Effective marketing techniques lie within the reach of both large and small companies with limited marketing budgets. "Low-Cost Marketing StrategieS" is a comprehensive guide to developing workable and affordable marketing strategies for such firms. After discussing modifications in the marketing mix that could benefit low-budget firms, the book provides practical information on such specific topics as the organization of marketing departments, do-it-yourself public relations techniques, problems of using standard direct marketing tools, the recruitment and training of sales people, price structures, and market research. In addition, an appendix contains valuable materials such as sample phone scripts, releases, and reply cards.

This book is about the role of expert systems in marketing, particularly in the consumer goods industry. Section I describes the changing nature of consumer marketing and presents the rationale and need for expert systems. The remainder of the book combines a tutorial on expert systems with a series of expert system prototypes. The tutorial material is presented in three places. First, section II is devoted to introducing expert systems in general. Chapter 3 provides a general introduction to the topic, which is continued in chapter 4 where a small expert system (the Promotion Advisor) is used to illustrate the important features of a backward-chaining, rule-based system. The promotion theme is extended in chapter 5 where a larger system is presented. The material in all three of these chapters was designed as an introduction and tutorial on the most common technology for building applied expert systems: the backward-chaining, rule-based inference engine. Tutorial material is also contained in the body of the chapters that describe the prototypes. This material is usually in the form of sample rules and a description of the process for applying the rules. The third location of the expert system material is in chapters that follow discussions of the prototypes. Chapter 7 is a technical chapter on the coupling of expert systems to traditional systems.

Hardbound. This interdisciplinary series focuses on new, fresh ideas in services marketing and management and is committed to encouraging scholars new to the area of services to pursue innovative and interdisciplinary services-related research. Also encouraged is work that crosses the boundaries between academic research and business practice. Leading scholars will delve into services issues such as service quality, internal marketing, service design, human resources in services, services operations, etc. Included are directions for future research and managerial implications.An added feature is a services in action section addressing in depth some aspect of a service organizations practice which is on the cutting edge. Leading service firms will share how they have innovatively applied services principles in business practice.

Blending elements from psychology, sociology, social anthropology, marketing and economics, the volumes in this set, originally published between 1936 and 1992, discuss the decision-making processes of buyers, both individually and in groups and how other factors such emotions affect buying behaviour. Many of the volumes also examine how consumer behaviour impacts on commercial marketing strategies.

The radical changes in Central and Eastern Europe (CEE) have brought about changes in marketing in the region, with CEE countries adopting a variety of market orientations. In May 2004 eight of the CEE nations became members of the EU. Other countries are expected to join in 2007. This dynamic but heterogeneous region contains differences in the level of economic development, history, culture, business practices, etc. This book addresses this variety and presents an updated picture of the way marketing is done throughout the region.

Creativity, Global Branding and Country of Origin (CoO) represent conceptual fields of interest to both academics and practitioners. In the contemporary environment, business and customers are increasingly developing multi-faceted relationships nurtured by global drivers, such as international brands, but also by embedded elements, such the impact of specific geographical networks on creativity. As a result, the impact of Country of Origin on branding is, once again, a key topic in the global management field.

This collection provides an opportunity for leading marketing scholars to share up-to-date research while addressing both domestic and multinational strategies for understanding global marketing and consumers. The chapters include brand-consumer relationships in a global environment, Country of Origin impact on business to consumer and business to business markets and creativity at the territorial level from a network perspective.

This book was originally published as a special issue of "Journal of Global Scholars Marketing Science."

As a newcomer to tourism, China has amazed the world with its rapid growth of inbound, outbound, and domestic tourism. Tourists from the Greater China area (Mainland, Hong Kong, Macao, and Taiwan) are well positioned to change the world s tourism landscape. Influence of China in the global tourism arena will be even more significant with the realization of WTO s vision of Mainland China as a top world tourism destination and tourists-generating country by 2020. The preeminent role of Chinese travellers in the social space of tourism has stimulated much interest in understanding their behaviors and psychology in various tourism settings. The chapters in this collection investigate different aspects of Chinese consumer behaviors and psychology in tourism settings.

This book was originally published as a special issue of the "Journal of China Tourism Research.""

