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(1 - 11 of 11)
- Title
- If we remain silent ...
- Creator
-
Ellis, Charley, Shore, Merle, United Defense Committee Against Loyalty Checks
- Date Issued
- [1950?]
- Identifier
- 1925756, CFDT1925756, ucf:4792
- Format
- Document (PDF)
- PURL
- http://purl.flvc.org/FCLA/DT/1925756
- Title
- If we remain silent ...
- Creator
-
Ellis, Charley, Merle Shore, United Defense Committee Against "Loyalty" Checks
- Date Issued
- c1950
- Identifier
- 1927466, CFDT1927466, ucf:4849
- Format
- Document (PDF)
- PURL
- http://purl.flvc.org/FCLA/DT/1927466
- Title
- A CONSUMER-BASED ASSESSMENT OF ALLIANCE PERFORMANCE: AN EXAMINATION OF CONSUMER VALUE, SATISFACTION AND POST-PURCHASE BEHAVIOR.
- Creator
-
Mouri, Nacef, Ganesh, Jai, University of Central Florida
- Abstract / Description
-
Strategic alliances have become a recognized strategy used by firms in the pursuit of their diverse organizational objectives. Consequently, the literature on alliances is replete with research investigating the value strategic alliances generate for participating organizations. Strategic alliances have been shown to contribute to firm value through numerous sources, including scale economies, effective risk management, cost efficient market entries, and learning from partners. Largely...
Show moreStrategic alliances have become a recognized strategy used by firms in the pursuit of their diverse organizational objectives. Consequently, the literature on alliances is replete with research investigating the value strategic alliances generate for participating organizations. Strategic alliances have been shown to contribute to firm value through numerous sources, including scale economies, effective risk management, cost efficient market entries, and learning from partners. Largely overlooked in the literature however, are issues investigating the relationship between strategic alliances and one of the organization's most important constituents, the consumer. Questions such as how the consumer reacts to inter-firm alliances, how strategic alliances impact consumer value, satisfaction, and customer post-purchase behavior have yet to be answered. This lacuna has been recently highlighted by prominent researchers in the discipline (Rindfleisch and Moorman 2003). Focusing on marketing alliances, the present dissertation attempts to address this gap in the alliance literature by advancing and testing a theoretical framework examining consumers' cognitive, affective, and behavioral reactions to organizational strategic alliances. The dissertation also contributes to the satisfaction literature. Scholars in this area have traditionally viewed satisfaction as a cognitive response to the comparison of actual consumption experiences with some comparison standard (confirmation/disconfirmation paradigm). Recently however, there have been increasing calls for satisfaction measures to capture not just how the customer thinks the product performed relative to the comparison standard, but also the resulting customer emotion. The study provides additional support of an affective route to customer satisfaction, particularly when customer hedonic value is enhanced. Moreover, the association between customer satisfaction and behavioral outcomes is also examined. While prior research shows that satisfaction is positively related to loyalty and word of mouth and negatively related to intentions to switch, it was found that these relationships are even stronger in the presence of alliances. The results of this dissertation provide important theoretical and managerial insights. The strategic alliance literature is enhanced insofar as this is the first effort aimed at investigating the impact of strategic alliances on the consumer. The study examines the relationship between marketing alliances and customer value, particularly utilitarian and hedonic value, as well as the moderating role of alliance type (functional or symbolic) in this relationship. From a managerial perspective, engaging in strategic alliances is strategically critical and costly. By providing insight into how alliances enhance consumer value, and how in turn value enhancement is related to customer satisfaction and behavioral outcomes, the present research will help managers make more appropriate and better-informed alliance decisions.
Show less - Date Issued
- 2005
- Identifier
- CFE0000744, ucf:46594
- Format
- Document (PDF)
- PURL
- http://purl.flvc.org/ucf/fd/CFE0000744
- Title
- Virtual Reality Technology and Customer Delight in Theme Parks: The Role of Experience Quality.
- Creator
-
Jia, Chenge, Okumus, Fevzi, Fu, Xiaoxiao, Milman, Ady, Van Niekerk, Mathilda, Ozturk, Ahmet, University of Central Florida
- Abstract / Description
-
With the rapid development of Virtual Reality (VR) technology, theme park companies are eager to apply VR technology to their attractions. Operating as highly hedonic consumption businesses, theme parks need to make sure that they offer unique and memorable experiences to customers in order to enhance their competitive advantages. However, empirical data is needed to understand whether and how VR technology will enhance visitors' experiences, including the quality of their experience,...
