Information Disclosure in Negotiating with Informed CustomersSep 12, 2019 Michael Ahearne, University of Houston, Yashar Atefi, Zachary Hall, Sebastian Hohenberg, and Florian Zettelmeyer, 2019, 19-129
Negotiation-based industries have lost the advantage of information asymmetry. Today, buyers can easily gather information about their intended purchase before…
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.
Poster: Organizational Buying and Innovation Adoption Under Share of Wallet ContractsApr 15, 2019 Navid Mojir, Harvard University
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.
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?
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