This book proposes a new framework to effectively manage both offensive and defensive marketing strategies. It reinterprets the competitive challenge as a circular journey, that is, an endless sequence of three competitive 'seasons'. The authors call them the games of movement, imitation, and position.

In this, the first data-driven guide to real time marketing, Chris Kerns outlines the value of RTM via a comprehensive social data performance analysis. He lays out best practices for measuring RTM, injects a data-driven mindset into every step of its methodology, and shows how marketers can grow RTM into a daily win for brands across the globe.

This book gives recommendations on which interactive decision aids to offer in webstores. Interactive decision aids are tools that help online shoppers to compare and evaluate product information. Consumers can, for instance, exclude products that do not meet certain criteria, they can highlight certain information or they can assign ratings of different kinds. Interactive decision aids are important, because finding the preferred product in a short amount of time increases both the customers' satisfaction and, in turn, the sales volume.This book includes a detailed description of decision aids, closely studies how decision aids are related to the decision behavior of customers, and develops a comprehensive system of decision aids, which is very flexible, increases both customer satisfaction and confidence, and can be used intuitively. The close link between typical behaviors and the decision aids allows webstores to learn about customers' decision-making behavior by using a simple click stream analysis. The book is written in an easy-to-read style and provides both practical recommendations and knowledge about consumer behavior

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This book deals broadly with tourism planning and development from the perspective of Croatia, a major Adriatic tourism destination which is fast becoming one of the most popular vacation spots in the European Union. With the recent accession of Croatia to the EU, Croatia is undergoing a rapid political and economic transition and generating scholarly interest in the country's primary, secondary, and tertiary industries. This book examines the country's long history and thriving success in the tourism industry through issues of destination image and identity, management challenges, economic impact, and how to attract tourists in the midst of extreme political changes. The book explores the implications of policy decisions on product development and takes a theoretically sound approach to destination planning and problem-solving in Croatia. Its timely view of Croatian national tourism policy and the broader Adriatic/Mediterranean region makes this book of interest to all scholars, students, and practitioners engaged in various aspects of destination development planning and management.

A professional book and text for anyone interested in marketing in the nonprofit sector. Rados covers the entire field, from explaining what marketing is to describing the role of marketing in the nonprofit organization. He provides specifics on pricing, distribution, product, and marketing communications. He thoroughly treats raising money and attracting and keeping volunteers. By providing illustrations and examples, Rados teaches the reader to analyze marketing problems and make sound decisions. Marketing for NonProfit Organizations will be of interest to nonprofit managers, marketers, and business students.

Virtual worlds such as Second Life, have millions of users worldwide. Virtual world "residents" wield huge purchasing power, and use real money in the online economies. Companies as diverse as Adidas, Jean-Paul Gaultier, and MTV have plunged into these unchartered waters to give their brands a virtual presence, using varied strategies.

As businesses have grown to realize that the success of operations is more and more dependent upon an adequate knowledge of consumer behavior, the importance of lifestyle market segmentation has increased steadily. In this volume, Ronald Michman shows how social and cultural changes in group dynamics and purchasing influences can be used in making lifestyle marketing decisions. Working from a management-oriented perspective, Michman describes the key steps in market planning--interpreting signals of change, assessing the implications of change, and developing strategies to take advantage of the change--and challenges the viewpoint that strategies from lifestyle market segmentation studies can be developed in the short term.

Viewing lifestyle market segmentation as just one aspect of an overall marketing plan, Michman links the specific strategies of this approach to the larger issues of strategic planning. The first three chapters of the book place the topics of market segmentation and lifestyle segmentation into a historical perspective, and trace the development of these marketing approaches. The next three chapters focus on group dynamics and purchasing influences, covering specific target markets such as singles, teens, the elderly, and ethnic groups. Methods for cultivating these markets through lifestyle segmentation strategies are fully discussed. In the final three chapters, lifestyle segmentation is examined in relation to the impact on consumer behavior of decision making, purchasing habits, and changing values. With its emphasis on practical application, this work will be a valuable resource for managers and other professionals in the marketing field, as well as for students in business and marketing courses.

Even though it can be argued that affiliate marketing is an old phenomenon, in a rapidly changing online business environment, it is still a new and developing business area. This highly topical book contains a thorough analysis of affiliate marketing, including theoretical and practical considerations. Strategic Affiliate Marketing acts as a unique guide for both practitioners and academics on how to approach affiliate marketing. The authors explain the core values as well as challenging and combining established marketing theories in the light of new online marketing activities, taking into account the characteristics of the Internet and interactions among various participants and agents. Rather than arguing the rights and wrongs in absolute terms, this book presents a strategy for engaging in affiliate marketing. The authors also examine what considerations should be taken into account before doing so, as well as investigating how to optimise resources once fully active in this area. This fascinating book focuses on how to build long term relationships with online partners, while gaining value and optimising resources. As such, it will be of special interest to academics and students of management, marketing and business. Online advertisers and online media will also find this a valuable tool with which to understand the potential of their online return of investment.

