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Marketing, Media & Sales Archive

October 16, 2014

Reframing Sales Effectiveness

Aligning Strategy and Sales is the best sales book of the year—and one that senior executives should read.
October 3, 2014

A Lesson for Marketers on Mobile Advertising

Advertisers are eager to take advantage of mobile channels, but they must carefully position their products to get consumers’ attention.
September 25, 2014

Enticing Consumers to Switch

For service companies seeking to lure customers away from their rivals, success lies in keeping it simple.
September 18, 2014

Best of Multimedia: A Roadmap to Understanding the Millennial Consumer

A new Adweek infographic reveals how millennials shop—and how marketers can reach them.
September 10, 2014

Location, Location, Location

Wharton marketing professor David Bell explores how the real world affects the success of internet companies.
September 4, 2014

Best of Multimedia: Marketing Myopia in 120 Seconds

An animated look at Theodore Levitt’s theory of why concentrating on customers matters more than a focus on driving sales.
September 3, 2014

Seeking Social Failures

IMD professor Mikolaj Jan Piskorski describes three concepts that can help companies craft more effective social strategies.
August 27, 2014

Strategies for Small-Business Survival

Bad economic conditions don’t necessarily mean a death sentence for small companies. They can employ multiple strategies to keep growing.
August 20, 2014

Price Elasticity Has Snapped

Contrary to Econ 101, your optimal price should be based on a variety of factors.
August 12, 2014

Competitive Narcissism: A Marketing Lesson

Getting and keeping the attention of the social media generation means making your brand all about them.
August 8, 2014

s+b Trend Watch: Supermarkets’ Misguided Strategy

Why are grocery stores building up while sales go down?
August 7, 2014

A Full Mouth during Ads Means Half the Attention

Marketers probably don’t want consumers to watch commercials while they eat.
August 4, 2014

Apple Makes a Smart Bet on Beats

Apple is buying the electronic company’s expertise in human-centered design, not its market share.
July 23, 2014

Beach Reading…Boardroom Style

Your summer vacation is the perfect time to relax, lie back, take in some sun, and learn something new about leadership.
July 7, 2014

Why Marketers Should Be Followers

Itamar Simonson and Emanuel Rosen describe new patterns in consumer decision making that are shaking up traditional marketing strategies.
July 1, 2014

What Marketers Can Learn From Contemporary Art

Economist Don Thompson says a product’s value can rise if it’s accompanied by a compelling backstory, reputation, or buying experience.
June 4, 2014

What’s Your Platform, Baby?

The key to tech customer loyalty isn’t about being the biggest—it’s about embracing the smallest.
June 2, 2014

The Amazon Model: If You Can’t Beat ’Em, Work with ’Em

A company that collaborates with its rivals can create more business for itself.
May 19, 2014

When Big Data Isn’t an Option

Companies that only have access to “little data” can still use that information to improve their business.
May 14, 2014

What Part of No Don’t You Understand?

Two new books suggest that how salespeople respond to “no” is a primary determinant in their success.
May 12, 2014

Is Tech Eroding Consumer Loyalty?

In many categories, the value of brands may be in decline.
May 8, 2014

Getting Value Propositions Right, with Data and Analytics

In order to fend off competitors and foster growth, large CPG companies must bring the prices they set for products in line with their value to consumers.
April 30, 2014

Note to Content Creators: The Mobile Web Is Not Saving You from iTunes

The app markets are winning—it’s time to focus on working (and winning) within them.
April 28, 2014

Growing When Your Industry Doesn’t

Success and profits flow to companies with uniquely valuable market propositions—regardless of their sector.
April 25, 2014

I Scream, You Scream (But Only When the Price Goes Up)

The ice cream market reveals that consumers don’t mind smaller packaging as much as they do bigger price tags.
April 9, 2014

(Tacit) Knowledge Is Power

Sharing soft data between salespeople and marketers can boost a company’s innovation efforts and improve its relationship with customers.
March 27, 2014

Is Apple’s Meteoric Rise Leading to a Devastating Drop?

