Filter by Tag: Sales.

How Did George Jetson Sell Spacely Space Sprockets?

Author: Dr. Scott Downey, Director and Professor On the show The Jetsons, George Jetson worked for a company called Spacely Space Sprockets as (what the internet says) a digital index operator. Although this dates me — especially since some of you reading this cannot...



Online Sales of Ag Inputs

Authors: Dr. Luciano Thome e Castro, International Adjunct Professor Dr. Scott Downey, Director and Professor Dr. Michael Boehlje, Distinguished Professor Emeritus The possibility of having a sizable online channel for selling or buying ag inputs has been under...



Digitization Capability & Digitalization in Agribusiness

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...



Challenger Marketing and Its Applicability in Agribusiness

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...



Managing in a New Era

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...



Competitive Intelligence in Practice

Article Competitive intelligence practice in liquor retailing: Evidence from a longitudinal case analysis by Constantinos Vasilios Priporas  Journal International Journal of Retail and Distribution Management, 2019. Vol. 47, No. 9, pages 997-1010. Reviewer Dr....



Increasing Profits with Multichannel Strategies

Article Multichannel strategies for managing the profitability of business-to-business customers. Crecelius, A., Lawrence, J., Patil, A., & Scheer, L. Journal Journal of Marketing Research, 2019, Volume 56(3) 479-497 Reviewer Dr. Luciano Thome e Castro, Clinical...



Omnichannel Strategy Considerations

Article Technology adoption for the integration of online-offline purchasing: Omnichannel strategies in the retail environment. Savastano, M., F. Bellini, F. D’Ascenzo, & M. Marco. Journal International Journal of Retail & Distribution Management, November...



Can You Hear Me Now?

Author: Dr. Scott Downey, Associate Director and Associate Professor Recently, we had a group of about 20 sales managers on Purdue’s West Lafayette, IN campus for a program. On the second day of the program, the concept of listening came up. One of our presenters was...



Sales Team Formation

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...