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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 ...
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 ...
When Are Super Bowl Advertisings Super? An Empirical Analysis Of The Economic Impact Of Super Bowl Advertising
(Marketing, 2011-10-11)
This dissertation investigates the relationship between Super Bowl advertising and advertisers' market valuation. The first essay identifies several factors that influence the financial rewards of this media-placement ...
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 ...
Transforming Potential Into Performance: Essays On Optimizing Organization Success Through The Establishment And Control Of Marketing Climate
(Marketing, 2012-07-25)
This dissertation consists of three essays investigating the existence, definition and potential impact of a marketing climate within organizations and the ability of Chief Marketing Officers (CMOs) to effectively use a ...
Willing to Help, but Lacking Discernment: The Effects of Victim Group Size on Donation Behaviors
(2016-05-11)
Researchers and practitioners in the nonprofit domain have long lamented the tendency of people to offer greater aid to a smaller number of victims, in essence de-valuing the lives of victims as the number of victims grows. ...
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 ...