Newsletter Marketing Fall 2018 - University of North ...

CSB.UNCW.EDU/MKT 1

Marketing Messenger

Marketing Department Chair

Your connection to the Department of Marketing at UNCW’s Cameron School of Business|| 18

F

2The Center For Sales Excellence

Outstanding Marketing Students

Introducing Dr. Zhang

In This Issue

Fall 2018

Other News 6

PSE 5

3

4We started the semester, we paused for about a month due to Hurricane Florence and now we are in full swing again with classes, research, student involvement and all the things that make campus life so exciting. Our last Marketing Messenger was about nine months ago and much has happened since then. It was wonderful hearing from so many of you in response to it. I hope you enjoy catching up with the Department of Marketing again in the following pages.

There have been many changes last academic year and there will be more in the foreseeable future. In this Fall edition of the Marketing Newsletter, you’ll be introduced to another new faculty member, Dr. Shaoling “Katee” Zhang, see some of our outstanding Marketing students and grads and hear updates about our Center for Sales Excellence & Customer Delight under the leadership of Dr. Vince Howe, the director. There are so many opportunities for students to get involved with this new center, to participate in one of many internships, to attain certifications, to study abroad and to forge their own unique paths as they prepare and develop skills for their careers.

So many of our graduates note that our faculty have had a significant impact on their lives during their college years. To help you stay connected with us, here are a few updates. Dr. Tracy Meyer continues to teach classes online

year, so he’ll be coordinating Customer Delight research with several faculty from different disciplines. Dr. Shu Chakrabarty finished his last semester here in the spring and has joined the faculty at the American University of Kuwait. Dr. Brian Kinard was promoted to Full Professor. Dr. James Hunt actively coordinates our Marketing and Sales Advisory Board. Dr. Fredrika Spencer is working with students to help market the newly reformed Cucalorus event rebranded as SparkILM!

Thanks to all of you who already support the Department of Marketing. We sincerely appreciate it. If you have any questions about what is going on here or would like to get involved by hiring our students, providing internships, providing study abroad or marketing specific scholarships or getting connected with our new center, please do not hesitate to contact me at [email protected], or call me at 910.962.3814. Please make checks payable to UNCW and remember to designate your gifts for the Department of Marketing.

Happy Fall to all of you!

Dr. Lisa L. Scribner

A Message FromDr. Lisa Scribner

Other News

Our Students

Our Faculty

The Center For Sales Excellence & 2Customer Delight

Outstanding Marketing Students 3

Our Faculty 4

Our Students 5

Other News 6

From

It is finally Fall here in Wilmington, and what an interesting Fall it has been!

Dr. Don Barnes has been awarded a research grant for the upcoming

A MESSAGE FROM

DR. LISA SCRIBNER

,

CSB.UNCW.EDU/MKT

& Customer Delight

It is my honor to introduce you to the new Center for Sales Excellence & Customer Delight.

The main objective of the Center is to increase engagement with all stakeholders in the Professional Selling Environment. We envision the Center as the nexus for students, faculty, sales professionals and other stakeholders in order to meet the challenges facing the Sales profession today and tomorrow. The Professional Sales discipline is changing dramatically due to inbound marketing, social media, data analytics, marketing automation, smart phones, etc. These changes represent learning opportunities for all stakeholders and the Center plans to embrace those opportunities and add value to everyone’s journey. This journey of engagement and collaboration will be interesting!

Each month, I or another Sales Professional will provide thoughts on the issues and challenges we face.

- Vince Howe, Ph.D., Director

Corner, I am summarizing a recent article in the Harvard Business Review (March – April 2017), "The New Sales Imperative" (Toman 2017).

Today's Business-to-Business Buyer (BTB) sales professionals feel that their customers are in the driver's seat. The Internet, search engine optimization (SEO), social media and other inbound marketing methods have empowered today's buyers with information to satisfy their own needs. Current BTB leads are believed to be two-thirds of the way through the buying process before the selling organization becomes aware of their existence.

Cross-functional buying centers are growing in size to ensure the right products are purchased, i.e. the average buying center team today consists of 6.8 personnel. Further, studies by SalesForce.com have found that 65 percent of business buyers are likely to switch brands if the vendor does not personalize communication to their company. One could argue that today's sales personnel are facing a diminishing role in the purchasing process.

