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Direct to consumer: How to reach your clients when stores disappear
Nueno, José Luis
According to José Luis Nueno, mass-market companies have underestimated the power of e-commerce and the direct-to-consumer (DTC) brands that are digital natives. By 2025, online commerce will have changed the marketplace irreversibly.
Hurry! Only 3 left in stock! When scarcity signals are most powerful
Calvo, Eduard; Cui, Ruomeng; Wagner, Laura
Many retailers disclose product availability to get customers to buy, but does it really boost sales and profits? By studying this effect in online retail, we identify the contexts where scarcity signals are most powerful.
Generational opportunities
IESE Insight; Nueno, José Luis
Businesses need to understand what makes the different age groups tick. Getting into the heads of these key generations, says IESE's José Luis Nueno, can help you deliver the best possible customer experience.
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Latest IESE documents
The Commercial consequences of collective layoffs
Vardit Landsman; Stefan Stremersch
IESE Business School Insight, 155
IESE Insight
Hurry! Only 3 left in stock! When scarcity signals are most powerful
Eduard Calvo; Ruomeng Cui; Laura Wagner
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