Do variable compensation plans damage salesperson health?

First-of-its-kind research examines variable compensation plans and their often-ignored health impact on sales professionals There are fewer management techniques more common across the global business world than variable compensation for sale professionals. One can find these models in place in just about every industry and geography. Indeed, in the U.S. alone, variable compensation accounts for…

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From trash to cash: “ugly” labels can change how consumers react to imperfect food

Since the VW Beatle, “ugly” products have a long history in marketing, but food has been the exception — until now The launch of Apple’s latest iMac has prompted the usual slew of reviews praising its design and commenting on the company’s single-minded focus on making its products beautiful, sometimes to the detriment of their functionality. The…

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Selling to us or them: overcoming the threat of egocentric decision making in marketing

New research highlights how personal biases impact marketing decisions and what can be done to minimize this unwanted effect In Brief: False consensus effect is a psychological phenomenon through which people come to believe that their opinions are shared by most others. FCE can have serious detrimental consequences in marketing efforts that are unconsciously built around…

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