Sales and Merchandising Commons^™

Currents Of Consumption: How National Narratives Of Japanese Cuisine Collide With Localized Forms Of Sushi In Northern California, John Ostermiller

Master's Projects and Capstones

This paper examines how national narratives of Japanese cuisine collide with the expectations, preferences, and perceptions of American consumers (particularly Northern California). The global economy has benefited the circulation of positive images of Japan managed by the Japanese government, but the commercialization of Japanese cuisine is also at odds with government efforts. In Japan, sushi is often synonymous with nigirizushi: sliced seafood and a daub of wasabi atop vinegared rice. As part of Japan’s washoku tradition, this singular image of sushi (allegedly) reflects the deepest essence of Japanese cultural sensibilities tied to simplicity, perfection, and nature. But in America, consumers’ …

Strategic Analysis Of Lifeloop, Llc: Current Positioning And Recommendations For Future Growth, Erin Dabbs

Theses/Capstones/Creative Projects

LifeLoop is a senior living software company that has the potential to gain market share in a new and growing industry. By making changes to current processes, business level strategy, and corporate level strategy, the company can grow organically, faster. LifeLoop must make these strategic changes to areas of marketing and sales processes now as the industry is changing life cycle stages; the company’s movement in this window of opportunity is critical to their future success. These findings outline where LifeLoop is currently positioned and the first steps needed to grow and develop into a reputation of excellence that will …

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

Law Library Newsletters/Blog

No abstract provided.

An Exploratory Study Examining A Transformational Salesperson Model Mediated By Salesperson Theory-Of-Mind, Philip (Tony) A. Pizelo Dr.

Industrial-Organizational Psychology Dissertations

A customer revolution caused by the popularity of internet commerce, the reliance on social media, and the globalization of the retail industry, calls for an examination of a sales model driven by transformational salespeople. This study examined potential salesperson performance drivers and a proposed moderated mediation model of salesperson performance. This study relied upon a foundation of transformational and other leadership attributes and salesperson theory-of-mind (SToM). Although the conditional indirect effects of the model were not statistically significant, transformational leadership was found to be a statistically significant predictor of sales performance (c’=.024, t=2.63, p =.0088). Several sub-components of transformational leadership …

The Greatest Basketball Player Of All Time: Lebron Vs. Jordan, Austin Jacobson

Senior Honors Theses

LeBron James is one of the greatest athletes of this generation. I am seeking to determine what he needs to do to surpass Michael Jordan as the greatest of all time. Considering individual statistics, team success, and personal achievements as well as factors such as political and racial activism and involvement, media coverage (including social media), and generational difference, I am hoping to show what is left to accomplish for LeBron to reach and surpass Jordan.

Sales Leaders & Consultants Transition, Collin Newton

Honors Projects

The Bowling Green American Marketing Association (BGAMA) has been recognized as one of the top 5% chapters in the world for 5 consecutive years. The Sales Leaders & Consultants (SLAC) is a sub group of the BGAMA founded in 2017. The vision was to form a group of elite, competent, engaged students who have an interest in developing professional selling skills. After one year, SLAC has reached 15 members, engaged 4 corporate partners, received recognition at national competitions, and saved members over $300 through seeking rejection. 100% of graduating seniors had accepted job offers prior to the beginning of their …

Inside Sales Vs. Outside Sales & The Evolving Art Of Communication, Garrett Chapman

Honors College Theses

The 21^st Century market is defined by the rise of technology and the level to which different businesses adapt to these innovations. The modern-day sales market has entered a new era of interaction between buyer and seller. While the traditional method of sales, entailing an inside representative supporting outside salespeople still exist, many companies have invested heavily into a strictly inside sales method. Inside sales is cost-effective for businesses, but it removes the benefits of non-verbal communication from the buyer and seller. Research was conducted through a detailed literature review and interviews of industry professionals in both the inside …

How Technology Has Changed Direct Selling, Robert Anthony Norris

Honors Projects in Marketing

Traditional direct selling has undergone a dramatic transformation as new technology, products, and methods have developed over the last few years. The industry has adapted to these advancements in order to stay relevant in today’s changing market place. In some ways, these technological advancements have created opportunities, though some believe the essence of direct selling is now at risk. There has been little research in the field of direct selling and even less on the impact technological advances have on the industry or players involved. The purpose of this research is to uncover how the development of technology and social …

An Analysis Of Retail Sales In Micropolitan Areas In The Year 2000, Brett Miller, Michael Davidsson

