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Now showing items 11-20 of 34
AN ESSAY ON SALESFORCE AGILITY: IS THE CONCEPT WORTHY OF STUDY?
(2016-08-12)
Sales force agility has been identified as an important issue for contemporary professional selling and sales management (Jones et al. 2005). However, up until now, marketing scholars have sparingly paid attention to the ...
Exploring Engagement with Social Media Content
(2016-08-12)
Engagement in the realm of social media is thought to be related to a number of positive brand and organizational outcomes and has emerged as a hot topic among marketing academics and practitioners alike. However, there ...
Three Essays on Marketing and Public Policies: An Analysis of Social Condition on Consumer Health Associations and Perceived Hypocritical Corporate Social Responsibility on Company Outcomes
(2018-08-08)
Over three essays this project reviews social conditioning and the influence on consumer decision-making. Essay one analyzes health associations between fruit and average daily caloric intake. The relative impact is ...
DIFFERENTIAL EFFECTS OF LOCAL IDENTITY AND GLOBAL IDENTITY ON TWO IMPORTANT ASPECTS OF CONSUMER BEHAVIOR: PRICE-QUALITY JUDGMENTS AND CREATIVITY
(2018-12-06)
Globalization has substantially influenced the world economy and also individuals. As a person with a cross-cultural background, it is fascinating to observe that different identities change individuals’ behavior. My ...
WHO AM I? CUSTOMER IDENTIFICATION: A QUANTITATIVE SYNTHESIS
(2017-04-26)
Customer identification defined as ‘customer’s perceived oneness with a company/brand’ is receiving increased attention in marketing. Despite the critical role customer identification plays, there is a lack of comprehensive ...
WHEN YOUR EXPERIENCE DEPENDS ON OTHERS: THE EFFECT OF GROUP-SERVICES ON CUSTOMER SATISFACTION
(2017-11-01)
Previous research on customer-to-customer interactions studied the interactions between customers who are present in the same service environment. The interactions in these studies are not planned; they occur by chance, ...
Three Essays on the Role of Sales Strategy in Salesperson Performance
(2017-04-05)
The importance of the sales force to implementing organizational strategy has been widely acknowledged in both the academic and practitioner literature. With organizations spending over $800 billion a year on their sales ...
Color Lightness and Inter-Item Hierarchy: When People Associate Darker Colors with Higher Hierarchical Items
(2019-08-02)
While a rich collection of literature demonstrates the influence of packaging color on consumer decision making, little is known about how packaging color affects consumer behavior for bundled products. Bundled products ...
TWO ESSAYS ON THE EFFECT OF POWER DISTANCE BELIEF ON CONSUMERS’ DECISION MAKING IN THE RETAILING CONTEXT
(2019-05-09)
Power distance belief (PDB) refers to the extent to which individuals expect and accept inequality and hierarchy. Recently studies have revealed that PDB impacts numerous aspects of consumer-related behaviors, such as ...
BETTER, BUSIER, OR STRESSED OUT? EXPLORING SOCIAL MEDIA-INDUCED TECHNOSTRESS IN A SALES CONTEXT
(2019-05-09)
In this dissertation the "salesperson-technology environment interaction model" is deployed to explore the stress experienced by salespeople while using social media for work. Even though social media has numerous benefits ...