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Articles 1 - 30 of 905
Full-Text Articles in Sales and Merchandising
Zoomer Generation: Used Car Automobile Purchasing Behaviors, Scott E. Whitaker, Joe Spencer, Giovanni Calise
Zoomer Generation: Used Car Automobile Purchasing Behaviors, Scott E. Whitaker, Joe Spencer, Giovanni Calise
Association of Marketing Theory and Practice Proceedings 2024
There is a growing trend of online automobile purchasing that is altering the relationship between consumers and automobile dealerships. Consumers are more informed and seek a larger variety of inventory and options when shopping for used vehicles. The online marketplace provides a viable alternative to local dealerships who have hereto dominated much of the market. This research shows the current generation of Zoomers is helping to drive this trend which has significant marketing implications toward the industry. There remains a gap in the academic body of knowledge examining this behavior in relation to large online purchases such as automobiles. This …
The Angel Wears Prada, The Devil Buys It On The Realreal: Expanding Trademark Rights Beyond The First Sale Doctrine, Junajoy Vinoya Frianeza
The Angel Wears Prada, The Devil Buys It On The Realreal: Expanding Trademark Rights Beyond The First Sale Doctrine, Junajoy Vinoya Frianeza
Pepperdine Law Review
Luxury brands derive their goodwill from the high-class exclusivity and first-rate quality signified in their trademarks. The Trademark Act of 1946, commonly known as the Lanham Act, grants trademark holders the right to control use of their mark. However, under common law, the first sale doctrine restricts trademark protection after holders authorize the initial sale of their trademarked product. Such limitation particularly jeopardizes the luxury industry as trademark holders ultimately bear the loss of goodwill when counterfeit luxury goods enter the market due to the negligence of resellers. This Comment illustrates how blockchain authentication offers all luxury industry participants—the brands, …
Built Ford Tough, Again: Does Each Generational Group Of Consumers Associate The New Ford Bronco With Positive Feelings Of Nostalgia?, Liv R. Wilson, Emily J. Plant
Built Ford Tough, Again: Does Each Generational Group Of Consumers Associate The New Ford Bronco With Positive Feelings Of Nostalgia?, Liv R. Wilson, Emily J. Plant
Undergraduate Theses, Professional Papers, and Capstone Artifacts
This marketing research paper investigates whether various generational groups of consumers associate the new Ford Bronco with positive feelings of nostalgia. The study conducted a comprehensive survey with 420 respondents to determine the extent of nostalgia evoked by new Ford Bronco advertisements among consumers of different age groups. The results of the research suggest a strong and affirmative response to the new Ford Bronco advertisements across all generational cohorts. This implies that the marketing strategy employed by Ford effectively taps into a universal sense of nostalgia, transcending generational boundaries. This finding underscores the brand's ability to connect with consumers of …
Student Perceptions And Preferences Of University-Affiliated Athletic Merchandise And Logos, Robin Hardin, Michelle L. Childs, Kirby D. Simpson
Student Perceptions And Preferences Of University-Affiliated Athletic Merchandise And Logos, Robin Hardin, Michelle L. Childs, Kirby D. Simpson
Journal of Applied Marketing Theory
College sports are certainly ingrained in the fabric of American society, and a significant aspect of this phenomena is the pageantry associated with college sports. This pageantry includes team logos and official team colors, and both are important aspects of fandom and team identification. Utilizing social identify theory as the theoretical framework for this research, the purpose of this study was to examine students’ university-affiliated athletic merchandise and logo preferences and related behaviors. Two focus groups were conducted with results showing three major themes, where students demonstrated polarizing views and opinions. These themes were (a) fashion and function, (b) orientation …
Essays On Salesperson’S Motivation And Job Satisfaction-Performance, Claire H. Cha
Essays On Salesperson’S Motivation And Job Satisfaction-Performance, Claire H. Cha
Doctoral Dissertations
Salesforces are important to firms as they drive a significant part of the firm’s brand, financial, and relational performance. Salesforce performance, job satisfaction, and motivation have remained key topics of interest to practitioners as well as researchers (Hansen & Levin, 2016; Pullins, 2001; Williams & Plouffe, 2007). This dissertation includes three essays. Essay 1 aims to address a lingering question theoretically and managerially. What is the relationship between satisfaction and performance? That question is assessed with a unique longitudinal simultaneous design to test four leading hypotheses of the causal relationship between salespeople’s job satisfaction and performance. The study’s design addresses …
Immersive Retailing: The In-Store Experience, Henrik Hagtvedt, Chandukala, Sandeep R.
