Recent Marketing Publications

Another Look at the Effects of Background Music on Persuasion

Marketing: Southern Roots…Global Research, Proceeding of the 2006 Atlantic Marketing Association Meetings, Volume 22, September, pp 197-203

Suzeanne B. Benet

In the current study, the effects of the fit (consistency of the music, including tone, lyrics, loudness, and tempo, with the advertising message) of the background music on the listener’s affect toward the advertised product and behavioral intentions is explored in the context of radio advertising. Effort was made to make the exposure to the manipulated commercial resemble typical consumer exposure. Strong support was found for the hypothesis that fit of the music has a positive effect on reported affect for the advertised product. Affect for the advertised product was also impacted by the listener’s reactions to the music.

Ball Team Sponsorships Are Marketing Home Run

Grand Rapids Business Journal, Grand Rapids, Michigan, May 22, 2006

Suzeanne Benet

It’s that time of the year again. Little League parks all over the greater Grand Rapids area are beehives of activity. Cleanup crews have done their jobs, parent volunteers are ready to go, teams are going through practices and games, and team sponsors are eagerly watching how their charges are doing.

How To Study Consumer Response To Environmental Tobacco Smoke Without Being Sued

Suzeanne B. Benet and Frederic B. Kraft

The results from the study presented indicate that it is possible to gather useful information regarding the impact of atmospheric cigarette smoke on consumer attitudes and perceptions by using photographs of facilities such as restaurants and bars which are smoking/nonsmoking facilities. This determination is very useful to researchers, since there are practical and ethical barriers to manipulating the treatment conditions for such research in the marketplace or in research facilities.

How To Study Consumer Response To Environmental Tobacco Smoke Without Being Sued

Suzeanne B. Benet and Frederic B. Kraft

College Student Salary Demands For A Military Hitch: A Potential Solution To The Military Recruiting Shortfall

The Marketing Management Journal, Volume 16, Issue 2, pp 137-146, 2006

Michael J. Cotter, James A. Henley, Jr., and Kathryn M. Nichols

This study offers an exploratory contrast of genders in self-reported salary demands to sign up for the U.S. military for ten years directly out of college. The data extends from January 1998 through September 2005 with 1,389 respondents. Results indicate that over five percent of both women and men subjects would be willing to enlist for annual salaries less than $34,000 in December 2005 U.S. dollars. A four-year college graduate can enlist as an E-4 in the Army with a compensation package of $33,514. These results suggest an untapped market for recruits.

Collaborating for New Product Development: Selecting the Partner with Maximum Potential to Create Value

The Journal of Product Innovation Management, 2006

Zeynep Emden, Roger J. Calantone, and Cornelia Droge

The partner selection process in the formation stages of collaborative new product development (NPD) is a neglected topic. The present study investigated the partner selection processes to ascertain the potential of creating competitively advantageous products through collaboration. The goal was to develop a process theory of partner selection for collaborative NPD alliances using a theory development approach. The literatures on NPD, interfirm knowledge transfer and generation, and interorganizational relationships were tapped. These literatures motivated the approach and the research questions. Parallel with the analysis of the literature, a series of case study interviews were conducted with managers currently in collaborative dyads. Managers’ inputs were used (1) to guide the theory development process and (2) to validate the relevance of the literature-based assertions. The method of narrative analysis for building theory from case studies was adopted: Multiple indicators were collapsed into single constructs, and recurring sequences or divergences were analyzed. This resulted in the unveiling of phases in the partner selection process. The study’s findings suggest that technological alignment of the partners triggered the partner-evaluation process. This phase was followed, in order, by the strategic alignment and relational alignment phases. These later phases were as important as the initial phase in ensuring the transfer and integration of critical know-how and in creating product value through collaboration. In addition to clarifying the definition of co development alliances, this study reveals a comprehensive theoretical model of the technological, strategic, and relational aspects of partner selection in co development alliances, as well as the order in which these aspects are practiced.

Technology As A Low Resource Marketing Initiative For Entrepreneurial Ventures

UIC Research Symposium on Marketing and Entrepreneurship, August 2-4, Chicago

David Good and John Rumery

The purpose of this article will be to focus on the usage and impact of technology as a low resource strategy for entrepreneurs. To accomplish this task, we will initially explore the nature of low resource marketing as it relates to the entrepreneurial environment; including a discussion of the conditions in which such activities occur. Then, specific marketing initiatives (strategies) in the framework of technology will be advanced and classified, based on the action, and desired outcomes, followed by managerial implications to entrepreneurs.

