Now showing items 3-15 of 15

    • Direct Marketing and Distribution: The Case of Redbox 

      Vander Schee, Brian A.; Aurand, Timothy W.; Iacovelli, Jennifer; Jednoroz, Jerry; Bergren, Jeffrey; Keller, Lisa; Taylor, Matthew (Journal of the Academy of Business Education, 2012-09)
      Teaching concepts in direct marketing and distribution can be interesting and rewarding. Using a case that highlights advances in direct marketing technology and offers significant customer value can help overcome lack ...
    • Internationalizing Sales Research: Current Status, Opportunities, and Challenges 

      Panagopoulos, Nikolaos G.; Lee, Nick; Pullins, Ellen Bolman; Avlonitis, George J.; Brassier, Pascal; Guenzi, Paolo; Humenberger, Anna; Kwiatek, Piotr; Loe, Terry W.; Oksanen-Ylikoski, Eliana; Peterson, Robert M.; Rogers, Beth; Weilbaker, Dan C. (Journal of Personal Selling & Sales Management, 2011)
      With economic activity in emerging markets growing at 40 percent, and with 10 percent and more of the firms in the Global Fortune 500 now headquartered in emerging economies, intense interest lies in the globalization of ...
    • Marketing tourism and hospitality products worldwide: Introduction to the special issue 

      Martin, Drew; Rosenbaum, Mark; Ham, Sunny (Journal of Business Research, 2015-09)
    • One-to-One and One-to-Many Business Relationship Marketing: Toward a Theoretical Framework 

      Niculescu, Mihai; Payne, Collin R.; Krishnan, Vijaykumar (Journal of Business-to-Business Marketing, 2013-04)
      Purpose. This work addresses mixed findings in relationship marketing literature regarding the importance of micro-level (interpersonal) relationships on firm outcome. MethodobgylApproach: The article leverages impression ...
    • Perceived Organizational Motives and Consumer Responses to Proactive and Reactive CSR Authors 

      Groza, Mark D; Pronschinske, Mya R; Walker, Matthew (Journal of Business Ethics, 2011-09)
      Corporate social responsibility (CSR) has emerged as an effective way for firms to create favorable attitudes among consumers. Although prior research has addressed the direct influence of proactive and reactive CSR ...
    • Promoting Problem-Based Learning in Retailing and Services Marketing Course Curricula with Reality Television 

      Rosenbaum, Mark S.; Otalora, Mauricio Losada; Ramírez, Germán Contreras (Journal of Education for Business, 2015)
      This research provides business educators who teach retailing and services courses with an innovative way to encourage students to engage in problem-based learning solving by incorporating reality television into their ...
    • Retail knockoffs: Consumer acceptance and rejection of inauthentic retailers 

      Rosenbaum, Mark S.; Cheng, Mingming; Wong, IpKin Anthony (Journal of Business Research, 2016-07)
      This study extends the counterfeit product paradigm by examining an unexplored area in services – namely, the existence of inauthentic retail establishments, or so-called retail knockoffs. These fake establishments mimic ...
    • Social Media's Influence on Business-To-Business Sales Performance 

      Rodriguez, Michael; Peterson, Robert M.; Krishnan, Vijaykumar (Journal of Personal Selling & Sales Management, 2012-07)
      The implementation of social media technology in a firm’s marketing strategy has been adopted by some forward-thinking sales forces. Sharing content and building a network of contacts are the principles behind social ...
    • The training of sales managers: current practices 

      Gordon, Geoffrey L.; Shepherd, C. David; Lambert, Brian; Ridnour, Rick E.; Weilbaker, Dan C. (Journal of Business & Industrial Marketing, 2012)
      Purpose – The purpose of this paper is to examine sales manager training approaches, methods, and instructors (as well as their perceived effectiveness, frequency, and assessment). Design/methodology/approach – Utilizing ...
    • Transformative service research: An agenda for the future 

      Anderson, Laurel; Ostrom, Amy L.; Corus, Canan; Fisk, Raymond P.; Gallan, Andrew S.; Giraldo, Mario; Mende, Martin; Mulder, Mark; Rayburn, Steven W.; Rosenbaum, Mark S.; Shirahada, Kunio; Williams, Jerome D. (Journal of Business Research, 2013-08)
    • When sales and marketing align: impact on performance 

      Peterson, Robert M.; Gordon, Geoffrey; Palghat, Vijaykumar Krishnan (Northern Illinois University College of Business, 2015)
      Without sales and marketing working to produce revenue, the firm ceases to exist. Yet, given the magnitude of what’s at stake, these two functions are often at odds with one another to the detriment of performance. This ...
    • When Sales and Marketing Align: Impact on Performance 

      Peterson, Robert M.; Gordon, Geoffrey L.; Krishnan, Vijaykumar (Journal of Selling, 2015)
      Without sales and marketing working to produce revenue, the firm ceases to exist. Yet, given the magnitude of what’s at stake, these two functions are often at odds with one another to the detriment of performance. This ...