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2020

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Full-Text Articles in Sales and Merchandising

Implementation Of Green Marketing Concept Throughsocial Media Activities: A Systematic Literature Review, Elnur Nabivi Dec 2020

Implementation Of Green Marketing Concept Throughsocial Media Activities: A Systematic Literature Review, Elnur Nabivi

Journal of Marketing and Consumer Behaviour in Emerging Markets

The last century’s industrial and technological development has led to the growth of environmental problems such as global warming, climate changes, water, air, and ground pollution. The awareness of modern consumers about these issues is growing, and companies respond by using “green marketing” strategies. Green marketing refers to the development and marketing of products that are considered environmentally safe. Furthermore, the extensive use of the Internet and increasing social media’s importance in recent years forced brands to communicate with consumers in this way. In this study, these two mega-trends influencing contemporary consumer behavior were combined: social media and green marketing. …

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Influence Of Convenience, Time-Savings, Price, And Product Variety On Amazon Prime Members And Non-Prime Shoppers’ Online Apparel Purchase Intention, Md Rashaduzzaman Dec 2020

Influence Of Convenience, Time-Savings, Price, And Product Variety On Amazon Prime Members And Non-Prime Shoppers’ Online Apparel Purchase Intention, Md Rashaduzzaman

Department of Textiles, Merchandising and Fashion Design: Dissertations, Theses, and Student Research

The number of internet users and online shoppers in the United States has grown at an incredible rate over the past few decades. Greater convenience and availability of a wide assortment of apparel products at a cheaper price made online shopping very enticing to consumers. Amazon.com (Amazon) gained unprecedented popularity among consumers with its Amazon Prime program. Amazon’s retail revolutions changed consumer’s way of shopping and expectations. Both online and physical store retailers are facing tremendous pressure to fulfill that level of expectation. Thus, it is essential for retailers clearly understand the shopping expectations and preferences of Amazon Prime members …

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Together We Stand: The Solidarity Effect Of Personized Sellers On Essential Workers, Katina Kulow, Kara Bentley, Priyali Rajagopal Dec 2020

Together We Stand: The Solidarity Effect Of Personized Sellers On Essential Workers, Katina Kulow, Kara Bentley, Priyali Rajagopal

Business Faculty Articles and Research

The current research examines how products from personized sellers operate as a source of social support and solidarity for essential workers who are experiencing elevated levels of occupational stress since the advent of COVID-19. A series of experiments show that consumers who view themselves as essential workers prefer products from personized sellers (e.g., Etsy) compared to nonpersonized sellers (e.g., Amazon). These effects are driven by higher feelings of solidarity made salient by the personized seller. Our findings document a novel way by which consumers who are experiencing significantly high levels of occupational stress during the COVID-19 pandemic may seek social …

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Restrict, Clean And Protect: Signaling Consumer Safety During The Pandemic And Beyond, Liliana L. Bove, Sabine Benoit Nov 2020

Restrict, Clean And Protect: Signaling Consumer Safety During The Pandemic And Beyond, Liliana L. Bove, Sabine Benoit

Research Collection Lee Kong Chian School Of Business

Purpose: Since the outbreak of the COVID-19 pandemic, customers fear for their health when interacting with service providers. To mitigate this fear service providers are using safety signals directed to consumers and other stakeholders who make organizational assessments. The purpose of this article is to synthesize the range of safety signals in a framework that integrates signaling theory with servicescape elements so as to provide guidance for service providers to assist in their recovery. Design/methodology/approach: The authors extracted examples of how service providers signal safety to their consumers that the risk of infection is low in exchanging with their service. …

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Capitalising Product Associations In A Supermarket Retail Environment, Michelle L. F. Cheong, Yong Qing Chia Nov 2020

Capitalising Product Associations In A Supermarket Retail Environment, Michelle L. F. Cheong, Yong Qing Chia

Research Collection School Of Computing and Information Systems

This paper explores methods to capitalise on retail companies’ transactional databases, to mine meaningful product associations, and to design product placement strategies as a means to drive sales. We implemented three in-store initiatives based on our hypotheses – placing products with high associations together will induce an increase in sales of consequent; introducing an antecedent that is new to store will bring about a similar impact on sales of consequent based on established product association rules uncovered from other stores. Sales tracking over twelve weeks revealed that there were improvements in sales of consequents across all three initiatives performed in-store.

