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Books > Business & Economics > Business & management > Sales & marketing > Market research
In our increasingly digital, mobile, and global world, the existing theories of business and economics have lost much of their appeal with the phenomenal rise of Chindia, the reality of Brexit, the turmoil caused by the Covid-19 pandemic, and the seismic shifting of the global center of gravity from west to east. In the area of innovation, the traditional thinking that a developed country, often the US, will come up with the next major innovation, launch at home first, and then take it to other markets does not ring true anymore. Similarly, the world where conglomerates go bargain-hunting for acquisitions in emerging markets has been turned upside-down. This book reveals and illustrates the Global Rule of Three phenomenon, which stipulates that in competitive markets only three companies (which the authors call "generalists") can dominate the market. All other players in the market are specialists. Further, whereas the financial performance of generalists improves as market share increases, specialist companies see a decrease in financial performance as their market share increases, as the latter are margin-driven companies. This theory powerfully captures the evolution of global markets and what executives must do to succeed. It is based on empirical analyses of hundreds of markets and industries in the US and globally. Competitive markets evolve in a predictable fashion across industries and geographies, where every industry goes through a similar lifecycle from beginning to end (or revitalization). From local to regional to national markets, the last stop in the evolution of markets is going global. The pattern is so consistent that it represents a distinct and natural market structure at every level. The authors offer strategies that generalists and specialist should follow to stay competitive as well as twelve expansion strategies for global companies from emerging markets. This book chronicles this global evolution and provides impactful managerial implications for executives and students of marketing and corporate strategy alike.
This volume of Review of Marketing Research (RMR) focuses on Shopper Marketing and the Role of In-Store Marketing. The chapters draw from academic research as well as collaborations with major retailers and industry practitioners. Over the past several decades there has been research into how marketing actions influence how shoppers respond to offers. Yet, with the ever-shifting landscape due to influences such as mobile devices, the internet, and social media, there is an increasing need to understand how marketing actions influence shoppers in their path to purchase. Although there are many path to purchase points which are important to understand, this edition of RMR is devoted to the topic of in-store marketing actions to understand their impact on shopper reactions to offers. The chapters highlight new technologies (e.g., mobile, digital displays) and information aids (e.g., nutrition scores, floor signage) being used by leading retailers to influence the path to purchase. In addition, new research technologies (e.g., eye-tracking, heat maps, in-store experiments) and models that are being used to assess the effectiveness of the path to purchase tactics are discussed.
Scoring Points is the compelling and dramatic inside story, told from a project point of view, of how the Tesco Clubcard was conceived, launched and developed. It explains in detail how Tesco collected, analysed and used customer data to become a retail giant, making customer loyalty marketing work when almost every other programme failed. By pairing its loyalty scheme with sophisticated information technology, Tesco set a new standard for knowing your customer. Scoring Points is one of the seminal marketing books of the last decade. A fascinating tale of what can be achieved through vision, a strong team ethic and a company-wide commitment to customer satisfaction, it is an inspirational read for anyone in business, from junior marketers or salespersons working in an FMCG environment, to any practitioner looking to better analyse their customer base.
In Sticky Marketing Grant Leboff argued that the old marketing system of shouting messages at people was finished, replaced by providing value around your product or service: brands needed to become sticky. This new edition of Sticky Marketing, Stickier Marketing, remains a complete guide to producing effective marketing communications in a world of consumers empowered by new digital technology who do not want to be shouted at but engaged with. It shows readers how providing return on engagement, rather than return on investment, and a customer engagement point, rather than a unique selling point, is what will make the difference in today's cluttered marketing place. Updated throughout, this new edition also includes brand new chapters on content marketing, discovery and mobile marketing.
How much do we know about why we buy? What truly influences our
decisions in today's message-cluttered world? An eye-grabbing
advertisement, a catchy slogan, an infectious jingle? Or do our
buying decisions take place below the surface, so deep within our
subconscious minds, we're barely aware of them?
