(1)(1)TITLETITLE An investigation of impulse buying attitudes among An investigation of impulse buying attitudes among

different age- generational cohortdifferent age- generational cohort groupsgroups

AUTHOR Serapin, Elizabeth J. AUTHOR Serapin, Elizabeth J.

DEGREE PhD DEGREE PhD

SCHOOL CAPELLA UNIVERSITY SCHOOL CAPELLA UNIVERSITY

DATE 2005 DATE 2005

PAGES 124 PAGES 124

ADVISER LeVesque, Joseph ADVISER LeVesque, Joseph

- - - ISBN 0 4 9 6 1 4 4 7 7 4 - - - ISBN 0 4 9 6 1 4 4 7 7 4

Market researchers have been Market researchers have been focused on trying to anticipate focused on trying to anticipate consumer's impulse buying attitudes consumer's impulse buying attitudes for years. Researchers have been for years. Researchers have been testing this complex construct to testing this complex construct to help organizations stay ahead of help organizations stay ahead of their competition with better their competition with better marketing strategies. This study marketing strategies. This study investigates different age-investigates different age-generational cohort groups' impulse generational cohort groups' impulse purchasing purchasing

attitudes. Other variables that are investig attitudes. Other variables that are investig ated in correlation with impulse buying are ated in correlation with impulse buying are

gender, household income, and the monthl gender, household income, and the monthl y use of credit cards. The primary research y use of credit cards. The primary research

question that is addressed in this study is a question that is addressed in this study is a s follows: <italic>How do impulse buying h s follows: <italic>How do impulse buying h

- abits differ among age generational cohort - abits differ among age generational cohort groups?</italic> The results of this study a groups?</italic> The results of this study a

re useful in enhancing knowledge develop re useful in enhancing knowledge develop ment in marketing strategies to target mar ment in marketing strategies to target mar

ket the different generational groups. ket the different generational groups.

Serapin, Elizabeth J. (2005). An investi Serapin, Elizabeth J. (2005). An investi gation of impulse buying attitudes am gation of impulse buying attitudes am

- ong different age generational cohort - ong different age generational cohort groups. Dissertation Abstracts Intern groups. Dissertation Abstracts Intern ational. 65/11: AAT 3153754 [on line] ational. 65/11: AAT 3153754 [on line]

avai l abl e avai l abl e ht t pht t p://://wwwlib.umi.comwwwlib.umi.com//di sser t at i onsdi sser t at i ons //

f ul l ci tf ul l ci t /3161265?/3161265?gotoCitegotoCite=2 1=2 1

[2005 July 18] [2005 July 18]

(2)(2)TITLE Customer relationship marketing and effects of deTITLE Customer relationship marketing and effects of de

mographics and technology on customer mographics and technology on customer

satisfaction and loyalty in financial servicessatisfaction and loyalty in financial services AUTHOR Aaltonen, Priscilla Gaudet AUTHOR Aaltonen, Priscilla Gaudet

DEGREE PhD DEGREE PhD

SCHOOL OLD DOMINION UNIVERSITY SCHOOL OLD DOMINION UNIVERSITY

DATE 2004 DATE 2004

PAGES 141 PAGES 141

ADVISER Singhapakdi, Anusorn ADVISER Singhapakdi, Anusorn

- - - 0496759658ISBN - - - 0496759658ISBN

- 6504 1451 2SOURCE DAI A / , p. , Oct - 6504 1451 2SOURCE DAI A / , p. , Oct 004 004

SUBJECT BUSINESS ADMINISTRATIO SUBJECT BUSINESS ADMINISTRATIO 0338N, MARKETING ( ) 0338N, MARKETING ( )

