Sales and Merchandising Commons^™

Reconsidering Community-Based Retailing, Rebecca Maughan, Aidan O'Driscoll

Books/Book Chapters

One of the areas with great potential for economic, social and environmental benefit is community-based retailing. The concept of community based retailing can incorporate a number of different tenets. We suggest that it is retailing that is based close to the community it serves, usually within the town or village centre rather than out-of-town locations, and which is composed of a diverse range of small and medium sized business that are often independently or co-operatively owned. These community-based businesses form part of the social and community infrastructure.

We first of all explore the broad benefits of community-based retailing. We focus …

Factors Driving Key Account Manager Performance, Lesley Murphy, Joseph Coughlan

Conference papers

Key account management has been highlighted as a significant area of academic research (Leigh and Marshall 2001, Workman et al. 2003) and both managers and academics alike are of the view that suppliers need to develop long-term relationships with selected strategic customers. Despite a recent academic focus on Key Account Management, there have only been a limited number of published studies on the individual Key Account Manager (KAM) (Sengupta et al. 2000, Schultz and Evans 2002, Guenzi et al. 2007, 2009) and it remains an under-investigated research area (Guenzi et al. 2009). This paper endeavours to explain the underlying factors …

The Impact Of Fantasy Football Participation On Ticket Sales, Merchandise Sales And Team Loyalty, Robert H. Smith

Undergraduate Honors Theses

The growth of fantasy football has opened new economic opportunities for a variety of companies (Otto, Mets and Ensmenger 2011) and many have taken advantage of them. The question remains as to the impact of fantasy sports on actual sports leagues that gave rise to the fantasy experience. Drawing on reports from the popular press and academic research on the topic, a series of hypotheses is developed and empirically tested to determine how fantasy sports impacts the ticket and merchandise sales of the sports on which they are based as well as the impact of fantasy sports on the team …

The Effect Of Personal Scandal On Celebrity Athletes And Shopper’S Purchase Intentions And Attitude Favorability, Mary A. Graham

Theses and Dissertations--Retailing and Tourism Management

Athletes have become more than sports professionals; they are million dollar investments for brand images. Businesses worldwide have transitioned old promotional schemes to athlete endorsements and have experienced positive reactions to the public change. Athletes connected with consumers on a heroic level and translated the brand’s message to purchasers through the theory of transference of affect (White, Goddard, & Wilbur, 2009). Subsequently, there had been an equal rise in the caution businesses exercised as several athletes found occupancy in negative press. Those involved in scandals posed reputational risks for businesses and could reduce positive transference to consumers. The purpose of …

The Role Of Technology In Enabling Sales Support, Aaron D. Arndt, Jason Harkins

Marketing Faculty Publications

The purpose of this research is to develop a framework explaining how technology can enable sales support. Sales support technology is often used to assist salespeople with a variety of transaction activities, such as prospecting, communicating, scheduling appointments, and processing orders. Sales support technology can be categorized as automation and facilitative technology. Our framework explains when a technology is appropriate for a particular sales activity based on workload and customization. It also proposes who should use a technology based on orientation towards sales revenue or cost control goals. Then, we develop managerial recommendations and propose directions for future research.

A Bass Diffusion Model Analysis: Understanding Alternative Fuel Vehicle Sales, Michael H. Shoemaker

CMC Senior Theses

Frank M. Bass developed the Bass Diffusion Model to predict how innovative consumer durable products diffuse through consumer markets. This thesis will use data from 1999-2011 to examine the applicability of the Bass Diffusion Model to the introduction of alternative fuel vehicles (AFVs) in the automobile market. The findings in this thesis indicate the Bass Diffusion Model fit the diffusion pattern exhibited by AFVs well, but failed to accurately forecast diffusion patterns outside a given range of data. This thesis investigates potential reasons for the inaccurate 'Out of Sample Forecast', and gives recommendations for directions of future research on AFV …

The Relationship Between Socioeconomic Status And Emotional Gratification For Consumers Who Purchase Overtly Branded (Overtly Designer) Goods, Sarah Siracusa

Fordham Business Student Research Journal

When examining the reasoning behind a consumer’s choice of luxury purchase, we rely largely on consumer psychology. One important psychological factor is the concept of needs. Consumers of different socioeconomic backgrounds have different needs, thus influencing what they choose to purchase. While past research has focused on intrinsic and extrinsic aspirations, and the relationship between aspiration and luxury brand preference in predicting luxury consumption, there has not yet been a study conducted focusing on the relationship between socioeconomic status and emotional gratification of purchasing overtly branded (overtly designer) goods in America. After surveying participants in three socioeconomic income groups, it …

Crafting A Career Using Cps And Foursight, Morgan E. Milovich

Creativity and Change Leadership Graduate Student Master's Projects

ABSTRACT OF PROJECT

Crafting a Career Using CPS and FourSight

The purpose of my project is to develop a case study of how I will use Creative Problem Solving (CPS) and an attention to my Foursight preferences to grow my existing craft business into a viable career, rather than having it as just a hobby.