"In today's rapidly changing digital environment, Darwinism is alive and well. "What's the Future of Business" doesn't just explore trends and theories; it introduces a dynamic, actionable path to transformation."--"Evan Greene, "CMO, The Recording Academy, Producers of the GRAMMY AwardsRethink your business model to incorporate the power of "user" experiences "What's the Future of Business?" will galvanize a new movement that aligns the tenets of user experience with the vision of innovative leadership to improve business performance, engagement, and relationships for a new generation of consumerism. It provides an overview of real-world experiences versus "user" experiences in relation to products, services, mobile, social media, and commerce, among others. This book explains why experience is everything and how the future of business will come down to shared experiences. Aligns the tenets of user experience with the concepts of innovative leadership to improve business performance and engagement and to motivate readers to rethink business models and customer and employee relationshipsMotivates readers to rethink business models, products and services, marketing, and customer and employee relationships with desired experiences in mindBrian Solis is globally recognized as one of the most prominent thought leaders and published authors in new media, and is the author of "Engage " and "The End of Business as Usual " Discover how user experience design affects your business, and how you can harness its power for meaningful revenue growth
This single-volume reference provides an alternative to traditional marketing research methods handbooks, focusing entirely on the new and innovative methods and technologies that are transforming marketing research and practice. Including original contributions and case studies from leading global specialists, this handbook covers many pioneering methods, such as: Methods for the analysis of user- and customer-generated data, including opinion mining and sentiment analysis Big data Neuroscientific techniques and physiological measures Voice prints Human-computer interaction Emerging approaches such as shadowing, netnographies and ethnographies Transcending the old divisions between qualitative and quantitative research methods, this book is an essential tool for market researchers in academia and practice.
Understanding how consumers choose between different products and services is a crucial part of professional marketing. Targeting brands at the consumers most likely to be interested in them is another critical aspect of business success. Marketers need to know what consumers think about brands, why they like them and what purposes they serve. This means delving into the psychology of the consumer to find ways of differentiating between consumers and matching brands to consumer niches at the level of consumers' relationships with brands. Using psychology to segment consumers has been regarded as a valuable adjunct to standard geo-demographic definitions of market segments. The Psychology and Consumer Profiling in a Digital Age examines how this field of 'psychographics' has evolved, the different approaches to psychological segmentation of consumers, the different ways in which it has been applied in consumer marketing settings, and whether psychographics works. It draws upon research from around the world and incorporates its analysis of the use of psychographics with an examination of major shifts in marketing in a digital and global era.
This volume presents selected papers from the 7th Annual Consumer Culture Theory Conference held at Oxford University in August, 2012. The 18 papers in the volume together capture the latest research within this qualitative paradigm of consumer studies. Topics addressed cover a wide gamut including immigrant consumption experiences, gift-giving, sharing, transgressive gender roles, attachments to special possessions in online games and real life, the homeless consumer experience, disposition of possessions, privacy, metaphor analysis, sustainable consumption, alcohol consumption, cosmetics usage, and the negative consequences of sponsoring children in the less affluent world.
Baines and Chansarkar have written an introductory text for marketing and marketing research students. In addition, the text will appeal to marketing research practitioners new to the industry and marketing managers who commission research projects in the course of their work. The unique feature of the book is its balance between qualitative and quantitative aspects of marketing research. It includes extended coverage of important topics including international marketing research, business to business marketing research, secondary data collection and internet marketing research.
"…an excellent introductory marketing text. The examples and practical focus employed throughout make it both accessible and informative for student and practitioner alike" Dr John White, Senior Lecturer in Marketing, University of Plymouth "Introducing Marketing Research is a text that clearly identifies the recursive and interdependent nature of the decision variables involved in the development of an effective research project. This alone distinguishes it from other marketing texts where the research process is presented as a set of linear, independent set of decisions which follow neatly one after the other to lead to a conclusion.It is also a text which will, by its project focus, serve as both a reference in a practitioner's professional library and as an introductory textbook for marketing undergraduates, postgraduates and other students in non-marketing courses who have an interest in the area."Joel Haire, Lecturer in Market Research, Swinburne University, Melbourne Supplementary materials for lecturers adopting Introducing Marketing Research can be found on the website.
To meet increasing competition and the increasing demands of
customers, Woodruff and Gardial argue that businesses must redesign
and improve information processes to help managers learn about
customers and markets, and these processes must be linked to key
customer value dimensions. "Know Your Customer" incorporates newer approaches to customer value measurement into an new, integrated information process called customer value determination, basing satisfaction measurement on the concept of value. Every step of customer value determination is discussed in depth, with guides to both qualitative and quantitative measurement techniques. The book also discusses applications of customer value determination to decisions across the entire organization, ranging from strategic to tactical.
