This collection of high quality, largely previously published essays, analyses a range of controversies in the field of the sociology of culture and consumption. Campbell made a major contribution to the development of this field and he has a clear and coherent theoretical position which he employs to comment on interesting disputes among scholars seeking to understand consumer culture. Containing a brand new expansive essay reflecting on consumption in the age of a pandemic and drawing out some of the conceptual and practical implications of the relationship between wants and needs, science and norms, this synthesis will be an invaluable resource for students and researchers of consumption, consumer and cultural sociology.

This book highlights the development of retail marketing in developing economies and presents this sector as a major area of growth and business opportunity. With a special focus on supermarket chains, the authors show that the advancement of technology and infrastructure means that there are now increased electronic capabilities for data collection, giving retailers more opportunities to pursue micro and macro-marketing strategies. The authors explain the evolution of this new era of marketing and the associated impact on all stakeholders, especially consumers. Taking the example of Ghana, which is considered a leader among African nations in the use of loyalty cards, the authors are able to set a benchmark for other emerging countries, especially those that are experiencing similar trends. The book is a valuable resource for students, researchers and foreign companies wishing to expand their knowledge of the marketing strategies employed by emerging economies in Sub-Saharan Africa.

This book sheds light on marketing effectiveness and accountability marketing in small and medium-sized enterprises (SMEs). Using a multi-method investigation, it includes a knowledge inquiry of marketing knowledge and customer knowledge, a qualitative inquiry utilizing semi structured interviews and thematic data analysis, a quantitative analysis utilizing survey and structural equations modelling, and a case study that employs both narrative (storytelling) data analysis and an accountability audit with a techno marketing SME. SMEs generally face financial constraints that limit their ability to carry out the marketing function. Addressing this limitation, the author presents conceptual models based on the resource based view and the knowledge based view to show how marketing capabilities can lead to performance improvement in the SMEs. The lessons learnt provide guidance in the practice of marketing for small and medium firms to be more effective in their marketing investments and make wiser marketing decisions. This book will prove useful for both researchers and practitioners by extending knowledge on marketing performance management in the SMEs.

How can we design innovative food experiences that enhance food pleasure and consumer well-being? Through a wide variety of empirical, methodological, and theoretical contributions, which examine the art of designing innovative food experiences, this edited book explores the relationship between design thinking, food experience, and food well-being. While many aspects of food innovation are focused on products' features, in this book, design thinking follows an experiential perspective to create a new food innovation design logic that integrates two aspects: consumer food well-being and the experiential pleasure of food. It integrates a holistic perspective to understand how designing innovative food experiences, instead of food products, can promote healthy and pleasurable eating behaviors among consumers and help them achieve their food well-being. Invaluable for scholars, food industry professionals, design thinkers, students, and amateurs alike, this book will define the field of food innovation for years to come.

In this volume, Eric Soares offers a lively and comprehensive treatment of promotional feats--publicity efforts that generate positive and extensive media exposure and thereby enhance sales. Arguing that promotional feats are one of the most powerful yet underused tools available to the marketing manager, Soares shows how they can have a dramatic impact on consumer behavior if they are developed and executed carefully. The types of feats described and illustrated include advertisements, sales, promotions, publicity stunts, sales activities, displays, or unusual product characteristics. The common denominator, Soares demonstrates, is that each feat must be newsworthy enough to cause media attention, which is then instrumental in affecting consumers' attitudes, intentions, and buying behavior. Numerous examples of successful consumer-based promotion activities are included.

The book begins by examining historical feats of publicity and promotion undertaken by military strategists, adventurers, and others. Soares explains how each incident was conceived and carried out and illuminates its applications to business. The bulk of the volume explores business promotional feats and their underlying market strategies. Separate chapters are devoted to media events, product features, outrageous advertisements, promotion gimmicks, and company icons. The final chapter reviews the process of conceptualizing, designing, and implementing a promotional feat. An indispensable resource for marketing and sales promotion managers, "Promotional FeatS" will also be essential reading for anyone aspiring to a career in these fields.

An integrated approach to investigate, create, and propose a model for the value creation of cultural products is essential in maintaining its connection with e-relationship marketing; this examination is important in recognizing a common perspective. The Handbook of Research on Management of Cultural Products: E-Relationship Marketing and Accessibility Perspectives examines the potential value of cultural products and how the support of new technologies can enable non-conventional and social-media marketing relationships. This book aims to highlight an emerging subject area in the field of financial management, management of value creation, and marketing that will be essential for scientists, researchers, and practitioners.

