Customer Intelligence: From Data to Dialogue outlines clearly how and why ubiquitous information is going to change the world of marketing. It provides an eloquent and balanced perspective that is rooted in a deep understanding of how the marketing process actually works. It combines a thorough knowledge of how information is utilized to create customer profiles with a clear-sighted understanding of how these profiles may be employed in marketing campaigns. The reader is exposed to the vast potential of customer information as well as the reasons why many business leaders have failed to grasp this opportunity. In this landmark book the past is dissected and the future is proclaimed. It is essential reading.

"Never before in my lifetime as a so-called marketing "Guru" have I found the subject of information so compelling, urbane, relevant and exciting ... Kelly's style of writing is riveting; his insights are captivating. He is destined to be one of those authors who change the world."
--Professor Malcolm McDonald, Cranfield University School of Management

"A rare example of a business book that challenges the reader to engage in the debate about the future of marketing in the 21st century."
--Peter G. Wray, Chairman, 'loyalty matters' and CM4P

"Engagingly readable, provocative, and insightful."
--Dr Richard J. Varey, Professor of Marketing, The Waikato Management School, New Zealand

"A concise look at what really matters when a business is serious about driving business value from its most important asset - customer information."
--John McKean, author of "Information Masters" and "Customers are People," www.informationmasters.com

This book presents an alternative, critical perspective on the political economy of development and business. The everyday issues experienced by those on the margins are examined to highlight the Eurocentric bias at the centre of development theory, public policy, and business practices. Ruling class projects within these areas are critically evaluated in order to present a vision of development that recognises pluralistic traditions and people's everyday experiences. Eurocentric liberal myopia and its praxis are outlined in development theory, public policy, and business practices. Particular focus is given to tribal planning, needs based development, public private partnerships, modes of capital accumulation, conscious capitalism, and creative business education. This book stands in defense of critical inquiry and pluriversal knowledge against the monolithic knowledge traditions and use of ruling class projects in development, public policy, and business ethics. It aims to explore new forms of economic transformation that are inclusive and worker led. It will be relevant to students and researchers interested in the political economy, development economics, and international business.

This book set is a valuable new collection of resources for the academic consumer researcher'...'I recommend that academic libraries purchase this collection.' - ACR News, Mark Tadajewski

This book systematizes the concepts of business relationships and network embeddedness, taking a new approach to internationalization, relevant for the global economy. It reflects the growing importance of network internationalization theory and explores the impact of embeddedness in domestic and foreign relationships on a company's performance. The author questions the validity of the distinction between domestic and foreign activity of companies and demonstrates that in the B2B market, there are actually no exclusively domestic companies which are not directly or indirectly connected with foreign entities. Chapters cover both small to medium sized enterprises and large multinational corporations, presenting a qualitative analysis of over 400 companies including case studies from the IT and furniture industries. This informative study will provide useful insight for academics and students of business and management, international business and organization studies.

Grounded in institutional theories, this volume offers a framework for understanding the evolution of corporate governance in the six leading Latin American countries, namely Argentina, Brazil, Chile, Colombia, Mexico, and Peru. Applying inductive qualitative methods, it postulates the notion of governing as a dynamic, emergent and contextual process and traces its evolution and adaption to the different configurations of institutional logics in each country and the region as a whole over several decades. Adopting corporate governance scandals as the lens through which to observe institutional change in each country, this book reveals the sources of societal transformations, identifying key lessons as well as meaningful setbacks along the way. This edited collection helps appreciate the role and interactions of corporate elites, stakeholders and watchdogs, including the visible hands of government and multinational corporations, presenting comparisons across the countries, the region and the broader evolution of governing practices around the globe. The result is a book combining scholarly rigor and practical relevance, looking to serve as an emerging markets benchmark guide for practitioners, researchers and thinktanks alike.

Capitalism produced entrepreneurs and property rights, the two basic pillars of innovation and growth. As the speed of technology is steadily increasing only radical innovation can be the name of the game. This book discusses technology and innovation trends by looking into historical examples and telling the latest business stories. It opens the discourse about pirates, pioneers, innovators and imitators; proposes the framework of dominant, science-driven and high-tech industry for innovation management and gives insights into intellectual property rights, industrial designs and technical risk management. Finally, it offers 8 important innovation principles for technology driven enterprises that have turned out to have a big effect on the outcome - and in the end on growth.

Uniform Across-the-Board Promotions (UABPs) are characterized by retailers offering a uniform discount on the entire assortment (e.g. 20% on every article) to their customers. This latest form of promotionhas gained massive popularity among retailers and consumers in recent times. This book analyses their impact on short- and long-term retailer performance and consumer shopping behaviour by applying state-of-the art marketing research methods. Furthermore this book provides guidance for retail and marketing managers on how to best profit from UABPs, to increase sales and profits while balancing the risks associated with this type of promotion."

