Between Brexit, efforts to 'Make America great again' and ongoing appeals for patriotic consumption to boost economies, the intersection between national identity, marketing campaigns, and consumer choices has been brought to the fore. This book maps out this terrain and provides a framework for how research on 'Made in' campaigns and programmes in individual countries can be placed into a broader historical context. The book argues that the history of 'Made in' can be used to shed light on society at large: the actors that have promoted it, the institutions that have regulated it, and the cultural environments that have attributed it meaning. At times 'Made in' has been a basic, descriptive trademark while, in other periods, it has been a key component of carefully developed commercial brands, and in yet other instances it has been used in attempts to forge and redefine national identities. The book opens with an introduction to the three key factors which have featured prominently in 'Made in' campaigns - commercial logic, national economic policy, and it's use as an instrument in political discourse - and an overview of the evolution of 'Made in' from a marketing perspective. This is followed by country-specific discussions of 'Made in' through case studies including countries in Western Europe, US, Japan and the antipodes. This book will be of significant interest to students and scholars of economic history, business history and marketing.

The definitive guide to cold calling success

For more than thirty years, Stephan Schiffman, America's #1 corporate sales trainer, has shown millions of salespeople how to close a deal. In this newest edition of "Cold Calling Techniques (That Really Work )," he'll show you why cold calling is still a central element of the sales cycle and where to find the best leads. Updated with new information on e-mail selling, refining voice-mail messages, and online networking, his time-tested advice includes valuable discussion points that you'll need to cover in order to effectively present your product or service and arrange a meeting. Schiffman teaches you how to use his proven strategies to:

• Turn leads into prospects
• Learn more about the client's needs
• Convey the ability to meet the client's demands
• Overcome common objections

Manufacturing in the UK has an image problem. Although this image problem is more fiction than fact, it nonetheless has an impact on the sector's ability to attract staff, capital, and policy interest. This book redresses this situation by focusing on the real successes of the sector and the strategies used by makers to achieve sustainable results.

This book is testimony to the emergent nature of human security as an idea, as a useful construct and as an operational strategy. The aim is to showcase new directions that may enrich the human security agenda. Some human security discourse is still rooted in the traditional language of the aid-agency/UN development/economic growth models, often hostile to the corporate and business sector, and sometimes negligent of sustainability and climate change issues. Another limited and outmoded approach is an exaggerated focus on Western interventions, especially military ones, as a "solution" to problems in poor or conflict-prone areas. "Human Security" was introduced as a construct by the UNDP in 1994. The inherent combination of law-enforcement and people-centred humanitarianism has strived to provide an umbrella to both protect people from threats while empowering them to control their destinies. But with accelerating economic globalization and information flows there is a need to revisit the concept. A new paradigm of Sustainable Human Security is required. This book argues that proponents of a human security approach should welcome efforts to remove the barriers between enterprise, corporations, aid and development agencies, government agencies, citizen groups and the UN; and work towards multi-stakeholder approaches and solutions for vulnerable populations. Such an approach is clearly vital in responding to the imperatives of concerted action on issues such as climate change, HIV, terrorism, organised crime and poverty. The agenda may have changed, but it remains true that almost all human tragedies are avoidable. This book examines a number of global problems through the lens of human security and the needs of the individual: global governance; health; the environment and the exploitation of natural resources; peace and reconciliation; the responsibility to protect; and economic development and prosperity. In the latter case, the role of business in the human security pantheon is promulgated. There are many reasons why businesses may want to engage with the needs of vulnerable populations - not least the fact that companies cannot function without secure trading environments. In addition, there are growing demands for corporate responsibility and citizenship from markets, customers, shareholders, employees and, critically, communities. This book throws new light on the human security agenda. It will be essential reading for anyone involved in the debates on human security as well as for practitioners and scholars in international affairs, global governance, peace studies, climate change and the environment, healthcare, responsibility to protect and corporate responsibility.