This book presents a comprehensive collection of case studies on augmented reality and virtual realty (AR/VR) applications in various industries. Augmented reality and virtual reality are changing the business landscape, providing opportunities for businesses to offer unique services and experiences to their customers. The case studies provided in this volume explore business uses of the technology across multiple industries such as healthcare, tourism, hospitality, events, fashion, entertainment, retail, education and video gaming. The book includes solutions of different maturities as well as those from startups to large enterprises thereby providing a thorough view of how augmented reality and virtual reality can be used in business.

This book examines the impact of the continuing COVID-19 crisis on consumers and businesses. With stay-at-home orders and social distancing measures mandated by governments worldwide, businesses have made significant adjustments to adapt to the sudden changes caused by the pandemic. The book aims to understand what settling and thriving in the "new normal" have meant for businesses around the world. This book is divided into sections on production, consumption, and entrepreneurship and explores how consumer psychology has changed while also evaluating new digital business opportunities afforded by the pandemic. By bringing together psychology and marketing scholars, this interdisciplinary book will inform research on how businesses adapt to crises.

Many companies want to make their sales agile. Some of them have tried to set up agile sales organizations, but such top-down approaches and big-bang rollouts seldom seem to work. This book shows how the elements of the leading agile framework "Scrum" should be applied to install agility in the salesforce, improve sales performance, and resolve typical performance issues in sales organizations. It contains concrete guidelines, real-world examples, and useful tools to create the necessary change step by step and built to last.

This book distinctively presents nine thematic discussions with real examples of small and large companies across the geographic destinations. Among many points of interest crowdsourcing, crowdfunding, decision-processes, technology, leadership, consumer behavior, crowd-based services designing, future perspectives in the context of crowd-based business modelling, and collective intelligence are central to the discussions in the book. This book argues that crowd is the pivot of marketing. It fills the knowledge gap in people-led enterprises by integrating the customer ideation process and developing crowd-based business models to achieve performance with purpose. This book proposes crowd-based business strategies in the emerging markets and significantly contributes to the existing literature.

Integration is an important and practical matter in today's globalized commerce. This has led companies and organizations to place increasing emphasis on creating a seamless workflow environment from one business function to another. The academic research community recognizes the importance of providing problem-solving direction to the different, and sometimes conflicting, functional perspectives of marketing, engineering, logistics, and manufacturing. The research streams that characterize these issues are in the domain of business interfaces. These include the benefits of coordination, new product development, product portfolio management, supply chain coordination, and partnerships and collaboration in the internet space.

Managing Business Interfaces Marketing, Engineering, and Manufacturing Perspectives provides state-of-the-art summary as well as new thoughts in managing business interfaces. Through eleven invited chapters, it brings together the latest developments in leading edge research related to new product development, supply chain management, e-business operations, and field studies.

Brand Strategy is the most important marketing talent. A 2020 Gartner Survey of 400 CMO's cited Brand Strategy as the most needed skill, more valuable than analytics, UX, digital commerce. Previous books on the subject analyze the qualities and characteristics of well-regarded brands. What these books don't offer are the "how to's" of branding. This book empowers readers by teaching them the author's unique, time-tested Success Model, and step-by-step, repeatable method for successful brand building. After reading this insightful book, you will learn how to: Develop "big picture" insight that inspires big brand ideas Use imagery to understand the fundamental human values that give our life meaning as well as learn about the feelings that reveal our hopes and dreams. Develop highly motivating brand concepts that link to our values and aspirations. Create the tactical roadmap to implement the concepts. The author clearly shares the: Success Model that defines the world's most successful brands. Case studies that demonstrate the Model in action.Step-by-step method to implement the model. The evidence -- scientific and psychological --.that supports the model and method. Essentially, this book empowers readers to become skilled brand builders enabling them to succeed personally, socially, and professionally. For more information on this book, please visit: www.howtobuildyourbrand.net

Praise for Winning At Retail

"Winning at Retail offers the most effective strategies available for retailers. At McDonald's, the 'Quick-EST' model is crucial, because being close and convenient to where our customers live, work, and shop helps us create maximum value. If you want to harness your company's strengths to become a leader in your category-and stay in tune with what your customers want-this is the book for you."
-Jim Rand, Senior Vice President of Business Development, McDonald's Corporation

"Winning at Retail provides a thoughtful approach to retail differentiation. Ander and Stern warn of the 'treacherous middle' into which retailers too easily drift. They inspire us to avoid this peril through case studies of retailers who have assumed leadership through courageous choice."
-Robert L. Price, Senior Vice President and Chief Marketing Officer, Wawa

"In a difficult retail environment, this book provides crucial guidance for staying on top of your competition-by taking the customer seriously and leveraging your strengths to provide experiences that increase customer loyalty. Will Ander and Neil Stern elegantly argue that you can't always be the biggest, fastest, and trendiest place on the block, but it takes only one of these 'Ests' to be a category leader. Businesses big and small can benefit from the carefully distilled lessons in this book."
-Bernd Schmitt, Professor of Marketing, Columbia Business School and author of Customer Experience Management

