Decision Analysis RSS

Research Papers  Heart Over Head: How to Sell an Experience

Gallo, Iñigo; Sood, Sanjay; Mann, Thomas; Gilovich, Tom What would make a better gift for the graduating college student in your life: a new laptop or an exotic getaway? And as a marketer, what tactics can be used to sell one option or the other? The rules for experiential marketing, insists IESE's Iñigo Gallo, are completely different from those for marketing material goods. Read article

Research Papers  Keys to Optimize Stakeholder Investments

García-Castro, Roberto; Francoeur, Claude Invest in stakeholders? Absolutely. But how much and when? Research exploring the relationship between stakeholder investments and outcomes finds that it is far from linear. In fact, more is not always better. Under certain boundary conditions, less is best. Read article

Technical Notes  Winning Strategies for Team Negotiations

Mehta, Kandarp; Stein, Guido Negotiating as a team has definite advantages over going solo, but it also presents major challenges along the way. Preparation is key. Certain strategies can help you meet team challenges and negotiate better. Read article

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