This book discusses skill formation, upskilling of workers, and their interaction with technological change in Gulf countries. Heavy dependence on oil, the 'Dutch Disease', and the high incidence of unskilled foreign workers have caused serious structural imbalances in the labour market in the Gulf. The author shows that success of economic development strategies to address such imbalances are all contingent upon the development of adequate and appropriate skills in the region. This book confirms the role and impact of the deficiencies in the educational system alongside the well established effects of the excessive use of uneducated foreign workers and lack of incentives in the labour market. A comprehensive investigation of the skill problem and an elaborate in-depth analysis to assess the causes, consequences and relationships between poor skills and technological performance are highlights of this book. This is an ideal resource for policy makers in the Gulf region and researchers of the topic.

This volume presents selected papers from the 19th Eurasia Business and Economics Society (EBES) Conference held in Istanbul. Its primary emphasis is on showcasing the latest empirical research on social change, sustainable development and the management of public and private organizations in emerging economies. The respective articles also address more specialized and related topics such as financial risk tolerance, international strategic partnerships, female labor force participation, human capital dynamics, and economic integration, among others.

Understand the Asian consumer s demands and effective marketing strategies The emergence of China as a viable consumer market has created tremendous opportunities for international or multinational firms looking for market entry or expansion in China. At the same time, the evolution of the Chinese economy and the increasing heterogeneity of Chinese consumers also pose a great deal of challenges for global marketers trying to assess and evaluate the Chinese market. Consumer Behavior in Asia: Issues and Marketing Practice will help marketers and market researchers understand Asia s consumer market by providing you with a consumer segmentation of China s 1.25 billion population as it explores Asia s cultural values, consumer perceptions, and attitudes. From this book, you will discover everything from perceptions and preferences toward advertising and different consumer goods to the emergence and growth of different upper class sectors. Consumer Behavior in Asia provides you with demographics, psychographics, and life-styles of Asian consumers to assist you in successfully entering the Asian market. Academics and business executives will be able to examine the emergence of the Asian markets and focus on the similarities and differences of Asian consumers with Western counterparts. Consumer Behavior in Asia will enable you to accurately assess market demands and enact effective marketing strategies. With this essential book you will explore several studies that reveal information on Asian consumers, including: marketing strategies for firms to adjust and thrive as fast food providers in Asia market segmentation considerations for rural and urban areas a complete outline of China s population segments, buying preferences, and spending power consumer decisions based on the country-of-brand and brand of product Asian generation X-ers'perceptions toward advertising influences of cultural forces on consumer behavior, such as the importance of gift giving Consumer Behavior in Asia provides you with a complete overview of China s economy and highlights the attractiveness of the growing market. The plethora of business opportunities in China is epitomized by the encouraging words one would say to an ambitious merchant--"Go west, young man--to the East "

Through Newer Insights Into Marketing: Cross-Cultural and Cross-National Perspectives, you will discover the need for an integration of perspectives as an essential ingredient for successfully managing increased globalization amid an increasing emphasis on cultural identity. In this compelling volume, the authors examine the European as well as the US approaches to cultural understanding. As a result, this book identifies issues that need further study and resolution so you can integrate this new knowledge into your marketing strategy. From this insightful book you will discover new marketing strategy models, including the sequence of steps and description of tools. Most importantly, this book discusses the integration of information required by the use of the tools to provide you with an excellent method for creating unique insights about the marketplace and the potential for competitive marketing strategies. Through Newer Insights Into Marketing you will discover enlightening new ideas to help you improve your marketing strategies by: examining the process of adaptation to build successful relationships in organizational networks among firms with headquarters in different countries discovering what the authors found when they investigated the effects of cigarette advertising and anti-smoking advertising in Australia and Malaysia analyzing case studies of buyer-seller relationships from the telecommunications industry to illustrate buyer-seller adaptations processes at work providing you with the basis for speculation on the forces governing inter-firm adaptation realizing the importance of investigating not only cultural differences by country but cultural differences by other groupings of consumers as well, such as age and socio economic status With Newer Insights Into Marketing: Cross-Cultural and Cross-National Perspectives, you will discover the importance of including cultural differences in your research design to better understand the relationship between globalization and ethnic perspectives. This excellent collection of articles provides you with a framework for acknowledging cultural differences, studying and understanding cultural differences, and integrating that knowledge so you can improve your international and cross-cultural business techniques.