Paper Presentations

In this paper retail sales will be used to help understand the consumer spending habits of micropolitan areas in the year 2000. The year 2000 was a big year for American consumers, it was at the turn of the century, some said that the world was ending; others said it was just the begging of a new technological era. This paper will take a look at many factors that could have affected the retail sales (i.e. consumer spending) in micropolitan areas, as well as be able to help explain the consumer confidence in the year 2000. Areas such as population …

Corporate Sponsorship And University Campuses: Determining The Effectiveness Of University Sponsorship Efforts At Pittsburg State University, Michaela Joines, Troy Comeau

Paper Presentations

A multi-phase study was completed to determine the effectiveness of corporate sponsorship efforts at Pittsburg State University. Pittsburg State engages in corporate sponsorship to partner with local and national companies, seeking to benefit both the university and its partners. The study sought to find factors that improve the effectiveness of such sponsorship efforts as determined by stakeholders’ ability to recall sponsors, differences in attitudes toward national sponsors versus local, and how brand attachment to the university or sponsoring brands effects their perception of the sponsorship alliance. Phase 1 included interviews with stakeholder groups (students, faculty/staff, alumni, and community members) and …

Glossary Of Business Evidence, Paul C. Boyd

MBA Faculty Conference Papers & Journal Articles

No abstract provided.

Customer Satisfaction Index Of Singapore 2017: 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 2017. Singapore’s 2017 national score was computed using the data collected during these four quarters.

What Drives Consumers In China To Buy Clothing Online? Application Of The Technology Acceptance Model, Zhenqian Wei, Min-Young Lee, Hong Shen

Retailing and Tourism Management Faculty Publications

An enormous number of Internet users have made China a profitable e-commerce marketplace, and clothing is one of the most frequently purchased items. This study explores the predictors of consumers’ motivation to buy clothing online in China by extending the technology acceptance model. Data were collected via an online questionnaire, resulting in 504 returned responses. The results indicate that perceived usefulness has a significant effect on consumers’ intention to buy clothing online; however, no direct relationship between perceived ease of use and buying intention was found. Furthermore, perceived convenience, perceived money saving, and perceived time-saving can explain why consumers perceive …

The Retailing Study Project Report: A Series Of Research Studies From The Walton College Of Business, Dinesh K. Gauri

Marketing Faculty Publications and Presentations

The respondents to questions about consumer behavior towards general merchandise and grocery retailers revealed distinct divisions among the three large retailers.

This study is in response to the dynamic and chaotic nature of today's retailing. U.S. retail accounts for 16 percent of U.S. GDP with just a few key retailers contributing most heavily.

Mergers and acquisition continue to change the retail landscape, and with Amazon growth and ecommerce on the rise, it was time to check shopper perceptions toward the three major retailers: Walmart, Amazon and Target,

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

Communications and Marketing Publications Archive

Spring convocation program held on January 10, 2018.

The Emerging International Taxation Problems, James G. Yang, Victor N.A. Metallo

Department of Accounting and Finance Faculty Scholarship and Creative Works

The problems of tax evasion and tax avoidance are as old as taxes themselves. Between 2015 and 2016 alone, many U.S. multinational corporations were involved in tax disputes with the European Commission. From a historical perspective, these disputes are unprecedented as they have resulted in tremendous amount of tax penalties. The most notable case was Apple for €13 billion of unpaid tax. This article discusses what tax strategies these corporations used that caused such disputes. It specifically investigates seven corporations: Apple Inc., McDonald’s, Starbucks, Fiat, Amazon, Google, and Ikea, and elaborates on the following tax strategies: high royalties, intercompany transfer …

Stonehill Alumni Magazine Winter/Spring 2018, Stonehill College Office Of Communications And Media Relations

Stonehill Alumni Magazine

This issue of the magazine includes the following features:

• Who But Leo Meehan? From early on, Leo J. Meehan ’75 had his sights set on sales, but he didn’t expect what would happen when he took a job with a “tiny” ofce supply company after he graduated. BY TRACEY PALMER
• The Unexpected Path Sometimes it’s the detours that make all the diference. Read fve stories of alumni who veered from a straight line to achieve personal fulfllment. BY MAURA KING SCULLY
• Design is Everywhere From cereal boxes to billboards to an app on your phone, design is all around. Our …

Moderating Factors On The Impact Of B Corporation Certification On Purchasing Intention, Willingness To Pay A Price Premium And Consumer Trust, Albena Ivanova, Jill Maher, Gayle Marco, Melissa Reinbold

