Sales and Merchandising Commons^™

Herding And Anchoring In Macroeconomic Forecasts: The Case Of The Pmi, John B. Broughton, Bento J. Lobo

Business Faculty Articles and Research

We test if analysts display multiple biases in forecasting the Institute for Supply Management’s (ISM) manufacturing Purchasing Manager’s Index (PMI). We adopt a test that does not require knowledge of the forecaster’s prior information set and is robust to rational clustering, correlated forecast errors and outliers. We find that analysts forecast the PMI poorly and display multiple biases when forecasting. In particular, forecasters anti-herd and anti-anchor. Anti-herding supports a reputation-based notion that forecasters are rewarded not only for forecast accuracy but also for being the best forecast at a single point in time. Anti-anchoring is consistent with forecasters overreacting to …

Sales And Operations Planning (S&Op): A Group Effectiveness Approach, Scott C. Ambrose, Brian N. Rutherford

Publications

Sales and Operations planning (S&OP) is an approach meant to help firms achieve demand and supply balance, yet experts agree that it has fallen short on delivering anticipated benefits. Carried out by cross-functional teams, S&OP entails getting people from different thought worlds, especially sales, aligned around common goals. Despite ample practitioner guidance, there is a dearth of scholarly research indicating pathways to success. Using a group effectiveness theoretical framework, this study identifies both internal team factors and contextual influencers that are predictors of S&OP effectiveness. Perspectives were captured from S&OP team members across a wide cross-section of industries representing sales …

Male Breadwinner Ideology And The Inclination To Establish Market Relationships: Model Development Using Data From Germany And A Mixed-Methods Research Strategy, Michaela Haase, Ingrid Becker, Alexander Nill, Clifford J. Shultz Ii, James W. Gentry

Department of Marketing: Faculty Publications

A pattern found in many marketing systems, “male breadwinning,” is contingent upon overlapping and shared ideologies, which influence the economic organization and thus the type and number of relationships in those systems. Implementing a mixed-methods research methodology, this article continues and extends previous work in macromarketing on the interplay of markets, ideology, socio-economic organization, and family. A qualitative study illuminated the main ideologies behind male breadwinning and a model was developed to advance the theoretical analysis of the phenomenon of male breadwinning. An experiment in the form of a vignette study was subsequently designed and administered. The qualitative study and …

By Any Other Name: Image Advertising And The Commercial Speech Doctrine In Jordan V. Jewel, Kelly Miller

Loyola of Los Angeles Entertainment Law Review

This Comment focuses on the commercial speech doctrine as applied to modern advertising strategies, specifically, corporate image advertising. It centers on the recent litigation between basketball superstar Michael Jordan and a Chicago-area grocery chain, Jewel-Osco. When Michael Jordan was inducted into the Basketball Hall of Fame, Jewel-Osco was invited to submit a congratulatory ad for a commemorative issue of Sports Illustrated devoted exclusively to Jordan’s career and accomplishments. Because Jordan had spent the bulk of his storied professional basketball career with the Chicago Bulls, the ad seemed a natural fit. Jordan, who did not give permission for his name to …

A Game Theory Analysis Of Team Based Incentivization In Retailing, Don Shemwell

Atlantic Marketing Association Proceedings

The connection between incentives and outcomes has long found consistent support in management literature generally (Bartol and Hagmann 1992; Miller & Schuster 1993; Swinehart 1986) and retailing in particular (Banker et al. 1996; Team Pay Case Studies 1997). Later meta-studies strongly support this view. (Condly, Noe and Jackson 2002; Garbers and Konradt 2014). Yet, providing performance-based incentives, at least for rank and file retail employees, still is not common in U.S. retailing and team-based incentives are even rarer.

