In modern business practices, marketing dimensions are changing with new opportunities appearing in consumer behavioral contexts. By studying consumer activities, businesses can better engage and retain current and new customers. Socio-Economic Perspectives on Consumer Engagement and Buying Behavior is a comprehensive reference source on new innovative dimensions of consumer behavioral studies and reveals different conceptual and theoretical frameworks. Featuring expansive coverage on a number of relevant topics and perspectives, such as green products, automotive technology, and anti-branding, this book is ideally designed for students, researchers, and professionals seeking current research on the dimensions of consumer engagement and buying behavior.

Gary Landreman, Author of "Cracking the Code of Success" brings you "The Professional Sales Warrior" Learn how to Sell with Passion and Creativity. Discover the Secrets of Highly Successful Sales People and how You can become a Professional Sales Warrior and Increase Your Sales and Commission Checks! Learn: * Communication & Listening Skills * Prospecting Techniques * How to Open Effectively * Time Management Skills * Cold Calling Techniques * How to Handle Objections * Goal Setting and Achieving * The Top 10 Closing Techniques * How to be an Effective Sales Manager Only a small percentage of Sales People become Highly Successful. This book gives you a Blueprint on how You can Achieve Elite Status in the Selling Profession and how You can become a Top Performer and a Professional Sales Warrior!

A new sub-area of marketing is emerging called neuromarketing. It combines psychology, neuroscience, and economics with the study of consumer motivations. This is leading to the creation of new technological approaches that enable companies to read the customer's mind and tailor marketing practices, products, and services. Neuromarketing and Big Data Analytics for Strategic Consumer Engagement: Emerging Research and Opportunities provides emerging information on the issues involved in the field of neuromarketing, including models, technologies, and the methodology of this field. Highlighting the intricacies of neuroscience, biometrics, multimedia technology, marketing strategy, and big data management, this book is an ideal resource for researchers, neuroscientists, marketers, suppliers, customers, and investors seeking current research on the integration of new neuromarketing trends and technologies.

Using data analytics and big data in marketing and strategic decision-making is a key priority at many organisations and subsequently a vital part of the skills set for a successful marketing professional operating today. Authored by world-leading authorities in the field, Marketing Analytics provides a thoroughly contemporary overview of marketing analytics and coverage of a wide range of cutting edge data analytics techniques. It offers a powerful framework, organising data analysis techniques around solving four underlying marketing problems: the 'First Principles of Marketing'. In this way, it offers an action-oriented, applied approach to managing marketing complexities and issues, and a sound grounding in making effective decisions based on strong evidence. It is supported by vivid international cases and examples, and applied pedagogical features. The companion website offers comprehensive classroom instruction slides, videos including walk throughs on all the examples and methods in the book, data sets, a test bank and a solution guide for instructors.

The phrase, There is no "I" in team, is certainly one of the most exalted of all sports cliches--a glorious ode to the sanctity of a winning team. However, cliches do not produce superior team performance in the sports world any more than in the world of business. Only committed leaders, motivated to deliver outstanding results, make the real difference in sustained excellence. In his book, Jeffrey McCreary shows you how to build a more energized, more productive and more enjoyable team. His focus is on three crucial "I's" that should be a part of every team: Intelligence, Initiative, and Integrity. Through concrete examples, anecdotes, and a wealth of inspiring words, Jeff guides you on a pragmatic journey that will improve your performance as a leader. The principles and guidelines that he discloses are the same ones he used successfully in his twenty-seven years of corporate leadership experience. This book should be required reading for leaders committed to continuous improvement who need simple, practical, and effective guidelines for building superior teams. Readers will learn how to raise the intelligence of their team, how to create an initiative based culture, and how to establish an environment of uncompromised integrity. If building better teams is your quest, this book will become a powerful tool as it informs and inspires you to change the world for the better. After all, that's what powerful teams do. JEFFREY McCREARY has over twenty-five years of corporate leadership experience. He is a retired Senior Vice President for Texas Instruments. During his career he led worldwide organizations conducting product design and development, strategic marketing, sales management, and has run large profit and loss centers. Jeff served seven years as TI's Chief Sales and Marketing Officer, restructured and led TI's Military Semiconductor business to sustained record profitability, and directed the company's highest unit volume semiconductor business. Jeff serves on the Board of Directors of the Isola Group and the Board of Trustees of the Rose-Hulman Institute of Technology. He conducts keynote speeches around the globe on Sales Management, Team Building, and Essential General Management Concepts. Jeff enjoys a rich family life in Santa Fe, New Mexico.