Show moreWith the rapid development of Virtual Reality (VR) technology, theme park companies are eager to apply VR technology to their attractions. Operating as highly hedonic consumption businesses, theme parks need to make sure that they offer unique and memorable experiences to customers in order to enhance their competitive advantages. However, empirical data is needed to understand whether and how VR technology will enhance visitors' experiences, including the quality of their experience, customer delight, and customer loyalty. Therefore, this study aims to examine how VR influences visitor's theme park experience quality, customer delight, and customer loyalty. Based on an in-depth literature review, a research model and hypotheses were developed. Through a self-administered questionnaire, empirical data was collected from theme park visitors who have experienced VR attractions during the past three months. According to the results of the study, the hedonism factor is the most important antecedent of customer delight, which in turn stimulates customer loyalty. Additionally, customer loyalty toward the VR attraction shows positively and partially mediated effects between customer delight and customer loyalty toward the theme park that contains the VR attraction. The study contributes to the empirical study of VR technology application and the concept of customer delight in the entertainment sector of the tourism industry. This study also suggests that theme park operators should emphasize offering a hedonic experience to customers. Suggestions for future research are also provided.
Show less - Date Issued
- 2018
- Identifier
- CFE0007404, ucf:52071
- Format
- Document (PDF)
- PURL
- http://purl.flvc.org/ucf/fd/CFE0007404
- Title
- Meeting planner loyalty to convention service managers: An investigation of convention service manager emotional and functional competence in the business-to-business exchange.
- Creator
-
Holm, Michelle, Dickson, Duncan, Muller, Christopher, Severt, Denver, University of Central Florida
- Abstract / Description
-
The current state of literature surrounding the business-to-business (BTB) exchange in the meetings, incentives, conventions, and events (MICE) industry is limited. Likewise, the manner in which meeting planners forge their intentions to repurchase was unknown until the present study was conducted. The following research focused on the role of the hotel convention service manager (CSM) in the BTB exchange with the meeting planner to understand the role they play in the meeting planner's...
Show moreThe current state of literature surrounding the business-to-business (BTB) exchange in the meetings, incentives, conventions, and events (MICE) industry is limited. Likewise, the manner in which meeting planners forge their intentions to repurchase was unknown until the present study was conducted. The following research focused on the role of the hotel convention service manager (CSM) in the BTB exchange with the meeting planner to understand the role they play in the meeting planner's decision to repurchase. Since hotel CSMs have not been assessed in previous literature, one of the major contributions of this study was that it established a set of functional competencies on which to evaluate hotel CSM performance in on-the-job tasks. The current study also introduced an emotional competence evaluation by means of asking meeting planners to evaluate hotel CSMs on well-being, emotionality, self control and sociability, in the face of client interaction. It was found that both forms of competency performance significantly contribute to the planner's perceptions of relationship quality. The current state of the literature was also ambiguous surrounding relationship quality in the BTB exchange. It was well established that relationship quality was most commonly composed of at least two dimensions: trust and commitment. However, because this study investigated the BTB exchange in an individual-individual context, likability was added as a new dimension of relationship quality. The second order factor structure of relationship quality was confirmed, and post-hoc tests revealed that a meeting planner's perceptions of emotional and functional competence in the exchange, appears to hinge on the quality of that relationship, when the meeting planner is evaluating their intentions to repurchase with the property and the hotel CSM. In fact, repeat purchase intentions with the hotel CSM were found to supersede intentions with the property, thereby establishing hotel CSMs as directors of repeat business for their respective employer (property). To accomplish this study's objectives, a mixed-mode methodology was employed. Qualitative analysis was conducted after collecting data via semi-structured interviews and focus groups to establish the functional competencies of hotel CSMs and create a generic scale for assessing those competencies. Quantitative analysis was preceded by a survey composed of five sections: functional competence, emotional competence, relationship quality, repeat purchase intention, and demographics. Data was collected from meeting planners, which resulted in a usable sample of 324 responses. Exploratory factor analysis was conducted on functional competence to understand its underlying latent structure. A robust reliability analysis and a priori testing was employed prior to conducing confirmatory factor analyses, which were followed by structural equation modeling to test the proposed theoretical model. The results showed the following. Functional and emotional competence were positively related to relationship quality, respectively. The second order factor structure of relationship quality was established, composed of the following first order factors: trust, commitment, and likability. Finally, perceived relationship quality is positively related to repeat purchase intention with the property and with the hotel CSM. The study offered a number of theoretical and practical implications, and limitations and directions for future research were also discussed in the final chapter.
