This book honours the contributions of Professor Michael J. Baker to marketing thought and practise in his twenty-fifth year as a Professor of Marketing at the University of Strathclyde and in the 25th year of Strathclyde University's Department of Marketing, which he founded. It contains a series of essays by distinguished colleagues of Michael, addressing the theme of evolution of marketing thought and practice. Contributions examine the nature of modern marketing in relation to international business, channel management, innovation and marketing education.

This is a collection of essays on international marketing. Both theoretical, conceptual and empirical contributions are included, and cover various aspects of export and multinational marketing. While some contributors focus on managerial issues in international marketing, others take a public policy or comparative perspective. Similarly, while some authors may confine their analyses to well-established concepts or methodologies in international marketing, others have the opportunity to incorporate new and innovative perspectives.

Optimal control and differential games continue to attract strong interest from researchers interested in dynamical problems and models in management science. This volume explores the application of these methodologies to new as well as to classical decision problems in management sciences and economics. In Part I, optimal control and dynamical systems approaches are used to analyze problems in areas such as monetary policy, pollution control, relationship marketing, drug control, debt financing, and ethical behavior. In Part II differential games are applied to problems such as oligopolistic competition, common resource management, spillovers in foreign direct investments, marketing channels, incentive strategies, and the computation of Markov perfect Nash equilibria.

Optimal Control and Differential Games is an excellent reference for researchers and graduate students covering a wide range of emerging and revisited problems in management science.

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.

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.

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.

Blending elements from psychology, sociology, social anthropology, marketing and economics, the volumes in this set, originally published between 1936 and 1992, discuss the decision-making processes of buyers, both individually and in groups and how other factors such emotions affect buying behaviour. Many of the volumes also examine how consumer behaviour impacts on commercial marketing strategies.

""The Petraeus Doctrine for the 21st Century Marketer""

The Owned Media Doctrine is to Marketing what The Petraeus Doctrine was to modern warfare - a complete re-thinking of philosophy, strategy and tactics, dictated by the way war has changed. Just like in warfare, marketing and media is not at all what it used to be - but marketers are still fighting the battle like it's 1965.

The Owned Media Doctrine is just that, a new doctrine for Marketing. A new philosophy, strategic approach and operational model for the marketing operations function based on how media works today, and how it will work in the future. It's the marketer's field manual for today's two-way, real-time media environment.

"In this remarkable - and remarkably useful - book, Jackson and Deckers provide the granular, step-by-step instructions and advice that senior digital marketers have craved for years. This is the book you'll keep on your desk forever (or at least until they have time to write the 2nd edition)."

"-Jay Baer - Convince & Convert "

"Reis and Trout changed the way we think with Marketing Warfare. Anderson did it with The Long Tail. Jackson eloquently welcomes us to the new age of Owned Media and the reality we face as real-time marketers. An immediate must read....and more importantly, an immediate must do."

"-Michael Grimes, VP, Omni-Channel Marketing at Finish Line"

"Everything in this book just makes so much sense If the words "content" or "marketing" are anywhere in your job description do yourself a favor and read it cover to cover."

"-Shelly Towns, VP of Product at AngiesList.com"

The Owned Media Doctrine will show you a future-proof way to advance your marketing efforts based on real-world experience with some of the largest brands on the planet... and it will let the ever-changing media ecosystem evolve around you, rather than the other way around.

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.

Creativity, Global Branding and Country of Origin (CoO) represent conceptual fields of interest to both academics and practitioners. In the contemporary environment, business and customers are increasingly developing multi-faceted relationships nurtured by global drivers, such as international brands, but also by embedded elements, such the impact of specific geographical networks on creativity. As a result, the impact of Country of Origin on branding is, once again, a key topic in the global management field.

This collection provides an opportunity for leading marketing scholars to share up-to-date research while addressing both domestic and multinational strategies for understanding global marketing and consumers. The chapters include brand-consumer relationships in a global environment, Country of Origin impact on business to consumer and business to business markets and creativity at the territorial level from a network perspective.

This book was originally published as a special issue of "Journal of Global Scholars Marketing Science."

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.

As a newcomer to tourism, China has amazed the world with its rapid growth of inbound, outbound, and domestic tourism. Tourists from the Greater China area (Mainland, Hong Kong, Macao, and Taiwan) are well positioned to change the world s tourism landscape. Influence of China in the global tourism arena will be even more significant with the realization of WTO s vision of Mainland China as a top world tourism destination and tourists-generating country by 2020. The preeminent role of Chinese travellers in the social space of tourism has stimulated much interest in understanding their behaviors and psychology in various tourism settings. The chapters in this collection investigate different aspects of Chinese consumer behaviors and psychology in tourism settings.

This book was originally published as a special issue of the "Journal of China Tourism Research.""

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.

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 American economy is profoundly dependent on the success of its retailers and the strength of its consumer spending. Yet, how do leading retailers create value for their customers? To a large extent this has been accomplished by streamlining operations and a decades-long focus on cost cutting and price competitiveness. Today, retailers realize that they need to discover new ways to differentiate themselves and attract consumer spending. The American Retail Value Proposition provides the framework for building that differentiation and establishing a competitive advantage that goes beyond price discounting. This framework is based on more than a decade of research, including hundreds of hours of interviews with executives from the world's leading retailers, including Starbucks, Walmart, Apple, Amazon, and Lowe's. Whether you are an aspiring merchant or an industry veteran, this book's strategic framework will help you build a solid foundation for your business in today's ever-evolving retail marketplace.

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:

Bestselling author and marketing strategist Ryan Holiday reveals to creatives of all stripes-authors, entrepreneurs, musicians, filmmakers, fine artists-how a classic work is made and marketed.

Classic. Evergreen. Cult. Backlist. We can all identify with products that seem to last forever and just keep selling. But how can we create things that can and should last, especially in an environment where short-term gain and flash-in-the-pan success are so often the benchmark, where Hollywood movies are written off after a weekend or Silicon Valley start-ups are considered to have failed if they don't go viral?

Enter Ryan Holiday and his concept of the Perennial Seller, products that exist in every creative industry, timeless, dependable resources and unsung money-makers, increasing in value over time and outlasting and outstretching the competition.

Holiday shows us that creating a classic doesn't have to be a fluke or just a matter of luck. In Perennial Seller he takes us back to the first principles of the models and thinking that underpin the creation of something built to last. Featuring interviews with some of the world's greatest entrepreneurs and creatives and grounded in a deep study of the classics from every genre, the book shares a mindset and approach we can all adopt to make and market a classic work. Whether you have a book or a business, a song or the next great screenplay, Holiday reveals the recipe for perennial success.

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.

* Features positive case studies, as well as 'lessons-learned'. * Highlights the importance of taking cultural differences into account. * Takes a transdisciplinary approach which considers findings from research fields including conceptual and empirical business ethics, behavioural economics, ecological economics, environmental ethics and philosophy of culture. * Weaves pedagogical features throughout, including key case studies, study questions and thought experiments.