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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Pedantic or Socratic?

By Tim J. Smith, PhD October 5, 2005

Are you pedantic or socratic when you sell? Which should you be? How do you go from one to the other? Or,…

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Non-Monetary Motivators

By Tim J. Smith, PhD September 12, 2005

Contrary to popular belief, salespeople are not motivated by money alone. Researchers have demonstrated that three other factors strongly contribute to a…

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Motivating through Monetary Incentives

By Tim J. Smith, PhD September 12, 2005

Perhaps the most examined structural motivation tool is the incentive structure of the compensation package. Managers have tinkered with this issue more…

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Motivating the Sales Team

By Tim J. Smith, PhD September 12, 2005

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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