Personal Selling - Publications - Faculty & Research

12 Jun 2006
Research & Ideas

The Promise of Channel Stewardship

but an insufficient grasp of the details, and CMOs (chief marketing officers) often view go-to-market decisions as being tactical. What passes for channel strategy often rests with sales divisions, but their primary motivation is to sell... View Details

Keywords: by V. Kasturi Rangan & Marie Bell; Consumer Products

07 Nov 2017
First Look

New Research and Ideas: November 7, 2017

implementing a fleet management system in the construction industry. Fleet management would involve a shift from selling power tools to leasing them as a service. For Hilti, it represented an entirely new business model, which would... View Details

Keywords: Carmen Nobel

26 Feb 2020
News

Phoenix Rising

clothing and accessories inspired by Hellenic heritage, was to source silks and embroidery from traditional craftswomen throughout the region, whose skills were no longer finding demand, and sell the products internationally. It was a... View Details

Keywords: Jen McFarland Flint

10 Dec 2014
News

Front-Row Seat

Bradley’s personal involvement in its digital strategy and the recruitment of key positions is clear. But that success has been like the man himself—dramatic yet understated. The turnaround deployed two key tactics central to any... View Details

Keywords: Julia Hanna; digital media; Corporate, Subsidiary, and Regional Managing Offices; Management

15 Dec 2009
First Look

First Look: Dec. 15, 2009

uniform and are typically assessed on final goods. However, trends in capital taxation are mixed, and capital income tax rates remain well above the zero level recommended by theory. Moreover, some of theory's more subtle prescriptions, such as taxes that involve View Details

Keywords: Martha Lagace

17 Jan 2012
First Look

First Look: January 17

consumers. One view argues intermediaries provide valuable product education and guide consumers towards suitable products. Consumers understand how commissions affect agents' incentives and make optimal product choices. The second view argues that intermediaries... View Details

Keywords: Sean Silverthorne

07 Feb 2012
First Look

First Look: February 7

Small, Devin G. Pope, and Michael I. Norton Publication:Social Psychological and Personality Science (forthcoming) Abstract We document an age penalty in racial discrimination: charitable behavior toward African American children... View Details