Managing the entire environment in which products are conceived, manufactured, transported, stored, marketed, sold, and consumed is the marketing channel orientation to marketing management. Marketing managers will not perform product development and manufacturing functions, but they must be a part of the planning that controls these functions in order to reflect the needs of the marketing channel. How to accomplish this important management task is structured step by step in this comprehensive, instructive and practical book devoted to the development and management of the marketing channel. The book starts with a pragmatic approach to the development of a marketing channel structure, the selection and motivation of channel participants and the adoption of management programs and methods to insure the marketing company can reach its objectives with the greatest efficiency. Section One presents the physical distribution and channel structure section. The second section is dedicated to the presentation of creative management methods, skills and systems of analysis. These methods are presented as a way to plan and implement a successful marketing channel management. The primary, full channel, management focus is directed to product and market management. It includes marketing program development, advertising, promotion, marketing planning, pricing strategies and product positioning. People management and methods of motivation embraces all marketing channel members from manufacturers, wholesalers, agents, and retailers to users or consumers.

Special attention is given to key topics such as the management tasks involving the collection and analysis of marketing and sales statistics, forecasting and profit planning methods. Product pricing methods and positioning are also emphasized. Effective alternatives for management action to competitive promotions are directed to all levels of the marketing channel. The special needs of product and market managers, who have accepted broad responsibilities without the authority of position power to accomplish them, are accommodated with the Manager's Authority Profile. This is a method designed to provide these managers with the power to perform without the risk of conflict. The book concludes with what Paul Harvey would call the rest of the story. It is about the rest of the marketing channel participants we identify as competitors. The competitive analysis system presented incorporates an outline for the development of a unique competitive profile. It also offers a new competitive market share analysis process. This book is intended to be a complete marketing management reference for the development of physical distribution with the creation and management of marketing programs for the entire marketing channel.

This new book fills a gap in the collection of published materials in export marketing. . . . Throughout the book the author raises important questions that exporters need to answer in formulating strategies. The chapters on identifying export markets provide practical approaches on the formulation of such strategies, starting with an analysis of trade data. . . . On the basis of the data, exporters can build a market and product profile, set up a market selection matrix, assess their export strengths and weaknesses, and design a market position map, thereby enabling them to develop export strateges. . . . a valuable source for developing export strategies. "International Trade Forum"

As the U.S. trade balance continues to run large, record-setting deficits, the pressure on businesses to export will continue to mount. This book, written for marketing and strategic planning executives, outlines a step-by-step procedure for formulating a successful export strategy. Jain demonstrates how to analyze relevant information about the prospective customer, the competition, and one's own company; how to apply basic marketing decisions to the export environment; and how to implement key aspects of export strategy. Throughout, he identifies the government and nongovernment sources for information a company needs to formulate an effective export strategy.

Jain begins with a historical overview of U.S. trade that sets the context for the discussion that follows. He examines America's traditionally low interest in exporting, trade barriers, emerging trade issues for the 1990s, and influential developments in the liberalization of worldwide trade. He then develops his export strategy framework, addressing such critical issues as locating viable foreign markets, segmentation and positioning, timing, and how to compete. The four basic aspects of an export strategy--product, price, distribution, and promotion--are discussed in-depth. For each, Jain offers workable, practical advice for the firm new to exporting: when and how to customize products, methods of pricing, price quotations, pro forma invoicing, sources of distribution channels, managing export channels, alternative promotion media, and more. Finally, drawing upon the experiences of successful exporters, Jain presents guidelines for effective exporting.

This title aims to provide junior marketing personnel and junior marketing managers with an introductory understanding of the principles of marketing and marketing management. The title starts with an introduction to the world of marketing by studying its various aspects, including a definition of marketing, the exchange process, the value adding functions of marketing, the role of marketing in economic development, the marketing process, marketing management tasks and, finally, the marketing concept.

Success in solution business starts by accepting that solution" "business is a separate business model, not simply another product category or an extension of the existing product business. This book identifies the business model areas that firms need to focus on when transforming into solution business. It further organizes these areas into three sets of capabilities and practices: commercialization, industrialization and solution platforms. This is the first book to take a comprehensive view of success in solution business and its relevance therefore extends to all functions of firms wanting to become solution providers as well as to many managerial levels. The book will also help you self-assess how ready your organization is for success in solution business.

In today's technology-driven economy, organizations are attempting to create a digital identity of their brand in order to remain prevalent among consumers. As today's consumers are spending an increased amount of time on digital platforms, maintaining a presence online is crucial for companies to remain successful and relevant. Due to this necessity, there have been significant advancements made in the field of digital marketing and branding. Innovations in Digital Branding and Content Marketing is a collection of innovative research on the methods and advancements in the field of advertising and marketing using digital technologies. While highlighting topics including gamification, typography, and consumer-generated media, this book is ideally designed for advertisers, marketers, brand managers, PR professionals, content specialists, researchers, practitioners, executives, students, and academicians seeking current research on advanced strategies and developments in digital marketing.

