• Speaking Fast and Slow: How Speech Rate of Digital Assistants Affects Likelihood to Use 

  Christenson, Brett Alan (University of Alabama Libraries, 2020)

  Digital assistants like Siri and Alexa are adaptable service robots which interact vocally to deliver services to consumers. During interactions, these digital assistants provide a unique opportunity for marketers to convey ...
• Two Essays on the Role of Consumer Animosity on Consumer Behaviors 

  Peng, Yi (University of Alabama Libraries, 2020)

  Damaging effects of hostility between nations is causing worldwide tension. In the marketing literature, Klein, Ettenson, and Morris (1998) were the first to relate tension between countries to consumer consumption behaviors ...
• The downsides of price promotions and price negotiations on brand relationships 

  Pratt, Alexander Bolton (University of Alabama Libraries, 2020-07)

  This dissertation's overall objective is to contribute to the understanding of the negative consequences certain sales approaches can have in retail settings. Specifically, two essays examine the effects of price promotions ...
• Understanding the role of self-conscious emotions in service encounters 

  Jaramillo Echeverri, Maria S. (University of Alabama Libraries, 2020-12)

  This dissertation attempts to understand the nature of and role that customers' embarrassment and guilt play in service encounters and evaluations. In Essay 1, I study the commonalities between and distinctiveness of each ...
• Moving beyond salesperson turnover: a dynamic model of salesperson job-hopping 

  Pimentel, Michael Anthony (University of Alabama Libraries, 2020)

  Job-hopping, defined as the trajectory of voluntary inter-organizational transitions over one’s career, is a top concern for managers as they witness their salespeople change jobs more frequently and with greater ease than ...
• The impact of organizational resources and employee gratitude on frontline employee engagement 

  Qi, Ji (University of Alabama Libraries, 2018)

  Delivering and understanding the drivers of superior customer service can be a critical differentiator in service provision contexts. To this end, drawing from social exchange theory, this study investigates the antecedents ...
• An investigation into the dimensionality of the collaborative economy from a service-dominant logic perspective 

  Lindsey Hall, Kristina Kay (University of Alabama Libraries, 2017)

  The overall purpose of this dissertation is to contribute to a better understanding of the collaborative economy (CE). The CE involves direct or mediated peer-to-peer resource exchanges, which can occur with or without ...
• If I don’t have it, is it still me?: an exploration into the relationship between access-based consumption and identity 

  Tariq, Ayesha (University of Alabama Libraries, 2017)

  It has been well-recognized in Marketing literature that possessions serve as a visible representation of one’s identity. Similarly, tastes in music, books, and movies are also an outward signal of one’s identity. Both ...
• Three essays on cultural intelligence, innovation, and institutional distance 

  Lorenz, Melanie Petra (University of Alabama Libraries, 2016)

  While cultural differences and related formal and informal distances are often described as creating difficulties and complexity, the ability to understand and to adapt to differences or to leverage those for positive ...
• Social capital influences on sales team processes: a generational perspective 

  Ogilvie, Jessica Lynn (University of Alabama Libraries, 2016)

  This dissertation explores the impact of organizational faultlines and their influence on sales team resources, activities, processes, and performance. A review of extant team literature builds a foundation for understanding ...
• Antecedents of the adoption of new consumer packaged goods 

  Kim, Kyoungmi (University of Alabama Libraries, 2015)

  Consumer response to a new product is critical to the product’s success, but understanding of customers’ new product adoption is still limited. Most research has focused only on the first trial purchase and ignored repeat ...
• Awareness and action: implications and dimensions of salesperson emotional intelligence 

  Johnson, Catherine M. (University of Alabama Libraries, 2015)

  Recently, sales literature has begun to recognize that emotional intelligence (EI), which is a distinct form of intelligence entailing the perception, understanding, facilitation, and management of emotions, is a salesperson ...
• Supply chain transparency: an overlooked critical element of supply chain management 

  Morgan, Tyler Roy (University of Alabama Libraries, 2015)

  Supply chain information has become increasingly accessible to a variety of stakeholders as technology adoption has expanded around the globe. With improved supply chain related information availability and growing interest ...
• Applying network theory to the technology to performance profit chain: a social media application 

  Andzulis, James Mitchell (University of Alabama Libraries, 2014)

  It is beyond question that social media has altered the day-to-day lives of individuals in their social interactions. However, less is known about the quantifiable impact of social media on business, especially in the sales ...
• Relational governance forms and firm performance: the role of unilateral and collaborative capabilities 

  Adams, Frank G. (University of Alabama Libraries, 2012)

  Firms in today's market environment compete as members of business-to-business relationship networks more commonly than as vertically integrated stand-alone entities. The core structure of those networks are the relational ...
• Why did that happen: understanding the impact of witnessing employee-customer directed helping behavior 

  Northington, William Magnus (University of Alabama Libraries, 2014)

  The involvement of other customers in a retail store or service setting has always been a unique component of the service experience. Interestingly, a missing component of the literature is an understanding of how the ...
• Performance benefits of being a great firm to work for: an investigation from the employee perspective 

  Butler, Timothy David (University of Alabama Libraries, 2014)

  Increased competitive pressure for speed and innovation, global commoditization, and competition for talented workers has provided firms with greater incentives to assess and improve their human resource strategies with ...
• CSR and facets of value creation: the role of key moderators 

  Alhouti, Sarah (University of Alabama Libraries, 2013)

  The value corporate social responsibility (CSR) creates for consumers still remains unexplored although its importance has been demonstrated in several contexts including pricing (Chang and Wildt 1994), retailing (Baker, ...
• An examination of proactive relationship approach with retail customers 

  Shin, Hyunju (University of Alabama Libraries, 2013)

  In the current era of intense competition, retailers are increasingly leveraging relationship marketing to attract, retain, and strengthen relationships with customers. Better understanding of the influence and efficacy ...
• Two essays on environmental orientation 

  Gabler, Colin Bauer (University of Alabama Libraries, 2013)

  Green marketing has become ubiquitous. Generating profits through green marketing, however, has not. While firms continue to adopt environmental practices, they struggle to gain a competitive advantage through these ...

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