Immersive Retailing: The In-Store Experience, Henrik Hagtvedt, Chandukala, Sandeep R.
Research Collection Lee Kong Chian School Of Business
This conceptual article explores why consumers visit physical stores—despite living in a digital-first world—and presents potential ways for retailers to further encourage offline shopping. Although online retailing tends to offer the greatest convenience, brick-and-mortar outlets can offer an immersive in-store experience that combines convenience and interest. The present exposition considers store features within a 2 × 2 typology of convenience and interest and illustrates how these features contribute, or fail to contribute, to immersive in-store experiences. Other factors, such as ambient stimuli that elicit sensory- and aesthetic pleasure, provide additional paths to immersion. The notions raised may serve as a …
Consumers’ Reaction To Corporate Esg Performance: Evidence From Store Visits, Frank Weikai Li, Frank Weikai Li, Roni Michaely
Consumers’ Reaction To Corporate Esg Performance: Evidence From Store Visits, Frank Weikai Li, Frank Weikai Li, Roni Michaely
Research Collection Lee Kong Chian School Of Business
Using micro-level data on consumer shopping behavior, this paper investigates end-consumers’ attitudes toward firms’ ESG behavior, and as importantly, the ability of consumers to affect firms’ policy concerning sustainability issues. We find that consumers care about firms’ approach toward ESG, and consumers’ behavior can impact firms’ attitudes. Using ESG incidents as a proxy, we find that the reduction in store visits is more pronounced for ESG-conscious consumers, such as those living in democratic counties, and counties with a higher fraction of educated and younger residents. Online shopping interest data yields similar results. Using abnormally hot temperature as a shock to …
Chatgpt Unveiled: Unleashing Ai Magic In Online Shopping And Digital Marketing, Jianping Huang, Mark J. Sciuchetti Dr.
Chatgpt Unveiled: Unleashing Ai Magic In Online Shopping And Digital Marketing, Jianping Huang, Mark J. Sciuchetti Dr.
Atlantic Marketing Journal
This research paper explores the use of AI, specifically ChatGPT, in interactive activities within
online shopping and digital marketing. The paper examines the potential of AI-powered chatbots
to enhance customer engagement, personalization, and marketing effectiveness. Through a
literature review, case studies, and user feedback analysis, the research highlights the benefits of
AI chatbots in providing real-time assistance, personalized recommendations, and improved
customer experiences. The paper also addresses ethical and privacy concerns associated with AI
implementation and discusses future research directions. The findings are expected to suggest
that AI-powered chatbots have the potential to revolutionize online shopping and digital
marketing by …
The Effects Of Sales Surprise On Inventory Turnover: An Empirical Study, Muhammad Yousaf, Bruce Dehning
The Effects Of Sales Surprise On Inventory Turnover: An Empirical Study, Muhammad Yousaf, Bruce Dehning
Accounting Faculty Articles and Research
Sales surprise (SS) is a significant factor in a firm’s inventory turnover (ITO). In order to estimate SS, it is necessary to select an appropriate approach of sales forecasting. The current study’s main purpose is to examine the effects of SS on ITO. The data was gained from the Albertina database from 2017 to 2021, for two sectors: manufacturing and construction. The Czech firms’ panel data was used to estimate sales forecasts by four different methods: (i) sales linear forecast (SLF), (ii) sales change (SCH), (iii) sales growth (SG), and (iv) sales forecast random walk (SRW). The two most accurate …
A Statewide Study Of Disparities In Local Policies And Tobacco, Vape, And Cannabis Retail Environments, Georgiana Bostean, William R. Ponicki, Alisa A. Padon, William J. Mccarthy, Jennifer B. Unger
A Statewide Study Of Disparities In Local Policies And Tobacco, Vape, And Cannabis Retail Environments, Georgiana Bostean, William R. Ponicki, Alisa A. Padon, William J. Mccarthy, Jennifer B. Unger
Sociology Faculty Articles and Research
