Posts by: Tim J. Smith, PhD

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Hints for Making Your E-Mail Marketing More Effective

By Tim J. Smith, PhD April 15, 2005

There is no question that e-mail, when used properly, can revolutionize your business-to-business sales and marketing effort. No longer must you fight…

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FUD – Use with Care.

By Tim J. Smith, PhD April 15, 2005

Sowing the seeds of FUD (Fear, Uncertainty, and Doubt) has a long history as a tool for swaying decision making. It would…

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Are You Alienating 75% of Your Prospects??

By Tim J. Smith, PhD February 2, 2005

Have you ever walked into someone’s office for a meeting and noticed that he checks his watch before he even sits down?…

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The 21st Century Business Tools

By Tim J. Smith, PhD February 2, 2005

Unless you take the time to fix your slice, no matter how much you practice your handicap will never improve. Similarly today’s…

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Welcome to James T. Berger, Managing Editor

By Tim J. Smith, PhD February 2, 2005

James T. (Jim) Berger, a professional writer, teacher and marketing consultant, will become Managing Editor of THE WIGLAF JOURNAL, effective February 1.…

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TWO OFF-THE WALL BUT ON-THE-MONEY TECHNIQUES FOR MORE EFFECTIVE COPY & BETTER CAPTION/PICTURE COMBOS.

By Tim J. Smith, PhD January 5, 2005

Here are two off-the wall, but right-on-the-money techniques for writing better copy faster and combining captions and pictures for a more powerful…

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Productivity Costs of Spam

By Tim J. Smith, PhD January 5, 2005

How much does Email Spam affect your company? If your company has 150 computer users making an average salary of seventy five…

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Machiavelli, Evolving, and Appreciation

By Tim J. Smith, PhD December 1, 2004

Learning from Machiavelli’s Career One might think that Machiavelli had a great career. His seminal masterpiece, The Prince, broke from the strictures…

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Purchasing Motivators

By Tim J. Smith, PhD November 10, 2004

What makes customers buy? Obviously, “need” acts as a strong purchasing motivator but “needs” are poor indicators of how purchasing desires are…

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Relationships, Relationships, Relationships

By Tim J. Smith, PhD October 27, 2004

It’s said that the three rules of retailing are Location, Location, Location. For branded consumer goods, the location paradigm is driven to…

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About The Author

timjsmith
Tim J. Smith, PhD, is the founder and CEO of Wiglaf Pricing, an Adjunct Professor of Marketing and Economics at DePaul University, and the author of Pricing Done Right (Wiley 2016) and Pricing Strategy (Cengage 2012). At Wiglaf Pricing, Tim leads client engagements. Smith’s popular business book, Pricing Done Right: The Pricing Framework Proven Successful by the World’s Most Profitable Companies, was noted by Dennis Stone, CEO of Overhead Door Corp, as "Essential reading… While many books cover the concepts of pricing, Pricing Done Right goes the additional step of applying the concepts in the real world." Tim’s textbook, Pricing Strategy: Setting Price Levels, Managing Price Discounts, & Establishing Price Structures, has been described by independent reviewers as “the most comprehensive pricing strategy book” on the market. As well as serving as the Academic Advisor to the Professional Pricing Society’s Certified Pricing Professional program, Tim is a member of the American Marketing Association and American Physical Society. He holds a BS in Physics and Chemistry from Southern Methodist University, a BA in Mathematics from Southern Methodist University, a PhD in Physical Chemistry from the University of Chicago, and an MBA with high honors in Strategy and Marketing from the University of Chicago GSB.