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Academia Isn't a Safe Haven for Conversations About Race and Racism
Leadership & Managing People Digital ArticleHow so-called progressive spaces silence people of color. -
How to Penetrate the US Market
Marketing Digital ArticleAccounting 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 […] -
Conflicted Consumers
Organizational Development Digital ArticleHow green are consumers in the U.S.? On one level, we haven't really changed all that much. Many pundits argue persuasively that without the rapid rise... -
How Brands Can Follow Through on the Values They're Selling
Leadership & Managing People Digital ArticleA roadmap for effective advocacy. -
Data Privacy Rules Are Changing. How Can Marketers Keep Up?
Technology & Operations Digital ArticleAnalytics and automation technologies make it easier than you might expect. -
Making the Business Case for Your Marketing Budget
Sales & Marketing Digital ArticleHow CMOs can move beyond short-term metrics and convince their colleagues that long-term growth requires patience. -
“Actually,” She Said, “He Works for Me.”
Consumer behavior Digital ArticleSurprised by a gender stereotype? React calmly, directly, and move on. -
When People Pay Attention to Video Ads and Why
Marketing Digital ArticleContext is key. -
How to Fight Discrimination in AI
Technology & Operations Digital ArticleTackling one of the toughest questions about algorithmic bias. -
Go Downstream: The New Profit Imperative in Manufacturing
Business models Magazine ArticleNow that providing services is more lucrative than making products, the old foundations for success in manufacturing are crumbling. Smart manufacturers are creating new business models to capture profits at the customer’s end of the value chain. -
Look to Consumers to Increase Productivity
Personal productivity Magazine ArticleWhen productivity is a problem in manufacturing, managers turn to the R&D department or operations for help. In services, however, especially ones where there is a lot of contact with the customer, such in-house groups cannot by themselves improve productivity. Because services involve the customer in production, are labor intensive, and are time-bound, consumer behavior […] -
Online Shopping and the Problem with Pictures
Marketing Digital ArticleWhat if the thing that gets online shoppers to buy a product is also the thing that makes them dissatisfied with the product when it arrives? In a recent research project, I tested this hypothesis using the pictures of products that accompany the online shopping experience. Images are the crux of online shopping. Good pictures […] -
How the Rift Between Sales and Marketing Undermines Reps
Sales & Marketing Digital ArticleThe fourth article in a four-article series. Read the first, second, and third entries. It's no secret that sales and marketing executives don't always... -
Make Your Best Customers Even Better
Customer experience Magazine ArticleMany companies could persuade big spenders to buy even more. -
The New Science of Customer Emotions
Strategy & Execution VideoThey can be a source of competitive advantage and growth. -
How to Sell Embarrassing Products
Sales & Marketing Digital ArticleYou need to package condoms differently than condiments. -
The Lure of Global Branding
Globalization Magazine ArticleBrand builders everywhere think they want global brands. But global brand leadership, not global brands, should be the priority. Successful companies follow four principles to meet that goal. -
How to Market Sustainable Products
Sales & Marketing Magazine ArticleMany companies overestimate customers' appetite for sustainable products, flooding the market with offerings that don't sell. The reality is, social and... -
A Technique to Bridge the Gap Between Marketing and IT
Technology & Operations Digital ArticleScrum methodology can help bridge this classic cross-functional breakdown. -
Why You Should Allow Returns on Customized Products
Technology & Operations Digital ArticleThey may be harder to resell, but customers are less likely to return them anyway.
