SBANC Newsletter
March 14, 2006
Issue 412-2006
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QUOTE
"Of
all the things that can have an effect on your future, I believe
personal growth is the greatest. We can talk about sales growth,
profit growth, asset growth, but all of this probably will not happen
without personal growth."
--
Jim Rohn
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FEATURE PAPER
Environmental Marketing: A Model of Consumer
Behavior
The following paper was presented at the 2005 Annual Meeting of the Association
of Collegiate Marketing Educators (ACME) in Dallas, Texas. It was written
by My H. Bui of Loyola University New Orleans.
Abstract
This
article is a literature review on environmental marketing. Additionally,
the author proposes
a model and hypotheses of how input (i.e. values, beliefs/knowledge,
needs & motivations,
attitudes, and demographics) and intervening variables (i.e. eco-labels
and consumer backlash) influence consumers’ purchase intentions
and purchase decisions for eco-products.
Introduction
Beginning
in the 1970s, a significant amount of research has been conducted
on
consumer behavior for environmentally friendly products. Many variables
were shown to drive
consumer choice in regards to purchasing environmentally friendly products.
These variables can
be grouped into values, beliefs/knowledge, needs & motivations,
attitudes, and demographics.
Moreover, a number of intervening variables affect consumers’ intention
to pay more for an
environmentally friendly product, grouped into eco-labels and consumer
backlash. This paper
summarizes the results of past research and presents a model showing
the relationship between
these variables and consumer purchases of environmentally friendly
products.
Read
the Entire Paper...
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CONFERENCES
JSBM/COB@FAU
|
| Who: |
Journal
of Small Business Management/College of Business at Florida
Atlantic University
|
| What: |
2nd
Annual Office Depot Small Business Research Forum on Small
Business and Entrepreneurial Marketing
|
| Where: |
Ft.
Lauderdale, Florida, USA |
| When: |
March
18, 2006 |
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|
|
IPSI
|
| Who: |
Internet, Processing,
Systems, and Interdisciplinary (Research)
|
| What: |
IPSI
2006 - AMALFI
|
| Where: |
Hotel
Santa Caterina in Amalfi, Italy |
| When: |
March
23-26, 2006 |
| |
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ASIA
|
| Who: |
Arkansas
Self-Insurers Association
|
| What: |
State of Arkansas Workers' Compensation
Educational Conference
|
| Where: |
Hot
Springs Convention Center in Hot Springs, Arkansas, USA |
| When: |
March
29-31, 2006 |
| |
|
IABD
|
| Who: |
International
Academy of Business Disciplines
|
| What: |
18th
Annual Meeting
|
| Where: |
Red
Lion Hanalei Hotel, San Diego, California, USA |
| When: |
April
6-9, 2006 |
| |
|
Barcoding
Inc.
|
| Who: |
Barcoding
Inc.
|
| What: |
The
Future of Barcoding and RFID Conference and Exhibition
|
| Where: |
Baltimore,
Maryland, USA |
| When: |
April
25, 2006 |
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|
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CALLS FOR PAPERS
The
Globalism Institute
|
| Who: |
The Globalism
Institute |
| What: |
Thirteenth
International Literacy Conference on Learning
|
| Where: |
Montego Bay, Jamaica |
| When: |
June
22-25, 2006 |
Submission
Deadline:
March 22, 2006
|
|
|
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American
Society for Competitiveness
|
| Who: |
American
Society for Competitiveness (ASC)
|
| What: |
17th
Annual
Conference
|
| Where: |
Washington,
D.C., USA |
| When: |
November
9-11, 2006 |
Submission
Deadline:
June 5, 2006
|
|
|
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Society
for Marketing Advances
|
| Who: |
Society for
Marketing Advances
|
| What: |
2006 Conference
|
| Where: |
Gaylord Opryland Resort and Convention Center
in Nashville, Tennessee, USA |
| When: |
November
1 – 4, 2006 |
Submission
Deadline:
April 1, 2006
|
|
|
|
ISBE
|
| Who: |
Institute
for Small Business & Entrepreneursip |
| What: |
29th
Annual Conference
|
| Where: |
University of Glamorgan in Wales, UK |
| When: |
October
31-November 2, 2006 |
Submission
Deadline:
May 31, 2006
|
|
|
|
Association
for Small Business and Entrepreneurship
|
| Who: |
Association
for Small Business and Entrpreneurship (ASBE) |
| What: |
Fall
Conference
|
| Where: |
Best
Western in Corpus Christi, Texas |
| When: |
November
1-3, 2006 |
Submission
Deadline:
August 1, 2006
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TIP OF THE WEEK
Great
Ideas for Making Idea-Prone Companies
1. Give yourself and your employees time to think of ideas. While it can seem that there is never enough time to get everything done and deadlines are always looming, you can't afford not to take the time to come up with new ideas. Allow even just a few minutes every day to discover what your customers or employees are thinking and what problems or frustrations they may be experiencing. Ask your employees what they are working on, where there may be problems, and what ideas they have for solving them.
