Browsing Department of Marketing by Title
Now showing items 4-23 of 34
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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 ... -
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 ... -
Designing Better Experiences Through Storytelling: Two Essays Examining the Application of Storytelling in Service Design and its Impact on Customer and Service Offering-Related Outcomes
(2022-08-12)**Please note that the full text is embargoed until 8/12/2024** ABSTRACT: The service literature has long recognized that storytelling can be applied in the design of service offerings and their associated customer journeys. ... -
Developing Structural Maps Of Sales Research Knowledge: Three Essays
(Marketing, 2011-10-11)The overall goal of the dissertation is to analyze the accumulated knowledge and explore research gaps in empirical sales research. Therefore, applying a structural map derived from a comprehensive synthesis of empirical ... -
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 ... -
DYNAMIC CONTROL SYSTEMS
(2023-07-31)As a fundamental managerial tool for sales management, sales controls have received researchers’ attention for a long time. However, current research on sales controls has mainly adopted a static perspective to examine the ... -
The Effect Of Marketing Communication On Individuals' Gift-giving: Role Of Cause Type, Appeal Characteristics, And Donor Mindset
(Marketing, 2014-07-14)In two essays, this dissertation focuses on an important domain of research in marketing: how marketing communications affect individuals' donation. For example, Globalgiving provides a myriad of projects for potential ... -
Essays on Donation and Helping Behavior
(2017-08-10)In 2015, individual donations were at a $264.58 billion high, accounting for about 72% of overall donations. The proportion of individual donations coming from crowdfunding has had a steep, increasing pattern. In 2015, for ... -
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 ... -
Framing The Flu
(Marketing, 2012-04-11)Since Tversky and Kahneman's article on prospect theory in 1979, there have been many articles published on framing with mixed success in finding preference shifts and in which frame subjects are most persuaded. Framing ... -
How Consumers Use and Propagate Information in Digital World
(2020-07-30)With the advent of technology and the emergence of social media, information-sharing amongst consumers has increased exponentially. Consumers now can discuss their purchases with different people in different formats, in ... -
HOW DOES GLOBAL-LOCAL IDENTITY IMPACT CONSUMER DECISION-MAKING
(2021-08-05)Globalization has exacerbated the birth of the sharing economy on a global scale, and it has made global–local identity essential in understanding consumer decisions. For example, an emerging literature has uncovered the ... -
The Impact Of Salesperson Listening: A Multi-faceted Research Approach
(Marketing, 2014-07-14)Relationships are based on communication between parties; an important aspect of communication that is necessary for building long-term relationships is listening (Ingram et al. 1992). In sales, researchers have posited ... -
Incorporating An Affective Component To A Cognitive Model Of Brand Switching Barriers
(Marketing, 2007-08-23)Customer retention is an important goal of business. It has been shown in a general model of brand switching that consumers utilize internal assessments of satisfaction and brand switching barriers to reach brand selection ... -
Influencing Donor Decision-making: An Examination of Situational Determinants that Impact Donation
(2015-12-08)Research around donor decision-making has shown the importance of understanding why donors make decisions. However, much less research exists explaining how donors make decisions. Set against the backdrop of online websites ... -
Marketing Capability, Analyst Recommendations, And Firm Value
(Marketing, 2010-07-19)This dissertation consists of two essays to investigate the potential performance impact of marketing capability. The first essay focuses on the impact of marketing capability on analyst recommendations. It examines the ... -
Maximizers
(2017-08-18)In decision making situations, maximizers are known to prefer choosing between larger sets of product options compared to satisficers. However, even with more options, maximizers often make worse decisions. This counterintuitive ... -
Part-list Cuing Effects In Advertising: When Exposure To Some Advertisements Impairs Recall Of Same-valenced Ads
(Marketing, 2007-08-23)This study represents the first empirical examination of the inhibitory effect of part-list cuing in emotional print advertisements. It was hypothesized that exposure to a subset of print advertisements as cues impairs ... -
The Role of Emotions and Collective Satisfaction in the Customer Journey from Service Experience to Customer Engagement
Service providers serving business customers face some unique challenges in assessing and building customer satisfaction. These challenges arise when service providers have to deal with a team or a group of people within ... -
Three Essays on Expanded Relationship Marketing
(2018-04-09)Customer engagement has become a recent buzzword in marketing and has emerged as a hot topic among practitioners and academics. However, there is no consensus on how to define customer engagement. This has made it difficult ...