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The New Rules of Marketing Across Channels
Marketing Digital ArticleStrategies for navigating a new kind of communication landscape: the “echoverse.” -
How to Vet Information Before Making a Decision
Decision making and problem solving Digital ArticleFour questions to ask when you’re considering the evidence. -
Inside the Success of South Korean Brands
Brand management Digital ArticleThe specific and effective strategies that catapulted these brands to global success. -
Research: Customer Referrals Are Contagious
Sales and marketing Digital ArticleReferred customers not only buy more but also refer 30–57% more new customers than others. -
How Retailers Became Ad Platforms
Sales and marketing Digital ArticleIt’s a major growth opportunity — if companies can navigate the strategic challenges. -
Research: Smaller, More Precise Discounts Could Increase Your Sales
Pricing strategy Digital ArticleWhy bigger discounts don’t necessarily attract more customers. -
Stop Overlooking the Leadership Potential of Asian Employees
High potential employees Digital ArticleWhen companies leverage the diverse talents of their Asian workforce, they can evolve into more global, agile, and powerful hubs of innovation and growth. -
Why You Should Be Tracking Customer Surplus Value
Customer experience Digital ArticleThis key metric can help you measure customer loyalty. -
How Marketers Can Adapt to LLM-Powered Search
Marketing Digital ArticleWith the addition of AI-generated overviews, Google, Perplexity, OpenAI and other search engines are changing how consumers find information. -
How Your Business Should Tap into the Creator Economy
Social marketing Digital ArticleInfluencer marketing is upending established customer-facing businesses. -
Should Your Brand Hire a Virtual Influencer?
Marketing SpotlightRelying on AI-generated personalities can be a low-risk, high-engagement strategy. -
How Inclusive Brands Fuel Growth
Marketing Magazine ArticleThey unlock new sources of value by meeting the needs of underrecognized customers. -
What Makes a Successful Celebrity Brand?
Marketing SpotlightStars are using their influencer status to launch their own products and capture more profits for themselves. -
Winning at Influencer Marketing
Marketing Magazine ArticleOver the past 20 years the social media influencer industry has completely rearranged the way information and culture are conceived, produced, marketed, and shared. This month’s Spotlight package looks at how brands are responding. -
How Marketers Choose College Athlete Influencers
Marketing SpotlightHere are the characteristics that matter most. -
Why the Influencer Industry Needs Guardrails
Marketing SpotlightAnd how to professionalize a maturing practice -
Winning at Influencer Marketing
Management Digital ArticleOver the past 20 years the social media influencer industry has completely rearranged the way information and culture are conceived, produced, marketed,... - SPONSORED CONTENT FROM Quad
Eliminating Complexity for a Frictionless Marketing Experience
Sales and marketing ResearchResearch Report Sponsored By Quad -
Research: Why People Really Buy Upcycled Products
Environmental sustainability Digital ArticleCreativity is more of a selling point than sustainability. -
How One Marketing Team Made AI Part of Its Daily Work
Marketing Digital ArticleNine out of ten marketers agree: Organizations must increase their use of AI if they want to stay competitive.
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A&M/Octone Records: All Rights or Nothing?
Sales & Marketing Case Study11.95View Details In April 2008, after successfully transitioning Octone Records to Universal Music Group and relaunching the label as A&M/Octone Records, president and... -
From Correlation to Causation
Technology & Operations Case Study8.95View Details To make sound business decisions, managers must be comfortable with the concepts of correlation and causation. This background note provides an overview... -
Gucci: Staying Relevant in Luxury over a Century
Sales & Marketing Case Study11.95View Details This case describes the journey of Gucci, a hundred-year-old luxury fashion brand, and how over the years it has reinvented its designs and marketing... -
Why Can't I Use My iPhone at Work?: Managing Consumerization of IT at a Multi-National Organization
Leadership & Managing People Case Study11.95View Details As IT innovations in the last years emerged on the consumer market, employees are more experienced in the private than in the corporate use of innovative... -
SAP: Branding in the Digital Age
Sales & Marketing Case Study11.95View Details By 2017, digital, social, and mobile technologies were rapidly changing the way many of SAP's traditional customers did business over the last decade.... -
PENTLAND GROUP: A FAMILY OF BRANDS
Leadership & Managing People Case Study11.95View Details Three generations of the Rubin family gathered around the dinner table for their usual Friday evening get-together. It was a perfect opportunity to discuss... -
Terry's Group: Designing Novelty Chocolates, Epilogue
Sales & Marketing Case Study5.00View Details Supplements the case. -
Materials Technology Corp.
