Reviewer Dr. Luciano Castro, International Adjunct Professor Article Digitization Capability and the Digitalization of Business Models in Business-to-business Firms: Past, Present, and Future by Thomas Ritter and Carsten Lund Pedersen Journal Journal of Industrial...
Article Challenger Marketing by Weng Marc Lim Journal Industrial Marketing Management, 2020. Vol. 84, 342-345 Reviewer Dr. Luciano Castro, Clinical Associate Professor Summary The concept of challenger marketing lives between sales and marketing functions. Recently...
Author: Dr. Scott Downey, Director and Professor For many years, we have talked about how sales and marketing have evolved over time. If we look at this historically, we can consider how the sales and marketing process focused on explaining product features because of...
Article The Magic that Makes Customer Experiences Stick. Stefan Thomke. Journal MIT Sloan Management Review. September 2019. Vol 61, No. 1 Reviewer Dr. Luciano Castro, Clinical Associate Professor Summary Mapping the customer journey and thinking of ways to improve...
Author: Justin Funk, Managing Partner, Agri Studies, Inc. Having taught marketing strategy for over 18 years, it has become apparent that even the most experienced marketers still struggle with how to effectively price their products and services. Pricing is one of...
Author: Dr. Scott Downey, Associate Director and Associate Professor For many years, weather, disruption and unforeseen circumstances have been the root of issues affecting the agricultural value chain. Specifically, this year, excessive rainfall early in the planting...
Article Sales team formation: The right team member helps performance. Garretta, J., & Gopalakrishnab, S. Journal Industrial Marketing Management, (2019), Volume 77, 13-22 Reviewer Dr. Scott Downey, Associate Director and Associate Professor Summary Consolidation...
The Relationship Between Sales and Marketing Author: Justin Funk, Managing Partner, Agri Studies One of the more significant challenges in any business is finding the best way to get sales teams and marketing managers on the same page. While this may seem like a...
In hindsight, it sounds simple to say that customer-facing employees at Consolidated Electrical Distribution (CED) were able to substantially impact the work of their electrician customers by creating a cart. However, the process of getting there can be described as...
Journal Authors: Dennis C. Ahrholdt, Siegfried P. Gudergan, and Christian M. Ringle Journal: Enhancing loyalty: When improving consumer satisfaction and delight matters. Journal of Business Research, Volume 94, January 2019, Pages 18-27 Reviewer Dr. Michael Gunderson,...