Despite the fact that experts acknowledge the importance of the emerging markets, there is a dearth of real case studies specially focussed on marketing issues. This case study book addresses that need. It is also important and timely in providing a framework for instructors and researchers (both academic and industry) to understand the dynamics occurring in emerging markets. This book is composed of long and short real cases with varying complexity in different sectors including airlines, hotel, fashion, etc. These will cover issues which are unique to the emerging markets (including the BRIC countries) to understand the dynamics occurring in these countries. With its case studies, collection of questions, and real-life marketing examples, this book offers unique benefits to marketing students and educators across the world. A must-have for every marketing course module.

"Star-Spangled Soccer "charts America's 25 year journey to becoming a soccer nation, the key business, decisions, personalities, and events that shaped its growth and the developing perfect soccer storm that will propel its unstoppable march forward. The book take its lead from a single premise that the granting of the 1994 World Cup to the United States set in motion a chain of events that has redefined soccer in America forever and ultimately positioned it to become a major force in the rapidly changing American Sports landscape. Drawn from a 20 year career as a senior executive in the American soccer market and supported by first person interviews and insights with all the key personalities and decision makers "Star-Spangled Soccer" is a must read for anyone wanting to understand the American Soccer Market, where it has come from and why it is positioned for tremendous growth over the next 10 years. Check out the site www.starspangledsoccer.com

In Building a Successful Selling Organization, Art Wilson draws upon his three decades of experience as one of IBM's top sales leaders and as counsel to Fortune 500 sales executives to create a proven blueprint for building successful, profitable customer relationships. Written specifically for the chief sales officer and the leadership of the entire customer-facing organization, this book documents tested best practices among leading sales organizations and incorporates them into practical ways to implement high-performance, customer-centric sales strategies. After sharpening and honing the skills of thousands of sales teams challenged by demanding corporate customers, Wilson distills the lessons of goal-driven sales leadership into this one compact volume. Citing real-world examples, Wilson shares a disciplined, how-to sales process that empowers a sales leader to transform good sales teams into those that demonstrate sales excellence and extraordinary results. Use the five-level Sales Agenda Model to design, deploy, develop, and support a selling organization. management, ensure client alignment, and deliver convincing client value. Sales leaders who adopt the strategies presented in Building a Successful Sales Organization possess the secrets of building, organizing, and managing effective selling teams that consistently deliver predictable, sustainable, superior results.

Exploring three rich cases across three countries, this book shows how government organizations need their clients to contribute time and effort to co-producing public services, and how organizations can better elicit this work from them, by providing good client service and appealing to their intrinsic needs and social values.

In a cultural climate saturated by technology, marketing professionals have focused their energies on creating newer and more digital methods of advertising their brands, with the fear that if they don't embrace "Big Data," they will fade into obscurity. But Tom Doctoroff, Asia CEO for J. Walter Thompson, argues that this frenzy over digital media has created a schism in the marketing world that is hindering brands from attaining their true business potential. The tension between traditional branding and the seemingly unlimited possibilities presented by the advent of "digital" branding leads companies to abandon the tried and true aspects of marketing for the flash of the new. In this informative new book, Doctoroff explains why a strategy that truly integrates the two ideas is the best way for a brand to move into the future. Using some of the biggest brand names in the world as examples, such as Coca-Cola, Nike, and Apple, he breaks down the framework of marketing to explain how digital marketing can't stand without the traditional foundation.

Place branding as an academic field is both challenging and under explored. In the face of an ever-expanding global urban population, this Handbook illustrates how place branding can contribute to transforming urban agglomeration into sustainable and healthy areas. The Chapters cover four key areas; place branding as a tool for economic development, experiences of place making, methodologies to develop place brands, and urban regeneration. Pioneering experts provide in-depth analysis on the politics and significance of place branding's inclusion in economic development programs, the multisensory dimensions of sense of place, and new epistemologies and methodologies for research. They further examine the role of place marketing in combatting challenges for future cities such as mobility, aesthetics and metropolitan conurbation. Students and scholars in management, marketing and economics will find this innovative and contemporary Handbook a must read. Eminently practical, it will also benefit policy makers and place planners, alongside consultants on public policies. Contributors: E. Arnould, G.J. Ashworth, S. Askegaard, S. Brown, A. Campelo, D. Kjeldgaard, M. Lichrou, D. Medway, K. O'Leary, L. O'Malley, E. Oliveira, C.J. Parker, C. Pasquinelli, M. Patterson, H.D. Pedersen, K. Swanson, A. Therkelsen, G. Warnaby

Over the past decade, platforms have spread through many industries and generated an increasing share of the global economy. Many of the world's most valuable companies have adopted a platform-based business model and today, we find that platforms pervade our everyday lives. So far, however, the existing management literature has failed to provide professionals and students with appropriate tools to understand the business models that make those platforms successful. This book offers rigorous analysis of the complexity of platforms, as well as practical strategic guidance and tools to help you deal with this complexity. Written in an accessible style and based on a comprehensive approach, Platform Strategies is self-contained and does not require the reader to have specific prior knowledge. The book is both academically rigorous and a pragmatic and efficient guide, incorporating path-breaking insights from academic research on platforms with real-world applications of concepts and tools. The book engages with case studies and highlights important take-aways that can be implemented in practice. You'll learn how to use new tools of strategic management and how to adapt well-established ones. This book is an invaluable resource for entrepreneurs (experienced or aspiring), managers of existing platforms and businesses, professionals, and students in business, management and economics.

