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April 1, 2011

When Uncertainty Is a Sure Thing

Points and prizes can make for successful product promotion

April 1, 2011

A Widespread Stigma

Why are people with mental illness judged unfairly?

February 2, 2011

Do Anti-drinking Ads Work?

Guilt-inducing public service announcements can backfire

January 1, 2011

Increasing Revenue from Online Auctions

Buyer-seller interactions affect customer value in two-sided markets

December 1, 2010

From Web Visits to Firm Orders

Analyzing web visitor click data to streamline sales efforts

November 1, 2010

Real Men Don’t Eat Very Berry Cheesecake

Manly preferences take their toll

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

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