Marketing Commons^™

Social Media Use In B2b Sales And Its Impact On Competitive Intelligence Collection And Adaptive Selling: Examining The Role Of Learning Orientation As An Enabler, Omar S. Itani, Raj Agnihotri, Rebecca Dingus

Marketing Faculty Publications

Highlights

• Findings of the study suggest that social media is one way to enhance sales performance, but its use alone does not guarantee such enhancement.

• Social media use will affect performance of salespeople through affecting their competitive intelligence collection and adaptive selling.

• Perceived usefulness of social media was not significantly related to salesperson social media use.

• Results support linking collection of competitive intelligence to a salesperson’s adaptive selling behavior.

Abstract

This paper examines the use of social media by business-to-business (B2B) salespeople to assist in their job functions. The authors propose that a salesperson's attitude toward social media usefulness, as …

The Introduction Of Virtual Reality To Education: Should The Marketing Discipline Engage?, Enda Mcgovern

WCBT Faculty Publications

This position paper explores whether faculty should embrace the use of virtual reality as a medium of academic engagement with the future intake of digital native students. In recent years there has been a tremendous surge in the use of digital device platforms to extend the reach of education to the wider student populations. As a result, the positive engagement by students of multimedia objects, including video, sound clips and data in a more integrated, multi-sensory digital medium has gained significant traction in the learning environment. Students are moving faster into this digital space and it is not long before …

An Estimate On The Supply And Demand Of Marketing Education Teachers In The Next Five Years In The Hampton Roads, Virginia Area, Alison Danielle Briel

OTS Master's Level Projects & Papers

As of 2017, there is a lack of information about the number of Marketing Education teachers at the high school level employed in the Hampton Roads area of south eastern Virginia. Marketing Education is an essential subject to teach at the secondary level because it prepares students for careers in marketing and management. For this study, a survey was created to understand the current state of Marketing Education and the supply and demand of Marketing Education teachers. This study primarily focused on Marketing Education programs in the high school setting. A survey consisting of open-ended questions was developed and distributed …

2017 October, Office Of Communications & Marketing, Morehead State University.

Morehead State Press Release Archive, 1961 to the Present

Press releases from October of 2017.

A Triadic Framework For Collaborative Consumption (Cc): Motives, Activities And Resources & Capabilities Of Actors, Sabine Benoit, Thomas L. Baker, Ruth N. Bolton, Thorsten Gruber, Jay Kandampully

Research Collection Lee Kong Chian School Of Business

Collaborative consumption (CC) is an increasingly prevalent form of exchange. CC occurs within a triangle of actors: a platform provider (e.g., Uber), a peer service provider (e.g., an Uber driver) and a customer. The platform provider's main role is matchmaking, so that a customer can access assets of a peer service provider. This paper has three objectives. First, this article identifies three criteria to delineate CC from related constructs such as access-based consumption, sharing or renting. Second, it introduces a literature-based framework explicating the roles of the actors in the CC triangle along three dimensions: motives, activities and resources and …

Linking Service Convenience To Satisfaction: Dimensions And Key Moderators, Sabine Benoit, Sonja Klose, Andreas Ettinger

Research Collection Lee Kong Chian School Of Business

Purpose: Demand for service convenience, defined as a consumer's perception of minimized time and effort spent to obtain a service, has increased in conjunction with certain sociocultural and demographic changes. Previous research notes the significance of service convenience, but the importance of different dimensions of service convenience and the role of key moderators affecting the link between convenience and satisfaction (like customer psychographic and sociodemographic characteristics) remain unaddressed. Thus, the purpose of this research is to identify those customer groups for which offering convenience will have the highest leverage to increase satisfaction. Design/methodology/approach: Two models are developed and tested: a …

Showcasing The Diversity Of Service Research: Theories, Methods, And Success Of Service Articles, Sabine Benoit, Katrin Scherschel, Zelal Ates, Linda Nasr, Jay Kandampully

Research Collection Lee Kong Chian School Of Business

Purpose: The purpose of this paper is to make two main contributions: first, showcase the diversity of service research in terms of the variety of used theories and methods, and second, explain (post-publication) success of articles operationalized as interest in an article (downloads), usage (citations), and awards (best paper nomination). From there, three sub-contributions are derived: stimulate a dialogue about existing norms and practices in the service field, enable and encourage openness amongst service scholars, and motivate scholars to join the field. Design/methodology/approach: A mixed method approach is used in combining quantitative and qualitative research methods while analyzing 158 Journal …

The Essence Of Luxury: An Asian Perspective: Lvmh-Smu Luxury Research Conference 2016, Srinivas K. Reddy, Jin K. Han

Research Collection Lee Kong Chian School Of Business

A number of developments in the luxury market have been attributed to the arrival of luxury products in Asian markets. The modernisation of Japan some decades back paved the way for a growing trend towards imbibing western lifestyles in Asia. Japan’s economic success after the Second World War was a key factor responsible for the introduction of luxury marketing in Asia. In the 1970’s, Japanese tourist-shoppers became a noticeable phenomenon in Europe. The European luxury houses were quick to recognise the opportunity and began setting up branches and luxury outlets in Japan. The Japanese were not only the driving force …

Hmgt 4702: Hospitality Services Marketing & Management, Course Outline, Ellen (Heejun) Kim

Open Educational Resources

No abstract provided.