The next section of this manuscript describes some of the issues with individualized commissions, which though not prevalent in a many product …

Collegiate Competition And The Propensity For Gender Bias, Deborah H. Lester, Aberdeen Leila Borders, Terry W. Loe, Keith Tudor

Atlantic Marketing Association Proceedings

Since the dawn of time gender has played a starring role in human behavior. The behavioral implications of an individual’s sex have permeated research findings in a wide variety of academic disciplines. This preliminary investigation will explore the concept and definition of gender, gender bias, and gender stereotype on actions and conduct. Specifically, this inquiry will determine the scope and types of gender bias/stereotypes that exist in the business world with a primary concentration on the area of professional sales. The ultimate objective is to discover the type and level of influence a person’s gender contributes to evaluation, performance and …

College Students Use Social Networking Sites For Sharing With Friends, But Guess Who Else Is Looking?, Liz Alexander, Fred Mader, Deanna Mader

Atlantic Marketing Association Proceedings

Jobvite, a recruiting platform for the social web, reports from their annual 2012 survey of recruiters that 92% of U.S. companies are using social networking sites (SNS) for hiring purposes (Jobvit, 2012). Career Builder reported in 2009 that 45% of employers were using SNS to screen and research applicants (CareerBuilder, 2009). It is important that faculty and support staff working to place students, and the students themselves, understand the developments and practices in the use of social networking sites for job search and recruiting and the best methods, as well as detriments when marketing themselves. This study examines corporate recruiters’, …

Profile Of Corporate Social Media Consumer Segments, Beverly Wright, Aberdeen Leila Borders, Paul H. Schwager, S. Scott Nadler

Atlantic Marketing Association Proceedings

The trade and academic literature is replete with commentary about the need for companies to develop promotional strategies and to adopt media platforms that are more engaging and conversational with customers than the traditional top-down company directed one-way communication strategies of the past (Thomas, Peters, Howell and Robbins, 2012; Foster, West and Francescucci 2011; Deighton and Kornfeld, 2009). This viewpoint is supported by Christodoulides (2008) who reported that many customers view information about a company or brand that they obtained from blogs, social networking sites and the like as being more relevant, believable and important to them in their interactions …

The Clothing Swap: Social, Sustainable, And Sacred, Mary M. Long, Deborah Fain

Atlantic Marketing Association Proceedings

While there is much focus on recycling household waste such as paper, plastic, and metal, there is less focused attention on the waste produced by clothing and textiles. As noted by Joung (2013), consumers dispose of clothes by recycling, donating to charities, or giving to friends and family. But when individuals are not motivated to do this or are unaware of recycling options, they simply discard unwanted clothing where it ends up in landfill sites.

Motives for recycling clothes can range from altruistic (e.g., donating to a clothing drive for the poor or victims of a natural disaster) to economic …

7 Tips To Grow Your Rural Business With Purpose And Meaning, Connie I. Reimers-Hild, Alyssa Dye

Community Vitality Initiative

No one can predict the future; however, rural entrepreneurs and business owners can use a future-focused leadership approach, which includes examining megatrends, to shape the future of their businesses. Megatrends are global shifts that influence society, the economy and the environment. The purpose of this article is to help rural entrepreneurs discover ways to grow their businesses with Living with Purpose and Meaning Megatrend.

Dispersion Of Marketing Capabilities: Impact On Marketing’S Influence And Business Unit Outcomes, Michael T Krush, Ravipreet Sohi, Amit Saini

Department of Marketing: Faculty Publications

The marketing function of firms continues to evolve into many configurations, including the dispersion of marketing capabilities. This study evaluates the effects on the marketing function’s influence when marketing capabilities are dispersed across multiple boundaries. Using a sample of marketing executives, we study the effects of two forms of marketing capabilities dispersion: intra-organizational dispersion and inter-organizational dispersion. We examine the impact of these forms on marketing’s perceived influence within the firm. We also investigate marketing’s influence on customer responsiveness, along with three distal outcomes: marketing strategy implementation success, relationship portfolio effectiveness, and business unit performance. Our findings reveal that marketing’s …

Should Event Organisers Prevent Resale Of Tickets?, Singapore Management University

Perspectives@SMU

Letting scalpers into the action can help event organisers boost revenue, but a ticket option – like a stock option – is the best win-win solution

