Value Chain Marketing (VCM) is a promising strategy to overcome immediate customers' innovation resistance. By pursuing VCM, material suppliers enlarge their target group beyond their immediate customers and address their downstream customers as well. Treading on relatively unexplored grounds, this book explores the relevance of VCM and comprehends its process; identifies the critical factors for suppliers' marketing success, and compares the performance of VCM trials, using a multi-method design linking case study research and computational modeling.

Newly expanded and thoroughly revised to reflect and meet the demands of a high-velocity global business environment, the Fourth Edition of this popular book and its companion CD-ROM help small and mid-sized businesses as well as non-profit organizations and public-sector agencies to achieve effective, efficient, and disciplined business development, proposal development, and knowledge management (KM) processes. Among an extensive array of updates and new material, the Fourth Edition discusses storytelling as a proposal art, the value of front-end proposal planning and storyboarding, the importance of honoring the customer mission in proposals, and the latest trends in performance-based acquisition (PBA). CD-ROM Included! Features a searchable directory of government agencies, easy-to-use proposal templates, and an extensive list of acronyms.

In today's world of galloping change, adjustment and anticipation have become ever more vital for retail operations. Many retailers have successfully anticipated change, while others have simply become relics of retailing history. Facing intense environmental competition, different types of retail institutions, whether a mass merchandiser or a hotel, find themselves confronting different types of challenges. The stories of a spectrum of retailers highlight the variables necessary for duplicating success and avoiding failure. This timely work provides a starting point for understanding the complexities and interrelationships in retail management.

My previous work, Practical Selling -- No Seminars in Foxholes, addressed the issues important to salespeople out in the trenches. Together with Practical Sales Management -- Alone in the Field, these two books are calculated departures in approach from all of the Sales Books descended from Dale Carnegie's 1936 How to Win Friends and Influence People. 68 years is long enough to pretend that large complex sales will be won or lost based on whether the prospect likes the salesperson. Hopefully, we are done with pop, self-help psychologists telling salespeople how to sell. Likewise, the two works deviate significantly from the latest themes of 80's-90's sales books: (1) one-size-fits all selling techniques; (2) interchangeable salespersons; (3) rational, fair and honest selling environments; (4) the presumption of competitive products, unlimited resources, competent management, strong companies. Regarding (4), I am amazed by how many individuals, even with sales in their titles, know very little about selling. There are armies of salespeople working for large American companies who, in the final analysis, simply take orders because their companies and their products are so strong.No one has to sell anything until the customer says "no."Meanwhile, the sales manager must lead the right organization to address multiple territories, product lines, channels and strategies. None of that would especially matter if orders simply came in due to the likeability of the salesperson or the strength of the product or company.Unlike the idealized environment described in books and seminars, he must often deal with limited resources and lack of support from his company; a broad range of sales roles required by his company's situation; flesh-and-blood salespeople with their individual capabilities and deficiencies to train and motivate; and huge amounts of effort put into non-revenue-producing, often meaningless, administrative tasks that drain his time and energy. And this is just the shortlist of challenges.In a sense, the sales force manager's dilemma is this: Unlike notions presented in conventional theory, the experienced sales manager knows that what he can achieve is going to depend on what situation he is in. This includes all the key components: what kind of industry, what kind of resources, what kind of company, what kind of salespeople, what kind of product, and what the market and account situation really is. The situational aspects are key In short, Practical Sales Management -- Alone in the Field describes what actually happens in the real world of the sales manager.

In today's increasingly connected business world, there is new pressure for local brands to go global, and a need for already global corporations to cater to new audiences that were previously ignored. Islamic Perspectives on Marketing and Consumer Behavior: Planning, Implementation, and Control brings together the best practices for entry and expansion of global brands into Islamic countries. This book is an essential reference source for professionals looking to incorporate the laws and practices of Islam into the global presence of their company and presents a cutting edge look at worldwide retail for marketing researchers and academics.

In an ever-expanding economic world, the need for new businesses with the ability to create and evolve simultaneously is paramount to ensure success. Hybrid business models are essential to foster growth and promote prosperity. Start-Up Enterprises and Contemporary Innovation Strategies in the Global Marketplace is a critical scholarly resource that examines the relationship between worldwide industry and the need for up-to-date technologies and methods to support such an inclusive market. Featuring coverage on a diverse range of topics such as corporate social responsibility, collaborator empowerment, and start-up enterprise ecosystems, this book is geared toward managers, researchers, and students seeking current research on the interaction between modernization and the expansion of markets to accommodate worldwide industry.