"Research in Consumer Behavior" presents cutting-edge consumer research, whether empirical or conceptual, qualitative or quantitative. The majority of papers in this volume have been selected from the best papers at the 2011 Consumer Culture Theory Conference held in Chicago Illinois in July, 2011. The Conference is the premier event for consumer culture research which tends to be qualitative, ethnographic, and cultural in orientation and draws a variety of scholars from around the world. Many of these scholars are housed in academic marketing department, but they also come from fields of anthropology, sociology, cultural studies, and communications as well as from industry. The papers selected for this volume are those judged to be the best among those selected for the conference from submissions to the conference peer review. This marks the third volume of "Research in Consumer Behavior" that has been able to publish the top "Consumer Culture Theory" papers.
This special issue of Review of Marketing Research is unique in that it contains articles by marketing legends in their own words. Presented in alphabetical order; Richard Bagozzi, Shelby Hunt, Philip Kotler, V Kumar, Naresh K. Malhotra, Kent Monroe, Jagdish M Sheth, Yoram (Jerry) Wind and Gerald Zaltman summarize in their own words not only their research but also the salient aspects of their academic life journeys. In this outstanding collection: VK views his research from a decision-making point of view in terms of decisions marketers make either at the market, brand, firm, store, or the customer level; Kotler describes how he entered the marketing field and shows his contributions in four sections: articles written, books published, students nurtured, and executives consulted and trained; Sheth, described as an accidental marketerA", traces the interesting path he followed as the social scientist interested in buyer behavior who ventured into organizational buyer behaviour; Wind shows how his research has been influenced by the real world challenges facing corporations and organizations, and talks of his search for and use of the latest methodological developments to assure the rigor and validity of the solutions.
This volume presents recent consumer research across both positivist and interpretivist methods, focusing on topics with considerable current interest. These topics include organic food consumption, luxury goods consumption by Chinese consumers, country of manufacture effects on product quality perceptions, and the nature and effects of cool consumption. The perspectives embraced include managerial strategies, motivational mechanisms, social influences, and product and brand evaluations. Approximately half of the papers in the present volume were selected from those accepted for the 5th Annual Consumer Culture Theory Conference held at the University of Wisconsin in June of 2010. Together this latter set of interpretive papers presenting cutting edge interpretive consumer research. They also add to the richness of the topics covered in the volume, including chapters emphasizing brands, fashions, blogs, service receipt, and consumption experiences. They also add to the methodological scope of the volume, including uses of ethnography, autoethnography, netnography, and discourse analysis. Altogether the volume is a good reflection of what is happening in the field of consumer research.
This volume provides case studies, analysis and frameworks, reviews key studies and techniques, offers theoretical explanations, identifies unanswered questions and research opportunities, and discusses significant managerial and policy implications as well as incorporating insights from literatures across the disciplines of marketing, management and psychology in an integrative manner. It substantially aids efforts to understand, model, and make predictions about both the firm and the consumer and provide fertile areas for future research. Topics examined in details include: a significant content analysis of publications in all the top marketing journals over an extended period of 25 years revealing the leading authors, institutions and topics; an integrative conceptualization of how firms set and alter strategic goals; the problems that firms confront when introducing an Internet channel; referral equity that captures the net effect of all referrals for a supplier firm in the market; research on the question-behavior effect (QBE), the phenomenon that asking questions influences respondents' behavior; techniques for modelling heterogeneous data in partial least squares (PLS).
