Sales and Merchandising Commons^™

Msu Update, 1997, Office Of Communications & Marketing, Morehead State University.

Communications and Marketing Publications Archive

MSU Update Newsletters for 1997.

75th Anniversary Two Year Calendar, 1997-1998, Office Of Communications & Marketing, Morehead State University.

Communications and Marketing Publications Archive

The 75th Anniversary Two Year Calendar for 1997-1998, which lists the significant events in the history of Morehead State University from 1887 to 1997.

Consumer Involvement: The Key To Brand Recall, Avinandan Mukherjee, Anirban Ghosh

IIMB Management Review

No abstract provided.

Msu Update, 1996, Office Of Communications & Marketing, Morehead State University.

Communications and Marketing Publications Archive

MSU Update Newsletters for 1996.

The Effects Of Environment Dynamism And Heterogeneity On Salespeople's Role Perceptions, Performance And Job Satisfaction, Ravipreet S. Sohi

Department of Marketing: Faculty Publications

This article develops a structural equations model which examines the effects of environmental dynamism and heterogeneity on salespeople’s role conflict, role ambiguity, performance and job satisfaction. The model is tested with EQS, using data collected from 230 salespeople in multiple companies and industries. Indicates that environmental dynamism reduces satisfaction and performance, and increases role conflict and ambiguity. Notes that environmental heterogeneity also reduces performance and increases role conflict, but does not have a significant effect on role ambiguity.

Quality Lighting's Landscape Lighting Plan To Guide The Sales Force Into Successful Sales, Christy Mazzola

Graduate Student Dissertations, Theses, Capstones, and Portfolios

-

View, 1995-1996, Office Of Communications & Marketing, Morehead State University.

Communications and Marketing Publications Archive

1995-1996 View magazine of Morehead State University.

Msu Update, 1995, Office Of Communications & Marketing, Morehead State University.

Communications and Marketing Publications Archive

MSU Update Newsletters for 1995.

Salespersons’ Perceptions About Sales Contests: Towards A Greater Understanding, William H. Murphy, Ravipreet S. Sohi

Department of Marketing: Faculty Publications

Aims to improve understanding of an important and widely used management tool for motivating the salesforce – sales contests. Begins by introducing the question: what factors are associated with salespeople's feelings towards a sales contest? Several potentially relevant characteristics that are expected to be associated with various feelings towards contests are discussed. To test the hypotheses, data were collected through verbal protocols and surveys from salespeople belonging to a division of a Fortune 100 firm. Results indicate that salespeople's self-esteem, commitment level, and career stage play a role in influencing feelings towards the sales contest.

The impetus for this research …

To Extend Or Not To Extend: Success Determinants Of Brand Line Extensions, Srinivas K. Reddy, Susan L. Holak, Subodh Bhat

Research Collection Lee Kong Chian School Of Business

The authors study the determinants of line extension success using data on 75 line extensions of 34 cigarette brands over a 20-year period to investigate the relative effects of brand, extension, and firm characteristics on the incremental market share of brand line extensions. The econometric model also captures the extent of cannibalization of parent brand sales that may have occurred due to the line extension's introduction. The authors also explore the role of a brand's symbolic value as a factor in line extension success. Results indicate that parent brand strength and its symbolic value, early entry timing, a firm's size, …

View, 1994-1995, Office Of Communications & Marketing, Morehead State University.

Communications and Marketing Publications Archive

1994-1995 View magazine of Morehead State University.

Msu Update, 1994, Office Of Communications & Marketing, Morehead State University.

Communications and Marketing Publications Archive

MSU Update Newsletters for 1994.

Dual Diffusion: Analysis And Implications For Sales Force Management, Madhavan Parthasarathy, Ravipreet S. Sohi, Ronald D. Hampton

Department of Marketing: Faculty Publications

Retail resistance to an innovation can hamper its supply to consumers, thereby influencing product adoption behavior. Given this, a dual diffusion process consisting of both retail and consumer adoption is more appropriate in today's dynamic marketplace. Sales emphasis by manufacturers can strongly influence retail and consumer adoption behaviors, which would be reflected in the shapes of their respective patterns. In this paper, the authors examine the nature of retail adoption and its impact, both positive and negative, on consumer adoption. Following this, they present a strategic framework that lays out the sales management implications of the dual diffusion process.

View, 1993-1994, Office Of Communications & Marketing, Morehead State University.

Communications and Marketing Publications Archive

1993-1994 View magazine of Morehead State University.

Msu Update, 1993, Office Of Communications & Marketing, Morehead State University.

Communications and Marketing Publications Archive

MSU Update Newsletters for 1993.