Show less - Date Issued
- 2016
- Identifier
- CFE0006688, ucf:51925
- Format
- Document (PDF)
- PURL
- http://purl.flvc.org/ucf/fd/CFE0006688
- Title
- TWO ESSAYS ON SATISFACTION.
- Creator
-
BINDROO, VISHAL, ECHAMBADI, RAJ, University of Central Florida
- Abstract / Description
-
This dissertation consists of two essays that study the relevant boundary conditions to the relationship between the customer satisfaction and loyalty. Retaining current customers is critical to a firm's performance and has been well-established in the literature. Extant literature tells us that loyal customers are typically less price sensitive, spend more than non-loyal customers, less expensive to retain, and more importantly, provide new referrals through positive word of mouth. In...
Show moreThis dissertation consists of two essays that study the relevant boundary conditions to the relationship between the customer satisfaction and loyalty. Retaining current customers is critical to a firm's performance and has been well-established in the literature. Extant literature tells us that loyal customers are typically less price sensitive, spend more than non-loyal customers, less expensive to retain, and more importantly, provide new referrals through positive word of mouth. In the first essay, drawing from decision justifiability theory, I posit that consideration set size and price-consciousness moderate the relationship between satisfaction and loyalty. At higher levels of consideration set sizes, the positive relationship between satisfaction and loyalty is likely to be weakened. However, this two-way interaction effect is seen to impact high and low price-conscious consumers differently. Specifically, I show that satisfied, low price-conscious consumers with higher consideration set sizes will be more loyal vis-a-vis high price-conscious consumers with similar satisfaction levels and set sizes. These theoretical hypotheses are tested in four separate studies. Specifically, I use secondary data and three experimental studies. All my hypotheses including the mediating role of decision justifiability are supported. The second essay investigates the role of satisfaction on loyalty intentions for firms that offer both the product and the product-related augmented services. In the industry that I studied for this question, buying a product requires an extraordinarily high capital outlay; however, the profitability of the firm is dependent on the services offered to the customers. The services market is a very competitive market as well in this industry. So, how should a firm manage this portfolio that includes both products and services? I draw and extend the consumption system model proposed by Mittal, Kumar and Tsiros (Journal of Marketing, 1999). Specifically, I propose a curvilinear relationship for both product and services satisfaction on loyalty intentions and posit synergistic interactions between them. I test this model using longitudinal data spanning five years across multiple countries that were obtained from a multinational company. Analyses reveal support for the proposed hypotheses.
Show less - Date Issued
- 2009
- Identifier
- CFE0002768, ucf:48114
- Format
- Document (PDF)
- PURL
- http://purl.flvc.org/ucf/fd/CFE0002768
- Title
- Comparing Self-Service Technologies and Human Interaction Services in the Hotel Industry.
- Creator
-
Park, Soona, Kwun, David, Park, Jeong-Yeol, Bufquin, Diego, University of Central Florida
- Abstract / Description
-
Due to the development of technology, one of the major trends in the hospitality industry is service migration from human interaction services (HISs) to self-service technologies (SSTs). Therefore, it is important to examine customers service perceptions based on two different service provisions: SSTs and HISs. This study investigated similarities and differences between SST and HIS customer service perceptions based on several service quality dimensions, their effects on customer...
Show moreDue to the development of technology, one of the major trends in the hospitality industry is service migration from human interaction services (HISs) to self-service technologies (SSTs). Therefore, it is important to examine customers service perceptions based on two different service provisions: SSTs and HISs. This study investigated similarities and differences between SST and HIS customer service perceptions based on several service quality dimensions, their effects on customer satisfaction and service loyalty in the hotel industry. Initially, this study conceptualized the service quality dimensions with six major dimensions (i.e., reliability, responsiveness, tangibles, competence, efficiency, and enjoyment) and hypothesized to have a positive influence on customers satisfaction, and subsequently, on service loyalty. A total of 275 useable responses were collected through an online self-administrative survey on Qualtrics. The results indicated that the service quality for SST and HIS customers could be evaluated through three major factors: interactive quality, tangibles, and enjoyment. Overall, interactive quality and enjoyment had a significant effect on customer satisfaction and service loyalty, while tangibles showed a direct impact on service loyalty. In addition, hotel customers had a higher level of interactive quality and service loyalty when they received service from HISs. On the other hand, hotel customers tended to show a higher level of enjoyment when they receive service from SSTs. This study contributes theoretical implications as it suggests the service quality framework that can be applied to both SST and HIS service settings. Furthermore, this study provides hotel managers with a comprehensive understanding of customer service perceptions towards SSTs in contrast to HISs.