This innovative and original book provides valuable insights into the interorganisational dynamics of collaboration in tourism marketing. Specific attention is given to global airline alliances, international hotel consortia, and destination collaboration between nations. The book begins by providing a detailed understanding of tourism marketing principles and practice within the context of inter-organisational collaboration. The impact of collaboration on tourism marketing strategy and the implementation of marketing programmes is then explored. Issues for discussion include the benefits and drawbacks of collaboration marketing, the internal processes, resource implications and external impacts of collaboration marketing, and the challenge of managing parallel competitive and collaborative marketing strategies. Tourism Marketing: A Collaborative Approach offers a strategic marketing framework for application in interorganisational settings within the tourism industry. The existing marketing paradigm is questioned in an industry where rarely does any one organisation own or control all elements of the tourism product.

The main objective of Credit Risk: Modeling, Valuation and Hedging is to present a comprehensive survey of the past developments in the area of credit risk research, as well as to put forth the most recent advancements in this field. An important aspect of this text is that it attempts to bridge the gap between the mathematical theory of credit risk and the financial practice, which serves as the motivation for the mathematical modeling studied in the book. Mathematical developments are presented in a thorough manner and cover the structural (value-of-the-firm) and the reduced (intensity-based) approaches to credit risk modeling, applied both to single and to multiple defaults. In particular, the book offers a detailed study of various arbitrage-free models of defaultable term structures with several rating grades.

All Eyes East: How Chinese Youth will Revolutionize Global Marketing provides brands looking to capitalize on this new world order with the insight they need to understand and capture the world's most powerful audience. Bergstrom provides insights into Chinese youth, revealing what makes them unique from their counterparts around the world.

This book identifies and describes five megatrends that will define the landscape of the Travel, Tourism & Hospitality industry, with a particular focus on the European context. Humans began travelling on the same day that Homo Sapiens first realized he could walk upright. No boundaries, mountains or cliffs have managed to stop or diminish our insatiable desire to find out what lies beyond the visible horizon. Tourism has enjoyed virtually uninterrupted growth for the past several decades, and the sector has now become the third-largest source of export revenue, after chemicals and fuel, and ahead of the automotive and food sectors. And yet, in its current globalised format, it is exposed to sudden shocks that can swiftly shake up the status quo accelerating the deployment of some megatrends here described. We have all witnessed the Covid-19 pandemic and its devastating consequences for the industry. While the number of international tourism arrivals to Europe has soared to over 700 million a year, at the same time we are experiencing a period of deep transformation. Bauman couldn't have been more accurate or insightful when he coined the word 'liquid' in this regard. As an exquisite expression of a civilized, rich and discerning first-world society, travel and tourism are now changing shape and meaning, requiring our business models to adapt. What are the megatrends that will dictate the future shape of our industry's landscape? Who is the new tourist, if there is one, and what is she looking for? Is the new post-technological era transforming the depth and the very essence of travelling? This book offers a number of visionary insights, as well as operational takeaways.

This book explores, describes and explains the predictors essential for the acceptance of social media as a digital platform to share professional knowledge in the field of automotive repair in Germany. It reports a rigorous literature review covering key elements of social media, knowledge management and technology acceptance studies. The book assumes a pragmatist approach and applies mixed methods in an exploratory sequential design, combining qualitative and quantitative methods to ensure robust collection and analysis of the collected data. Based on a survey on German automotive repair shops, the author provides a framework, for various stakeholders, to comprehend the motivations for knowledge sharing for automotive repair professionals in Germany. This book not only adds to the existing academic body of knowledge but also provides implications for industry and legislation on a European scale.

This innovative and original book provides valuable insights into the interorganisational dynamics of collaboration in tourism marketing. Specific attention is given to global airline alliances, international hotel consortia, and destination collaboration between nations. The book begins by providing a detailed understanding of tourism marketing principles and practice within the context of inter-organisational collaboration. The impact of collaboration on tourism marketing strategy and the implementation of marketing programmes is then explored. Issues for discussion include the benefits and drawbacks of collaboration marketing, the internal processes, resource implications and external impacts of collaboration marketing, and the challenge of managing parallel competitive and collaborative marketing strategies. Tourism Marketing: A Collaborative Approach offers a strategic marketing framework for application in interorganisational settings within the tourism industry. The existing marketing paradigm is questioned in an industry where rarely does any one organisation own or control all elements of the tourism product.