Entrepreneurial Sales And Marketing - Publications - Faculty & Research

29 Mar 2010
Research & Ideas

Ruthlessly Realistic: How CEOs Must Overcome Denial

of him and his company. But eventually, when sales of his breakthrough, no-frills Model T began to flag because car buyers became interested in style, not just functionality, Ford refused to face facts. He... View Details

Keywords: by Martha Lagace; Auto; Retail; Technology

10 Jun 2013
Research & Ideas

How Numbers Talk to People

particular CSI story involved lost revenue on hotel payment transactions. Analysis of data suggested that after a customer had selected a hotel, filled in the travel and billing information, then clicked the "Buy Now" button, a... View Details

13 Jun 2017
Blog Post

Benefits of the MS/MBA: Engineering Sciences Program

like Launching Tech Ventures, Strategy & Technology, Scaling Tech Ventures, and Entrepreneurial Sales and Marketing. He also spent much of... View Details

23 Feb 2009
Research & Ideas

Creative Entrepreneurship in a Downturn

systematically identify opportunities all around them. Martha Lagace: Your work highlights many opportunities for innovation and success despite the serious market conditions facing entrepreneurs. What about... View Details

Keywords: by Martha Lagace

Jul 22 2016
Testimonial

Reaching the Next Stage of Your Career

2009
Working Paper

Crafting Integrated Multichannel Retailing Strategies

Multichannel retailing is the set of activities involved in selling merchandise or services to consumers through more than one channel. Multichannel retailers dominate today's retail landscape. While there are many benefits of operating multiple channels, these... View Details

Keywords: Marketing Channels; Marketing Strategy; Distribution Channels; Sales; Integration; Retail Industry

Citation

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Apr 20 2016
Testimonial

Keeping Pace in the Digital Space

24 Feb 2014
Research & Ideas

Busting Six Myths About Customer Loyalty Programs

There are three ways to differentiate in retailing: location, location, and location. The problem is that as markets mature, location becomes less potent as a competitive advantage because the consumer has a... View Details

Keywords: by Marcel Corstjens & Rajiv Lal; Retail; Consumer Products

Mar 04 2016
Testimonial

Finding a New Approach to Success

15 Dec 2014
Research & Ideas

Deconstructing the Price Tag

they are way out of whack with the market norm—and when the firm makes it clear that its own markup is much higher than what competitors charge. For instance, if a company charges $30 for a T-shirt, but emphasizes that competitors are... View Details

Keywords: by Dina Gerdeman; Retail

26 Jul 2010
Research & Ideas

Yes, You Can Raise Prices in a Downturn

Ross to write the paper "Performance Pricing in Tough Times." Shapiro, an authority on marketing strategy and sales management, is the Malcolm P. McNair Professor of... View Details

Keywords: by Sean Silverthorne; Retail; Consumer Products

27 Oct 2014
Research & Ideas

The Coffee Economy That Bloomed Out of Nowhere

her academic career studying the coffee economy of southern Mexico in the nineteenth and early twentieth centuries. While her geographical focus is narrow, her research yields insights into export economies—and broad lessons for anyone... View Details

Keywords: by Carmen Nobel; Food & Beverage; Agriculture & Agribusiness

Mar 17 2016
Testimonial

Dwyane Wade Goes One-on-One with Professor Elberse

Jul 26 2016
Testimonial

Challenging Norms in a Changing Industry

Jun 22 2016
Testimonial

Learning from Peers in a Truly Open Environment

22 Sep 2009
First Look

First Look: September 22

sales per worker does not support the higher returns for entrepreneurship rationale. Our evidence suggests that entrepreneurship is higher when fixed costs are lower and when there are more View Details

Keywords: Martha Lagace

Apr 27 2015
Testimonial

Transform Your Leadership in Four Days

01 Dec 2005
News

Buy the Book

recognition, Patterson regularly outsells other “brand-name authors” such as Stephen King and Tom Clancy by simply publishing more books, averaging three titles each year with the occasional assistance of a coauthor. Patterson brings an... View Details

Keywords: Julia Hanna; Colleges, Universities, and Professional Schools; Colleges, Universities, and Professional Schools; Colleges, Universities, and Professional Schools; Colleges, Universities, and Professional Schools

Mar 09 2016
Testimonial

A New Outlook on the Day-to-Day

August 1983 (Revised May 1985)
Case

Jamestown Co.

By: Benson P. Shapiro and Edward J. Hoff

In May 1983 Ms. Katherine O'Brien, vice president of marketing, was deciding whether Jamestown should discontinue the use of independent representatives in favor of a direct company salesforce. Jamestown sold informal stoneware dinnerware through department and gift... View Details

Keywords: Decision Making; Leadership Style; Marketing Channels; Salesforce Management

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