+publisher:"Kennesaw State University" +contributor:("Dr. Greg Marshall")

Kennesaw State University

1. Thoeni, Andrew Thomas. Segmenting Segmentation: A Taxonomy Bridging Theory and Practice of Strategic Consumer Segmentation.

Degree: DBA, 2014, Kennesaw State University

URL: https://digitalcommons.kennesaw.edu/etd/623

► Beginning with Chamberlin’s explanations of market variation in 1933, segmentation has been formally studied for eighty years. While more than 2,700 studies have been… (more)

Subjects/Keywords: Business; Management Sciences and Quantitative Methods

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APA · Chicago · MLA · Vancouver · CSE | Export to Zotero / EndNote / Reference Manager

APA (6^th Edition):

Thoeni, A. T. (2014). Segmenting Segmentation: A Taxonomy Bridging Theory and Practice of Strategic Consumer Segmentation. (Thesis). Kennesaw State University. Retrieved from https://digitalcommons.kennesaw.edu/etd/623

Note: this citation may be lacking information needed for this citation format:
Not specified: Masters Thesis or Doctoral Dissertation

Chicago Manual of Style (16^th Edition):

Thoeni, Andrew Thomas. “Segmenting Segmentation: A Taxonomy Bridging Theory and Practice of Strategic Consumer Segmentation.” 2014. Thesis, Kennesaw State University. Accessed February 20, 2019. https://digitalcommons.kennesaw.edu/etd/623.

Note: this citation may be lacking information needed for this citation format:
Not specified: Masters Thesis or Doctoral Dissertation

MLA Handbook (7^th Edition):

Thoeni, Andrew Thomas. “Segmenting Segmentation: A Taxonomy Bridging Theory and Practice of Strategic Consumer Segmentation.” 2014. Web. 20 Feb 2019.

Vancouver:

Thoeni AT. Segmenting Segmentation: A Taxonomy Bridging Theory and Practice of Strategic Consumer Segmentation. [Internet] [Thesis]. Kennesaw State University; 2014. [cited 2019 Feb 20]. Available from: https://digitalcommons.kennesaw.edu/etd/623.

Note: this citation may be lacking information needed for this citation format:
Not specified: Masters Thesis or Doctoral Dissertation

Council of Science Editors:

Thoeni AT. Segmenting Segmentation: A Taxonomy Bridging Theory and Practice of Strategic Consumer Segmentation. [Thesis]. Kennesaw State University; 2014. Available from: https://digitalcommons.kennesaw.edu/etd/623

Note: this citation may be lacking information needed for this citation format:
Not specified: Masters Thesis or Doctoral Dissertation

Kennesaw State University

2. Billups, Judi. REDEFINING THE SALES CALL.

Degree: Marketing, Business Administration, 2017, Kennesaw State University

URL: https://digitalcommons.kennesaw.edu/dba_etd/33

► The sales process is undergoing a revolution as a result of social media and related technological advancements. Although each step of the sales process… (more)

▼ The sales process is undergoing a revolution as a result of social media and related technological advancements. Although each step of the sales process is being affected, the most drastically altered step is likely the sales call. The purpose of this research is to examine the impact the type of sales call used by sellers has on both the buyer’s evaluation of the salesperson and the seller’s attribution of sale call success or failure. The study consists of two essays. The first focuses on the buyer’s evaluation of the salesperson based on the frequency and alignment of their use of specific types of sales calls. The second essay centers on the salesperson’s attribution pertaining to both sales call success and failure. Three forms of sales call communication are examined: face-to-face sales calls, sales calls using historical sales communication tools, and technologically enhanced sales calls. Panel data is obtained for both buyers and sellers. In the first study, buyers are surveyed to determine if the type of sales call used by the seller met their expectations thereby influencing their evaluation of the salesperson. In the second study, sellers are surveyed to determine how the type of sales call they used affects their attribution related to the sales call success or failure. The data in the first study is analyzed using linear regression to determine which form of sales calls influence the buyer’s evaluation of the salesperson, while the data in the second essay is analyzed using logistic regression since the dependent variable is binary (success/failure). Two moderator variables are considered. In the first essay, the buyer’s evaluation of the seller is predicted as being moderated by the phase of the relationship between the buyer and the seller. In the second essay, the seller’s attribution of the success or failure is hypothesized as being moderated by the type of sales position the seller occupies. The contribution of this study is at least two-fold. First, this study bridges the gap between face-to-face sales call research and technologically enhanced sales tool research, providing a basis for determining the appropriate balance between the two communication styles. Second, by taking into account the moderating variables of relationship phase and type of sales position, salespeople can make accommodations in their sales call strategy based on the seller/buyer relationship phase or the type of sales position they occupy. Advisors/Committee Members: Dr. Brian Rutherford, Dr. Greg Marshall.