Containing original and previously unpublished theoretical and empirical studies, Consumer Behavior in Travel and Tourism will give professionals, professors, and researchers in the field up-to-date insight and information on trends, happenings, and findings in the international hospitality business arena. A great resource for educators, this book is complete with learning objectives, concept definitions, and even review questions at the end of each chapter. From this book, readers will understand and learn the needs and preferences of tourists and how to investigate the process of destination and product selection to help provide customers with products and services that will best meet their needs.In today's highly competitive business environment, understanding travel behavior is imperative to success. Consumer Behavior in Travel and Tourism brings together several studies in one volume, representing the first attempt to explore, define, analyze, and evaluate the consumption of tourist and travel products. This guide offers essential research strategies and methods that enables readers to determine the wants and needs of tourists, including: discussing and evaluating the main factors that affect consumer behavior in travel and tourism, such as travel motivation, destination choice, and the consequent travel behavior exploring the various decision-making processes of consumers that leads to consequent destination choices through case study analysis and marketing suggestions determining customer expectations of products through a variety of research techniques in order to find ways of improving satisfaction examining selected research tools, such as product positioning and repositioning and using perceptual maps, to evaluate the market implications of using qualitative and/or quantitative research techniques detecting and analyzing the relative roles individual, environmental, socioeconomic, and demographic factors play in choosing travel destinationsFull of detailed charts and graphs, Consumer Behavior in Travel and Tourism illustrates key points to give you a better understanding of important facts and findings in the field.

This book provides and sheds light on insights, challenges, and opportunities to support the development and economic growth of the fashion industries within emerging markets. The fashion industry is growing rapidly in emerging markets; fashion marketers and retailers are increasingly becoming aware of the benefits of this market and are forced to seek their future growth potentials in this part of the world; in addition, marketing strategies, tools and technologies have also evolved. With a growing demand for additional research, information, recommendations and insight from practitioners, entrepreneurs, students, and academics, contributing authors use multiple methods and theories to uncover, analyse, demonstrate, and present the facts in their chapters and provide integrated guideposts for future research. This book is intended to satisfy the needs of stakeholders in the quest for practical insights into fashion marketing in emerging economies, especially in South America, Asia and Africa. It offers timely information on growing areas such as sustainability, digital platforms, supply chain and logistics and provides a good insight for anyone seeking to explore opportunities in emerging market economies. The book offers a much needed resource for students, scholars and practitioners.

This book examines consumer behavior using the "life course" paradigm, a multidisciplinary framework for studying people's lives, structural contexts, and social change. It contributes to marketing research by providing new insights into the study of consumer behavior and illustrating how to apply the life course paradigm's concepts and theoretical perspectives to study consumer topics in an innovative way. Although a growing number of marketing researchers, either implicitly or explicitly, subscribe to life course perspectives for studying a variety of consumer behaviors, their efforts have been limited due to a lack of theories and methods that would help them study consumers over the lifecycle. When studying consumers over their lifespan, researchers examine differences in the consumer behaviors of various age groups (e.g., children, baby boomers, elderly, etc.) or family life stages (e.g., bachelors, full nesters, empty nesters, etc.), inferring that consumer behavior changes over time or linking consumption behaviors to previous experiences and future expectations. Such efforts, however, have yet to benefit from an interdisciplinary research approach. This book fills this gap in consumer research by informing readers about the differences between some of the most commonly used models for studying consumers over their lifespan and the life course paradigm, and providing implications for research, public policy, and marketing practice. Presenting applications of the life course approach in such research topics as decision making, maladaptive behaviors (e.g., compulsive buying, binge eating), consumer well-being, and cognitive decline, this book is beneficial for students, scholars, professors, practitioners, and policy makers in consumer behavior, consumer research, consumer psychology, and marketing research.

This book offers a sharp, critical analysis of the rise and fall of the 2019 anti-extradition bill movement in Hong Kong, including prior events like Occupy Central and the Mongkok Fishball Revolution, as well as their aftermaths in light of the re-assertion of mainland sovereignty over the SAR. Reading the conflict against the grain of those who would romanticize it or simply condemn it in nationalistic fashion, Vukovich goes beyond mediatized discourse to disentangle its roots in the Basic Law system as well as in the colonial and insufficiently post-colonial contexts and dynamics of Hong Kong. He examines the question of localist identity and its discontents, the problems of nativism, violence, and liberalism, the impossibility of autonomy, and what forms a genuine de-colonization can and might yet take in the city. A concluding chapter examines Hong Kong's need for state capacity and proper, livelihood development, in the light of the Omicron wave of the Covid pandemic, as the SAR goes forward into a second handover era.

One of the world’s great designers shares his vision of “the fundamental principles of great and meaningful design”, that’s “even more relevant today than it was when first published” (Tim Brown, CEO, IDEO).

Even the smartest among us can feel inept as we fail to figure out which light switch or oven burner to turn on, or whether to push, pull, or slide a door.

