Business Insights
Data Analytics Entrepreneurship Finance & Accounting Innovation Marketing Operations Organizations Strategy
October 1, 2009
The Art of Persuasion
Aligning consumer goals with level of abstraction
Angela Y. Lee, Punam Anand Keller and Brian Sternthal
October 1, 2009
Colored by the Company You Keep
The effects of context on brand evaluations
Myungwoo Nam and Brian Sternthal
August 1, 2009
Rational Retail Pricing
Demand-based pricing versus past-price dependence
Shuba Srinivasan, Koen Pauwels and Vincent Nijs
August 1, 2009
Super-Premium Ice Cream
Merger effects on product variety
Michael J. Mazzeo, Michaela Draganska and Katja Seim
July 1, 2009
$1,000 Cash Back
Implications for customer and dealer negotiations
Meghan Busse, Jorge Silva-Risso and Florian Zettelmeyer
June 1, 2009
Sales Force Effectiveness
First ask the right questions
Andris A. Zoltners, Prabhakant Sinha and Sally E. Lorimer
May 1, 2009
What’s in a Message Frame?
Sharing the good and the bad leads to more persuasive messaging
Derek D. Rucker, Richard E. Petty and Pablo Briñol
May 1, 2009
Too Conscious to Decide?
Unconscious evaluation enhances complex decision making
Ap Dijksterhuis, Maarten Bos, Loran Nordgren and Rick van Baaren
April 1, 2009
Walking the Walk
Creating a market orientation
Gary F. Gebhardt, Gregory Carpenter and John F Sherry Jr.
March 1, 2009
Culture and Commitment
When should advertisers focus on you versus your entire family?
Nidhi Agrawal and Durairaj Maheswaran
February 1, 2009
To Sell but Not to Missell
Sales agents’ conflicts between prospecting and advising
Roman Inderst and Marco Ottaviani
February 1, 2009
A (Sales)Taxing Proposition
How Internet sales taxes affect customer behavior
Eric T. Anderson, Nathan M Fong, Duncan I. Simester and Catherine E Tucker
January 1, 2009
Learning from Zillow and Zoots
Improved performance through service inventory management
Sunil Chopra and Martin Lariviere
December 2, 2008
Don’t Interrupt Me Now
Media “transportation” and advertising effectiveness
Jing Wang and Bobby J. Calder
November 1, 2008
Jack of All Trades or Master of One?
Performance perceptions of multi-feature products
Alexander Chernev
August 1, 2008
Own-Brand and Cross-Brand Retail Pass-Through
How much of a manufacturer’s promotional pricing gets passed through to the end customers?
David A. Besanko, Jean-Pierre Dubé and Sachin Gupta
July 1, 2008
Emotion and Consumer Behavior
Can anger make us choose a hiking trip vacation?
Derek D. Rucker and Richard E. Petty
May 1, 2008
How Many Reasons Do You Need to Like BMWs?
The role of content vs. retrieval ease
Alice M. Tybout, Brian Sternthal, Georgios A. Bakamitsos, Prashant Malaviya and Se-Bum Park
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The Insightful Leader
June 12, 2025 · 15:55 minutes
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