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In today's market, financial institutions are adopting In today's market, financial institutions are adopting Customer Relationship Marketing (CRM) as a strategy Customer Relationship Marketing (CRM) as a strategy aimed at collecting and using data to deliver increased aimed at collecting and using data to deliver increased customer value (Payne, Holt, Frow 2000) and, in turn, to customer value (Payne, Holt, Frow 2000) and, in turn, to increase customer satisfaction and, ultimately, customer increase customer satisfaction and, ultimately, customer loyalty. However, as more studies are being done on the loyalty. However, as more studies are being done on the outcomeoutcome

of CRM strategies over time, it is becoming of CRM strategies over time, it is becoming evident that the costs often outweigh the evident that the costs often outweigh the expected benefits and CRM projects have expected benefits and CRM projects have consistently over-promised and under-delivered consistently over-promised and under-delivered (Norman and Zafar 2001). Often, customer (Norman and Zafar 2001). Often, customer satisfaction is increased slightly but loyalty rates satisfaction is increased slightly but loyalty rates do not increase at all. To date, much of what has do not increase at all. To date, much of what has been written on been written on

CRM is from the practitioner's point of view and little is CRM is from the practitioner's point of view and little is known from a theoretical perspective (Plakoyiannaki and known from a theoretical perspective (Plakoyiannaki and Tzokas 2002). Firms have focused on customer satisfaction Tzokas 2002). Firms have focused on customer satisfaction rates largely because of the suggestion, historically, that rates largely because of the suggestion, historically, that there is a strong, positive relationship between customer there is a strong, positive relationship between customer service and loyalty service and loyalty

Reichheld and Sasser 1990; Rust and Zahorik 1991). Yet, Reichheld and Sasser 1990; Rust and Zahorik 1991). Yet, others have shown evidence that there are high defection others have shown evidence that there are high defection rates of satisfied customers from some firms (Homburg and rates of satisfied customers from some firms (Homburg and Giering 2001). This study is an investigation of the use of a Giering 2001). This study is an investigation of the use of a CRM strategy in the financial services industry and its effect CRM strategy in the financial services industry and its effect on satisfaction and loyalty levels of the firm. It looks at on satisfaction and loyalty levels of the firm. It looks at what part what part

demographics play in overall demographics play in overall customer satisfaction and loyalty customer satisfaction and loyalty rates. And, it looks at what part rates. And, it looks at what part satisfaction with technology might satisfaction with technology might play on overall satisfaction rates. The play on overall satisfaction rates. The study was accomplished using data study was accomplished using data from a customer survey conducted in from a customer survey conducted in the credit card division of a financial the credit card division of a financial services firm. Hypotheses were services firm. Hypotheses were tested using standard tested using standard

multiple regression. The results suggest that technology multiple regression. The results suggest that technology satisfaction does drive overall customer satisfaction and satisfaction does drive overall customer satisfaction and that, in turn, overall customer satisfaction does drive that, in turn, overall customer satisfaction does drive loyalty. However, demographics do not have any significant loyalty. However, demographics do not have any significant

effect in determining overall customer satisfaction or loyalty effect in determining overall customer satisfaction or loyalty rates. And, although CRM is a common strategy used in finan rates. And, although CRM is a common strategy used in finan

cial services, for the purposes of this study it did not have a s cial services, for the purposes of this study it did not have a s ignificant impact on overall customer satisfaction rates. ignificant impact on overall customer satisfaction rates.

Aaltonen, Priscilla Gaudet (2004). Customer relationship ma Aaltonen, Priscilla Gaudet (2004). Customer relationship ma rketing and effects of demographics and technology on cust rketing and effects of demographics and technology on cust

omer satisfaction and loyalty in financial services. Dissertati omer satisfaction and loyalty in financial services. Dissertati on Abstracts International. 65/04: AAT 3128703 [on line] avai on Abstracts International. 65/04: AAT 3128703 [on line] avai

lable http://wwwlib.umi.com/dissertations/fullcit/3153754?g lable http://wwwlib.umi.com/dissertations/fullcit/3153754?g otoCite=26[2005 July 18] otoCite=26[2005 July 18]

(3)(3) TITLE New perspectives on the economics of milk marketin TITLE New perspectives on the economics of milk marketin

g orders: Rent dissipation through g orders: Rent dissipation through

endogenous quality endogenous quality

AUTHOR Balagtas, Joseph Valdes AUTHOR Balagtas, Joseph Valdes

DEGREE PhD DEGREE PhD

SCHOOL UNIVERSITY OF CALIFORNIA, DAVIS SCHOOL UNIVERSITY OF CALIFORNIA, DAVIS

DATE 2004 DATE 2004

PAGES 173 PAGES 173

ADVISER Sumner, Daniel A. ADVISER Sumner, Daniel A.

