The book contains a comprehensive review of all aspects of credit control: analysis and presentation for a decision; structure; monitoring; and damage limitation. It also has chapters on training, computers and capital adequacy. It recognises that different types of banks will apply the basic principles in ways reflecting their overall strategy and nature of their business. It adapts to these, but stresses strong warnings on certain policies or lack thereof. It is thus prescriptive rather than merely descriptive.

This book aims to fulfil two objectives: to contribute to the state of knowledge in the broad area of relationship marketing and to provide readers with an insight into the antecedents and roots of the current "fashionable" interest in relationship marketing.
The first part of this book presents ideas on our current understanding of networks, relationships, and interaction. The second part contains contributions which will be of interest to all those undertaking research in the area of business-to-business marketing. Part three, containing contributions with a strategic orientation, aims to give readers an indication of how broad the scope of the subject matter really is.
The contributions represent some of the most current and interesting thinking and empirical research in the field, and have been chosen to reflect the way in which the theme of relationship marketing has matured and developed. They cover the three areas of interactions, networks, and relationships, but this book goes further by the way in which these topics are covered. The chapters include theoretical developments in the area, practical case studies, and also new methodologies that can be applied to the study of relationship marketing.

Luck is a four-letter-word in business circles. But the truth is that fortune plays a part in every success story - and every failure. In Go Luck Yourself, one of the world's leading brand strategists explains how a hunting trip led to the invention of VELCRO (R). How a little mermaid inspired a famous campaign for Amazon. How a stolen rabbit spurred on Walt Disney. And more importantly, how you can stack the odds in your brand's favour. Andy Nairn draws on everything from architecture to zoology, as well as almost 30 years working with some of the most successful companies on the planet, to provide a series of thought-provoking strategies that will help anyone responsible for building a brand. He'll show you how to uncover your organisation's hidden treasures. How to spot opportunities in unexpected places. How to turn misfortune into good fortune. And how to practise being lucky, every day. Written in a very accessible and entertaining style, this is the book you need to improve your brand's fortunes, in these turbulent times. Now Go Luck Yourself...

E-commerce systems involve a complex interaction between Web Based Internet related software, application software and databases. It is clear that the success of e-commerce systems is going to be dependent not only on the technology of these systems but also on the quality of the underlying databases and supporting processes. Whilst databases have achieved considerable success in the wider marketplace, the main research effort has been on tools and techniques for high volume but based on relatively simplistic record management. The modern advanced e-commerce systems require a paradigm shift to allow the meaningful representation and manipulation of complex business information on the Web and Internet. This requires the development of new methodologies, environments and tools to allow one to easily understand the underlying structure to facilitate access, manipulation and modification of such information. An essential characteristic to gain understanding and interoperability is a clearly defined semantics for e-commerce systems and databases.
The focus of this volume is therefore on those issues of e-commerce systems that involve the semantics of the information represented, stored and manipulated by these systems. This not only includes methodologies for application domain modeling, formal representations of e-commerce aspects of knowledge, the role of semantics, Internet based transmission and display of data, etc. but also issues in user interfacing and process modeling, architectures that better enable integrity, consistency, interoperation reuse of components, or reports on prototypes illustrating new aspects of such systems from a semantically relevant viewpoint.
Semantic Issues in e-Commerce Systems comprises the proceedings of the Ninth Working Conference on Database Semantics, which was sponsored by the International Federation for Information Processing (IFIP) and held in Hong Kong in April 2001.
This volume will be essential for researchers and practitioners working in the areas of database management, information retrieval and data mining, and user interfaces, as applied to e-commerce.

A compilation of the core aspects of procurement marketing in a way which allows an easier translation of relevant theoretical findings into every-day business. The book adopts a decision-orientated approach, starting with a situation analysis and leading through a heuristic structure to the right combination of procurement tools. A valuable tool for continual reference.

Small Business Clustering Technology: Applications in Marketing, Management, Finance and IT examines the development and role of small business clusters from a variety of disciplines - economics, marketing, management, and information systems. Unlike many issues that are hampered by ideological problems between disciplines, this book proves that there is an approach suggesting that cluster analysis is truly interdisciplinary. ""Small Business Clustering Technology: Applications in Marketing, Management, Finance and IT"" brings together perspectives on small business clusters from a range of disciplines and countries, highlights the commonalities in the literature, and gives a range of case studies illustrating the variety of clusters throughout the world.