Relational Behavior Of Leaders: A Comparison By Vocational Context, G. Ronald Gilbert, Robert C. Myrtle, Ravipreet S. Sohi

Department of Marketing: Faculty Publications

Organizational researchers widely acknowledge that positive relational behavior is associated with leadership effectiveness. In this exploratory study, we seek to extend previous research examining contextual factors that influence leadership style based on the characteristics of person–vocation fit. Using information derived from a 360° assessment that included one’s top managers, peers, and subordinates (N = 934), we find that leaders working in settings that attract Holland’s Social (S) types demonstrate more positive relational behavior than those who work in Realistic (R) type work settings. Our research also indicates that the relationship between leadership style and perceived effectiveness varies based on …

Deception In Cosmetics Advertising: Examining Cosmetics Advertising Claims In Fashion Magazine Ads / 化妆品广告中的欺骗:分析时尚杂志广告中的化妆品广告, Jie G. Fowler, Timothy H. Reisenwitz, Les Carlson

Department of Marketing: Faculty Publications

The FDA has only focused upon the physical safety of cosmetics and has ignored the significant reasonability of advertising claims. As such, the present article is intended to examine/ascertain the extent to which cosmetics claims contain deceptive content in fashion ads. Through a content analysis, the study reported herein revealed that cosmetics claims were not evenly distributed. To that end, the preponderance of the claims appeared to be described primarily by three categories (scientific, performance and subjective). The results also showed that more cosmetics claims were classified as deceptive than were deemed as acceptable. Close examination of these trends revealed …

A Comparative Analysis Of Training, Mentoring And Coaching In The Sales Environment: Evaluating The Impact Of Personal Learning On Role Ambiguity And Organizational Commitment, Shalonda K. Bradford

Dissertations, Theses and Capstone Projects (Full IR Collection)

The move towards a more knowledge-intensive sales market has increased the complexity of the sales job. Salespeople must continuously learn and grow to meet the evolving demands of the job. A critical concern for organizational leaders becomes identifying learning strategies to encourage salespeople to apply what they learn. Researchers have advanced multiple studies on the learning needs of salespeople, yet there is not a consensus as to the most effective mechanisms to increase learning transfer in the sales environment. To determine which knowledge tools better prepare the sales force for success, this study investigates whether training, mentoring and/or coaching is …

Status Of And Future Recommendations For Country-Of-Origin Research, Katie Post

Honors Projects

This research investigates whether country-of-origin (COO) cues have an effect on consumer purchase intentions, based on a review of prior literature published in the EBSCO and Summon databases. The findings of these articles show that COO cues do not, on their own, have an effect on consumer purchase intentions; but do have some effect on consumer attitudes/feelings toward the product. Future research has much to offer in terms of identifying whether COO cues have an effect on consumers’ purchase intentions for specific products, or specific types of products.

The Curvilinear And Conditional Effects Of Product Line Breadth On Salesperson Performance, Role Stress, And Job Satisfaction, Jeff Johnson, Ravipreet S. Sohi

Department of Marketing: Faculty Publications

The impact of how product line breadth affects a salesperson is unclear in the existing literature. While numerous product lines can provide certain benefits to the salesperson, they may also have a dark side. This research examines the impact of number product lines handled by the salespeople on their performance, role stress, and job satisfaction. Based on role and schema theories, we test a series of curvilinear and conditional effects, using data collected from salespeople across multiple industries. Our analysis indicates non-linear relationships between number of product lines handled by the salesperson and salesperson performance and role stress. Further, these …

Design, Fabrication And Manufacturing Analysis Of A Rollover Protection System, Nikolas Paris

BioResource and Agricultural Engineering

This senior project discusses the design, fabrication and manufacturing analysis of a rollover protection system specifically designed for early body style Ford Broncos (1966-1977). The rollover protection system, or roll cage, is an integral safety feature on vehicles which commonly encounter extreme terrain conditions. Many vehicles which attempt to traverse terrain such as this are not always properly equipped with a rollover protection system. This is the case with the early body style Ford Bronco. This system will be designed to market the niche of early bronco parts.

