Marketing Topics

How Should Firms Onboard New Salespeople? The Relative Efficacy of Centralized Versus On-the-Job Training 

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 Age

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. 

Challenging the Marketing Status Quo

David Gal, University of Illinois at Chicago

Why do businesses fail to adapt as circumstances evolve? In this webinar, David Gal draws on lessons from the history of warfare, business, and science to identify the forces that serve to protect the status quo and how these forces can be overcome.

Poster: Organizational Buying and Innovation Adoption Under Share of Wallet Contracts

Navid Mojir explores the impact of “share of wallet” contracts on purchasing decisions and how they can potentially speed up diffusion of innovation in the context of a medical device market. 

Putting Analytics into Action: Using Cupcakes to Improve Business Outcomes

The best analytics in the world are useless if we don’t get the right information to the right people at the right time, and then ensure that they take action.