This book examines and clarifies key aspects of regional branding with the special focus of inter-regional brands. Today regions are in strong competition for companies, tourists and most of all talent. In order to differentiate one region from another, regional developers, politicians and planners increasingly focus on establishing the region as a brand. This is by no means easy, since places are complex systems of geographical abstractions in which each place is understood in relation and contrast to other geographical entities. In doing so, regions not only differentiate, but also cooperate (within one country or between countries), building so-called Inter-Regional Brands with an even higher degree of complexity. Accordingly this volume, provides a theoretically well informed but practically oriented overview of this phenomenon - including numerous cases and best practices. As such, it will strongly appeal to both academics and practitioners in the field.

From the three-time #1 bestselling author Chris J. Reed, "the only CEO with a Mohawk!" comes his latest book, Social Selling Mastery for Entrepreneurs. Whether you have heard the phrase "social selling" but don't know what it entails, or you have been trying to socially sell for years, this book will give you worthwhile insights, actionable advice, and secrets of the trade that Chris has learned in his ongoing career as a global social selling guru. You see, Chris himself used social selling to create Black Marketing, the world's most recommended LinkedIn marketing agency, and Chris continues to rely on social selling for his business to thrive. Chris is the world's most recommended LinkedIn marketing masterclass instructor, entrepreneur and founder with 650 LinkedIn recommendations, triple LinkedIn marketing bestselling author, and the only entrepreneur or LinkedIn speaker on the site who is an Official LinkedIn Power Profile seven years running. CEOs, entrepreneurs, and business leaders seek Chris out to gain support with their personal branding, social media presence, employer branding and social selling. In sharing his lessons learned and social selling dos and don'ts, Social Selling Mastery for Entrepreneurs offers an invaluable learning opportunity not to be passed up! In Social Selling Mastery for Entrepreneurs, Chris explains how you, as a business owner and entrepreneur, a CEO, a CMO, or a sales or marketing professional can master social selling. Chris also lays out how LinkedIn, the only business-focused global social media platform, offers an ideal platform for social selling. With LinkedIn's range of tools at your disposal for building your brand, releasing content, and connecting you with its 600 million-plus business professional users, Chris teaches you how to harness all LinkedIn offers so that you can build your own social selling machine and keep it going at high speed for years to come. In Social Selling Mastery for Entrepreneurs, you'll get a highly developed rendering of social selling, complete with anecdotes from Chris's career so that readers who aren't familiar with the concept can get on board fast. He then highlights the roles of social research, personal branding, and content marketing, showing how they work interdependently in social selling. Additionally, Chris presents various content marketing strategies, as well as the nuances of content marketing you must consider to get the engagement you are aiming for. He presents a convincing case to get you writing and videoing yourself and putting that content out there because it's the people who show themselves to be thought leaders and experts that enjoy the greatest success in social selling.

Remarkable advance in quantitative marketing research in the last two decades, incorporating applied microeconomic theories, operations research and management applications, has brought the field of marketing alongside with finance, accounting and productionto within an executive'sreach for a sophisticatedtoolbox for decision making in an increasingly competitive and complex business environment. A quick look at Marketing, a recently published book edited by Eliashberg and Lilien would indicate even to the casual reader the extent of such methodological progress made by marketing scholars. Even in such an impressive and nearly exhaustive collection oftopics, with the notable exception pointed out by the editors of applicationsofthe scanner data, and in spite of the reference to it, an important omission is related to the issues ofmarketing decisions under conditions ofuncertainty. It is fairly obvious to the marketing executive and academician alike to recognize the important role uncertaintyplays in marketingdecisions such as pricing, promotion, advertising, sales force management, and others. The major purpose of this study is to address certain major marketing decision variables within the general context of an uncertain environment. While there have been significant progresses in analyzing marketing behaviors in a stochastic environment, the sourcesscatteramong differentmanagementandmarketingjoumals; and to the extent that these issues are addressed at all, they have aimed mainly at each separate, specifictopic at a time. Thus, our effort to bring these studies together in the same framework should facilitate our in-depth analysis of these important phenomena."

""The Petraeus Doctrine for the 21st Century Marketer""

The Owned Media Doctrine is to Marketing what The Petraeus Doctrine was to modern warfare - a complete re-thinking of philosophy, strategy and tactics, dictated by the way war has changed. Just like in warfare, marketing and media is not at all what it used to be - but marketers are still fighting the battle like it's 1965.