The current study: (1) assesses sociodemographic disparities in local policies related to tobacco and cannabis retail, and (2) examines the cross-sectional association between policy strength and retailer densities of tobacco, e-cigarette (vape), and cannabis retailers within California cities and county unincorporated areas (N = 539). We combined (a) American Community Survey data (2019 5-year estimates), (b) 2018 tobacco, vape, and cannabis retailer locations from a commercial data provider, (c) 2017 tobacco and vape retail environment policy data from American Lung Association, and (d) 2018 cannabis policy data from California Cannabis Local Laws Database. Conditional autoregressive models examined policy strength associations …
The Plastics Collection Reference Packet, Special Collections Research Center
The Plastics Collection Reference Packet, Special Collections Research Center
Special Collections Research Center
This reference packet is an informational tool to support further research into the history of plastics—whether interested in companies, individuals within the plastics industry's history, historical plastics materials, essays, and more. All content featured within this packet was previously published on the former plastics.syr.edu website as part of a Syracuse University Libraries and Special Collections Research Center (SCRC) partnership established in 2007 with the Plastics Pioneers Association (PPA)—an association of plastics industry professionals interested in preserving the plastics industry's past.
Advising Communication In Finance, Jordan J. Schumann
Advising Communication In Finance, Jordan J. Schumann
Communication Studies
Communication is an important factor in relationships. When it comes to financial advising and the advisors’ relationship with their clients, it is no different. However, the driving factor of what makes a client choose one advisor over another remains in question. As such a question builds: what does an advisor do to maintain a client and promote gaining new ones? This study examines the experiences current advisors have had in their respective careers. To examine this topic, communication theories (Social Cognitive Theory, Source Credibility Theory, and Uncertainty Reduction Theory) are called upon to inform the outcomes of advisors' experiences. The …
Catching The Fast Payments Trend: Optimal Designs And Leadership Strategies Of Retail Payment And Settlement Systems, Zhiling Guo, Dan Ma
Catching The Fast Payments Trend: Optimal Designs And Leadership Strategies Of Retail Payment And Settlement Systems, Zhiling Guo, Dan Ma
Research Collection School Of Computing and Information Systems
Recent financial technologies have enabled fast payments and are reshaping retail payment and settlement systems globally. We developed an analytical model to study the optimal design of a new retail payment system in terms of settlement speed and system capability under both bank and fintech firm heterogeneous participation incentives. We found that three types of payment systems emerge as equilibrium outcomes: batch retail (BR), expedited retail (ER), and real-time retail (RR) payment systems. Although the base value of the payment service positively affects both settlement speed and system capability, the expected liquidity cost negatively impacts settlement speed, and total transaction …
The Effect Of Firm-Controlled Store Type Touchpoints On Customer’S Discrete Emotions: An Exploratory Study On Physical Store & Online Store, Jyro B. Triviño
The Effect Of Firm-Controlled Store Type Touchpoints On Customer’S Discrete Emotions: An Exploratory Study On Physical Store & Online Store, Jyro B. Triviño
Leadership and Strategy Faculty Publications
Customer experience is a broad and multi-dimensional phenomenon, which currently divides academic scholars in terms of constructs and measurement. This study aims to examine some acceptable yet under-measured customer experience constructs already developed. The comparative exploration of the physical store and online store firm-controlled touchpoints seeks to identify differences or similarities in customers’ perceived affective response, which can help firms improve their current touchpoint design. Set in a business-to-customer context in the Philippines during a Covid-19 community quarantine, a total sample of 338 respondents evaluated their recent interaction during the purchase stage. A causal-comparative exploratory research design was utilized using …
Gauging The Effect Of Buyer Vs. Seller Initiation Of Customer Value Creation On Buyer Loyalty In Large B2b Sales Relationships, George Talbert, Earl D. Honeycutt Jr., Subhashish Samaddar
