Marketing and Finance Faculty Publications and Presentations Copyright (c) 2013 Boise State University All rights reserved. http://scholarworks.boisestate.edu/marketing_facpubs Recent documents in Marketing and Finance Faculty Publications and Presentations en-us Wed, 13 Feb 2013 01:46:41 PST 3600 An American Perspective on European Roots Tourism http://scholarworks.boisestate.edu/marketing_facpubs/33 http://scholarworks.boisestate.edu/marketing_facpubs/33 Mon, 11 Feb 2013 12:48:05 PST If we take an honest look at ourselves and our lineage, we all came from somewhere else. Recent and ancient migrations created populations around the world of composite ethnicities and cultures. The study of migrations helps preserve the fragments of knowledge that otherwise would be lost about who we are. When who we are emerges beyond the academic and political to become personal the question of "Where did we come from?" can be a motivator to do more than just assert "I am English", "French", "Basque", "Bavarian", "European", "American", or countless other identities we may have. Heritage tourism is a collective term for the market of tourists who travel to places outside their current home "motivated wholly or in part by interest in the historical, artistic, scientific or lifestyle/heritage offerings of a community, region, group or institution", (Silberberg 1995, p. 361). Or more simply stated "heritage tourism" really means nothing more than tourism centred on what we have inherited (Yale 1991, p. 21). "Legacy" or "roots" tourism is an important subsegment of Heritage Tourism.

]]> Nina Ray et al. Personal Identity and Nostalgia for the Distant Land of Past: Legacy Tourism http://scholarworks.boisestate.edu/marketing_facpubs/32 http://scholarworks.boisestate.edu/marketing_facpubs/32 Wed, 05 Dec 2012 12:57:46 PST "The past is certainly a distant land and getting there is a difficult and imperfect undertaking" (Brown, Hirschman & Maclaran (2006). This paper explores motivations behind how consumers reach that "distant land." Over 1,000 respondents of a variety of ethnic groups show very different stories and diaspora timelines, but personal identity and connection with place are always top ranked motivations for interest in ancestors. How might groups, who may suffer from a lack of identity, fit into these findings when 'personal identity' is the number one reason why consumers engage in genealogy and legacy tourism? Whether a group is well defined (e.g., descended from Norwegian ancestors) or not well defined, results are remarkably similar.

]]> Nina M. Ray et al. Homecoming, Hamefarin and Hijacked Country-of-Origin Perceptions: The Motivations of Irish and Scottish Legacy Tourists http://scholarworks.boisestate.edu/marketing_facpubs/31 http://scholarworks.boisestate.edu/marketing_facpubs/31 Wed, 28 Nov 2012 14:52:07 PST Nina Ray et al. Implementing Changes in Marketing Strategy: The Role of Perceived Outcome- and Process-Oriented Supervisory Actions http://scholarworks.boisestate.edu/marketing_facpubs/30 http://scholarworks.boisestate.edu/marketing_facpubs/30 Tue, 28 Aug 2012 12:54:33 PDT This study investigates the role of supervisors in implementing changes in marketing strategy. The authors propose that perceptions of outcome-oriented supervisory actions influence salespeople's primary appraisals of a strategic change (i.e., whether the change will affect them) and that perceptions of process-oriented supervisory actions influence salespeople’s secondary appraisals (i.e., whether they can cope with the impact of the change on them). The results from a study of 828 salespeople in 204 branches of a large distributor of industrial goods provide evidence that perceived outcome risk containment and outcome reward emphasis enhance primary appraisals, whereas perceived process risk containment and process reward emphasis enhance secondary appraisals. In turn, the authors find that salespeople's primary and secondary appraisals influence their change implementation behaviors, leading to successful change implementation. Notably, they also find that (outcome and process) risk containment has a greater influence on appraisals of salespeople with a higher performance orientation, but the effects of (outcome and process) reward emphases are invariant across salespeople’s performance orientation. The findings suggest that successful implementation of strategic change may depend not merely or even primarily on giving rewards to salespeople for implementing change but also on limiting salespeople's risks and recognizing them for their change-related efforts.

]]> Shikhar Sarin et al. The Impact of Status Orientations on Purchase Preference for Foreign Products in Vietnam, and Implications for Policy and Society http://scholarworks.boisestate.edu/marketing_facpubs/29 http://scholarworks.boisestate.edu/marketing_facpubs/29 Wed, 06 Jun 2012 12:40:36 PDT In this article, the authors examine the impact of status orientations on consumer purchase preferences for foreign products, an emerging disposition in Vietnam. Both qualitative (in-depth interviews and focus groups) and quantitative methods (survey with urban Vietnamese consumers) were employed in this investigation. The results of structural equation modeling (SEM) provided empirical evidence for the positive influence of modern status orientation (MSO) on willingness to buy imported products. Traditional status orientation (TSO) was found not to be a predictor of willingness to buy. Consistent with the findings from literature, consumer ethnocentrism was negatively related to willingness to buy imported products. Implications for public policy and marketers pertaining to the emerging proclivity of status-seeking foreign purchase and the social motives underlying this phenomenon are provided.

