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open access

An Analysis of the Impact of a Behavioral Style Awareness Training Program on Retail Sales Effectiveness of Commission Sales Personnel in a Major Department Store Chain in the Southwest

Description: The success of any retail institution depends upon many factors including personal selling effectiveness. Traditional sales training has focused primarily on the selling process with emphasis on how to close a sale. The idea of using behavioral style awareness training with salespeople has emerged only recently when behavioral training began to be recognized in the literature as a tool for sales training as well as for management training. The Social Style of Behavior concept developed by Dr. D… more
Date: August 1983
Creator: Gregg, Sharon F. (Sharon Fowler)
Item Type: Refine your search to only Thesis or Dissertation
open access

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

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 in… more
Date: August 1991
Creator: Erdem, S. Altan (Selim Altan)
Item Type: Refine your search to only Thesis or Dissertation
open access

Channel Conflict in the Women's Apparel Industry an Empirical Investigation of Texas Retailers' Attitudes Toward Manufacturers

Description: The problem of this investigation was to make an exploratory examination of the distribution practices of apparel manufacturers as perceived by apparel retailers. Specifically, the purposes of this study were to identify those areas of perceived conflict between women's apparel retailers and apparel manufacturers from the viewpoint of the retailer, determine if there was a relationship between select retailer variables and the quality of service that retailers perceived apparel manufacturers we… more
Date: August 1980
Creator: Beisel, John L.
Item Type: Refine your search to only Thesis or Dissertation
open access

Commercial Motor Vehicle Driver Safety: An Application of Ethics Theory

Description: Safety is an important aspect of ethical, socially responsible logistics. Current U.S. motor carrier (MC) safety research topical coverage includes the effects of individual and environmental influences, carrier safety management, and regulatory compliance on carrier safety and driver fatigue/safety performance. Interestingly, little research on the subject of truck drivers' safety attitudes and behaviors exists and the underlying decision-making processes that guide drivers' safety-related b… more
Date: August 2009
Creator: Douglas, Matthew Aaron
Item Type: Refine your search to only Thesis or Dissertation
open access

Creating Value by Enhancing Innovative Capability: the Role of Absorptive Capacity and Institutional Framework

Description: Innovations as a source of economic wellbeing and social prosperity has been well researched, albeit primarily done in the context of developed economies. However, of late, interest in the effect of innovation on economic performance and quality of life has been renewed as the world observes the rise of emerging economies, and at the same time, the prolonged recession in the more developed economies (i.e. North America and European countries). There has been a marked increase in the quantity an… more
Date: August 2014
Creator: Suryandari, Retno Tanding
Item Type: Refine your search to only Thesis or Dissertation
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
Item Type: Refine your search to only Thesis or Dissertation
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-
Item Type: Refine your search to only Thesis or Dissertation
open access

Developing an Integrated Supply Chain Costing Approach for Strategic Decision Making

Description: The supply chain management discipline suggests that information sharing is paramount when attempting to achieve cost reductions and quality improvements. In many cases, the traditional accounting data used to support strategic decisions reflect inaccurate supply chain costs. This research explores the applications of managerial costing techniques, and how they can be used to improve the decision making capabilities of firms in the aerospace and transportation industries. The methodology use… more
Date: August 2010
Creator: Knipper, Michael E.
Item Type: Refine your search to only Thesis or Dissertation
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)
Item Type: Refine your search to only Thesis or Dissertation
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.
Item Type: Refine your search to only Thesis or Dissertation
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
Item Type: Refine your search to only Thesis or Dissertation
open access

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

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… more
Date: August 2007
Creator: Randall, Wesley Spencer
Item Type: Refine your search to only Thesis or Dissertation
open access

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

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 additi… more
Date: August 2007
Creator: Barat, Somjit
Item Type: Refine your search to only Thesis or Dissertation
open access

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

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 ove… more
Date: August 2006
Creator: Krishnankutty Nair Rajamma, Rajasree
Item Type: Refine your search to only Thesis or Dissertation
open access

An Empirical Investigation of the Structural Form and Measurement Validity of the Hill Inventory

Description: This research began with the Hill Inventory. Cognitive style preference variables were classified as one of following four types: Theoretical Codes, Qualitative Codes, Social-Cultural Codes or Reasoning Modalities. A consumer behavior perspective was then used to form an alternative structure for the Hill Inventory variables. The following three constructs were proposed: Evaluation Codes, Perceptual Codes, and Reasoning Modalities. The purpose of this research was to assess the structural form … more
Date: August 1988
Creator: Blake, Faye W.
Item Type: Refine your search to only Thesis or Dissertation
open access

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

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, con… more
Date: August 1989
Creator: Briney, Alicia L. (Alicia Lyn)
Item Type: Refine your search to only Thesis or Dissertation
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)
Item Type: Refine your search to only Thesis or Dissertation
open access

An Exploratory Field Study of Adolescent Consumer Behavior: The Family Purchasing Agent

Description: An exploratory field study was conducted to examine internal and external factors that influence adolescents' consumer behavior when serving as the family purchasing agents. Demographic, lifestyle, and marketing activities were examined to determine the influences that affect whether the adolescent will purchase the preferred family brands or other brands. Participating adolescents were sent by their parents to the grocery store on two separate occasions to purchase four preselected grocery ite… more
Date: August 1989
Creator: Hardy, Jane P.
Item Type: Refine your search to only Thesis or Dissertation
open access

An exploratory investigation of the effects of co-production and co-consumption on the characteristics and adoption of service innovations: the customer's perspective.

Description: Customers play an active role throughout the marketing process. This dissertation concerns itself with customer's co-creation of value for self (co-production) and for other customers (co-consumption) during service production and delivery. With the servuction system as its overarching framework, this study explains how changes in the customer's perceived co-production and co-consumption, caused by a service innovation, influence her perceptions of service innovation characteristics and modify … more
Date: August 2007
Creator: Zolfagharian, Mohammadali
Item Type: Refine your search to only Thesis or Dissertation
open access

How componential factors and constraint enhance creativity in the development of new product ideas.

Description: New product ideation is the transformation of a raw idea into a robust concept with consideration of fit and feasibility of technologies, customer benefits, and market opportunity. Although the ideation process often involves ambiguous processes, it is the most critical activity in new product development (NPD). As a creativity task, the ideation process is considered heuristic rather than algorithmic. However, managing the ideation process as either a completely heuristic or an entirely algori… more
Date: August 2007
Creator: Hirunyawipada, Tanawat
Item Type: Refine your search to only Thesis or Dissertation
open access

The impact of gender effects on consumers' perceptions of brand equity: A cross-cultural investigation.

Description: Despite a long-standing tradition to view gender as a unitary theoretical construct, there is an increasing approbation afforded to gender identity as a multifarious construct. Over and above physiological characteristics, gender identity is a psychological and a social construct. More than simply a biological classification, both gender and gender identity have been explored as portentous moderators of consumers' cognitive and emotive states, brand attributions and shopping behaviors. How migh… more
Date: August 2008
Creator: Ye, Lei
Item Type: Refine your search to only Thesis or Dissertation
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)
Item Type: Refine your search to only Thesis or Dissertation
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)
Item Type: Refine your search to only Thesis or Dissertation
open access

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

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 performanc… more
Date: August 2001
Creator: Rylander, David H.
Item Type: Refine your search to only Thesis or Dissertation
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