Gauging The Effect Of Buyer Vs. Seller Initiation Of Customer Value Creation On Buyer Loyalty In Large B2b Sales Relationships, George Talbert, Earl D. Honeycutt Jr., Subhashish Samaddar
Engaged Management ReView
This study addresses two central questions: Is it important to determine whether the salesperson or the buyer initiates value creation in large business-to-business (B2B) selling environments? Furthermore, does the mode of initiation – buyer or seller – later influence customer attitudes toward the sales interaction? Value creation is necessary for large B2B sales situations because customized solutions often are required to meet customer needs. This empirical study compares buyer and seller initiators of value creation in B2B dealings and analyzes which actor most positively affects customer perceptions. In a study of 142 senior-level managers at buyer organizations
who participated in …
Food Marketing: The Adverse Effects Of Food Advertisements And Media Messaging On Men, Women, And Children, Lindsay Arnolds
Food Marketing: The Adverse Effects Of Food Advertisements And Media Messaging On Men, Women, And Children, Lindsay Arnolds
Management Undergraduate Honors Theses
This thesis examines the impact of food marketing on different segments of the population in the United States. Specifically, the study focuses on the effects of food advertising on men, women, and children, with an emphasis on the ways in which marketing messages influence their food choices, attitudes, and behaviors. Through a comprehensive review of the literature and a survey of various participants, the thesis analyzes the various techniques used by food companies to target these groups, including packaging, labeling, and promotional strategies. Furthermore, it reviews studies on the effects of food advertising and media messaging on the physical and …
The Life Of Una Estudiante Americana: Here Y Allí, Madeline Kastel
The Life Of Una Estudiante Americana: Here Y Allí, Madeline Kastel
Honors Theses
The purpose of this study is to analyze the differences between studying Spanish at an American university, Western Michigan University, in Kalamazoo, Michigan to that of a study abroad program at La Universidad de Burgos, in Burgos, Spain in three main areas: teaching styles in classes, extracurricular activities and student experiences.
To begin this study, it is important to note the differences in demographics and available public transportation where each study took place: Kalamazoo, Michigan, USA and Burgos, Spain. In Kalamazoo, students have the option to use the city bus system, the Metro, for free, but tend to use their …
Impacts Of Information Channels On Consumer Decision Journey: Evidence From An Experience Durable Goods Industry, Chih-Wei Tsai
Impacts Of Information Channels On Consumer Decision Journey: Evidence From An Experience Durable Goods Industry, Chih-Wei Tsai
Dissertations and Theses Collection (Open Access)
With the emergence of various information technologies, how to reasonably layout in different touch points has become a crucial issue for the company in practice, especially for those experienced durable goods with greater uncertainty and decision complexity. The company seeks to leverage the limited budget to achieve the most efficient marketing strategies, and thus the most effective combination of information channels. On the other hand, consumers could be easily influenced by different information resources in the process of purchase decision-making, and their information search behavior will gradually change with their accumulation of knowledge, experience and distinctive search objectives. Therefore, this …
Impact Of The Digitized Sales Work Environment On Customer Orientation, Julia Rötzmeier-Keuper, Nancy Viola Wünderlich
Impact Of The Digitized Sales Work Environment On Customer Orientation, Julia Rötzmeier-Keuper, Nancy Viola Wünderlich
Association of Marketing Theory and Practice Proceedings 2023
Informed by appraisal theory, which highlights personal characteristics and resources as critical to the emergence of stress appraisal and adaptation (Lazarus & Folkman, 1984), our study poses the following questions:
- What characterizes the DSWE?
- What is the role of the DSWE in creating salesperson distress and eustress?
- How is a salesperson’s customer orientation/ value-based selling affected by the DSWE?
