Sales and Merchandising Commons^™

Generative Ai’S (Genai) Impact On Sales Performance: An Empirical Study On Business-To-Business Sales Process, Michael Rodriguez, Michael Rodriguez, Mike Krush, Dawn Deeter-Schmelz

Atlantic Marketing Association Proceedings

No abstract provided.

Development Of Artificial Intelligence (Ai) Utilization Scale In Business To Business (B2b) Sales Process And Conceptual Model: Exploratory Study, Michael Rodriguez

Atlantic Marketing Association Proceedings

No abstract provided.

Buyer-Seller Relationships In The Post-Pandemic Era, Stephen Carlson, Morgan Sales

Atlantic Marketing Association Proceedings

No abstract provided.

A Psychometric Evaluation Of The Derailment Scale, Brian R. Kinard, Subhra Chakrabarty

Atlantic Marketing Association Proceedings

No abstract provided.

How Does Product Experience Influence The Helpfulness Of Photo-Enhanced Reviews?, Bridget Satinover Nichols, Anh Dang

Atlantic Marketing Association Proceedings

No abstract provided.

Person-Supervisor Fit Antecedents: Self-Determination Theory In Salesforce Turnover Intention, Ilgım Dara Benoit, Jeffrey R. Foreman, Bonnie S. Guy

Atlantic Marketing Association Proceedings

No abstract provided.

Selling In The Digital Era: The Power Of Artificial Intelligence, George Morrone Iv, Monica Wei, Rex Mcclure

Atlantic Marketing Association Proceedings

No abstract provided.

Emotional Intelligence Training For Salespeople And Sales Managers, Charles D. Shepherd, Tracey Honeycutt Sigler

Atlantic Marketing Association Proceedings

No abstract provided.

Brokerage Competition In Demographically Differing Neighborhoods: A 25-City Study, Jason Beck

Atlantic Marketing Association Proceedings

No abstract provided.

Counterproductive Work Behaviors To Cope With Person-Organization Misfit, Subhra Chakrabarty, Brian R. Kinard

Atlantic Marketing Association Proceedings

No abstract provided.

Insights On How To Align Sales Curriculum With The Modern Sales Environment, Lisa Scribner, Duleep Delpechitre, Matthew Lastner

Atlantic Marketing Association Proceedings

No abstract provided.

Generative Artificial Intelligence In Professional Selling Course: The Art (And Science) Of Prompt Engineering, Michael Rodriguez, Kevin Trainor, Michael Rodriguez

Atlantic Marketing Association Proceedings

No abstract provided.

Examining The Long-Term Impacts Of The Covid-19 Disruptions On B2b Selling: A Review And A Scenario Analysis Framework For Planning, Memo Diriker, Denny Mccorkle, Joe Alexander

Atlantic Marketing Association Proceedings

No abstract provided.

Analysis Of Consumer Response To Online Same-Day Grocery Delivery Service: The Case Of Korea, Hyun Sang An, Arim Park, Ju Myung Song, Christina Chung

Atlantic Marketing Association Proceedings

No abstract provided.

Did Covid-19 Make Professional Sales Obsolete In Business-To-Business Transactions?, Laura Robinson

Atlantic Marketing Association Proceedings

No abstract provided.

Small Value-Add Local Food Retailer’S Covid-19 And Post-Covid-19 Strategies, Timothy Schauer

Atlantic Marketing Association Proceedings

No abstract provided.

More Insight, More Impact: Co-Teaching As A Catalyst For Engagement In Sales Education, William Bergman Mr., Jeffrey Carlson Dr.

Atlantic Marketing Association Proceedings

No abstract provided.

Defying Conventions: The Marketing Alchemy Of Transforming 'Ugly' Into Iconic, Monisha Gupta, Rex Evans Mcclure

Atlantic Marketing Association Proceedings

No abstract provided.

Social Media And University Enrollment: Can Social Media Be Used To Raise Awareness Of University Programs?, Hannah Nicole Starnes, Kelly Green Atkins

Atlantic Marketing Association Proceedings

No abstract provided.

How To Overcome Emotional Exhaustion In Sales Settings, Lucy Matthews, Diane R. Edmondson

Atlantic Marketing Association Proceedings

No abstract provided.

Are Women’S Sales Skills Better Than Men’S?, Scott A. Inks, Aberdeen Leila Borders, Deborah Lester, Terry W. Loe

Atlantic Marketing Association Proceedings

No abstract provided.