Atlantic Marketing Journal

This study determines the impact of B Corp certification on consumers’ attitudes, consumers’ purchasing intention, and consumers’ willingness to pay price premium and investigates the moderating effect of demographics and psychographics on these relationships. A convenient sample of 133 Americans participated. Respondents were exposed to pictures of a product with and without the B Corp logo and meaning. Repeated measures on a single sample research method is applied. Findings indicate a significant overall effect of the certification with description on purchase intentions, willingness to pay a price premium and trust. Additionally, there is a significant moderating effect of consumer demographics …

Communication And Engagement Strategies For Promoting Division Iii College Sports: An Exploratory Study, Lisa D. Spiller, Dae-Hee Kim, Matt Hettche

Atlantic Marketing Journal

College sports programs are embracing promotional activities that aim to create spectators and fans for live-action events. Whereas relationship marketing and fan engagement tactics are a mainstay of professional sports organizations, their inclusion within college sports programs is not ubiquitous. This study explores the promotional strategies for college sports, surveys the sports marketing literature, and presents findings from a spectator/fan questionnaire (n = 600) conducted with full-time enrolled students for a Division III college sports team. The twofold purpose of the questionnaire was to investigate what motivates student-spectators to attend men’s college basketball games and how to increase the level …

Using The Fine Arts To Illustrate Degrees Of Innovation: From The High Renaissance To Cubism, Kimball P. Marshall Ph.D., Rene Desborde Ph.D.

Atlantic Marketing Journal

This paper applies the marketing innovation concepts of continuous innovation, dynamically continuous innovation, and discontinuous innovation to the fine arts to suggest challenges artists face in gaining acceptance of new styles. This paper reviews shifts in broad visual arts styles from the High Renaissance to Cubism in order to illustrate these marketing innovation concepts and to indicate the roles that marketing might play in generating market acceptance of new artistic styles. These marketing roles, as suggested by the four “Ps” of marketing (product, place, promotion, and price) become particularly evident with the development of Impressionism as an illustration of dynamically …

The Influence Of Price, Status Consumption And Reference Groups On Consumer Attitude To Purchase Counterfeit Sport Products In Uae, Hamza Salim Khraim

Irish Business Journal

The purpose of this study is to explore factors that influence the consumers' attitude to purchase counterfeit sports products in the UAE. We will examine the influence of price, status consumption and reference groups on consumers’ attitudes to purchase counterfeited sport products in the UAE. A sample of 235 respondents was collected for the study, which was carried out in two famous sports retailers GO Sports and Rebook in the UAE. The collected data were analyzed using SPSS. Different analytical tools have been used including, descriptive statistics, and multiple regression. Results show that price and reference groups have a positive …

Marketing Unhealthy Foods And Beverages: Our Children At Risk, Cheryl Ward, Diane R. Edmondson, Allison Wheeley

Atlantic Marketing Journal

This paper examines the ethical dilemma created because of the largely ineffective self-regulation of the advertising industry as it relates to children and the corresponding drastic increase in childhood obesity. Unhealthy food and beverage companies are intentionally targeting children who have not yet developed the cognitive skills necessary to discern programming content from advertising. Children, who have many years of consumption ahead of them, can be an appealing target market for companies promoting products high in fat and calories. Given that existing self-regulation policies have been largely unsuccessful, four potential solutions are discussed.

Marketing Leadership In A Knowledge Economy, Myles Bassell, Sonia Lambert

Atlantic Marketing Journal

Often the most valuable assets of a marketing driven firm are intangible assets such as a brand name, intellectual capital, and the expertise and knowledge of employees. The new breed of marketing leaders understand that it is important for employees to collaborate and be engaged and that leaders must be agents of change, creative, ethical, and global thinkers who can create learning organizations. The research reveals that organizations that are going to thrive in the knowledge economy are those that have marketing leaders who can build learning organizations, encourage diversity, and ensure employees are engaged in meaningful work.

