Optimizing Sales Management: Knowledge, Coaching and Continuous Improvement Written by Dr. Scott Downey, Director and Professor Sales success hinges on a delicate balance of knowledge, strategy and execution, and sales managers are at the forefront of driving this...
A great moment for value-based sales in agribusiness Reviewers Luciano Thomé e Castro, Founding Partner at Markestrat Group Article ‘It’s almost like taking the sales out of selling’—Towards a conceptualization of value-based selling in business markets by Harri...
How can big data empower the development of new products? Reviewers Gustavo Stevanin de Souza, Research Assistant Article Customer-centered data power: Sensing and responding capability in big data analytics by Hsiao-Ting Tseng, National Central University, Taoyuan,...
Unlocking Growth: Exploring innovation dynamics in the agrifood sector Reviewers Lourival Monaco, Assistant Research Professor Article Innovative Growers: A view from the top by Matt Banholzer, Rebecca Doherty, Alex Morris, and Scott Schwaitzberg Source McKinsey...
How Will Tech Enable Agrifood Trends of 2024? Written by Dr. Allan Gray, Professor, Land O’Lakes Chair in Food and Agribusiness, and Executive Director The numerous articles recently published about the future of the food and agriculture industry in 2024 are...
What is relationship-based selling? Author: Dr. Scott Downey, Director and Professor For the majority of my career, relationships have been an important aspect of selling in agriculture. The connections between buyers and sellers remain one of the attractive aspects...
Competitive Advantage by Learning Reviewers Lourival Carmo Monaco Neto Article Learning to Learn by Erika Andersen Source Harvard Business Review, March 2016 Summary Despite the very well-known fact that the pace of change in current times is unprecedented and...
Deciphering Online Shopping Behaviors of Generations Y and Z Reviewers Dr. Scott Downey and Masie Keshavarz Article Determining behavioural differences of Y and Z generational cohorts in online shopping by Durgesh Kumar Agrawal Source International Journal of Retail...
What Does the Federal Fund Rate Increases at May FOMC Meeting Mean for Food and Agribusiness? Author: Brady Brewer, Associate Professor, Purdue University During the May 3rd Federal Open Market Committee (FOMC) meeting, FOMC voting members raised the Federal Funds...
Non-traditional Lenders in the Ag Credit Markets Author: Dr. Mike Boehlje, Distinguished Professor Emeritus Commercial banks and the Farm Credit System have been the dominant lenders to farmers for the past century, but new participants have entered the ag credit...