Sales and Merchandising Commons^™

Merchandising Award Of Excellence Competition Entry, Dana Padgett

Undergraduate Research Conference

No abstract provided.

Customer Satisfaction Index Of Singapore 2010: Q1 Results, Institute Of Service Excellence, Smu

Research Collection Institute of Service Excellence (2007-2024)

Transiting to a quarterly release, the Customer Satisfaction Index of Singapore (CSISG) has completed its first round of measurement for the Retail and Info-Communications sectors. Annually, CSISG currently measures 8 key economic sectors of Singapore with company, sub-sector, and sector results of two economic sectors released each quarter. The national score for 2010 will be updated in January 2011. CSISG company scores are generated based on face-to-face interviews with companies’ customers after the consumption of their products and services. Company scores in a sub-sector are then aggregated up in proportion to their revenue contributions to derive each sub-sector score. Similarly, …

Departure Boutique, Melissa Heitmann

Interior Design Program: Terminal Projects

Proposal

The following proposal is a design contract for the master planning, development and interior design services for the building on the corner 8th and P in the Haymarket District in Lincoln, Nebraska. The Haymarket District is an active, vibrant, historical area within the city of Lincoln and draws in people of all ages and cultures to this neighborhood. Local gift shops, restaurants, bars, and small businesses culminate this area. To attract more people to this district, I propose to add a boutique salon/spa, a boutique retail store, office space, and loft-style apartments.

The boutique salon/spa will target those of …

Equipping Women For Food Service Sales, Robert Stegall-Smith

UNLV Theses, Dissertations, Professional Papers, and Capstones

The purpose of this paper is to develop a training program which will equip women for success in foodservice sales. It will determine if women have greater sales skills in the current business environment. Research will be done to determine what role product and operations knowledge plays in sales success in addition to natural ability. Finally based on the findings it will be determined in what format to deliver the training

A Marketing Plan For An Artisan Bread Bakery, Audrey Campana

Agribusiness

This study was undertaken to determine whether there is market potential for Word-of-Mouth Bakery to expand its current operation in food retailing in Modesto and the surrounding areas. A Case Study was conducted on Panera Bread Company to use as a competitive analysis to compare Word-of-Mouth Bakery with an established nationally known artisan bread company. An expert opinion poll was also conducted to assess the market potential in supermarkets from the observations of in-store bakery managers in Modesto and the surrounding areas. A SWOT analysis was used to determine the internal strengths and weaknesses, and external opportunities and threats that …

Consumers And Benefits Of Genetically Modified Vegetables, Megan Carter Judge

Master's Theses

With the adoption of biotechnology in many agricultural products with first-generation biotechnology traits such as increased pest resistance, greater herbicide resistance, and increased yields the growers have accepted them. The next wave of biotech crops have second-generation traits, such as improved nutrient content, extended shelf life, reduced pesticide and herbicide application (a consumer demanded trait), and better taste. Will these consumer benefits offset any concern that the consumer has regarding biotechnology? What are those benefits and how should the information be communicated to the consumer?

Three focus groups give insight to the proposed questions. The focus groups were done in …

A Marketing Plan For Main Street Small Animal Hospital In Templeton, Ca, Lisa Karcher

Agribusiness

A marketing plan was developed for Main Street Small Animal Hospital in Templeton, CA using client survey research. The surveys determined the possible marketing avenues to improve the current marketing status of Main Street.

Disambiguating The Role Of Ambiguity In Perceptual Assimilation And Contrast Effects, Michelle P. Lee, Kwanho Suk

Research Collection Lee Kong Chian School Of Business

We examine how perceptions of a product are affected by the presence of extreme exemplars and find that ambiguity of the product is an important moderator. When the target is a novel one, perceptions assimilate to the context, whereas when it is highly familiar, perceptions are immune to the influence of context. This is as predicted by the interpretation-comparison model. Contrary to this model, however, we find that effects on perceptions are not always assimilative in nature. When product ambiguity falls between the extremes of novel and highly familiar, a contrast effect in perception can occur. This is consistent with …

2010 Spring Convocation Program, Office Of Communications & Marketing, Morehead State University.

Communications and Marketing Publications Archive

Spring convocation program held on January 6, 2010.

