Innovation in Marketing is a unique collection of empirical material describing both systems innovation and the launch of new products. This ranges from the development of new high tech items such as the Organiser from Psion, to the transfer of a major brand such as Virgin Direct to a new market. Based on this the authors have developed a clear analytical model for managing innovation with a marketing perspective.Doyle and Bridgewater illustrate the key themes using case materials and the entirely new new work it contains on the linkage between innovation and shareholder value. This gives the student and professional a new decision making perspective. The key themes that structure the book are: Marketing and innovation - the model, innovation and strategy, marketing strategies and shareholder value, best practice in innovation management, effectiveness in innovation.

Success in Direct Selling is Possible for You! All you need is a good system. Years of experience have helped Karen Phelps to craft a process that is proven to work. Once you learn it, teach others to duplicate what you do and watch your earnings soar! Learn how to: control your attitude, take a creative approach to booking, grow your business, manage and motivate your team, maintain a business that works for your lifestyle, stay in it for the long haul

In recent years, many companies have realised customer experience (CX) is the new marketing battle ground. Substantial investments have been made to map customer journeys, identify pain points and improve CX to try and create cut-through. Using real world applications to introduce next generation design tools based on proven concepts from strategy, marketing, psychology and creative problem solving, Lean CX: How to Differentiate at Low Cost and Least Risk discusses how to use Lean Management approaches to innovate your customer experience. This practical book describes how the tools from Lean Management can be applied to the CX innovation problem. The authors draw on hundreds of CX design and strategic innovation projects across a range of industries, both B2B and B2C, from primary research through client work and secondary case studies available in the public domain. The examples include many different vertical industry sectors, including those involving hybrid business models. The cases included share what worked really well and where CX failed. The content goes beyond what actually happened to present an idea of what might be possible with the right design approach and committed resources. Presents the swarm algorithm which highlights what the next generation of successful organisations might become. Shows how to overcome the CX change risk and reduce the biggest waste in CX management. Includes numerous international case examples.

Safety-I is defined as the freedom from unacceptable harm. The purpose of traditional safety management is therefore to find ways to ensure this ‘freedom’. But as socio-technical systems steadily have become larger and less tractable, this has become harder to do. Resilience engineering pointed out from the very beginning that resilient performance - an organisation’s ability to function as required under expected and unexpected conditions alike – required more than the prevention of incidents and accidents. This developed into a new interpretation of safety (Safety-II) and consequently a new form of safety management.

Safety-II changes safety management from protective safety and a focus on how things can go wrong, to productive safety and a focus on how things can and do go well. For Safety-II, the aim is not just the elimination of hazards and the prevention of failures and malfunctions but also how best to develop an organisation’s potentials for resilient performance – the way it responds, monitors, learns, and anticipates. That requires models and methods that go beyond the Safety-I toolbox. This book introduces a comprehensive approach for the management of Safety-II, called the Resilience Assessment Grid (RAG). It explains the principles of the RAG and how it can be used to develop the resilience potentials. The RAG provides four sets of diagnostic and formative questions that can be tailored to any organisation. The questions are based on the principles of resilience engineering and backed by practical experience from several domains.

Safety-II in Practice is for both the safety professional and academic reader. For the professional, it presents a workable method (RAG) for the management of Safety-II, with a proven track record. For academic and student readers, the book is a concise and practical presentation of resilience engineering.

Table of Contents

Preface

Chapter 1: Safety Management Anno 2016

Chapter 2: What Does ‘Resilience’ Mean?

Chapter 3: The Basis For Resilient Performance

Chapter 4: The Resilience Potentials

Chapter 5: RAG – The Resilience Assessment Grid

Chapter 6: RAG – Towards a Model of Resilient Performance

Chapter 7: Developing Resilience Potentials

Chapter 8: The Changing Face of Safety

References

Glossary

It's the age-old issue facing sales organizations. Sales training and enablement is focused on the sales team, not the leaders. The prevailing thought is if you have graduated to sales leadership, you must already know what you're doing, otherwise you wouldn't have been promoted into the role. For most sales leaders, their approach is borne from experiences working for and around other sales leaders. No formal training. No framework. Limited understanding of how individual salespeople are inspired to stay, do their best, and advocate to others. Hitting a revenue target is not the job, it's the outcome. The inspiration of your team is only "coin operated" if you're doing it wrong. But there's good news! Sales leadership doesn't have to be that hard. There's a massive opportunity to stand out from the rest; to be more prepared, more effective and to maximize the revenue capacity of your teams. And in today's environment, where the physical and emotional cost of changing sales jobs is practically non-existent, the ability to recruit, retain and optimize has never been more important. The Transparent Sales Leader challenges long-held sales leadership standards, providing a modern, cards-face-up, science-backed, easy-to-implement framework for today's sales leaders. Todd Caponi, author of The Transparency Sale, brings the science of transparency and intrinsic inspiration to the pages of this book, in a simple-to-understand-and-implement structure to help you get the job, plan, strategize and communicate to your team, your bosses, and even your board. In the end, you'll see the holes before they form. You'll stop chasing, and start growing.

