Search Results

Increasing the Effectiveness of Location-Based Advertising

Description: Location-based ads are defined as any ads that are sent by an identified source to consumers' mobile devices when they are around the advertised product/store. Although mobile ad spending is said to have accounted for 68% of all digital ad spending in 2020, knowledge of how businesses can use mobile and location-based technology to reach their customers effectively is limited. Thus, the purpose of this three-essay format dissertation is to review the literature on LBA and identify the gaps in t… more
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Date: August 2022
Creator: Thapa, Sajani
Partner: UNT Libraries

Two Essays Examining the Effects of AIVA Search on Cognition, Emotion and Choice

Description: AI-enabled virtual assistants (AIVAs) have become increasingly popular (e.g., Amazon Alexa, Google Home) and assist consumers with various tasks, including home automation, access to media, entertainment, and shopping. Essay 1 focuses on the outcomes of consumers' lost autonomy after information search using AIVAs versus an online search engine (e.g., Google). Drawing on research in advances in AI technology, I predict that interacting with AIVAs (versus online search engines) will lead to seve… more
Date: May 2022
Creator: Pricer, Laura
Partner: UNT Libraries

The Effect of Online Consumer Reviews and Brand Equity on the Consumer Decision Making Process

Description: This research aims to investigate the (1) review effects on consumer decision making process, (2) effects of negative reviews on brand equity, and (3) consumers' likely response to a brand's request for reviews. The objective of the first essay is to investigate the nature of the relationship between skepticism and consumer decision making in an online behavior context. Its second objective is to know whether people's belief on their abilities or their hedonic principle moderates the relationsh… more
Date: December 2021
Creator: Ahmad, Fayez
Partner: UNT Libraries
open access

Exploring the Complex Exchange Relationships in Direct Selling Channels

Description: This dissertation research explores the factors that influence direct selling agents' sales performance and job satisfaction. In the direct selling channels, the agents not only sell the products to customers. They may concurrently perform a "distributor" role as a stand-alone entity composed of their own sales network. This dissertation research features two essays. The first essay investigates how direct selling agents' perceptions of control and sense of belonging relate to PO. This ess… more
Date: December 2021
Creator: Geng, Guanyu
Partner: UNT Libraries
open access

Innovation Teams: an Empirical Examination of the Relationship of Team Climate and Development Strategies in Consumer Packaged Goods Industries

Description: Companies’ new primary source for sustainable revenue growth comes from creating new innovations, rather than from mergers and acquisitions. Companies are finding it difficult to align internal support for the innovative creativity of teams with standard operating procedures. This research aims to discover how innovative teams contribute to forming development strategies that CPG firms use to create new products. Dimensions of the Theory of Team Climate in Innovation (TTCI) offer insight on th… more
Date: August 2013
Creator: Mims, Tina C.
Partner: UNT Libraries
open access

A Model of Salespeople's Training Attitudes and Related Outcomes

Description: Today many selling organizations are reexamining and revising their philosophy for managing salespeople because of increase costs of hiring and maintaining a sales force. More than everm management is looking for ways to assist salespeople in becoming more productive and effective faster. One avenue for enhancing salespersons' performance is through improved sales training practices. improved sales training practices should help salespeople view training, and how sales training transcends to th… more
Date: August 1999
Creator: Wilson, Phillip H.
Partner: UNT Libraries
open access

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

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.
Date: August 1999
Creator: Ricketts, Philip M.
Partner: UNT Libraries
open access

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

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 t… more
Date: August 1999
Creator: Gulati, Rajesh, 1964-
Partner: UNT Libraries
open access

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

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 rel… more
Date: May 1999
Creator: Mehta, Sanjay S. (Sanjay Subhash)
Partner: UNT Libraries
open access

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

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… more
Date: May 1998
Creator: Gruben, Kathleen H. (Kathleen Hall)
Partner: UNT Libraries
open access

Determinants and Outcomes of Salespeople's Coping Style

Description: Some salespeople cope with the chronic stress that accompanies sales jobs better than others. That is, while all salespeople possess some ability for coping with job stress, some coping mechanisms work better than others. Thus, it is critically important to identify the coping mechanismwhich are associated with the most positive organizational outcomes (i.e., higher performance, increased retention). Research on the coping mechanisms of salespeople is in its exploratory stage. Increased knowled… more
Date: August 1996
Creator: Srivastava, Rajesh, 1964-
Partner: UNT Libraries
open access

Threat to Health or Exuberant Well-Being: Which Best Explains Wellness Behavior?

Description: Because of the high and rapidly increasing cost of health care, wellness has become a significant issue for both health care practitioners and the general public. This research examines the issue of wellness and seeks to develop a model that identifies the factors that are most significant in explaining why people engage in wellness activities. A questionnaire was mailed to a sample (n = 499) randomly selected from the general population of the United States. Predictor variables are the demogra… more
Date: August 1996
Creator: Murrow, Jimmie L. (Jimmie Lorraine)
Partner: UNT Libraries
open access

The Eclectic Paradigm of Salesperson Compensation: a New Framework for Investigating the Role of Salary versus Commission

Description: Numerous researchers, employing theories from either psychology or economics, have investigated the circumstances under which firms are likely to adopt salary-based versus commission-based compensation plans. This study integrates the most common theoretical bases of salesperson compensation literature into a broad framework labeled the Eclectic Paradigm of Salesperson Compensation (EPSC). The EPSC proposes that there is a positive association between a firm's salary orientation and resource co… more
Date: December 1995
Creator: Massad, Victor J. (Victor James)
Partner: UNT Libraries
open access