2. Positively
reinforce ideas--avoid the automatic no. As discussed earlier don't rush
to judge ideas. It's the process of coming up with ideas that needs to
be reinforced, not whether the idea is good or not. Evaluation can come
later.
3. Look to unlikely sources of opportunities. You never know where creativity an innovation will emerge. Think beyond your age group, socioeconomic status, and education.
4. Get a room with a view. Give your employees--and yourself--varied
experiences. Get away from the office, go visit customers, allow employees
to learn one another's jobs, and so on. It enables people to get a
different perspective, and it is when we can change our routine that
breakthrough ideas often can be discovered.
An innovative company does not automatically develop out of an innovative business idea. You have to deliberately set your expectations and communicate them to your employees. Remember that recognition is fuel--it fans the fires of creativity and helps your business reach potentials that you may never have anticipated. Einstein said, "Creativity is contagious...pass it on." As the business owner, you are in a unique position to make sure that people's brains don't stop at your company's door. .
| Katz,
Jerome A., and Richard P. Green. Entrepreneurial Small Business. New
York: McGraw-Hill/Irwin, 2007. 94. |
Three
Call Behaviors of Successful Salespeople
1. Let the customer
talk more than you do. According to SPIN Selling, "The more your customer
talks, the more you will learn about their needs, which puts you in
a better position to offer them the most customized and most helpful
solutions." Encourage your customers to talk to you about their situations
and problems. As they talk, they begin to understand their own needs
better and begin to realize the importance of solving their problems.
2. Ask the right questions! How do you get customers to talk to you? Rackham
notes that you have to ask the right questions. If your sales calls are leaving
you with little information, you're not asking the questions that uncover your
customers' needs. Instead of focusing on selling your product, focus on listening
to your customer. Try to draw him of her out. Be a friend. You need to fully
understand his or her problems before trying to suggest that your product or
service could provide a solution.
3.
Wait to offer products and solutions until later in the call. First, let
your customer talk. Second, once you've got the customer
talking, ask the right
questions to help uncover his or her problems. Now you are ready to offer
your product or service as a solution to one of these problems.
As Rackham writes, "You cannot know what solution to offer if you do not uncover customer needs and decision criteria first. For example, if you spend your time with the customer talking about how quiet your machine is, and noise is not a factor your cares about, you've wasted your time." You
cannot offer a solution until you know what problem the customer needs
to solve.
Mariotti,
Steve. Entrepreneurship: Starting and Operating a Small Business Upper
Saddle River, New Jersey: Pearson/Prentice Hall, 2007. 126. |
ANNOUNCEMENTS
UTPB
Receives AACSB International Accreditation
President W. Davis Watts, Provost William R. Fannin, And Dean Geralyn McClure Franklin are pleased to accounce that The University of Texas of the Permian Basin School of Business has received initial business accreditation of its Bachelor of Business Administration, Master of Business Administration, and Master of Professional Accountancy degrees from AACSB International-The Association to Advance Collegiate Schools of Business.
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The
SBANC Newsletter is provided as a service to the members of our
affiliates: Academy of Collegiate Marketing Educators (ACME),
Association for Small Business & Entrepreneurship (ASBE),
Federation of Business Disciplines (FBD),
International Council for Small Business (ICSB),
Institute for Supply Management (ISM),
The International Small Business Congress (ISBC),
Marketing Management Association (MMA),
Small Business Administration (SBA),
Service Corps of Retired Executives (SCORE),
Small Business Institute (SBI),
Society for Marketing Advances (SMA),
United States Association for Small Business & Entrepreneurship
(USASBE), U.S.
Department of Veterans Affairs (VA).. If you are interested in
membership or would like further information on one of our affiliates,
please
see
our web
site at http://www.sbaer.uca.edu
SBANC STAFF
Main Office Phone: (501) 450-5300
Dr.
Don B. Bradley III, Executive Director of SBANC &
Professor of Marketing;
Direct Phone: (501) 450-5345 Ashley
Ford, Development Intern
Garion
McCoy, Development Intern
Brandon
Tabor, Development Intern
Tyler
Farrar,
Development Intern
To subscribe or
unsubscribe to the SBANC Newsletter, please E-mail SBANC at sbanc@uca.edu |
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