Managing productivity and profitability in retailing has taken on a particular role since the onset of the recession of the late 1980s. Productivity can be improved simply by rationalising low performing stores, merchandise ranges and by reducing the number of suppliers and employees. However, this is not necessarily a long term solution. The purpose of this text is to propose a means by which a more proactive approach may be taken to improving both productivity and profitability. The book develops a model based upon management ratios typically used in retailing businesses for planning and control purposes. The model encourages the use of existing performance data to evaluate overall company productivity and profitability together with performance characteristics of individual functions. An additional feature of the approach is the facility to explore the impact of changes to the retail offer suggested by customer research responses. To facilitate the use of the concepts and the model used, a disk is also available, containing the application of the model to a number of the case studies and a facility for the user to input their own data.

Marketing management support systems are designed to make marketing managers more effective decision makers in this electronic era. Developments in information technology have caused a marketing data explosion, but have also provided a powerful set of tools that can transform this data into applicable marketing knowledge. Consequently, companies are making major investments in such marketing decision aids. This book is the first comprehensive, systematic textbook on marketing management support systems. The basic issue is the question of how to determine the most effective type of support for a given marketing decision maker in a particular decision situation. The book takes a demand-oriented approach. Decision aids for marketing managers can only be effective if they match with the thinking and reasoning process of the decision makers who use them. Consequently, the important questions addressed in this book are: how do marketing managers make decisions; how can marketing management support systems help to overcome several (cognitive) limitations of human decision makers; and what is the most appropriate type of management support system for assisting the problem-solving methods employed by a marketing decision-maker?

As some of today's major and complex companies are worth more than the GDPs of some countries, traditional marketing approaches, such as glossy corporate campaigns, will have limited returns. Account-based marketing, also known as client-centric marketing, treats important individual accounts as markets in their own right, to help strengthen relationships, build reputation, and increase revenues in important accounts. A Practitioner's Guide to Account-Based Marketing outlines a clear, step-by-step process for readers to harness ABM tools and techniques and set up ABM programmes. Featuring insights from practising professionals and case studies from organizations including Fujitsu, Infosys, Microsoft, O2 and ServiceNow, it also contains guidance on developing the competencies needed for account-based marketing and managing your ABM career. This updated second edition contains further discussion on how ABM initiatives can go from a pilot to being embedded in a business, new material on quantified value propositions and updated wider research. Meticulously researched and highly practical, A Practitioner's Guide to Account-Based Marketing will help all marketers to deliver successful B2B marketing.

Literature on green marketing continues to gain traction in the sustainability discourse, focusing on core subject areas such as green product development, green marketing strategy and green advertising. Achieving green marketing success encompasses influencing, orientating, and communicating green offerings of an organisation to the consumers. Emerging markets particularly provide unique opportunities for green product innovations to thrive due to their rapid industrialisation and economic growth; hence the value proposition of organisations must be rightly communicated to the consumers. The book is part of a multi-volume work that highlights the goals of green marketing, such as influencing consumers' green adoption, behaviour, and attitude towards sustainability practices. This book provides insights to researchers, students and practitioners interested in marketing and sustainability initiatives in the context of emerging markets. It is also recommended for marketing managers and brand consultants who desire an in-depth understanding of how to communicate their organisation's green offerings while positioning the organisation as a green brand to influence consumers' green purchasing behaviours.

"The Susan Southerland Secret has given me techniques to make the most of the time I have with clients - to take my sales to another level, build a better relationship with clients, and give me an even better understanding of their personalities. Thank you, Susan Southerland Secret " -Maria Shafer, Celebration Expert

"Sales" and "marketing" are as important to a wedding business as creating a beautiful, memorable day for the bride and groom. Yet, those two words can be intimidating, even to the most dynamic, energized, and experienced wedding professional. Fear no more. In "The Susan Southerland Secret, " three industry experts share valuable tips that will provide both novice and seasoned wedding professionals a renewed confidence in selling and marketing.

Susan Southerland, Kristy Chenell, and Karen Gingerich rely on their extensive backgrounds in wedding planning, marketing, and sales to offer their secret to success-a distinct concept called personality marketing. Wedding planners will learn how to

identify bridal personalities and their buying decisions;

recognize a bride's strengths and weaknesses;

win a bride's confidence through tailored sales and marketing messages;

stand out from the competition and close the deal.

"The Susan Southerland Secret" offers incredible insight into a bride's mind, ultimately helping wedding professionals become superior salespeople, expert contract negotiators, and champions of customer service.

