461 Posts found for Source: Knowledge@Wharton

An entertaining commercial on a prime-time television show might be a good way to build a brand’s image, but a straightforward spot with a prominent toll-free phone number is the best way for a company to move inventory fast, according to Ron Bliwas, chief executive of ad agency A. Eicoff & Co., who spoke last month at Wharton. Bliwas discussed both successful and unsuccessful commercials, … [ Read more ]

Content: Article | Source: Knowledge@Wharton | Subjects: Advertising, Marketing / Sales | Industry: Advertising

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Even as many Latin American countries continue to face tough times both economically and politically, Chile chugs along with a strong currency, falling unemployment and a stock market that is up nearly 50% since the beginning of the year. What is behind’s Chile’s success, and can this country of 15 million people sustain its already numerous advantages?

Content: Article | Source: Knowledge@Wharton | Subject: International – Americas

When Wharton professor Marshall Fisher and colleague Vishal Gaur did a controlled pricing experiment in 18 stores belonging to the Zany Brainy retail toy chain, they came away with a surprising result. The experiment, which had been designed to measure how demand for three separate products varied with price, showed, among other things, that pricing is not always logical. In a paper entitled, “In-Store Experiments … [ Read more ]

Content: Article | Source: Knowledge@Wharton | Subjects: Marketing / Sales, Pricing

Built a $400 million shoe-and-clothing company bearing his name.

Content: Thought Leader | Source: Knowledge@Wharton | Subject: Management | Industry: Apparel

Fans of the hit TV comedy “The Jerry Seinfeld Show” may remember an episode in which Jerry’s friend George leaves his car parked at work so that the boss will think George is putting in long hours, even when he’s not. The idea, of course, is that George’s apparent productivity will net him a higher raise or bonus. Wharton professor Maurice Schweitzer would call George’s … [ Read more ]

Content: Article | Source: Knowledge@Wharton | Subjects: Management, Organizational Behavior

Founder and chief executive of Black Entertainment Television (BET)

Content: Thought Leader | Source: Knowledge@Wharton | Subject: Management | Industry: Entertainment / Media

As 38 million Hispanics have emerged as the largest minority in the U.S., Corporate America is taking notice. Advertising to Latino consumers is on the rise among companies selling everything from cars to financial services to ethnic foods. Wharton professors and other experts point out, however, that while some campaigns have succeeded, errors and missed opportunities still mark many efforts aimed at marketing to Hispanics. … [ Read more ]

Content: Article | Source: Knowledge@Wharton | Subjects: Demographics, Marketing / Sales

Socially responsible investors don’t want their money to support companies that do things they disapprove of, such as selling tobacco, alcoholic beverages or weapons. They may be willing to sacrifice some financial returns for their convictions—but how much must they give up? In one of the first studies of socially responsible investing on a risk-adjusted basis, Wharton’s Christopher C. Geczy, Robert F. Stambaugh and David … [ Read more ]

Content: Article | Source: Knowledge@Wharton | Subjects: Finance, Social Responsibility (ESG) | Industry: Investing

Managers have long been interested in weeding out customers they consider to be less profitable than others. The question is, how do managers determine who belongs in that group? According to several Wharton marketing professors, there is no easy answer, despite new and increasingly sophisticated efforts to measure what is called “Customer Lifetime Value” (CLV) – the present value of the likely future income stream … [ Read more ]

Content: Article | Authors: David Bell, George Day, Peter Fader, Xavier Dreze | Source: Knowledge@Wharton | Subjects: Customer Related, Marketing / Sales

Wharton marketing professor Barbara Kahn calls them candy jungles – bulk confection stores whose walls are lined with bins full of different assortments of brightly-colored candy. Intrigued by these displays and by the somewhat frenzied response consumers have to them, she wondered if people buy more when they see what looks like unlimited variety. Does creating a visual perception of activity and an abundance of … [ Read more ]

Content: Article | Source: Knowledge@Wharton | Subject: Marketing / Sales

In 1986 Merton Miller, a Chicago economist and an eventual Nobel laureate in economic sciences, asked if any 20-year period in history had resulted in a tenth as much financial innovation as the previous two-decade span. His own answer was a resounding ‘no’. He then went on to argue that innovation was flagging. Four titans from that period addressed Miller’s question at the Milken Institute’s … [ Read more ]

Content: Article | Source: Knowledge@Wharton | Subjects: Finance, Innovation | Industry: Finance / Banking

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As China continues to make progress towards a market economy, businesses around the world are ramping up their efforts to tap into the country’s huge marketplace of 1.3 billion consumers. Despite concerns over such issues as intellectual property protection, corruption, the banking system and overregulation, executives from a number of U.S. companies are pushing ahead to invest in the Chinese economy through alliances, joint ventures, … [ Read more ]

Content: Article | Source: Knowledge@Wharton | Subject: International – China

Studies have shown that the male sees his relationship to others in terms of higher-lower, faster-slower, first-second. A female sees her relationships in less competitive terms: similar to-different from, know her-don’t know her. Thus advertising that says others will be jealous if you own this product works with men, but is off-putting to women. Women want to be able to say: “Yep, that’s my life. … [ Read more ]

Content: Quotation | Source: Knowledge@Wharton | Subjects: Advertising, Marketing / Sales

chief executive officer of Charles Schwab Corp.

Content: Thought Leader | Source: Knowledge@Wharton | Subject: Management | Industry: Finance / Banking

It’s a familiar scenario: A company brings in a new department head who immediately decides that the way to show leadership is to reorganize. Then a new division head comes on board, or a new CEO, and there are more reorganizations, sometimes several in one month. Yet according to Wharton management professor Peter Cappelli, frequent reorganizations “are like doctors treating patients with antibiotics.” The medication … [ Read more ]

Content: Article | Source: Knowledge@Wharton | Subjects: Management, Organizational Behavior

Emerging technologies signal their arrival long before they blossom into full-fledged commercial success. However, the signal-to-noise ratio is initially so low that one has to work hard to appreciate the early indicators. The weak signals to be captured usually come from the periphery where new competitors are making inroads and unfamiliar technology paradigms are emerging. The periphery, however, is crowded with possibilities that may or … [ Read more ]

Content: Article | Source: Knowledge@Wharton | Subjects: Management, Strategy

Corporate identity is a crucial component of all firms, yet it is often overlooked until a crisis forces companies to confront change, argue Wharton management professor John Kimberly and colleague Hamid Bouchikhi. Managers at Nissan and Danone Group took identity into account when instituting change, the researchers suggest, while managers at Vivendi and Hewlett-Packard didn’t. Ford is wrestling with the issue now. Kimberly and … [ Read more ]

Content: Article | Source: Knowledge@Wharton | Subjects: Change Management, Strategy

The problem: Find a way to get more bang for the buck out of charitable donations. The strategy: Adopt techniques that worked well for venture capital firms in the 1990s – greater interaction between giver and recipient, and an emphasis on measurable results. The upshot: The birth of the movement variously called “venture philanthropy,” “social entrepreneurism,” “strategic philanthropy,” and “e-philanthropy.” But is it really a … [ Read more ]

Content: Article | Source: Knowledge@Wharton | Subjects: Nonprofit, Social Responsibility (ESG), Venture Capital