Customer Satisfaction Index Of Singapore: Executive Summary 2009, Institute Of Service Excellence, Smu

Research Collection Institute of Service Excellence (2007-2024)

Since 2007, customer satisfaction from the consumption of products and services in 8 key economic sectors of Singapore were measured and scores released annually through the Customer Satisfaction Index of Singapore (CSISG). Currently the CSISG is undergoing a transition from an annual to quarterly release of results. CSISG results of 6 economic sectors were released in October 2009. The release of results for the 2 remaining sectors: Healthcare, and Finance & Insurance, and an update to the national score concludes the measurement for 2009. Starting from 2010, CSISG company, subsector, and sector scores will be updated quarterly, on a rolling …

Social Media Perceptions And Usage By Generation Y And Relevant Marketing Implications, Irene J. Dickey, William F. Lewis

Management and Marketing Faculty Publications

One of the most common ways in which Internet users connect and network with each other is through "social media." Social media is the content that is provided and maintained by the user on a website. It is clear that social media such as Facebook and LinkedIn are becoming increasingly pervasive in the lives of students, professionals and consumers. A literature review, as well as the results from our survey, reveals that not only have social networks evolved rapidly during the last few years, but so too have consumers’ behaviors. Subsequently, marketing strategies and tactics, and the potential for practitioners …

The Evolution (Revolution) Of Social Media And Social Networking As A Necessary Topic In The Marketing Curriculum: A Case For Integrating Social Media Into Marketing Classes, Irene J. Dickey, William F. Lewis

Management and Marketing Faculty Publications

This research first examines social media and social networks as a social phenomenon and its influence on marketing practice. Survey data and an extensive literature review reveal that not only have social networks evolved rapidly during the last few years, but so have social media, consumer behaviors, and subsequently, social media marketing tactics, which are increasingly being integrated into marketing programs. The authors explore the question of whether more time should be devoted to these topics and whether they should be incorporated into the marketing curriculum. This research provides important information, insights and recommendations for incorporating the topic of social …

Consumer Decision-Making Styles Of The Three Major Ethnic Groups In Malaysia Towards Casual Wear Buying., Daphne Fam Sin Ying

Student Works (2010-2019)

The hot and humid climate in Malaysia makes the wearing of casual wear in the country for all normal interactions other than formal functions the norm rather than the exception. As Malaysia is a multi cultural country with different ethnic group, it is pertinent that a study be conducted on the casual wear buying decision making styles of the different ethnic group in the country – namely the Malay, Chinese and Indians. Although there have been numerous studies done relating to consumers decision making styles using the Consumer Style Inventory (CSI) developed by Sproles and Kendall (1986) but then most …

Chocolate Brand Familiarity And Product-Country Evaluation Among Young Consumersin Malaysia, Poh-Chuin Poh-Chuin, Osman Mohamad, Yudi Fernando

Business Review

Consumers’ product evaluation and brand familiarity are important in the marketing arena, considering the significant growth of the international trade and globalization. This study tries to identify young Malaysian’s chocolate brand familiarity and product-country evaluation. The results found that stereotyping and halo effects do influence young Malaysian chocolate evaluation. The discussion of this study also includes recommendation to marketing managers and research limitations.

Analysis Of The Effectiveness Of Hughson Nuts’ Marketing Strategies In India And China, Christopher Douglas Angle

Agribusiness

This analysis for this study was undertaken to determine if Hughson Nuts’ Marketing Strategies were effective in India and China. The study was also to assess Hughson Nut’s marketing mix internationally to China and India, to evaluate the marketing mix based on projection and comparisons, to assess potential improvements of the marketing mix, and to determine how Hughson Nuts sales to India and China compared to the rest of states sales. The report represents four techniques that make up the marketing mix; place, price, product, and promotion. The research involved getting data from the California Almond Board and making a …

What Makes Strategy Making Across The Sales-Marketing Interface More Successful?, Avinash Malshe, Ravipreet S. Sohi

