Shopping is often considered a social activity, so shopping companions often influence purchase choices. This is especially true for...

Push messaging is highly popular among retailers, and it can be effective in increasing spending and redemption in loyalty programmes. It...

Retailers are using themed super saver events to counter the threat from hard discounters, and research shows that higher footfalls and...

Value-based selling (VBS) is challenging but fruitful, so B2B companies are keen to implement it. To enable and motivate salespeople to...

Both online and offline retailers present buyers with sold-out product options. Buyers assume that the products’ quality is responsible...

As prices of raw materials increase, an increase in prices is inevitable. For B2B companies, renegotiating prices without damaging...

Price increases, especially cost-justified increases, are inevitable. But in a price-sensitive market like India, rising prices can lower...

Contests and sweepstakes are commonly used by marketers due to their ability to build awareness and cost-efficiency. New research...

Analytical skills are increasingly becoming essential for B2B salespeople as they help improve sales performance. Analytical skills in...

(In Oct 2021, Sreeram was approached by an ex-student for advice on a sales-related issue. Jointly written by the ex-student and Sreeram,...

Retailers often tend to focus more on negative reviews as such reviews can damage their business. However, it is equally important to...

Consumers have myriad options for payment. Formats with higher transparency (e.g., cash) come with higher pain of payment, so buyers...

Reviews are an integral part of the online shopping experience, and negative reviews can impact buyer decision making as well as pricing...

Cashbacks are highly popular for attracting customers. They can improve customer loyalty to the cashback program and induce repeat...

E-commerce portals are growing in popularity, but the move might backfire for some B2B companies. It can lead to disgruntled customers,...

Certain products are often displayed both with and without packaging. This decision is usually arbitrary. However, for naturally sourced...

Retailers often offer joint promotions between strong (also called carrier) and weak (rider) brands to benefit the weaker brand through...

Salespeople often don’t pursue big-whale (large deals) sales because of the uncertainty of conversion. They want to avoid spending...

The impact of emotions on salesperson performance is undeniable. However, these emotions can be an asset to organisations when...

A significant portion of India’s population is rural, and their consumption of branded products is low. However, research has found that...