]]> Nguyen Thi Tuyet Mai et al. Empirical Problems Using the Efficient Frontier to Find Optimal Weights in Asset Classes http://scholarworks.boisestate.edu/marketing_facpubs/28 http://scholarworks.boisestate.edu/marketing_facpubs/28 Thu, 03 May 2012 12:21:59 PDT This study documents the transitory nature of "efficient" weights in six commonly employed asset classes, going beyond a simple stock and bond classes and using a 30 year data window. We review the literature on asset class diversification, including its failures during the recent credit crisis. Results show that asset class diversification benefits are inconsistent and, contrary to common academic wisdom before recent times, historical asset class covariances (even estimated with decades of data) are poor estimates of future values.

]]> Matthew Maher et al. The Role of Identity in Disposal: Lessons from Mothers’ Disposal of Children’s Possessions http://scholarworks.boisestate.edu/marketing_facpubs/27 http://scholarworks.boisestate.edu/marketing_facpubs/27 Thu, 16 Feb 2012 08:56:15 PST This study uses depth interviews with mothers about their disposal of children’s possessions to craft a new understanding of the role of identity in disposal. Our study asks: How does identity influence the disposal process of ordinary possessions? A disposal identity continuum of keepers and discarders emerged from the data. This new understanding suggests that disposal involves decisions regarding the match of possession to mother, partner, child, and family identities. When disposal identities lead to conflict between the actors in the disposal decision, decision makers use coping strategies such as subterfuge, avoidance, forced choice, and training/discussion. In addition, the disposal process can lead to negative emotional outcomes such as ambivalence and guilt for both keepers and discarders.

]]> Barbara J. Phillips et al. Mortgage Brokers and Mortgage Rate Spreads: Their Pricing Influence Depends on Neighborhood Type http://scholarworks.boisestate.edu/marketing_facpubs/26 http://scholarworks.boisestate.edu/marketing_facpubs/26 Wed, 08 Feb 2012 15:09:51 PST Public interest groups believe mortgage brokers, as indirect or third-party lenders, are largely responsible for most reported high interest rate loans. Well-developed principal-agent theory suggests mortgage brokers are incented to solicit applications that are both creditworthy and where the broker has an informational advantage. Using census tract level data for 2005, we find the relation between mortgage broker concentration, loan pricing, and approval rates depends on the lien type and several other correlated control factors. After grouping census tracts into similar neighborhoods, we identify 14 distinct cluster groupings. At the cluster level, we find mortgage broker concentration has different effects on loan pricing and approval rates, depending on the type of neighborhood. We demonstrate that clustering at the neighborhood level, rather than regressing across the entire population, proves key to evaluating the relation.

]]> M. Cary Collins et al. Shareholder Proposals, Board Composition, and Leadership Structure http://scholarworks.boisestate.edu/marketing_facpubs/25 http://scholarworks.boisestate.edu/marketing_facpubs/25 Wed, 08 Feb 2012 14:18:05 PST Separation of ownership and control epitomizes the corporate form of business. Shareowners invest while forfeiting the right to directly manage resources, creating an agency relationship between owners and managers. Managers may act in their self-interest to the detriment of shareowner value, a situation referred to as an agency problem. The Board of Directors is responsible for representing the owners through oversight of the corporation and prevention of self-dealing by the managers who control the invested capital. Two corporate governance factors, board composition (more independent directors) and leadership structure (split CEO and Chairman of the Board), may further serve to reduce the agency problem.

]]> Diane Schooley-Pettis et al. Managing Cultural Diversity in the American Workplace http://scholarworks.boisestate.edu/marketing_facpubs/24 http://scholarworks.boisestate.edu/marketing_facpubs/24 Tue, 22 Nov 2011 08:31:52 PST Mohan R. Limaye A Letter to the Editor: Relevance Versus Significance in Business Communication Research http://scholarworks.boisestate.edu/marketing_facpubs/23 http://scholarworks.boisestate.edu/marketing_facpubs/23 Tue, 22 Nov 2011 08:30:35 PST
A letter to the editor is presented in response to an article concerning the importance of business communication, written by Dr. Larry Smeltzer, from a 1993 issue.

]]> Mohan R. Limaye Responding to Work-Force Diversity: Conceptualization and Search for Paradigms http://scholarworks.boisestate.edu/marketing_facpubs/22 http://scholarworks.boisestate.edu/marketing_facpubs/22 Tue, 22 Nov 2011 08:27:23 PST Research in business disciplines about work-force diversity has been inadequate in terms of precise conceptualization and theoretical grounding. Two psychological paradigms from training literature (cognitive and affective) are examined here, but, because of their inability to explain the sources and significance of organization-level change, sociological paradigms about dominance and intergroup dynamics are presented as viable theoretical supplements. Substantive sharing of power with diverse or nontraditional employees hitherto marginalized in U.S. organizations is proposed as one potentially effective response to managing work-force diversity. Systemwide structural changes in U.S. organizations of today are recommended for optimizing diversity.