Competition And Price Wars In The U.S. Brewing Industry, Jayendra Gokhale, Victor J. Tremblay

Accounting, Economics, Finance, and Information Sciences - Daytona Beach

The behavior of the macro or mass-production segment of the U.S. brewing industry appears to be paradoxical. Since the end of Prohibition in 1934, the number of independent brewer has continuously declined while the major national brewers, such as Anheuser-Busch, Miller, and Coors, have gained market share. In spite of this decline in the number of competitors, profits and market power have remained low in brewing. Iwasaki et al. (2008) explain this result by providing evidence that changes in marketing and production technologies favored larger brewers and forced the industry into a war of attrition, in which only a handful …

F.A.C.E.S. (Faculty Academic Community Education Showcase): Professional Growth Experiences In A Career University, Paul J. Colbert, Ph.D.

MBA Faculty Conference Papers & Journal Articles

Institutes of higher education exist for the purpose of developing, fostering, nurturing, and stimulating the intellectual growth and development of students. The core values of a college education provide students conceptual and practical educational opportunities that focus on improving their skills and knowledge. These skills and knowledge translate into purposeful, real-life learning experiences. However, in the academic community, learning is not restricted to students. Faculty, too, must be supported and provided opportunities for personal and professional growth and development. Although professional development is not a novel concept in the education profession, schools often take up the gauntlet, but fall short …

Purchasing Power Of Credit, Social Mobility, And Economic Mobility, Lawrence P. Shao, Ralph E. Mckinney Jr., Dale H. Shao

Management Faculty Research

Because barriers to wealth and limitations on purchasing power have a negative effect on career mobility, individuals planning their careers need to understand the factors that may influence their long term job prospects and attainable career goals. This paper takes a qualitative approach to examine how purchasing power can limit social and economic mobility. While occupational choice provides a primary path to wealth accumulation and access to social networks, financial decisions and other influences can limit career, social, and wealth building opportunities.

Consumer Perceptions Of Third Party Product Quality Ratings, Peter De Maeyer, Hooman Estelami

Research Collection Lee Kong Chian School Of Business

Consumers increasingly rely on product quality information provided by third-party product ratings organizations. These organizations undertake the task of examining and testing competing products in the marketplace, establishing the level of quality associated with each product, and communicating this information to consumers. Despite the important role of product quality ratings in consumer decisions little research has been conducted to establish the factors which may influence consumer perceptions of these ratings. This paper examines the role of the information content provided by product quality ratings organizations on consumer perceptions. Furthermore, the influence of contextual variables, namely information cost, product category and …

Regret Aversion In Reason-Based Choice, Terry Connolly, Jochen Reb

Research Collection Lee Kong Chian School Of Business

This research examines the moderating role of regret aversion in reason-based choice. Earlier research has shown that regret aversion and reason-based choice effects are linked through a common emphasis on decision justification, and that a simple manipulation of regret salience can eliminate the decoy effect, a well-known reason-based choice effect. We show here that the effect of regret salience varies in theory-relevant ways from one reason-based choice effect to another. For effects such as the select/reject and decoy effect, both of which were independently judged to be unreasonable bases for deciding, regret salience eliminated the effect. For the most-important attribute …

Ovulation, Female Competition, And Product Choice: Hormonal Influences On Consumer Behavior, Kristina M. Durante, Vladas Griskevicius, Sarah E. Hill, Carin Perilloux, Norman P. Li

Research Collection School of Social Sciences

Recent research shows that women experience nonconscious shifts across different phases of the monthly ovulatory cycle. For example, women at peak fertility (near ovulation) are attracted to different kinds of men and show increased desire to attend social gatherings. Building on the evolutionary logic behind such effects, we examined how, why, and when hormonal fluctuations associated with ovulation influenced women's product choices. In three experiments, we show that at peak fertility women nonconsciously choose products that enhance appearance (e.g., choosing sexy rather than more conservative clothing). This hormonally regulated effect appears to be driven by a desire to outdo attractive …

