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After freelancing on my own for the past year and a half, I have realized that one of the biggest obstacles to college entrepreneurs is a fear or apprehension to sales. As a computer science major trying to sell my services, I discovered very quickly that I had not been

After freelancing on my own for the past year and a half, I have realized that one of the biggest obstacles to college entrepreneurs is a fear or apprehension to sales. As a computer science major trying to sell my services, I discovered very quickly that I had not been prepared for the difficulty of learning sales. Sales get a bad rap and very often is the last thing that young entrepreneurs want to try, but the reality is that sales is oxygen to a company and a required skill for an entrepreneur. Due to this, I compiled all of my knowledge into an e-book for young entrepreneurs starting out to learn how to open up a conversation with a prospect all the way to closing them on the phone. Instead of starting from scratch like I did, college entrepreneurs can learn the bare basics of selling their own services, even if they are terrified of sales and what it entails. In this e-book, there are tips that I have learned to deal with my anxiety about sales such as taking the pressure off of yourself and prioritizing listening more than pitching. Instead of trying to teach sales expecting people to be natural sales people, this e-book takes the approach of helping entrepreneurs that are terrified of sales and show them how they can cope with this fear and still close a client. In the future, I hope young entrepreneurs will have access to more resources that handle this fear and make it much easier for them to learn it by themselves. This e-book is the first step.
ContributorsMead, Kevin Tyler (Author) / Sebold, Brent (Thesis director) / Kruse, Gabriel (Committee member) / Computer Science and Engineering Program (Contributor) / Barrett, The Honors College (Contributor)
Created2018-05
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Company X is one of the world's largest manufacturer of semiconductors. The company relies on various suppliers in the U.S. and around the globe for its manufacturing process. The financial health of these suppliers is vital to the continuation of Company X's business without any material interruption. Therefore, it is

Company X is one of the world's largest manufacturer of semiconductors. The company relies on various suppliers in the U.S. and around the globe for its manufacturing process. The financial health of these suppliers is vital to the continuation of Company X's business without any material interruption. Therefore, it is in Company X's interest to monitor its supplier's financial performance. Company X has a supplier financial health model currently in use. Having been developed prior to watershed events like the Great Recession, the current model may not reflect the significant changes in the economic environment due to these events. Company X wants to know if there is a more accurate model for evaluating supplier health that better indicates business risk. The scope of this project will be limited to a sample of 24 suppliers representative of Company X's supplier base that are public companies. While Company X's suppliers consist of both private and public companies, the used of exclusively public companies ensures that we will have sufficient and appropriate data for the necessary analysis. The goal of this project is to discover if there is a more accurate model for evaluating the financial health of publicly traded suppliers that better indicates business risk. Analyzing this problem will require a comprehensive understanding of various financial health models available and their components. The team will study best practice and academia. This comprehension will allow us to customize a model by incorporating metrics that allows greater accuracy in evaluating supplier financial health in accordance with Company X's values.
ContributorsLi, Tong (Co-author) / Gonzalez, Alexandra (Co-author) / Park, Zoon Beom (Co-author) / Vogelsang, Meridith (Co-author) / Simonson, Mark (Thesis director) / Hertzel, Mike (Committee member) / Department of Finance (Contributor) / Department of Information Systems (Contributor) / School of Accountancy (Contributor) / WPC Graduate Programs (Contributor) / Barrett, The Honors College (Contributor)
Created2016-05
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Description
We were driven by the question: what is happening to the popularity of Major League Baseball? In order to answer this question we compared the league structure of Major League Baseball with that of the National Football League. We were able to speak with five former or current members of

We were driven by the question: what is happening to the popularity of Major League Baseball? In order to answer this question we compared the league structure of Major League Baseball with that of the National Football League. We were able to speak with five former or current members of the respective leagues in order to gain some insight into how the two leagues operate. The main focus of our research was around the payroll structures of the two leagues as well as their revenue sharing policies. In the end, we discovered that Major League Baseball is becoming highly regionalized. The sport is still growing in popularity in terms of revenue and fan involvement, but it is becoming less popular on a national stage. The league is benefitting greatly from factors like the increasing importance of "TiVo proof programming" and a lack of competition. Each league is very different in its own right. While the NFL promotes a perception of competitive balance, Major League Baseball can be plagued by the negative perception it creates surrounding some of its smaller market teams.
ContributorsHeath, Cameron (Co-author) / Linamen, John (Co-author) / Eaton, John (Thesis director) / Mokwa, Michael (Committee member) / Barrett, The Honors College (Contributor) / WPC Graduate Programs (Contributor) / Department of Marketing (Contributor) / Department of Finance (Contributor) / Department of Information Systems (Contributor) / School of Accountancy (Contributor)
Created2015-05
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Description
The main objective of this thesis is to describe and analyze Clippr, an ASU startup founded by four students: Adam Lynch, Eric Gottfried, Ty Sivley, and Thomas Carpaneto. This paper will describe the formation of Clippr as a business, analyze the work and reasoning for dissolving the business, and suggest

