Archive Reading List for:

Retailing

1. A New Buying Motive Self-giving reveals itself to be a buying motive for some customers. 2. Increasing Sales of Company Brands A store couponing tactic that increases market share. 3. Customer Response to Touch Amazing reactions to touch offer new ways to influence decisions. 4. Lessons from the Midville Farmers' Market A field study discovers powerful drivers for retail purchasing behavior. 5. Debunking T.V. Advertising Myths Research reveals new rules for using T.V. advertising to influence sales. 6. Marketplace Injustice Improved understanding of repeat purchasing offers new ways to protect markets and increase sales. 7. Listen While You Work? Researchers discover a simple personnel practice that boosts both performance and satisfaction for some employees. 8. Starving for Quality A review of total quality management reveals ways to check its progress and discovers signs of trouble. 9. A New Marketing Metaphor California researcher contributes a fresh insight that compels marketers to reconsider their approach when introducing innovations. 10. Guilt Ads Researches explore the effect of guilt ads on attitudes and purchase intentions 11. Prized Possessions Researchers learn why people form attachments to possessions. 12. New Business Formation Researcher identifies factors that spur the formation of specialized small companies. 13. The Lost Customer Dilemma Researchers explore customers' thinking as they navigate a complex shopping environment. 14. Mothers in Need An in-depth examination of working mothers reveals insights that should help us design products to meet their needs. 15. The Heart of the Pep Talk Researchers demonstrate performance benefits for preparatory information in high stress settings. 16. Managing Customer Complaints Researchers discover new connections between dissatisfaction and complaining. 17. How Long Should You Give Them? Researchers study demonstration periods and discover a way to calculate the optimum length for any product. 18. Effective Price Cues Researchers resolve questions surrounding reference prices and provide guidance for retailers. 19. Helping Customers "Get Along" Research reveals damage to customer satisfaction inflicted by other customers and offers suggestions for improvement. 20. Creating Memories Researcher demonstrates a way to create positive, enduring attitudes with product ads that receive only minimal attention. 21. Every Day Low Pricing Research explores the merits and demerits of every-day-low-pricing. 22. Effective Customer Service New research identifies crucial factors in establishing effective customer relationships. 23. Cooperative Business Ventures Researcher explores the practice of cooperation between firms. 24. A Cure for Fixed-Sum Reasoning Researcher demonstrates a surprising antidote for fixed-sum reasoning. 25. Just-Because Gifts Researcher explores gift-giving and finds new markets retailers can explore. 26. The Status Quo Bias Research explores the status quo bias and reveals a way to overcome it. 27. Making it Simple Research highlights the need to help people translate intentions into actions. 28. Listening Posts A new finding reveals an old management principle at work in customer service settings. 29. Culture Clash An analysis of cultural traits explains differences in conflict resolution strategies. 30. Customer Loyalty Researcher discovers some new connections that impact customer loyalty. 31. The Shifting Sands of Customer Preferences Research reveals yet another principle to guide business owners. 32. Predicting Sales Performance Research examines 129 studies searching for patterns that predict sales success. 33. Framing Techniques in Print Ads Researcher explores the effects of combining framing techniques in a single print ad. 34. Loyal Customers Research reveals a vulnerability and an opportunity. 35. Price Framing and Purchase Intentions Research explores the interactions of price framing and couponing. 36. Decoys and Market Share Researcher explores the limits of a new marketing tactic. 37. Comparison Advertising Research settles the question of the effectiveness of comparison ads. 38. Competition Counts Research reveals industry conditions that favor new businesses. 39. Real Men and Shopping A new study offers suggestions to attract and retain male customers in retail settings. 40. Goal Priming Works! New research in customer psychology reveals ways to be more persuasive. 41. The Contribution of Social Regard Research reveals a contribution to customer satisfaction that can exceed the core service. 42. The Pain of Deciding Research reveals feelings aroused by the act of deciding and explores their impact. 43. Giving Instructions Recent research in goal setting gives supervisors new insights when making assignments. 44. Negative Customers Research demonstrates the impact of negative customers on service delivery. 45. Mood and Persuasion Research reveals an unexpected influence of mood on the acquisition of attitudes. 46. In the Aid of Empathy Researcher explores customer emotions as they make purchases. What he learned will help salespeople be more empathetic. 47. Loyal Customers New research explores identification as a basis for loyalty and makes a provocative claim. 48. Purchasing and Self Identity New research reveals important connections between purchasing behavior and managing one’s self-identity. 49. No Shirt, No Shoes, No Fat People Research reveals a way to overcome a triggering mechanism for the expression of prejudice. 50. Restoring Trust New research offers guidance to business owners who have lost the trust of their customers. 51. Selling With Stories New Research explores the use of self-referencing within the context of stories. 52. The Perfect Predictor Researcher explores the limits of attention blocking. 53. To Be Well-liked Researcher gains valuable insights into ingratiation as a social influence tactic. 54. The Tightwad Scale Researcher explores tightwads, spendthrifts, ways to identify them, and ways to modify their behavior. 55. The Persuasive Role of Mimicry Researchers discover a surprising potency in a simple action. 56. The Language of Buyers New research examines the effect of correct product framing. 57. The Path to Preference New research examines the effect of correct product framing. 58. Thieving New research explores the role of anticipation in impulse control. 59. More Variety Please Discoveries concerning customer perceptions of variety offer business owners a new choice. 60. Present at the Birth New research reveals the origin of strong preferences. 61. Surrender or Adapt Researcher suggests adapting to technological realities. 62. Happy: Vivid or Authentic? New research reveals differences in customer reactions to happy clerks. 63. Product Positioning New research suggests new rules to align products with thinking preferences in purchase decisions. 64. To Buy or Not to Buy New research explores the influence of self-view on purchasing decisions. 65. The Right Pitch Research reveals a common retailing mistake when customers are feeling a loss of control. 66. Fun at Work New finding points to improved customer experience. 67. Attitude Researcher discovers one emotion employees can't conceal. 68. Closing, Closing, and Closing Research offers new guidance for an old sales technique. 69. Selling Skill-based Products New research offers guidelines for sellers of skill-based products. 70. Solving a Gift-Giving Dilemma New research offers a solution to a common customer problem. 71. Change Your Mind, Please! New findings in preference reversal research. 72. The Persuasiveness of Uncertainty In three experiments, Karmarkar studied three elements of a typical consumer persuasive message. 73. Variety for Sale = Mass Confusion A marketing strategy with a flaw and a research study that reveals how to correct it. 73. Ad Reactance / Assaulted by Stereotypes Research explores one response to ad reactance. 74. Selling Happiness New research reveals a missed opportunity. 75. Collecting Stories New research illuminates the transformation of consumer products into necessities. 76. That Little Competitive Edge Researchers explore a halo effect in product comparisons.

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