Sales and marketing

One study found that people were willing to pay about 21% more for a product when they were told it was crowdfunded.

Accounting for almost 30% of world GDP, the United States is the world’s largest and most demanding market for almost everything from oil to microprocessors to premium coffee. Companies around the world aspire to do business in the US, or at least with US companies in their home markets. By doing so, they learn much […]

A study of 3,500 posts offers insights for digital marketers.

More than half of Major League Baseball teams are using dynamic pricing. Others should follow.

An online tool takes objective and subjective factors into account.

It’s the new Swatch.

A source of customer complaints became a source of revenue.

Lessons from the head of McKinsey's negotiation practice.

Jimmy Wales, the founder of Wikipedia, got flack recently because he took special interest in a page about somone he was dating. The Wikipedia community will get over it, but the kerfuffle calls into question reputation, quality, and the very veracity of the site itself. This would be a salacious detail only of interest to […]

Context is key.

In the rush to automate, the marketing and sales function is the next frontier. As everybody knows, over the past decade information systems have been making great inroads in engineering and manufacturing. Automation has cut direct labor to a small fraction of production costs—an average of 8% to 12% in manufacturing companies. Therefore, wringing yet […]

“Smart” objects offer advertisers new opportunities.

As commercials migrate from television to the Internet, marketers need to use different techniques to keep viewers watching--and to encourage them to...

When Ben Franklin wrote Poor Richard’s Almanac and the words, “A little neglect may breed great mischief,” he did not have price fixing in mind. To the 47 executives in companies in the folding-box industry convicted of price fixing, however, the words seem tailored to fit. In those companies convicted under antitrust laws in 1976, […]

Are you in control of your content experience?

Luca de Meo, member of the board of management at Audi AG, discusses marketing, branding, and innovation--and how to succeed in each.

Contrary to popular belief, social media is not naturally more resistant to marketing tricks. It can be gamed. On Twitter, services exist to boost your follower count and give the impression that you’ve got a vast high-quality network. Bloggers can write articles rich with links that draw the attention of others who would hopefully link […]

Focus your analytics on your most valuable customers.

Firms have never known more about their customers, but their innovation processes remain hit-or-miss. Why? According to Christensen and his coauthors,...

A dozen interviews can be more useful than thousands of responses to a questionnaire.