The main objective of this thesis is to describe and analyze Clippr, an ASU startup founded by four students: Adam Lynch, Eric Gottfried, Ty Sivley, and Thomas Carpaneto. This paper will describe the formation of Clippr as a business, analyze the work and reasoning for dissolving the business, and suggest three pivots that could increase the chances of success for the future of Clippr. These three pivots are: mini salons, a concierge service, and an online resource. The idea for Clippr came from Sam, the team's friend's experience within the cosmetology industry. Sam graduated from cosmetology school in Phoenix and started his career as an assistant, which is the most common entry level position within the industry. Assistants do not get to work with clients and primarily do chores around the salon so he was not gaining any valuable experience. Eventually Sam found a position at a salon in Flagstaff. Unfortunately, he was not scheduled enough hours to pay his rent which forced him to travel back to Phoenix to cut his friend's and family's hair to make ends meet. Sam is not alone experiencing these issues within the industry, they are a common trend throughout the cosmetology field. It was found that there is a clear problem that affects every stylist: they struggle to reap the benefits of their self-employment. Most stylists become independent contractors where they are constrained by the salon's management. They are generally forced to work during the salon's hours of operations, promote specific products, adhere to a dress code, and forfeit their clients information. On the other hand, freelance workers outside of salons do enjoy greater freedoms within their work but with significant hurdles to overcome. They have a much harder time building a client base and face prohibitive start-up costs that make it harder to break into the industry.
ContributorsGottfried, Eric (Co-author) / Lynch, Adam (Co-author) / Sebold, Brent (Thesis director) / Balasooriya, Janaka (Committee member) / Computer Science and Engineering Program (Contributor) / Electrical Engineering Program (Contributor) / Barrett, The Honors College (Contributor)
Created2017-12
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At a time when the national and world community is viewing collegiate business programs as complicit in many recent business scandals rooted in ethical violations and breaches of trust, improving ethics education is a high priority. Review of current research on techniques for effectively teaching ethics highlights the importance of

At a time when the national and world community is viewing collegiate business programs as complicit in many recent business scandals rooted in ethical violations and breaches of trust, improving ethics education is a high priority. Review of current research on techniques for effectively teaching ethics highlights the importance of incorporating conversational learning, decision models, and relevant, personalized case discussions into undergraduate ethics lessons. Focusing exclusively on ethics education in the first-year business seminar WPC 101, we evaluated the current ethics/academic integrity module and found it to be lacking many research-supported techniques. To develop an updated curriculum, we first used the EthicsGame Ethical Lens Inventory in a survey of 114 W. P. Carey students to explore whether a connection between students' majors and primary ethical lenses would demonstrate the effectiveness of designing different, tailored ethics curricula for students in each major. Regression analysis of the survey responses indicated that this research was inconclusive for every major except for Accountancy, which already has a specific (upper-division) ethics course. This initial research stage led to the creation of a universally applicable ethics curriculum based on the Baird Decision Model. Incorporating techniques from the literature review, the new WPC 101 Academic Honesty & Ethics curriculum includes a presentation on the Baird Decision Model, a small-group discussion of a relevant ethical dilemma, and a class role play. The curriculum additionally includes detailed Facilitator Guidelines for educators. The curriculum was piloted in WPC 101 classes during Spring 2016, and we present student and facilitator feedback as well as suggestions for further research and improvement. Use of this research-backed curriculum and further study into its impact on student decision making will allow W. P. Carey to continue advancing in pursuit of training students to be effective ethical leaders.
ContributorsMcClelland, Allison (Co-author) / Mayper, Rebecca (Co-author) / Samuelson, Melissa (Thesis director) / Parker, John (Committee member) / Department of Information Systems (Contributor) / Department of Management (Contributor) / School of Accountancy (Contributor) / WPC Graduate Programs (Contributor) / Barrett, The Honors College (Contributor)
Created2016-05
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The thesis titled "Exploring Undergraduate Admissions through the Development of Shadowing Programs" is an organizational study and analysis of a shadowing program developed by Krista Moller, Ryan Johnson, and Kean Thomas. It resulted in the creation of a 25+ person student organization in the W.P. Carey School of Business called

