Archives posted in: Communication

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…

By Tim J. Smith, PhD August 4, 2004

Inovis, privately held by Golden Gate Capital, did $100 million in revenue in 2003 and has over 17,000 customers. Their focus has…

By Tim J. Smith, PhD July 21, 2004

“She who controls the frame, controls the decision.” Frame refers to the perspective used in evaluating different options in a decision making…

By Tim J. Smith, PhD July 21, 2004

Lincoln Mercury proudly announced their one and only clearance sale on the 2004 Lincoln Navigator. Corporate executives took out a full page…

By Tim J. Smith, PhD July 21, 2004

With over 25 years of experience, this UK public company achieved roughly $120 million in revenue in 2003. Currently, they are seeking…

By Tim J. Smith, PhD October 1, 2003

This summer I had the pleasure of visiting Cesky Krumlov, a Renaissance city in southern Bohemia, now a part of the Czech…

By Tim J. Smith, PhD June 25, 2003

Introduction The Internet has become the medium to get one’s message out to the world. Many companies are successful in utilizing Web…

By Tim J. Smith, PhD February 5, 2003

In the past decade, we have continually heard selling messages focused on the provision of business value. But what is business value?…

By Tim J. Smith, PhD January 22, 2003

In his controversial new book “The Fall of Advertising and the Rise of PR,” marketing legend Al Ries argues that traditional advertising…

By Tim J. Smith, PhD November 13, 2002

On Thursday, November 7th, Chicago hosted two events of high interest. At the Sheraton, business leaders met for the first day of…