Sales and Merchandising Commons^™

Dual Diffusion: Analysis And Implications For Sales Force Management, Madhavan Parthasarathy, Ravipreet S. Sohi, Ronald D. Hampton

Department of Marketing: Faculty Publications

Retail resistance to an innovation can hamper its supply to consumers, thereby influencing product adoption behavior. Given this, a dual diffusion process consisting of both retail and consumer adoption is more appropriate in today's dynamic marketplace. Sales emphasis by manufacturers can strongly influence retail and consumer adoption behaviors, which would be reflected in the shapes of their respective patterns. In this paper, the authors examine the nature of retail adoption and its impact, both positive and negative, on consumer adoption. Following this, they present a strategic framework that lays out the sales management implications of the dual diffusion process.

Ua37/21/2 Research Interview, William Jenkins, Suzanne Hansen

Faculty/Staff Personal Papers

Research interview with Suzanne Hansen owner-operator of Recycled Revolution. The tape has quite a lot of background noise which occasionally make it difficult to hear what is being said.

For more information regarding Recycled Revolution see:

• Apodaca, Rose. New-Age Junkies, Los Angeles Times, 4/23/1993.

• Kelly, John. Bowling Green Firm Turns Old Junk Into Fashion, Kentucky News Era, 11/1/1993

An Empirical Investigation Of The Evaluative Criteria Of Industrial Buyers, Daniel H. Mcquiston, Rockney G. Walters

Scholarship and Professional Work - Business

A factor analytic methodology is used to measure and interpret the evaluative criteria used by the functional roles represented in an industrial decision making unit during their consideration to purchase a piece of capital equipment. The results of the study indicate that the criteria employed by each decision maker during the evaluation of this equipment varied by functional role. The attributes contained in each evaluative dimension were directly related to each functional role primary job responsibility.

Bond Valuation, Millard Wessel

Bachelors’ Theses

In the investment field today, the thing most strikingly noticeable is the lack of knowledge of the principles back of investment. This is brought out more clearly day by day as the number of business failures multiply. The purpose of this paper is to show to the investor the methods used and advocated by expert financiers and accountants on the general sμbject of bond valuation. The subject of bond valuation includes: A. The Problem of Amortization. B. Calculation of the Purchase Price of a Bond. C. Determination of the Investment Rate. D. The Treatment of Bonds Redeemable in Installments.