This book rethinks the basic building blocks of marketing with an entrepreneurial perspective. Asks questions suing a "what if?" compass in which the emphasis is on asking the right questions, rather than finding the right answers. For entrepreneurs looking to make sense of the many new contributions that have redefined marketing. NOTE: The print may appear lighter in some copies due to the print method used.

Marketing Through Search Optimization, Second Edition, is the step-by-step marketer's guide to improving your web ranking in search engines and getting your site listed effectively in online directories. Search engine placement has become a key task for those engaged in website marketing because good positioning in search engines and directories dramatically increases visitor traffic. Optimizing search engine ranking will be the most important and cost-effective way of marketing your website, and customers use search engines more than any other method to locate websites. Submitting to search engines is only part of the challenge. It is also vital to prepare a website through "search engine optimization," ensuring that your web pages are accessible and focused in ways that drive traffic to your site.

To manage key accounts profitably you need strategic planning that works. This book is the definitive guide to achieving this based on the unmatched practical and research experience of Ryals and McDonald. Key Account Management is proven to deliver substantial benefits to the bottom line. Best practice companies know that real results from managing powerful customers are not achieved through short-term cost cutting. Instead, as the best companies understand, it depends on fostering carefully developed and profitably managed relationships with an equally carefully selected group of key accounts. This is a genuinely strategic activity that goes well beyond sales management and the simplistic use of budgets to generate targets. It is about the behaviours and practices that make predictable, profitable and sustainable Key Account Management possible. To achieve this the book is constructed to deliver- * Clear descriptions of the various techniques and the reason for their importance * A hugely powerful step by step approach to using the key techniques to build strategic skills * Templates for building real plans * Cases, examples and vignettes to show best real world practice Based on wide application in the business world, and the world class research at Cranfield Management School this book will be an essential introduction to the principles and reality of Strategic Key Account Planning. For senior managers, key account managers at all levels as well as those on executive and MBA courses it will be an essential guide and text.

A concise narrative with cases and examples of controversial corporate behaviour interwoven throughout. Provides a deep analysis of ethical issues such as universalism in ethics, the proper grounding of human rights, the legitimacy of moral agency for multinational corporations, and the authority of host country laws for students. From one of the leading academics in business ethics and globalisation. Aimed at upper level students, the book presents important issues, challenging students to develop an awareness and understanding of these topics, as well as building their analytical skills.

Optimal Control of Credit Risk presents an alternative methodology to deal with a financial problem that has not been well analyzed yet: the control of credit risk. Credit risk has become recently the center of interest of the financial community, with new instruments (such as Credit Risk Derivatives) and new methodologies (such as Credit Metrics) being developed. The recent literature has focused on the pricing of credit risk. On the other hand, practitioners tend to eliminate credit risk rather than price it. They do so via collateralization. The authors propose here a methodological basis for an optimal collateralization. The monograph is organized as follows: Chapter 1 reviews the main avenues of literature related to our problem; Chapter 2 provides a brief overview of the main optimal control principles; and Chapter 3 presents the models and their setting. In the remaining chapters, the authors propose two sets of programs. One set of programs will apply in cases where the information on the assets=value is readily available (full observation case), while the other applies when costly audits are needed in order to assess this value (partial observation case). In either case, the modeling stage leads to a set of quasi-variational inequalities which the authors attempt to solve numerically in the simpler case of full observations. This is done in Chapter 6. Finally a simulation analysis is carried out in Chapter 7, in which the authors study the influence on the control process of changes in the different model parameters. This precedes a discussion on possible extensions in Chapter 8 and some concluding remarks in Section 9.

Whilst Wine Marketing: a practical guide also looks at theory and existing research, the main focus of this book is on the practicalities of wine marketing. Each chapter includes the following invaluable features: * 'How to' and 'how not to' case studies based on international examples * A guide to further reading and websites * 'Issues to consider when marketing' section as a means of self-evaluation 'Wine Marketing' systematically outlines the major issues involved in the production and marketing of wine. Its accessible and clear-sighted approach makes it an invaluable guide for everyone in the field.

