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Political ads on TV attempt to influence a viewer.
October 1, 2010

Engineered Electioneering

The “when” and “what” of candidates’ messages.

September 1, 2010

Writing the Books on Sales Forces

Looking back on the career of Andris Zoltners

August 1, 2010

The Downside of Deliberating

Why you may not want to think it over

July 1, 2010

Paying Sales Professionals

Why compensation plans for sales people vary

June 1, 2010

Corralling Consumer Choice

Optimizing assortment size based on perceived attractiveness

May 1, 2010

Learning to Use Regret

Studies in the negative emotions and how to use them

April 5, 2010

Surveying Sensitive Topics

New tools help correct for survey bias

February 1, 2010

The Financial Hazards of Aging

Why older adults choose riskier investments

February 1, 2010

The Devil Is in the Detailing

Modeling physician choice of prescription drugs

January 1, 2010

Really, I Can Return It? Sold!

Optimizing your returns policy

December 1, 2009

Balance in Advertising

Tailored marketing messages can counter consumers’ negative emotions

November 1, 2009

Name-Letter Branding

How your name can influence your choices

October 1, 2009

The Art of Persuasion

Aligning consumer goals with level of abstraction

October 1, 2009

Colored by the Company You Keep

The effects of context on brand evaluations

September 1, 2009

Should I Stay or Should I Go?

How loss-aversion influences choice

August 1, 2009

Rational Retail Pricing

Demand-based pricing versus past-price dependence

August 1, 2009

Super-Premium Ice Cream

Merger effects on product variety

July 1, 2009

$1,000 Cash Back

Implications for customer and dealer negotiations

June 1, 2009

Counterfeit Competition

Driving up price and quality

Man shouts over city
June 1, 2009

Sales Force Effectiveness

First ask the right questions

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The Insightful Leader

September 12, 2022  ·  26:44 minutes
September 5, 2022  ·  24:00 minutes