The Owned Media Doctrine is just that, a new doctrine for Marketing. A new philosophy, strategic approach and operational model for the marketing operations function based on how media works today, and how it will work in the future. It's the marketer's field manual for today's two-way, real-time media environment.

"In this remarkable - and remarkably useful - book, Jackson and Deckers provide the granular, step-by-step instructions and advice that senior digital marketers have craved for years. This is the book you'll keep on your desk forever (or at least until they have time to write the 2nd edition)."

"-Jay Baer - Convince & Convert "

"Reis and Trout changed the way we think with Marketing Warfare. Anderson did it with The Long Tail. Jackson eloquently welcomes us to the new age of Owned Media and the reality we face as real-time marketers. An immediate must read....and more importantly, an immediate must do."

"-Michael Grimes, VP, Omni-Channel Marketing at Finish Line"

"Everything in this book just makes so much sense If the words "content" or "marketing" are anywhere in your job description do yourself a favor and read it cover to cover."

"-Shelly Towns, VP of Product at AngiesList.com"

The Owned Media Doctrine will show you a future-proof way to advance your marketing efforts based on real-world experience with some of the largest brands on the planet... and it will let the ever-changing media ecosystem evolve around you, rather than the other way around.

The definitive guide to cold calling success

For more than thirty years, Stephan Schiffman, America's #1 corporate sales trainer, has shown millions of salespeople how to close a deal. In this newest edition of "Cold Calling Techniques (That Really Work )," he'll show you why cold calling is still a central element of the sales cycle and where to find the best leads. Updated with new information on e-mail selling, refining voice-mail messages, and online networking, his time-tested advice includes valuable discussion points that you'll need to cover in order to effectively present your product or service and arrange a meeting. Schiffman teaches you how to use his proven strategies to:

• Turn leads into prospects
• Learn more about the client's needs
• Convey the ability to meet the client's demands
• Overcome common objections

GENERATE MORE LEADS AND HIGHER SALES--WITHOUT COLD CALLING!

Salespeople everywhere are learning the hard way that cold calling just doesn't work anymore. Yet, millions of salespeople are stuck in the past, using twentieth-century sales techniques to try to lure twenty-first-century customers. But today's consumers have no patience for the sales pitch--that is, if they even answer the phone at all.

There has to be an easier way to find more and better prospects--and there is. Today's most successful salespeople are using modern technology to bring prospects to them, rather than fishing for prospects over the phone. In Never Cold Call Again, Frank Rumbauskas shows you how to move your sales program into the Information Age using modern marketing tools like e-mail, Web sites, and blogs. Based on interviews with top performers, proven marketing tactics, and his own sales experience, Rumbauskas shows you how to make more money in sales without the high-pressure tactics and closing speeches everyone is sick of. This cutting-edge guide will bring your sales methods into the future, without the cold call. Plus, you'll learn how to: Craft a unique message and get it out to the masses Use e-mail to land prospects you wouldn't get over the phone Use direct mail techniques that still work Build a Web site and drive traffic to it Maintain ongoing contact with prospects Use newsletters to get the word out Write a blog to attract qualified prospects automatically Get free publicity from the media Think like an independent consultant, not a sales rep Develop and deliver a powerful sales proposal

Cold calling isn't just ineffective; it's outdated. Never Cold Call Again will show you how to tapinto the power of modern marketing to increase your prospects and boost your sales--without even picking up the phone!

What's stopping you networking? You know you need to do it and, like most people, you probably hate it. Business Networking - The Survival Guide helps you overcome all your fears and concerns. Start navigating the networking jungle like an expert as you build your confidence, raise your profile, create new connections, strengthen your support network and open up exciting new opportunities. Effective networking - both in person and online - has never been more vital. This indispensable, friendly guide will take you step by step through the whole process so you can quickly master: Invitations - plan, prepare and make the best of LinkedIn Meeting people - work the room, feel comfortable and start conversations Spotting needs - work out what people want, ask the right questions and establish credibility Reconnecting - follow up, keep in touch and win that pitch Networking may be necessary, but it doesn't have to be stressful.

