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  Partner: UNT Libraries
 Degree Discipline: Marketing
 Degree Level: Doctoral
 Collection: UNT Theses and Dissertations
Continuity Expectations in Vertical Marketing Systems: a Dyadic Perspective of Domestic and International Franchising

Continuity Expectations in Vertical Marketing Systems: a Dyadic Perspective of Domestic and International Franchising

Date: May 1999
Creator: Mehta, Sanjay S. (Sanjay Subhash)
Description: An emerging paradigm shift in the marketing discipline has prompted renewed research interest in the nature and scope of exchange. A common theme in the research to date is a departure from the traditional transactional orientation to a relational perspective of exchange. The relational emphasis is particularly germane to contractual Vertical Marketing Systems (VMS) where the emphasis is on long-term, mutually beneficial interaction between various channel members. The franchisor-franchisee relationship, a type of contractual VMS, is governed by norms that impact system efficiency and effectiveness. Despite the unprecedented growth of international franchising systems in the marketplace, a paucity of empirical attention has focused on cross-national franchisor-franchisee relationships. With many U.S.-based business format franchisors penetrating foreign markets, the primary purpose of the dissertation is to provide insights into tools which franchisors, and franchisees can use during the evolution of the exchange relationship. To identify differences across geographic boundaries, the dissertation simultaneously studies domestic and cross-border franchisor-franchisee relationships.
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Perceptions of Work Group and Managerial Behaviors as Antecedents of a Salesperson's Commitment, Performance, and Turnover

Perceptions of Work Group and Managerial Behaviors as Antecedents of a Salesperson's Commitment, Performance, and Turnover

Date: August 1999
Creator: Gulati, Rajesh, 1964-
Description: Theoretically grounded and empirically testable conceptualizations that offer alternative explanations regarding sales force performance and turnover can: (a) enhance understanding regarding these pivotal outcomes, and (b) augment an organization's capability to increase sales and decrease turnover. The study advances one such explanation by conceptualizing and testing a perceptual model that links a salesperson's psychological climate dimensions to organizational commitment, performance, and turnover. The framework the study proposes respecifies the leadership and work group dimensions of psychological climate into four distinct perceptions (i.e., a salesperson's perceptions regarding the behaviors of work group, sales manager, senior management, and non sales employees in the organization). These climate dimensions are posited to influence positively a salesperson's organizational commitment which consequently influences positively the salesperson's effort and intention to stay with the organization. The proposed outcomes of organizational commitment result in increased performance and decreased turnover. Success beliefs and perceived behavioral control are posited to moderate the relationship between the salesperson's organizational commitment and effort. The study tests the hypothesized relationships on a sample of salespersons belonging to a telecommunications organization utilizing path and hierarchical regression analyses.
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Effects of Perceived Quality, Product Category Similarity, and Brand Breadth on Consumers' Perceptions of Brand Extensions: Tests of Categorization Theory and Cognitive Response Theory

Effects of Perceived Quality, Product Category Similarity, and Brand Breadth on Consumers' Perceptions of Brand Extensions: Tests of Categorization Theory and Cognitive Response Theory

Date: August 1994
Creator: Lee, Dongdae
Description: Various constructs are related to predicting consumers' perceptions of brand extensions. Among these, three constructs, perceptions of perceived quality (PQ) associated with the parent brand, product category similarity (PCS) of an extension to its parent brand, and brand breadth (BB) of the parent, are central to many brand extension studies. The purpose of this study is to clarify the roles of these three constructs and to pit predictions from an alternative theoretical perspective — cognitive response theory — against predictions based on categorization theory.
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The Role and Contributions of Independent Sales Representatives in the Relationship Between Merchandise Suppliers and Small Retailers: Dynamic Interactions in the Channel

The Role and Contributions of Independent Sales Representatives in the Relationship Between Merchandise Suppliers and Small Retailers: Dynamic Interactions in the Channel

Date: May 1998
Creator: Gruben, Kathleen H. (Kathleen Hall)
Description: Small retailers are searching for a basis of competitive advantage to compete against larger retailers. The independent sales representative (rep) may represent such a basis. Little is known about how the role of reps and their performance is perceived by suppliers and retailers. We do not know what is expected from reps, if the reps' performance meets suppliers and retailers expectations, or whether met expectations lead to a basis of competitive advantage. Primarily, the study was designed to identify the role and contributions reps in the interactions between the supplier and retailer in the channel of distribution.
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An Examination of the Nature of a Problematic Consumer Behavior : Compulsive Purchasing as a Learned Adaptive Response, Addiction, and Personality Disorder

An Examination of the Nature of a Problematic Consumer Behavior : Compulsive Purchasing as a Learned Adaptive Response, Addiction, and Personality Disorder

