How Many Fans Must a Band Have?
Traditionally, music artists have been advised to focus on a narrow selection of heavy listeners for marketing and earn revenues by...
top of page
Search
Sreeram Sivaramakrishnan
- May 2
- 3 min
Why Do (or Don’t) People Invest in Retirement Planning Products?
Retirement planning is critical to avoid drastic changes in lifestyle post-retirement due to lack of income. Yet, a majority of people do...
70 views0 comments
Sreeram Sivaramakrishnan
- Apr 12
- 3 min
How to escape the BNPL Debt-trap? Mindfulness is the Key!
Buy Now Pay Later (BNPL) is a convenient way to get credit. Unfortunately, its convenience leads weaker sections of society to make...
35 views0 comments
Sreeram Sivaramakrishnan
- Mar 28
- 3 min
I Feel, Therefore I Buy: Emotions and Omnichannel Price Promotions
Buyers often depend on emotions to make purchase decisions. Omnichannel retailers should consider this fact while designing cross-channel...
27 views0 comments
Sreeram Sivaramakrishnan
- Mar 15
- 3 min
The Problem of Choice: How 6 Countries Perceive Levels of Choice
Both choice deprivation and choice overload can reduce satisfaction. However, choice deprivation is found in more countries globally,...
27 views0 comments
Sreeram Sivaramakrishnan
- Feb 28
- 3 min
How to Offer Discounts During a Crisis (Without Being Called a Profiteer!)
Retailers offer discounts to offset lower consumption during a crisis. However, buyers might perceive them as profiteers if they do so....
12 views0 comments
Sreeram Sivaramakrishnan
- Feb 18
- 4 min
How Personality Traits Affect Sales: When Salespersons Go “Dark”
Salespeople tend to score highly on Dark Triad traits of psychopathy, narcissism, and Machiavellianism. Salespeople with these traits...
57 views0 comments
Sreeram Sivaramakrishnan
- Feb 8
- 4 min
What Makes Salespeople Tick: Embracing a Quiet Ego
Adaptive selling is necessary for B2B sales. One of the qualities that can lead to adaptive selling behaviours is having a quiet ego....
70 views0 comments
Sreeram Sivaramakrishnan
- Jan 30
- 3 min
Selling Service Innovations: Do Incentives Work?
Industrial firms are increasingly turning to service innovations to stay ahead of the curve. They use monetary incentives to encourage...
9 views0 comments
Sreeram Sivaramakrishnan
- Jan 23
- 3 min
How many free gift choices is too many?
Free gifts (or premiums) are a popular promotional tool, and these days retailers are offering buyers a choice between multiple gifts to...
10 views0 comments
Sreeram Sivaramakrishnan
- Jan 12
- 3 min
Shopping as a Couple: 👍 or 👎
Shopping is a social activity. When couples shop together, especially for joint consumption, they tend to buy more and spend more. This...
37 views0 comments
Sreeram Sivaramakrishnan
- Jan 4
- 3 min
Making Scarcity Work for You
Scarcity can be a major driver of product sales. However, different types of scarcities push different types of products. Demand-based...
9 views0 comments
Sreeram Sivaramakrishnan
- Dec 21, 2022
- 3 min
Salesperson Onboarding can Boost your Topline!
Salesperson training is critical for firms, especially onboarding, as it helps new employees assimilate and understand the firm. A...
30 views0 comments
Sreeram Sivaramakrishnan
- Dec 16, 2022
- 3 min
Can B2B firms capitalise on ad hoc sales encounters?
Although over 80% of B2B customers are ad hoc, B2B firms face sales loss due to mistrust towards their sales representatives by these ad...
16 views0 comments
Sreeram Sivaramakrishnan
- Dec 12, 2022
- 3 min
Using sales promotions to increase impulse buying
Sales promotions are an important tool for marketers and retailers. However, their effectiveness in boosting impulse purchases can be...
12 views0 comments
Sreeram Sivaramakrishnan
- Nov 29, 2022
- 3 min
Want the good news first or the bad news?
Promotional offers are often in the form of a “Good news/Bad news” statement with the offer or “good news” first and the restriction or...
25 views0 comments
Sreeram Sivaramakrishnan
- Nov 25, 2022
- 4 min
Getting customers to pay per use
Customers often choose flat-rate pricing plans for services over pay-per-use plans even though flat-rate plans cost more. Their choice is...
25 views0 comments
Sreeram Sivaramakrishnan
- Nov 15, 2022
- 3 min
Sale or Clearance: Words matter, choose them carefully
Retailers use words like “sale” and “clearance” in promotion communication widely and often interchangeably. However, buyers expect deep...
27 views0 comments
Sreeram Sivaramakrishnan
- Nov 1, 2022
- 3 min
Boosting Performance through Knowledge Diffusion
Knowledge diffusion from high-performing employees to other employees is key in ensuring a firm’s continued performance improvement. The...
19 views0 comments
Sreeram Sivaramakrishnan
- Oct 27, 2022
- 3 min
What to do when reviewers exaggerate?
Exaggerated reviews can hurt a brand since retailers depend on word-of-mouth as a marketing strategy. Certain behavioural traits drive...
17 views0 comments
bottom of page