Buyer-Seller Communications: Trusted Advisor Constructs And Measurement, Stephen C. Carlson 6425540

Atlantic Marketing Journal

Attainment of the “trusted advisor” role for sales representatives in a complex sales environment is considered the pinnacle of buyer-seller relationships. This study also examines whether pervasive smartphone use particularly among the millennial generation has substantially altered behaviors in the form of communications in the buyer-seller relationship. Does replacement of face-to-face and direct verbal communications by impersonal technology based communications that removes verbal and non-verbal or behavioral forms of communications have an impact on perceptions of communication quality and trust building among the parties. As use of smartphones for text based communications is more prevalent among younger generations, can generational …

The Inherently Flawed Relationship Between Physicians And Pharmaceutical Companies’ Gifts: Tanstaafl*, David P. Paul Iii

Atlantic Marketing Journal

Pharmaceutical companies frequently give practicing physicians and physicians-in-training an assortment of free “gifts,” ranging from pens to stethoscopes to continuing medical education. In an ideal world, these gifts would not compromise, or even seem to compromise, physicians’ decision-making. Unfortunately, as we live in a non-perfect world, this paper examines how physicians have been shown to perceive such gifts, the pharmaceutical companies’ position regarding these gifts, what the theory of gift-giving and gift-receiving tells us about this behavior, and what the future may hold as healthcare becomes more transparent.

Corporate Social Media: A Typology Of Consumers, Beverly Wright, Scott Nadler, Aberdeen L. Borders, Paul H. Schwager, Ashley Sasnett

Atlantic Marketing Journal

Abstract - This consumer segmentation schema is developed using 1) number of businesses followed and 2) companies’ social posts as direct influence toward purchase decisions, as defining behaviors. The use of a theoretical progression prospective, which tracks the development of the customer engagement construct, is central to our development. A combination of qualitative and quantitative research methods reveals types of consumer groups and their interactions, perceptions, and involvement with Corporate Social Media (CSM). Cluster analysis produces five distinct consumer segments, and a process to help managers more effectively achieve marketing goals. The use of additional consumer metrics are recommended for …

Cause-Related Marketing: The Effect Of Checkout Charity Requests On Consumer Donation Behavior, Brian R. Kinard, Minerva Lacal Pardo

Atlantic Marketing Journal

The aim of this research was to understand better consumer reactions to donation requests when making point of purchase decisions. A between-subjects full factorial design manipulated product type (goods/services), consumption experience (frivolous/practical), and product/cause fit (strong/weak). In line with prior research (e.g., Chang, 2008; Savary et al, 2015; Strahilevitz & Myers, 1998), a scenario-based approach was employed to assess responses to the CRM manipulations. A total of 241 subjects participated in the study. Our results mirror extant research evidence on the positive effects of pairing frivolous products with donation requests. In that, positive donation behavior largely results as consumers compensate …

Couples Sleeping Apart--Separate Master Bedrooms And The Impact On The Real Estate And Related Markets, John E. Crawford

Atlantic Marketing Journal

Sleeping is a fundamental individual human need. However, most adults fulfill this need by sleeping with a partner, a behavior particularly true for married couples. A trend of couples choosing to sleep apart has emerged in recent years. For reasons practical and personally beneficial or preferred, a growing number of couples are choosing to have a home with two master bedrooms--one for him and one for her, each furnished according to the needs and tastes of the partners. Thus, some homes are being built with two master bedrooms, others are being modified to have two master bedrooms, and new empty …

The Narcissistic Salesperson: A Framework Of Their Relationships With Job Satisfaction, Organizational Commitment, And Customer Orientation, J. Garry Smith

Atlantic Marketing Journal

Narcissistic salespersons can have detrimental effects on customer relationships and voluntary turnover. These impediments to organizational effectiveness occur through their relationships with customers, coworkers, supervisors, and the organization. Conversely, narcissistic salespersons also possess some attractive salesperson characteristics such as charm, resilience, confidence, competitiveness, and initial likeability. In this paper, I draw from the psychology, marketing, sales, and organizational literatures to develop a conceptual framework which illustrates the relationships of narcissistic salespersons with customers and critical job-related attitudes that affect their relationship with the organization. Specifically, this framework contains empirically testable proposed relationships between narcissism and the following specific outcomes of …

Ability Or Abyss: Does American Public Relations Education Program Accreditation Adequately Address The Abilities Necessary For Professional Success?, Kuriakos Pyros

Selected Honors Theses

This paper researches the overall effectiveness of public relations (PR) accreditations in collegiate education programs, especially by standard of modern PR skills. Multiple sources recognize a wide variety in PR processes, education programs, and knowledge, skills, and abilities (KSAs) listed in the field. In essence, this paper clarifies the similarities and incongruences between PR educational programs and the KSAs of the professional field. The focus rests in understanding if accreditation processes are more successful in achieving professional status.