This book presents the latest on the theoretical approach of the contemporary issues evolved in strategic marketing and the integration of theory and practice. It seeks to make advancements in the discipline by promoting strategic research and innovative activities in marketing. The book highlights the use of data analytics, intelligence and knowledge-based systems in this area. In the era of knowledge-based economy, marketing has a lot to gain from collecting and analyzing data associated with customers, business processes, market economics or even data related to social activities. The contributed chapters are concerned with using modern qualitative and quantitative techniques based on information technology used to manage and analyze business data, to discover hidden knowledge and to introduce intelligence into marketing processes. This allows for a focus on innovative applications in all aspects of marketing, of computerized technologies related to data analytics, predictive analytics and modeling, business intelligence and knowledge engineering, in order to demonstrate new ways of uncovering hidden knowledge and supporting marketing decisions with evidence-based intelligent tools. Among the topics covered include innovative tourism marketing strategies, marketing communications in small and medium-sized enterprises (SMEs), the use of business modeling, as well as reflecting on the marketing trends and outlook for all transportation industry segments. The papers in this proceedings has been written by scientists, researchers, practitioners and students that demonstrate a special orientation in strategic marketing, all of whom aspire to be ahead of the curve based on the pillars of innovation. This proceedings volume compiles their contributions to the field, highlighting the exchange of insights on strategic issues in the science of innovation marketing.

This is an essential resource for managers and scholars interested in services marketing. It covers the topic comprehensively and in novel ways. All the luminaries in the field are represented. Buy this book and you will be up to date on the field.' - Valarie Zeithaml, UNC Kenan-Flagler Business School, USThe Handbook of Service Marketing Research brings together an all-star team of leading researchers in service marketing to explore many of the hottest topics in service marketing today. Cutting-edge topics include: customer relationships and loyalty, customer-centered metrics, managing customer contacts, product and pricing, digital service marketing, rethinking the marketing function, and service for society. This book, which includes authors from both academia and industry, will provide academics with an invaluable current view of the field and practitioners with a window into the latest academic thinking. With chapters from internationally renowned contributors, this comprehensive yet concise Handbook will appeal to service marketing academics, researchers and service practitioners. Contributors: M. Archpru Akaka, L. Aksoy, L. Anderson, T.W. Andreassen, S.F.M. Beckers, M.J. Bitner, R.N. Bolton, A. Buoye, J.W. Choi, R.M. Christopher, T.S. Chung, T.S. Dagger, P.S. Danaher, A. De Keyser, C. Dev, B. Edvardsson, S. Fay, R.P. Fisk, C. Frennea, A. Gustafsson, M.-H. Huang, C. Ishida, P.K. Kannan, T.L. Keiningham, P. Kristensson, V. Kumar, S.K. Kwan, T. van Laer, B. Lariviere, R.F. Lusch, D. Mathras, H. Melton, V. Mittal, R.L. Oliver, A.L. Ostrom, P. Patterson, W. Reinartz, H. Risselada, R.T. Rust, K. de Ruyter, C. Schulze, S.M. Shugan, B. Skiera, J. Spohrer, S. Streukens, S.A. Taylor, B. Tronvoll, W. Ulaga, N. Umashankar, S.L. Vargo, P.C. Verhoef, H.S. Wang, M. Wedel, R.A. Westbrook, L. Williams, L. Witell, J. Xie, T. Yu

With contributions from library and information professionals (practitioners, researchers, faculty members, consultants, and others), Marketing Library and Information Services: A Global Outlook highlights a variety of exemplary LIS marketing practices and efforts from around the globe. The following broad topics are explored: changing marketing concepts; marketing library and information services in different countries; marketing library and information services in different kind of libraries; web-based LIS marketing, etc.

