Sales and Merchandising Commons^™

Retail Tales And Tribulations: Transmedia Brands, Consumer Products, And The Significance Of Shop Talk, Avi Santo

Communication & Theatre Arts Faculty Publications

This article challenges media studies scholars to pay closer attention to retail spaces as sites that mediate how entertainment franchises engage consumers. Examining retail through a media industries lens, it argues that retail is a site of struggle among retailers and brand owners over how brand stories are told, if at all. The article explores both the storytelling devices used in telling Frozen and Sesame Street stories at Target and how shop talk among retailers, brand owners, and manufacturers shapes the kinds of stories that entertainment properties can tell at retail, especially as those stories intersect with retail imaginings of …

Factors Influencing Consumer Wine Choice: The Case Of Wine Tourism, Margaret Connolly

Books/Book Chapters

This research was undertaken to examine the relationship between the wine tourism activities of consumers and their subsequent wine choices. Exploratory research was undertaken giving specific attention to wine tourism, first, as a factor of influence on decision-making, second, on levels of consumer involvement and third on long-term consumer loyalty. A convenience sample of 12 wine consumers in Dublin participated in the study. Semi-structured in-depth interviews were used to gather the qualitative data used. The findings clearly establish links made by consumers between their wine tourism experiences and their subsequent wine purchase preferences. The findings highlight the importance of facilitating …

An Evaluation Of The Performance Of Leggings Based On A Consumer Survey, Virginia Elizabeth Groppo

Theses and Dissertations--Retailing and Tourism Management

The purpose of this research was to identify the legging features that athleisure consumers desire and the performance problems they frequently encounter. A non-probability sample (n=133) of college students who identified as female and wore leggings for non-athletic purposes were surveyed. The questionnaire was designed based upon examination of online product reviews and current complaints with legging products. The results of the survey were used to design and complete a laboratory evaluation. Laboratory samples and methods were then chosen to assess the performance qualities desired when purchasing leggings and the problems encountered when wearing leggings by the surveyed consumers. Three …

The Outdoor Apparel Industry:Measuring The Premium For Sustainability With A Hedonic Pricing Model, Elyse Lindahl

Scripps Senior Theses

Evaluating the existing practices of sustainability within the outdoor apparel industry, this research questions the relationship that certain sustainability aspects have with the price of goods in this specific market. Through a hedonic pricing model, this research provides an estimate of the value placed on certain aspects surrounding environmental and social sustainability. In a growing industry, the application of sustainable practices throughout the supply chain has the potential to influence customer purchasing patterns and pricing models for outdoor apparel brands. This research found the type of material used to have a statistically significant impact on the price of an item; …

The Effect Of Behavioral Traits And Background On Engineering Students’ Decision-Making Process Compared To Business Students, Joe Scott

Williams Honors College, Honors Research Projects

This paper looks to narrow down the reasons that students undertake new credentials, specifically in sales fields. With a focus on character traits and upbringing, the goal is to ensure that there is a better understanding of the reasons that people undertake these credentials. The different benefits of credentials will be analyzed to determine the most influential reason that people would be willing to move forward. The combination of these factors will be used to provide recommendations of the best way to reach and influence the decision of the engineering students.

Perceived Product Creativity And Mental Contrasting: Desired Future On Consumers’ Product Replacement Decisions, Yong Seok Sohn, Kun Woo Yoo, Jin K. Han

Research Collection Lee Kong Chian School Of Business

Consumers often imagine what it would be like to own a new product. Does engaging in such thoughts on desired future impact consumers’ purchase intentions, and if so, what is the underlying process? This study sets out to investigate the posed questions by assessing self-regulatory strategies consumers employ upon pondering on a desired future. Based on Oettingen’s fantasy realization model, the authors take a comparative approach of two modes on desired future—mental contrasting and indulging—en route to purchase intentions. In mental contrasting, an individual juxtaposes a desired future with his/her present reality, whereas, indulging is simply envisioning a desired future. …

S-D Logic-Informed Customer Engagement: Integrative Framework, Revised Fundamental Propositions, And Application To Crm, Linda D. Hollebeek, Rajendra K. Srivastava, Tom Chen

