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
Many executives do not realize the issues salespeople and customers face due to internal selling processes, but inefficient ISPs can have devastating effects on salesperson role perceptions, job satisfaction and performance, and turnover.
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.
MSI Awards Research Grants for “Thought Leadership on Sales”Jul 14, 2013
MSI and the Sales Excellence Institute (SEI) at the University of Houston are pleased to announce the winners of a research proposal competition to promote thought leadership on the sales profession.
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