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A Geospatial Analytics Approach To Delineate Trade Areas For Quick Service Restaurants (Qsr) In Singapore, Hui Ting Lim Nov 2020

A Geospatial Analytics Approach To Delineate Trade Areas For Quick Service Restaurants (Qsr) In Singapore, Hui Ting Lim

Research Collection School Of Computing and Information Systems

According to Huff, trade area is defined as “a geographically delineated region containing potential customers for whom there exists a probability greater than zero of their purchasing a given class of products or services offered for sale by a particular firm or by a particular agglomeration of firms”. Several methods to delineate a store trade area have been proposed over the years. For drive-time or travel distance analysis method, the trade area is delineated according to how far or how long the customers are willing to travel to patronise the store. Another commonly used method is the Huff Model which …

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Tree-Based Algorithm For Stable And Efficient Data Clustering, Hasan Aljabbouli, Abdullah Albizri, Antoine Harfouche Sep 2020

Tree-Based Algorithm For Stable And Efficient Data Clustering, Hasan Aljabbouli, Abdullah Albizri, Antoine Harfouche

Department of Information Management and Business Analytics Faculty Scholarship and Creative Works

The K-means algorithm is a well-known and widely used clustering algorithm due to its simplicity and convergence properties. However, one of the drawbacks of the algorithm is its instability. This paper presents improvements to the K-means algorithm using a K-dimensional tree (Kd-tree) data structure. The proposed Kd-tree is utilized as a data structure to enhance the choice of initial centers of the clusters and to reduce the number of the nearest neighbor searches required by the algorithm. The developed framework also includes an efficient center insertion technique leading to an incremental operation that overcomes the instability problem of the K-means …

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The Future Of Work Now: The Multi-Faceted Mall Security Guard At A Multi-Faceted Jewel, Thomas H. Davenport, Steven M. Miller Sep 2020

The Future Of Work Now: The Multi-Faceted Mall Security Guard At A Multi-Faceted Jewel, Thomas H. Davenport, Steven M. Miller

Research Collection School Of Computing and Information Systems

One of the most frequently-used phrases at business events these days is “the future of work.” It’s increasingly clear that artificial intelligence and other new technologies will bring substantial changes in work tasks and business processes. But while these changes are predicted for the future, they’re already present in many organizations for many different jobs. The job and incumbents described below are an example of this phenomenon. Steve Miller of Singapore Management University and I co-authored the story.

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Customer Deviance: A Framework, Prevention Strategies, And Opportunities For Future Research, Paul W. Fombelle, Clay M. Voorhees, Mason R. Jenkins, Karim Sidaoui, Sabine Benoit, Thorsten Gruber, Anders Gustafsson, Ibrahim Abosag Aug 2020

Customer Deviance: A Framework, Prevention Strategies, And Opportunities For Future Research, Paul W. Fombelle, Clay M. Voorhees, Mason R. Jenkins, Karim Sidaoui, Sabine Benoit, Thorsten Gruber, Anders Gustafsson, Ibrahim Abosag

Research Collection Lee Kong Chian School Of Business

The phrase the "customer is always right" assumes that customers provide universal benefits for firms. However, in recent years, customer deviance is on the rise and the academic literature has provided little insight into the drivers of deviance, the actual behaviors, and strategies for how managers can better manage a customer base that cannot be classified as universally benign. This article addresses customer deviance ranging from classic examples like shoplifting to engaging in hostile anti-brand behaviors on social media or even breaking established norms such as trespassing in stores after closing hours. In an effort to spur new research into …

