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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Today’s Drivers to Entrepreneurship

By Tim J. Smith, PhD May 12, 2004

Entrepreneurship is an economic activity. The levels of entrepreneurship are correlated with economic factors. A growing economy, as measured by GDP growth,…

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Tapping Salespeople’s Market Knowledge

By Tim J. Smith, PhD April 28, 2004

During the past few decades, the job of selling has been professionalized. What was once seen as a transaction oriented task best…

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Are “Best Practices” Yielding “Worst Results” in Pricing?

By Tim J. Smith, PhD April 28, 2004

Executives favor using “Best Practices” when managing business activities. For the most part, these “Best Practices” enable businesses to deliver the optimal…

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Relevancy of Market Research in Business Markets

By Tim J. Smith, PhD April 14, 2004

Competitive Advantages and Results from Implementing Researched Information Market segmentation in business markets is an underutilized tool. The subject of pricing readily…

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