Toman and his colleagues totally disagree. This access to expanding lakes of data, need for personalization, diverse buying centers, etc. have actually elevated the need for sales to make it easier for the "buyer to buy." Tomorrow’s sales reps and managers must avoid focusing on getting customers to buy from their firm and instead concentrate on how customers make decisions, i.e. understand the "Journey" the buyers go through. Marketing and sales must collaborate to support the customer journey by providing the right info at the right stage of the journey. Their engagement with buyers must be unbiased, credible, reduce indecision and compel actions. Sales personnel must adopt a consultant's role and engender trust to convert leads and create long-term relationships.

ExcellenceUNCW Center for Sales

For the first installment of the Director’s

Director's Corner: Fall 2018:

2

The Center for Sales Excellence & Customer Delight is proud to announce that we have our first two sponsors: Syneos Health (www.syneoshealth.com) and The Select Group (TSG) (www.selectgroup.com). Funding from TSG and Syneos will allow us to accelerate our sales professional activities and assist our students in preparing for their Sales Careers (e.g., hosting and attending sales contests, attending professional sales conferences, updating our role-play facilities and software, hosting events where recruiters and students can engage). Syneos Health’s contribution will also allow the Center to award its first Sales Scholarship to the Junior who wins our first Internal Sales Contest. Both TSG and Syneos Health will have their firms’ names engraved on our Founding Sponsor plaque, that will be permanently placed in our Sales Center facility. Join me in saying THANK YOU to Syneos and TSG!!!

I would also like to thank Josh Glover, EVP Sales nCino, for hosting our Internal Sales Contest and providing judges to assess the students’ Role-Play Internal competition. This competition is a great engagement for all of us and clearly a valuable experience for our students. Again, the winner of this Internal Sales Contest will win the first ever Syneos Health Scholarship. Given our PSE students’ performance in PSE Regionals in Atlanta (6 of 8 individual awards went to our PSE students), competition for the scholarship should be fun. PSE is a Professional Sales & Marketing Student Fraternity - more information on their accomplishments can be found in the Marketing Dept. Newsletter and this website.I recently attended our first ever University Sales Center Alliance (USCA) Fall meeting in Terre Haute, Indiana (Indiana State University hosted….Larry Bird fame). We were admitted as Associate Members last May and honored at this meeting. Only 54 universities globally are members of USCA whose organizational objective is to enhance all Professional Sales stakeholders by sharing information on professional sales trends, technology, sales enablement, educational processes, and much more. Learning best practices from established USCA programs will certainly help to accelerate our learning curve. In addition, our membership in USCA has kept my phone ringing from firms who are looking for the best and brightest Professional Sales Students….a win-win for everyone.

Finally, be aware of our upcoming “Sales Enablement Technology Forum” to be held Wednesday, March 13th at 6pm during Business Week. I would encourage all readers to attend and gather knowledge on one of the hottest topics in Professional Sales - Sales Enablement. The sales profession is becoming more demanding due to the increased information available to the Buyer, the focus on Team Sales, and Account Based Marketing. All of these trends and more are increasing the need for effective sales enablement, training, and on-boarding processes. This forum will be a great nexus to discuss and share our experience with all Professional Sales stakeholders. More information is forthcoming…..

Vince Howe, Director – Center for Sales Excellence & Customer Delight

In addition, our membership in USCA has kept my phone ringing from firms who are looking for the best and brightest Professional Sales Students….a win-win for everyone.Finally, be aware of our upcoming “Sales Enablement Technology Forum” to be held Wednesday, March 13th at 6pm during Business Week. I would encourage all readers to attend and gather knowledge on one of the hottest topics in Professional Sales - Sales Enablement. The sales profession is becoming more demanding due to the increased information available to the Buyer, the focus on Team Sales, and Account Based Marketing. All of these trends and more are increasing the need for effective sales enablement, training, and on-boarding processes. This forum will be a great nexus to discuss and share our experience with all Professional Sales stakeholders. More information is forthcoming…..

Vince Howe, Director – Center for Sales Excellence & Customer Delight

The Center for Sales Excellence & Customer Delight is proud to announce that we have our first two sponsors: Syneos Health (www.syneoshealth.com) and The Select Group (TSG) (www.selectgroup.com). Funding from TSG and Syneos will allow us to accelerate our sales professional activities and assist our students in preparing for their Sales Careers (e.g., hosting and attending sales contests, attending professional sales conferences, updating our role-play facilities and software, hosting events where recruiters and students can engage). Syneos Health’s contribution will also allow the Center to award its first Sales Scholarship to the Junior who wins our first Internal Sales Contest. Both TSG and Syneos Health will have their firms’ names engraved on our Founding Sponsor plaque, that will be permanently placed in our Sales Center facility. Join me in saying THANK YOU to Syneos and TSG!!! I would also like to thank Josh Glover, EVP Sales nCino, for hosting our Internal Sales Contest and providing judges to assess the students’ Role-Play Internal competition.