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Don’T Cut Your Marketing Budget In A Recession, Nirmalya Kumar, Koen Pauwels Aug 2020

Don’T Cut Your Marketing Budget In A Recession, Nirmalya Kumar, Koen Pauwels

Research Collection Lee Kong Chian School Of Business

Most companies reduce spending in recessions, especially on marketing items that may be easier to cut (certainly relative to payroll). Right now, advertising agencies are struggling to stay afloat, and Google and Facebook are reporting substantially lower ad revenues as marketing spending dives with the business cycle (cyclical marketing). But that is today’s equivalent of bleeding – an old-fashioned but once widespread treatment that actually reduces the patient’s ability to fight disease. Companies that have bounced back most strongly from previous recessions usually did not cut their marketing spend, and in many cases actually increased it. But they did change …

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Hoop Dreams: An Empirical Analysis Of The Gender Wage Gap In Professional Basketball, Hailey Dicicco Jul 2020

Hoop Dreams: An Empirical Analysis Of The Gender Wage Gap In Professional Basketball, Hailey Dicicco

Business and Economics Presentations

The gender wage gap is a very prominent point of discussion in the professional world, but in the sports world, it has taken the spotlight in recent years. One sport that has seen discussion and debate over salary differences is the National Basketball Association and Women’s National Basketball Association. In 2018, the average salary in the NBA was 6.4 million dollars, while the average salary in the WNBA was 71,635 dollars. A reason why these salaries are so differently is due to the amount of revenue that each league brings in. The NBA brings in roughly 7.4 billion dollars a …

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Is Salesperson Attractiveness A Boon Or A Bane? The Moderating Role Of Perceived Labor Cost‐To‐Price Ratio In Retail Bargaining, Apiradee Wongkitrungrueng, Diogo Hildebrand, Sankar Sen, Krittinee Nuttavuthisit Jul 2020

Is Salesperson Attractiveness A Boon Or A Bane? The Moderating Role Of Perceived Labor Cost‐To‐Price Ratio In Retail Bargaining, Apiradee Wongkitrungrueng, Diogo Hildebrand, Sankar Sen, Krittinee Nuttavuthisit

Publications and Research

This research examines the important but unexamined effects of salesperson attractiveness on consumer bargaining behavior in retail contexts. In line with our theorizing, three studies demonstrate that the effect of salesperson attractiveness on consumer bargaining depends on their general beliefs regarding the impact of labor costs on retail prices. While consumers bargain less with an attractive salesperson when their labor costs-to-price (LP) ratio beliefs are relatively low, they bargain harder with an attractive, as opposed to a less attractive salesperson, when their LP ratio beliefs are relatively high. As well, we provide evidence for the process, based on the salesperson’s …

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Intuitive Pricing By Independent Store Managers: Challenging Beliefs And Practices, Sabine Benoit, Mario Kienzler, Christian Kowalkowski Jul 2020

Intuitive Pricing By Independent Store Managers: Challenging Beliefs And Practices, Sabine Benoit, Mario Kienzler, Christian Kowalkowski

Research Collection Lee Kong Chian School Of Business

Independent store managers-who constitute a substantial portion of the retailing sector-often have limited resources with which to practice the formalized, data-driven pricing processes prescribed in the literature. On that basis, this article addresses how independent convenience store managers arrive at prices and whether their practices are effective. To begin with, 33 interviews with independent convenience store managers identified six common beliefs and ten practices underlying managers' intuitive decision making. Based on point-of-sale survey data from 1,504 customers of two convenience store chains at petrol stations, a second study compared market-oriented managerial beliefs with actual customer price perceptions and buying behaviors. …

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Remaking Retail In The Time Of Covid-19, Singapore Management University Jun 2020

Remaking Retail In The Time Of Covid-19, Singapore Management University

Perspectives@SMU

Short of the successful development of a COVID-19 vaccine, the sight of retail stores re-opening for business is probably the best mood lifter. Not only do lockdown-weary consumers reclaim some vestige of normalcy, businesses reeling from months of decimated income can stem the red ink and perhaps even get back into the black.

