Perception is reality

There are two types of contracts: legal and psychological. This article suggests that marketers and retailers have to remember that to a customer, perception is reality.

Building trust

Trust is an integral part of any successful business relationship. In this article, the authors look at how farmers perceive building trust in business relationships.

Value of growth

The author of this article makes the case that growth is as important to the bottom line as margin and that the two aren’t mutually exclusive. He also offers metrics and a framework for analysis.

Price promotions and profit

The temptation to win over a new customer with a price discount is strong. In this article, the authors review research on how deep discounts affect profit in the short term and the long run.

Balancing complexity and clarity

The authors of this article explore the balance between complexity and clarity in a company’s strategy. They argue that in a complex environment, a company should strive for clarity in their business strategy.

Buyer benefits

This research begins with the idea that the benefit a buyer receives from a service is a multi-faceted concept made up of functional, emotional and social benefits. The results show that all three are important to a business buyer’s overall satisfaction.