In the fall of 1990, the Danish government started a comprehensive research pro gramme to improve the competitiveness of the Danish food sector: The Research and Development Programme in the Danish Food Sector (Det F Ildevareteknologiske Forsk nings- og Udviklingsprogram, F0TEK). The programme was based on a combination of basic research to be carried out by universities and other research institutions, and a series of collaboration projects between researchers and food companies. The programme was originally designed as a technological research programme. However, in the planning phases of the research programme, the view that the development of new technologies and products may not be sufficient to improve competitiveness made some ground. A small comer of the overall research effort was therefore set aside for market-oriented research. This comer was filled by the research programme Market-based process and product innovation in the food sector (MAPP). MAPP was a joint research programme in which researchers from several Danish universities and business schools participated; it was coordinated by the Aarhus School of Business. MAPP set out to achieve a difficult task: to conduct high quality research on various aspects of the marketing of food products, to do so in cooperation with food companies, and to win under standing and recognition from the colleagues in the food technology departments."

Over the past two decades, the face of the world consumer has truly changed. Goods are more available, information about these goods is more open and accessible, and the ability to buy these goods from any corner of the earth has become possible. As a result, international marketing is more important now than ever before. In this book, Josh Samli explores the challenges facing modern international marketers. He explains what it is to have successful communication with the target market: using social media to share consistent information about products and services, communicating directly with culture-driven consumers who already communicate online amongst themselves and with competitors, and mastering people-to-people communication with both privileged and non-privileged consumers. Any company dealing with international marketing must learn how to handle these new challenges in order to survive in the 21st century.

With businesses becoming ever more competitive, marketing strategies need to be more precise and performance oriented. Companies are investing considerably in analytical infrastructure for marketing. This new volume, Marketing Analytics: A Machine Learning Approach, enlightens readers on the application of analytics in marketing and the process of analytics, providing a foundation on the concepts and algorithms of machine learning and statistics. The book simplifies analytics for businesses and explains its uses in different aspects of marketing in a way that even marketers with no prior analytics experience will find it easy to follow, giving them to tools to make better business decisions. This volume gives a comprehensive overview of marketing analytics, incorporating machine learning methods of data analysis that automates analytical model building. The volume covers the important aspects of marketing analytics, including segmentation and targeting analysis, statistics for marketing, marketing metrics, consumer buying behavior, neuromarketing techniques for consumer analytics, new product development, forecasting sales and price, web and social media analytics, and much more. This well-organized and straight-forward volume will be valuable for marketers, managers, decision makers, and research scholars, and faculty in business marketing and information technology and would also be suitable for classroom use.

This book presents critical surveys of literature from behavioural and evolutionary economics, management, marketing and business history and offers new empirical evidence involving both case studies and behavioural research. Particular attention is given to transaction cost and resource-based perspectives on business organization. The book concludes by discussing the emerging 'growth of knowledge' and 'management without trade-offs' approaches to the firm.Taken together, the inter-related chapters in this book make a significant contribution by promoting and assisting research and teaching on how managers cope with competitive pressures in the present climate of rapid technological change, shifting patterns of corporate alliances, continual restructuring and re-ranking of relative competitive strengths, and rising environmental expectations. Management, Marketing and the Competitive Process will be particularly useful for courses on business strategy, managerial and industrial economics, and marketing.

Subaru and Jaguar provide outstanding examples of what can be achieved when brand development and relationship marketing are combined to create a world class brand. Subaru achieved victory in the World Rally Championship. Jaguar are now an important new player in Grand Prix racing. This book tells the inside stories behind these campaigns and brand building strategies, and will be of interest as compelling case studies of sports sponsorship and brand development.

Explains how all institutions have to turn their relationship with stakeholders into a 'social' one, which involves designing new Trust and Engagement strategies. A specific indication on how to build and measure value out of these strategies is offered by the innovative 'Value for Engagement Model'.