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Customer Satisfaction Index Of Singapore 2020: Q1 Results, Institute Of Service Excellence, Smu Jun 2020

Customer Satisfaction Index Of Singapore 2020: Q1 Results, Institute Of Service Excellence, Smu

Research Collection Institute of Service Excellence (2007-2024)

The Customer Satisfaction Index of Singapore (CSISG) computes customer satisfaction scores at the national, sector, sub-sector, and company levels. The CSISG serves as a quantitative benchmark of the quality of goods and services produced by the Singapore economy over time. 2020 marks the 14th year of measurement for the CSISG national study.

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A Proposal Digital Marketing Strategy For Marcheluzzo Srl: Training And Evaluating A Prediction Model For The Number Of Adv. Impressions, Charles Alves De Castro Jun 2020

A Proposal Digital Marketing Strategy For Marcheluzzo Srl: Training And Evaluating A Prediction Model For The Number Of Adv. Impressions, Charles Alves De Castro

Articles

This research aims to describe a digital marketing strategy elaborated to be deployed in the MarcheluzzoSrl Company located in Italy. In addition, it intends to give a wide range of information to the company about its customers, target, competitors, market, digital marketing strategy, and potential recommendations. It is also important to highlight that this strategy is focused on the Brazilian market. Most of the information collected for the situational analysis and many other components for this research were gathered through the author`s perception during his internship in the company. The methodology includes secondary data collected through field observation in the …

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Integrating Anticipative Replenishment-Allocation With Reactive Fulfillment For Online Retailing Using Robust Optimization, Yun Fong Lim, Song Jiu, Marcus Ang Jun 2020

Integrating Anticipative Replenishment-Allocation With Reactive Fulfillment For Online Retailing Using Robust Optimization, Yun Fong Lim, Song Jiu, Marcus Ang

Research Collection Lee Kong Chian School Of Business

Problem definition: In each period of a planning horizon, an online retailer decides on how much to replenish each product and how to allocate its inventory to fulfillment centers (FCs) before demand is known. After the demand in the period is realized, the retailer decides on which FCs to fulfill it. It is crucial to optimize the replenishment, allocation, and fulfillment decisions jointly such that the expected total operating cost is minimized. The problem is challenging because the replenishment-allocation is done in an anticipative manner under a “push” strategy, but the fulfillment is executed in a reactive way under a …

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Regional Household Economic Stress And Retail Sales Fluctuations, Thomas M. Fullerton Jr., Ana P. Gutierrez-Zubiate May 2020

Regional Household Economic Stress And Retail Sales Fluctuations, Thomas M. Fullerton Jr., Ana P. Gutierrez-Zubiate

Departmental Papers (E & F)

Economic stress indices are used to monitor business cycle conditions in several regions.Although the deployment of these tools is spreading, there have been relatively few efforts to empirically assess the performance of these gauges, especially at the regional level.This study takes advantage of one such index that is published monthly and has more than 15 years of historical data.Results obtained confirm an inverse relationship between household economic duress and retail sales activity, but it is not found to be statistically reliable over the long-run.Deviations from equilibrium are found to last for 142 months.More relevantly, a 1-point increase in the index …

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Sales Position Mobility: Exploring Women's Mobility In Sales Positions, Nyatasha Jackowicz May 2020

Sales Position Mobility: Exploring Women's Mobility In Sales Positions, Nyatasha Jackowicz

Honors Projects in Marketing

This thesis consists of literature research and a survey study to answer the question "Is there a consistent movement over the course of a sales career from outside sales to inside sales among women" The survey will help find correlations between specific job qualities and how they link to inside and outside sales positions. The survey will find qualitative information on specific sales professional's career paths and provide an in-depth view on motivational and job factors that have also affected female salespeople's decisions to pursue inside sales roles over outside sales roles.

