Salespeople’s motivation is the essential factor in value-based selling—the process of presenting a product or service in terms of the value it creates for customers—especially when the value proposition is based on the offering of sophisticated digitally enabled solutions. Supervisors, on their side, can play an important role in creating and stimulating motivation. This is the subject of a recent paper written by Paolo Guenzi of the Bocconi Department of Marketing together with Edwin J. Nijssen of the Eindhoven University of Technology. The work is published in the European Journal of Marketing.
Our Evidence Centre for Education (DECE) has analyzed the ethnic disproportion between students and teachers in English schools.This article is [...]
Intelligence can mean many things. For most people, it describes the general ability to learn and use knowledge in different [...]
Among the negative impacts of extreme weather events around the world is one that most people may not think of: [...]