This competition is a great engagement for all of us and clearly a valuable experience for our students. Again, the winner of this Internal Sales Contest will win the first ever Syneos Health Scholarship. Given our PSE students’ performance in PSE Regionals in Atlanta (6 of 8 individual awards went to our PSE students), competition for the scholarship should be fun. PSE is a Professional Sales & Marketing Student Fraternity - more information on their accomplishments can be found in the Marketing Dept. Newsletter and this website.I recently attended our first ever University Sales Center Alliance (USCA) Fall meeting in Terre Haute, Indiana (Indiana State University hosted….Larry Bird fame). We were admitted as Associate Members last May and honored at this meeting. Only 54 universities globally are members of USCA whose organizational objective is to enhance all Professional Sales stakeholders by sharing information on professional sales trends, technology, sales enablement, educational processes, and much more. Learning best practices from established USCA programs will certainly help to accelerate our learning curve.

Outstanding Marketing Students

The marketing department would like to congratulate our Outstanding Graduates for Spring 2018, Gessica Vallone for Professional Selling, and Helena Balk for Marketing Strategy. Rebekah Banks is being awarded with the EM West Award. Congratulations on all

your hard work and achievements! We asked them to reflect on what UNCW means to them, here is what they have to say:

Gessica ClowerRebekah Banks

"UNCW has been an important part of my life because it has helped me grow. From freshman year to now I can say I have changed and grown a lot, and for the better. The supportive faculty, stimulating courses, and variety of other clubs and activities have given me many opportunities to find my niche and to thrive. Though I am graduating, UNCW will always be special to me because of all I have learned here about marketing & economics, about myself, and about others."

"UNCW to me means exceeding personal

have proved to me that I can accomplish great things with dedication and the willingness to constantly push myself further. It is a place where hard work is recognized and rewarded. More importantly, it is a place where memories made with classmates and professors are irreplaceable and will always be cherished."

Top 10 Students

for Spring 2018.

Marketing Strategy

Professional Selling Marketing Strategy

Jenna Woodward

Carlee Boyd

Caleb Mabe

MKT Marketing Strategy

MKT Marketing Strategy + FIN

MMKT Professional Selling MKT Marketing Strategy + INB MKT Marketing Strategy MKT Marketing Strategy MKTMKT

Professional Selling

Kendall BenderLeonie GastEva James

Luisa Rohland

Nicole AmatoMartha Chase CrainMary Beth Jackson

MKT

concentration

KT

+ PSY

and academic goals. My past four years

We would also like to mention the top 10 students in the marketing

Congratulations all on your hard work!

CSB.UNCW.EDU/MKT 3

Fall 2018

We would also like to mention the top 10students in the marketing concentrationfor Fall 2018! Congratulations on all of yourhard work!

CSB.UNCW.EDU/MKT 3

We would also like to mention the top 10students in the marketing concentrationfor Fall 2018! Congratulations on all of yourhard work!

Welcome Dr. Shaoling

Katee ZhangThe Marketing Department is pleased to welcome Dr. Shaoling Katee Zhang to

the Marketing family. She currently teaches principal marketing, and next

semester she will teach a new digital marketing class that utilizes hands-on

classwork and case studies that analyze data from real companies to illustrate the

importance and popularity of digital marketing in modern business. Dr. Zhang is

excited to join the Marketing team at UNCW because it is a growing, open-minded

school with a friendly “neighborhood” environment. Dr. Zhang received her

undergraduate degree from Sun Yat-sen University in China. She then received her

Master’s degree in management science and engineering, also from Sun Yat-sen

University. Lastly, she received her Ph.D. in marketing from UMass-Amherst. She

has been published in several journals, including Electronic Commerce Research

and Applicationsand Management Decision.In her free time, she enjoys

participating in a variety of outdoor activities, including biking, hiking,

badminton. She also enjoys shopping, reading the Harry Potter books, and is an

avid traveler. Please show Dr. Zhang a warm UNCW welcome!

