There exists heightened research attention afforded to the pivotal demands - both internal and external - that exist within the salesperson role set. Unprecedented pressures on salespersons to acquire, retain, and build enduring customer relationships to enhance the firm's bottom-line performance coincides with increasing complexities within the work environment. This relevant and timely research introduces an original construct derived from the long-standing attention afforded to relationship selling, relational incongruity that exists within the buyer-seller exchange. Relational incongruity, defined, is the relational tension spawned between the salesperson, the customer, and the firm when situational psychological incongruity exists within the buyer-seller exchange itself. Framed in resource-advantage theory, this research investigates divergent demands and the increasing complexity of sales relationships through the lens of relational incongruity. A research program based on minimizing relational incongruity will augment the sales management and B2B literature by looking at how he salesperson and the customer build strong relationships as well as the antecedents that can undermine these relationships by generating realtional incongruity.

The objective of this study was to examine the effectiveness of alternative advertising presentation formats, and the quantity of information presented in advertisements in overcoming possible information-processing deficits in senior adults that could affect their recall of ad attributes and brand name, the cognitive responses generated, and attitude toward the ad. In addition, the study examined the effectiveness of retirement status as a classification or segmentation variable in comparison with the use of the more traditional classification variable, chronological age. A convenience sample of senior adult volunteers from church groups, social clubs, and civic organizations from the local area were randomly assigned to one of nine experimental conditions. The experiment utilized a simulated magazine to test the effects of presentation formats (3 levels), and quantity of information (3 levels) on senior adult's recall, cognitive responses and attitude toward the test ads. Covariates (gender, wealth, education, activity level, health, and income) were used to reduce variance. The findings clearly indicate that the presentation format of the can ad adversely affected the memory of some senior adults. In addition, the results were significantly different across the different age levels. Retirement status was less beneficial than chronological age in the current study, but …

This dissertation explores data fusion methodology to deduce an overall inference from the data gathered from multiple heterogeneous sources. Typically, if there existed a data source in which the data were reliable and unbiased, then data fusion would not be necessary. Data fusion methodology combines data form multiple diverse sources so that the desired information - such as the population mean - is improved despite redundancies, inaccuracies, biases, and inflated variability in the data. Examples of data fusion include estimating average demand from similar sources, and integrating fatality counts from different media sources after a catastrophe. The approach in this study combines "inputs" from distinct sources so that the information is "fused." Another way of describing this process is "data integration." Important assumptions are 1. Several sources provide "inputs" for information used to estimate parameters of a probability distribution. 2. Since distributions for the data from the sources are heterogeneous, some sources are less reliable. 3. Distortions, bias, censorship, and systematic errors may be more prominent in data from certain sources. 4. The sample size of sources data, number of "inputs," may be very small. Examples of information from multiple sources are abundant: traffic information from sensors at intersections, multiple …

The retail sector spends millions of dollars each year advertising to consumers. This is a considerable investment for companies seeking effective ways to inform and persuade the consumer. Consequently, retailers need to develop creative message strategies and tactics that will positively affect consumer attitudes. One particular tactic available to retailers is the use of a spokesperson in the advertisement. Salespersons are used in numerous advertisements and can provide key benefits to an advertiser. However, to maximize these benefits, retailers need to carefully select the spokesperson that will be most effective for their store and product. This purpose of this research is to examine the characteristics that influence consumers' perceptions of print advertisements that include a spokesperson in the advertisement. Most of the past literature concerning spokespersons has concentrated on the consumer perspective of meeting and interacting with a living, breathing person. This research seeks to use the past research on salespeople to examine the spokesperson as a cue in a print advertisement. In this perspective, the consumer views the spokesperson from a visual-only perspective. The proposed experiment will utilize print advertisements from two retail businesses. More specifically the study will investigate how consumers react if the individual viewed in the …

The purpose of this three-essay dissertation was to expand knowledge and theory regarding soft systems methodologies (SSMs) and data visualization approaches in business, engineering, and other social sciences. The first essay depicts a bibliometric analysis study of the historic impacts of SSM from 1980-2018 on business, engineering, and other social sciences fields. This study found 285 articles that described or employed SSM for research and included outcomes such as top SSM authors, author citation impacts, common dissemination outlets, time-bound distribution of publications, and other relevant findings. This study provided a picture of who, what, why, when, and where SSM has had the greatest impact on academic thought and practice. The second essay presents research on the academic impact of Systemigrams, an associated data visualization approach, finding examples of conceptual or research development that employed Systemigrams to depict complex problem situations. Recommendations for improvement of designing these data visualizations to increase their field use resulted from this study. The final essay leverages a selection of the articles as use cases to produce a grounded theory study to identify phenomena that arose from the use of SSM for operations and firm strategy research. This study identified two broad themes including (i) scope, …

