PhD Dissertations - DO NOT EDIT
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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 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 ... -
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. ... -
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 ... -
UNDERSTANDING THE IMPACT SELF-SERVICE TECHNOLOGY (SST) HAS ON FRONT-LINE EMPLOYEES (FLES) IN A RETAIL SERVICE ENVIRONMENT
(2023-05-19)**Please note that the full text is embargoed until 05/15/2025** ABSTRACT: The widespread adoption of self-service technology (SST) has revolutionized how customers make decisions and dramatically shifted the roles of ... -
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 ... -
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 ... -
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 ... -
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 ... -
A META-ANALYTIC INVESTIGATION OF THE RELATIONSHIP BETWEEN ANTHROPOMORPHISM AND CONSUMERS’ RESPONSES: EFFECTS, MECHANISM, AND BOUNDARY CONDITIONS
(2018-08-08)Almost one in three brands sold to adults and more than five in six brands sold to children use some form of anthropomorphic representation in promoting their products. Marketers probably hold an inherent belief that ... -
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 ... -
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 ... -
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 ... -
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 ... -
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 ... -
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 ... -
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, ... -
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 ... -
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 ...