‘Limited-quantity’ ads play a role in consumer aggression

W. P. Carey researchers examine why shoppers become Black Friday brawlers, concluding that retailers should be more cautious in how they use ‘scarcity ads,’ and consumers should understand that psychologically, these effects can happen and you should control your own behavior.

Sending clear messages: Communicating the ‘core idea’

People who know Mike Figliuolo likely were unsurprised when he founded a training and development firm called "thoughtLEADERS, LLC" in 2004. Up to that point, every stage of his career led seamlessly to the next, as he groomed himself in teamwork, delegating, structure, strategy and leadership. "My background is critical to the firm," he explained. "I spent so much time in meetings, listening to presentations that were poorly communicated and left me and other participants unsure of what the message was, what the next step should be and how their research backed up their hypothesis." Figliuolo was a speaker at the 19th Annual Compete Through Service Symposium, sponsored by the Center for Services Leadership at the W. P. Carey School.

Taking a cue from the business world: What the public sector could learn about influencing behavior

What’s the best way to convince a 40-year-old to stop smoking? Tell him that he’ll get lung cancer and die? Not necessarily. Economics Professor Kerry Smith of the W. P. Carey School of Business says that the best quit-smoking message comes out of an understanding of the reasons why people smoke in the first place. John Lastovicka, a professor of marketing at the W. P. Carey School, agrees. He says that understanding why people make certain decisions, and then testing messages designed to influence those decisions, is typical in the for-profit world but less common in the public arena.

Hispanics seen as key players in expanding Diamondbacks fan base

The Boston Red Sox played Oakland in Japan this week — an unusual opening day for Major League Baseball. As the season starts, Knowledge@W. P. Carey sat in on a discussion of the sports business between three Diamondbacks front office officials who visited the W. P. Carey School of Business recently.In 2004, the Arizona Diamondbacks were picked by some media outlets to win the National League West division; instead they lost 111 games, the most by a National League team in 39 years. The team has bounced back from 2004, both on and off the field, but they are still attracting fewer fans. The Diamondbacks have focused their attention on several areas to solidify and broaden the fan base, and one of the key areas is tapping into the Hispanic market, which is growing even faster than the population as a whole in Arizona.