Marketing is a Luxury?

By Tim J. Smith, PhD | August 2, 2002

It is said that Marketing is a luxury, especially in B2B or Industrial Markets. When the economic outlook is poor, many firms halt marketing since they view marketing as a wasteful extravagance. Classifying marketing as a luxury poses a problem in logical consistency however: If marketing is a luxury, why do companies participate in marketing…

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Revenue Generators – Follow-up on Putting it on the Line

By Tim J. Smith, PhD | August 1, 2002

Earlier this month, we examined compensation packages for revenue generators. In regards to compensation plans in which sales people put 100% of their pay at risk, we asked: (1) is 100% incentive based pay a sound strategy? and (2) is it practiced? The results of our reader survey and interviewing have arrived. (See Revenue Generators)…

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