Department of Marketing: Faculty Publications

Extant research on marketing strategy making (MSM) lacks process-based theoretical frameworks that elucidate how marketing strategies are made when sales and marketing functions are involved in the process. Using a grounded theory approach and data collected from (a) 58 depth interviews with sales and marketing professionals and (b) a focus group with 11 marketing professionals, we propose that MSM within the sales-marketing interface is a three-stage, multifaceted process that consists of Groundwork, Transfer and Follow-up stages. Our process-based model explicates the specific activities at each stage that are needed to develop and execute marketing strategies successfully, the sequence in which …

Interactive Print - The Application Of Synergy To Restore And Enhance The Value Of Print, Amy Mcgiven, Jeanne Ngo

Graphic Communication

With the emergence and increasing role of technology in today’s society, many questions are raised about what is the future of print. This study set out to research the term “interactive print,” which, for the purposes of this study, includes Personalized Uniform Resource Locator (PURL), GossRSVP, Radio Frequency Identification (RFID), and other sources of technology that refer an end consumer to online sources via print.

This report was written in order to research the current trends and knowledge in the industry as it relates to interactive print technologies, as well as to foresee the role of interactive print in the …

Sales Departments In The Graphic Communication Industry, Kendra Searle

Graphic Communication

The purpose of this study is to show how many different variables go into building a strong sales department and the effect it has on the overall success of a company and the graphic communication industry as a whole. This study will show what sales departments are doing to maintain their client base and reach their sales goals even in the midst of changes within the industry. It will also show the impact of the sustainability movement on sales and marketing efforts.

The study showed the most recent sales figures for two of the top companies in the print industry. …

Simpler Packaging, Tomiko Oden

Graphic Communication

This project explains how product packaging is become more "green", and thus more simple. Packaging needs to go beyond just simplifying materials and graphics - it needs to create a simpler process in order to reduce wasted time, energy, and resources.

Opportunity Cost Neglect, Shane Frederick, Nathan Novemsky, Jing (Jane) Wang, Ravi Dhar, Stephen Nowlis

Research Collection Lee Kong Chian School Of Business

To properly consider the opportunity costs of a purchase, consumers must actively generate the alternatives that it would displace. The current research suggests that consumers often fail to do so. Even under conditions promoting cognitive effort, various cues to consider opportunity costs reduce purchase rates and increase the choice share of more affordable options. Sensitivity to such cues varies with chronic dispositional differences in spending attitudes. We discuss the implications of these results for the marketing strategies of economy and premium brands.

Don't Be Undersold!, Jan-Benedict E.M. Steenkamp, Nirmalya Kumar

Research Collection Lee Kong Chian School Of Business

"Aldi" is a word that strikes fear in the hearts of brand managers across Europe. A chain of low-budget retail stores with sales of $73.5 billion in 2008, Aldi invented what is commonly referred to as the hard-discount store, a format that is destroying between a quarter and a half trillion dollars in brand sales annually.Brand executives at major consumer packaged goods companies have mostly been caught off guard by this success, The authors' research identified four key misconceptions that explain why: (1) Hard discounters can succeed only in Europe; (2) they attract only the poor; (3) they offer inferior …

The Sacred And The Secular: Blending Borders To Maximize Product Success, Karen R. Deross

Journalism

In a society where a person can choose anything he wants from a vast literary buffet, the products that appeal to varied audiences with differing values and interests stand out among the masses. The Purpose Driven Life by Rick Warren is a prominent example of a product that became explosively successful in two starkly differing markets: the secular and the religious.

This research paper explores the history and controversy surrounding the combination of these two markets and the implications they have for each. The triumph of The Purpose Driven Life, as well as other prominent Christian titles, is focused on …

Customer Satisfaction Index Of Singapore: First Three Quarters Executive Summary 2009, Institute Of Service Excellence, Smu

Research Collection Institute of Service Excellence (2007-2024)

The Customer Satisfaction Index of Singapore (CSISG) is now in its third year, the results of the first three quarters of CSIS G 2009 were obtained from survey data gathered between April and August 2009. The six sectors measured were: Retail, Food and beverage, Info-communications, Education, Transportation and logistics, Tourism, hotels and accommodation services.