- - - ISBN 0 496 84692 9 - - - ISBN 0 496 84692 9

- SOURCE DAI A 65/06, p. 2296, Dec 2004 - SOURCE DAI A 65/06, p. 2296, Dec 2004

SUBJECT ECONOMICS, AGRICULTURAL (0503); ECONOMICS SUBJECT ECONOMICS, AGRICULTURAL (0503); ECONOMICS 0501, GENERAL ( ) 0501, GENERAL ( )

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This dissertation provides new analysis and This dissertation provides new analysis and evidence on the consequences of U.S. dairy policy evidence on the consequences of U.S. dairy policy by considering endogenous participation in the by considering endogenous participation in the policy, and the cost of participation. The policy, and the cost of participation. The economic literature on milk marketing orders has economic literature on milk marketing orders has missed an import aspect of the policy&mdash;the missed an import aspect of the policy&mdash;the cost incurred by some producers to participate in cost incurred by some producers to participate in the regulation. Previous welfare analyses of the regulation. Previous welfare analyses of marketing orders are incomplete and misleading. marketing orders are incomplete and misleading.

This dissertationThis dissertation

illustrates a fundamental concept of regulatory economics: illustrates a fundamental concept of regulatory economics: rents created through government policy often entail costs rents created through government policy often entail costs that alter welfare measurement and even direction of net that alter welfare measurement and even direction of net impacts. My model of dairy markets and policy allows impacts. My model of dairy markets and policy allows endogenous producer heterogeneity in milk quality. endogenous producer heterogeneity in milk quality. Marketing orders raise the price of fluid-quality (Grade A) Marketing orders raise the price of fluid-quality (Grade A) milk, but not manufacturing-quality (Grade B) milk. milk, but not manufacturing-quality (Grade B) milk. Analytical results demonstrate that marketing orders Analytical results demonstrate that marketing orders induce induce

a shift towards use of Grade A milk for manufactured dairy a shift towards use of Grade A milk for manufactured dairy products. Moreover, the cost of meeting stricter Grade A products. Moreover, the cost of meeting stricter Grade A standards reduces producers' net benefit from the standards reduces producers' net benefit from the marketing orders. A major conclusion is that marketing marketing orders. A major conclusion is that marketing orders have had ambiguous effects on milk producers as a orders have had ambiguous effects on milk producers as a group, and, under reasonable assumptions, have likely group, and, under reasonable assumptions, have likely made producers worse off. Welfare measures show that made producers worse off. Welfare measures show that previous analyses overstate producer benefits and previous analyses overstate producer benefits and

understate the deadweight cost of marketing orders by understate the deadweight cost of marketing orders by between $120 and $240 million per year, or more. A between $120 and $240 million per year, or more. A conservative estimate of the capitalized cost of excess conservative estimate of the capitalized cost of excess quality from 1948 to 2000 is $27 billion. A dynamic model quality from 1948 to 2000 is $27 billion. A dynamic model of milk grade choice shows marketing orders encouraged a of milk grade choice shows marketing orders encouraged a switch to Grade A by creating a premium for Grade A milk, switch to Grade A by creating a premium for Grade A milk, and that the switch was also encouraged by technological and that the switch was also encouraged by technological changes in the dairy industry. A dynamic changes in the dairy industry. A dynamic

stochastic econometric model provides empirical evidence t stochastic econometric model provides empirical evidence t o support the hypothesized causal link between marketing o o support the hypothesized causal link between marketing o

-rders and milk quality. The model exploits exogenous, cross -rders and milk quality. The model exploits exogenous, cross sectional variation in the implementation of marketing order sectional variation in the implementation of marketing order

s to identify their effect on the Grade A share. s to identify their effect on the Grade A share.

