Marketing & sales

Darden Professor Raj Venkatesan discusses the effect nationalism has on consumer behavior during international conflict.

Just as improvement in manufacturing processes began with articulation of those processes, advertising budget processes will only improve if managers become more willing to document them.

A territory is a salesperson’s battleground; it’s the turf that he or she defends. As one of the first decisions that many sales executives make, territory assignment can be quite a complex process, serving several goals — and stakeholders — at once.

As Professor Ron Wilcox explains, our perception of a dollar changes within the context of a specific purchase. If you understand the Weber-Fechner Law of Pricing, more of your money might stay in your wallet.

A marketing model formulated by Darden Professor Raj Venkatesan to measure attitude helps companies predict customer behavior and value.

What are the new best practices for selling innovative, hi-tech products? Researchers Tom Steenburgh, professor at the Darden School, and Michael Ahearne, professor at the University of Houston, share evidence-based best practices.

There is not a sector of the economy that does not rely on alliances to gain a competitive advantage. Alliances require soft skills that many managers with command-and-control backgrounds need to acquire in order to create successful partnerships.