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open access

Understanding Antecedents and Outcomes of Co-Creation in Service Innovation Setting

Description: This dissertation uses service-dominant logic to understand customer value creation in service innovation context. Although co-creation became an interesting phenomenon among marketing scholars, the underlying mechanisms of co-creation process are still vague. To fill the gaps in the literature, we draw from S-D logic to understand antecedents and outcome of co-creation to service innovation context. The results of this study show that most of the hypotheses are supported, thus finding support … more
Date: May 2017
Creator: Rokonuzzaman, Md
Partner: UNT Libraries
open access

Internal and External Drivers of Consumers’ Product Return Behaviors

Description: Product return is a necessary part of the exchange process between companies and customers. It accounts for approximately 16% of total sales and a reduction in retailer / manufacturer profits by 3.8% on average. However, industry data also indicates that a significant portion of products are returned for reasons other than product failure – e.g., change of mind, found a lower price elsewhere, or fraudulent and unethical reasons. Consequently, many firms (e.g., REI) have altered their generous … more
Date: August 2015
Creator: Pei, Zhi "Kacie"
Partner: UNT Libraries
open access

Resource Utilization of Salespeople and Prospecting Performance

Description: Every day, salespeople span boundaries, coordinate internal and external expertise, leverage social capital, mobilize the tangible and intangible resources of their firm, and try to create value for all stakeholders. Recognizing the important roles of salespeople, Evans et al. (2012) and Lassk et al. (2012) call for more research on the usage of skills, knowledge, people, strategies, expertise, and other resources of salespeople to produce the desired outcomes. Responding to their calls, this s… more
Date: December 2014
Creator: Nguyen, Thuy D.
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

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

Top Management Groups: the Relationships among Member Characteristics, Group Processes, Business Environments, and Organizational Performance

Description: In the present quasi-experimental study, the relationships among individual executive characteristics, top management group processes, the business environment, and organizational performance for the gas and computer industries were investigated. Data were collected through a questionnaire using several published instruments measuring work locus of control, self-monitoring, group innovation/improvement, collaboration, and task management, environmental uncertainty, and perceptions of organizati… more
Date: December 1996
Creator: Matthews, Lauri Luce
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

The Relationship Between Level of Security Clearance and Stress in Engineering and Design Personnel

Description: The present study investigated the relationship between level of security clearance in engineering occupations and stress. A total of 63 male employees in the field of engineering and design with varying levels of security clearance employed by a large Southwestern defense company participated in the study. Data was obtained utilizing the Engineering Stress Questionnaire which measures sources of stress, work locus of control, social support, job difficulty, job characteristics, perceived stres… more
Date: May 1991
Creator: Luce, Lauri D. (Lauri Diane)
Partner: UNT Libraries
open access

Phantom Menace: the Effect of Narcissism on Word-of-mouth Communications

Description: Previous empirical research and anecdotal accounts suggest that “subclinical narcissism” or “average Joe’s narcissism” is one of the most prevalent social phenomena in many parts of the world. Research also suggests that there will be an unprecedented escalation “in average Joe narcissists” among future generations of consumers. The objective of this study is two-fold. The first objective of this study is to explore the moderating effect of the individual’s level of narcissistic personality on … more
Date: August 2014
Creator: Ngamsiriudom, Waros
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

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

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

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

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

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 th… more
Date: May 1992
Creator: Nonis, Sarath A. (Sarath Alban)
Partner: UNT Libraries
open access

The Incest Taboo in Wuthering Heights : A Modern Appraisal

Description: A modern interpretation of Wuthering Heights suggests that an unconscious incest taboo impeded Catherine and her foster brother, Heathcliff, from achieving normal sexual union and led them to seek union after death. Insights from anthropology, psychology, and sociology provide a key to many of the subtleties of the novel by broadening our perspectives on the causes of incest, its manifestations, and its consequences. Anthropology links the incest taboo to primitive systems of totemism and rules… more
Date: August 1992
Creator: McGuire, Kathryn B. (Kathryn Bezard)
Partner: UNT Libraries
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