[ryanmarsh]

For many businesses revenue is a function of aggressive deal making. Full stop. In an undifferentiated market of discretionary (impulse) purchases if you don't hustle the customer you make less. The author of this article is confusing companies that are bad at hustling with hustling being bad.

One time offers, limited time offers, mailing list signups, up-sells, and cross sells are time tested ways to increase sales dating as far back as radio era telephone and catalog sales.

Steve Madden is a perfect example of this. They sell undifferentiated popular shoe styles less expensive than high fashion but more expensive than knockoffs. They have to hustle you to get you on their mailing list (for 10% off your order) in the hopes that you'll make another impulse purchase later when you get a text or email from them. If they weren't as aggressive you might never make another impulse purchase with them again as there are tons of brands selling nearly identical products.

Some companies are just horrible at hustling so they actually get in the way of you completing your purchase. In a competitive market this is a self correcting problem.