By utilizing the CPS Thinking Skills Model and having a greater awareness of my Foursight preferences, I was able to move from a dream to a reality and come out the other end of this project with a fully functioning, profitable business rooted firmly in …

Customer Satisfaction Index Of Singapore 2011: Q3 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. Currently in its fifth year of measurement, the CSISG serves as a quantitative benchmark of the quality of goods and services produced by the Singapore economy over time and across countries.

Growing In Asia: P&G Turns To Market Research, Singapore Management University

Perspectives@SMU

“Create excitement in the market with new products; entice the competitors to play, and together, we can grow the market,” said Medhee Jarumaneeroj, the 'influencer marketing & external relations leader' for Procter & Gamble (P&G) Asia's male grooming outfit. Speaking at the Marketing Excellence Speaker Series, a monthly talk organised by SMU's Centre of Marketing Excellence, Jarumaneeroj expressed excitement about Asia as a huge growth market for the American multinational.

Evaluating Key Factors In Supplier Selection For Micro-Businesses: Implications For Buyer Satisfaction, Avinash M. Waikar, Minh Q. Huynh, Robert F. Cope, Uday S. Tate

Management Faculty Research

Final quality of products/services starts with suppliers in the supply chain. Problems can occur if suppliers do not deliver the quantities requested in full, on time, or buyers select suppliers solely on the basis of lowest price. Supplier selection has been studied for large businesses but not for very small (micro) businesses. Therefore, a survey was administered to micro-businesses to determine: what factors are important to micro-businesses in selecting suppliers and how satisfied they are with their suppliers. Factors included Brand Name, Consistency, Cost/Lower Price, Loyalty, Quality, and Warranty. Results indicated that none of the factors were unimportant. However, buyer …

The Price Decline Anomaly In Christmas Season Internet Auctions Of Ps3s, Thomas Andrews, Cynthia Benzing, Matthew Fehnel

Economics & Finance Faculty Publications

No abstract provided.

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 …

Understanding The Decline Of Sales Of Destination Club Products, Heidi Goetz

UNLV Theses, Dissertations, Professional Papers, and Capstones

Purpose:

The purpose of this paper is to identify and confirm factors leading to the decline of sales of Ritz-Carlton Destination Club products.

2011 Fall Convocation Program, Office Of Communications & Marketing, Morehead State University.

Communications and Marketing Publications Archive

Fall convocation program held on August 17, 2011.

Customer Satisfaction Index Of Singapore 2011: Q2 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 nation, sector, sub-sector, and company levels. Currently in its fifth year of measurement, the CSISG serves as a quantitative benchmark of the quality of goods and services produced by the Singapore economy both over time and across countries.

Community Affair: Social Inclusion And Swapping, Jowanza Joseph

Student Works

Swapping has become primitive economic behavior with the advent of currency. However, with the increase in concern about the environment swapping has emerged in many forums including swap meets, free cycle and online swapping forums. We perform an exploratory investigation of this behavior through an imperial investigation of Twitter. We test the connectedness, and the popularity of people who are involved in swap meets and farmers markets. Finally, we discuss the implications and future directions for swapping.

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 …

Research Study Proposal For Nightlife Company (San Francisco, Ca), Trevor Hewitt

UNLV Theses, Dissertations, Professional Papers, and Capstones

Introduction:

This research proposal proposes a study to evaluate the differences in consumer spending amongst a company’s three types of customers (pre-sale ticketed, paid admission, free admission) once granted entry to one of the company’s nightclub venues in order to evaluate the optimal supply mix of customer type to maximize revenues. Since the company’s venue has a finite customer capacity limit due to safety and fire regulations and laws and it generally reaches these legal capacity levels on the vast majority of the nights it is open for business (leaving surplus customers unable to enter the venue), the proposed research …

The Dimensions Of Source Credibility And Salesperson Persuasion, Eric Jaso

Communication Studies

No abstract provided.