In our attempt to explore the potential up- and downsides of work environment digitalization and the appraisal of the pervasive use of Information Technology in everyday work, we adopted a qualitative approach. We combined information from qualitative interviews with B2B customer …
The Membership Business Model: Great For Business But What About Consumers?, Cara Peters, Bradley W. Brooks
The Membership Business Model: Great For Business But What About Consumers?, Cara Peters, Bradley W. Brooks
Atlantic Marketing Journal
Membership business models are increasingly prevalent, as they appear to be beneficial to companies. However, questions exist about the benefits of the membership business model to consumers. This paper examines consumer perspectives on the membership business model in the context of customer complaints related to Savage X Fenty’s business practices. Data were collected via 692 complaints posted to the Better Business Bureau website and analyzed according to protocols for phenomenology. Eight themes emerged from the data, beginning with membership sign-up and ending with being charged after-the-fact. The themes captured the different frustrations that consumers experienced with Savage X Fenty’s membership …
Covid's Positive Implications On Business-To-Business Salesperson Communication And Customer Interaction, Lucy Matthews, Diane R. Edmondson, Ryan Matthews, Frances Ann Stott, Tammy Bahmanziari
Covid's Positive Implications On Business-To-Business Salesperson Communication And Customer Interaction, Lucy Matthews, Diane R. Edmondson, Ryan Matthews, Frances Ann Stott, Tammy Bahmanziari
Atlantic Marketing Journal
This article aims to investigate the impact of the COVID-19 pandemic on industrial salesperson communication with buyers, specifically focusing on the positive outcomes. The authors use a qualitative data collection approach based on grounded theory. Thirteen executives, primarily from the transportation industry, were interviewed. Based on the executive interviews, this study develops the pandemic-induced customer interaction model for the industrial market, drawing from the Technology Acceptance Model (TAM) and innovation diffusion theory. This study is the first to examine the positive impacts of the COVID-19 pandemic on business-to-business sales organization communication. This study contributes to the literature through the creation …
Happy Campers Or Unhappy Prisoners: How Materialism Punishes Us In Lockdown Times, Banwari Mittal
Happy Campers Or Unhappy Prisoners: How Materialism Punishes Us In Lockdown Times, Banwari Mittal
Atlantic Marketing Journal
COVID-19 and the resulting lockdowns created an unprecedented upheaval in consumers’ daily lives and lifestyles. The purpose of this research was to understand the psychological experience of life under lockdowns and the role of individual difference variables in that experience. Using survey data from U.S. consumers, the research identified two opposite feelings, coexisting: happy camper feeling or unhappy prisoner feeling. Younger, lower income, and less educated consumers felt more like prisoners than campers. Ability to maintain life as usual, and positive pre-pandemic life conditions (health, social network, and job satisfaction) led to happy camper feelings. In contrast, pre-pandemic materialism led …
Power Dressing And Its Importance In Modern Democracy, Mansiben R. Patel, Dr. Catherine Amoroso Leslie
Power Dressing And Its Importance In Modern Democracy, Mansiben R. Patel, Dr. Catherine Amoroso Leslie
Undergraduate Research Journal for the Human Sciences
This research aimed to study the significance of Power Dressing in a modern democracy, by exploring the dynamics of clothing concerning the power it portrays for women holding influential positions in public office in a variety of countries throughout the world. This research accomplished its motive by collecting, reviewing, and analyzing scholarly articles, academic journals, newspapers, and current events which formed the foundation for data collection using a survey developed by the researchers. The analysis provided a platform for procuring knowledge of the association between Fashion and Politics, the concept of Women’s Power Dressing, and its significance in a modern …
Power Dressing And Its Importance In Modern Democracy, Mansiben R. Patel, Dr. Catherine Amoroso Leslie
Power Dressing And Its Importance In Modern Democracy, Mansiben R. Patel, Dr. Catherine Amoroso Leslie
Undergraduate Research Journal for the Human Sciences
This research aimed to study the significance of Power Dressing in a modern democracy, by exploring the dynamics of clothing concerning the power it portrays for women holding influential positions in public office in a variety of countries throughout the world. This research accomplished its motive by collecting, reviewing, and analyzing scholarly articles, academic journals, newspapers, and current events which formed the foundation for data collection using a survey developed by the researchers. The analysis provided a platform for procuring knowledge of the association between Fashion and Politics, the concept of Women’s Power Dressing, and its significance in a modern …
Consumer Shift: Examining Female Generation Y Consumers’ Activewear Consumption, Lauren Laporte
Consumer Shift: Examining Female Generation Y Consumers’ Activewear Consumption, Lauren Laporte
LSU Master's Theses
The onset of the Covid-19 pandemic resulted in a change to standard consumption patterns as consumers began prioritizing health and wellness, working remotely, and made a switch from material-based consumption practices to an experiential-value-based consumption mindset. Additionally, Covid-19 brought economic downturns, loss of jobs, and supply chain issues. Consequently, the activewear market demonstrated unclear results making it necessary to understand trends within the activewear market while also understanding consumer motivations to wear or not to wear activewear during these societal shifts. This research paper aims it’s focus on female members of Generation Y, a popular and growing market for activewear. …
The "Catch-22" Of Amazon's Argument To Function As An Auctioneer: The Implied Warranty Of Merchantability, Kyle A. Batson
The "Catch-22" Of Amazon's Argument To Function As An Auctioneer: The Implied Warranty Of Merchantability, Kyle A. Batson
St. Mary's Law Journal
No abstract provided.
