Insights Review

The Subtlety of Optimizing Sales

In order to generate maximum earnings from their sales forces, companies in the U.S. spend about $80 million on sales incentives every year.  Though these costs can consume up to 40 percent of a...

April 2, 2014

The More Things Change…

A fascinating series of experiments out of the Yale Center for Customer Insights found that our perceptions of similarity are more complicated than common sense—and decades-old academic modeling—...

March 4, 2014

Further Information on Further Information

When determining the probability that something will take place, research and experimentation have historically shown that people consider events more likely in the company of more information. We...

February 17, 2014

Taking Stock of Self-Discipline

Self-control, it turns out, is a limited resource, “akin to strength or energy,” write the authors of the recent study. “As a result, any use of executive function appears to reduce the available...

January 3, 2014

Remember your Economics: Reminding Consumers of Opportunity Costs

You also surrendered your ability to use those few dollars towards any other purchases, from a cup of coffee, to a newspaper, to a tiny fraction of a new BMW. Economists call these sacrifices “...

November 6, 2013

Try It, You'll Like It!

Now, finally, we know why sea hamburgers taste better than crab cakes. Shane Frederick, Professor of Marketing at the Yale School of Management, along with Leonard Lee of Columbia Business School and...

July 15, 2013

Do Not Give, and Ye Shall Receive

The arrival of spring has us cleaning out closets and deciding what we should keep, and what we can toss: The DVDs, clothes, and books from our loved ones. The equal (or likely larger) mound of...

January 29, 2013

Giving Time Gives You Time

As a sign of these busy times, twice as many Americans would prefer two weeks of vacation to two weeks of extra pay. And while there is nothing we can do to add even another minute to our days, we...

January 9, 2013

The Irrational Consumer: Four Secrets to Engaging Shoppers

Economists and marketers have long assumed that potential customers rationally weigh the costs and benefits of every possible choice before deciding what to buy. Under this assumption, marketers use...

May 23, 2012

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