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What’s Better for Motivating Salespeople: Group or Individual Incentives? New Research Shows it Depends on the Brand

A Journal of Marketing study shows that weaker brands may be more profitable with group salesperson incentives, whereas stronger brands should use individual incentives.

Article

Do Performance Rankings Actually Motivate Salespeople?

A Journal of Marketing study finds that the types of information disclosed in sales performance rankings significantly impact salesperson outcomes.

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Are Short-Term Metrics Ruining Influencer–Brand Partnerships?

This Journal of Marketing study shows that excessive reliance on short-term metrics can harm influencer–brand partnerships, reducing their effectiveness and damaging trust.

Article

How to Time Your Product Launch for Maximum Success

This Journal of Marketing study provides managers with resources to launch new tech at the optimal time.

research insight

How Your Brand's Reputation Should—and Shouldn’t—Affect Employee Pay

research insight

Memes in Marketing: Act Fast or They'll Backfire