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
Efficient internal selling processes (ISPs) elude even market leaders. One global manufacturer reports that inside-firm reps and field reps spend 75% and 45% of their time, respectively, dealing with internal sales support and deal tracking. This study finds that such inefficiencies may lengthen sales cycles, impair customer satisfaction, and even drive customers away.
The Benefits of Ambidextrous SalespeopleMay 24, 2016
New study with implications for salesforce management
How to Identify and Better Manage Hunters and Farmers in the Sales ForceDec 22, 2014 Thomas E. DeCarlo and Son K. Lam, 2014, 14-122
In three empirical studies, examines the antecedents and moderating factors that influence salesperson hunting and farming orientations, and effects of salesperson ambidextrous behavior (i.e., having both orientations) on individual salesperson-generated profit margins.
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