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Increasing numbers of companies are taking elements of “yield pricing” or “yield management,” a pricing strategy originally developed for perishable service sector…
More Why does the price of pen vary so much? Functionally, they are all simply writing instruments for applying ink to paper. We…
More When I first started teaching marketing to DePaul University undergraduates, I used a textbook that had short one-page cases. In solving the…
More Every budget tells a story. They begin with dreams that rise in spite of challenging conditions. Line items are characters with specific…
More With yearend approaching, many companies are thoroughly immersed in the annual rite of autumn – the sales and marketing budgeting process. Increasingly,…
More Often overlooked by the numbers crunchers in the urge to merge is a crucial principle of modern marketing – analysis of customer…
More Are you pedantic or socratic when you sell? Which should you be? How do you go from one to the other? Or,…
More Contrary to popular belief, salespeople are not motivated by money alone. Researchers have demonstrated that three other factors strongly contribute to a…
More Perhaps the most examined structural motivation tool is the incentive structure of the compensation package. Managers have tinkered with this issue more…
More How do managers motivate salespeople to perform? Much research has revealed a number of tools that managers can deploy to motivate their…
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