Balagtas, Joseph Valdes (2004). New perspectives on the ec Balagtas, Joseph Valdes (2004). New perspectives on the ec onomics of milk marketing orders: Rent dissipation through e onomics of milk marketing orders: Rent dissipation through e

ndogenous quality. Dissertation Abstracts International. 6 ndogenous quality. Dissertation Abstracts International. 6 5/06: AAT 3137518 [on line] available http://wwwlib.umi.com 5/06: AAT 3137518 [on line] available http://wwwlib.umi.com

3128703 392005/dissertations/fullcit/ ?gotoCite= [3128703 392005/dissertations/fullcit/ ?gotoCite= [ 18July 18July]]

(4)(4)

TITLE Factors driving relationship co TITLE Factors driving relationship co mmitment in B2B services: The role of mmitment in B2B services: The role of

national culture, value, national culture, value,

t r ust and bonds t r ust and bonds

AUTHOR Barry, James M. AUTHOR Barry, James M.

DEGREE DBA DEGREE DBA

SCHOOL NOVA SOUTHEASTERN UNI SCHOOL NOVA SOUTHEASTERN UNIVVVVVVV VVVVVVV

DATE 2004 DATE 2004

PAGES 131 PAGES 131

ADVISER Dion, Paul ADVISER Dion, Paul

- - - 0496033948ISBN - - - 0496033948ISBN

- 6509 3472 2SOURCE DAI A / , p. , Mar - 6509 3472 2SOURCE DAI A / , p. , Mar 005 005

SUBJECTSUBJECT BUSINESS BUSINESS ADMINISTRATION, MARKETING ADMINISTRATION, MARKETING (0338)(0338)

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Retaining buyers through relationship Retaining buyers through relationship building and value creation remains a building and value creation remains a topic of great concern to business-to-topic of great concern to business-to-business (B2B) service suppliers as business (B2B) service suppliers as competition intensifies from globalization, competition intensifies from globalization, technology developments and a service technology developments and a service oriented economy. Concepts such as oriented economy. Concepts such as relationship commitment have been relationship commitment have been studied as a way of capturing studied as a way of capturing

the many relational factors that the many relational factors that predict a supplier's long-term profit predict a supplier's long-term profit potential with a buyer. Despite its potential with a buyer. Despite its prevalence in the literature, prevalence in the literature, however, little progress has been however, little progress has been made in conceptualizing and testing made in conceptualizing and testing frameworks that can effectively frameworks that can effectively explain relationship commitment in a explain relationship commitment in a B2B services setting. Traditional B2B services setting. Traditional models either lack a solid models either lack a solid

nomological foundation or they fail to nomological foundation or they fail to account for situational influences account for situational influences such as country origin and degree of such as country origin and degree of buyer dependency. This dissertation buyer dependency. This dissertation empirically examines determinants empirically examines determinants of long-term relationship of long-term relationship commitment from 202 buyers of commitment from 202 buyers of after sales services. Results of the after sales services. Results of the research validated a number of research validated a number of hypothesized influences on hypothesized influences on

commitment. Tests of the integrated commitment. Tests of the integrated framework across situational framework across situational influences further demonstrated that influences further demonstrated that commitment determinants are commitment determinants are indeed distinct across country indeed distinct across country cultures and degree of buyer cultures and degree of buyer dependency. From the baseline dependency. From the baseline framework, mediating influences framework, mediating influences were introduced to improve the were introduced to improve the explanatory power of the proposed explanatory power of the proposed

nomological structure. In addition, nomological structure. In addition, scale development from in-depth scale development from in-depth interviews and factor analysis interviews and factor analysis supported the addition of a new supported the addition of a new constructs (goal congruence and constructs (goal congruence and service line breadth) to the field of service line breadth) to the field of relationship marketing. Finally, the relationship marketing. Finally, the use of structural equation modeling use of structural equation modeling permitted the simultaneous permitted the simultaneous measurement of commitment measurement of commitment