CSB.UNCW.EDU/MKT 4

New York City Trip

Welcome Dr. Shaoling Katee Zhang

The twelfth annual trip to New York City will take place this comingDecember 16-19! This trip is sponsored by theUNCW Department of Marketing and Department of Economics and Finance. Students will have the opportunity to visit several large institutions in the city including, Dentsu Aegis, News Marketing America,Yelp, First Data, Madison Square Garden Company, and more! Duringthese visits, students will have the opportunity to observe job andinternship prospects, as well as learn about the applications of Marketingand International business in their operations. Additionally, students willbe able to attend a mixer with Cameron School of Business alumni thatlive in the area. If you are living in New York, please let us know so we caninclude you in the mixer.

For questions, please refer to:

Marketing

Dr. Brian Kinard [email protected]. Mark Pelletier [email protected]

Economics and Finance

Dr. Tom Simpson [email protected]. Ethan Watson [email protected]

principles of

Mass Amherst

spacing decision

and playingharry potter books

traveling

move staff here

The Marketing Department is pleased to welcome Dr. Shaoling Katee Zhang to the Marketing family. She currently teaches Principles of Marketing, and next semester she will teach a new digital marketing class that utilizes hands-on classwork and case studies that analyze data from real companies to illustrate the importance and popularity of digital marketing in modern business. Dr. Zhang is excited to join the Marketing team at UNCW because it is a growing, open-minded school with a friendly “neighborhood” environment. Dr. Zhang received her undergraduate degree from Sun Yat-sen University in China. She then received her Master’s degree in management science and engineering, also from Sun Yat-sen University. Lastly, she received her Ph.D. in marketing from University of Massachusetts Amherst. She has been published in several journals, including Electronic Commerce Research and Applications and Management Decision. In her free time, she enjoys participating in a variety of outdoor activities including biking, hiking, and playing badminton. She also enjoys shopping, reading Harry Potter books, and travelling. Please show Dr. Zhang a warm UNCW welcome!

Mr. Bob Pious was recently a recipient of the2017-2018 Discere Aude Award for outstandingmentoring of students on behelf of the Center forTeaching Excellence and Center for FacultyLeadership. All nominees are submitted by UNCWhighest-achieving students and vetted by membersof the CTE and CFL Advisory Board. The marketingdepartment is proud of Bob Pious for all his hardwork. He is a true asset not only to the marketingdepartment, but to the university as a whole.

Congratulations!

The marketing department is excited to announce that Dr. Don Barnes was awarded the Chancellor's TeachingExcellence Award this year. This award recognizes all aspects of excellence in teaching and in teaching-related activities that foster student's desire for lifetime learning success. Here are a few comments provided by students that illustrate his hard work and dedication: "Dr. Barnes is the best professor I've ever had at UNCW. He makes us work hard, but we learn so much.""He goes above and beyond by motivating students, showing that he genuinely cares about our learning and success, and by always being available to answer questions."

Welcome Dr. Shaoling Katee Zhang

Our Staff

CSB.UNCW.EDU/MKT

PSE

Pi Sigma Epsilon- Delta Tau brought 12 of our members to PSE's National Convention in San Diego, California. While there we were able to showcase presentations detailing what we have done over the past year to other Chapters and Headquarter officials. Delta Tau members also competed in professional selling scenarios, commonly know as the Pro-am, public speaking competitions, as well as case study competitions. Not only were we there to compete against other chapters, but we also attended many keynote speaker presentations throughout the week. To top it all off, there was a career fair there featuring over 30 different employers who were all eager to learn more about the members of Delta Tau. Many of those who attended got interviews from this career fair.

Helena Balk is a German TABSA student who wrote her Bachelors Thesis titled, “The Effects of Reward-Based Labeling on Millennials’ Purchase and Post-Purchase Behavior.” Her research introduces reward-based labeling techniques as an approach to get the attention of Millennials directly at the point of sale. The goal of reward-based labeling is to attract Millennials by positively influencing their attitudes towards the product and packaging by positioning it as a reward for an accomplishment or as a means of delivering an emotional benefit.

Balma Sales Diaz is a Spanish TABSA student who wrote her Honors Thesis titled, “The Success of Blockbusters: Factors and the Role of Star Power.” Her research focuses on exploring some changing trends in American cinema, analyzing the impact of marketing blockbusters, and examining their differentiation with other mainstream and independent films. She also examines the significance of actors in a movie and how their performances influence the picture as a whole.

