Disseration

VARIATIONS IN SALES AT TAG COMMUNICATIONS BASED ON INTERNAL WORK FLOW, ECONOMIC STRESSORS AND NEW TECHNOLOGY:

A MIXED METHODS STUDY

by

Kathleen M. Herber

PROPOSSAL FOR DISSERATION STUDY

Presented to the Faculty of

Clarke University

In Partial Fulfillment of the Requirements

For the Degree of Master of Organizational Leadership

Major: Masters of Organizational Leadership

Under the Supervision of Dr. Loren Rice

Dubuque, Iowa

December 2014

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Table of Contents

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Chapter 1 3

INTRODUCTION 3

Statement of the Problem 3

Purpose of the Study 4

Research Questions 5

Chapter 2 6

Review of literature 6

Advertising in a Recession 6

Technology Impact on Sales 8

Sales Force Management Impact on Performance 10

Social Media on Advertising Sales 12

Knowledge Sharing and Impact on Buyer Satisfaction 13

Chapter 3 15

METHODODLOGY AND PROCEDURE 15

Method 15

Research Methodology 15

REFERENCES 17

Chapter 1

INTRODUCTION

Statement of the Problem

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Advertising has taken on an entire new structure since the advent of technology. While radio, television and print have been the traditional carriers of the marketing message in the last decade that has changed dramatically. Technology is creating customer choice, states McKenna (1991) and that choice is altering the marketplace. Marketers can no longer just be sales representatives to use their skills to “trick”...