This book consolidates international, contemporary and topical case study based research in tourism, travel, hospitality and events. Case studies can make learning more attractive and interesting as well as enable students to understand the theory better and develop their analytical and problem-solving skills. Using industry as an open living lab, case study based research infuses scholars into real-world industry challenges and inspires them to theorise and advance our knowledge frontiers. The book includes international case studies that can help tourism scholars build and advance (new) theories and enrich their educational practices. Case studies are accompanied with a teaching note guiding scholars to integrate case studies into instruction. Dr Kirsten Holmes, Chair, Council for Australasian Tourism and Hospitality Education (CAUTHE) There is a vital need for contemporary and well-structured case studies for use in tourism teaching. By including case studies from Australasia and key destination regions in Asia, Europe, and the Caribbean, the book is helpful for tertiary teachers globally. Professor Xander Lub, President, EuroCHRIE The book inspires educators and students. The cases provide context to students' learning and demonstrate the richness and variation of the industry. The book also clearly demonstrates how research can inform our teaching. Professor Brian King, Chair, THE-ICE Assessment Panel The book includes cases under five themes: experiences, operations, technologies, strategy and marketing, and destinations. The book provides subject lecturers with a structure to guide students of applying theory into practice. Dr Paul Whitelaw, Academic Director, Southern Cross University This book marks a significant contribution to hospitality, tourism and events pedagogy at undergraduate and postgraduate level. At a time when the industry is demanding that our graduates have a strong grasp of "real world issues", the case study approach provides an accessible, meaningful and relatable means by which students can engage in real world issues.

As industries turn increasingly hostile, it is clear that strong brand-building skills are needed to survive and prosper. In David Aaker's pathbreaking book, MANAGING BRAND EQUITY, managers discovered the value of a brand as a strategic asset and a company's primary source of competitive advantage. Now, in this compelling new work, Aaker uses real brand-building cases from Saturn, General Electric, Kodak, Healthy Choice, McDonald's, and others to demonstrate how strong brands have been created and managed. A common pitfall of brand strategists is to focus on brand attributes. Aaker shows how to break out of the box by considering emotional and self-expressive benefits and by introducing the brand-as-person, brand-as-organisation, and brand-as-symbol perspectives. A second pitfall is to ignore the fact that individual brands are part of a larger system consisting of many intertwined and overlapping brands and subbrands. Aaker shows how to manage the "brand system" to achieve clarity and synergy, to adapt to a changing environment, and to leverage brand assets into new markets and products. As executives in a wide range of industries seek to prevent their products and services from becoming commodities, they are recommitting themselves to brands as a foundation of business strategy. This new work will be essential reading for the battle-ready.

Marketing and implementing large-volume orders and major projects calls for specific types of expertise. This textbook deals with all of the management tasks involved: order management, inquiry evaluation and proposal preparation, pricing and revenue planning, order financing and financial engineering, contract management, negotiation management, project management, and finally project cooperation. Adopting a cross-sector perspective, it examines both traditional manufacturing industries and business-to-business services. All contributions are presented in an accessible style, making the book well-suited as both a managerial textbook and valuable practical guide.

"After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results."-Jim Cusick, vice president of sales, SAP America, Inc. "Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!"-Alan D. Rohrer, director of sales, Hewlett Packard For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big results. It's commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customer's needs. But consumer behavior and sales techniques change as rapidly as technology-and there are countless contradictory sales training programs promising results. Knowing where you should turn to for success can be confusing. Now fully revised and updated, The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectiveness-identifying the strategies and techniques that will increase your probability of success. How you sell has become more important than the product. With this hands-on guide, you will learn to: Penetrate more accounts Overcome customer skepticism Establish more credibility sooner Generate more return calls Motivate different types of buyers Develop more internal champions Close more sales...faster And much, much more

This book examines the ways in which value is created in the digital economy from a social networks and service ecosystems perspective. Focusing on innovation, this project explores analytics, Big Data, and privacy with respect to service management and value creation. It debunks these technology-centric buzzwords by relating cross-disciplinary research topics from seminal sociology, business, management, marketing, information systems, organizational, and technology theory under the common theme of plasticity, which is the ability of a system to take and retain form. A keen understanding of plasticity is the route to success in the digital economy. This book, aimed at academics, graduate students and practitioners in fields related to innovation, service research, and strategic management, offers a holistic perspective on innovation that is informed by scholarly research from multiple disciplines.

This book presents selected theoretical and empirical papers from the 26th and 27th Eurasia Business and Economics Society (EBES) Conferences, held in Prague, Czech Republic, and Bali, Indonesia. Covering diverse areas of business and management in various geographic regions, it addresses a range of current topics, such as human resources, management, SMEs and marketing. It also includes related studies that analyze management and marketing aspects, e.g. workplace learning, gamification in business, resilience and entrepreneurship, the use of IT tools in small businesses, and dynamic marketing capabilities in an intercultural environment.