Sales Effectiveness - Publications - Faculty & Research

02 Aug 2016
First Look

August 2, 2016

the response. The small price effect, compared to the large message effect, can be explained by two countervailing effects of a lower price: an inducement to settle early, but a lower threat of escalation. Furthermore, acknowledging... View Details

Keywords: Sean Silverthorne

08 Sep 2016
News

How We Make It Work

never work late or on weekends. I’ve found that if you work efficiently during the day, you can “just leave” at 5:30 or 6. These are pretty simple things, but over the years the effect of being home for dinner and to see the kids added... View Details

29 Sep 2008
Research & Ideas

Financial Crisis Caution Urged by Faculty Panel

historical background, Retsinas said that prior to the Depression, people who wanted to buy a home were typically required to make a 50 percent down payment. They were issued a 5-year interest-only note, and effectively crossed their... View Details

Keywords: by Martha Lagace; Financial Services

04 Apr 2019
Cold Call Podcast

Can Mark Zuckerberg Rebuild Trust in Facebook?

who did the invasion on behalf of Cambridge Analytica. And I just think that's wrong. I think if you’re a leader, you have to take responsibility for everything that happens. Kenny: What kind of effect is this having on other people at... View Details

Keywords: Re: Andi Wang

16 Sep 2015
News

Built for Speed

its revenues every year since reporting its first sales in 2010. “Right now the public is only just beginning to get an idea of what Local Motors can do.” “Right now the public is only just beginning to get an idea of what Local Motors... View Details

Keywords: Dan Morrell; Machinery Manufacturing; Manufacturing

24 Oct 2017
Research & Ideas

Tax Reform is on the Front Burner Again. Here’s Why You Should Care

value-added tax. We're the only developed economy that doesn't do it. We have state and local sales taxes, but we don't have any broad-based value-added tax. I think most tax economists have long thought it's a strange arrow to have kept... View Details

Keywords: by Sean Silverthorne

01 Mar 2014
News

The Solution to the Global Food Crisis Just Might Come from Nigeria

of product, and then more than quadrupled sales the following year. In 2012, a year the company invested in a dedicated processing facility, it sold more than 70 tons, and were on track to source 100 tons from smallholders in 2013. In the... View Details

Keywords: Francis Storrs; John H. Davis; Michael Halse; Crop Production; Agriculture; Administration of Economic Programs; Government; Food Manufacturing; Manufacturing

Publications