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Stop Treating B2B Customers Like Digital Novices

Harvard Business Review

MAY 10, 2016

If you have a problem with your industrial cement mixer, you usually have only two options: read the manual or call your sales rep. 97% of professional buyers believe that user-generated content, such as peer reviews and group discussion, is more credible than content provided by the company itself. Reputation.

B2B 8
B2B B2C FAQ Transportation 8
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Are CEOs Overhyped and Overpaid?

Harvard Business Review

NOVEMBER 1, 2016

My focus was on peer-reviewed journal articles (academic papers) that included reliable measures of CEO attributes (e.g., bright- and dark-side personality, values, and reputation) and meaningful measures of organizational outcomes (culture, profits, turnover, etc.).

CEO 8
CEO Drucker Peer Review Reputation 8
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