Charles J. Quigley

A Team Approach to New Product Development

Proposes a new product implementation process which is designed to reduce the risk inherent in new product introductions in consumer markets. Defines the stages of this process as idea generation, idea screening, conceptual development and testing, business analysis, product development, test market, and product introduction. Concludes that this process differs from previous models in suggesting a team be created to manage the development, speeding up the tasks in each stage.

A Cross-National Investigation of Student Intentions to Pursue a Sales Career

Previous studies related to student selection of a sales career indicate that their perception of sales as a career is generally negative. Numerous reasons have been offered for this negative view, including negative perceptions of attributes associated with sales jobs and salespeople. This study examines the perceptions of negative and positive attributes of sales jobs and salespeople held by students in three nations and the impact these perceptions have on their feelings about selling. The impact that their feelings have on their intentions to pursue a career in sales is also investigated. The examination of students’ intention to select sales as a career in the United States, Switzerland, and Turkey identified several underlying dimensions of sales jobs, salespeople, and their feelings about selling. Study findings indicate that perceptions of a sales job and of salespeople influence their feelings toward selling. As expected, students’ feelings toward selling are positively related to their intention to pursue a sales career. However, their career intentions are significantly affected by their enrollment in a sales course, nationality, gender, and academic major. Several explanations are offered for these differences, and educational and training implications are discussed.

The Impact Discounts and the Price-Quality Effect Have on the Choice of an Institution of Higher Education

ABSTRACT This article reports on the results of a study of the price-quality relationship as it impacts consumers institution of higher education selection decisions. This study also investigates the effect that financial discounts in the form of financial aid have on the decision to attend an institution. Based upon focus group discussions and depth interviews, a set of quality attributes were developed. A survey of 303 potential college students and their parents indicates that high price and low price institutions are evaluated higher on quality attributes than are moderately priced institutions. Further, discounts are found to have little effect on the attendance decision. Implications of these results relative to the pricing strategies used by institutions of higher education are discussed.

A Response to “Beyond the Mission Statement: Alternative Futures for Today's Universities”

ABSTRACT Mission statements are critical elements in the long-term success of for-profit and not-for-profit organizations. In “Beyond the Mission Statement: Alternative Futures for Todays Universities,” Finley, Rogers, and Galloway (2001) identify a number of possible identities they believe Institutions of Higher Education should pursue in order to be successful. This article expands on their proposed “Futures” and examines the critical role that mission statements have in defining the role of the organization and establishing the framework for effective market strategy.

An Exploratory Investigation of Perceptions of Odd and Even Pricing

The strategy of odd pricing, although common among retailers, has not received much attention from researchers. This study explores the perceptions of test subjects of odd and even prices at various price levels. Differences in perceptions were found in both high and medium price level products which were priced odd and even. Managerial implications are discussed and future research questions are developed.

An Investigation of the Influence Acknowledgement Programs Have on Alumni Giving Behavior: Implications for Marketing Strategy

ABSTRACT Understanding the factors that influence alumni giving is a critical task of institutional marketers and development officers. To better understand the factors that influence alumni support, this research reports the results of a field experiment in which the effect that acknowledgement of alumni contributions has on their subsequent donation behavior is examined. Findings indicate that more elaborate acknowledgement programs that include personalized messages are most effective in increasing alumni donations. The age of alumni and their history of giving were also found to be related to giving behavior.

A Team Approach To New Product Development

This article presents a new product implementation process which is designed to reduce the risk inherent in new product introductions in consumer markets. This process describes methods that enable a firm to exert greater control over internal and external factors critical to successful new product introductions and to accelerate the pace of product development and implementation.

Perceptual Dimensions of Odd and Even Pricing

This study examines the dimensions consumers use to perceive odd and even prices. A-priori dimensions were developed to measure these perceptions. Subjects were shown ads for low, medium and high-priced products that were either even or odd- priced. They were then asked to respond to a series of questions designed to measure perceptual dimensions. A factor analysis was performed to evaluate the a-priori dimensions. The results confirmed these dimensions.

Sales Control Systems: An Exploratory Study

This paper studies salesforce control techniques utilizing information obtained from a series of focus group sessions with salespeople and sales managers. Recommendations are then condeveloped from a systhesis of this information which reflects an extension of current theoretical approaches.

The Relationship Between Communication Style and Sales Performance

This paper reviews the current literature cx>rK2erning determinants of sales performance. Ihe focus of the review is upon communication factors which impact selling performance. In particular, literature dealing with caramuni-cation style is reviewed and implications are drawn relative to its impact upon sales performance. Questions are posed for future research efforts.