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Sales
Customer Relationships
Every customer uses four criteria in purchasing. These criteria signal...
Insight Donald Potter    
Sales
Applying AI in sales can uncover new opportunities
Insight Anita Anbu et al.  
Brand Management
Symmetric design and stylistic continuity extend the lifecycle of luxury...
Insight Alba D’Aniello et al.  
Marketing Strategy
Numerical presentation shapes consumer behavior and marketing strategy.
Insight Jorge Pena Marin et al.  



How to Analyze Data to Predict Customer Behavior: Accounting for Post-Pandemic Effects
Insight Customer Relationships   06 Dec 2021 Mike Grandinetti and Ikhlaq Sidhu
Leveraging the Physical Store to Boost Customer Value - Providing the Right Engagement at the Right Time
Insight Marketing Strategy   24 Jun 2021 Jonathan Zhang and Scott Neslin
Mastering the Digital Transformation of Sales
In-Depth Digital Marketing   01 Aug 2020 Paolo Guenzi and Johannes Habel
Returning Customers: The Hidden Strategic Opportunity of Returns Management
In-Depth Supply Chain Management   01 Feb 2018 Felix Röllecke, Arnd Huchzermeier, David Schröder
Consumer Electronics Show (CES) Showcases Latest in Self-Driving Cars
Insight Digital Marketing   23 Jan 2017 Michael Eliot
Is Revenue Sharing Right for Your Supply Chain?
In-Depth Global Supply Chains   01 Aug 2014 Mehmet Altug, Garrett Ryzin
Retail Inventory: Managing the Canary in the Coal Mine
In-Depth Supply Chain Management   01 Feb 2014 Ananth Raman, Vishal Gaur, Saravanan Kesavan
Netflix: Pricing Decision 2011
Case Study Digital Marketing   20 Jan 2013 Berkeley Haas Case Series
So what if remanufacturing cannibalizes my new product sales?
In-Depth Brand Management   01 Feb 2010 Luk Van Wassenhove, V. Guide, Atalay Atasu
A Dashboard for Online Pricing
In-Depth Marketing Strategy   01 Nov 2007 John Morgan, Michael Baye, J. Gatti, Paul Kattuman
Understanding Customer Choices in E-Financial Services
In-Depth Digital Marketing   01 Aug 2004 Zafar Iqbal, Rohit Verma, Gerhard Plaschka
The Three Faces of Consumer Promotions
In-Depth Marketing Strategy   01 Aug 2004 Hans Grande, Priya Raghubir, J. Inman
Advance Selling for Services
In-Depth Digital Marketing   01 May 2004 Steven Shugan, Jinhong Xie
Strategic Use of the Secondary Market for Retail Consumer Goods
In-Depth Marketing Strategy   01 Feb 2004 Ronald Tibben-Lembke
Uncovering Patterns in Cybershopping
In-Depth Digital Marketing   01 Aug 2001 Wendy Moe, Peter Fader
Execution: The Missing Link in Retail Operations
In-Depth Supply Chain Management   01 May 2001 Ananth Raman, Nicole DeHoratius, Zeynep Ton
Store Choice and Shopping Behavior: How Price Format Works
In-Depth Sales   01 Feb 2001 Christopher Tang, David Bell, Teck-Hua Ho
Shopping Online for Freedom, Control, and Fun
In-Depth Digital Marketing   01 Feb 2001 Mary Wolfinbarger, Mary Gilly
E-Retail: Gold Rush or Fool's Gold?
In-Depth Digital Marketing   01 May 2000 Kenneth Rosen, Amanda Howard
Market Segmentation Strategies and Service Sector Productivity
In-Depth Business Models   01 Aug 1999 Brent Keltner, David Finegold, Geoff Mason, Karin Wagner
Obtaining Industry Control: The Case of the Pharmaceutical Distribution Industry
In-Depth Global Supply Chains   01 Nov 1995 William Boulton, Sharon Oswald
Frames of Reference and Buyers' Perception of Price and Value
In-Depth Brand Management   01 Nov 1995 Gerald Smith, Thomas Nagle
Productivity Planning and Strategy in Retailing
In-Depth Supply Chain Management   01 Feb 1990 Saeed Samiee
Selling American Medical Equipment in Japan
In-Depth Sales   01 Aug 1989 Susan Foote, Will Mitchell
Tax Reform and Real Estate
In-Depth Change Management   01 Nov 1985 Sherman Maisel, John Quigley
Motivational Segments in the Sales Force
In-Depth Organizational Behavior   01 May 1982 Thomas Ingram, Danny Bellenger
What Product Benefits To Offer to Whom: An Application of Conjoint Segmentation
In-Depth Marketing Strategy   01 Nov 1981 Saul Sands, Kenneth Warwick