Cross-cultural marketing is an important element of the contemporary business environment. Many conventional accounts of the topic have conflated cross-cultural and cross-national marketing, but in this groundbreaking, new book, Burton argues that these generalizations have little meaning given the extent of multi-culturalism in many societies. Given the importance of new emerging markets in the Far East, Middle East, Asia and Latin America, this book raises important questions about the applicability of existing marketing theory and practice, which was originally developed using the model of Western society. An extensive range of cross-cultural marketing issues is addressed, including: Cross-cultural consumer behaviour Cross-cultural management practice Promotional strategies Product development Distribution Marketing research methods Cross-cultural Marketing offers a new, more complex and sophisticated approach to the important challenges for existing marketing theory and practice and their continued relevance for stakeholders. As such, it is an invaluable text for students of international and cross-cultural marketing, as well as for practitioners who wish to assess new developments in the field.

Concise overview of the research field, saves time for researchers Written by expert authority on the topic Covers a topic of growing interest to business scholars and beyond

There are many challenges facing organizations today as they incorporate electronic marketing methods into their strategy. Advances in Electronic Marketing examines these challenges within three major themes: the global environment, the strategic/technological realm, and the buyer behavior of online consumers. Each chapter raises important issues, practical applications, and relevant solutions for the electronic marketer. Advances in Electronic Marketing not only addresses Internet marketing and the World Wide Web, but also other electronic marketing tools, such as geographic information systems, database marketing, and mobile advertising. This book provides researchers and practitioners with an updated source of knowledge on electronic marketing methods.

The author contrasts Adam Smith's market to the prevailing American market stating that, in order to achieve the same results that Adam Smith's perfectly competitive market could have created, a socially responsible behavior on the part of marketing is necessary. Marketing can achieve greater profits and higher quality of life for the whole society by being consumer oriented and proactive, and by considering consumers' well-being the highest priority. Marketing must reach out and cater to, not only the mainstream core markets, but to those who are less than equal opportunity consumers. These are special market segments such as the poor, elderly, minorities, and those who are particularly vulnerable. Marketing must also develop environment and consumer-friendly products and services.

The prevailing market conditions in the United States are in favor of certain select groups. Furthermore, many conditions in the existing market are borderline pathological and need to be corrected. In addition to these, there are those consumers who are very vulnerable such as the elderly, the poor, the undereducated, and the frail. These groups cannot make the best purchase decisions nor do they have access to many facets of the market. Marketing must make a special effort to provide education, information, and protection for them and must bring as many people as possible into the mainstream of the economy. Unless marketing can take a proactive position and bring about products and services that are good, functional, and non-hazardous, consumers will not be able to optimize their purchase decisions.

This volume is part of a blind refereed serial publication published on an annual basis. The objective of this research annual is to present studies in the application of forecasting methodologies to such areas as sales, marketing, and strategic decision making (an accurate, robust forecast is critical to effective decision making). It is the hope and direction of the research annual to become an applications- and practitioner-oriented publication. The topics include sales and marketing, forecasting, new product forecasting, judgementally-based forecasting, the application of surveys to forecasting, forecasting for strategic business decisions, improvements in forecasting accurate and sales response models.

This fourth volume in the Academy of International Business Series examines three main areas of internationalization: the internationalization process; competitive advantage in an international context; and international business in emerging markets. The cohesive theme threading through the chapters comprises the twin objectives of assessing the current state-of-the-art research into international business phenomena and looking forward to emerging research themes for the new milennium.

It is a common belief that the Internet can provide real opportunities for political transformation, especially in societies where freedom of speech is constrained by the government. This volume explores the Internet's political and developmental impact by analyzing it at the local, regional, and international levels. The essays combine to show that limited Internet accessibility in some countries has led to a problematic digital divide.

Entry subjects range from the two giants of Asia, China and India, to the microstates in the Pacific. Each incisive essay takes a fresh look at the issues facing the Asia-Pacific region. Topics include:

Censorship and participation

The Internet's role in the global economy

Cyber-threats and Cyber-activisms

The Digital Diaspora

E-Mobilization and E-Democracy