Believe at Your Own Risk: The Impact of Fake Reviews
Fake reviews are now proliferating as their importance in boosting sales is getting recognised. However, more fake reviews can actually...
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Sreeram Sivaramakrishnan
Sep 183 min read
When Consumers Get Reviewed: Fallout and Solutions
When consumers get bad reviews on peer-to-peer sharing economy platforms, they spread negative word of mouth about the platform even...
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Sreeram Sivaramakrishnan
Aug 233 min read
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 193 min read
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 13 min read
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 203 min read
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, 20233 min read
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, 20233 min read
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, 20233 min read
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, 20233 min read
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, 20233 min read
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, 20233 min read
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, 20233 min read
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, 20233 min read
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, 20233 min read
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, 20233 min read
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, 20233 min read
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, 20234 min read
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...
517 views1 comment
Sreeram Sivaramakrishnan
Feb 8, 20234 min read
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, 20233 min read
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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