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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

May 1, 2009

What’s in a Message Frame?

Sharing the good and the bad leads to more persuasive messaging

May 1, 2009

Too Conscious to Decide?

Unconscious evaluation enhances complex decision making

Businesspeople walk together over hand
April 1, 2009

Walking the Walk

Creating a market orientation

March 1, 2009

Culture and Commitment

When should advertisers focus on you versus your entire family?

February 1, 2009

To Sell but Not to Missell

Sales agents’ conflicts between prospecting and advising

February 1, 2009

A (Sales)Taxing Proposition

How Internet sales taxes affect customer behavior

January 1, 2009

Learning from Zillow and Zoots

Improved performance through service inventory management

December 2, 2008

Don’t Interrupt Me Now

Media “transportation” and advertising effectiveness

November 1, 2008

Jack of All Trades or Master of One?

Performance perceptions of multi-feature products

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The Insightful Leader

April 26, 2024  ·  13:19 minutes