Research Collection Lee Kong Chian School Of Business

Research addressing the micro-foundational theoretical entity of customer engagement (CE) has proliferated in recent years. In parallel, the macro-foundational theory of service-dominant (S-D) logic is thriving. While the fit of CE/S-D logic has been recognized, insight into this theoretical interface remains tenuous, as explored in this paper. We develop an integrative, S-D logic–informed framework of CE comprising three CE foundational processes, which are required (for customer resource integration), or conducive (for customer knowledge sharing/learning) CE antecedents. While customer resource integration, in some form, extends to coincide with CE, customer knowledge sharing/learning can also do so. We also identify three CE …

Women's Occupational Health And Safety In The Informal Economy: Maternal Market Traders In Accra, Ghana, Joyceline Amoako

Dissertations and Theses @ UNI

Improving maternal health and women’s health is necessary, especially in countries with high maternal and child mortality rates. Most research on maternal health focuses on women’s reproductive health and, as a result, very little is known about the impact of occupation on maternal health (World Health Organization, 2006). It is also interesting to know that “Occupational Health Research” has been heavily criticized for the general absence of a gender standpoint, usually resulting in the exclusion of women and their concerns at the workplace (World Health Organization, 2006). In Ghana, an open-air market is an integral place of work for women. …

Adapting To $15: As The Minimum Wage Approaches $15 In Nyc, Business Owners Are Finding Ways To Make It Work, Alexandra Semenova, Sharif Paget

Capstones

This project examines the impact of minimum wage increases across major industries in New York City and State and concludes they have been manageable and even fueled broader economic growth. Since the incremental wage hikes were first signed into law in 2015, data and anecdotal evidence has shown business owners have been able to make it work and many of critics' concerns that the higher labor costs would lead to disemployment have been misplaced. The story provides an in-depth analysis of how restaurant and food establishments, health care and retail employers have adapted to higher labor costs by innovating their …

What's In A Name? The Impact Of Subcategory Salience On Value Perception And Upgrade Intention For Multicategory Products, Jin K. Han, Seh-Woong Chung, Yong Seok Sohn

Research Collection Lee Kong Chian School Of Business

Despite many convergence products rapidly approaching market saturation, academic research yet lags behind with the focus still on the primary demand in the introduction stage. The authors close this gap by focusing on how the labeling of convergence products may impact on value perception and upgrade intentions for these products. Convergence products, which combine multiple categories of products into a single device, create a unique naming dilemma for manufacturers and retailers: Whether to opt for (a) a subordinate label—a lower‐level descriptor or name that embodies its subcategory elements (e.g., smartphone or Apple’s iPhone) or (b) a superordinate label—a higher‐level descriptor …

An Exploratory Study Of How To Navigate Brand Management And Improve Sales Performance Through Control Policies, Pavuth Sriaranyakul

Dissertations and Theses Collection (Open Access)

The aim of this study was to examine the effects of alcohol and tobacco control policies on sales performance when two central elements of marketing, communication and promotion programs, are significantly restricted. The study took place in Thailand, which has some of the strongest tobacco control regulations in the world, along with moderately strong alcohol control regulations. Under these regulations, tobacco firms operate in a dark market, with near-total regulatory prohibition on advertising, promotion, and even the display of their products. Alcohol firms operate in a less restrictive or “grey” market, as they face restrictions on advertising and promotion content, …

An Investigation Of Web Atmospherics In Online Luxury Branding, Emilie E. Jones

Honors College Theses

Having an online presence for a retail store has transitioned from serving as simply a new avenue through which a profit can be made, to a tool that can be harnessed to express a brand’s personality. So how do luxury brands manage to maintain a high-end, exclusive status on the highly available landscape of the internet? The intention of this research is to identify whether luxury brands are currently taking advantage of differential web atmospherics cues, in a way that significantly sets them apart from non-luxury brand websites. To do this, we measured elements including screen space, reduction of elements, …

Mediated Merchandise, Merchandisable Media: An Introduction, Elizabeth Affuso, Avi Santo

