Retailers offer discounts to offset lower consumption during a crisis. However, buyers might perceive them as profiteers if they do so....

Salespeople tend to score highly on Dark Triad traits of psychopathy, narcissism, and Machiavellianism. Salespeople with these traits...

Adaptive selling is necessary for B2B sales. One of the qualities that can lead to adaptive selling behaviours is having a quiet ego....

Industrial firms are increasingly turning to service innovations to stay ahead of the curve. They use monetary incentives to encourage...

Free gifts (or premiums) are a popular promotional tool, and these days retailers are offering buyers a choice between multiple gifts to...

Shopping is a social activity. When couples shop together, especially for joint consumption, they tend to buy more and spend more. This...

Scarcity can be a major driver of product sales. However, different types of scarcities push different types of products. Demand-based...

Salesperson training is critical for firms, especially onboarding, as it helps new employees assimilate and understand the firm. A...

Although over 80% of B2B customers are ad hoc, B2B firms face sales loss due to mistrust towards their sales representatives by these ad...

Sales promotions are an important tool for marketers and retailers. However, their effectiveness in boosting impulse purchases can be...

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...

Customers often choose flat-rate pricing plans for services over pay-per-use plans even though flat-rate plans cost more. Their choice is...

Retailers use words like “sale” and “clearance” in promotion communication widely and often interchangeably. However, buyers expect deep...

Knowledge diffusion from high-performing employees to other employees is key in ensuring a firm’s continued performance improvement. The...

Exaggerated reviews can hurt a brand since retailers depend on word-of-mouth as a marketing strategy. Certain behavioural traits drive...

Digital coupons have many advantages, but their redemption rates are extremely low. To address this issue, marketers need to focus on...

Online reviews are crucial for decision making by shoppers. However, online retailers need to advertise their products keeping in mind...

Managing information channels is critical for online retailers as buyers often gather information from multiple sources before making a...

Luxury retailers in the west offer markdowns to push sales, banking on the Sales effect. However, while determining whether to offer...

B2B companies are introducing loyalty programmes to improve customer retention. These programmes lead to higher sales when the frequency...