View, 1993-1994 (2nd Edition), Office Of Communications & Marketing, Morehead State University.

Communications and Marketing Publications Archive

1993-1994 View magazine of Morehead State University.

A Bright Future For Export Plums, Ric Engel, Glynn Ward

Journal of the Department of Agriculture, Western Australia, Series 4

Western Australia's stone fruit industry is relatively small by Australian and world standards owing to its small domestic market and past uncertainties with export. However, the industry is expanding to take advantage of growing markets in south-east Asia. It has adopted new production and marketing technology and is developing new varieties to meet the demand.

The future for our export plums has never been as promising as it is today. This is linked to fruit quality because markets are fickle and highly sensitive to poor quality fruit.

The introduction of a Quality Management Program in 199~91 helped the State develop …

The Effects Of Video-Based Sales Training Methods And Feedback On Field Sales Performance, Michael T. Simorka

Theses

This thesis focused on the effects of video-based sales training methods on field sales performance. The study also evaluated the effects of feedback systems on performance.

Research in the field of training methodology presents a positive review of "high technology" methods . Most of the studies focus on the benefits of easy administration , reduced cost or improved performance . However, most reviews are anecdotal . There is little empirical data which studies the use of these medium and their effects on field sales performance.

In reviewing the research on feedback systems, the studies have shown that feedback can have …

Msu Update, 1992, Office Of Communications & Marketing, Morehead State University.

Communications and Marketing Publications Archive

MSU Update Newsletters for 1992.

View, 1992-1993, Office Of Communications & Marketing, Morehead State University.

Communications and Marketing Publications Archive

1992-1993 View magazine of Morehead State University.

Ua37/21/2 Research Interview, William Jenkins, Suzanne Hansen

Faculty/Staff Personal Papers

Research interview with Suzanne Hansen owner-operator of Recycled Revolution. The tape has quite a lot of background noise which occasionally make it difficult to hear what is being said.

For more information regarding Recycled Revolution see:

• Apodaca, Rose. New-Age Junkies, Los Angeles Times, 4/23/1993.

• Kelly, John. Bowling Green Firm Turns Old Junk Into Fashion, Kentucky News Era, 11/1/1993

Msu Update, 1991, Office Of Communications & Marketing, Morehead State University.

Communications and Marketing Publications Archive

MSU Update Newsletters for 1991.

The Effect Of Perceived Personal Consequences On Participation And Influence In Organizational Buying, Daniel H. Mcquiston, Peter R. Dickson

Scholarship and Professional Work - Business

A potential explanation for the amount of individual participation and influence in an industrial purchase decision is whether or not the participant expects any personal repercussions to result from the decision outcome. Justified by a script theory extension of the reward/measurement model, the above proposition was tested and supported using a LISREL model fitted to the responses of executives who participated in the purchase of a specialized item of capital equipment.

View, 1990-1991, Office Of Communications & Marketing, Morehead State University.

Communications and Marketing Publications Archive

1990-1991 View magazine of Morehead State University.

Msu Update, 1990, Office Of Communications & Marketing, Morehead State University.

Communications and Marketing Publications Archive

MSU Update Newsletters for 1990.

An Empirical Investigation Of The Evaluative Criteria Of Industrial Buyers, Daniel H. Mcquiston, Rockney G. Walters

Scholarship and Professional Work - Business

A factor analytic methodology is used to measure and interpret the evaluative criteria used by the functional roles represented in an industrial decision making unit during their consideration to purchase a piece of capital equipment. The results of the study indicate that the criteria employed by each decision maker during the evaluation of this equipment varied by functional role. The attributes contained in each evaluative dimension were directly related to each functional role primary job responsibility.

Msu Update, 1989, Office Of Communications & Marketing, Morehead State University.

Communications and Marketing Publications Archive

MSU Update Newsletters for 1989.

Direct Selling Is A Plus For Cattle Producers, P G. Frapple

Journal of the Department of Agriculture, Western Australia, Series 4

The aim when marketing cattle is to maximise the net return with the minimum level of risk. To do this a producer needs an accurate description of the stock for sale and information on the likely gross returns and costs of selling through the different marketing systems.

Since producers' selling costs and processors' buying costs are lower in direct sales, it is more likely that net returns from direct delivery will be higher.

Msu Update, 1988, Office Of Communications & Marketing, Morehead State University.

Communications and Marketing Publications Archive

MSU Update Newsletters for 1988.

View, 1988-1989, Office Of Communications & Marketing, Morehead State University.

Communications and Marketing Publications Archive

1988-1989 View magazine of Morehead State University.