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...
Unveiling the Sales Training Equation: A Strategic Guide for Maximizing ROI Reviewer Dr. Scott Downey Article New evaluation metric for measuring sales training effectiveness by Joon-Hee Oh and Wesley J. Johnston Source Journal of Business Research, Volume 156,...
What does it mean to sell with precision? Author: Dr. Scott Downey, Director and Professor As you’re probably aware, our focus here at the Center for Food and Agricultural Business (CAB) is, and always has been, on companies who serve farms and ranches. The core of...
Modern Chinese Management and Agribusiness Reviewer Dr. Luciano Thomé e Castro, International Adjunct Professor Article How Chinese Companies are Reinventing Management by Mark J. Greeven, Katherine Xin and George S. Yip Magazine Harvard Business Review China is one...
How Farmers Interact with Digitization of the Agricultural Value Chain Reviewer Dr. Brady Brewer, Assistant Professor Article Crop Protection Market Segmentation: Relationship Between Buyer Segments and the Use of Digital Sales Channels Source International Food and...
Pathways for Innovation Reviewer Dr. Lourival Carmo Monaco Neto, Postdoctoral Research Associate Article Break Out to Open Innovation by Denis Bettenmann, Ferran Giones, Alexander Brem and Philipp Gneiting Journal MIT Sloan Management Review, Winter 2022 Summary We...
Creating Social Impact with an Eye Towards Profitability Written by Dora Lutz One thing that has always been clear to those in agribusiness is how closely our communities and businesses are united. While other industries are beginning to realize that managing the...
Creating an Integrated and Cohesive Marketing Strategy As marketing managers know, creating an integrated and cohesive marketing strategy has many moving parts. They must continually examine where they are and where they need to be, while trying to efficiently and...