Artur Simonyan Hovakimyan is a Spanish TABSA student who wrote his Honors Thesis titled, “Fan Loyalty in the Football (soccer) Industry.” His research focuses on the “Big 5” Major European Football Leagues. His study explores the insights of a football fan and what makes them loyal to their team. Some elements studied include the main reasons and motivations to be a fan of a particular team, different fan types, and factors that make a fan loyal. This information can be leveraged based on loyalty to increase profits for the industry. .

Independent Studies

Our Students

5

Every fall Pi Sigma Epsilon Headquarters puts on Regional Conferences across the nation. This year PSE - Delta Tau Chapter had the privilege of attending the conference in Atlanta, Georgia, along with other schools across the South/Atlantic region. All 17 Delta Tau members participated in the Liberty Mutual Pro-am Sales Competition as well as the UPS Marketing Competition. This experience was monumental in the personal growth of individual members in attendance as well as for the chapter as a whole. The Pi Sigma Epsilon - Delta Tau Chapter represented UNCW as well as the Cameron School of Business in an extreme fashion while at the Regional Conference. We were able to secure 6 of the 8 finalist spots for the Pro-am Sales Competition with Andy Gates winning 1st place and Brian Whitman winning 2nd place. In terms of the marketing competition, Delta Tau also had 3 members on the winning team for that competition. Overall, we could not be more proud of the way we were able to represent the university as well as the Cameron School of Business.

PSEEvery fall Pi Sigma Epsilon Headquarters puts on Regional Conferences across the nation. This year PSE - Delta Tau Chapter had the privilege of attending the conference in Atlanta, Georgia, along with other schools across the South/Atlantic region. All 17 Delta Tau members participated in the Liberty Mutual Pro-am Sales Competition as well as the UPS Marketing Competition. This experience was monumental in the personal growth of individual members in attendance as well as for the chapter as a whole. The Pi Sigma Epsilon - Delta Tau Chapter represented UNCW as well as the Cameron School of Business in an extreme fashion while at the Regional Conference. We were able to secure 6 of the 8 finalist spots for the Pro-am Sales Competition with Andy Gates winning 1st place and Brian Whitman winning 2nd place. In terms of the marketing competition, Delta Tau also had 3 members on the winning team for that competition. Overall, we could not be more proud of the way we were able to represent the university as well as the Cameron School of Business.

CSB.UNCW.EDU/MKT

Giving to the Marketing Department

Your donation to the department helps support student activities, faculty research, operations of the Sales Lab, and other

expenses.

Please visit www.uncw.edu/giveonline to make a credit card donation, and don’t forget to select the Marketing

Department as the area to support. If you prefer to send a check, please contact Dr. Lisa Scriber at [email protected] for

mailing information.

Thank you for supporting the Department of Marketing!

For any questions regarding this publication, or if there is anything you would like to see featured here, please contact

Dr. Lisa Scribner at [email protected].

Baxley and Drew

Don Barnes

The marketing department is excited to announce that Dr. Don Barnes was awarded the Chancellor’s Teaching Excellence Award this year. This award recognizes all aspects of excellence in teaching and in teaching-related activities that foster student’s desire for lifetime learning success. Here is a few comments provided by students that show his hard work and dedication: “Dr. Barnes is the best professor I’ve ever had at UNCW. He makes us work hard, but we learn so much.”“He goes above and beyond by motivating students, showing that he genuinely cares about our learning and success, and by always being available to answer questions.”

Mr. Bob Pious was recently a recipient of the 2017-2018 Discere Aude Award for outstanding mentoring of students on behalf of the Center for Teaching Excellence and Center for Faculty Leadership. All nominees are submitted by UNCW highest-achieving students and vetted by members of the CTE and CFL Advisory Board. The marketing department is proud of Bob Pious for all his hard work. He is a true asset not only to the marketing department but to the university as a whole.

Bob Pious

Other News

6

nyc here

New York City Trip

The twelfth annual trip to New York City will take placethis coming December 16-19! This trip is sponsored bythe UNCW Department of Marketing and Department ofEconomics and Finance. Students will have the opportunity to visit several large institutions in the city including, Dentsu Aegis, News America Marketing, Yelp, First Data, Madison Square Garden Company, and more! During these visits, students will have the opportunity to observe job and internship prospects, as well as learn about the applications of marketing and international business in their operations. Additionally, students will be able to attend a mixer with Cameron School of Business alumni that live in the area. If you are living in New York, please let us know so we can include you in the mixer.

For questions, please refer to:

Marketing

Dr. Brian Kinard [email protected]. Mark Pelletier [email protected]

Economics and Finance

Dr. Tom Simpson [email protected]. Ethan Watson [email protected]