Use Of Online Or Traditional Job Search Tools: Which Do Sales Students Prefer When Searching To Begin Their Post-College Graduate Careers-A Study Revisited, Linda G. Mullen, Randy S. Stuart, Michael Lee Thomas
Use Of Online Or Traditional Job Search Tools: Which Do Sales Students Prefer When Searching To Begin Their Post-College Graduate Careers-A Study Revisited, Linda G. Mullen, Randy S. Stuart, Michael Lee Thomas
Association of Marketing Theory and Practice Proceedings 2023
In 2019, a study was conducted to see if college students who studied/majored in professional sales, preferred digital media over face-to-face interactions for post-graduation careers searches. Results showed sales students used multiple methods during these searches. Although sales students engaged with digital media to land entry-level career positions, they still relied heavily upon traditional methods (i.e., college/university career fairs/services, internships, etc.). In March of 2020, as Covid-19 moved just about everyone online, the authors were interested in seeing whether the increased use and familiarity with digital media changed sales students’ preference for and use of job search tools.
This follow-up …
Forecasting Airport Transfer Passenger Flow Using Realtime Data And Machine Learning, Xiaojia Guo, Yael Grushka-Cockayne, Bert De Reyck
Forecasting Airport Transfer Passenger Flow Using Realtime Data And Machine Learning, Xiaojia Guo, Yael Grushka-Cockayne, Bert De Reyck
Research Collection Lee Kong Chian School Of Business
Problem definition: In collaboration with Heathrow airport, we develop a predictive system that generates quantile forecasts of transfer passengers’ connection times. Sampling from the distribution of individual passengers’ connection times, the system also produces quantile forecasts for the number of passengers arriving at the immigration and security areas. Academic/Practical relevance: Airports and airlines have been challenged to improve decision-making by producing accurate forecasts in real time. Our work is the first to apply machine learning for predicting real-time quantile forecasts in the airport. We focus on passengers’ connecting journeys, which have only been studied by few researchers. Better forecasts of …
Shaping Millennials’ Attitudes Towards Luxury Brands In International Cities: The Case Of Abu Dhabi, Zeina Mazloum
Shaping Millennials’ Attitudes Towards Luxury Brands In International Cities: The Case Of Abu Dhabi, Zeina Mazloum
BAU Journal - Society, Culture and Human Behavior
This study aims to investigate the impact of two intrinsic motives (perceived self-identity and perceived self- status) and two other extrinsic motives (celebrities and social media presence) on millennials' attitudes towards luxury brands; ultimately reflecting on their buying intention. Illustrated through a conceptual framework model, results reveal that intrinsic motives strongly influence millennials' attitudes while extrinsic motives slightly influence their attitudes towards luxury brands; both resulting in molding millennials' buying intention correspondingly.
Factors Affecting Consumers’ Purchase Intentions Towards Recycled Products, Sherine Esmat
Factors Affecting Consumers’ Purchase Intentions Towards Recycled Products, Sherine Esmat
Theses and Dissertations
The work executed addresses the status of recycling industry in Egypt and its relation to the current sustainability trends as well as climate change issues. It also identifies the main concerns of consumers when purchasing recycled products. Consequently, identifies the key pillars that need to be applied or communicated with the target consumers to enhance the concept of selling recycled products and increase its market share. Since this industry is significantly broad, the focus of the study was only on recycled PET plastic bottles (rPET), this is to ensure attaining accurate and reliable results.
An interview and a site visit …