This book addresses the neglect of visual creativities and content, and how these are commercialised in the music industries. While musical and visual creativities drive growth, there is a lack of literature relating to the visual side of the music business, which is significant given that the production of meaning and value within this business occurs across a number of textual sites. Popular music is a multimedia, discursive, fluid, and expansive cultural form that, in addition to the music itself, includes album covers; gig and tour posters; music videos; set, stage, and lighting designs; live concert footage; websites; virtual reality/augmented reality technologies; merchandise designs; and other forms of visual content. As a result, it has become impossible to understand the meaning and value of music without considering its relation to these visual components and to the interrelationships between them. Using design culture theory, participant observation, interviews, case studies, and a visual methodology to explore the topic, this research-based book is a valuable study aid for undergraduate and postgraduate students of subjects including the music business, design, arts management, creative and cultural industries studies, business and management studies, and media and communications.

The American Marketing Association defines marketing as an exchange process. Exchange, however, has yet to be integrated into marketing thought. The authors map marketing, showing the role exchange plays in the discipline. This mapping results in not only a taxonomy of exchange, but a broader taxonomy within which we find exchange, offering one of the few contemporary discussions of a more general theory of marketing.

The authors examine the conditions necessary for exchange, the form value takes, and the law of exchange. In addition, they develop the importance of potency--the construct specified by Alderson that makes marketing dynamic. The book then studies both marketing and nonmarketing behaviors to enhance potency. This has direct implications for the application of transaction cost analysis to marketing. The interrelationship of the exchange transaction and the exchange relationshp is examined, which leads to an in-depth study of gray marketing. The authors go on to discuss brand equity, data base marketing, and important questions having to do with the boundaries of marketing. Marketing Exchange Transactions and Relationships will appeal to marketing faculty and the advanced marketing student in addition to marketing managers.

The label on your product is the most important document you produce. Ask any customer; it is often the only communication they have with you. This book is about getting your labeling and product information right, and that is more important than getting customers to buy your products. It is about ensuring that they buy them again, and again. Written primarily for the fast moving consumer goods industries such as food, chemicals, cosmetics and health, this book is also essential reading for anyone involved in label writing and design, or product information in any context. Tony Holkham is a consultant providing expertise to a range of industries. He has written in-house labeling manuals, published articles and runs training courses on the subject.

What's the best way to approach a potential customer? What tactics do effective salesman use to demonstrate the product for sale? What methods are best for closing the deal?In this classic of pop psychology, first published in 1912, William Walker Atkinson-one of the most influential thinkers of the early-20th-century "New Age" philosophy of New Thought-discusses the mental components of great salesmanship, including: psychology in business the mind of the salesman the mind of the buyer the psychology of purchase and much moreAmerican writer WILLIAM WALKER ATKINSON (1862-1932) was editor of the popular magazine New Thought from 1901 to 1905, and editor of the journal Advanced Thought from 1916 to 1919. He authored dozens of New Thought books under numerous pseudonyms, including "Yogi," some of which are likely still unknown today.

In today's fiercely competitive business environment, a brand is more than just a product or logo; when managed effectively, it can become the key to an organisation's success. While there are numerous international textbooks on branding, many of them focus on American or European contexts, often neglecting the unique nuances of the South African market. This textbook seeks to fill that gap by providing a comprehensive exploration of the intricacies involved in building, nurturing, and sustaining brands within the dynamic South African landscape.

South Africa, with its diverse languages, cultures, and identities, presents brand managers with a distinctive set of opportunities and challenges. The ability to create brands that resonate with consumers and establish a meaningful connection is essential for success in this multifaceted environment.

This textbook is designed to equip students, marketing professionals, and aspiring entrepreneurs with the knowledge and tools necessary for effective brand management. Key topics covered include:

• An introduction to branding concepts
• The significance of crafting a brand's image, identity, and positioning
• Strategies for developing and managing brand architecture
• Approaches to building strong brands through brand equity and the brand value chain
• Designing marketing programs to enhance brand equity
• Measuring brand equity and performance using various approaches
• Considerations for brand contact planning and constructing effective contact plans
• Branding in the digital era, with a focus on the African and South African context
• Strategies for international branding
• Perspectives on branding in the service sector
• The importance of internal branding and employee engagement

Each chapter incorporates practical examples to illustrate theoretical concepts, and it includes a relevant case study and questions for students to reinforce their understanding.

This textbook is the result of extensive research and collaboration with academics from various South African institutions, including the University of Johannesburg, North-West University, UNISA, and Vega School, offering a diverse range of expert viewpoints. We invite you to embark on a journey of understanding, developing, and managing brands within the South African context through this comprehensive resource.

Consumer Behaviour as a field of study has grown significantly due to the increased influence of consumers in the market. There has been a corresponding transitional shift from a business-to-consumer approach to a consumer-to-business one, which has had a specific impact on the marketing domain. Marketing as a core discipline was crafted in the infancy stage to ensure consumers got the right product, at the right price, in the right place and by use of the right promotion. The complexity in modern society involves correctly determining this “right”. Consumer Behaviour provides a current South African perspective on consumers and their ever-changing needs, as influenced by a number of psychological, cultural and environmental factors.