Communication & Theatre Arts Faculty Publications

There are many reasons why film and media scholars ought to take merchandise seriously. That filmrelated merchandise is a lucrative part of the film business is only a starting point, but still a good place to start. In 2018, character and entertainment licensing accounted for 44.7% of retail sales of licensed merchandise, generating $121.53 billion in sales. [1] [#N1] This earned entertainment companies approximately $6.2 billion in royalties. [2] [#N2] Not surprisingly, five of the top ten licensors are entertainment companies, with Disney positioned at the top with $53 billion in merchandise sales. Universal Studios is ranked 4th ($7.3 billion), …

Business For The Glory Of God, Abigail Daniels

Senior Honors Theses

The grand narrative of the Bible could be broken into three distinct parts- Creation, Fall, and Redemption. The main focus of this paper will go through the distinct parts of Creation and the Fall, but the focus will be on Redemption specifically in the realm of work and how it relates to business marketing. In Creation, God created us in His image meaning we were gifted with the ability to create and to form relationships. We express God’s image through the dominion mandate, which is God’s command to us to be stewards of the earth through the act of work. …

I4s: Capturing Shopper’S In-Store Interactions, Sougata Sen, Archan Misra, Vigneshwaran Subbaraju, Karan Grover, Meeralakshmi Radhakrishnan, Rajesh K. Balan, Youngki Lee

Research Collection School Of Computing and Information Systems

In this paper, we present I4S, a system that identifies item interactions of customers in a retail store through sensor data fusion from smartwatches, smartphones and distributed BLE beacons. To identify these interactions, I4S builds a gesture-triggered pipeline that (a) detects the occurrence of “item picks”, and (b) performs fine-grained localization of such pickup gestures. By analyzing data collected from 31 shoppers visiting a mid-sized stationary store, we show that we can identify person-independent picking gestures with a precision of over 88%, and identify the rack from where the pick occurred with 91%+ precision (for popular racks).

Reflective Practice Series: Selected Instructional Models Using Synchronous Video Conferencing Software, Martin W. Sivula

MBA Faculty Conference Papers & Journal Articles

With the vast array of resources available to instructors, one would think that instruction and teaching would yield success for all learners. Now, well into the 21^st century has much changed in the classroom? Certainly, movable desks and chairs, advanced audio and visual equipment, and a plethora of all types of technologies which might be able to enhance training and education. Over the last several decades research on individualized instruction, cognitive science, educational psychology, and multimedia instruction (to name a few) have permeated the literature on instruction. With all the research and the vast array of studies on improving …

Motivations To Engage In Word Of Mouth From Non-Market Participants: A Study Using Automotive Business As The Field Of Investigation, Yao Han Kwan

Dissertations and Theses Collection (Open Access)

Word of mouth (WOM) can have significant impacts on businesses. Positive WOM can go a long way in helping to grow a brand while negative WOM may cause considerable damages. Managers have constantly attempted to actively manage WOM but often find it difficult to control. Extensive academic research has also been conducted in this field, with a significant amount of literature built up over the last few decades. The advent of the Internet, social media and consequently electronic WOM (eWOM) further intensified practice and research interest in this area.

Despite decades of research and managerial precepts about WOM, the full …

2018 Fall Convocation Program, Morehead State University. Office Of Communications & Marketing.

Communications and Marketing Publications Archive

Fall convocation program held on August 8, 2018.

Mirror, Mirror On The Retail Wall: Self-Focused Attention Promotes Reliance On Feelings In Consumer Decisions, Hannah H. Chang, Iris W. Hung

Research Collection Lee Kong Chian School Of Business

The authors propose that increased attention that consumers pay to themselves promotes relative reliance on affective feelings in making decisions. This hypothesis was tested in a variety of consumption domains and decision tasks, including real-life, consequential charitable donations. Consistent support from five experiments with more than 1,770 participants shows that (a) valuations of the decision outcome increase when consumers with high (low) self-focus adopt a feeling-based (reason-based) strategy. The hypothesized effect of self-focus on relative reliance on feelings in decision making is (b) moderated by self-construal. Further, greater attention to the self (c) increases evaluations of products that are affectively …

Affective Boundaries Of Scope Insensitivity, Hannah H. Chang, Michel Tuan Pham

Research Collection Lee Kong Chian School Of Business

People can be surprisingly insensitive to quantities in valuation judgments—a phenomenon called scope insensitivity, which is generally attributed to the operation of affective processes in judgment. Building on research showing that affect is inherently a decision-making system of the present, we propose that scope insensitivity is more likely to be observed in decisions that are psychologically proximate to the immediate self. Consistent with this proposition, results from seven experiments (and two replications) show that scope insensitivity is more prevalent in decisions that are temporally proximate, both prospectively (near future vs. distant future) and retrospectively (recent past vs. distant past), and …

