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

Store Loyalty: What’s in Your Grocery Cart?

Not too long ago, American consumers deemed private label brands to be “generic” and “cheap alternatives.” But times are changing. Consumers are increasingly embracing store brands as preferred...

March 27, 2014

The C-suite Perspective

Annie Young-Scrivner, President of Starbucks Canada, pointed to a picture of a muffin. She explained: “If you look at that muffin, you may say it’s a blueberry muffin.” Certainly, many students in...

March 21, 2014

An interview with Linda Schupack, EVP of Marketing at AMC Networks

What got you interested in business and management? When I was younger, I always wanted to be a psychologist.  I was an English major in college; I loved reading fiction.  For me, it was...

March 11, 2014
Leadership, Interview

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

Buying Into Sustainability: A Conversation with The Lazy Environmentalist

He was American. He realized that, like him, many Americans wanted or had grown accustomed to rather comfortable lifestyles. They identified themselves as consumers. So if American consumers were...

February 25, 2014

A $43.8 Million Piece of Canvas, and the Value of Authenticity

For an art collector at a Sotheby’s auction in May, the answer was $43.8 million. For the collector on a budget, a similar piece can be had for a few hundred dollars (plus shipping and tax). What’s...

February 21, 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

Growth on Principle: The Unconventional Leadership of Stonyfield Farm

The company’s existence is something of a happy accident. In the seventies and early eighties, Gary worked with an ecological research center called The New Alchemy Institute. The Institute studied,...

February 12, 2014