The thesis titled "Exploring Undergraduate Admissions through the Development of Shadowing Programs" is an organizational study and analysis of a shadowing program developed by Krista Moller, Ryan Johnson, and Kean Thomas. It resulted in the creation of a 25+ person student organization in the W.P. Carey School of Business called "Explore". The organization received backing and support from the admissions department in W.P. Carey, notably Dean of Admissions, Timothy Desch. The organization's members (titled "ambassadors") host a high school student interested in the business school for a day of class. High school students are matched with an ambassador based on majors they might be interested in, and ideally the result of the day of shadowing is the high school student having a better understanding of the opportunities available at W.P. Carey. The organization began in the fall of 2013, and was intended to be used as a thesis project from its inception. As a result, the founder's experiences were carefully documented and this allowed for a detailed analysis to take place. The analysis delves into the difficulties faced by the organization's members and executive board as a result of internal and external influences. The successes and experiences they were fortunate enough to have are also detailed, and plans for the organization's future are included as well. In addition, the Explore program is analyzed in comparison to other programs around the country and even in Canada, with the goal being to see where we could potentially strengthen our program. The founders of the Explore program (and authors of this thesis) hope other students might learn from it so that more programs such as Explore can be created, benefiting the local community and ASU itself.
ContributorsMoller, Krista (Co-author) / Johnson, Ryan (Co-author) / Thomas, Kean (Co-author) / Suk, Mina (Thesis director) / Desch, Timothy (Committee member) / School of Accountancy (Contributor) / W. P. Carey School of Business (Contributor) / WPC Graduate Programs (Contributor) / Department of Supply Chain Management (Contributor) / Department of Finance (Contributor) / Barrett, The Honors College (Contributor)
Created2015-12
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Description

This thesis analyzes the relationship between diversity within U. S. boards of directors and overall firm performance. In the summer of 2020, various political and social movements erupted, fighting against police brutality and racial violence. These events were followed by an influx of diversity, equity, and inclusion (DEI) frameworks across

This thesis analyzes the relationship between diversity within U. S. boards of directors and overall firm performance. In the summer of 2020, various political and social movements erupted, fighting against police brutality and racial violence. These events were followed by an influx of diversity, equity, and inclusion (DEI) frameworks across corporate America. It was becoming increasingly clear that diversity within company leadership was lacking. A company’s board of directors, who is responsible for creating value for shareholders, was not an accurate representation of the people it served. First, I will begin by discussing the current state of diversity in corporate boards by discussing reasons firms diversify, benefits and risks of a diverse board, and major barriers to diversification efforts. A main goal of directors is to maximize shareholder return, which prompts the question: is there a financial benefit to having directors of different backgrounds, skills, and perspectives? In the second part of my thesis, I explore the correlation of board compositions and the company’s financial performance through a study of 45 Fortune 500 companies. Previous studies have mixed results; some studies concluded that there is a positive correlation, some found a negative correlation, and others were inconclusive. While the results of my study did not demonstrate that a relationship between firm performance and diversity exists, I want to emphasize that it does not mean that diverse boards do not contribute at all to the success of the board. There are various factors that contributed to my results, but regardless of my findings, I believe that further research of this topic is necessary and will be beneficial for those in corporate governance.

ContributorsVitale, Anna (Author) / Licon, Wendell (Thesis director) / Samuelson, Melissa (Committee member) / Barrett, The Honors College (Contributor) / Department of Finance (Contributor) / School of Accountancy (Contributor) / WPC Graduate Programs (Contributor)
Created2022-05
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Description
In this paper, I have designed a business model for a new type of fashion retail
store. This store will perfect the personal styling experience by utilizing customer and
apparel data to make individualized apparel recommendations. The format of this store
will heavily reduce the amount of search time for customers by only

