Featured
Reports
Invest or Harvest: Dilemma Reexamined
How should companies allocate scarce resources between consumption and investment, exploitation and exploration, and value appropriation and creation?
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Reports
Trade-offs in Online Advertising: Advertising Effectiveness and Annoyance Dynamics across the Purchase Funnel
When does display advertising cease to be effective and instead, become annoying?
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Videos
Getting Beyond the Obvious: Finding Real Insight in a World Overflowing with Data
Liam Fahey outlines an innovative process that can help your organization develop a richer understanding of your marketplace, leading to more effective strategies and action plans.
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Reports
The Impact of Device Used in Digital Paths on Deadline-Driven Purchase Decisions
Researchers investigate conversion rates on mobile versus desktop for deadline-driven purchases (event tickets) to see how the consumer’s choice of device in the digital path to purchase influences conversion rates.
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Reports
How Should Firms Onboard New Salespeople?
How do blended, on-the-job training programs compare to traditional centralized training programs?
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Videos
Fit and Authenticity in Sponsorship and other Horizontal Marketing Partnerships
T. Bettina Cornwell discusses authenticity in partnerships—why you want it, how you measure it, and what it gives you.
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Articles
We're so excited Barbara Kahn has begun her tenure as 2019-2021 MSI Executive Director!
You can reach Barbara at kahn@wharton.upenn.edu.
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Reports
Selling in the Digital Age
Why do sales approaches still assume that shoppers are uninformed, uncertain, and undecided?
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Reports
The Causal Effect of Service Satisfaction on Customer Loyalty
Previous studies have significantly underestimated the gains in lifetime value from improving service satisfaction
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Reports
Not All Debt Is Created Equal
What is the role of marketing in contributing to debt uptake and repayment?
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