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…

The Internet has brought significant changes to the retail industry because it revolutionizes how information is transmitted and accessed. The main objective of this research is to enhance our understanding of people's adoption of the Internet and its implications for retail competition. This dissertation consists of two essays. The first essay…

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…

In the context of the last two years' recession, parents, teachers and administrators seem to increasingly welcome school-business "partnerships" that they hope may help ward off program cuts. Businesses encourage such arrangements because school-based marketing and advertising programs are perfectly poised to "brand" children…

Network externalities or alternatively termed network effects are pervasive in computer software markets. While software vendors consider pricing strategies, they must also take into account the impact of network externalities on their sales. My main interest in this research is to describe a firm's strategies and behaviors in the presence of…

Developing a strong rapport with salesmen is the purchasing director's best procurement strategy. (Editor)

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)

A minimum of four essential printed forms is necessary for college store recordkeeping: requisition forms, basic control records, purchase orders, and request to return forms. Other primary and convenience forms are also described, including how to use them effectively. (LBH)

This section of the annual report on the chemical industry presents data on industry earnings, sales, and spending related to: rates of return, stock prices, 50 largest chemical makers, ten-year record, funds, debt, capital spending, industry and company data. (PR)

This paper provides librarians and business people with names, descriptions, and ordering information on books, periodicals, newsletters, and other publications (both government and nongovernment) that provide guidance for marketing products and services to the federal government. Organizations that can provide guidance are also listed. (Author)

Assesses the magnitude and incidence of experimentally determined deceptive advertising decisions in supermarket advertisements. Shows that many reduced-priced items are displayed less prominently, lessening a consumer's ability to show economically. (RL)