The fault, argues this ingenious — even liberating — book, lies not in ourselves, but in product design that ignores the needs of users and the principles of cognitive psychology. The problems range from ambiguous and hidden controls to arbitrary relationships between controls and functions, coupled with a lack of feedback or other assistance and unreasonable demands on memorization.

The Design of Everyday Things shows that good, usable design is possible. The rules are simple: make things visible, exploit natural relationships that couple function and control, and make intelligent use of constraints. The goal: guide the user effortlessly to the right action on the right control at the right time.

The Design of Everyday Things is a powerful primer on how — and why — some products satisfy customers while others only frustrate them.

This book discusses the feasible breakthrough of emerging economy enterprises in participating the international division of labor led by developed countries and gradually standing at the top end(s) of the value chain based on a deep understanding of the practice and upgrading opportunities of Chinese enterprises. On the basis of re-understanding the theory of global value chains, this book puts forward and expounds the concept of restructuring the global value chain. This book analyzes the background,motivations, paths and effects of enterprises in emerging economies to reconstruct the global value chain and develops a theoretical system to explore the deep-seated logic behind enterprise upgrading. This book concludes that the transformation and upgrading of Chinese enterprises are the most critical initiatives in seeking a new balance in the world economy. This book involves dozens of manufacturing enterprise cases in Chinese mainland and Taiwan. It is of great value to the research and policy study of enterprise upgrading and the participation in global competition.

This book offers a strategic analysis of current and future perspectives of Foreign Direct Investment (FDI) inflows into the South East European media market. The author develops a hybrid FDI business model strategy to guide media companies wishing to more effectively position and leverage their media infrastructure within the increasingly globalized and expanding media market. By conducting sixteen comparative and exploratory case studies of the South East European media market, the author explores how specific microeconomic factors influence spillover effects, absorption capacities and investment incentives between local and foreign firms through FDI inflows. The book is directed towards researchers and students, as well as practitioners/professionals involved with media organizations.

From 1976 to the beginning of the millennium-covering the quarter-century life span of this book and its predecessor-something remarkable has happened to market response research: it has become practice. Academics who teach in professional fields, like we do, dream of such things. Imagine the satisfaction of knowing that your work has been incorporated into the decision-making routine of brand managers, that category management relies on techniques you developed, that marketing management believes in something you struggled to establish in their minds. It's not just us that we are talking about. This pride must be shared by all of the researchers who pioneered the simple concept that the determinants of sales could be found if someone just looked for them. Of course, economists had always studied demand. But the project of extending demand analysis would fall to marketing researchers, now called marketing scientists for good reason, who saw that in reality the marketing mix was more than price; it was advertising, sales force effort, distribution, promotion, and every other decision variable that potentially affected sales. The bibliography of this book supports the notion that the academic research in marketing led the way. The journey was difficult, sometimes halting, but ultimately market response research advanced and then insinuated itself into the fabric of modern management.

Online shopping is now a well entrenched and highly profitable multi-billion dollar industry. Despite this, little is known regarding the characteristics of online shoppers and why some consumers are more prone than others to purchase online. This book proposes and tests a new classification scheme and framework for understanding consumer adoption of the internet as a shopping medium. The work also employs one of the largest national online samples ever utilized in this area of research. The results of this book are highly valuable and have extensive implications. This book is required reading for academic researchers as well as online retailing executives.

Global Perspectives in Cross-Cultural and Cross-National Consumer Research deals with several important issues crucial for greater understanding of international and cross-cultural consumer behavior. This understanding in turn can provide international marketers with valuable insights, such as conditions under which globalization may or may not work. The coverage in this book is interdisciplinary in nature, and the chapters discuss several constructs (intermediary variables, processes, and also other environmental influences) related to social, personal, and psychological components or consequences of culture.The book begins with a conceptual model of the effect of culture on consumer behavior, with the components and consequences of the cultural influences clearly identified in terms of social, personal, and psychological factors. The following chapters discuss general issues related to globalization and standardization, present conceptual approaches to propositions relating to multicultural contexts, and address consumer complaining behavior and responses to advertising. There are five chapters on empirical and methodological studies conducted in specific pairs of countries, with data obtained from Canada, Denmark, Japan, Germany, Poland, Romania, and the United States. In presenting readers with new information, Global Perspectives in Cross-Cultural and Cross-National Consumer Research spans these specific topics: the nature of cultural influence on consumer behavior globalization versus customization of international marketing strategy individualism versus collectivism right versus left symbolism product involvement consumer response to information technology interdependent versus independent culturesThe contributors are well-known scholars in the international/cross-cultural marketing field; their chapters present state-of-the-art developments in this area. The coverage of the material is interdisciplinary in nature and is likely to benefit a broad audience, especially academic researchers in international or cross-cultural consumer research and librarians of research-oriented schools, universities, or organizations.