Marketing and consumer research has traditionally conceptualized consumers as individuals- who exercise choice in the marketplace as individuals not as a class or a group. However an important new perspective is now emerging that rejects the individualistic view and focuses on the reality that human life is essentially social, and that who we are is an inherently social phenomenon. It is the tribus, the many little groups we belong to, that are fundamental to our experience of life. Tribal Marketing shows that it is not individual consumption of products that defines our lives but rather that this activity actually facilitates meaningful social relationships. The social 'links' (social relationships) are more important than the things (brands etc.)
The aim of this book is therefore to offer a systematic overview of the area that has been defined as "cultures of consumption"- consumption microcultures, brand cultures, brand tribes, and brand communities. It is though these that students of marketing and marketing practitioners can begin to genuinely understand the real drivers of consumer behaviour. It will be essential to everyone who needs to understand the new paradigm in consumer research, brand management and communications management.
* The first comprehensive text to capture the diversity of research in the area and offer an authoritative and easily digestible overview.
*Challenges accepted marketing theory such as segmentation and sets the benchmark for contemporary thinking on topical issues.
* Internationally renowned team of editors and contributors.

"Venturing Abroad" could not have been written at a more opportune time. A major theme of the book is that, not only is innovation crucial for U.S. multinationals to survive competition abroad, but that such innovation is increasingly being effected in U.S. subsidiaries overseas following the lead of most Western European multinationals and, to a lesser degree, their Japanese counterparts. Another recurring theme in the book is that the nature of the innovation itself, be it incremental or breakthrough innovation, defensive versus proactive, is important in determining the ability to survive global competition. . . . Schuller has clearly addressed a crucial set of issues in international business, namely issues involving innovation process and the consequent competitive implications for multinational firms. "Journal of International Business StudieS"

"Venturing Abroad" is a comprehensive, research-based analysis of how U.S. corporations are competing with foreign multinationals in the area of technological innovation. Based on the author's personal survey research and on extensive interviews with top management in major U.S. multinational firms, Venturing Abroad not only shows what corporations are doing in response to the competitive threat from abroad, but also suggests new, relatively untried strategies for dealing with it. Schuller shows how U.S. firms are beginning to respond to competitive pressures by infusing their overseas subsidiaries with an entrepreneurial spirit once reserved exclusively for U.S. markets. Further, he demonstrates, U.S. headquarters are relying on these subsidiaries to identify, direct, research, and develop innovations addressed to the specific needs and demands of the markets they serve. Schuller argues that the successful experience of large multinationals who have adopted this proactive strategy offers a wealth of lessons applicable to other firms in similar positions.

The internet has created a new social base where governments are ever more critically examined and measuring public sentiment expressed on social media is crucial to gauging ongoing support for democracy. This book illustrates a methodology for doing so, and considers the impact of this new public sphere on the future of democracy.

Rapid shifts in technology and societal changes accelerated by the Pandemic have fundamentally changed the way that customers experience luxury. While digital transformation has unlocked new opportunities to connect one-to-one with customers, the challenge for luxury brands is to engage with customers while protecting their brand equity and leveraging digital tools to build personal relationships with customers. Taking you beyond omni-channel marketing, this book takes a deep dive into the concept of omni-personal, which enables you to connect your brand to relevant and individual experiences. Highly practical in scope, it takes you on a journey to building individual and relevant experiences and relationships at scale. The authors answer the essential questions of who, why, how, what and when omni-personal matters most in luxury, offering best-practice examples, case studies and interviews with industry leaders. Ultimately, this book shows you how to embed the omni-personal strategy into your business and offers a framework to help you assess your organization's ability to deliver omni-personal marketing along the different channels and touchpoints within the customer journey. This book is for anyone who is interested in the future of luxury, including industry experts and brand managers who want a better understanding of the required steps towards an omni-personal customer relationship.

