Idea posted: February 2014

Institutions: Hebrew University of Jerusalem    The Wharton School of the University of Pennsylvania   

In 1995, Japanese telecommunications giant NTT agreed to distribute a new product featuring new technology, but rejected the offer of exclusivity to the Japanese market. Going against the conventional wisdom…

Idea posted: January 2014

Institutions: Cranfield University School of Management   

There has been a growing trend in recent years for suppliers to differentiate their products through services, rather than solely through products. Consider the case of Apple, whose market share…

Idea posted: December 2013

Institutions: Drexel University LeBow College of Business    New York University Stern School of Business    University of Pittsburgh Joseph M. Katz Graduate School of Business    University of Texas McCombs School of Business   

A team of researchers used video tracking to observe consumers in real time during the entire shopping process. Analysing the video, the researchers were able to distinguish a number of…

Idea posted: December 2013

Institutions: University of California, Berkeley    Harvard University   

Research dating as far back as the early 20th century has shown that the first argument presented to humans on even complex topics has greater persuasive appeal and is more…

Idea posted: November 2013

Institutions: University of Amsterdam    Tuck School of Business    University of Groningen   

This is the age of multichannels. Companies today are selling their wares through the Internet, catalogues and bricks-and-mortar stores. Not all channels, however, are cost-effective, especially given the low-cost opportunities…

Idea posted: October 2013

Institutions: University of Chicago Booth School of Business    University of North Carolina Kenan-Flagler Business School   

What happens when a business has more orders that it can fill? While the situation may seem to be a happy one, resolving the dilemma effectively is key to maintaining…

Idea posted: October 2013

Institutions: University of St. Gallen    Goethe University Frankfurt    New York University Stern School of Business   

Customers are considered a firm’s most important asset, and acquiring and retaining them is a vital concern for managers. But how exactly do managers make customer management decisions? According to…

Idea posted: September 2013

Institutions: Saïd Business School, University of Oxford    Franklin and Marshall College    Quinnipac University    Bentley University    Brandeis University   

Imagine rushing into a store to grab a bottle of wine on your way to a dinner party and encountering a salesperson who wants to share their extensive knowledge of…

Idea posted: August 2013

Institutions: Insper   

Word of mouth (WOM) behaviour has attracted a lot of attention from marketing executives in recent years, particularly in light of the increase in size, number and character of online…