Archive for 2012
Groupon Rewards to the Rescue – Can the company’s loyalty program resuscitate the ailing stock?
Will Groupon Rewards result in a competitive advantage? Mathew Malone doesn’t think so. Read why.
Read MoreSales, Science and Engineering
When I think about time management (an important issue for salespeople) I often find myself thinking about Albert Einstein. When I think about Einstein, I often find myself thinking about Sir Isaac Newton too. They were both brilliant scientists, but now you may be thinking, what do either of them have to do with sales? It turns out that you can apply much of what Einstein and Newton theorized to the science and engineering of selling. Read how.
Read MoreTop 6 – August 2012
According to Young & Rubicam’s BAV measures, the four pillars of brand value are Knowledge, Relevance, Esteem, and Differentiation. On which of these is your firm underperforming? Knowledgeable consumers armed with information from product reviews, existing customer’s opinions, and trial offers are eliminating asymmetric information between buyers and sellers found in the traditional markets and…
Read MoreDoing Good May Yield Bad Results
The conventional wisdom in the public relations business is that being a good corporate citizen is “good business.” Companies that invest in socially responsible activities are believed to receive some payback in the form of goodwill or good publicity. Remarkably this may not be the case.
Read MoreTrust and Business Relationships
Trust is central to business relationships, that most everyone would agree. But what exactly does trust mean? What are the dimensions of trust? How related are trust and decisions? And, more to the point for this journal, how does trust affect customer purchase decisions?
Read MoreThe Importance of Negotiating Power in Pricing: The Principled Negotiation Approach
The national bestseller, Getting to Yes: Negotiating Agreement Without Giving In (2), by Roger Fisher and William Ury offers a unique applied approach to understanding how to reach a “wise” agreement. According to Fisher and Ury, a wise agreement improves both parties relationship by offering a fair and lasting solution
Read MoreHoodie Billionaires: 3 Lessons We Learned from Zuckerberg’s ‘Hoodiegate’
When Mark Zuckerberg showed up to a meeting with potential Wall Street investors wearing a hoodie sweatshirt, just before Facebook’s initial public offering in May, analysts derided the young CEO for his lack of maturity. Andrew Mason faced similar criticism for sipping a beer during a major employee meeting. With Zuckerberg as a cornerstone example, here are a few lessons we’ve learned from the minor ‘scandal’ analysts dubbed ‘Hoodiegate.’
Read MoreSetting the Price in the Face of Competitive Substitutes – An Economics Approach
Economic consumer theory represents how a demander allocates consumption behavior between two goods to maximize utility under constraints such as prices, time, and income. Consumer theory rests on the simple foundation that individuals are utility maximizing entities with the driven purpose to make tradeoffs depending on preferences and constraints. In this article, Curry Hilton examines price behavior for two substitutable goods.
Read MoreTop 6 – July 2012
“Taking a defensive position can, at best, only limit losses. And we need gains.” Peter Drucker, HBR, (1961). Core values drives performance. What do you value? “For every action, there is an equal and opposite reaction.” What reaction do you want from customers? Creative destruction happens. Which will you play: lead or catch-up. “A body…
Read MoreGary Hamel on What Matters Now
Business strategist Gary Hamel discusses his new book, “What Matters Now.”
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