Do you know what holds you back more than anything else? Ian Cooper believes the answer is simple: we are all held back by our failure to ask for what we want. He believes that by asking the right questions of others and ourselves we can all achieve personal and professional success. Ian Cooper puts each of us on the path to success by: Revealing the golden rules of asking. Introducing his formula: the 'Technology of Questions' Enabling us to change our mindsets to 'Just Ask' Demonstrating how particular types of questions can be used in varied situations. Encouraging us to consider a whole range of personal thought questions, which focus on particular issues to enhance the quality of our lives and improve our personal performance. Relevant to both your personal and professional life, Ian Cooper will assist you in understanding the power of positive questioning and help you to get what you want when you want it. By the end of the book you will have subconciously absorbed the 'Just Ask' mindset allowing you to know how to ask the right questions to get the best outcomes. Develop conversation, assertiveness and business skills as you are guided through a series of 'real life' examples to help you to apply the techiques you learn to your own life and situations.

Get the competitive edge in a fierce market! Effective market segmentation approaches can show a company which customer group is most profitable and how to best serve their needs. Segmentation Strategies for Hospitality Managers: Target Marketing for Competitive Advantage is a marketing primer whose time has come, teaching segmentation approaches that can make a difference where it really countsthe bottom line. Introductory to intermediate level hospitality managers and students are provided with easy-to-follow explanations and effective learning exercises that will help them grasp segmentation concepts and strategies quickly. Unlike other hospitality marketing textbooks out there, this book persistently focuses specifically on segmentation and positioning strategies. Segmentation Strategies for Hospitality Managers effectively tells how to best use the integrated resources of a hospitality firm to gain and maintain the competitive edge. Examples are taken from the hotel, restaurant, and airline industries to give a well-rounded view of the industry's practical and productive use of segmentation strategies. The text explains advantages and limitations of various segmentation strategies such as relationship or niche marketing to help assist managers in their own future decision-making process. Detailed chapter summaries and challenging end-of-chapter exercises further reinforce each chapter's concepts and approaches. Extensive references, several illustrative figures and tables, and specific case examples from various hospitality sectors are included. Topics in Segmentation Strategies for Hospitality Managers include: positioning strategy niche marketing relationship marketing marketing trends technology's impact on the hospitality industry special issues in segmentation strategy (including integration of segmentation strategy with branding, yield management, and IT strategy) and more! Segmentation Strategies for Hospitality Managers is a resource certain to be used again and again and is perfect for hospitality managers, marketing and hospitality educators, hospitality and travel and tourism students, and business school students world wide.

This guide from New York Times bestselling author Donald Miller, is a must-have for any marketing professional or small business owner who wants grow their business. It will teach you how to create and implement a sales funnel that will increase traffic and drive sales. Every day, your company is losing sales simply because you do not have a clear path to attract new customers. You're not alone. Based on proven principles from Building a StoryBrand , this 5-part checklist is the ultimate resource for marketing professionals and business owners as they cultivate a sales funnel that flows across key customer touchpoints to effectively develop, strengthen, and communicate their brand's story to the marketplace. In this book, you will learn: The three stages of customer relationships. How to create and implement the one marketing plan you will never regret. How to develop a sales funnel that attracts the right customers to your business. The power of email and how to create campaigns that result in customer traffic and a growth in brand awareness. The keys to wireframing a website that commands attention and generates conversions. The inability to attract and convert new customers is costing business owners valuable opportunities to grow their brand. This prevents companies, both big and small, from making the sales that are crucial to their survival. With Marketing Made Simple, you will learn everything you need to know to take your business to the next level.

