value

Put People Before Profits

Does your company put profits before people?

I bring this up because I've seen a particular phenomenon many times: executives decide to put their employee experience and customer experience improvement efforts on pause because sales figures are down. Clearly the blame is that the people focus has derailed them from business development and closing deals; there can be no other reason for this (she said with all the sarcasm in the world).

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Does Selling Services Create Value for a Product Firm?

There are many popular stories about product companies like IBM and GE transitioning successfully to service-based sales. And while there are also stories of the occasional failure such as Boeing’s offer of financial services, the conventional wisdom is increasingly that all product firms should transition from dependence on product sales to selling value-added services. But is this valid?

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Should You Put the Price First or Last?

Should you lead with price? Or should you describe the product first, and then show the price?

There’s now an answer to this long-running marketing question, and it comes via a study using the tools of modern neuroscience.

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Rober Parker's Wine Scoring System Can Be Applied in Business, Too

Robert Parker is the most widely known and influential wine critic in the world today. His popular wine scoring system was the first simple way to determine the quality of wine. Parker is known for his preference for powerful reds from Napa and the Rhone and has inadvertently made becoming a wine critic almost impossible, since— in part because of the success of his scoring system. 

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Perception of Value Data Graphic

Guest Post by Jeanna Heeraman

There are many influences behind perception, one of the biggest being psychological. Looking at different attitudes, marketing practice, notable trends and many more, these can all have an impact on an individual’s perception. For example, Lobster used to be seen as a food for the poor, being fed to prisoners. Over time, this perception has completed changed. The price of lobster has dramatically increased and it is now seen as a luxury.

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Why Customers Really Leave

Have you ever wondered why customers say they buy your products based on price - and then, in the end, they also stop buying because of price?

What's that phenomenon all about?

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Brand Book Bites: Absolute Value

The book:  Absolute Value: What Really Influences Customers in the Age of (Nearly) Perfect Information – a provocative read about the new context of marketing today

The brains:  Emanuel Rosen (author of The Anatomy of Buzz) and Itamar Simonson (a marketing professor at Stanford University’s Graduate School of Business) – a strong combination of a marketing practitioner and a academic researcher

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Gold, Bitcoin, and the Social Basis for Brand Value

Bitcoin is the world’s first online currency, created by an anonymous programmer and used in peer-to-peer (P2P) transactions in which the participating parties choose to recognize its value. Gold is perhaps the world’s oldest currency, and it has always been a medium of exchange because people agree to value it. So they’re both social media, and they’ve both crashed lately. There’s lots to learn from these concurrent crises.

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From Values to Action

When a B-school professor starts a talk by saying he doesn’t have answers, only opinions, that’s certain to raise a few eyebrows.

But then, Harry Kraemer is not your average B-school prof — and his approach isn’t standard B-school proclamations from on high nor are his teachings your average B-school material.

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Culture Isn't Enough

Culture is quite the hot topic in business these days. The adage “Culture eats strategy for lunch” has been acknowledged for ages, but it seems the importance of culture is being emphasized now more than ever.

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