decision making

B2B Branding - Why Branding Matters in B2B Marketing

by: Jon Miller

Strewn around my house are pens, coffee cups, calculators, USB memory sticks, and assorted swag from various companies I've met over the years. What is the purpose of all this stuff? Does having a leather portfolio with a vendor's logo on it make me more likely to buy their products?

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Green Consumer Behavior– Part I: Information Paradox

by: David Wigder

Understanding consumer behavior is critical for any marketer, and is especially important in regard to environmental products and services. 

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Deal or No Deal

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Pricing, Ego, and Emotion

By: Roger Dooley

Neuromarketing and Pricing. Why do people sometimes set prices that are too high, and then stubbornly stick with them despite evidence from the marketplace that the price is indeed wrong?

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Why Smart Companies Do Dumb Things

by: Guy Kawasaki

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Marketing to the Teen Brain

by: Roger Dooley

Any parent whose kids have reached teenage years can tell you that teens think differently than adults. Now, neuroscientists are finding just how differently the teen brain works.

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Why Negative Ads Work: Framing, Emotions, and Irrational Decisions

It’s no great surprise to marketers, or even most semi-aware humans, that people often make decisions based more on emotion than on rational processing of information. Oddly, for decades economists ignored this apparent truth, assuming that business managers strove for maximum profits, buyers and sellers slid smoothly along supply and demand curves until they intersected, and so on.

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Beliefs Influence Green Behavior: Lessons from Guatemala

by: David Wigder

It is well established that consumer beliefs influence purchasing behavior. For consumer products that support or reinforce underlying consumer beliefs, marketers should focus on activating favorable behavior.

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Computer Models Outperform Humans in Decision-Making--Surprising?

by: John Caddell

The New York Times today has an article about a Dutch researcher, Chris Snijders of Eindhoven University of Technology, who has completed a study asserting that, in many situations, computer algorithms make better decisions than human managers.

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The Art of the Layoff

by: Guy Kawasaki

We’re in a bubble again. It’s not as frothy as last time, but hallelujah, this time we know what to do, right? One good thing about the dotcom implosion in 2000 is that we got lots of practice laying people off, and I’m afraid that this valuable knowledge may get lost.

If you are scoffing (“Guy’s clueless: We’ll never downsize because we’re growing so fast.”), then you’re my intended reader.

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