The Competitive Dynamics Of New Dvd Releases, Anirban Mukherjee, Vrinda Kadiyali

Research Collection Lee Kong Chian School Of Business

We study the market for new (movie) DVDs in the United States. Our demand model captures seasonality, freshness (i.e., time between theatrical and DVD release), and state dependence. We also develop a structural model of dynamic competition in which studios balance waiting for high-demand weeks, against reduced freshness, and against competitive crowding. We find that studios emphasize DVD revenues from larger movies (by theatrical revenue) over DVD revenues from smaller movies. Studios also emphasize revenue from consumers who prefer larger and fresher movies. These behaviors are consistent with managerial conservatism: studio executives forgo DVD revenues from smaller movies to ensure …

The Case For Showrooming, Cristina Nistor, Prashanth Nyer

Business Faculty Articles and Research

Showrooming has deeply affected the retail market in the past decade. As consumers became able to easily compare prices on their mobile devices, they started using retail stores to try on and experience products and then they ordered online the lower priced versions they liked best to be delivered directly to their homes. As retailers are trying to adapt to the showrooming challenges and the shift to online purchases, stores are increasingly adopting showrooming as a new selling format. We present examples of successful showrooming and develop a framework for when the new selling format can be expected to be …

Law Library Blog (July 2018): Legal Beagle's Blog Archive, Roger Williams University School Of Law

Law Library Newsletters/Blog

No abstract provided.

Project Management And The Temporary Relocation Of The Decoupling Point: Hermeneutical Phenomenological Study, Christopher Hicks

Doctoral Dissertations and Projects

This study investigates, understands, and describes the value of engaging a project manager to support a customer-driven project that creates a random supply chain demand event. Specifically such an event would require the temporary re-positioning of the decoupling point between the supply push and demand pull within the supply chain. In response to the challenges of this type of event, this study will focus on two specific project manager roles. First, the project manager would act as an extension of a customer-driven project and serve as a conduit for the voice of the customer (VOC) into the supply chain. Secondly, …

One Man’S Tale Of Resisting The Seducing Spa Sirens Of Singapore, Gary Low

Research Collection Yong Pung How School Of Law

Why do people give in to pressure selling in the slimming and beauty industry? One consumer lawprofessor explores the dazzling experience of stepping into a spa.

The Effects Of Immediate And Delayed Payments On Consumptions Behavior, Arvind Agrawal

College of Business: Dissertations, Theses, and Student Research

Payment-timing is conceptualized as a payment instrument focal characteristic to explain differences in consumers’ purchasing behavior when they chose to pay-now versus pay-later. Payment-timing preferences represent consumers’ attitudes, beliefs, and motivation for delaying marketing transactions. Cash, debit cards, and online banking represented consumers’ preferences to pay-now, while credit cards and loans represented the inclination to pay-later.

There were two key findings: Firstly, I present payment-timing models that theorize consumers’ choice of payment types with differences in payment-timing and motivations to pay for purchases. Two models are presented that unify the following attitudes and motivations: (1) five attitudinal antecedents to consumers’ …

Customer Satisfaction Index Of Singapore 2018: 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. 2018 marks the 12th year of measurement for the CSISG national study.

Foreword [June 2018, Issue 2], Neeta Lachmandas

Research Collection Institute of Service Excellence (2007-2024)

In this issue, we speak to 10 small business owners representing a myriad of sectors about their experience and insight into growing their business in Singapore and the region, as well as their approach to customer satisfaction and service excellence.

Creating A Customer-Centred Brand, Amira Geneid

Research Collection Institute of Service Excellence (2007-2024)

Amira Geneid of Zahara discusses how the brand listens to their community to deliver beyond expectations. Zahara is a halal cosmetics line based in Singapore

Selling Service In Retail, Sharon Wong

Research Collection Institute of Service Excellence (2007-2024)

Sharon Wong of Motherswork speaks about expanding to China and building brand loyalty with customers and staff.