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Spillover Effects From Unintended Trials On Attitude And Behavior: Promoting New Products Through Access-Based Services, Adrian Lehr, Marion Buettgen, Sabine Benoit, Katrin Merfeld May 2020

Spillover Effects From Unintended Trials On Attitude And Behavior: Promoting New Products Through Access-Based Services, Adrian Lehr, Marion Buettgen, Sabine Benoit, Katrin Merfeld

Research Collection Lee Kong Chian School Of Business

Access-based services (ABS) provide an opportunity for brands to promote their new products by enabling (unintended) trials. However, the mechanisms and impact of consumer exposure to products in ABS and the subsequent potential spillover effects on both the brand and the product perception are largely unknown. Our hypotheses are derived from the information integration theory (IIT) and subsequently tested. Study 1 is a field study investigating an unintended trial moderated by involvement and positive experience. The results indicate the positive effects of the unintended trial on product and brand attitudes, brand purchase intention, and word of mouth. In line with …

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Arbor Day Foundation Consultation, Frances Munro, Drew Spadaro, Trevor Lockard, Mason Smalley, Leigh Hanson, Demi Van Reeuwijk May 2020

Arbor Day Foundation Consultation, Frances Munro, Drew Spadaro, Trevor Lockard, Mason Smalley, Leigh Hanson, Demi Van Reeuwijk

Honors Program: Senior Projects (Public)

Over the past 4 months, our team at the University of Nebraska-Lincoln Business Honors Academy has been working directly with Nebraska’s own, Arbor Day Foundation, or Arbor Day, in hopes of applying our skill sets and mindsets to solve a pressing problem Arbor Day currently faces. We have been tasked with the challenge of identifying creative, scalable, and profitable new business ventures for Arbor Day that will aid the generation of new revenue sources. With these sources of revenue, Arbor Day desires to further inspire people to plant, nurture, and celebrate trees and in turn solve some of the …

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Customer Satisfaction And Its Impact On The Future Costs Of Selling, Leon Gim Lim, Kapil R. Tuli, Rajdeep Grewal May 2020

Customer Satisfaction And Its Impact On The Future Costs Of Selling, Leon Gim Lim, Kapil R. Tuli, Rajdeep Grewal

Research Collection Lee Kong Chian School Of Business

Although scholars have established that customer satisfaction affects different dimensions of firm financial performance, a managerially important but overlooked aspect is its effect on a firm’s future cost of selling (COS), that is, expenditures associated with persuading customers and providing convenience to them. Accordingly, this study presents the first empirical and theoretical examination of the impact of customer satisfaction on future COS. The authors propose that while higher customer satisfaction can lower future COS, the degree to which a firm realizes this benefit depends on its strategy and operating environment. Analyzing almost two decades of data from 128 firms, the …

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Body Language And Sales, Adam Puckett Apr 2020

Body Language And Sales, Adam Puckett

Honors College Theses

This area of research focuses on the link and association between body language and success in professional sales, and whether gestures have any relationship to perceptions of the salesperson’s ability and acumen. Utilizing collegiate sales competition videos taken from a university Sales program, the current study investigates and observes the link between nonverbal gestures, body language, and sales performance scores given by professional salespeople and sales recruiters. The results of this study hopes to suggest a relationship between gesture and perceptions of skillfulness within the sales interaction to the buyer or potential client. This, in turn, would have implications for …

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When And How Frontline Service Employee Authenticity Influences Purchase Intentions, Lynn Matthews, Meike Eilert, Les Carlson, James W. Gentry Apr 2020

When And How Frontline Service Employee Authenticity Influences Purchase Intentions, Lynn Matthews, Meike Eilert, Les Carlson, James W. Gentry