antecedents and mediating influences antecedents and mediating influences from goodness-of-fit indices that from goodness-of-fit indices that confirmed the model's explanatory power confirmed the model's explanatory power and robustness. Overall, the model and robustness. Overall, the model (1)&nbsp;empirically validates current (1)&nbsp;empirically validates current theories of buyer commitment building in theories of buyer commitment building in a B2B services setting; a B2B services setting; (2)&nbsp;demonstrates cross-cultural and (2)&nbsp;demonstrates cross-cultural and buyer dependency influences on the buyer dependency influences on the nature nature

of commitment and its relevant of commitment and its relevant determinants; and (3)&nbsp;enriches the determinants; and (3)&nbsp;enriches the current relationship marketing theories current relationship marketing theories with new variables. The resulting with new variables. The resulting framework synthesized elements of trust, framework synthesized elements of trust, bonds, perceived value and relationship bonds, perceived value and relationship investments in a nomological structure investments in a nomological structure that captured the variables relevant to that captured the variables relevant to B2B services. When B2B services. When

applied to buyer archetypes grouped applied to buyer archetypes grouped by culture and dependency, the by culture and dependency, the framework confirmed the more framework confirmed the more relational orientation of relational orientation of collective/feminine cultures and the collective/feminine cultures and the more calculative orientation of more calculative orientation of individualistic/masculine cultures individualistic/masculine cultures

such as that found in the U.S. In such as that found in the U.S. In addition, buyers of high dependency addition, buyers of high dependency showed higher emphasis on trust and showed higher emphasis on trust and were less economically motivated to were less economically motivated to commitment when compared to their commitment when compared to their lower dependency counterpartslower dependency counterparts

Barry, James M. (2004). Factors driving rela Barry, James M. (2004). Factors driving rela 2tionship commitment in B B services: The r 2tionship commitment in B B services: The r

VVVVVVVV VVVVVVVV VVVVVV VVVVV VVV VVV, , VVVVVVVV VVVVVVVV VVVVVV VVVVV VVV VVV, , 6ds. Dissertation Abstracts International. 6ds. Dissertation Abstracts International.

509 3144697/ : AAT [on line] available http:/ 509 3144697/ : AAT [on line] available http://wwwlib.umi.com/dissertations/fullcit/3137/wwwlib.umi.com/dissertations/fullcit/3137

518 412005 18?gotoCite= [ July ] 518 412005 18?gotoCite= [ July ]

(5)(5)

VVVVV VVV VVVVVVVV VVVVVVVVVV VV VVVVVVVV VVV VVVVVVVV VVVVVVVVVV VV VVV - ategic construction market forecastin - ategic construction market forecastin

VVVVVVVVV ( ) VVVVVVVVV ( ) AUTHOR Fetterhoff, Otto George, III AUTHOR Fetterhoff, Otto George, III

DEGREE PhD DEGREE PhD

SCHOOL UNIVERSITY OF FLORIDA SCHOOL UNIVERSITY OF FLORIDA

2004DATE 2004DATE

PAGES 169 PAGES 169

ADVISERADVISER O'Brien, William J.; Smith, O'Brien, William J.; Smith, Marc T. Marc T.

- - - 0496022628ISBN - - - 0496022628ISBN

- 6508 3069 2SOURCE DAI A / , p. , Feb - 6508 3069 2SOURCE DAI A / , p. , Feb 005 005

SUBJECT BUSINESS ADMINISTRATIO SUBJECT BUSINESS ADMINISTRATIO 0338N, MARKETING ( ); ARCHITECTUR 0338N, MARKETING ( ); ARCHITECTUR

E (0729) E (0729)