Sometimes in life you hit plateaus where you know deep down that there must be something more, but you aren't sure what it is. It can feel like you're stuck in neutral--revving the engine as hard as you can, but not going anywhere. It's frustrating, to say the least! If you don't know how to drive a car, it's easy to blame the vehicle for your lack of progress--just like it's easy to blame your boss or your circumstances. The truth is it's you who has to reach down and shift the gears so you can move forward. The same is true in life. "Shifting Gears" will help you find the right gear to help you gain traction, move forward, and accelerate your success. If you're stuck in neutral, this book will help you: Shine a light on road blocks that keep you stuck Build your confidence so that you can venture out of your comfort zone Harness your drive and motivation to accelerate success You don't have to stay stuck another minute! Are you ready to drive forward to your next level of success in your life and your career?

Understanding and appreciating the ethical dilemmas associated with business is an important dimension of marketing strategy. Increasingly, matters of corporate social responsibility are part of marketing's domain. Ethics in Marketing contains 20 cases that deal with a variety of ethical issues such as questionable selling practices, exploitative advertising, counterfeiting, product safety, apparent bribery and channel conflict that companies face across the world. A hallmark of this book is its international dimension along with high-profile case studies that represent situations in European, North American, Chinese, Indian and South American companies. Well known multinationals like Coca Cola, Facebook, VISA and Zara are featured. This second edition of Ethics in Marketing has been thoroughly updated and includes new international cases from globally recognized organizations on gift giving, sustainability, retail practices, multiculturalism, sweat shop labor and sports sponsorship. This unique case-book provides students with a global perspective on ethics in marketing and can be used in a free standing course on marketing ethics or marketing and society or it can be used as a supplement for other marketing classes.

Learn how to create effective digital marketing campaigns, analyze competitor behaviour and conduct digital marketing in a responsible and accountable way with this real-life focussed and streamlined textbook. Digital Marketing in Practice balances step-by-step practical coverage with academic theoretical context throughout to offer a definitive and easy-to-understand resource. Exploring key definitions and best-practice for tools, channels and platforms including SEO, social media marketing, email marketing and online advertising, it shows how to create plans and set objectives, design digital marketing campaigns and evaluate their success for improvement. Digital Marketing in Practice also describes how to incorporate accountability, inclusivity and meaningful sustainability messaging, a focus lacking from many other texts. Featuring interviews with industry professionals and case study examples from a range of brands including Adidas, Nielsen and The Eden Project, it also contains how-to guides, checklists and critical thought pieces. Supported by online resources consisting of lecture slides, group activities, worksheets and further resource links, it is an indispensable text to equip students with the tools to develop and implement successful digital marketing.

Alexander Schieffer and Ronnie Lessem introduce a groundbreaking development framework and process to address the most burning issues that humanity faces. While conventional top-down, outside-in development has reached a cul-de-sac, a new, integral form of development is emerging around the world. Integral Development uniquely articulates this emergent approach, and invites us to fully participate in this process. The integral approach has been researched and framed over decades of in-depth experience in transformative development education and practice all over the world. It uniquely combines four mutually reinforcing perspectives: nature and community; culture and spirituality; science, systems and technology; and enterprise and economics. Conventional development theory and practice has prioritized the latter two perspectives, neglecting the former two. This has caused massive imbalances in today's world. The four interconnected perspectives allow for a transformative and integrated engagement with core development issues in a way that is locally relevant and globally resonant. Throughout, the practical impact of Integral Development is brought to life through highly innovative cases from around the globe, drawing on the authors` first-hand experience. This makes the book a living demonstration of the power of this pioneering approach. Integral Development shows how individual, organizational and societal developments need to be interconnected to release a society's full potential. It shifts the responsibility for large-scale development from often-distant experts and organizations to each individual, community, enterprise and institution within the society. It is essential reading - and a call to action - for everyone concerned with the current state of local and global development.

The best of W. Chan Kim and Renee Mauborgne's articles on blue ocean strategy, all in one place. The seminal book Blue Ocean Strategy has sold over 3.6 million copies globally and is in print in 44 languages. But much of W. Chan Kim and Renee Mauborgne's work on creating new market spaces was originally published in the pages of Harvard Business Review. This book brings the best of those articles together all in one place. Piece by piece, these articles explain the process of creating "blue oceans"--uncontested market spaces, untainted by competition. Kim and Mauborgne introduce tools for exploring and exploiting these markets, such as the Value Curve, the Strategy Canvas, the Price Corridor of the Mass, and the Business Model Guide--tools that have come to make up the blue ocean strategy framework. This collection also features the authors' latest Harvard Business Review article, "Red Ocean Traps." Whether or not you're familiar with blue ocean strategy, this book will give you a new perspective on this important framework--and help you implement it in your organization.