Nation as a brand represents the intangible assets of a country, encompassing various dimensions such as politics, economics, culture, history, and technology. However, much of extant work in nation branding has been limited to the empirical investigations of its positioning and implementation for specific countries, while other scholarly works in nation branding are conceptual. Various factors associated with nation branding are discussed in the literature, but there is no organizing mechanism to connect these factors to explore the dynamics underlying nation branding. To fill this gap, this dissertation attempts to identify the relevant factors underlying the deployment of nation branding, and to develop models to assess the association among these factors. Hunt and Morgan's resource advantage theory serves as the theoretical foundation of this dissertation's framework. After establishing panel data models that link the factors of building and developing the nation brand, the strategic implications of nation branding are discussed. Archival data were used for economic factors such as economic development, tourism, export, and inward foreign investment, and cultural, political, infrastructural, and geographical factors. The primary data were collected for qualitative factors perceived reputable brand and perceived reputable industry. The Anholt-GfK Roper's 2008 Nation Brands IndexSM was incorporated into the …

Every day, salespeople span boundaries, coordinate internal and external expertise, leverage social capital, mobilize the tangible and intangible resources of their firm, and try to create value for all stakeholders. Recognizing the important roles of salespeople, Evans et al. (2012) and Lassk et al. (2012) call for more research on the usage of skills, knowledge, people, strategies, expertise, and other resources of salespeople to produce the desired outcomes. Responding to their calls, this study specifically focuses on how salespeople utilize their available and finite resources across four types of customers (new customers, short term customers, long term customers, and win-back customers) to identify and qualify new sales opportunities during the prospecting stage. The dissertation focuses on seven types of resources (capturing both internal and firm related resources) available for salespeople: (1) firm tangible, (2) firm intangible, (3) firm market based, (4) present resources, (5) skills, (6) knowledge, and (7) accumulated successes. The study further explores the moderating roles of organizational identification, competitive intensity, and customer dependence on the relationship between resources utilized and performance during the prospecting stage. The resource utilization scale is developed and tested for robustness. Next, using a final dataset of 346 responses from salespeople, the results …

This dissertation explores how nonconscious thought processing might be affected and activated in ways that influence consumer decision making. To activate nonconscious thought processes, this dissertation relies on priming—the unobtrusive activation of mental representations by stimuli in a social context, which occurs without participants' conscious awareness. Three dimensions of consumer decision making are investigated: purchase intention, product evaluation and arousal. The dissertation is based on the auto-motive model of nonconscious goal pursuit and somatic marker hypothesis. The dissertation is driven by three experiments, which respectively explore crucial areas in priming effects and addresses the following research question: can primes be shaped or controlled by marketers? Specifically, the dissertation examines whether shopping behavior can be primed. Second, the dissertation also examines how facial primes displaying basic emotions (happiness, anger, contempt, disgust, fear, sadness, and surprise) can prime emotion and arousal. Finally the dissertation examines the effect of the interaction of the buying prime with the primes of faces displaying basic emotions on the dependent variables of purchase intention, product evaluation, emotion, and arousal. Results from three experimental studies show that shopping behavior can be primed, and primed participants will exhibit higher product evaluation than those exposed to a control prime. Second …

The technology for storing and using big data is evolving rapidly and those that can keep pace are likely to garner additional competitive advantages. One approach to uncovering existing practice in a manner that provides insights for building theory is the use of grounded theory. The current research employs qualitative research following a grounded theory approach to explore gap in understanding the relationship between big data (BD) and the supply chain (SC). In this study eight constructs emerged: Organizational and environmental factors, big data and supply chain analytics, alignment, data governance, big data capabilities, cost of quality, risk analysis and supply chain performance. The contribution of this research resulted in a new theoretical framework that provides researchers and practitioners with an ability to visualize the relationship between collection and use of BD and the SC. This framework provides a model for future researchers to test the relationships posited and continue to extend understanding about how BD can benefit SC practice. While it is anticipated that the proposed theoretical framework will evolve as a result of future examination and enhanced understating of the relationships shown the framework presented represents a critical first step for moving the literature and practice forward.