Marketing & sales

How do you motivate your sales team? What strategies are best for helping your top, middle and bottom performers scramble to a higher plateau?

Darden Professor Raj Venkatesan discusses the effect nationalism has on consumer behavior during international conflict.

Just as improvement in manufacturing processes began with articulation of those processes, advertising budget processes will only improve if managers become more willing to document them.

A territory is a salesperson’s battleground; it’s the turf that he or she defends. As one of the first decisions that many sales executives make, territory assignment can be quite a complex process, serving several goals — and stakeholders — at once.

As Professor Ron Wilcox explains, our perception of a dollar changes within the context of a specific purchase. If you understand the Weber-Fechner Law of Pricing, more of your money might stay in your wallet.

A marketing model formulated by Darden Professor Raj Venkatesan to measure attitude helps companies predict customer behavior and value.