An important new resource for managers in marketing, finance, acquisitions analysis, and strategic planning, this book explores a question central to the financial health of every company: Is there a rate of corporate growth that is both desirable and sustainable? As the authors point out, excessive growth in sales can be as destructive to the survival of a firm as no growth. Here they present analytical models and tools that enable corporate planners to evaluate their own growth needs, target realistic expectations, and assess the collateral risks of growing either too fast or too slow.

Focusing throughout on the concept of managed growth, the authors begin with a theoretical micro/macroeconomic analysis and proceed to a practical, applied presentation of growth theory in management decision making. They present models useful for both short- and long-term management, all of them illustrated with concrete data taken from corporate annual reports and SEC 10K reports. By employing these models, planners will be able to accurately forecast optimal and feasible growth rates, evaluate the impact of price fluctuations on the sustainable growth rate, isolate the effects of productivity trends, plan working capital requirements, determine the most favorable capital structure of the firm, and measure the impact of potential mergers or takeovers on sustainable growth. Each of the models can easily be programmed for computer usage. The authors also pay considerable attention to remedial actions that can be taken when the actual growth rate either exceeds or falls short of the sustainable growth rate, making this an especially practical tool for anyone charged with financial, sales, and strategic planning responsibilities.

This guide covers 195 of the most important information sources that are particularly relevant or useful to those involved in international marketing. It is designed to aid international companies and managers, public or professional organizations, and others in locating and compiling information on foreign markets and marketing regulations, practices, and procedures. It identifies and describes the contents of the major published sources, and includes references to United States government publications, databases, indexes to periodicals and newspapers, and basic reference sources such as directories, almanacs, encyclopedias, handbooks, and records. Economic and political conditions throughout the world, overseas markets, international business techniques, legal rules pertaining to international business operations, companies engaged in foreign trade, facilitating organizations, and financial and credit services are just a few of the topics covered. The book is organized by types of information, a unique arrangement that makes it easy to use when preparing an international marketing plan or locating specific types of marketing data.

This book honours the contributions of Professor Michael J. Baker to marketing thought and practise in his twenty-fifth year as a Professor of Marketing at the University of Strathclyde and in the 25th year of Strathclyde University's Department of Marketing, which he founded. It contains a series of essays by distinguished colleagues of Michael, addressing the theme of evolution of marketing thought and practice. Contributions examine the nature of modern marketing in relation to international business, channel management, innovation and marketing education.

This is a collection of essays on international marketing. Both theoretical, conceptual and empirical contributions are included, and cover various aspects of export and multinational marketing. While some contributors focus on managerial issues in international marketing, others take a public policy or comparative perspective. Similarly, while some authors may confine their analyses to well-established concepts or methodologies in international marketing, others have the opportunity to incorporate new and innovative perspectives.

Anwendungsorientiertes Marketing bezeichnet die wissenschaftliche Auseinandersetzung mit der Umsetzung der Marketingtheorie fur die Praxis. Dieses Applied Marketing ist die einzigartige Domane der Marketingprofessoren an den Fachhochschulen. Zum 30jahrigen Bestehen der Arbeitsgemeinschaft fur Marketing (AfM), der Vereinigung der Marketingprofessoren an den deutschen Fachhochschulen, stellen 73 Marketingprofessorinnen und -professoren fur alle entscheidenden Bereiche des Marketing wie Strategisches Marketing, Innovationsmarketing, E-Business, Marktforschung, Kundenbeziehungsmanagement, Markenmanagement, Marketinginstrumentalpolitik, Vertriebsmanagement, Hochschulmarketing, Internationales Marketing, Internes Marketing und B-to-B-Marketing, den Stand der anwendungsorientierten Marketingwissenschaft dar. "

Optimal control and differential games continue to attract strong interest from researchers interested in dynamical problems and models in management science. This volume explores the application of these methodologies to new as well as to classical decision problems in management sciences and economics. In Part I, optimal control and dynamical systems approaches are used to analyze problems in areas such as monetary policy, pollution control, relationship marketing, drug control, debt financing, and ethical behavior. In Part II differential games are applied to problems such as oligopolistic competition, common resource management, spillovers in foreign direct investments, marketing channels, incentive strategies, and the computation of Markov perfect Nash equilibria.

Optimal Control and Differential Games is an excellent reference for researchers and graduate students covering a wide range of emerging and revisited problems in management science.