In this paper, I have designed a business model for a new type of fashion retail
store. This store will perfect the personal styling experience by utilizing customer and
apparel data to make individualized apparel recommendations. The format of this store
will heavily reduce the amount of search time for customers by only showing clothing
pieces that each person is likely to purchase, based on predictive analytics. In order to
plan this business model and determine whether a company of this style could be
successful, this paper includes research on the current environment of the fashion
industry, the company’s potential target market segmentation, and tactics for developing
the best customer offering.
ContributorsTrevino, Alexandra (Author) / Riker, Elise (Thesis director) / Schlacter, John (Committee member) / WPC Graduate Programs (Contributor) / School of International Letters and Cultures (Contributor) / Department of Information Systems (Contributor) / Department of Marketing (Contributor) / Barrett, The Honors College (Contributor)
Created2020-05
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This thesis examines the applications of the Internet of Things and Artificial Intelligence within small-to-medium sized retail businesses. These technologies have become a common aspect of a modern business environment, yet there remains a level of unfamiliarity with these concepts for business owners to fully utilize these tools. The complexity

This thesis examines the applications of the Internet of Things and Artificial Intelligence within small-to-medium sized retail businesses. These technologies have become a common aspect of a modern business environment, yet there remains a level of unfamiliarity with these concepts for business owners to fully utilize these tools. The complexity behind IoT and AI has been simplified to provide benefits for a brick and mortar business store in regards to security, logistics, profit optimization, operations, and analytics. While these technologies can contribute to a business’s success, they potentially come with a high and unattainable financial cost. In order to investigate which aspects of businesses can benefit the most from these technologies, interviews with small-to-medium business owners were conducted and paired with an analysis of published research. These interviews provided specific pain points and issues that could potentially be solved by these technologies. The analysis conducted in this thesis gives a detailed summary of this research and provides a business model for two small businesses to optimize their Internet of Things and Artificial Intelligence to solve these pain points, while staying in their financial budget.
ContributorsAldrich, Lauren (Co-author) / Bricker, Danielle (Co-author) / Sebold, Brent (Thesis director) / Vermeer, Brandon (Committee member) / Computer Science and Engineering Program (Contributor) / Department of Information Systems (Contributor) / Barrett, The Honors College (Contributor)
Created2019-05
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Description
Customers in the modern world are accustomed to having immediate and simple access to an immense amount of information, and demand this immediacy in all businesses, especially in the restaurant industry. Now more than ever, restaurants are relying on third party delivery services such as UberEATS, Postmates, and GrubHub to

Customers in the modern world are accustomed to having immediate and simple access to an immense amount of information, and demand this immediacy in all businesses, especially in the restaurant industry. Now more than ever, restaurants are relying on third party delivery services such as UberEATS, Postmates, and GrubHub to satiate the appetite of their delivery market, and while this may seem like the natural progression, not all restaurant owners are comfortable moving in this direction. Pain points range from not wanting a third party to represent their business or the lack of supervision over the food in transit, and the time it takes to navigate the delivery landscape, to the fact that some food just doesn’t “travel” well. In addition to this, food delivery services can cause increased stress on a kitchen, and dig into the bottom line of an already slim restaurant margin. Simply put, customer reliance on these applications puts apprehensive restaurant owners at a competitive disadvantage.Our solution is simple—we want business owners to be able to take advantage of the huge market provided by third party delivery services, without the fear of compromising their brand. At DLVR Consulting, we listen to specific pain points of a customer and alleviate them through solutions developed by our in-house food, restaurant, and branding experts. Whether creating an entirely new “delivery” brand, menu curation, or payment processing service, we give the customer exactly what they need to feel comfortable using third-party delivery applications. In this plan, we will first take a deep dive into the problem and opportunity identified by both third-party research and first-hand interviews with successful restaurant owners and operators. After exploring the problem, we will propose our solution, who we will target with said solution, and what makes this solution unique and sellable. From here we will begin to explore the execution of our ideas, including our sales and marketing plans which will work in conjunction with our go-to-market strategy. We will explore key milestones and metrics we hope to meet in the coming year, as well as the team which will be taking DLVR from a plan to an implemented business. We will take a look at our three year financial forecast, and break this down further to monthly revenue, direct costs, and expenses. We will finish by taking a look at our required funding, and how we will attempt to gain said funding.
ContributorsClancy, Kevin (Co-author, Co-author) / Sebold, Brent (Thesis director) / Clancy, Keith (Committee member) / Computer Science and Engineering Program (Contributor) / Dean, W.P. Carey School of Business (Contributor) / Barrett, The Honors College (Contributor)
Created2019-05