]]> Mohan R. Limaye Facilitating Research in Multi-Cultural Business Communication http://scholarworks.boisestate.edu/marketing_facpubs/21 http://scholarworks.boisestate.edu/marketing_facpubs/21 Tue, 22 Nov 2011 08:22:50 PST Mohan R. Limaye Further Conceptualization of Explanation in Negative Messages http://scholarworks.boisestate.edu/marketing_facpubs/20 http://scholarworks.boisestate.edu/marketing_facpubs/20 Tue, 22 Nov 2011 08:18:12 PST Regarding explanation in negative messages, this article makes two innovative suggestions for presentation in the classroom and in textbooks of business communication: (1) Providing a reasonable explanation is the sender's moral obligation; receiving such explanation is a natural right of the target. (2) Explanation should be consciously generated and presented on two levels: general (macro) and specific (micro). Such presentation has at least two advantages: explanation on the general level ties the message to its wider con text or even with the human condition itself; explanation on the specific level connects it with the target's unique situation.

]]> Mohan R. Limaye Doing Business in India: Aspects of the Political Dimension http://scholarworks.boisestate.edu/marketing_facpubs/19 http://scholarworks.boisestate.edu/marketing_facpubs/19 Tue, 22 Nov 2011 08:15:44 PST With its many parties and seesaw agendas, India's thorny political system can complicate foreign investment and influence the staying power of foreign firms. Respect, patience, and tenacity are essential.

]]> Mohan R. Limaye Perception is the Thing: Presenting Variant Worldviews in the International Business Communication Classroom http://scholarworks.boisestate.edu/marketing_facpubs/18 http://scholarworks.boisestate.edu/marketing_facpubs/18 Tue, 22 Nov 2011 08:12:31 PST Two assumptions underlie the teaching of international business communication. First, perceptual variations exist within a country, and they sharpen even more across countries and cultures. International business communication students need to be aware of such differences on substantive issues. Second, critical pedagogy maintains that making students think and revisit their worldviews through an encounter with discomforting or decentering ideas is a valuable teaching and learn ing tool. Exposing students in my class to controversial propositions caused them to demonstrate a gamut of reactions from agreement and disagreement to anger, pity, disbelief, and a sense of discovery.

]]> Mohan R. Limaye Some Reflections on Explanation in Negative Messages http://scholarworks.boisestate.edu/marketing_facpubs/17 http://scholarworks.boisestate.edu/marketing_facpubs/17 Tue, 22 Nov 2011 08:09:17 PST

Scant research exists about explanation in negative messages. An important cause of this is the lack in extant literature of theory or conceptualization of explanation. This commentary provides two conceptual frameworks for thinking about explanation in negative messages: opportunity cost, from economic theory, and attribution, from marketing theory. Both frameworks help define the situations in which explanations for rejection should be provided to the targets of bad news. When applications are solicited, for instance, opportunity costs incurred by targets of bad news should be offset by senders with an offer to provide explanation. The construct of attribution is adapted here to suggest that senders of negative messages can benefit by supplying reasons for their denial of requests because, in the absence of the reasons, the rejectees will attribute motives and create reasons, thus depriving the senders of their control over the explanation portion of the messages.

]]> Mohan R. Limaye Fueling the Credit Crisis: Who Uses Consumer Credit and What Drives Debt Burden? http://scholarworks.boisestate.edu/marketing_facpubs/16 http://scholarworks.boisestate.edu/marketing_facpubs/16 Tue, 27 Sep 2011 14:33:12 PDT Excessive household debt contributed to the worst recession in decades. Insights about borrowing and spending behavior can inform economic recovery forecasts, policy decisions, and financial education. This study identifies life cycle and credit attitude as key determinants of who uses debt. Younger households are more likely to borrow for consumption, as are those who believe that it is all right to borrow to purchase luxury goods or cover living expenses. Furthermore, households that condone borrowing for these purposes have a higher consumer debt burden. Debt capacity (or creditworthiness) and financial discipline are also significant factors in determining household debt use.

]]> Diane Schooley-Pettis et al. Target Date Funds: Simple in Concept but Complex in Practice http://scholarworks.boisestate.edu/marketing_facpubs/15 http://scholarworks.boisestate.edu/marketing_facpubs/15 Thu, 11 Aug 2011 14:58:26 PDT Matthew Maher et al. Characteristics that Enhance Training Effectiveness in Implementing Technological Change in Sales Strategy: A Field-Based Exploratory Study http://scholarworks.boisestate.edu/marketing_facpubs/14 http://scholarworks.boisestate.edu/marketing_facpubs/14 Fri, 29 Jul 2011 14:23:11 PDT Organizations are increasingly emphasizing online sales channels over traditional offline sales channels. This research examines how training influences a salesperson's ability to manage such a technological change in the firm's sales strategy. Findings suggest that formality of training has a positive effect and voluntariness has a negative effect on the perceived effectiveness of training in a change implementation context. Older salespeople and those likely to be favorably affected by the change respond more positively to timely training and a less formal training format. Training effectiveness in turn has a positive influence on the salesperson's perceived ability to manage the change, with learning orientation of the salesperson weakening the effect. Implications for the design of sales force automation and change implementation training programs are discussed.

]]> Shikhar Sarin et al.