The Role Of Consumer Ethnocentrism On The Effects Of Domestic Vs Foreign Product Failure On Post Consumption Emotions And Complaint Behaviors, Kittinand Bandhumasuta

Marketing Theses & Dissertations

It is well acknowledged that consumer ethnocentrism has a negative effect on evaluations of foreign products, brand-related attitudes toward foreign brands, and purchase intentions of the non-local products. However, an investigation into the role of consumer ethnocentrism at the post-consumption stage had been neglected. Specifically, when a product fails for a consumer. The main purpose of this dissertation is to study the role of consumer ethnocentrism on the post purchase consumption emotions and complaint behaviors. This dissertation proposes that cognitive appraisals of antecedent events and individual social traits will lead to differentiated outcomes. Domestic products that are perceived to be …

1017-September-29-All-American Rejects, University Marketing And Communication, East Tennessee State University

ETSU News

No abstract provided.

1017-September-29-Etsu Response, University Marketing And Communication, East Tennessee State University

ETSU News

No abstract provided.

1017-September-29-Hurricane Relief Concert, University Marketing And Communication, East Tennessee State University

ETSU News

No abstract provided.

1017-September-28-Curtain Up!, University Marketing And Communication, East Tennessee State University

ETSU News

No abstract provided.

1017-September-27-Entrepreneurs' Club Speaker, University Marketing And Communication, East Tennessee State University

ETSU News

No abstract provided.

1017-September-27-Walk Of Hope, University Marketing And Communication, East Tennessee State University

ETSU News

No abstract provided.

The Roles Of Product Type And Product Newness In Consumer Value Co-Creation For Luxury Brands, Qi Lu

Lingnan Theses

The study examines the effect of consumer co-creation in different new product development stages on consumer loyalty, purchase intention and word-of-mouth. It also examines (a) the mediating role of consumer perceived value, (b) the moderating effect of product type (search goods vs. experience goods) and (c) the influence of product newness (high-level vs. low-level) on the moderating effect of product type. Two scenario-based experiments on real luxury buyers in China were conducted to test the proposed hypotheses.

The findings show that co-creation at the early (vs. late) stage have a greater positive impact on consumer loyalty, purchase intention and word-of-mouth. …

Translation Of Viral News Topics Into Digital Marketing, Eba Diab

Graduate Student Dissertations, Theses, Capstones, and Portfolios

In today’s digital marketing driven environment, it is essential that organizations understand the strategies behind technology in advertising. Unfortunately, many marketers do not have a strategy when they begin utilizing digital marketing strategies. The purpose of this study is to understand how viral topics translate into digital marketing. The research includes a case study on United Airlines, followed by in-depth interviews with digital marketers, and accompanied by an analysis of the business’ digital marketing campaigns. Analysis of the campaigns reveal the different digital marketing strategies organizations use to build and maintain relationships with consumers. The study concludes with a discussion …

1017-September-25-Cma Training, University Marketing And Communication, East Tennessee State University

ETSU News

No abstract provided.

1017-September-25-Melanie Demore, University Marketing And Communication, East Tennessee State University

ETSU News

No abstract provided.

1017-September-22-Killmeyer Recital, University Marketing And Communication, East Tennessee State University

ETSU News

No abstract provided.

1017-September-22-Pet Portraits, University Marketing And Communication, East Tennessee State University

ETSU News

No abstract provided.

1017-September-22-Renaissance Child, University Marketing And Communication, East Tennessee State University

ETSU News

No abstract provided.

Access To Healthcare: Impact Recommendation Report, Erin Jemison, Susan R. Madsen

Marketing and Strategy Faculty Publications

Participants: Laurie Baksh (Dept. of Health), Senator Luz Escamilla, Vicky Fuentes (Comunidades Unidas), Erin Jemison (YWCA Utah), Becky King (Division of Substance Abuse & Mental Health), Jenifer Lloyd (AUCH), Susan Madsen (Utah Women & Leadership Project, UVU), UVU), Jessie Mandle (VUC), Jean Millar (Intermountain Healthcare), Kyl Myers (U of U), Jessica Sanders (U of U), Sara Simonsen (U of U), Heather Stringfellow (PPAU), Micah Vorwaller (UHPP)

1017-September-21-Etsu Response: Mexico, University Marketing And Communication, East Tennessee State University

ETSU News

No abstract provided.

1017-September-21-Fletcher Lecture, University Marketing And Communication, East Tennessee State University

ETSU News

No abstract provided.

1017-September-21-Leading Voices Lecture, University Marketing And Communication, East Tennessee State University

ETSU News

No abstract provided.

1017-September-21-Roan Scholars Steering Committee, University Marketing And Communication, East Tennessee State University

ETSU News

No abstract provided.

1017-September-21-Victoria Mccullah, University Marketing And Communication, East Tennessee State University

ETSU News

No abstract provided.

1017-September-20-Career Fair, University Marketing And Communication, East Tennessee State University

ETSU News

No abstract provided.