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A Correction to this paper has been published: https://doi.org/10.1007/s11747-021-00781-3
On encountering a prospect whom they believe unlikely to make a purchase, some retail salespeople adopt a sales strategy of limiting engagement with the customer, relying on a “no conversion, no conversation” (NC2) sales strategy. Is this a good or bad sales strategy? Based on a multisource...
Discrete choice experiments have emerged as the state-of-the-art method for measuring preferences, but they are mostly used in cross-sectional studies. In seeking to make them applicable for longitudinal studies, our study addresses two common challenges: working with different respondents and...
Some companies use image-based logos (e.g., Pepsi and Apple), while others use text-based logos (e.g., GameStop and Kohl’s). This research examines the influence of brand familiarity on consumers’ responses to these distinct logo formats. Four studies show that when consumers are familiar with a...
A typical customer relationship management model is designed to increase the value of a company’s existing customers in the next period. While useful in the short term, such a process, followed blindly period after period, would drive the company out of business when those existing customers all...
Despite the large body of research that examines the determinants of salesperson performance, significant variation exists regarding how scholars can operationalize salesperson performance using secondary, firm-provided data. Moreover, this variation often exists without explanation or...
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