Show less - Date Issued
- 2018
- Identifier
- CFE0007071, ucf:51988
- Format
- Document (PDF)
- PURL
- http://purl.flvc.org/ucf/fd/CFE0007071
- Title
- The Role of Flow in Creating e-loyalty: The Case of Online Hotel Booking Websites.
- Creator
-
Bilgihan, Fehmi, Okumus, Fevzi, Nusair, Khaldoon, Kwun, David, Bai, Haiyan, Cobanoglu, Cihan, University of Central Florida
- Abstract / Description
-
This dissertation aims to examine the concept of (")online customer experience("), (")flow("), and its role in influencing online customers' loyalty to a hotel booking website. To achieve this aim, a model was developed, which proposed that online flow is generated by both hedonic and utilitarian website features. A model was developed based on literature review to measure the relationships between the constructs. To initiate this research, a survey approach was taken. After conducting a...
Show moreThis dissertation aims to examine the concept of (")online customer experience("), (")flow("), and its role in influencing online customers' loyalty to a hotel booking website. To achieve this aim, a model was developed, which proposed that online flow is generated by both hedonic and utilitarian website features. A model was developed based on literature review to measure the relationships between the constructs. To initiate this research, a survey approach was taken. After conducting a pilot study, a marketing company was contacted to distribute the link for the online questionnaire. Five hundred and eleven (511) questionnaires were completed by guests who booked a hotel room online. Participants completed the self-administered online questionnaire by answering questions related to their last hotel booking experience. Study results found that hedonic and utilitarian website features affect the flow experience positively. Results highlight that hedonic website features has a stronger effect on the flow experience compared to utilitarian ones. In addition, the results revealed that hedonic features positively impact brand equity and utilitarian features impact trust towards the hotel booking website. Further, both trust and brand equity have significant and positive relationship with e-loyalty. However, according to study results, flow experience does not have a direct significant effect on e-loyalty. The study findings suggest that consumers who are able to achieve a state of flow while shopping online will perceive higher brand equity and trust. Therefore, their perceptions of the brand are improved. With enhanced levels of trust and brand equity, consumers are more likely to build bonds and stay loyal to the hotel booking website. It is important to note that enhancing the brand equity and trust via hedonic and utilitarian website features is important to increase loyalty because flow experience does not directly influence loyalty. This study contributes to existing research on flow experience in several ways. Firstly, it developed and tested a model with precursors of flow experience in e-commerce by establishing a link between website features and flow experience. Antecedents and consequences of flow experience can help researchers understand when this experience occurs and what to expect from this optimal experience in online environments. Thus, this study makes a contribution to the existing literature by examining the effects of features of the website on flow experience. It is worth noting that in the model, hedonic website features had the largest impact on flow experience. This is particularly an important contribution, considering that precious related research examined variables such as attractiveness, novelty, playfulness, personal innovativeness, content of the website, interactivity, teleperesence and perceived ease of use as the precursors of flow experience, but they have not examined the website characteristics that derives from shopping orientations. Study results can give hotel booking website designers and marketers a better understanding of the online consumer experiences and loyalty.
Show less - Date Issued
- 2012
- Identifier
- CFE0004519, ucf:49293
- Format
- Document (PDF)
- PURL
- http://purl.flvc.org/ucf/fd/CFE0004519
- Title
- The First Florida Cavalry (US): Union Enlistment in the Civil War's Southern Periphery.
- Creator
-
Campbell, Tyler, Gannon, Barbara, Sacher, John, Walker, Ezekiel, University of Central Florida
- Abstract / Description
-
In 1863, along the southern periphery of the American Civil War, a Union Brigadier General began recruiting Southern white men into a Union cavalry regiment known as the First Florida Cavalry (US). This study investigates the regiment and those who enlisted in it to show the fluidity of Southern loyalty during the Civil War and the conditions of the Deep South Homefront that existed on the periphery of Union occupation and continue to exist on the periphery of Civil War historiography. While...