Date: August 1989
Creator: Briney, Alicia L. (Alicia Lyn)
Description: The problem examined in this study was the nature of compulsive purchasing behavior. Three proposed models depicting this behavior as a learned adaptive response to anxiety and/or depression, an addiction, and a personality disorder were introduced and discussed in Chapter I. Background information concerning the areas examined in the models was presented in Chapter II. The research methodology was discussed in Chapter III and the findings of the research presented in Chapter IV. A summary, conclusions, implications, and recommendations were presented in Chapter V.
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Modeling the "Make-or-Buy" Logistics Decision: An Empirical Analysis of the Logistic Decision Drivers for Suppliers and Manufacturers in Vendor Managed Inventory Relationships

Modeling the "Make-or-Buy" Logistics Decision: An Empirical Analysis of the Logistic Decision Drivers for Suppliers and Manufacturers in Vendor Managed Inventory Relationships

Date: August 1999
Creator: Ricketts, Philip M.
Description: Managing the movement of components and products from suppliers to customers and ultimately to end-users is undergoing rapid changes. Supply chain management has increasingly gained attention as companies have sought to reduce costs and improve service performance in a quest for gaining an advantage on the competition.
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Characteristics of Purchasing Managers That Influence Preferences to Enter Buyer-Seller Partnerships by Single Sourcing

Characteristics of Purchasing Managers That Influence Preferences to Enter Buyer-Seller Partnerships by Single Sourcing

Date: May 1992
Creator: Swift, Cathy Owens
Description: This research addresses the question of whether there are personal characteristics of purchasing managers that lead them to make decisions regarding buyer-seller partnerships, and supplier sourcing in particular, that may be suboptimal, therefore affecting the performance of the firm. This question warrants study due to the current business environment, in which business firms have been entering into both formal and informal buyer-seller partnerships as a means of surviving in a highly competitive environment.
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Factors Associated with Salespersons' Use of Influence Tactics and Their Outcomes : An Exploratory Study

Factors Associated with Salespersons' Use of Influence Tactics and Their Outcomes : An Exploratory Study

Date: May 1992
Creator: Nonis, Sarath A. (Sarath Alban)
Description: The use of influence tactics by sales representatives appears to be related to a number of latent constructs and factors such as, manifest needs, role conflict and role ambiguity, and perception of sales managers' power bases. However, such relationships have not been examined by researchers. These relationships were examined in this study in an effort to improve the current level of understanding of causes and results of the use of influence tactics in a sales environment. The contention of this study was that individuals in work settings engage in a variety of influence tactics, and that the type of influence tactics used are influenced by factors such as personal characteristics of the salespersons, the nature of goals to be achieved, the salespersons' perceptions of their superiors' power bases, and the nature and complexity of the dyadic relationship that exists between supervisor and subordinates.
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Antecedents of Power in the Distribution Channel : A Transaction-cost Perspective

Antecedents of Power in the Distribution Channel : A Transaction-cost Perspective

Date: August 1991
Creator: Erdem, S. Altan (Selim Altan)
Description: A discussion of reward, coercive, expert, legitimate, and referent power bases was the initial focus of this research. A review of the power sources literature suggested that vertical integration within a channel of distribution was a crucial precursor to develop a structure to facilitate the use of power without creating a significant conflict among channel participants. Elements of transaction cost analysis (TCA) were offered as being suitable for determining the existing level of vertical integration among respondent firms. Accordingly, the purpose of this study was to develop a tentative model to determine proper use of power within varying levels of vertical integration.
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No-thought Shopping: Understanding and Controlling Nonconscious Processing in Marketing

No-thought Shopping: Understanding and Controlling Nonconscious Processing in Marketing

Date: December 2012
Creator: Fabrize, Jr., Robert O.
Description: This dissertation explores how nonconscious thought processing might be affected and activated in ways that influence consumer decision making. To activate nonconscious thought processes, this dissertation relies on priming—the unobtrusive activation of mental representations by stimuli in a social context, which occurs without participants' conscious awareness. Three dimensions of consumer decision making are investigated: purchase intention, product evaluation and arousal. The dissertation is based on the auto-motive model of nonconscious goal pursuit and somatic marker hypothesis. The dissertation is driven by three experiments, which respectively explore crucial areas in priming effects and addresses the following research question: can primes be shaped or controlled by marketers? Specifically, the dissertation examines whether shopping behavior can be primed. Second, the dissertation also examines how facial primes displaying basic emotions (happiness, anger, contempt, disgust, fear, sadness, and surprise) can prime emotion and arousal. Finally the dissertation examines the effect of the interaction of the buying prime with the primes of faces displaying basic emotions on the dependent variables of purchase intention, product evaluation, emotion, and arousal. Results from three experimental studies show that shopping behavior can be primed, and primed participants will exhibit higher product evaluation than those exposed to a control prime. Second ...
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