Consumer Behaviour discusses the dynamics of consumers and their consumption practices and behaviours, and the importance of adjusting marketing efforts accordingly to ensure business success.It reflects a relevant and current outlook, including exploring the changes and challenges associated with the COVID-19 pandemic.

Consumer Behaviour is aimed at undergraduate Marketing students and those who are already in the field wanting to improve their knowledge on consumer behaviour in South Africa.

This book is a sequel to the author's earlier Thinking About Credit (also published by Macmillan). Once again, he applies his undoubted experience to a number of topics in the area of credit evaluation and management. Of Thinking About Credit:

With businesses becoming ever more competitive, marketing strategies need to be more precise and performance oriented. Companies are investing considerably in analytical infrastructure for marketing. This new volume, Marketing Analytics: A Machine Learning Approach, enlightens readers on the application of analytics in marketing and the process of analytics, providing a foundation on the concepts and algorithms of machine learning and statistics. The book simplifies analytics for businesses and explains its uses in different aspects of marketing in a way that even marketers with no prior analytics experience will find it easy to follow, giving them to tools to make better business decisions. This volume gives a comprehensive overview of marketing analytics, incorporating machine learning methods of data analysis that automates analytical model building. The volume covers the important aspects of marketing analytics, including segmentation and targeting analysis, statistics for marketing, marketing metrics, consumer buying behavior, neuromarketing techniques for consumer analytics, new product development, forecasting sales and price, web and social media analytics, and much more. This well-organized and straight-forward volume will be valuable for marketers, managers, decision makers, and research scholars, and faculty in business marketing and information technology and would also be suitable for classroom use.

FAZED BY FACEBOOK? TONGUE-TIED BY TWITTER? LOST ON LINKEDIN? LEARN HOW TO NAVIGATE THE SOCIAL MEDIA JUNGLE, AND FIND OUT HOW TO GET YOUR BUSINESS NOTICED. Social media is easy when you know how - this practical guide shows you how to get started, then refine and improve your strategy to get real business results. Many businesses know that social media is important - but they either haven't made a start or are dabbling without a proper strategy in place. It's easy to feel overwhelmed by the task - how much of my time will it take? When will I see the benefit? What do I do to get heard? How do I integrate it with my marketing and business goals? What are the risks? However given that 91% of adults use social media regularly, it's a superb opportunity for you to find and engage with present and potential customers much more interactively than traditional marketing methods. Brilliant Social Media will help you get started with social media, then refine and improve your experience with a series of sample straightforward steps that you can start to implement straightaway. Brilliant outcomes: Understand how social media works and which platforms will best suit your business Plan a social media strategy that fits into your wider digital and marketing strategies Connect with your customers, identify new clients and find out what people really think of your business Adapt and refine your strategy as you learn from what works, and what doesn't

This Book is primarily written for experts and managers in marketing, sales, customer and service management at BtB companies. In addition, the book is also for executives of project and quality management, research and development (R&D), procurement, logistics, and production departments, who deal with marketing-related topics and are working in related fields. The integrated marketing, sales and customer management (MSC) approach aims to lay out and explain in detail the concepts, tools and implementations of a holistic and sustainable customer-focused approach in order to successfully implement important marketing, sales and customer management measures. The concise presentation of various methods, their applications and evaluations allow managers to better choose specific tools and the necessary means of efficient implementation. In addition, this book presents students enrolled in business management and business administration programs and who are focusing on marketing, sales and customer management with a conceptualized and application-oriented guide for the implementation of holistically integrated strategies, programs and measures.

This book explores how multinational corporations solve business marketing problems encountered in large emerging country markets such as China, India, Russia and Poland. These countries are involved in the final stage of the globalization of markets, defined as the third wave of internationalization of firms. Hans Jansson finds that traditional ideas and frameworks used for analyzing, forming and implementing industrial marketing in mature markets are in need of adjustment before they are applied to emerging country markets. Accordingly, he develops the international business marketing model to address the specific challenges afforded by these markets, and explores strategic business marketing issues such as: the adaptation of European firms' international marketing of products and projects to local networks and institutions in emerging country markets, especially to Chinese and Russian business networks relationship marketing during the internationalization process and of firms with diverse international experience the inter-linking of local and regional hubs' external market networks with internal organization networks. International Business Marketing in Emerging Country Markets will strongly appeal to a broad academic audience, including students, lecturers and researchers with an interest in international marketing and business. Marketing and management consultants will also find much to interest them within this unique book.