Show moreIn 1863, along the southern periphery of the American Civil War, a Union Brigadier General began recruiting Southern white men into a Union cavalry regiment known as the First Florida Cavalry (US). This study investigates the regiment and those who enlisted in it to show the fluidity of Southern loyalty during the Civil War and the conditions of the Deep South Homefront that existed on the periphery of Union occupation and continue to exist on the periphery of Civil War historiography. While scholars have recently addressed many aspects of Southern dissent in the Civil War, significantly less attention has been given to those who fought in the Union ranks. Utilizing previously unused archival materials paired with geospatial mapping, this study reveals the lives of Southerners who enlisted and their homeland. It examines both those who formed the regiment and those who enlisted in it. This analysis illuminates common soldier experience in the Sectional Conflict's Southern borderland. This study concludes that the volatile nature of loyalty and the needs of the homefront in the Deep South encouraged both Union generals to form the First Florida Cavalry and Southerners to enlist in it. While this assessment analyzes only several hundred men, it provides insights into the larger populations of Southern Union soldiers throughout the Deep South and their competing loyalties to nation and community.
Show less - Date Issued
- 2018
- Identifier
- CFE0006984, ucf:51674
- Format
- Document (PDF)
- PURL
- http://purl.flvc.org/ucf/fd/CFE0006984
- Title
- Antecedents and Consequences of Customer Experience in Beverage Establishments.
- Creator
-
Bujisic, Milos, Nusair, Khaldoon, Sivo, Stephen, Hutchinson, Joe, Chen, Po-Ju, Mattila, Anna, University of Central Florida
- Abstract / Description
-
It is estimated that there are approximately 42,000 beverage establishments in the U.S. whose annual revenue surpasses $20 billion (First Research, 2014). To facilitate discussion of beverage establishments, it is essential to recognize beverage establishments as businesses whose majority of sales come from alcoholic drinks (Moss, 2010a). In this research, beverage establishments are divided into beverage-only bars, bar/entertainment combinations, and food and beverage combinations. Even...
Show moreIt is estimated that there are approximately 42,000 beverage establishments in the U.S. whose annual revenue surpasses $20 billion (First Research, 2014). To facilitate discussion of beverage establishments, it is essential to recognize beverage establishments as businesses whose majority of sales come from alcoholic drinks (Moss, 2010a). In this research, beverage establishments are divided into beverage-only bars, bar/entertainment combinations, and food and beverage combinations. Even though they are a well-established industry, beverage establishments have received little academic attention (Moss, 2010b). For example, previous studies have given little attention to the development of the model that examines the relationships between quality attributes, convenience, perceived price fairness, customer experience, and customer loyalty in beverage establishments. However, current research in other service sectors has showed that quality, pricing and convenience have a strong effect on customer experience and behavioral intentions (Baker (&) Crompton, 2000; Cronin et al., 2000; Taylor (&) Baker, 1994; Tian-Cole, Crompton, (&) Willson, 2002; Woodside et al., 1989). Quality is tightly related to customer experience since it positively affects customer satisfaction and therefore company's profitability (Hallowell, 1996).This study has the following objectives: (1) to develop an instrument to measure the antecedents of customer experience in beverage establishments; (2) to examine the relative importance of different antecedents of customer experience in different types of beverage establishments; and (3) to build a model of various antecedents of customer experience in beverage establishments.This study was conducted in six phases. The first phase was the analysis of previous literature regarding quality attributes, convenience, perceived price fairness, customer experience, customer loyalty, and beverage establishments. The second phase was a development of mixed methodology research design. The third phase was the data collection based on interviews with management of beverage establishments, customer focus groups, and a survey of customers of beverage establishments. The fourth phase was a pilot study that involved a refinement of the study instrument. The fifth phase was a main quantitative study based on the survey design. The results from each qualitative and quantitative phase of the study were integrated and analyzed.The results from the instrument development part of the study identified the following eleven antecedents of customer experience in beverage establishments: (1) service quality, (2) product quality, (3) physical environment design, (4) physical environment layout, (5) music quality, (6) social environment, (7) information convenience, (8) location convenience, (9) parking convenience, (10) entrance fee fairness, and (11) perceived price fairness. Additionally, the second instrument development study was used to recognize different customer experiential state dimensions. The factor structure included two customer experiential states: (1) the affective experiential state and (2) the cognitive experiential state.A comprehensive theoretical model that integrates different dimensions of antecedents of customer experience, customer experiential states, customer loyalty and the moderating affect of the type of the beverage establishment was developed. One of the most important findings of the study is the relationship between the social environment and the affective experiential state. The results of the study indicate that the majority of other antecedents of customer experience did not have a significant effect on two experiential states or that effect was relatively weak. However, social environment was the strongest predictor of customers' positive emotions and therefore customer loyalty and behavioral intentions. Finally, the study results confirmed Oliver's (1997) theory of customer loyalty by providing support for the sequential relationship between cognitive, affective, and conative loyalty. This study has several important theoretical contributions. Different antecedents of customer experience in beverage establishments were recognized and an instrument that measures these dimensions was developed. To the best of our knowledge, this is the first scale specifically developed to measure experience in beverage establishments. Additionally, the importance of each of the antecedent of customer experience was examined in regards to their effect on customer experience. Additionally, an instrument that measures cognitive and affective experiential states was developed and was a foundation for the study model. Finally, this study integrates different customer experience and customer loyalty dimensions into a comprehensive theoretical model that could be applied and retested in other service settings.