The Prevalence And Influence Of The Combination Of Humor And Violence In Super Bowl Commercials, Benjamin J. Blackford, James W. Gentry, Robert L. Harrison, Les Carlson

Department of Marketing: Faculty Publications

The growing concern over violence in the media has led to vast amounts of research examining the effects of violent media on viewers. An important subset of this research looks at how humor affects this relationship. While research has considered this subset in television programming, almost no research has explored this in the context of advertising. This paper builds on the little research that exists by examining the effects of combining humor and violence, as well as the theoretical approaches that underlie these effects. A content analysis is conducted to identify the prevalence of violence, humor, and the combination of …

Observational Study Of Retail Wine Venues In San Luis Obispo In Relation To Shelf Space And The Amount Of Wine Sold, J. (James) Calvin Mead

Agribusiness

This study was conducted in order to gain valuable information related to the retail wine industry and find similarities and differences in wine shelf space from store to store. All the stores were unique to some degree, but they also shared several aspects of the wine display. For example, some stores were similar in relation to the number of wine brands they offered, structure of the wine displays, prices of wines, types of promotions, types of packaging, number of sections based on varietals or countries, and overall ratings. Averages, frequencies, one-way analyses, multiple comparisons, and descriptive statistics were all calculated …

Developing A Culturally Responsive Classroom Collaborative Of Faculty, Students, And Institution, Paul J. Colbert

MBA Faculty Conference Papers & Journal Articles

Culture is integral to the learning process. It is the organization and way of life within the community of students and teachers and directs the way they communicate, interact, and approach teaching and learning. Although founded in particular values and principles, the academy, like most organizations, is impacted day-to-day by its culture. Yet, the traditional higher education institution has not been designed to operate within a racially or ethnically diverse student population. The social, political, economic, and cultural forces that support the institution influence the teaching and learning environments. To better address cultural diversity in the classroom, faculty must first …

What Makes Strategy Making Across The Sales-Marketing Interface More Successful?, Avinash Malshe, Ravipreet S. Sohi

Department of Marketing: Faculty Publications

Extant research on marketing strategy making (MSM) lacks process-based theoretical frameworks that elucidate how marketing strategies are made when sales and marketing functions are involved in the process. Using a grounded theory approach and data collected from (a) 58 depth interviews with sales and marketing professionals and (b) a focus group with 11 marketing professionals, we propose that MSM within the sales-marketing interface is a three-stage, multifaceted process that consists of Groundwork, Transfer and Follow-up stages. Our process-based model explicates the specific activities at each stage that are needed to develop and execute marketing strategies successfully, the sequence in which …

A Trust-Based Consumer Decision-Making Model In Electronic Commerce: The Role Of Trust, Perceived Risk, And Their Antecedents, Dan J. Kim, Donald L. Ferrin, H. Raghav Rao

Research Collection Lee Kong Chian School Of Business

Are trust and risk important in consumers' electronic commerce purchasing decisions? What are the antecedents of trust and risk in this context? How do trust and risk affect an Internet consumer's purchasing decision? To answer these questions, we i) develop a theoretical framework describing the trust-based decision-making process a consumer uses when making a purchase from a given site, ii) test the proposed model using a Structural Equation Modeling technique on Internet consumer purchasing behavior data collected via a Web survey, and iii) consider the implications of the model. The results of the study show that Internet consumers' trust and …

Microeconomics Of Brand Loyalty: Learning, Switching, And Uncertainty, Ronia Ahmed Moustafa Hawash

Archived Theses and Dissertations

In a world of competition, loyalty to a particular brand has a significant role in the behaviour of economic agents and the outcome of markets. The objective of this thesis is to examine the microeconomics of brand loyalty from three dimensions: consumer learning by using markets with switching costs, and uncertainty in product quality. The various methodologies used are based on extensions, modeling, and integrative analysis of some works in the literature, most notably those of Klemperer, Pepall, Thisse, Gabszewicz, Schwartz and Wilde, and Tirole. Brand loyalty arising from the above mentioned perspectives is tackled via three models. The first …