An auction is a process of buying and selling goods or services by offering them up for bid, taking bids, and then selling each good or service to the highest bidder. Participants bid openly against one another; each bid must be higher than the previous bid. In the activity described rather than goods or services, English teachers sell sentences!…

The purpose of this study was to test a structural model to determine which psychosocial constructs affected the purchase intention of athletic team merchandise (ATM). Results from the analyses indicated that the twelve-factor ATM model fit the data from collegiate athletic events well, explaining the various impact factors that lead to purchase…

Although sales of athletic team merchandise (ATM) contribute to the overall consumption of sport, a research effort that comprehensively measures aspects that trigger the consumption of ATM is lacking. In light of the gap, utilizing multiple theories and other concepts that describe product consumption, the authors of this article empirically…

A segmentation approach is presented using both traditional demographic segmentation bases (age, social class/occupation, and working status) and a segmentation by benefits sought. The benefits sought in this case are utilitarian and informational reinforcement, variables developed from the Behavioral Perspective Model (BPM). Using data from 1,847…

Electronic reverse auctions are increasingly being used by firms to improve firm financial and operational performance. The described teaching innovation serves as a model for introducing electronic reverse auctions as a central element in a comprehensive negotiation exercise involving sales management and purchasing management students. Results…

Three methods employed to price and sell computer equipment are discussed: computer pricing, hardware pricing, system pricing (system includes complete computer and support hardware system and relatively complete software package). Advantages of system pricing are detailed, the author's system is described, and 10 systems currently available are…

Improvement of turnover (the rate of merchandise activity in a store) can mean more sales and more profits for college stores. Some ways to improve merchandise turnover include improved store layout, merchandise mix, and purchasing techniques. (MLW)

Lack of space became a problem when the university bookstore moved into its new quarters; more space was needed to meet the demand for clothing and secretarial supplies. A student record store was purchased and electronic gear including stereos, tape recorders, electronic calculators, etc., were added to the inventory. (MLW)

The Regional College Store Associations have been developing Master Textbook Lists, a program that compiles, at a central location, a master list of titles used at each store's school. Two benefits are: (1) needed books can be rushed from one store to another, and (2) reductions occur in inventory of nonreturnable books. (MLW)

This article presents an effective course supplement for Principles of Marketing classes. An experiential project involving online auctions is offered to instructors seeking to create a more participatory student environment and an interactive teaching style. A number of learning points are illustrated that allow instructors to use an auction…