friendly salesperson
Friendliness without friendship may undermine customer relationships
Brain scans tell the tale: paying with cash packs an emotional punch
Consumers rarely notice when manufacturers position their own salespeople in retail outlets. Those firms better hope consumers don't wise up
A new model that accounts for how consumers view wait-or-buy decisions shows retailers how to harvest higher revenue from deeper discounts
And once we decide who ‘you’ are, we may even survive to sell another day
Retail sales may send consumers to their happy places yet they are increasingly wise to the marketer’s ways
When it comes to products with a short shelf life, replenishing your inventory by instinct alone makes you easy pickings. Time to build your analytics toolkit
The Telus connection was like an under-developed image, its potential never coming through

In a world in which consumers demand products that cannot be mass produced in the way most business are organized, how will businesses remain competitive? One possibility is a return to the model of days gone by.

This discussion paper is based on the proceedings of a CIO Brief meeting focusing on how CIOs can develop and set the pace for an innovation agenda.

Smith School of Business

Goodes Hall, Queen's University
Kingston, Ontario
Canada K7L 3N6

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