The Organic Growth PlaybookOct 02, 2018
Bernard J. Jaworski, Claremont Graduate University
Most conventional approaches to spurring growth focus on creating a favorable, differentiated impression of the company’s products in the minds of customers. The problem is that it’s not a reliable formula for faster growth.
The Extensions and Ends of Influence: E-Mail to Exploding DealsApr 13, 2018 Cait Lamberton, University of Pittsburgh
Scarcity is one of Cialdini's most time-honored and consistently-used principles of influence, but does it hold true in digital environments?
Using Artificial Intelligence When Customers Decide to BuyApr 13, 2018 Joe Fuster, Head of Customer Experience Cloud, Oracle Corporation
In his talk, Joe Fuster will look at the triggers that B2B and B2C firms can manage in the buying process.
Liars! Detecting Fictitious Product Reviews via a Combination of Automatic Text Analysis and ExperimentsDec 14, 2017 Webinar featuring Ann Kronrod, University of Massachusetts, Lowell
Fraudulent user-generated content is harmful for both consumers and marketers and increases uncertainty about consumption experiences and offerings.
Winning Sales before Selling: An Investigation of Business-to-Business Salesperson Attitude towards Internal Selling ProcessesDec 7, 2017 Son K. Lam, Andrea L. Dixon, and Thomas E. DeCarlo, 2017, 17-126-12
Many executives do not realize the issues salespeople and customers face due to internal selling processes, but inefficient ISPs can have devastating effects on salesperson role perceptions, job satisfaction and performance, and turnover.
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