Moral pragmatism has been largely ignored in Business Ethics, despite its natural attraction and the fact that it is prominent in philosophy and socio-economic theories. The main premise of the book is that the complexity of today's business world does not permit a grand ethical theory, notwithstanding the different attempts made by scientists. Moral pragmatism is the 'go-to' approach where the ethical decision-making of managers varies dependent on different circumstances but it always integrates moral considerations. Ethical decision-making is no longer based simply on known rules, but entails the constant dynamic interaction of circumstances, the development of new rules, managers' past experiences, their knowledge concerning ethics, and skills of moral reasoning. This book interweaves the postmodern approach to management studies and, based on its innovative research, reintroduces moral pragmatism in Business Ethics. The combination of decision-making theories, philosophy and postmodernism paves the way for future novel research in Business Ethics, making it an excellent resource for researchers, academics, and advanced students in the field of Business Ethics. Practitioners, on the other hand, will benefit by improving their skills in ethical decision-making and leadership.

This book explores and analyzes the effects of the globalization strategies of multinational enterprises (MNEs) on national and local development and highlights the implications of these effects for policy makers. Containing contributions from leading international business scholars, the text addresses this previously little explored but critically important issues for the future of the world economy.

Marketers, creative writers, and individuals for whom copywriting forms part of their job are often required to produce innovative and engaging copy in a short space of time. Creativity is not always to hand, and therefore on some occasions additional help is required to find the right phrase, description or slogan. Gabay's Copywriting Compendium contains a wealth of inspiring tips, ideas and descriptions to aid the writing process, such as advice on spelling and grammar, examples of rhyming words, suggested euphemisms, and odd facts.

Elsevier/Butterworth-Heinemann's 2006-2007 Official CIM Coursebook series offers you the complete package for exam success. Comprising fully updated Coursebook texts that are revised annually and independently reviewed. The only coursebooks recomended by CIM include free online access to the MarketingOnline learning interface offering everything you need to study for your CIM qualification.
Carefully structured to link directly to the CIM syllabus, this Coursebook is user-friendly, interactive and relevant. Each Coursebook is accompanied by access to MARKETINGONLINE (www.marketingonline.co.uk), a unique online learning resource designed specifically for CIM students, where you can:
*Annotate, customise and create personally tailored notes using the electronic version of the Coursebook
*Search the Coursebook online for easy access to definitions and key concepts
*Access the glossary for a comprehensive list of marketing terms and their meanings
* Written specially for the Marketing fundamentals module by leading experts in the field
* The only coursebook fully endorsed by CIM
* Contains past examination papers and examiners' reports to enable you to practise what has been learned and help prepare for the exam

For years, I have been impressed by how dynamic markets are. Marketing strategies are rarely successful without adjustments over time, and marketing managers need constantly to monitor, and anticipate when possible, important changes in the marketing environment, so that they can adapt their marketing strategies to changing market conditions. It strikes me as important that the dynamic elements of marketing be modeled and studied, and a significant part of my research activity has been dedicated to exploring the nature and implications of dynamic marketing strategies. The marketing field has used various models and methodologies in the attempt to understand dynamic markets. I must thank my dissertation advisor, Dave Montgomery at Stanford, for originally turning my attention toward time-varying parameter models some 14 years ago. From that plat form, I have proceeded to search for models that capture the essence of dynamic marketing, as well as for methodological tools, empirical as well as analytical, that allow insightful study of such models."

Hardbound. Developments in Australasian Marketing presents excellent examples of the exciting range of marketing research that is being carried out by marketing academics in the Australasian region. The volume contains eighteen chapters selected from presentations at the inaugural Australia/New Zealand Marketing Academy Conference (ANZMAC'98) hosted by the Department of Marketing at the University of Otago in 1998. They are arranged into four themes: marketing orientation studies, cross-cultural studies, internationalization issues, and technology issues. The chapters illustrate how academic researchers in Australasia are addressing these themes, and identify implications for marketing practice in the region.

This is the 3rd volume of Advances in Telecommunication Management, focusing on Information Technology and Crisis Management.