How Vigilant Marketers Keep Their Companies AheadOct 23, 2019
George Day, University of Pennsylvania
This Lunch Lecture @ MSI will reveal how and why vigilant organizations have an advantage over their vulnerable rivals who often miss the early signals.
Being Systematically CreativeSep 20, 2019 Jeffrey Parker, University of Illinois at Chicago
Jeff Parker will present a “systematic” approach to creative idea generation that can complement many contemporary creative ideation methods, such as Design Thinking, and can be used by groups (as is the case with brainstorming) and individuals alike.
Getting Beyond the Obvious: Finding Real Insight in a World Overflowing with DataAug 22, 2019
Liam Fahey, Partner, The Leadership Forum
Liam Fahey will outline an innovative process that can help your organization develop a richer understanding of your marketplace, leading to more effective strategies and action plans.
How Should Firms Onboard New Salespeople? The Relative Efficacy of Centralized Versus On-the-Job TrainingAug 2, 2019 Michael Ahearne and Phillip Wiseman, University of Houston, Zachary Hall, Texas Christian University, and Seshadri Tirunillai , 2019, 19-125-08
Digitally supported on-the-job training can offer cost savings over centralized training programs. This quasi-experiment finds that such programs can improve performance as well – if the sales manager has the bandwidth to provide guidance early on in a new hire’s tenure.
Selling in the Digital AgeJul 16, 2019 Michael Ahearne, University of Houston, Zachary Hall, Texas Christian University, Partha Krishnamurthy and Mohsen Pourmasoudi, 2019, 19-123-07
Today, many people know a lot about what they want to buy. What happens when they encounter salespeople whose approaches assume that they are uninformed and undecided? Data from 356 sales encounters shows a drop in purchase likelihood, sales revenue, and customer satisfaction when salespeople deploy "classic" sales models.
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