An important update to this roadmap for the development of a corporate intelligence program Market intelligence is the distinct discipline by which organisations systematically gather and process information about their external operating environment in order to facilitate accurate and confident decision making that is based on insight. For companies to thrive in the global post-recession marketplace, their management needs future-oriented business information. The Handbook of Market Intelligence provides a one stop shop, step-by-step roadmap for establishing, conducting and further developing corporate intelligence programs within an organisation and then shows how organisations can turn market data into actionable insights. Full of best practice advice from hundreds of real-life international case studies Outlines the anticipated future trends in Strategic Market Intelligence based on unique global survey data Provides guidance on extracting relevant, useful and accurate market information that can be used for successful business development
This book focuses on the bridges that connect the dynamic relations between consumer actions, the marketplace, and cultural meanings. Answering the challenge to do more than merely cross the boundaries between these fields, the authors in this volume also undertake the far harder work of bridging them. Consequently, this book is a rich and topical array of research projects which engage in a variety of theoretical and empirical boundary crossings. The authors' diverse methodologies span archival research, visual content analysis, ethnography and phenomenological interviewing. Their research contexts are distinctly globally diverse, as reflected in the topics of their studies: aid in contemporary Syrian refugee camps in Germany; early twentieth-century Swedish advertisements for kitchens; family formation in twenty-first-century Sri Lanka; Brazilian book (de)collectors; and the signification of magazine covers in India. Overall, the book makes for compelling reading across and beyond conventional boundaries associated with the study of consumption, markets and culture. This book was originally published as a peer-reviewed special issue of Consumption Markets & Culture.
Authored by Bertil Hulten, one of the world's leading professors of sensory marketing, this text brilliantly explains the techniques through which a sensory experience can be created to surround a consumer. Sensory experiences combine not only to increase the chance of an immediate sale, but to influence perception of a product which then plays into a customer's chance of return, and brand loyalty for the future. * Hulten provides definitions, insight boxes, questions and case studies to provide an engaging learning experience. * The author is one of the most published professors in the field, sharing exclusive expertise and experience. * The book is thorough yet accessible, dedicating a chapter to each of the 5 senses.
Consumer Behavior in Action is a down-to-earth, highly engaging, and thorough introduction to consumer behavior. It goes further than other consumer behavior textbooks to generate student interest and activity through extensive use of in-class and written applications exercises. Each chapter presents several exercises, in self-contained units, each with its own applications. Learning objectives, background, and context are provided in an easy-to-digest format with liberal use of lists and bullet points. Also included in each chapter are a key concepts list, review questions, and a solid summary to help initiate further student research. The author's practical focus and clear, conversational writing style, combined with an active-learning approach, make this textbook the student-friendly choice for courses on consumer behavior.
"The Review of Marketing Research" annual series provides current, state-of-the-art articles by the marketing field's leading researchers and academicians. In contrast to other research publications that impose rigid limitations on the length of articles, "RMR" publishes longer chapters that are not only theoretically rigorous but also offer richer detail, including literature reviews, cutting-edge methodologies, empirical studies, emerging trends, international developments, guidelines for implementation, and suggestions for future theory development and testing.
Product information is excessively commercial and technical. There is no single best product for all, and the price/quality ratio can be deceptive. Word of mouth is growing with opinions shared on the internet. This book calls for the reinvention of a new economy based on real requirements, not only for profit or "technology" but for qualities of use and the environment. A product's use is its purpose. An innovation must always be an improvement to qualities of use. The emergence of new technologies, such as connected objects and the autonomous car, form a new trap for innovation, and progress has been limited to the perfection of technique. Marketing must no longer confuse the consumer (the customer) and the user. Complete with methodology for the reader to follow, this book describes how the ecology of use can become the main wealth of an economy based on quality of life and well-being.
The real estate industry desperately needs new tools and ideas to stay relevant to the modern consumer. The modern consumer is more educated and has more choices than ever before. Counterintuitively, this has led to more confusion, doubt, and frustration in their real estate journey. Therein the opportunity lies. In Exactly What To Say for Real Estate Agents, Phil M. Jones, Chris Smith, and Jimmy Mackin provide 30 Magic Words to help with the most common, critical, and difficult conversations real estate agents have today. If you are open-minded to a better way of selling, this book is for you. Imagine what it is going to feel like knowing exactly what to say when it matters the most...
"The Review of Marketing Research" annual series provides current, state-of-the-art articles by the marketing field's leading researchers and scholars. Unlike other research publications that impose rigid constraints on the length of articles, RMR publishes longer chapters that are not only theoretically rigorous, but also offer richer detail, including literature reviews, cutting-edge methodologies, empirical studies, emerging trends, international developments, guidelines for implementation, and suggestions for future theory development and testing. "RMR" fills an important need in the marketing literature. No bookshelf or library is complete without these annual volumes. |
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