2423 Posts Found

Everyone takes a free green grocery bag, but how do you lure stressed-out consumers and businesses to walk the green walk more consistently? Marketing students look for levers of change.

Content: Article | Source: Stanford University | Subjects: Marketing / Sales, Social Responsibility (ESG)

The vision of one-to-one marketing, a concept that has gained new vigor in the interactive age of online marketing, has captured the imagination of managers, students, and educators. The idea is that a firm learns the preferences of each customer, thereby creating an insurmountable barrier to competition. Theoretically, a firm can predict what customers will want before the consumers are even aware of their own … [ Read more ]

Content: Article | Author: Itamar Simonson | Source: Stanford University | Subject: Marketing / Sales

This content is restricted to site members. Please log in or register

If you sell to other businesses, Manta has information on over 24 million businesses in the U.S., which you can access for free. You can sort by social networking handles, revenues, start date, number of employees, geography and more. If you need to define the size of your market, this is the place to go…and you can get what you need without a paid subscription. … [ Read more ]

Content: Online Resource | Subject: Marketing / Sales

There’s an important difference between a client and an advocate. Advocates do more than simply buy from you. Advocates are engaged customers who demonstrate their vendor allegiance through such activities as spreading positive word of mouth, recruiting new prospects and helping their vendors improve. How can a firm nurture trust to help sustain these important advocate behaviors?

Content: Article | Author: Jill Griffin | Subjects: Customer Related, Marketing / Sales

This content is restricted to site members. Please log in or register

When consumers are overwhelmed with options, marketers should give them what they really want: ways of shopping that lower the cognitive stress.

Content: Article | Authors: Kanika Agrawal, Sheena Iyengar | Source: strategy+business | Subjects: Customer Related, Marketing / Sales

This content is restricted to site members. Please log in or register

This content is restricted to site members. Please log in or register

This content is restricted to site members. Please log in or register

Talent trumps training, and strengths development beats them both, say the authors of a new book on sales effectiveness.

Content: Article | Authors: Brian Brim, Tony Rutigliano | Source: Gallup Management Journal | Subject: Marketing / Sales

What if you could use the Web to return to the old-world traditional markets where merchants sized up every customer and quoted an exclusive price to each one? You can. Rather than eliminating sophisticated pricing strategies, the Internet actually empowers them.

Content: Article | Authors: Laurent Guerard, Rasvan Dirlea, Stephane Remy | Source: Kearney | Subject: Pricing

Technology development needs intellect more than it needs investment in dollars. But marketing needs dollars more than intellect.

Content: Quotation | Author: Vineet Nayar | Source: strategy+business | Subject: Marketing / Sales

Dan Heath and Chip Heath explain why it’s not enough to give people something they need.

Content: Article | Authors: Chip Heath, Dan Heath | Source: Fast Company | Subjects: Market Research, Marketing / Sales

In a video interview with Web Marketing Today, Bryan Eisenberg offers a 7-minute primer on what he terms the Five Rs of search engine marketing. Here’s a quick overview of Eisenberg’s thoughts on each R

Content: Article | Author: Bryan Eisenberg | Source: MarketingProfs | Subject: Marketing / Sales

Psychological studies have consistently shown that it’s very difficult to compare and contrast the attributes of more than about seven different things. When faced with the cognitive demands of choosing, people often become overwhelmed and frustrated. As a result, they may forgo the choice altogether, reach for the most familiar option, or make a decision that ultimately leaves them far less satisfied than they had … [ Read more ]

Content: Quotation | Authors: Kanika Agrawal, Sheena Iyengar | Source: strategy+business | Subjects: Customer Related, Marketing / Sales, Personality / Behavior

Don’t marketers have to give consumers what they want? Yes and no. We should give them what they really want, not what they say they want. When consumers say they want more choice, more often than not, they actually want a better choosing experience. They want to feel confident of their preferences and competent during the choosing process; they want to trust and enjoy their … [ Read more ]

Content: Quotation | Authors: Kanika Agrawal, Sheena Iyengar | Source: strategy+business | Subjects: Customer Related, Marketing / Sales

This content is restricted to site members. Please log in or register

Changes to the way consumers perceive and absorb marketing messages will force marketers to change not only their thinking but also the way they allocate spending and organize operations.

Content: Article | Authors: Brian Salsberg, David Edelman | Source: McKinsey Quarterly | Subject: Marketing / Sales

Actively pricing products across their life cycle is increasingly important, particularly in innovation-intensive industries. Failing to do so may forego potential profits or even destroy value.

Content: Article | Authors: Craig C. Zawada, Michael V. Marn, Walter L. Baker | Source: McKinsey Quarterly | Subject: Pricing