Subjects/Keywords: Sales Calls; Buyers; Sellers; Sales Call Success or Failure; Technology; Social Media; Marketing

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APA · Chicago · MLA · Vancouver · CSE | Export to Zotero / EndNote / Reference Manager

APA (6^th Edition):

Billups, J. (2017). REDEFINING THE SALES CALL. (Thesis). Kennesaw State University. Retrieved from https://digitalcommons.kennesaw.edu/dba_etd/33

Note: this citation may be lacking information needed for this citation format:
Not specified: Masters Thesis or Doctoral Dissertation

Chicago Manual of Style (16^th Edition):

Billups, Judi. “REDEFINING THE SALES CALL.” 2017. Thesis, Kennesaw State University. Accessed February 20, 2019. https://digitalcommons.kennesaw.edu/dba_etd/33.

Note: this citation may be lacking information needed for this citation format:
Not specified: Masters Thesis or Doctoral Dissertation

MLA Handbook (7^th Edition):

Billups, Judi. “REDEFINING THE SALES CALL.” 2017. Web. 20 Feb 2019.

Vancouver:

Billups J. REDEFINING THE SALES CALL. [Internet] [Thesis]. Kennesaw State University; 2017. [cited 2019 Feb 20]. Available from: https://digitalcommons.kennesaw.edu/dba_etd/33.

Note: this citation may be lacking information needed for this citation format:
Not specified: Masters Thesis or Doctoral Dissertation

Council of Science Editors:

Billups J. REDEFINING THE SALES CALL. [Thesis]. Kennesaw State University; 2017. Available from: https://digitalcommons.kennesaw.edu/dba_etd/33

Note: this citation may be lacking information needed for this citation format:
Not specified: Masters Thesis or Doctoral Dissertation

3. Rickard, Mary Kay. The Franchisor/Franchisee Relationship: The Antecedents and Outcomes of Perceived Franchisor Support.

Degree: DBA, Marketing, 2014, Kennesaw State University

URL: https://digitalcommons.kennesaw.edu/etd/659

► Franchising is an organizational system that provides the franchisor with needed capital for expansion and the franchisee with expertise and knowledge to operate a… (more)

▼ Franchising is an organizational system that provides the franchisor with needed capital for expansion and the franchisee with expertise and knowledge to operate a local outlet (Windenhausen & Joyce 1977). It is, therefore, one of the approaches firms are turning to in order to increase their business. Franchising is more complex than a traditional business relationship because it is legally binding (Bernstein 2004). Moreover, the complexity of this relationship warrants a closer look from the perspective of the franchisee since it is the franchisees’ perception of the work environment which has an effect on their motivation and satisfaction with the franchisor. The first essay applies the theory of perceived organizational support from the management and sales literature to examine the support and climate issues that affect the franchisees’ perception of support from the franchisor (perceived franchisor-franchisee support). Specifically, the antecedents examined are the four dimensions of organizational climate: initiating structure, leadership consideration, autonomy, and reward orientation, as developed by Schul, Little, and Pride (1985), and brand value/recognition as partially mediating the relationship between the attitude toward advertising and perceived franchisor support. The second essay is an exploratory study which examines perceived franchisor support and power leading to conflict or reductions in conflict in the franchisor/ franchisee relationship. The study also uses organizational support theory to further examine predictors of conflict in this relationship. Specifically, it looks at how coercive and non-coercive power (reward, referent, expert, and legitimate) plays a role on conflict in the relationship. The essays were tested using a sample of 208 franchisees collected from a large firm (Worldwide Panel) that specializes in panel data. The two studies provide the franchisor with an overview of this relationship and the differing variables that may affect it. The results enable the franchisor to have a better understanding of the type of support and climate the franchisee perceives as supportive. It will also provide them with the information regarding the most appropriate type of power to reduce conflict. This knowledge will help franchisors to strengthen the relationship with their franchisees and benefit both parties financially. Advisors/Committee Members: Dr. Brian Rutherford, Dr. Greg Marshall, Dr. Joe Hair.