The very business model that made the company so wildly successful could eventually cause its downfall.
March 25, 2014

Diesel Gets Automakers’ Vote of Confidence

Automakers are far more confident about diesel’s popularity in the U.S. than they are about hybrids or electric cars. Here's a look at the real value of diesel.
February 28, 2014

Best of Multimedia: The History of Facebook

A new infographic tells the story of Facebook over the past decade, from college intranet to global sensation.
February 26, 2014

Why Coach Mike Rice Boiled Over (and How You Can Avoid the Same Fate)

Leaders must learn to tell the difference between strong emotions that can lead to constructive change, and those that can tear an organization apart.
February 26, 2014

Muckraking Is Alive and Well

In The Watchdog That Didn’t Bark, Dean Starkman rebukes the business press for missing the epic fraud that led to the Great Recession. 
February 20, 2014

Are Corporate Sponsorships Worth It? Investors Say No

Unless a company is backing a philanthropic event, U.S. investors tend to be unhappy with corporate sponsorships.
February 12, 2014

How’s Your Brand’s Love Life?

Consultant and author Tim Halloran thinks it’s time to inject some romance into brand marketing.
February 11, 2014

A Step-by-Step Guide to Winning the Customer

Companies that understand the stages of consumer purchasing decisions have an outsized influence in their outcome.
February 6, 2014

The Power of Positive Advertising

Consumers respond better to commercials with emotional appeal than to neutral ads or those that are too informative.
January 27, 2014

How to Choose the Right Digital Marketing Model

Four clear paths for winning and retaining customers today.
January 24, 2014

Best of Multimedia: The “Big Data” Landscape

What’s really happening with the 2.5 exabytes of data created every day.
January 8, 2014

New Year’s Resolution: Become a Thought Leader

A study guide for aspiring gurus.
December 20, 2013

Best of Multimedia: Social Media’s Impact on the Arab Spring, Wall Street, and Outer Space

This visual snapshot shows social media’s central role in communication from 2008‒13.
December 19, 2013

Being Nice to New Hires Is Good for Business

New hires who receive positive support from their bosses and co-workers during their first 90 days on the job tend to have better long-term performance.
December 16, 2013

“Little Data” Matters, Too

Big data is an invaluable source of insight, but companies with limited access to analytics can still find information to improve their business.
December 11, 2013

How Creepy Is Your Company?

In The Circle, novelist Dave Eggers creates a techno-dystopia that does a better job of  driving home the dangers of digitization than any nonfiction polemic to date.
December 5, 2013

Dear Santa: Consumers Prefer DIY Products

As consumers increasingly expect to be able to customize the products they buy, giving them creative control over the assembly process makes them value a product more.
December 4, 2013

Make Big Bets

Harvard Business School professor Anita Elberse argues that making a few big gambles may be a safer long-term strategy than sticking to small investments.
December 2, 2013

Best Business Books 2013: Marketing

Is Your Brand Experienced?
November 27, 2013

When It Comes to Customer Service, Don’t Say No

Lewis P. Carbone, author of Clued In: How to Keep Customers Coming Back Again and Again, introduces an excerpt on how to eliminate negative cues from The Effortless Experience: Conquering the New Battleground for Customer Loyalty, by Matthew Dixon, Nick Toman, and Rick DeLisi.
November 21, 2013

The Psychology of Pricing: Customers Prefer Round Numbers

Business managers may think they’re fooling customers with a $4.99 price tag, but a new study shows most consumers would rather pay $5.00.
November 4, 2013

Why You Should Create Multiple Supply Chains

Manufacturers that take a positive view of product proliferation are better meeting the demands of their customers.
October 24, 2013

Slow and Steady Firms Win the Survival Race

New businesses may be tempted to expand as quickly as possible, but such rapid growth can doom a fledgling company.