Salespeople's motivation is the essential factor in value-based selling—the process of presenting a product or service in terms of the value it creates for customers—especially when the value proposition is based on the ...
Economics & Business
Apr 10, 2023
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The COVID-19 pandemic has had clear consequences for the Swedish fashion industry. Digitalization has accelerated, while efforts to attract customers to physical stores have stagnated. A development that will continue, according ...
Social Sciences
Mar 9, 2023
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How can a sports team win off the field with variable ticket pricing strategies? A new study in the journal Management Science sheds light on the adoption of variable pricing increases in primary market ticket sales by looking ...
Economics & Business
Jan 24, 2023
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The share of e-commerce retail sales in the United States has grown steadily over the last decade. This trend has been driven by retailers with traditional brick-and-mortar stores adopting online channels to connect to customers. ...
Economics & Business
Jan 17, 2023
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The holiday shopping season can make or break some businesses. A new study from the University of Missouri has found businesses that know how to leverage the enthusiasm of their new salespeople and the experience of their ...
Economics & Business
Dec 14, 2022
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26
Does gender matter in commercial real estate transactions? Not in the outcome of the sale, but gender plays a role because of a common affinity bias among property owners, according to a study by researchers at The University ...
Social Sciences
Dec 7, 2022
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During the pandemic, reading took on new meaning. People turned to books for comfort. Some read to confront difficult issues, especially following the murder of George Floyd in 2020. Others used reading as a way to care for ...
Social Sciences
Dec 7, 2022
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Givers frequently struggle when it comes to choosing presents recipients really want, according to Julian Givi, a West Virginia University expert on gifting.
Social Sciences
Nov 21, 2022
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This holiday season is expected to set another record for online sales, according to the National Retail Federation. But if consumer habits mirror previous years, 20% to 30% of the merchandise will be returned. It's a big ...
Social Sciences
Nov 17, 2022
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47
New research in the journal Marketing Science, conducted by researchers at the University of Chicago and University of Washington, finds a 10% increase in TV product placement for cigarettes increases sales by 2% for the ...
Economics & Business
Oct 26, 2022
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