Mobile commerce, or M-commerce, is booming as many utilize their mobile devices to complete transactions ranging from personal shopping to managing and organizing business operations. The emergence of new technologies such as money sharing and transactional applications have revolutionized the way we do business. Wholeheartedly adopted by both the business world and consumers, mobile commerce has taken its seat at the head of the mobile app economy.Securing Transactions and Payment Systems for M-Commerce seeks to present, analyze, and illustrate the challenges and rewards of developing and producing mobile commerce applications. It will also review the integral role M-commerce plays in global business. As consumers' perceptions are taken into account, the authors approach this burgeoning topic from all perspectives. This reference publication is a valuable resource for programmers, technology and content developers, students and instructors in the field of ICT, business professionals, and mobile app developers.

This volume presents the most current theoretical advances in the fields of social marketing and public health communications. The volume is divided in two parts. Part 1 contains chapters pertaining to research and theory reflecting improvements and contributions to theories that help improving quality of life. It includes literature reviews, conceptual research and empirical studies on social marketing communications, models to understand individual's risky behaviors, and how to improve social interventions. The second part emphasizes applied research, consisting of best practices, applied experiments, and case studies on social marketing innovative practices with implications for quality of life.

Marketing is firmly entrenched in many societies and seems to be in accord with economic and social developments. It is relevant to literally millions of businesses and 7.1 billion potential customers. It has become a global phenomenon. It affects all businesses, medias, and service agencies and impacts on every man, woman and child on the planet. It is everywhere ubiquitous and omnipresent, and of relevance in emerging world developing nations and of course in the advanced economies of the 21st century.Marketing has become the dominant connecting mode of expression between business and non-business organisations of all types and sizes, and customers and consumers are continually informed that marketing is in their interest, seeks to fulfil their needs, and changes are invariably presented in a way that are supposedly beneficial to target audiences. However, there are various misgivings about Marketing. For example, many organisations (business or otherwise) do not adopt a customer or consumer orientation. This is seen in many ways - difficulties in consumers being able to contact organisations except by labyrinthine methods, a disinterest and disclination by businesses to treat consumers with respect, products that do not deliver proclaimed benefits and perhaps are incapable of so doing, services that do not match expectations, and products that while they satisfy needs also damage consumers and the environment.

The continued advancement of globalization, increases in internet connectivity, compatibility of international payment systems, and adaptability of logistics and shipping processes have combined to contribute to the rapid growth of the cross-border e-commerce market. Due to these advancements and the ubiquitous presence of smartphones, consumer use of cross-border e-commerce is increasingly simplified, and thus, sellers are hardly restricted to a specific country in terms of promoting, selling, and shipping goods worldwide. The burgeoning opportunities, habits, and trends of shopping on cross-border e-commerce platforms have expedited the prospect of becoming a presence in the global market. This is true for enterprises of all sizes, especially for small? and medium?sized enterprises (SMEs) that want to add their footprint in the international market for the first time. Like any other industry, cross-border e-commerce has its specific economics and driving forces, but has different scopes, challenges, and trends due to the geographic and cultural expanse of relevant environments. Cross-Border E-Commerce Marketing and Management was conceptualized by identifying the scope of new complementary information with a comprehensive understanding of the issues and potential of cross-border e-commerce businesses. The authors believe that this book will not only fill the void in the current research but will also provide far-sighted vision and strategies, as it covers big data, artificial intelligence, IoT, supply chain management, and more. This book provides the necessary knowledge to managers to compete with the competitive market structure and ultimately contribute to the sustainable economic growth of a country. It works as a guideline for existing cross-border e-commerce managers to formulate individual strategies that combine to optimize the industry while keeping the enterprise competitive. This book is useful in both developed and developing country contexts. This publication is an ideal resource for academicians, policy makers, stakeholders, and cross-border e-commerce managers, especially from SMEs.

Praise for
"Master the Media to Attract Your Ideal Clients: A Personal Marketing System for Financial Professionals"

"This book is a marketing masterpiece. It should be required reading for all financial professionals."
-Janine Wertheim, Chief Marketing Officer
Securities America, Inc.