Show less - Date Issued
- 2014
- Identifier
- CFE0005309, ucf:50532
- Format
- Document (PDF)
- PURL
- http://purl.flvc.org/ucf/fd/CFE0005309
- Title
- Essays on Sales Force Career Incentives.
- Creator
-
Banerjee, Somnath, Stock, Axel, Krishnamoorthy, Anand, Joshi, Amit, Amaldoss, Wilfred, University of Central Florida
- Abstract / Description
-
This dissertation uses game theoretic models in a principal-agent framework to study how firms optimally manage long term career related incentives for their sales people. When sales people put sales effort they face incentives not only from short term incentives like commissions and bonuses but also from long term rewards associated with progression in their career. In particular, sales people are often motivated to get promoted and avoid being laid off, to get selected to managerial...
Show moreThis dissertation uses game theoretic models in a principal-agent framework to study how firms optimally manage long term career related incentives for their sales people. When sales people put sales effort they face incentives not only from short term incentives like commissions and bonuses but also from long term rewards associated with progression in their career. In particular, sales people are often motivated to get promoted and avoid being laid off, to get selected to managerial positions and to form stronger relationships with customers so that they can bargain for higher wages in the future, respectively. Three different essays examine each of these three career related incentives and how firms can optimally manage them.Essay 1 (Chapter 2) studies why and how firms use a type of promotion and layoff policy, called the Forced Ranking policy, to provide optimal long term career incentives to sales people. Findings from the essay suggests that when sales people are ambiguity averse and there is economic uncertainty regarding promotions and layoffs, firms are likely to commit to a promotion policy but may or may not commit to a layoff policy as part of Forced Ranking. Interestingly, it is shown that firms enjoying higher margins are more likely to commit to both promotion and layoffs, consistent with observations from industry practice. Results also suggest that in absence of costs from promoting and laying off employees, firms should use an up-or-out contract to motivate the sales force. Essay 2 (Chapter 3) investigates how career incentives associated with promotion of sales employees to sales management roles may interfere with selection of the right sales managers. The essay was motivated by the common observation that organizations often promote their best sales people to sales managerial roles but after promotion find that the sales people are not as good as they were expected to be in their new roles, a phenomenon called Peter Principle. An alternative explanation for this phenomenon of adverse selection is provided and possible solutions are analyzed as part of the essay. In essay 3 (Chapter 4) long term career incentives that sales reps face when they can form relationships with their customers are considered. Loyalty generated from customer-salesperson relationships is often (")owned(") by the sales person and it can be lost if the sales person moves to another firm. Therefore, firms compete for both customers as well as sales reps with the objective of poaching customers that are loyal to the sales reps. The essay analyzes how firms can deal with such a competition. Findings suggest that contrary to general beliefs, the presence of anti-employee poaching regulations like Non-Compete clauses, or tacit collusion to not poach each other's employees may hurt firm profits under some conditions. Overall, the dissertation answers how firms can manage sales force career incentives to maximize profits.
Show less - Date Issued
- 2015
- Identifier
- CFE0005762, ucf:50102
- Format
- Document (PDF)
- PURL
- http://purl.flvc.org/ucf/fd/CFE0005762