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The relative historical stability of the U.S. The relative historical stability of the U.S. economy and its strong influence on the economy and its strong influence on the construction industry have allowed large U.S. construction industry have allowed large U.S. design and construction firms to naturally grow design and construction firms to naturally grow and adapt to the slow changes of the and adapt to the slow changes of the construction-market. But business changed construction-market. But business changed suddenly for many large firms in 2001. The suddenly for many large firms in 2001. The economic recession, combined with the market economic recession, combined with the market fallout from the events of September 11, 2001, fallout from the events of September 11, 2001,

delayed or cancelled many design anddelayed or cancelled many design and

construction projects. Despite these historic events, construction projects. Despite these historic events, investor expectations prevailed, sending these firms investor expectations prevailed, sending these firms searching to find new and alternative markets. This searching to find new and alternative markets. This research sought to examine many of the challenges a research sought to examine many of the challenges a marketing professional is confronted with when searching marketing professional is confronted with when searching for new competitive markets. These challenges generally for new competitive markets. These challenges generally include questions regarding the key predictive indicators of include questions regarding the key predictive indicators of construction activity, the methods of market construction activity, the methods of market

forecasting, and the classification and selection of forecasting, and the classification and selection of new potential markets. This research was also new potential markets. This research was also intended to initiate decisions regarding the intended to initiate decisions regarding the spatial structure of a large design and spatial structure of a large design and construction firm. A review of the literature construction firm. A review of the literature provided many different management provided many different management approaches to strategic construction-market approaches to strategic construction-market forecasting. Over 250 different indicators (in over forecasting. Over 250 different indicators (in over 56 categories) were identified that could 56 categories) were identified that could

potentially influence construction activity within apotentially influence construction activity within a

given market. The literature review also provides an given market. The literature review also provides an overview of the variety of forecasting methodologies that overview of the variety of forecasting methodologies that can be used to forecast and classify construction activity. can be used to forecast and classify construction activity. Historical data were collected for all of Florida's 67 counties Historical data were collected for all of Florida's 67 counties for the period 1990 through 2002. A new for the period 1990 through 2002. A new <italic>momentum</italic> forecasting methodology is <italic>momentum</italic> forecasting methodology is presented that was derived from Sir Isaac Newton's three presented that was derived from Sir Isaac Newton's three laws of motion. This unique forecasting approach (along laws of motion. This unique forecasting approach (along with five other with five other

existing approaches) is used to forecast existing approaches) is used to forecast construction-market activity at the county level. construction-market activity at the county level. The best key indicators of future nonresidential The best key indicators of future nonresidential construction activity at the county level were construction activity at the county level were found to be the total annual tax collections, the found to be the total annual tax collections, the total annual assessed value of commercial land, total annual assessed value of commercial land, and the total annual number of wage and salary and the total annual number of wage and salary jobs in a county. The current industry practice of jobs in a county. The current industry practice of using housing starts as a key indicator was found using housing starts as a key indicator was found

to be one of the least accurateto be one of the least accurate

indicators of nonresidential construction activity in the indicators of nonresidential construction activity in the State of Florida relative to the other methods tested. A State of Florida relative to the other methods tested. A <italic>direct</italic> forecasting methodology (using a <italic>direct</italic> forecasting methodology (using a <italic>single </italic> variable) was found to be the most <italic>single </italic> variable) was found to be the most accurate predictor of future nonresidential construction accurate predictor of future nonresidential construction activity. This was the simplest of all the forecasting activity. This was the simplest of all the forecasting

methodologies used, and consistently outperformed the methodologies used, and consistently outperformed the more complex statistical multivariate-regression more complex statistical multivariate-regression techniques. The new momentum methodology was found to techniques. The new momentum methodology was found to be a highly accurate alternative forecasting methodology be a highly accurate alternative forecasting methodology that is less complex but more meaningful than the that is less complex but more meaningful than the traditional statistical regression approachestraditional statistical regression approaches

Fetterhoff, Otto George, III (2004). Comparative evaluation o Fetterhoff, Otto George, III (2004). Comparative evaluation o - f strategic construction market forecasting methodologies (F - f strategic construction market forecasting methodologies (F

lorida). Dissertation Abstracts International. 65/08: AAT 314 lorida). Dissertation Abstracts International. 65/08: AAT 314 4190 [on line] available http://wwwlib.umi.com/dissertations 4190 [on line] available http://wwwlib.umi.com/dissertations

3144697 1042005 18/fullcit/ ?gotoCite= [ July ] 3144697 1042005 18/fullcit/ ?gotoCite= [ July ]