Over the past quarter of a century, Selling and Sales Management has proved itself to be the definitive text in this exciting and fast-paced subject area. This new edition comes fully updated with new case studies, using working businesses to connect sales theory to the practical implications of selling in a modern environment. This edition contains the results from cutting-edge research that differentiates it from most of its competitors. The book continues to place emphasis on global aspects of selling and sales management. Topics covered include technological applications of selling and sales management, ethics of selling and sales management, systems selling and a comprehensive coverage of key account management.

Since 2008, the financial sector has been the subject of extensive criticism. Much of this criticism has focused on the morality of the actors involved in the crisis and its extended aftermath. This book analyses the key moral and political philosophical issues of the crisis and relates them to the political economy of finance. It also examines to what extent the financial sector can or should be reformed. This book is unified by the view that the financial sector had been a self-serving and self-regulating elite consumed by greed, speculation and even lawlessness, with little sense of responsibility to the wider society or common good. In light of critical analysis by authors from a variety of backgrounds and persuasions, suggestions for reform and improvement are proposed, in some cases radical reform. By placing the world of finance under a microscope, this book analyses the assumptions that have led from hubris to disgrace as it provides suggestions for an improved society. Rooted in philosophical reflection, this book invites a critical reassessment of finance and its societal role in the 21st century. This book will be of interest to academics, politicians, central bankers and financial regulators who wish to improve the morality of finance.

For salespeople feeling stressed and disappointed that their customers don't want to hear from them, this guide is the key to developing the mindset and habits required to reach a new level of sales success. The world of sales can be tough, so it's easy to get discouraged when the rejections start piling up and your customers stop answering the phone. This allows the wrong thought patterns to start developing, soon you aren't making quotas and then you begin looking at job listings waiting for your next downfall. Sales expert Mark Hunter can relate as his start to sales was discouraging. The lessons he's learned throughout his career are revealed in A Mind for Sales. He discovered that sales can be incredibly rewarding, such as customers calling you for advice, thanking you for improving their business, and referring you to colleagues. The difference is simply developing mindset and momentum habits. In A Mind for Sales, you'll learn how to: Feel energized by renewed purpose and success in your sales role by following the success cycle approach. Receive practical strategies on how to change your mindset and succeed in sales. Learn the daily habits needed to maximize productivity and make hitting the ground running strategy #1. Gain real-world insights from Hunter's vast experience as a successful sales professional and sales coach. Let this book inspire and prepare you to form the new habits you need to succeed and to realize the incredible rewards that a successful life in sales makes possible.

This book takes the unique and innovative approach of linking relationship marketing to the traditional market planning models that are used by most marketers today. As globalisation progresses, the need for creating and maintaining off-line and on-line relationships with the company's customers, suppliers, stakeholders and personnel has become increasingly vital in today's business environment. Now in its fourth edition, this best-selling text bridges the gap between relationship marketing and traditional marketing, integrating this approach with the process of developing effective marketing plans by the use of the newest technology. Drawing on a varied and extensive range of international examples, Hollensen demonstrates how companies such as Electrolux, Tinder (Match.com), DJI Technology, Huawei and Spotify make use of relationship marketing theory in order to gain competitive advantage. Marketing Management: A Relationship Approach is invaluable reading for undergraduates studying marketing management in their final year or at postgraduate level and for practitioners and those studying for professional qualifications in marketing management.

Increase your sales and income and put more money in your pocket with the "SilvaMind Method for Sales Professionals." Learn how to use the Silva techniques in sales.

This book includes dozens of case studies in many different lines, along with specific step-by-step instructions so you can do the same.

Learn how to use your mind to help you:

-Relax and reduce stress, pressure, anxiety, nervousness, tension
-Overcome call reluctance
-Overcome the fear of rejection, failure, and public speaking
-Determine immediately if your prospect is interested in your product, service or idea
-Prospect more effectively
-Get more appointments
-Establish immediate rapport with your prospect
-Quickly find your prospect's needs
-Increase your client's desire for your product or service
-Improve communications skills
-Handle objections smoothly, confidently and easily
-Know when to close, and close more effectively
-Know what approach to use
-Attain and exceed your sales production goals and quotas

You will also learn how to:

-Improve your memory, recall, concentration and comprehension
-Enhance your ability to make decisions and solve problems quickly
-Develop and enhance your intuition, insight and creativity
-Improve your health and strengthen your immune system
-Overcome insomnia, headaches, migraines, burnout and fatigue
-Overcome unwanted habits such as smoking, over-eating, alcohol, drugs, procrastination, etc.
-Achieve whatever you can conceive and believe.