Technology & Operations Case Study11.95View Details Materials Technology Corp. (MTC) is an MIT-based start-up company that identified an initial product market for its advanced materials-processing technology... -
Arcelor: Undervaluation: Threat or Opportunity?
Finance & Accounting Case Study11.95View Details Arcelor believes its shares are undervalued and has to decide whether to buy back stock via a repurchase tender offer or via an open market repurchase.... -
Volt Lines: Leading a B2B Service Provider through a Crisis (B)
Sales & Marketing Case Study5.00View Details Supplement to case 523037 Volt Lines was a next-generation transportation service in Istanbul, Turkey. The company was trying to disrupt the traditional... -
Simulation as a Decision Aid
Strategy & Execution Case Study8.95View Details A brief introduction to simulation--what it is, why it's used, etc. Meant to set context for a first class on simulation. A rewritten version of an earlier... -
Avaya (A)
Sales & Marketing Case Study11.95View Details Avaya's top management wants to improve demand generation. This requires an improvement in the relationship between Sales and Marketing. This case series... -
Beck Taxi
Sales & Marketing Case Study11.95View Details Beck Taxi is Toronto's leading cab brokerage. In May 2009, the company's chief executive officer (CEO) is wondering whether the company could change the... -
Cavinkare Private Limited B Vision and Strategy
Strategy & Execution Case Study5.00View Details This case on CavinKare describes the incredible vision the organization set itself. This case is set at a time, when the company had achieved significant... -
Wal-Mart Puerto Rico: Promoting Development Through a Public-Private Partnership
Sales & Marketing Case Study11.95View Details "Sowing the Development of the Country" (SDC) was a public-private partnership between Wal-Mart Puerto Rico (Wal-Mart PR), the island's Department of... -
Segmenting Customers in Mature Industrial Markets: An Application
Sales & Marketing Case Study8.95View Details In mature industrial markets, segmenting customers by size, industry, or product benefits alone rarely is sufficient. Customer behavior regarding trade-offs... -
The Flaxil Label (C): Debrief and Endnotes
Leadership & Managing People Case Study5.00View Details This case focuses on the 2001 negotiation between Mytex Pharmaceuticals and the U.S. Food and Drug Administration (FDA). The outcome of the negotiation... -
Tesla and the Future of Autonomous Driving
Leadership & Managing People Case Study11.95View Details An investor, Janice Zhuk, examines Tesla's quarterly safety data that includes the number of miles it took to register one accident among Tesla cars driving...
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Academia Isn't a Safe Haven for Conversations About Race and Racism
Leadership & Managing People Digital ArticleHow so-called progressive spaces silence people of color. -
How to Penetrate the US Market
Marketing Digital ArticleAccounting 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&M/Octone Records: All Rights or Nothing?
Sales & Marketing Case Study11.95View Details In April 2008, after successfully transitioning Octone Records to Universal Music Group and relaunching the label as A&M/Octone Records, president and... -
Conflicted Consumers
Organizational Development Digital ArticleHow green are consumers in the U.S.? On one level, we haven't really changed all that much. Many pundits argue persuasively that without the rapid rise... -
From Correlation to Causation
Technology & Operations Case Study8.95View Details To make sound business decisions, managers must be comfortable with the concepts of correlation and causation. This background note provides an overview... -
Gucci: Staying Relevant in Luxury over a Century
Sales & Marketing Case Study11.95View Details This case describes the journey of Gucci, a hundred-year-old luxury fashion brand, and how over the years it has reinvented its designs and marketing... -
Why Can't I Use My iPhone at Work?: Managing Consumerization of IT at a Multi-National Organization
Leadership & Managing People Case Study11.95View Details As IT innovations in the last years emerged on the consumer market, employees are more experienced in the private than in the corporate use of innovative... -
How Brands Can Follow Through on the Values They're Selling
Leadership & Managing People Digital ArticleA roadmap for effective advocacy. -
Data Privacy Rules Are Changing. How Can Marketers Keep Up?
Technology & Operations Digital ArticleAnalytics and automation technologies make it easier than you might expect.