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  Partner: UNT Libraries
 Degree Discipline: Marketing
 Degree Level: Doctoral
A Study to Determine the Significance of Market Penetration in the Consumer Electronic Products Industry

A Study to Determine the Significance of Market Penetration in the Consumer Electronic Products Industry

Date: May 1973
Creator: Thornton, Nelson LeRoy
Description: The purposes of this study were to prepare an analysis of the size, growth, structure, and problems of the industry; determine the influence of imports on the general structure of the industry; determine the significance of market penetration to domestic manufacturers, wholesalers, retailers, and foreign manufacturers and importers; and examine the market penetration reporting mechanism, its accuracy, usefulness, promptness in feedback of data, and the advantages and disadvantages of maintaining secrecy of data.
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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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Alternative Information Processing Formats for Overcoming Information Processing Deficits in Senior Adults

Alternative Information Processing Formats for Overcoming Information Processing Deficits in Senior Adults

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Date: December 2000
Creator: Muller, Lynn F.
Description: The objective of this study was to examine the effectiveness of alternative advertising presentation formats, and the quantity of information presented in advertisements in overcoming possible information-processing deficits in senior adults that could affect their recall of ad attributes and brand name, the cognitive responses generated, and attitude toward the ad. In addition, the study examined the effectiveness of retirement status as a classification or segmentation variable in comparison with the use of the more traditional classification variable, chronological age. A convenience sample of senior adult volunteers from church groups, social clubs, and civic organizations from the local area were randomly assigned to one of nine experimental conditions. The experiment utilized a simulated magazine to test the effects of presentation formats (3 levels), and quantity of information (3 levels) on senior adult's recall, cognitive responses and attitude toward the test ads. Covariates (gender, wealth, education, activity level, health, and income) were used to reduce variance. The findings clearly indicate that the presentation format of the can ad adversely affected the memory of some senior adults. In addition, the results were significantly different across the different age levels. Retirement status was less beneficial than chronological age in the current study, but ...
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The influence of sales force newcomers' met expectations on selected outcome variables: Development and testing of a model

The influence of sales force newcomers' met expectations on selected outcome variables: Development and testing of a model

Date: August 2001
Creator: Rylander, David H.
Description: Sales management researchers and practitioners give considerable attention to early employment expectations, attitudes, and behaviors primarily because of a desire to specify the cognition process leading to performance and retention of salespeople. While a massive body of literature exists concerning turnover of employees and determinants of employee performance, more empirical study specific to the sales force as a research population is needed to assess the nature of turnover and performance. Because the bulk of salesperson turnover occurs in early employment, particular attention needs to be devoted to the cognitive process of newcomers to the sales force. The present work examines expectation-based and perception-oriented models of performance and retention for sales force new hires. Interests of this investigation focus on the initial expectations of newly hired sales representatives and on how the degree of fulfillment of these expectations relates to subsequent performance and retention behavior. Extant research suggests that the degree to which expectations are met positively influences mediating variables such as job satisfaction and organizational commitment, and indirectly influences outcomes such as job performance and retention of newcomers. Alternatively, some researchers contend that these results are due to improper measurement of met expectations. A longitudinal research design and alternative measurement ...
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Stereotypes in Retail Print Advertising: The Effects of Gender and Physical Appearance on Consumer Perceptions

Stereotypes in Retail Print Advertising: The Effects of Gender and Physical Appearance on Consumer Perceptions

Date: December 2001
Creator: Allen, Charlotte
Description: The retail sector spends millions of dollars each year advertising to consumers. This is a considerable investment for companies seeking effective ways to inform and persuade the consumer. Consequently, retailers need to develop creative message strategies and tactics that will positively affect consumer attitudes. One particular tactic available to retailers is the use of a spokesperson in the advertisement. Salespersons are used in numerous advertisements and can provide key benefits to an advertiser. However, to maximize these benefits, retailers need to carefully select the spokesperson that will be most effective for their store and product. This purpose of this research is to examine the characteristics that influence consumers' perceptions of print advertisements that include a spokesperson in the advertisement. Most of the past literature concerning spokespersons has concentrated on the consumer perspective of meeting and interacting with a living, breathing person. This research seeks to use the past research on salespeople to examine the spokesperson as a cue in a print advertisement. In this perspective, the consumer views the spokesperson from a visual-only perspective. The proposed experiment will utilize print advertisements from two retail businesses. More specifically the study will investigate how consumers react if the individual viewed in the ...
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Connective technology adoption in the supply chain: The role of organizational, interorganizational and technology-related factors.

Connective technology adoption in the supply chain: The role of organizational, interorganizational and technology-related factors.

Access: Use of this item is restricted to the UNT Community.
Date: May 2006
Creator: Neeley, Concha Kaye Ramsey
Description: Supply chain management (SCM) is an area that offers organizations significant opportunities for both cost reductions and revenue enhancement. In their article, "Supply Chain Management: Implementation Issues and Research Opportunities," Lambert, Cooper and Pagh defined SCM as the "integration of key business processes from end user through original suppliers that provides products, services, and information that add value for customers and other stakeholders." Adopting and implementing appropriate technology has emerged as a source of competitive advantage for supply chain member firms through the integration of business processes with suppliers and customers. It is important to understand the factors influencing an organization's decision to acquire such technology. In the context of this study, connective technologies are defined as wireless communication devices and their accompanying infrastructure and software which may enhance coordination among supply chain partners. Building on previous literature in the areas of supply chain management, marketing strategy, and organizational innovation, a model was developed to test the relationships between organizational, interorganizational, and technology-related factors and the adoption of advanced connective technology, using radio frequency identification (RFID) as the test case, in the supply chain. A Web-based survey of supply chain professionals was conducted resulting in 224 usable responses. The overall ...
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An empirical investigation of the salient dimensions of Baby Boomer and Generation Y consumers' health care decision choices.