Sales Ethics and Quota Failure: An Exploratory Investigation of Sales Manager Quota

Mid-West Marketing Association, Spring 2007

David J. Good and Charles H. Schwepker

In today’s highly demanding competitive environment, sales managers are being asked to successfully operate a sales force while meeting the marketplace demands of becoming “more ethical” (Jones et al. 2005). This presents a challenge in the goal-oriented environment of sales where by nature quotas are results oriented. Evident suggests that quota can likewise drive sales managers to lose focus of ethical standards and customers’ needs. When this happens, the sales force is likely to be less customer-oriented, an important precursor for the development of long-term customer relationships (Schwepker and Good 2004).

Sales Management’s Influence on Employment and Training in Developing an Ethical Sales force

Journal of Personal Selling and Sales Management, Fall 2007, 27

David J. Good and Charles H. Schwepker

Because it is believed sales performance can be enhanced through ethical behaviors, increasingly, emphasis is being placed on understanding unethical behaviors among key customer-contact employees and the environment in which these sales professionals engage clients. In this context, understanding how the direct supervision of the sales force (sales managers) can shape the ethical behavior of salespeople may be a critical controllable key to understanding unethical sales behaviors that offers upper management strategic opportunities to enrich customer relationships. In this framework of understanding unethical sales behaviors, 240 sales managers were surveyed to determine their impact on unethical sales behaviors. The results indicate that while the overall ethical climate influences ethical attitudes of sales managers, importantly, these managerial attitudes impact ethical training and hiring evaluations of the sales force. Further, the positive relationship found between the ethical attitudes of sales managers and their hiring evaluation criteria impacts unethical sales force behaviors. Detailed implications of the results are presented in the study.

The impact of information technology on individual and firm marketing performance

Behavior and Information Technology, 2006

Robert W. Stone, David J. Good and Lori Baker-Eveleth

The perceived impacts of information technology use on firm marketing organization performance are examined. A theoretical model is presented linking organizational and end-user traits, information quality, system/service quality, industry traits, and tasks performed using a system to perceptions of organizational performance impacts through ease of system use, perceived individual performance impacts (i.e. perceived usefulness), attitudes toward using the system, and system use. The empirical examination uses a mail survey of US marketing executives to collect the data. The quantitative technique used is structural equation modeling. The results indicate that measures of organizational traits, individual traits, information quality, system/service quality, and tasks performed using the system impact perceived performance of the marketing organization mediated individual performance impacts (i.e. perceived usefulness), attitudes toward using the system and system use. Managerial implications and conclusions are presented based upon these results.

Exploring the Relationships Among Sales Manager Goals, Ethical Behavior and Professional Commitment in the Sales force: Implications for Forging Customer Relationships

Journal of Relationship Marketing, Fall 2005

David J. Good and Charles H. Schwepker

As the desire to forge mutually beneficial long-term buyer-seller relationships increases, the need to take actions necessary for doing so likewise increases. Sales managers have the opportunity to influence critical selling behaviors that can affect relationships. This paper examines how sales managers’ drive to reach their goals may adversely impact the behavior of their sales force by their willingness to allow unethical behavior to occur amongst their salespeople. Furthermore, it examines the impact these goals may play on their commitment to a career in sales management. Results from an analysis of sales managers indicate that difficult goals may negatively impact mangers’ reactions to unethical behavior amongst salespeople. Furthermore, such goals negatively impact their desire to pursue a career in sales management. Implications of the study are offered.

D&W Has Nice Impact on Spartan Stores’ Plan

Grand Rapids Business Journal, Grand Rapids, Michigan, October 30 2006, pg 32

Maria Landon

In February I took a look at Spartan Stores’ acquisition of D&W Food Centers, calling it the “jewel in Spartan’s crown.” Let’s revisit the topic and see if observations made then are coming to fruition.

With Tweaking, Unions Can Remain Beneficial

Grand Rapids Business Journal, Grand Rapids, Michigan, October 9 2006, pg 48

Maria Landon

The statement “Unions have outlived their purpose” has been heard from workers and big businesses for 20 years.

