Adaptive Selling: Does it Work for B2B Sales?
The effective retail selling strategy of “No Conversion, No Conversation” (NC²), i.e., disengaging from a prospect when a sale seems...
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Sreeram Sivaramakrishnan
- Aug 19
- 3 min
The Right Time to Ask for Reviews
Companies send customers review reminders immediately or some days after the product experience. Comparing immediate versus delayed...
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Sreeram Sivaramakrishnan
- Aug 1
- 3 min
Decoding Gift-Giving: The Role of Recipient Wealth
Gift-giving, a thriving industry even during the COVID-19 pandemic, reveals intriguing consumer behaviours. People often spend more on...
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Sreeram Sivaramakrishnan
- Jul 20
- 3 min
Incentivising Employee Learning: Waivers or Refunds?
Companies incentivise employees’ continuing education through fee waivers and refunds. However, refunds are more effective in improving...
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Sreeram Sivaramakrishnan
- Sep 5, 2023
- 3 min
Note to Retailers: Going Old School for Relationship Building
Incorporating the human touch into customer relationships can help online retailers increase buyer spending. A simple, inexpensive, and...
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Sreeram Sivaramakrishnan
- Jul 28, 2023
- 3 min
Shoppers and the Pursuit of Meaning
The need for meaning is as critical as the need for pleasure in making purchase decisions. Buyers pursuing meaning focus on a wide range...
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Sreeram Sivaramakrishnan
- Jun 28, 2023
- 3 min
Crisis Management on Social Media: No Laughing Matter?
Brands can find themselves dealing with negative events or crises. In the age of social media communication gaining constantly in...
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Sreeram Sivaramakrishnan
- Jun 14, 2023
- 3 min
Shopping Cart Handles: The Key to Make Buyers Purchase More?
Retailers use several tactics to encourage in-store purchasing but often neglect the importance of shopping cart design. A cart with...
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Sreeram Sivaramakrishnan
- Jun 1, 2023
- 3 min
Semantic Framing: The Gift of Encouraging Donations
Charity is universally lauded, yet charitable organisations often struggle to raise the amount of funds they need to meet their prosocial...
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Sreeram Sivaramakrishnan
- May 8, 2023
- 3 min
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...
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Sreeram Sivaramakrishnan
- May 2, 2023
- 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...
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Sreeram Sivaramakrishnan
- Apr 12, 2023
- 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...
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Sreeram Sivaramakrishnan
- Mar 28, 2023
- 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...
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Sreeram Sivaramakrishnan
- Mar 15, 2023
- 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,...
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Sreeram Sivaramakrishnan
- Feb 28, 2023
- 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....
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Sreeram Sivaramakrishnan
- Feb 18, 2023
- 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...
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Sreeram Sivaramakrishnan
- Feb 8, 2023
- 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....
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Sreeram Sivaramakrishnan
- Jan 30, 2023
- 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...
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Sreeram Sivaramakrishnan
- Jan 23, 2023
- 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...
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Sreeram Sivaramakrishnan
- Jan 12, 2023
- 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...
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