Subjects/Keywords: franchisor; franchisee; relationship; coercive and non-coercive power; theory of perceived organizational support; perceived franchise support; conflict; brand value/recognition; advertising; organizational climate; Business; Marketing; Operations and Supply Chain Management

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APA · Chicago · MLA · Vancouver · CSE | Export to Zotero / EndNote / Reference Manager

APA (6^th Edition):

Rickard, M. K. (2014). The Franchisor/Franchisee Relationship: The Antecedents and Outcomes of Perceived Franchisor Support. (Thesis). Kennesaw State University. Retrieved from https://digitalcommons.kennesaw.edu/etd/659

Note: this citation may be lacking information needed for this citation format:
Not specified: Masters Thesis or Doctoral Dissertation

Chicago Manual of Style (16^th Edition):

Rickard, Mary Kay. “The Franchisor/Franchisee Relationship: The Antecedents and Outcomes of Perceived Franchisor Support.” 2014. Thesis, Kennesaw State University. Accessed February 20, 2019. https://digitalcommons.kennesaw.edu/etd/659.

Note: this citation may be lacking information needed for this citation format:
Not specified: Masters Thesis or Doctoral Dissertation

MLA Handbook (7^th Edition):

Rickard, Mary Kay. “The Franchisor/Franchisee Relationship: The Antecedents and Outcomes of Perceived Franchisor Support.” 2014. Web. 20 Feb 2019.

Vancouver:

Rickard MK. The Franchisor/Franchisee Relationship: The Antecedents and Outcomes of Perceived Franchisor Support. [Internet] [Thesis]. Kennesaw State University; 2014. [cited 2019 Feb 20]. Available from: https://digitalcommons.kennesaw.edu/etd/659.

Note: this citation may be lacking information needed for this citation format:
Not specified: Masters Thesis or Doctoral Dissertation

Council of Science Editors:

Rickard MK. The Franchisor/Franchisee Relationship: The Antecedents and Outcomes of Perceived Franchisor Support. [Thesis]. Kennesaw State University; 2014. Available from: https://digitalcommons.kennesaw.edu/etd/659

Note: this citation may be lacking information needed for this citation format:
Not specified: Masters Thesis or Doctoral Dissertation

4. Hain, Linda Joie. Financial Services: A Taxonomy of Consumer-focused Selling Activities and Sales Positions.

Degree: Marketing, 2015, Kennesaw State University

URL: https://digitalcommons.kennesaw.edu/dba_etd/7

► The financial services industry has come under close scrutiny in the past several years resulting in a much different and more highly regulated environment.… (more)

Subjects/Keywords: financial services industry; regulations; sales taxonomy; sales industry; Business; Marketing

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APA · Chicago · MLA · Vancouver · CSE | Export to Zotero / EndNote / Reference Manager

APA (6^th Edition):

Hain, L. J. (2015). Financial Services: A Taxonomy of Consumer-focused Selling Activities and Sales Positions. (Thesis). Kennesaw State University. Retrieved from https://digitalcommons.kennesaw.edu/dba_etd/7

Note: this citation may be lacking information needed for this citation format:
Not specified: Masters Thesis or Doctoral Dissertation

Chicago Manual of Style (16^th Edition):

Hain, Linda Joie. “Financial Services: A Taxonomy of Consumer-focused Selling Activities and Sales Positions.” 2015. Thesis, Kennesaw State University. Accessed February 20, 2019. https://digitalcommons.kennesaw.edu/dba_etd/7.

Note: this citation may be lacking information needed for this citation format:
Not specified: Masters Thesis or Doctoral Dissertation

MLA Handbook (7^th Edition):

Hain, Linda Joie. “Financial Services: A Taxonomy of Consumer-focused Selling Activities and Sales Positions.” 2015. Web. 20 Feb 2019.

Vancouver:

Hain LJ. Financial Services: A Taxonomy of Consumer-focused Selling Activities and Sales Positions. [Internet] [Thesis]. Kennesaw State University; 2015. [cited 2019 Feb 20]. Available from: https://digitalcommons.kennesaw.edu/dba_etd/7.

Note: this citation may be lacking information needed for this citation format:
Not specified: Masters Thesis or Doctoral Dissertation

Council of Science Editors:

Hain LJ. Financial Services: A Taxonomy of Consumer-focused Selling Activities and Sales Positions. [Thesis]. Kennesaw State University; 2015. Available from: https://digitalcommons.kennesaw.edu/dba_etd/7

Note: this citation may be lacking information needed for this citation format:
Not specified: Masters Thesis or Doctoral Dissertation

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