Outback Jumps At Community Outreach

Grand Rapids Business Journal, Grand Rapids, Michigan, March 6, 2006, pg 28

Maria Landon

When companies use a mascot for marketing purposes, it’s often difficult to differentiate between other firms using the same symbol.

D&W: The Jewel In Spartan’s Crown

Grand Rapids Business Journal, Grand Rapids, Michigan, February 2006

Maria Landon

Who would have guessed that Spartan Stores Inc. would be purchasing D&W Food Centers? Many people probably are still not aware that Spartan Stores was close to folding just two and a half years ago.

Does Oscar Performance Affect Local Movie Theaters?

Grand Rapids Business Journal, Grand Rapids, Michigan, June 5 2006, pg 36

Maria Landon

My husband and I love good movies and enjoy an evening out going to movie theaters. While here in Grand Rapids the sale of tickets remains strong, even with our poor economy, ticket sales nationwide are down.

Yesterday’s Woman Is Today’s Powerful Purse

Grand Rapids Business Journal, Grand Rapids, Michigan, May 30^th, 2006, pg. 24

Maria Landon

Marketing to women offers companies opportunities they never dreamed of in the past. More and more firms are realizing the importance of identifying women’s needs, offering them products and services they want, and thus successfully increasing market share. This segment of the market was ignored in the past but has finally been discovered as a golden opportunity.

One Project, Many Disciplines; One Project, Many Groups: Building Interest And Innovation Across the University

MMA 11^th Annual Fall Educators Conference, Nashville, TN, 9-20 to 9-22-06

Paul Lane

A theater student in a first year entrepreneurship course had an idea for a machine that roasted green coffee beans, ground the beans and brewed coffee. The student reasoned that the machine could create the freshest coffee possible. Since then the idea has been modified and refined in a total of seven classes in three disciplines, Entrepreneurship, Marketing, and Engineering. The concept develops as each team of students provides a fresh perspective. There is no such product on the market or a good distribution channel for green coffee beans. Since its inception the project has morphed into passion driven social entrepreneurship movement using the physical product as the projected method for increasing the income and welfare of Nicaraguan villagers.

Towards the Development of a General Model for Enabling Entrepreneurship Across Curriculum: Where Do You Fit?

USABSE/SBI Conference, January 12-15 2006

Paul Lane, Clifton Kussmaul and John Farris

You are at the College Curriculum Committee for your liberal arts college and several members want to know what their departments might have to do with entrepreneurship? What will you say? What model will help them to see the whole innovation process for a product or service as it might be used with students? This is an attempt to wrestle with such a model that could be used across campus. It is based on an industry model but this iteration is focused on students and the entrepreneurship curriculum of the 21^st century.

Plant Supply Logistics: Balancing Delivery and Stockout Costs

Journal of Transportation Management, 2006

Jennifer A. Pope and James A. Pope

A manufacturer leases rail cars to transport raw material from the supplier to the factory. The manufacturer must balance the costs of leasing rail cars versus stockouts (leading to plant closings) and inventory carrying costs. Using a model of circular queues and a simulation, we look at cost implications of leasing different numbers of rail cars. We conclude that stockout costs exceed the cost of excess inventory and capacity in the logistics system.

The Effect of Political Stability and Economic Development on IJV Relationship Dissolution

The International Journal of Business Disciplines

Jennifer A. Pope

Sindy Chapa

This study classified international joint ventures (IJVs) into groups based on political stability and type of termination and explored if political stability and economic development influences the type of IJV termination. Firstly, the findings suggested two clusters; (1) the “secure” IJVs located in politically stable environment that are still in business, yet at least one of the parents has sold its equity, and (2) the “insecure” IJVs located in unstable environments that (a) have been liquidated or that (b) are still in business but with new owners. Secondly, the results revealed that there is a significant difference in how IJVs are dissolved, with regard to the host country’s political stability, between IJVs located in developed countries and IJVs located in less developed countries. Finally, additional findings are offered.