"Marketing is the life blood of any practice. The media is the most effective and cost-efficient way to market. Unfortunately, most practitioners only dream of media attention. No more-Derrick Kinney delivers on his promise to help you 'Master the Media.'"
-Harold Evensky, CFP
author, Wealth Management

"This fast-moving, practical book gives you a step-by-step process to multiply your results and dramatically increase your exposure and name recognition. A classic!"
-Brian Tracy, President, Brian Tracy International
author, Create Your Own Future

"Kinney offers an easy and effective 'how-to' approach for financial producers to gain recognition and credibility by becoming media sources. If you want to take your business to the next level, this book can help you get there."
-Gail S. Waisanen, CLU
Editor, Life Insurance Selling

"A successful advisor and media personality, Derrick Kinney is ample proof that mastering the art of communicating with the media is the key to building a thriving financial advisory practice."
-William Glasgall, Editorial Director
Investment Advisor magazine and investmentadvisor.com

Fashion Branding and Consumer Behaviors presents eye-opening theory, literature review and original research on the mutual influence of branding strategies and consumer response. Contributors use multiple methods to analyze consumers' psychosocial needs and the extent that their fulfillment goes beyond the usefulness or value of the items they purchase as well as the fashion industry's means of communicating brand identity and enhancing brand loyalty. Along the way, these studies raise important questions about consumer behaviors, consumer welfare, environmental ethics and the future of consumer research. Included in the coverage: * A symbolic interactionist perspective on fashion brand personality and advertisement response.* Optimizing fashion branding strategies in a fluctuating market.* An analysis of fashion brand extensions by artificial neural networks.* Domestic or foreign luxury brands? A comparison of status- and non-status- seeking teenagers.* The impact of consumers' need for uniqueness on purchase perception.* How brand awareness relates to market outcome, brand equity and the marketing mix.A breakthrough volume on the complexities of how and why we buy, Fashion Branding and Consumer Behaviors will captivate researchers and practitioners in the fields of consumer psychology, marketing and economics.

If you want to be successful in professional sales, you need a winning formula to generate interest with potential customers, close more deals, and take client relationships to the next level. The Blue Print is a winning combination of powerful strategies and clever tactics to dominate the field of professional sales, advance your career, and vastly increase your earning power

For enterprising business leaders and managers everywhere who strive to deliver consistently first-rate products and services for world markets, "Using Lead Management on Purpose" gives you the edge you need to succeed. Esteemed business consultant, corporate trainer, and psychologist Kenneth L. Pierce shows you how to break free of the traditional leadership style-the "boss-manager" who emphasizes power and ignores the needs and values of others-and to use the dynamic approach of lead management to achieve the ideal balance of support and challenge. By creating an environment of warmth, cooperation, and trust, you will revitalize your employees to contribute the kind of energy, creativity, and commitment that results in top-quality work. Filled with real-world examples and invaluable key-point summaries, this visionary guide shows you how to: Truly inspire workers to perform their best Build high-caliber relationships that honor, support, and empower employees Implement the seven behaviors of caring communication Avoid the seven deadly behaviors that sabotage relationships Enhance your skills for today's evolving leadership roles in organizational development With the secrets, tips, and tools in "Using Lead Management on Purpose," you'll excel in today's increasingly competitive global marketplace by tapping the genius of inspired, fulfilled employees.

Drawing on 25 years of experience as a salesman, sales manager, and training consultant, David Stumm provides a thoughtful analysis of the sales training process--where it succeeds, why it fails, and what is lacking in current practice--and presents field-tested techniques for creating an effective training program. The book is built around three concepts: reading what is happening in any sales situation; recognizing situational need areas as a common theme in all sale techniques development; and building sales strategies that blend selling techniques into an integrated effort. Each chapter explains the theory behind a different sales skill and translates it into specific sales applications.

This book presents cutting edge research on the development of analytics in travel and tourism. It introduces new conceptual frameworks and measurement tools, as well as applications and case studies for destination marketing and management. It is divided into five parts: Part one on travel demand analytics focuses on conceptualizing and implementing travel demand modeling using big data. It illustrates new ways to identify, generate and utilize large quantities of data in tourism demand forecasting and modeling. Part two focuses on analytics in travel and everyday life, presenting recent developments in wearable computers and physiological measurement devices, and the implications for our understanding of on-the-go travelers and tourism design. Part three embraces tourism geoanalytics, correlating social media and geo-based data with tourism statistics. Part four discusses web-based and social media analytics and presents the latest developments in utilizing user-generated content on the Internet to understand a number of managerial problems. The final part is a collection of case studies using web-based and social media analytics, with examples from the Sochi Olympics on Twitter, leveraging online reviews in the hotel industry, and evaluating destination communications and market intelligence with online hotel reviews. The chapters in this section collectively describe a range of different approaches to understanding market dynamics in tourism and hospitality.