An empirical investigation of the salient dimensions of Baby Boomer and Generation Y consumers' health care decision choices.

Date: August 2006
Creator: Krishnankutty Nair Rajamma, Rajasree
Description: The purpose of this research is to empirically investigate consumers' health care decision choices in a dynamic market setting. The unprecedented demands on the U.S. health care system coupled with the mounting controversies surrounding health care reform suggest that consumers' health care decisions warrant empirical research attention. Toward this end, this dissertation empirically explored (1) the characteristics of consumers who possess a willingness to use non-conventional treatments over conventional treatments, (2) the characteristics of consumers who elect self-medication in lieu of health care practitioner-directed medication, and (3) the salient dimensions of consumers' channel choice for the procurement of health care products. Each of these decision choice factors were tested across two U.S. generational segments to assess whether differences existed across Baby Boomers' and Gen Yers' health care decision choices. The conceptual framework for empirical assessment is Bandura's (1986) social cognitive theory. From Bandura's social cognitive theory, a general model of healthcare decision choice is proposed to assess consumers' states of mind, states of being and states of action (decision choice). Results indicate that social cognitive factors (e.g., self-efficacy, objectivism) play an important role in each of the decision domains explored in this dissertation. Moreover, health value was found to be ...
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Explaining Buyer Opportunism in Business-to-Business Relationships

Explaining Buyer Opportunism in Business-to-Business Relationships

Date: May 2007
Creator: Hawkins, Timothy Glenn
Description: The interaction among firms in the supply chain is necessary for business process execution and relationship success. One phenomenon of great significance to buyer-supplier relationships is opportunism. Opportunism is defined as behavior that is self-interest seeking with guile. It is manifested in behaviors such as stealing, cheating, dishonesty, and withholding information. Opportunism negatively impacts relational exchange tenets such as trust, commitment, cooperation, and satisfaction. Furthermore, perceptions of opportunism negatively affect firm performance. In lieu of the known negative effects of opportunistic behavior on buyer-supplier relationships, why do agents continue to engage in opportunistic tactics with their exchange partners? A comprehensive examination is necessary in order to understand why sourcing professionals engage in acts of opportunism. Understanding why opportunism occurs will reveal how to deter it, and this remains a gap in the literature. Based on theories in economics, marketing channels, supply chain management, decision science, and psychology, a comprehensive model tested a set of factors hypothesized to drive the use of opportunistic tactics. Factors include buyer-supplier relationship-specific factors, environmental factors, individual personality-related factors, and situational factors. Data was collected via internet survey of sourcing professionals from private industry and government agencies. Common to many studies of ethics, respondents made choices ...
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An Empirical Examination of Service Dominant Logic: The Theory of the Network

An Empirical Examination of Service Dominant Logic: The Theory of the Network

Date: August 2007
Creator: Randall, Wesley Spencer
Description: Marketing scholars question the ability of the 4Ps to explain higher order phenomena in modern marketing. Scholars contend that marketing's historical framework, based in product centric economic theory, constrains the 4Ps ability to form a foundation for a general theory of marketing. The focus on value embedded in product fails to explain knowledge-based intangible sources of competitive advantage. In response to this concern a new dominant logic for marketing called service-dominant logic (S-D Logic) has been proposed. However, not all scholars are supportive of S-D Logic. Still nescient, S-D Logic lacks a theoretic model, operationalized constructs, and relationships between those constructs. This study addresses those deficiencies by: (1) generation of a grounded theory of a performance-oriented network; (2) empirical assessment of the S-D Logic literature; and (3) development of an inductively generated theory of S-D Logic to include constructs, relationships, outcomes, and hypothesis. This investigation provides an important set of research findings. The resultant service-oriented network theory suggests a theoretic structure for S-D Logic. Use of grounded theory provides a strong empirical foundation based in a leading edge multi-national market segment composed corporations and programs worth hundreds of billions of dollars. The analysis drew upon 44 field interviews and follow-up ...
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An empirical investigation of how perceived devaluation and income effects influence consumers' intended utilization of savings from coupon redemption.

An empirical investigation of how perceived devaluation and income effects influence consumers' intended utilization of savings from coupon redemption.

Date: August 2007
Creator: Barat, Somjit
Description: Coupons are one of the most popular and attractive tools of promotion. Redeeming coupons makes shoppers feel that they are doing something good for their family's budget, because coupons offer 'savings.' On the other hand, a coupon might have several negative effects on purchase behavior as well, which might 'devalue' the promoted product in the consumer's perception. But a review of the literature shows a lack of attention afforded to the above-mentioned aspects of coupon redemption. In addition, the consumer's coupon redemption behavior is moderated by several factors drawn from research in the fields of market pricing, economics and psychology, each of which have contributed to the current study in their own way. Finally, there does not exist any substantive research as to why coupon redemption rates have been on the decline, despite an increase in distribution of coupons. Therefore, this research not only fills existing gaps in the literature but also enriches it by synthesizing views from different academic disciplines. This dissertation concentrates on grocery products. Data is collected from about 2500 adults, primarily residing in the Dallas-Fort Worth area. The conceptual framework is based on the theory of reasoned action, which suggests that an individual's beliefs influence his/her ...
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