Plant Supply Logistics: Balancing Delivery and Stockout Costs

2006

Jennifer A. Pope

Implementing A Means-End Laddering Project For An Undergraduate Consumer Behavior Class

2006

Douglas R. Robideaux

This paper proposes that a time-intensive qualitative Consumer Behavior project at the undergraduate level is not only possible, but more useful than most class projects. After ten years and 1500 CB students, the projects is still evolving but this paper will provide the basics for implementation and highlight common problems. Credit for development belongs largely to student feedback and their suggestions over the years.

The disingenuous, misleading Civil Rights Initiative

West Michigan Business Beat, May 30^th, 2006

Ben Rudolph

Most American businesspeople these days are strong supporters of civil rights. Almost everyone who manages a large enterprise realizes that it would be absolutely disastrous for the country if the progress we have made in civil rights in the past 50 years were to be terminated or reversed. Social peace and prosperity is maintained only if all segments of society feel that they are full participants or, at least, are able to maintain the hope that they and their children will be full participants in the foreseeable future.

Why you should always question real estate hype

West Michigan Business Beat, May 1^st, 2006

Ben Rudolph

So, the big mega-project turned out to be not so mega and very unlikely to actually happen. We won’t actually be getting 10,000 new jobs. In fact, we probably will get only one new job, and that is in the field of public relations and publicity.

The concept of insurance and health care security net

West Michigan Business Beat, April 3^rd, 2006

Ben Rudolph

The concept of insurance goes back hundreds of years to the early days of Lloyd’s of London. The idea is simple. A catastrophe can happen to anyone. Disasters cannot be completely avoided. The laws of probability indicate that some people will likely suffer disaster. However, if all the people potentially subject to a given type of catastrophe pool a small portion of their resources, those whom fate selects to be subject to the catastrophe can be monetarily compensated and subsidized by those lucky enough to escape the catastrophe.

Murray @ Meijer surprising business news development

West Michigan Business Beat, March 20^th, 2006

Ben Rudolph

I have to admit that I find the news of Grand Valley State University President Mark Murray’s recent appointment to become president of Meijer one of the strangest and most surprising local business news developments of the year, if not the decade. Who could have predicted this development? While I knew that Murray had been on the Meijer board since this past summer, I must admit to complete surprise at the news that he would be leaving GVSU next summer, not to become president of another university, but to join Meijer. Everyone I have talked with seems equally surprised. The most common verbal reaction is either “he must be crazy” or “they must be crazy.”

Why health care and medical technology won’t rescue us

West Michigan Business Beat, February 20^th, 2006

Ben Rudolph

The office furniture industry is recovering nicely, but not very many people are being hired by the industry in order to accommodate the increased demand. Instead of rehiring people, the industry has found ways to increase productivity using a combination of automation and outsourcing, thereby producing more furniture with fewer people. Many of the relatively few people the industry has hired during the recovery are temps, who have no long-term commitment to future employment. Clearly the industry had to increase productivity, and they should be complimented for doing so, but that is little solace to those seeking employment in West Michigan.

The plight of downtown Grand Rapids’ retailers

West Michigan Business Beat, January 9^th, 2006

Ben Rudolph

Downtown Grand Rapids looks a lot better than it did 10 years ago. The community has certainly invented enough private and public money into the area, and it does show. The new convention center looks great. The Van Andel Arena adds a lot of life to downtown Grand Rapids on certain nights. I can’t wait for the new J.W. Marriott. J.W. is added to the name of Marriott hotels that are more upscale, almost to the level of the Marriott-owned Ritz-Carlton chain. I’ll bet the new hotel will be a doozy.

Economic report pessimistic about West Michigan

West Michigan Business Beat, August 21^st, 2006

Ben Rudolph

A newly released economic report entitled A New Agenda for a New Michigan commissioned by non-profit Michigan Furniture Inc., and partly funded by the Frey Foundation, is extremely pessimistic about Michigan in general and is especially pessimistic about the economy in the western side of the state. According Lou Glazer, president of Michigan Future, West Michigan is likely to look a lot like West Virginia in the relatively near future.

BIFMA’s sustainable guidelines putting as on the map

West Michigan Business Beat, July 24^th, 2006

Ben Rudolph

West Michigan-based BIFMA (The Business and International Furniture Manufactures Association International) has become one of the leading advocates and participants in the worldwide sustainability movement. This may surprise many readers in that, as far as I am aware, BIFMA’s efforts have received little local publicity.

