Marketing Sales

Our search to understand what makes humans happy (or happier) goes back centuries. As does our enduring belief that if we just do the right thing, happiness will follow - that additional happiness will be doled out to us because we earned it, not due to the largess of a benevolent being. "...
by Baba Shiv, Sanwa Bank, Limited, Professor of Marketing "Failure" is a dreaded concept for most business people. But failure can actually be a huge engine of innovation for an individual or an organization. The trick lies in approaching it with the right attitude and harnessing it as a blessing...
STANFORD GRADUATE SCHOOL OF BUSINESS—Want to lose weight in 2011? You've got a better chance of pulling it off if you tell yourself, "I'd like to slim down and maybe lose somewhere between 5 and 15 pounds this year" instead of, "I'd like to lose 12 pounds by July 4." In a paper to be published in...
STANFORD GRADUATE SCHOOL OF BUSINESS —How do you pay your sales force in a way that motivates them to do the best job possible? The U.S. economy spends an estimated $800 billion annually compensating sales forces, almost three times the amount devoted to advertising, yet sales force compensation...
STANFORD GRADUATE SCHOOL OF BUSINESS—’Tis the season, and if you’re like most people you’ll probably end up dropping a heftier sum of cash than you’re comfortable with on presents for loved ones and colleagues. The findings of a recent study, however, might encourage you to think twice about what...
STANFORD GRADUATE SCHOOL OF BUSINESS — Product creators whose offerings or expertise are more clearly associated with one or two product categories have better sales than those whose goods or professional identity span multiple categories, according to a recently-published study. The more focused...
STANFORD GRADUATE SCHOOL OF BUSINESS—Movie theaters are notorious for charging consumers top dollar for concession items such as popcorn, soda, and candy. Are moviegoers just being gouged? Research from Stanford Graduate School of Business and the University of California, Santa Cruz suggests that...
STANFORD GRADUATE SCHOOL OF BUSINESS—After the Sept. 11, 2001, terrorist attacks many Americans reported dramatic changes in their behavior, from increased church attendance and charitable giving to—at the other end of the scale—overeating and overspending. Intrigued by these anecdotal reports,...
STANFORD GRADUATE SCHOOL OF BUSINESS—Direct-to-consumer advertising may help a drug company's competitors as much as it helps the advertiser's product by expanding demand for an entire category of drugs. On the other hand, well-timed advertising directed to doctors tends to boost sales of the...
STANFORD GRADUATE SCHOOL OF BUSINESS—The drugs your physician prescribes may well depend on the behavior of an opinion leader in his or her social network in addition to your doctor's own knowledge of or familiarity with those products. Pharmaceutical firms, pay attention. Marketing to opinion...

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