Seeking Emotion Enhancement Or Uncertainty Resolution? A Dual-System Approach To Examining Post-Purchase Information Search, Hanwen Hannah Chang, Cecile Cho, Leonard Lee

Research Collection Lee Kong Chian School Of Business

Product information search is typically assumed to follow the recognition of a purchase need and to occur before decision making. Once a sale transaction is completed, searching for information (e.g. price) on the purchased product seems futile and even irrational. Real-life observation and prior research (e.g. Russo and Leclerc 1994), however, suggest that such post-purchase search behavior is pervasive among consumers despite having no apparent consequence.

Retaining Customers With Shopping Convenience, Sabine Moeller, Martin Fassnacht, Andreas Ettinger

Research Collection Lee Kong Chian School Of Business

Our empirical research investigates the impact of dimensions of shopping convenience (decision, access, search, transaction, and after-sales convenience) on customer retention, including customer behavioral loyalty (shares of wallet and visits) and attitudinal loyalty (exit intention). Our findings show that for utilitarian shopping, behavioral and attitudinal loyalty are partly affected by different dimensions. Decision and access convenience, dimensions that come into play prior to the purchase, are most important for share of visits and share of wallet. Apart from decision convenience, exit intention is very much affected by transaction convenience, which is an in-store dimension. Furthermore, comparing our results with results …

Differential Reliance On Feelings In The Present Vs. The Future (Or Past): Affect As A Decision Making System Of The Present, Hanwen Hannah Chang, Michel Tuan Pham

Research Collection Lee Kong Chian School Of Business

We posit that compared to the cognitive system, the affective system of judgment and decision making is relatively more engaged in the present. Specifically, we hypothesize that even if their accessibility is held constant, affective feelings are weighted more heavily in consumer judgments and decisions set in the present than in equivalent judgments and decisions set in the future or in the past. Consistent with this proposition, results from six experiments show that (a) compared to a more distant future, a nearer future increases consumers’ relative preferences for options that are superior in terms of integral affect over options that …

Privacy Concern And Online Personalization: The Moderating Effects Of Information Control And Compensation, David G. Taylor, Donna F. Davis, Ravi Jillapalli

WCBT Faculty Publications

Firms have at their disposal an increasing amount of personal information about consumers gathered through various means. Studies find that personalizing online interactions improves customer relationships and increases desirable behaviors, such as positive word-of-mouth and increased purchase intent. However, other research suggests that the use of personal information stimulates privacy concern, which has a negative effect on behavior. This study examines potential moderators of the negative effects of privacy concern on behavioral intentions in the context of personalized online interactions. Results show that increasing perceived information control reduces the negative effect of privacy concern on behavioral intentions. In contrast, the …

2009 Fall Convocation Program, Office Of Communications & Marketing, Morehead State University.

Communications and Marketing Publications Archive

Fall convocation program held on August 12, 2009.

Technology Adoption: Influence Of Availability And Accessibility, William S. Mcconnell

All Faculty and Staff Scholarship

Farmers are small business leaders using available technology to remain competitive. The availability of technology is dependent on the suppliers' use of the marketing mix 4Ps theory--product, price, placement, and promotion. The purpose of this study was to determine how the relation between availability and accessibility influences the adoption by rural farmers of new technological innovations, specifically internet services. Results indicated availability factors (product, price, placement, and promotion) positively correlated to accessibility factors (perceived usefulness, ease of use, and behavioral intention). The study provides empirical support for an extended technology acceptance model (TAM) that includes availability factors as external variables.

Exploring The Impact Of Economic Downturn And Method To Increase Hotel Sales Department Revenues, Amy Forss

UNLV Theses, Dissertations, Professional Papers, and Capstones

The purpose of this paper is to evaluate how hotel sales are affected by the weak economy and determine a business plan for hotel sales departments to survive through the current economic downturn. The goal is to suggest ways that the sales department can increase revenues and survive through the downturn to come out ahead of the competition. Suggestions will be provided to, in particular, the sales departments of hotels to continue to increase revenues despite travel being down in the United States and internationally. In doing so, it will be important to discuss how down economies have an impact …