MIT Sloan Management Review

Former U.S. Federal Reserve Chairman Alan Greenspan recently noted that in many cases, “old-fashioned corporate decision-making hasn’t caught up with new Information Age tools.” Indeed, companies must increasingly function as nodes in vast knowledge networks, and it is obvious that many of them are not up to the challenge.

Sellers have a view of their industry that their customers lack. But by sharing their unique knowledge, they can win loyalty and improve their pricing power.