Sales Force Management: Integrating Research Advances
In-Depth Marketing Strategy   01 Nov 1981 Adrian Ryans, Charles Weinberg
Flexible Price Agreements: Purchasing's View
In-Depth Negotiations   01 Feb 1980 Dale Varble
Family Housing: Dream or Nightmare?
In-Depth Sales   01 May 1978 Fred Case
Warehouse Retailing: A Revolutionary Force in Distribution?
In-Depth Supply Chain Management   01 Feb 1977 Albert Bates
The CPA’s Role in Real Estate Projections
In-Depth Disclosure & Accountability   01 Feb 1977 Alan Cerf
The SCHEDULE Model and the Salesman's Effort Allocation
In-Depth Marketing Strategy   01 Aug 1976 Gary Armstrong
The Factory Without Walls: Industrialization in Residential Construction
In-Depth Brand Management   01 May 1976 Richard Bender, John Parman
Notes: Analyzing a Marketing Strategy
In-Depth Marketing Strategy   01 May 1975 R. Finn
Antitrust or Pro-Competition?
In-Depth Alliances & Mergers   01 Aug 1974 Neil Jacoby
Industrywide Cooperation for Consumer Affairs
In-Depth Brand Management   01 May 1974 Guenther Baumgart
Advertising: Consumer Information and Consumer Deception
In-Depth Advertising   01 May 1974 Channing Lushbough
Price Formation and Decision-Making in Covent Garden Market, London
In-Depth Marketing Strategy   01 Nov 1973 Ralph Cassady, F. Barker
Best Estimate Forecasting--A Better Alternative
In-Depth Planning & Forecasting   01 Nov 1972 Herbert Kierulff
The Reliability of Input/Output Analysis for Marketing
In-Depth Marketing Strategy   01 Aug 1972 James Rothe
The Interorganizational Link
In-Depth Organizational Behavior   01 Nov 1971 Henry Pruden
The Effect of Social Class on Brand Loyalty
In-Depth Brand Management   01 Nov 1971 Frederick May
Product Petrification: A New Stage in the Life Cycle Theory
In-Depth Product Development   01 Nov 1971 George Michael
Do Products Really Have Life Cycles?
In-Depth Marketing Strategy   01 Nov 1971 George Field
Length of Product Line
In-Depth Supply Chain Management   01 Aug 1970 George Murray, Harry Wolfe
The Outside Salesman: Interorganizational Link
In-Depth Organizational Behavior   01 Feb 1969 Henry Pruden
Evaluation of Trade Show Exhibitions
In-Depth Advertising   01 Feb 1968 James Carman
Fair Trade Revisited
In-Depth Sales   01 Nov 1967 Marshall Howard
The FTC--Large Quality Store Advertising and the Small Retailer
In-Depth Sales   01 Aug 1967 Roger Dickinson
The Retail Buyer and The Robinson-Patman Act
In-Depth Supply Chain Management   01 May 1967 Roger Dickinson
The New World of Private Brands
In-Depth Brand Management   01 May 1966 Louis Stern
Marketing Objectives for the Satellite City
In-Depth Marketing Strategy   01 Nov 1965 Louis Bucklin
Marketing Effectiveness and Sales Supervision
In-Depth Brand Management   01 Nov 1964 W. Caswell
Merchandising in Department Store Chains
In-Depth Supply Chain Management   01 Aug 1964 Louis Bucklin
Demand for Machine Tools
In-Depth Predictive Modeling   01 Aug 1963 Milton Spencer
The Anatomy of Retail Price Competition: A Study of Advertised Food Prices
In-Depth Advertising   01 May 1962 Reed Hertford, Lee Preston
Forecasting Sales of Consumers' Durable Goods
In-Depth Predictive Modeling   01 May 1962 Milton Spencer, Theodore Mattheiss
Framework for Marketing Strategy
In-Depth Marketing Strategy   01 Nov 1961 Harry Allison
Setting Sales Quotas
In-Depth Sales   01 Feb 1961 Donald Herzog
Capital Budget Formulae
In-Depth Finance   01 Nov 1960 William Vatter
Methods for Forecasting Consumer Demand for Specific Products
In-Depth Planning & Forecasting   01 Aug 1960 Francis Dresch
Wage-Productivity-Price Issue
In-Depth Circular Economy   01 May 1960 John Kendrick
Understanding Lease Financing
In-Depth Finance   01 Feb 1960 J. Weston, Rupert Craig

California Management Review

Published at Berkeley Haas for more than sixty years, California Management Review seeks to share knowledge that challenges convention and shows a better way of doing business.

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