Article Dalsace, Frédéric and Sandy Jap. “The friend or foe fallacy: Why your best customers may not need your friendship.” Business Horizons 60 (2017), 483-493. Reviewer Dr. Michael Gunderson, Director and Professor Summary The authors of this article take an...
Article Kim, Stephen, K. and David I. Gilland, “Working More or Working Less? Contingent Allocation of Reseller Effort in Distribution Channels.” Industrial Marketing Management 64 (2017) 44-56. Reviewer Dr. Allan Gray, Executive Director and Professor Summary The...
Knowing your customer base is more important than ever, especially when your customer base includes the complex operations run by today’s large-scale commercial agricultural producers. That’s where the Large Commercial Producer Project research from Purdue...
This guest post is authored by Brian C. Briggeman, Ph.D., Professor and Director of the Arthur Capper Cooperative Center, Department of Agricultural Economics, Kansas State University. Briggeman will be a presenter at the Purdue University Center for Food and...
I’m often asked by students who are just learning the sales process (and who want very much to do well at it), “How many questions should I ask a customer on a sales call?” I tell them that they need to plan at least 50. It’s a completely arbitrary number. The point...
Article Castro, L.T., Marcos Fava Neves, Jay T. Akridge. (2017) “A comparative analysis of channel incentive programs in Brazil and the USA.” International Journal of Emerging Markets. 12:2, 263-278. Reviewer Dr. Luciano Castro, Clinical Associate...
Article Kuijken, Bram. Gerda Gemser, Nachoem M. Wijnberg. (2017). “Effective product-service systems: A value-based framework.” Industrial Marketing Management. 60, 33-41. Reviewer Dr. Michael Gunderson, Director and Professor Summary Like many business sectors, food...
Determining Value for Your Customer Figuring out what your customers and prospects value is critical given the current environment of the agricultural economy. Download This Resource Categories: Agribusiness, Management, Marketing, SalesTags: Agribusiness, co-created...
Editor’s note: Dr. Scott Downey will lead a session on discovery planning at the 2017 Ag Retailers Association (ARA) Management Academy, Jan. 31-Feb. 2 in West Lafayette, Ind. Learn more about the academy and register here. Each company is different, of course. But in...
Online Food Shopping: Peapod Finds a Path Andrew Parkinson, founder and president of Peapod, the online grocery company, did not have to convince Mike Brennan, Peapod’s Chief Operating Officer, that Peapod was poised for growth. Download This Resource Categories:...