Customer Satisfaction Index Of Singapore 2011: Q1 Results, Institute Of Service Excellence, Smu

Research Collection Institute of Service Excellence (2007-2024)

The Customer Satisfaction Index of Singapore (CSISG), currently in its fifth year of measurement, is an indicator of the quality of goods and services produced in the Singapore economy. CSISG complements production-based measures such as Gross Domestic Product (GDP) by providing an assessment from the buyers’ point of view. Both types of measures are necessary as economic growth hinges not only on producing more, but producing better products and services.

Yourmainsqueeze: A Campaign For Syracuse, Jacqueline Piccolo

Renée Crown University Honors Thesis Projects - All

The city of Syracuse is a resource that has been untapped by SU students. Most students would consider themselves disconnected from the city, and would say that there’s not much to do downtown. Students will more likely complain about all the snow Syracuse receives, and the wind chill levels that can freeze your tears. However, when actually using the city’s resources, and engaging with downtown events, it is easy to see that life in the city does not freeze over in the winter.

In order to combat this problem, I have created a campaign proposal plan for the city of …

Skilladdiction Business Plan, Taylor Louie

Renée Crown University Honors Thesis Projects - All

Skill gaming is a type of online gaming in which people play fun, easy to learn, casual games, in a tournament setup - sometimes backed by small wagers, in attempt to win cash prizes. Launched in April, 2009, SkillAddiction (SA), now host to over 54,000 customers across more than 150 countries, brings people together to compete in any of their favorite casual games, in which the outcome is predominantly based on the player's skill. SA has incorporated innovative features to set itself apart from competitors, such as a virtual scavenger hunt, and interactive community features, and continues to develop the …

Financial Performance And Capacity Analysis For The Mice Industry In Las Vegas And The United States, Li-Ting Yang

UNLV Theses, Dissertations, Professional Papers, and Capstones

The meetings, incentive travel, conventions, and exhibitions (MICE) industry is comparatively young and diverse. As a result, there has been limited research conducted in this field, especially from the financial performance and capacity management perspective. The purpose of this study is to fill the gap by analyzing the MICE capacity optimization issue in Las Vegas, a leading MICE destination, and in the U.S., a leading MICE country in the world. The findings and results of this study should help industry practitioners better understand the current status of the U.S. MICE industry in terms of assets efficiency, operational costs, and profitability. …

Florida Turnpike Service - Retail Store Project, Duncan Dickson, David Kwun, Khaldoon Khal Nusair

Dick Pope Sr. Institute Publications

This report summarizes the findings of the Florida Turnpike Service Plaza retail Store survey, which was conducted October/2010- February 2011. Customers were surveyed in five service plazas, specifically Turkey Lake, Port St. Lucie/Ft. Pierce, West Palm Beach, Canoe Creek, and Fort Drum. A focused group research was also conducted by the Rosen College Faculty. Rosen's College- University of Central Florida- graduate and undergraduate students collected data using intercept method of data collection. Customers inside the 5 plazas were randomly selected to participate in the study. A total of 419 surveys were collected across the 5 plazas, after removing the outliers …

Saŋɔ Baara Cogo N´A Feere Cogo Gafe: Mogo Minuwye Gafe Dilan Oye = Fiche De Production Et De Commercialisation Du Mil = Production And Marketing Of Millet, Botorou Ouendeba, Niaba Teme

USAID Mali Mission Awards

U.S. government publication about millet production and sales in West Africa. In the Bambara language.

Fiche De Production Et De Commercialisation Du Mil = Production And Marketing Of Millet, Botorou Ouendeba, Niaba Teme

USAID Mali Mission Awards

Publication about production and sales of millet in West Africa. In French.

Library Marketing And Graphic Design, John M. Passa

Senior Honors Projects

As the University of RI moves into the new millennium, it has created its brand, “Think Big, We Do”.  This brand requires different collaborative marketing strategies for different units within the university.  Academic libraries provide intellectual products, consumed by a specific audience.

Marketing academic libraries entails a market analysis of the target audience, creating a strategic plan to address the library’s marketing audience, and designing a marketing instrument.  The target audience of the University Libraries was  identified as college students under the age of 25 because of academic requirements, cost of textual materials, and access to electronic resources.  Using library …

Mystery Shopping In Singapore’S Retail Sector: A Case Study, Iynee Low

UNLV Theses, Dissertations, Professional Papers, and Capstones

As mystery shopping becomes an increasingly popular tool to measure service quality, there is a need to ascertain its return of investment for the company. However, there is a paucity of academic research on the impact of mystery shopping results on a company’s sales performance. This professional paper develops a case study on two retail companies in Singapore which adopted and implemented mystery shopping to improve service quality and sales performance. The case study identifies the key service interventions implemented to improve mystery shopping results, and explores the relationship between mystery shopping results and sales performance. The findings in this …

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 …