Marjorie L. Hilton, Selling to the Masses

Selling to Strategic Customers: Opaque Selling Strategies

Over the past few years, firms in the travel and entertainment industries have begun using novel sales strategies for revenue management. In this chapter, we study a selling strategy called opaque selling, in which firms guarantee one of several fully specified products, but hide the identity of the product that the consumer will actually obtain until after the purchase is completed. Several fi...

Blast Xiii Meeting Hilton

John Hilton, 1805–1878

This Classic article is a reprint of the original work by John Hilton, On Rest and Pain: Lecture XIV. An accompanying biographical sketch on John Hilton, MD, is available at DOI 10.1007/s11999-009-0927-2 . The Classic Article is reprinted with courtesy from Hilton J. On The Influence of Mechanical and Physiological Rest in the Treatment of Accidents and Surgical Diseases, and the Diagnostic Val...

Selling Health to the Public

Let me confess at the outset that I feel uncomfortable with the title given to my presentation, "Selling Health to the Public," and that I feel equally uncomfortable with such terms as, "marketing health," "the health marketplace," or any others that equate the health area with the marketplace. These terms have become quite popular in recent years because the presumed success of Madison Avenue ...

Pancreatic Transplantation, the 8th Marjorie Budd Lecture

Though the introduction of insulin in 1922 immediately transformed the management of diabetes, allowing diabetics to survive with their disease, the microvascular complications of the disease became increasingly evident with time. Thus insulin-dependent or type 1 diabetes is the fifth major cause of renal failure, the major cause of blindness, and coronary heart disease is a major cause of deat...