Development and Testing of a Resource-Based Theory of International Entry Mode Choice

Description: A firm can deploy a variety of arrangements (entry modes) like wholly owned subsidiaries, joint ventures, contracts, and export modes to implement its product market strategies in foreign countries. Each of these arrangements entails decisions about the location of production facilities and/or marketing operations, and the type of ownership of these operations. The choice of an entry mode is of strategic importance to a firm because it can involve investment of substantial amount of resources a… more
Date: August 1995
Creator: Sharma, Varinder M. (Varinder Mohan)
Partner: UNT Libraries
open access

The Effect of Information Technology on Productivity in the Retail Sector

Description: Three major research questions were addressed in this study. First, does information technology contribute to the productivity of retail institutions? Second, to what degree can information technology be substituted for labor and capital in retailing? Finally, is the market efficient in allocating information technology? These questions were chosen after a careful review of the literature revealed gaps in these areas.
Date: August 1995
Creator: Reardon, James F.
Partner: UNT Libraries
open access

The Industrial Representative's Perception of the Impact of Managerial Control Systems on Performance

Description: The objective of this study was to examine whether the factors which constitute the manufacturer/industrial-representative relationship, influence performance as predicted by control theory. In addition, the study evaluated the contribution of selected demographic factors such as size of the firm, and the representative's experience, on performance.
Date: August 1995
Creator: Dunipace, Richard A. (Richard Alan)
Partner: UNT Libraries
open access

Influence Impacting Female Teenagers' Clothing Interest: a Consumer Socialization Perspective

Description: Female teenagers have been found to be the most affluent teens according to the Rand Youth Poll's nationwide survey. The survey finds the average weekly income from female teens age 16 to 19 to be $82, with $50 from earnings and the balance from their allowances. Other findings from the survey indicate that adolescent girls receive more than adolescent males in allowance from parents, as mothers understand the need for the female teen to have the income necessary to purchase clothing and cosmet… more
Date: August 1995
Creator: Waguespack, Blaise P. (Blaise Philip)
Partner: UNT Libraries
open access

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

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 — cognitiv… more
Date: August 1994
Creator: Lee, Dongdae
Partner: UNT Libraries
open access

Determinants of the Magnitude of Foreign Direct Investment: An Analysis of Korean Manufacturing MNCs

Description: The purpose of this study is, therefore, to investigate empirically the firm- and location-specific determinants of the magnitude of FDI by Korean manufacturing MNCs--one of the leading Third World MNCs. This study also examines firm-specific characteristics that distinguish Korean MNCs investing in developing countries from those investing in developed countries.
Date: December 1993
Creator: Kim, Seong-Soo
Partner: UNT Libraries
open access

An Investigation of the Perception of Delivered Quality at Different Levels of Organizational Hierarchy in Services

Description: The overall purpose of this research was to add to existing theory of quality pertaining to the service provider's perception of quality. Quality in the service industry is difficult to assess because of the intangible, heterogeneous and labor intensive nature of services. In addition, personnel have varying perceptions of delivered quality based on their position within the organizational hierarchy. This study enhanced the Service Quality Model developed by Zeithaml, Berry, and Parasuraman (19… more
Date: December 1993
Creator: Getty, Juliet M. (Juliet Margolin)
Partner: UNT Libraries
open access

Retail Crowding: Impact of Merchandise Density on Store Image

Description: Store image research has attempted to identify factors contributing to formation of positive or negative perceptions of stores by consumers. These factors include tangible and intangible elements. Of the tangible factors, store atmosphere (including store layout and congestion level) is often identified as contributing to store image. Intangible factors influencing store image include emotional or psychological reactions that consumers have in response to various tangible store factors. One of … more
Date: December 1993
Creator: Paden, Nita L. (Nita Lynn)
Partner: UNT Libraries
open access

An Exploratory Analysis of the Food Consumption Behavior of Up-scale Asian-American Consumers

Description: The first objective of this research was to identify whether Asian-Americans having higher than average levels of income and education represent an appropriate target market for four food product categories. Second, the impact of national origin membership, demographic variables, and level of acculturation on food consumption was determined. In addition, perceptions related to sensory and nutritional factors and the cultural acceptability of the products were identified and interpreted to deter… more
Date: August 1993
Creator: Boykin, Nancy J. (Nancy Jo)
Partner: UNT Libraries
open access

An Exploratory Study of the Information Search Stage of the Consumer Decision Process: Based on Elderly Consumers' Selection of a New Housing Bundle

Description: This dissertation deals with the decision-to-move process of elderly persons—from a marketer's perspective. The central problem addressed is the lack of empirical knowledge concerning the factors and influences associated with the information search process of elderly persons in making a residential move decision. The purpose was to investigate and understand the key factors and influences which are viewed as important by elderly individuals in their search for and use of information.
Date: May 1993
Creator: Judd, Vaughan C. (Vaughan Charles)
Partner: UNT Libraries
open access

A Descriptive Study of Offended Responses to Nudity in Print Advertising Targeted to Women

Description: A discussion of offensiveness in advertising is the initial focus of this research. A review of the offensiveness, irritation, nudity, and sexual suggestiveness in advertising literature suggested that females report somewhat high arousal scores when viewing nudity but that the arousal may not necessarily be positive. The measure of contributing variables to offendedness responses was proposed using various degrees of nudity in existing advertising as the primary stimuli.
Date: August 1992
Creator: Dishman, Paul Lake, III
Partner: UNT Libraries
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