Sales Promotions - Publications - Faculty & Research

01 May 2008
Research & Ideas

The Marketing Challenges of the China Olympics

events can boost brand awareness, preference, and sales over competitors who cannot afford the global sponsorship prices set by the International Olympic Committee. Lenovo hardly wishes to be known as the Chinese PC company that consumers... View Details

Keywords: by John Quelch; Sports

28 Feb 2017
First Look

First Look at New Research, February 28

of promoting from within, particularly with its chefs, and it took time to develop the necessary talent. Now DO & CO faced a decision: What type of growth should it pursue, and at what pace? Purchase this... View Details

Keywords: Sean Silverthorne

22 Oct 2018
Sharpening Your Skills

Motivate Me, Please

governments to get citizens to do the right thing. Hiding From Managers Can Increase Your Productivity Forget management by walking around. Decreasing workplace transparency can increase worker productivity. Money and Quotas Motivate the View Details

Keywords: by Sean Silverthorne

01 Feb 1999
News

Newman's Own Brand of Charity

and a modest investment of $40,000 in personal funds, Newman's Own grossed about $3.2 million in sales during its first year, generating a pretax profit of $373,000. Over the years the company's offerings have expanded to include other... View Details

02 Mar 2015
Research & Ideas

‘Retail Revolution’ Excerpt: The Scale of the Ecommerce Threat

apart. “If this cycle continues, whole retail chains can quickly become full of zombie stores” Taken all together, lower price points, decreased traffic, and smaller baskets means lower sales and margins for brick-and-mortar stores. Given... View Details

Keywords: Re: Rajiv Lal; Retail

Profile

Carlos Coto

seeing tellers as a cost, and instead, trained them to take advantage of sales opportunities?" Carlos made the pitch then rolled out a plan. In one year, floor sales increased by 120%. Carlos received... View Details

01 Oct 1998
News

A Career to Smile About

Whether jetting around the world or working from Colgate-Palmolive's midtown Manhattan headquarters, Lois Juliber has helped her company become a consumer-products powerhouse that does business in 212 countries and derives 75 percent of its View Details

Keywords: Dun Gifford, Jr.

Profile

Ben Seipel

progressed from West Point to aviation training. And he had served two 12-month tours of duties in Afghanistan, where he lead helicopter companies of the 101st Airborne. Most importantly, Ben had just received notice of a pending View Details

Keywords: Tech

Web

The Route of the Exhibition - The High Art of Photographic Advertising - Baker Library | Bloomberg Center

possibilities of advertising as a sales tool for various types of products and sizes of firms and to formulate effective plans of sales strategy involving its use in conjunction with other View Details

02 Jan 2019
News

Not Waiting for Progress

civil rights movement leader Reverend Ralph Abernathy was Diamond’s godfather. Diamond credits his mother—who worked in sales with Mary Kay cosmetics—with instilling in him a “high level of enthusiasm about business in general, and... View Details

Keywords: Deborah Blagg

24 Oct 2024
Blog Post

Trailblazing Success with Global Reach and Impact: Scott Wallinger (AMP 82, 1979)

forestry operations across the company. In 1974, at the age of 33, I was promoted to Division Manager of the Timberlands Division, overseeing 1.2 million acres of forest land across six southeastern states. The division was a profit... View Details

23 Aug 2011
First Look

First Look: August 23

that exposure to informational advertising can decrease the consumer's tendency to purchase the promoted product. The structural estimates imply that an exposure to a single advertisement decreases the consumer's probability of not... View Details

Keywords: Sean Silverthorne

27 Dec 2015
Research & Ideas

The Most Popular Stories and Research Papers of 2015

readers, tell us what you think were the most significant trends, ideas, or management lessons from 2015. Then look ahead to next year. How do you think the 2016 presidential election will change the American economy? Will there be breakthroughs in View Details

21 Jul 2008
Research & Ideas

Solving the Marketing Resources Allocation Puzzle

customers to target, which new customers to acquire, and how to balance resources between promotions and advertising, allocate promotional dollars, and determine the effectiveness of word-of-mouth... View Details

Keywords: by Sean Silverthorne

02 Jun 2009
First Look

First Look: June 2, 2009

technology, file sharing has not undermined the incentives of authors to produce new works. We argue that the effect of file sharing has been muted for three reasons: First, the cannibalization of sales that is due to file sharing is more... View Details

Keywords: Martha Lagace

04 Nov 2002
Research & Ideas

From Lone Star to Team Player

keep rewarding and promoting them. Managers may feel that they need them, of course, as they do perform well. So it is pretty gutsy to fire them in today's rather poor economic environment. But if you're really serious about building a... View Details

Keywords: by Mallory Stark

Web

Bibliography - The Human Factor - – Baker Library | Bloomberg Center, Historical Collections

Harvard Business School Press, 1987. General Electric Publicity, 1924: A Review of the Publicity Activities and Facilities for Promoting the Sale of G-E Products. Schenectady, N.Y.: Publicity Department,... View Details

16 Jul 2018
Blog Post

3 Key Take-a-Ways From My Summer at Zalando

geographies it covers. 3. Zalando Lounge Campaign and Content Production Tour Zalando Lounge is Zalando’s shopping club. With +15M registered members, it offers daily sales promotions of fashion and... View Details

Keywords: Consumer Products / Retail

26 Feb 2008
First Look

First Look: February 26, 2008

literature that suggests firms reduce marketing expenditures in order to boost reported earnings, we find that soup manufacturers roughly double the frequency of all marketing promotions (price discounts, feature advertisements, and aisle... View Details