The Automotive Business Model: What goes around, comes around

West Michigan Business Beat, July 10^th, 2006

Ben Rudolph

One of the good things about getting old is the accumulation of a historical perspective through which to observe current events. (If you can think of any other good things about it, let me know.) This historical perspective is valuable because it can serve as a counterbalance to contemporary conventional wisdom, and as a framework for understanding dynamics and anticipating next moves.

Office furniture industry adopts TBL for new products, profits

West Michigan, October 2^nd, 2006

Rod Kackley

West Michigan’s office furniture industry executives seem to be well ahead of the sustainability curve as compared to their counterparts in other industries like auto manufacturing. The most credible evidence of that is the BIFMA Sustainability Guidelines that were published last year, and conversations MiBiz conducted with executives from Herman Miller Inc., Steelcase Corp., Haworth Inc., and izzy Design.

Have we gone too far in breaking labor unions?

West Michigan Business Beat, November 13^th, 2006

Ben Rudolph

This will not be the most popular business column ever written in West Michigan. Be warned: I am going to say some things in favor of organized labor unions. If that bothers you, it might be best to stop reading at this point. Labor unions are about as popular in the West Michigan business community as Kim Jong-Il.

Michigan auto industry? No sugarcoating intended

West Michigan Business Beat, October 16^th, 2006

Ben Rudolph

The following column focuses on the dying sugar cane industry on Saint Kitts, a tropical Caribbean island that my wife and I visited on vacation this past December. This column has nothing whatsoever to do with the Michigan automotive industry. Any similarity to economic conditions in Michigan is purely coincidental and is a product of your over-active imagination. I am completely innocent of trying to create an analogy and I wish that you would stop reading completely unintended meanings into my columns.

The Savvy University: Higher Ed. Entrepreneurs

Grand Rapids Business Journal, Grand Rapids, Michigan

John Rummery

According to the Global Entrepreneurship Monitor, about 300 million adults around the world are involved in forming their own businesses. The United States is among the leaders of the world in total entrepreneurial activity. A key motivating factor for entrepreneurial adults appears to be an active desire to find opportunities to improve their lifestyles, as opposed to reacting to a lack of other job opportunities. In other words, Americans are not being pushed into starting a business, but instead are optimistic that good entrepreneurial opportunities still exist and are confident in their skills to be successful.

The Cost-Benefits of Ocean Vessel Shipping in the Great Lakes: Value to Industry vs. Environmental Damage

Seidman Business Review, Winter 2006, pg. 18-20

John C. Taylor, Ph.D., James L. Roach, M.P.A., and Zornitsa Boshnakova, M.B.A., M.S.T.

The Great Lakes-St. Lawrence Seaway Maritime System, depicted in Figure 1., has been extremely important to the development of the North American mid-continent and continues to play a vital role in the West Michigan economy. The System allows ocean vessels to carry freight between the Lakes states and overseas destinations, and also allows for movement of goods on laker vessels both wholly within the Lakes and between the Lakes and eastern ports such as Montreal and Quebec City. However, the System’s overall importance to the region’s economy has been reduced, and the nature of the contribution has been moved towards intra-lake commerce and away from Seaway ocean-related commerce. At the same time, the Great Lake’s position as the world’s largest fresh water body and its role in tourism and the overall quality of life in the region has become more recognized.

Is A Hydrogen-Powered Vehicle In Your Future?

Grand Rapids Business Journal; Grand Rapids, Michigan; February, 2006

James Wolter

If someone told me that I should delay my purchase of a new car for a few years because a more Earth-friendly (and more pocketbook friendly) hydrogen-powered version would be introduced, I just might do it.

The SHORT-TERM EFFECT of J.D. POWER’S QUALITY RATINGS on the U.S. AUTOMOTIVE MARKET

James. F. Wolter

The importance of quality as a strategic factor in American business has been evident for well over two decades now. And the validity of this observation is most evident in the case of the U.S. automotive market. One indication of the importance of quality is seen in the coverage the subject has received in the academic literature and popular business press. As Pitts and Lei (2003, 127) have states “quality is key to building and sustaining competitive advantages.”

Page last modified November 15, 2012

Political Fallout: Impact on Main Street and Wall Street

Recent Marketing Publications