) of the final 30 items. It can be concluded that the GELS-E was developed as a measure that can be used by researchers to assess emotional labor in professionals. Such a measure of emotional labor can prove to be beneficial for researchers and …

Deciphering Brand Loyalty Through Brand Association And Emotional Confidence, Amber Gul Rashid, Wajid Hussain Rizvi, Huma Amir

Business Review

This paper investigates the influence of emotional confidence and brand association on brand loyalty and whether there is a statistically significant difference in the brand loyalty of consumers having low or high emotional confidence. Data was collected outside fast food restaurants across Karachi using systematic sampling. Every fourth person exiting the restaurant was approached to fill a questionnaire. The data was analyzed using structural equation modelling. The results suggest that both brand association and emotional confidence have a statistically significant influence on brand loyalty. The variance explained in brand loyalty was higher when emotional confidence was included in the model. …

The Art Of Marketing Luxury, Aiho Tan

MA Theses

Luxury businesses face the paradoxical challenge of growing a business whilst upholding an aura of exclusivity. The objective of this thesis is to examine the key marketing strategies employed by leading luxury brands ranging from fine art to real estate. This paper examines whether luxury brands need to embrace digital innovation and technology in order to remain leaders of luxury. First-hand insight from industry leaders and case studies reveal that luxury brands need to embrace digital, utilize the power of experiential marketing strategies, invest in creative talent, strategically partner and collaborate with brands and individuals, and craft an authentic narrative …

Dealing With Dysfunction: Negotiating With Difficult Individuals, Marc-Charles Ingerson, Kristen Bell Detienne, Jill M. Hooley, Nathan A. Black

Faculty Publications

Workplace negotiations often present daunting challenges. The negotiation process can test relationships and place reputations at risk. Moreover, in some situations, the difficulty and stress involved in routine negotiations become magnified. Approximately ten percent of working adults have personality styles or behavioral tendencies that can make interactions with them especially challenging. Identifying, understanding, and dealing with personality dysfunction in the negotiation process is therefore a critically important skill (Kessler et al. 2005; Eddy 2018). Today’s negotiators need to be able to recognize and interact with people who have difficult and dysfunctional personality traits.

Unfortunately, many of those on the receiving …

On Effectuation And Networks: Three Essays On Their Mutuality, Jon Kerr

Theses and Dissertations (Comprehensive)

The notion of co-creating opportunities positions effectuation as both a network-driving and network-dependent phenomenon. On one hand, networks are products of relational interactions and, therefore, artefactual outcomes of effectual processes. On the other hand, it would seem that understanding networks and network processes is essential to understanding effectuation. Although past research acknowledges this mutuality, recent discourse highlights that our understanding of the relationship between effectuation and networks is far from complete. In this dissertation, I address this knowledge gap through three essays positioned at the interface of effectuation and network theory.

In the first essay, my systematic literature review synthesizes …

Analysis Of Newspaper Headlines: A Case Of Two Tanzanian English Dailies, Erasmus Akiley Msuya

Journal of Humanities and Social Sciences

The current study analyses newspaper headlines in respect to three categories: international, local, and business news (irrespective of the geographical scope) of two English dailies: a government-owned Daily News, and a privately-owned The Guardian. The study sought to analyse newspaper headlines guided by semantic under-determinacy, an important theoretical framework in accounting for a balance between linguistic economy that characterises newspaper headlines and communicative precision. The data were collected via documentary review. The headlines were analysed under three categories: local, international, and business news that included local and international spectrums. A total of 2004 headlines were randomly selected for analysis: 1088 …

Factors Behind Dissuasion To Green Products Among Young Consumers: A Qualitative Study, Anitha Acharya Dr.

The Qualitative Report

The current estimated market share for green consumption is less than five percent worldwide, therefore it is very important to understand the factors that stimulate non green consumption among young consumers since this can promote environmental thinking at an early age and also to increase the demand for green products. In these circumstances, emerging countries like India have contributed very less to the consumption of green products and environmental effects. India is among the fastest growing economies in the world. With the increase in population as well as in disposable income, India is expected to see a growth in green …

Authenticity In Discursive Practices Of The Online Market For Second-Hand Luxury Clothing, Ronan L. Zampier, Rita De Cássia P. Farias, Marcelo R. Pinto

The Qualitative Report

Authenticity is a particularly sensitive and salient issue in the online market for second-hand luxury clothing, and it is still little explored in the field of consumption studies. In this study we sought to analyze how authenticity is represented in discursive practices of the Brazilian online market for second-hand luxury clothing. The corpus of the work consisted of data collected through interviews in five stores of the Brazilian online market of luxury second-hand clothing. The data were analyzed using the Critical Discourse Analysis (CDA), proposed by Fairclough (1992), articulated to the sociocultural perspective of consumption. From the discursive categories Subject, …

Voting And Civic Engagement Among Utah Women, Susan R. Madsen, Robbyn T. Scribner

Marketing and Strategy Faculty Publications

Utah has a strong history of women’s political and civic involvement. The state was an early leader in giving women the vote, was home to the first female state senator in the nation (MacKay, 2005), and, as recently as 1996, had the strongest women’s voter participation in the United States (Davidson, 1996). However, these factors do not give the full picture; and in 2015 the Institute for Women’s Policy Research (2015) ranked Utah dead last in the area of political participation. Much of this ranking was due to the lack of women running for and serving in public office, but …

Utah Women And Stem, Susan R. Madsen, Elizabeth Goryunova, Robbyn T. Scribner

Marketing and Strategy Faculty Publications

Employment opportunities in Science, Technology, Engineering, and Math (STEM) sectors in Utah are estimated to reach 101,000 by 2018 (Carnevale, Smith, & Melton, 2011). These jobs are recognized nationwide as being well-compensated and generally recession-proof. Yet Utah women continue to hold a lower percentage of STEM-sec-tor jobs than women nationally; in fact, Utah is ranked last in the United States in terms of the percent of women employed in STEM. In addition, Utah women work in STEM occupations at a rate that is less than half that of Utah men (Institute for Women’s Policy Research (IWPR), 2013). Recognizing the role …