We use an incentivized experimental game to uncover heterogeneity in other-regarding preferences among salespeople in a large Austrian retail chain. Our results show that the majority of agents take the welfare of others into account but a significant fraction reveals self-regarding behavior....

We use an incentivized experimental game to uncover heterogeneity in otherregarding preferences among salespeople in a large Austrian retail chain. Our results show that the majority of agents take the welfare of others into account but a significant fraction reveals self-regarding behavior....

We use an incentivized experimental game to uncover heterogeneity in other-regarding preferences among salespeople in a large Austrian retail chain. Our results show that the majority of agents take the welfare of others into account but a significant fraction reveals self-regarding behavior....

We use an incentivized experimental game to uncover heterogeneity in otherregarding preferences among salespeople in a large Austrian retail chain. Our results show that the majority of agents take the welfare of others into account but a significant fraction reveals self-regarding behavior....

An audit study was conducted in peri-urban Mexico to understand the quality of information and products offered to low-income potential customers. Trained auditors visited multiple financial institutions seeking credit and savings products. Consistent with Gabaix and Laibson (2006), staff...

"A global pandemic. Panic. Social distancing. Working from home. In a heartbeat, we went from happy hours to virtual happy hours. From conferences to virtual conferences. From selling to virtual selling. To remain competitive, sales and business professionals were required to shift the way they...

Wie oft begegnet uns online eine Werbung, die eher verkaufshemmend als -fördernd wirkt? Noch viel zu oft, meint der Autor, studierter Wirtschaftspsychologe, Gründer und Geschäftsführer einer Online-Marketing-Agentur. Sein neuestes Buch richtet sich als Ratgeber an Unternehmen, die ihr...

Die wichtigsten Basics zu Informationsaufnahme, Aktivierung und Wahrnehmung -- Käuferverhalten und Kaufmotive für Kaufentscheidungen -- Methoden, mit denen Sie die Bedürfnisse Ihrer Zielgruppe ergründen -- Verkaufspsychologische Frameworks und Methoden zur Aktivierung des Kaufanreizes -- Der...

Intro -- Table of Contents -- Foreword -- Virtually Yours … -- PART I: Foundation -- 1 And, Just Like That, Everything Changed -- Technology Meets the Moment -- The Purpose of This Book -- Note -- 2 Is Face-to-Face Selling Dead? -- Probability versus Ideology -- Virtual Is NOT the Same as...

About the author -- What are you selling -- The dialogue sales process -- Relationship selling principles -- A business developer's workday - peter's top 10 worklist -- Other important sales topics -- Conclusion -- Appendix I: Relationship selling principles -- Appendix II: Dialogue puzzle --...

An audit study was conducted in peri-urban Mexico to understand the quality of information and products offered to low-income potential customers. Trained auditors visited multiple financial institutions seeking credit and savings products. Consistent with Gabaix and Laibson (2006), staff...

Can we identify the members of a community who are best- placed to diffuse information simply by asking a random sample of individuals? We show that boundedly-rational individuals can, simply by tracking sources of gossip, identify those who are most central in a network according to "diffusion...

Real estate agents rely on current clients for referrals to generate future business; this paper aims to understand whether concern for referrals disciplines the agent. We compare the results for sellers who move to another area (and are thus less likely to provide referrals) with the results...

Can we identify the members of a community who are best- placed to diffuse information simply by asking a random sample of individuals? We show that boundedly-rational individuals can, simply by tracking sources of gossip, identify those who are most central in a network according to "diffusion...

Wie führt man Kunden direkt zum Kauf? Indem man Kaufprozesse gezielt anstößt und auf dem Weg zum Abschluss die richtigen Impulse setzt. Denn allein der funktionale Nutzen eines Produkts, seine emotionalen Attribute oder ein sorgfältig designter Markenauftritt reichen bei weitem nicht aus, um...