Corporate Social Responsibility In The B-2-B Market, Susan Saurage-Altenloh, Perry Haan

Atlantic Marketing Association Proceedings

Organizations that invest in corporate social responsibility (CSR) to improve the quality of a community or population expect a return on their investment in the form of improved brand reputation and greater consideration in the competitive environment. Homburg, Stierl, and Bornemann (2013) determined that targeted CSR activities could enhance trust and identification by organizational customers, thus fostering customer loyalty. The authors confirmed that CSR influenced client trust through loyalty and that integrating instrumental stakeholder theory with social exchange theory undergirded this link between CSR and trust. Maignan and Ferrell (2004) exhorted marketers to focus beyond consumers to other stakeholder groups …

Qualitative Data Mining And Sensitivity Analysis, Brian R. Kinard

Atlantic Marketing Association Proceedings

In today’s consumer centric environment, there is no shortage of outlets for consumers to express their level of satisfaction with a company, employee, product and/or service. For instance, websites such as Amazon, Rotten Tomatoes, TripAdvisor, Yelp, and Expedia allow customers the opportunity to provide feedback specific to a product, service, and/or organization. Such feedback is vitally important to business firms, as customer reviews are shown to be more trustworthy than descriptions that come direct from manufacturers. For instance, 73 percent of people trust online reviews and 63 percent of people actively seek out online reviews when making a purchase decision. …

Business Framing For Analytics, Beverly Wright

Atlantic Marketing Association Proceedings

Both the academic and business practitioner communities are faced with the challenges of discovery, innovation, and constant learning of their field, particularly within the marketing discipline, where content, processes, and even structure are dynamic in nature, with constantly evolving interests and focus. A solid research agenda with excellent analytics to address pertinent business questions is crucial for successfully expanding our understanding of the marketing function.

Perceived Value E-Ticketing As Sports Entertainment Options, Amber A. Smith-Ditizio

Atlantic Marketing Association Proceedings

Through the advantages of online and electronic ticketing services, the sporting entertainment industry has been able to increase the production and effectiveness of their customer relation management department. While simultaneously minimizing and perfecting the current concerns of electronic ticketing such as; costs, safety measures to both consumers and companies, delivery modes, comparisons to traditional ticket services, and technological sophistication. An empirical study of business professionals in the Pittsburgh, Pennsylvania metropolitan area revealed that age, amount of disposable income, and education were not predictive of the degree of customer satisfaction derived from the use of e-ticketing for sports events, possibly pointing …

Dynamic Pricing In Major League Baseball Tickets: Issues And Challenges, John T. Drea, Andrew Nahlik

Atlantic Marketing Association Proceedings

A rapidly growing trend in the business of professional sports is the use of dynamic pricing as a tool for maximizing revenue generation. Dynamic pricing (DP) is defined as a system in which prices respond to supply and demand pressures in a real time (or nearly real time) manner (Sahay 2007). American Airlines is credited with the first widespread use of DP as a pricing tool to handle the mismatches in supply and demand for certain flights (McAfee & te Velde 2006). DP has spread to numerous other industries, including entertainment, hotels, manufacturing to order, and lately, to Major League …

Branding Gender In Sport: A Visual-Rhetorical Analysis Of The Branding Of Roller Derby, Tylean Coleman, Jon Littlefield

Atlantic Marketing Association Proceedings

Branding a sport has a significant effect on its reception by the public, particularly for sports that are newer or for which consumer awareness is less. Hence, how a sport is positioned to potential spectators will likely play a key role in its success. Roller derby has been a part of American cultural landscape since the 1880’s and took its modern form during the Great depression. Historically, it involved women competing for points circling a flat track, and was primarily target to working class spectators. Over the last few decades, however, roller derby has experienced a resurgence in popularity due …

Cutting The Cord: An Examination Of Changing Tv Viewership, John Crawford

Atlantic Marketing Association Proceedings

On October 2, 1925, John Baird successfully transmitted the first television image. Since the early days of the new medium, television technology has constantly changed. Similarly, as the decades have passed the means for receiving television programming has also changed. Today, programs are delivered to millions of customers via cable connections and by satellite transmissions as those technologies were chosen by consumers to replace antennas as a means for receiving signals. The newer delivery mechanisms also provided many more channels to consumers compared to the handful of channels they could access in the antenna-only days.

The television programming delivery industry …

Removing The Undesirables: A Case Study, William K. Foxx, Melissa C. Northam, Corlette S. Burns

Atlantic Marketing Association Proceedings

The lodging industry has been particularly challenged by the bed bug’s resurgence. Bed bugs are primarily associated with places where people sleep and most of these places are properties associated with the lodging industry such as hotels, motels and bed & breakfasts.

In the United States, this industry is massive.

Examining The Role Of Impact Factors: Publications Strategies: What Are Your Career Goals And What Do You Want To Accomplish?, Alan D. Smith

Atlantic Marketing Association Proceedings

The classical reasons for publishing include benefit for the community and humanity, new knowledge, integration or packaging of knowledge for distribution, benefit for yourself in terms of recognition and merit, learning, self-esteem and confidence, and must keep my job (short-term vs. long term). Some of the questions that I will attempt to discuss and resolve in this special session are the following: How do I determine where I should publish? How do I develop a plan to publish? How do I prepare a manuscript to a journal or a conference? How do I write different genres of research articles and …