Supermarkets are full of attractively packaged food products. To stand out and increase shopper attention as well as get them to...

In B2B sales, relationships built by salespersons with customers are critical for success. However, adverse events in salespersons’...

Discounts are the most common form of consumer promotion and have been studied extensively. However, the findings vary based on context...

In today’s dynamic business environments, organisations must adapt to change quickly or die out. A potent source of organisational...

Customer promotions play a critical role in product launches. However, their effectiveness depends on market dynamics, including...

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

One of the factors retailers must consider while determining their pricing strategy is customers’ internal reference price or the price...

Most retailers, especially online retailers, have returns policies to reduce shopping risk and increase customer loyalty. However,...

Every year, manufacturers spend large amounts on trade promotions. Unfortunately, only a small portion of this investment results in...

Quick Summary Faced with several options for retail promotions, retailers can rely on data to smartly segment their customers based on...

Consumer goods companies have options for incentives – either direct them at consumers (consumer promotions) or at retailers (trade...

Showrooming occurs when customers use offline stores to interact with products and buy the same products online at a price lower than...

(Sreeram has written this piece based on the experiences and reflections of an ex-student. She would prefer to be anonymous. Names of...

Online retail is a highly competitive sector that pushes retailers to be innovative to stay ahead of competitors. Some current...

One of the most lucrative aspects of online retail is the sheer number of bargains one can get on sites like Amazon, Flipkart, or Big...

In this festive season, retailers and brands have used discounts extensively. Discounts or price promotions are universally loved....

Most consumer companies and retail chains are talking the “Omnichannel” language while many actively adopt this retailing strategy....

With the festive season in full swing, offline retailers are pulling out all stops to lure shoppers. Attractive displays are an effective...

Online retailing has taken off in the past few years. Global digital commerce was $2.79 trillion in 2019 and is likely to grow to $4...

To combat the continuing rise of e-commerce retailers, many brick-and-mortar retailers in the US have turned to their reward/loyalty...