Gain the power of thinking at Alpha

Research has shown that there is more information available at the alpha brain wave level than there is at the beta level:

-You have better access to information stored in your memory banks
-You also have access to information stored on other people's memory banks

Think about the best sales people you know:

-The top sales people know where to look for business -- they are better prospectors, and people often seek them out
-They make clear, simple, easy-to-understand presentations
-They handle objections smoothly, in a way that reassures the customer and even gives them an additional reason to buy
-They know when to close, how to ask for the order in such a simple way that customers don't give it a second thought

If you want to dramatically increase your sales and income, you can do it.

If you want to be recognized as a leader in your profession, this is now within your grasp.

If you want to provide all the things you'd like for yourself and your loved ones, the choice is up to you.

Follow the simple instructions in this book and join millions of people who have used Jose Silva's pioneering mind training system to change their lives for the better.

"Sales Power" has been a worldwide bestseller for more than 20 years. It has been translated into more than a dozen languages and people around the world have said: Thank you Jose Silva, for showing me how to change my life for the better.

Start NOW

There is No Other Way except to begin NOW.

Managing the transition towards sustainable enterprise is a daunting task for corporations and business leaders. Uniquely combining practice and theory, this textbook provides a management perspective, by considering the extent to which the 'business case' for sustainability can be proven. Drawing on examples from twenty frontrunner companies located in the Netherlands, it builds upon a unique research project in which CEOs and middle-managers gave access not only to their decision-making process, but also revealed how their perceptions shaped the transition process. This book identifies four different archetypes of business cases and related business models that business students and managers can use to identify phases and related attitudes towards sustainability. Structured around this four phase model, the book provides in-depth analysis and insight into: theoretical concepts and overview of the relevant literature the business case for sustainability behavioural characteristics of each phase and the typical barriers between them more than seventy tipping points the role and different categories of stakeholders; approaches to shaping stakeholder dialogue; effective engagement of stakeholders in each phase of transition how companies move through the phases towards higher levels of sustainability insights of employees of the 20 companies to illustrate whether the business case was really achieved summary of the interventions and efforts which have proved successful in these companies. In addition to being a source of inspiration for company managers, this book aims to offer students of vocational and academic institutions at undergraduate and postgraduate level insight into real-life transition processes towards sustainability.

In this book, Johnston seeks to put the public interest onto the public relations 'radar', arguing the need for its clear articulation into mainstream public relations discourse. This book examines literature from a range of fields and disciplines to develop a clearer understanding of the concept, and then considers this within the theory and practice of public relations. The book's themes include the role of language and discourse in establishing successful public interest PR and in perpetuating power imbalances; intersections between CSR, governance, law and the public interest; and how activism and social media have invigorated community control of the public interest. Chapters explore the role of the public interest, including cross-cultural and multicultural challenges, community and internal consultation, communication choices and listening to minorities and subaltern publics.

- Uses a case analysis approach to explore the interrelationship of business, society, and government - Animates technical concepts through cases, case questions, personal and professional applications, ethical dilemmas, and practical exercises - Exposes students to real-world business concerns to stimulate critical thinking about concepts

This Handbook examines the area of consumer behavior from the perspective of current developments and developing areas for the discipline, to new opportunities that comprehend the nature of consumer choice and its relationship to marketing. Consumer research incorporates perspectives from a spectrum of long-established sciences: psychology, economics and sociology. This Handbook strives to include this multitude of sources of thought, adding geography, neuroscience, ethics and behavioral ecology to this list. Encompassing scholars with a passion for researching consumers, this Handbook highlights important developments in consumer behavior research, including consumer culture, impulsivity and compulsiveness, ethics and behavioral ecology. It examines evolutionary and neuroscience perspectives as well as consumer choice. Undergraduate and postgraduate students and researchers in marketing with interests in consumer behavior will find this enriching resource invaluable. Contributors: P.J. Albanese, R. Belk, C.S. Craig, S.P. Douglas, G.R. Foxall, R.E. Goldsmith, L. Green, C.S. Gulas, D.A. Hantula, M. Hubert, U. Javed, P. Kenning, M. Linzmajer, L.L. Oliveira, K. Peattie, D. Ross, H. Timmermans, R.H. Tsiotsou, M.G. Weinberger, M.F. Weinberger, V.K. Wells, J. Wirtz, M. Yani-de-Soriano, S.Y. Yousafzai, J.L. Zaichkowsky

This special issue will assemble a set of current, comprehensive/extended review articles/chapters written by distinguished experts on the state-of-the-art of marketing research and future prospects in the transition towards sustainable society. Reviews have been written for impact on marketing thought and clearly articulate the significance, and present critical perspectives and integrated theories on marketing for sustainability. This special issue features contributions from several top scholars including former editors of top journals in marketing.