Marketing practice and scholarship are facing unprecedented challenges. The unsustainability of resource use, the increasing inequity of the market, and the continuous decline in societal trust pose a threat to business and 'marketing as usual'. Humanistic Marketing is a response to the currently growing mega-trend call for rethinking marketing. The book organizes current thinking around the problems of marketing theory and practice as well as some possible solutions and ways forward: both for theory and practice. This volume was initiated by The Humanistic Management Network to contribute knowledge and understanding to the emerging humanistic business and management movement that does not accept perpetual economic expansion as a sustainably viable means of meeting individual and collective needs in society and nature, and instead seeks balance in place of excess. Humanistic Marketing recognises the harm that comes with the unfettered desire for more of more. The authors ask how can marketing's principles and practice be founded in humanistic values such as altruism, empathy, respect, trustworthiness, honesty, integrity, care, compassion, service, intelligence, beauty, justice, virtue? Furthermore, how can marketing help to protect human dignity and promote sustainable human (not consumer) well-being?This book provides a diverse exploration of the position of marketing in the face of challenges for societal transformation, aiming to challenge, provoke, and inspire reflection, deliberation and debate.

Presenting a thorough, comprehensive theory of spiritual capital based on solid academic research, 'Spiritual Capital' serves to reinforce and amplify the notion of a moral economic core that is beginning to feature in contemporary economic arguments. In this rare major work wholly dedicated to the subject of spiritual capital, Sam Rima explains the desperate need for revolutionary and transformational thinking in the area of economic policy and practice and makes the case for a new moral foundation to business and economics that directly addresses today's financial and business crisis. Writing in an accessible style, and drawing on examples from several continents, Rima explains spiritual capital theory in terms of the resources needed for its creation, how it is formed, how it can be invested and what the return on investment can be. The book provides practical tools for measuring a personal or organizational store of spiritual capital, along with clear guidelines on how to engage in spiritual capital formation. These will benefit business leaders interested in developing viable and sustainable enterprises capable of avoiding the disconnection between economic policy and social reality. There are also recommendations here for policy makers regarding the macro application of spiritual capital theory. This important contribution to Gower's Transformation and Innovation Series will appeal to business leaders and policy makers, academicians and students in the fields of sociology, theology, and economics, and anyone interested in social and economic justice issues, social innovation, and corporate social responsibility.

Exploring the concept of quality management from a new point of view, this book presents a holistic model of how consumers judge the quality of products. It links consumer perceptions of quality to the design and delivery of the final product, and presents models and methods for improving the quality of these products and services. It offers readers an improved understanding of how and why the design process must consider how the consumer will perceive a product or service. In order to facilitate the presentation and understanding of these concepts, illustrations and case examples are also provided throughout the book. This book provides an invaluable resource for managers, designers, manufacturers, professional practitioners and academics interested in quality management. It also offers a useful supplementary text for marketing and quality management courses.

Product sales, especially for new products, are influenced by many factors. These factors are both internal and external to the selling organization, and are both controllable and uncontrollable. Due to the enormous complexity of such factors, it is not surprising that product failure rates are relatively high. Indeed, new product failure rates have variously been reported as between 40 and 90 percent.
Despite this multitude of factors, marketing researchers have not been deterred from developing and designing techniques to predict or explain the levels of new product sales over time. The proliferation of the internet, the necessity or developing a road map to plan the launch and exit times of various generations of a product, and the shortening of product life cycles are challenging firms to investigate market penetration, or innovation diffusion, models. These models not only provide information on new product sales over time but also provide insight on the speed with which a new product is being accepted by various buying groups, such as those identified as innovators, early adopters, early majority, late majority, and laggards.
New Product Diffusion Models aims to distill, synthesize, and integrate the best thinking that is currently available on the theory and practice of new product diffusion models. This state-of-the-art assessment includes contributions by individuals who have been at the forefront of developing and applying these models in industry. The book's twelve chapters are written by a combined total of thirty-two experts who together represent twenty-five different universities and other organizations in Australia, Europe, Hong Kong, Israel, and the United States. The book will be useful for researchers and students in marketing and technological forecasting, as well as those in other allied disciplines who study relevant aspects of innovation diffusion. Practitioners in high-tech and consumer durable industries should also gain new insights from New Product Diffusion Models.

The book is divided into five parts: I. Overview; II. Strategic, Global, and Digital Environments for Diffusion Analysis; III. Diffusion Models; IV. Estimation and V. Applications and Software. The final section includes a PC-based software program developed by Gary L. Lilien and Arvind Rangaswamy (1998) to implement the Bass diffusion model. A case on high-definition television is included to illustrate the various features of the software. A free, 15-day trial access period for the updated software can be downloaded from http: //www.mktgeng.com/diffusionbook. Among the book's many highlights are chapters addressing the implications posed by the internet, globalization, and production policies upon diffusion of new products and technologies in the population.