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Theodore Levitt claimed that the primary reason for the growth of any industry to be threatened, slowed or stopped is not because the market is saturated. Rather, it happens when the industry leaders define their markets by focusing primarily on their products/services and not on their customers’ underlying needs. How does this apply to telecom?
More Will Groupon Rewards result in a competitive advantage? Mathew Malone doesn’t think so. Read why.
More 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.
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According to Young & Rubicam’s BAV measures, the four pillars of brand value are Knowledge, Relevance, Esteem, and Differentiation. On which of…
More 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.
More 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?
More 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
More 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.’
More 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.
More “Taking a defensive position can, at best, only limit losses. And we need gains.” Peter Drucker, HBR, (1961). Core values drives performance. …
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