Sales funnel on computer

Solutions to the Problem of Sales Spilling over to Unprofitable Customers

Marketing textbooks recommend that firms target profitable customers and induce greater selling efforts as a way of charging higher prices and earning superior profits. However, according to a recent publication by Alex Thevaranjan, associate professor of accounting at Syracuse University‘s…

research-news

Whitman Research Newsletter – Spring 2018

The Whitman Research Newsletter highlights awards, honors, new research and more from Whitman’s research faculty. It is published bi-monthly. Send your research inquiries/highlights to Michel Benaroch, associate dean for research and doctoral programs. Awards and Honors Alejandro Amezcua, assistant professor of…

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Whitman Research Newsletter – January/February 2017

The Whitman Research Newsletter highlights awards, honors, new research and more from Whitman’s research faculty. It is published bi-monthly. Send your research inquiries/highlights to Michel Benaroch, associate dean for research and doctoral programs. Awards and Honors Burak Kazaz, the Becker Professor…