Joseph D. Cangelosi

The Internet and Its Relationship to Buyer Behavior Theory

ABSTRACT The Internet is the newest, most-rapidly changing and fastest-growing buying medium existing today. Its markets are increasing in number and complexity, more nearly reflecting the population in general. A valuable academic model for Internet marketers to consider when developing a business plan is an early buyer behavior model developed by Phillip Kotler, his Input-Output Model. Internet marketers should investigate outside influences on the potential buyer (Kotlers Inputs), means of reaching the prospect effectively (channels), the buyers frame of mind (processor), and the choices available (outputs). Current “e-tail” examples are given for each of the four components in Kotlers model. Consulting companies that can assist marketers in attracting buyers have found the following techniques helpful: developing or fine tuning Internet sites, developing site-partnering strategies and online focus groups, as well as providing programs that watch prospects as they peruse a site.

An examination of small motor carrier survival techniques

Purpose – The purpose of this paper is to compare small and large motor carriers to determine whether small motor carriers serve a smaller, more concentrated customer base, have owners that are more involved in the customer relationship management process, and earn higher returns usually associated with niche market players.Design/methodology/approach – Responses from a US sample of 153 motor carrier managers are subjected to ANOVA comparing small, medium, and large motor carriers. Scale development procedures were employed and a construct measuring owner involvement in the customer relationship management process was developed.Findings – Small motor carriers have a more concentrated customer base, their owners are more involved in managing customer relationships, and they are paid higher rates per mile compared with large motor carriers.Research limitations/implications – This research was limited by its focus on the motor carrier industry and did not explicitly test a link between customer base concentr...

Seven spoonfuls of preventive medicine for sexual harassment in health care.

Sexual harassment claims have increased substantially since 1990 and continue to be prominent in the Equal Employment Opportunity Commissions discrimination caseload. The authors surveyed high-level training and human resource practitioners in small, medium, and large health care organizations for suggestions to counter this trend. Three fourths of these professionals suggested that behavior modeling of strong policies combined with effective training helped. The survey results suggest seven preventive medicine strategies for reducing work-related sexual harassment incidents in health care organizations.

Arkansas Regional Health Center: Marketing Opportunity Analysis

Joseph D. Cangelosi, Jr., DBA, is Associate Professor of Marketing and Chair, Department of Marketing and Management, University of Central Arkansas. He is the principle associate at Arkansas Marketing Research & Associates and is also a member of the American Marketing Association, and an officer in its Central Arkansas Professional Chapter. F. Scott Markham, EdD, is Professor of Marketing, University of Central Arkansas. He is involved in a variety of consulting services in the central Arkansas area, and is also a member of the American Marketing Association and its Central Arkansas Professional Chapter. David Kim, PhD, is Assistant Professor of Marketing, University of Central Arkansas. Address correspondence to: Joseph D. Cangelosi, Jr., Department of Marketing and Management, University of Central Arkansas, Conway, AR 72035-0001. This case was prepared by Joseph D. Cangelosi, Jr., F. Scott Markham, and David Kim of the University of Central Arkansas. This case was written as a basis for class discussion rather than to illustrate either effective or ineffective marketing practice. The name of the firms, locations, and/or financial information have been disguised to preserve anonymity.