INSEAD Knowledge

Marketing

Making the Shift to Digital Sales in B2B

Joerg Niessing, INSEAD Senior Affiliate Professor of Marketing, and Fred Geyer, Senior Partner at Prophet

The old methods of demand generation won’t work in the always-online era.
Strategy

Hold the Emoji and Other Tips for Successful Email Negotiations

Alena Komaromi (INSEAD MBA ’12D), Financial Services Professional

Tactics for increasing B2B sales.
Strategy

Four Steps to Business Model Innovation

Sameer Hasija, INSEAD Professor of Technology and Operations Management

Success in this new era of accelerated disruption requires a holistic approach to technology.
Marketing

The Tension-Filled World of Luxury Consumption

David Dubois, INSEAD Associate Professor of Marketing

Recent research highlights how luxury consumers are pulled in different, often contradicting directions.
Responsibility

Foundations for Gender Balance Can Be Built at Home

Zoe Kinias, INSEAD Associate Professor of Organisational Behaviour, and Vinika D. Rao, Executive Director, INSEAD Gender Initiative

If we want a robust economic recovery and a fairer world, we must stem the tide of women fleeing the Covid-19 workforce.

Entrepreneurship Frameworks That Work

A recent book narrates a variety of productive and powerful paths forward for all kinds of entrepreneurs.

How to Appease Your Customers After Your Algorithm Rejects Them

No one likes to hear “computer says no”. But there may be more ways to be transparent about algorithm-driven rejections than...

Transforming a Supply Chain Into a Social Enterprise

Creating sustainability initiatives that can scale requires innovative balancing of social impact and profit seeking.

Scorched-Earth Strategic Thinking for Covid Times

“Disrupt yourself first” is so five years ago. The new motto is “Burn your company to the ground then rebuild it.”

Covid Cost-Cutting May Backfire in the Long Run

Macroeconomic uncertainty makes firms more profitable in the short-term, but the bill comes due later.

Comparison Shopping in the Age of Information Overload

When consumers try to estimate a product specification, their best guess depends on whether they believe that they forgot this...

Alexandra von Stauffenberg

A Liquidity Cushion in Troubled Times: The PE Secondaries Market

Even without deep discounts, secondaries’ modest risks and returns are attracting investor interest.

Douglas Webber

Calmer Waters: President Biden’s Prospective Foreign Policy

The new president’s foreign policy will differ from Trump’s in style, language and tone more than...

Phanish Puranam

Organisational Data: The Silver Lining in the Covid-19 Cloud

The shift to virtual working has produced a data boom that could revolutionise organisations – if...

Trending on Knowledge

How Would an Immigration Surge Affect Your Pay Cheque?

Workers whose product or output is not easily sold elsewhere are more likely to lose out amid an inflow of immigrants.

Illogical Truths: The Paradoxes of Silicon Valley

The Valley’s most valuable product is the contrarian thinking that fuels its innovation culture.

How Ready Are You for the Work-from-Anywhere Era?

Advice from academics and practitioners who are well-versed in the remote working paradigm.

Food Security in a Pandemic: Lessons From India’s Lockdown

Portable food ration cards allow migrant populations to shelter in place, but implementation across state borders faces hurdles.

The Great Covid-Driven Teamwork Divide

For most teams, the pandemic either brought colleagues closer or drove them increasingly apart. There are three key reasons why.

How to Build a C-Suite in Less Than Two Years

Indonesian state-owned giant Pertamina had a problem: Its top leaders were all retiring at once. The solution? A new kind of...

Leadership in Wicked Times

We face extraordinary problems calling for new leadership approaches.

Building the Supply Chain for Large-Scale Covid-19 Testing

Widespread Covid-19 testing will be a fact of life for years to come. Scaling up the supply chain requires governments to...