Department of Marketing: Faculty Publications

In this manuscript, we investigate the central role of perceived frontline service employee (FSE) authenticity and the process by which it impacts purchase intentions, taking into account the represented brand's authenticity. While brand authenticity has previously been shown to enhance consumer outcomes, we find that FSE authenticity is a separate significant predictor of purchase intentions. Further, we find that FSE authenticity enhances purchase intentions by increasing perceived trust and perceived quality. However, this finding only holds for brands that do not emphasize their authenticity, indicating that brand managers should differentially emphasize FSE authenticity based on their brand's positioning. Furthermore, we …

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Looking Beyond The Millennium: Shifting Salesforce Priorities, Roberta J. Schultz Mar 2020

Looking Beyond The Millennium: Shifting Salesforce Priorities, Roberta J. Schultz

Southern Business Review (Archived)

Roberta J. Schultz, is an associate professor of marketing, Department of Marketing, Western Michigan University, Grand Rapids, MI.

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Parent/Guardian Experience: How Schools Can Improve The Parent Experience And How That Leads To Positive Outcomes., Wesley H. Walters Mar 2020

Parent/Guardian Experience: How Schools Can Improve The Parent Experience And How That Leads To Positive Outcomes., Wesley H. Walters

National Youth Advocacy & Resilience Conference

Parent/Guardian eXperience: How creating an awesome Parent/guardian experience can lead to increased parent participation, and how parent participation leads to success of the student & the overall success of the school. The goal of this presentation is to engage parents in their child’s school experience by building a genuine connection with the school and a positive parent experience.

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Customer Satisfaction Index Of Singapore 2019: Full Year Overview, Institute Of Service Excellence, Smu Mar 2020

Customer Satisfaction Index Of Singapore 2019: Full Year Overview, Institute Of Service Excellence, Smu

Research Collection Institute of Service Excellence (2007-2024)

The Customer Satisfaction Index of Singapore (CSISG) computes customer satisfaction scores at the national, sector, sub-sector, and company levels. The CSISG serves as a quantitative benchmark of the quality of goods and services produced by the Singapore economy over time and across countries. The fourth quarter results mark the end of measurement for CSISG 2019. Singapore’s 2019 national score was computed using the data collected during these four quarters.

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The ‘Store Of The Future’ In Popular Culture: Trends In Press Coverage Of Experiential Retailing, David Loranger, Marla Greene Mar 2020

The ‘Store Of The Future’ In Popular Culture: Trends In Press Coverage Of Experiential Retailing, David Loranger, Marla Greene

WCBT Faculty Publications

Since the introduction of the iPhone in 2007, the global retail market has witnessed massive demographic and technological changes that have re-defined consumer experience. Such changes include the rise of the millennial consumer cohort, and the introduction of retailers implementing enhanced artificial intelligence (AI) data methodology to analyse business, augmented reality (AR) and virtual reality (VR) to enhance experience and co-customization interfaces. Two seminal pieces of literature regarding consumer experience are Ballantine and Parson’s analysis of consumer experience factors and Pine and Gilmore’s (1999) Experience Economy. However, these studies were conducted nearly a decade ago, leaving a void in the …

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The Relationship Between Privacy Notice Formats And Consumer Disclosure Decisions: A Quantitative Study, Alexys Mercedes Carlton, David Cross Feb 2020

The Relationship Between Privacy Notice Formats And Consumer Disclosure Decisions: A Quantitative Study, Alexys Mercedes Carlton, David Cross

Publications

In the Data Era, the future success of many businesses will heavily depend on the business’ ability to collect and process consumer personal information. Business leaders must understand and implement practices that increase consumer trust to influence their willingness to disclose their information. The problem addressed by this study is many consumers do not trust online service providers with their personal information, and as a result, have refrained from engaging in online activities. The purpose of this quantitative correlational study was to understand how consumers use privacy notices when deciding to share their personal information with online businesses. A sample …

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Social Media And University Enrollment: Can Social Media Be Used To Raise Awareness Of University Programs?, Hannah Nicole Starnes, Kelly Green Atkins Feb 2020

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.

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