Featured Article

Trump’s Tariffs

By Tim J. Smith, PhD March 12, 2025

Trump initiated tariffs with major U.S. trading partners on 1 February, then retracted them on 3 February. Executives across the North American continent expressed uncertainty regarding their preparedness for the possible supply chain and economic shocks. For executives at manufacturing and distribution companies with supply chains that stretch across borders, pricing decisions must be made at a highly accelerated pace to manage the economic shocks associated with new tariffs. Today, more than…

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In This Issue

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Why waste time with your Corporate Background?

By Tim J. Smith, PhD March 1, 2006

The time that salespeople spend with prospects is a valuable and precious commodity. Who wants to waste it with a corporate backgrounder?…

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Peeling the Customer Loyalty Onion

By James T. Berger February 1, 2006

As marketers seek to develop lasting relationships with customers and clients, the conventional wisdom focuses on developing these relationships through loyalty programs.…

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The Customer Loyalty Paradigm Is Ready for Main Street

By Tim J. Smith, PhD February 1, 2006

Geoffrey Moore’s Crossing the Chasm tells us to knock down Bowling Pins and gather Early Adaptors. Malcolm Gladwell’s The Tipping Point suggests…

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Success through Relationships

By Tim J. Smith, PhD January 1, 2006

Malcolm Gladwell poignantly demonstrates the value of personal relationships throughout The Tipping Point. In one of his stories, he tells of the…

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