In modern society, it has become increasingly important to consumers that their products be environmentally safe. Green marketing is the most efficient way for corporations to convey that their merchandise is environmentally ethical, which in turn increases profit. Green Marketing and Environmental Responsibility in Modern Corporations is a comprehensive resource for the latest material on the methods and techniques that contemporary industries are employing to raise awareness on sustainable products. Featuring comprehensive coverage across a range of relevant topics such as green consumption, organic food products, supply chain performance, and ecological marketing, this publication is an ideal reference source for professionals, practitioners, academics, and researchers interested in the latest material on sustainable corporate operations.

Discount Schedule Analysis (DSA), a technique illustrated and explained in this management book, provides analytical tools for increasing profits by linking prices and discounts to management decision making. According to the authors, the most direct way for many manufacturers to affect the bottom line is to reduce the prices paid for goods and services. It is possible to achieve this profit leverage effect without switching suppliers or even requiring suppliers to reduce prices. The authors show how to analyze published quantity discount schedules to find out how the seller sets prices and how to break schedules down into fixed and variable (cost) components. With this information, corporate buyers can exploit vendors' price and quantity discount schedules to maximum advantage. Conversely, corporate vendors can forestall revenue losses and undesirable side effects of discount schedules by constructing schedules according to examples in the book.

Using actual price schedules, the authors analyze the ideas, theory, hazards, and advantages inherent in the schedules. They examine how quantity discounts are set, whether the price-setting practices are consistent, and whether the discounts meet their stated objectives. The book explains the gray market phenomenon and how to profit from it. It shows how to evaluate the true costs of such common sweeteners as free delivery, installation, and delayed payment. The authors also analyze purchasing requirements for Just in Time (JIT) inventory systems. The book offers valuable methodologies for both the buyer and the seller. Purchasing managers as well as managers responsible for cost accounting, marketing, sales, finance, and legal areas will benefit.

WALL STREET JOURNAL BESTSELLER Add 50% to 100% to Your Sales In 5 Minutes Per Day 5-Minute Selling presents a proven, simple process that can double your sales, even if you don t have time for an elaborate new sales system. When you spend your days scrambling to take orders and resolving customer issues, there is little time for new sales techniques. This book is for you. In 5-Minute Selling, Alex Goldfayn describes how thousands of his clients and workshop attendees have generated dramatic annual sales growth with short bursts of action throughout the day. With three-second efforts throughout the day, you can add 50 to 100% to your sales. The techniques in this book are simple but powerful: You ll learn the power of picking up the phone proactively to call customers and prospects when nothing is wrong, because almost nobody does this You ll get approaches for offering customers additional products and services and asking about what else they are buying elsewhere because almost nobody does this either You ll also learn about the low-tech but incredibly effective singular impact of the hand-written note In short, 5-Minute Selling is about showing customers and prospects that we care about them more than our competition does with simple, repeated, lightning-fast, high-value, consistent communications. Don t Read This Book, DO THIS BOOK: 5-Minute Selling lays out a Two-Week Challenge for you implement in your sales work. Follow the detailed process for five minutes per day, for 10 working days (less than one total hour of time), and, like thousands before you, you will begin to see dramatic improvements in your sales growth.

Digital Sales Transformation is about selling in a digitally transformed world. It changes how you sell and engage with your customer. Defining a Digital Sales Transformation blueprint to guide sales organizations to respond to this disruption as they struggle to catch up to their more digitally advanced customers is this book's core theme. Digital Sales Transformation in a Customer First World will be your constant companion as your execute your Digital Sales Transformation strategy. At over 500 pages, it is packed with actionable knowledge as a blueprint for your journey. It guides you to define your Ideal Customer Profile, to Understand the Customer's Business, to Build, Elevate and Expand Relationships, and how to Create and Communicate Value. It includes a framework to build an effective Executive Sponsor Program, to execute Account Based Marketing, and describes the role of Artificial Intelligence in enterprise B2B sales. It sets out Strategy, Sales Execution, and Sales Management methods for Sales Process, Opportunity Management, Account Management and overall Sales Team Performance Management, and it describes the technology to use in each case.

Historically, the discipline of marketing has been heavily skewed toward a subjective art at the expense of a measurable science. But the days of hunches, intuitions, and incomplete or misleading perspectives are rapidly disappearing. Today, savvy marketers and forward-looking organizations are embracing innovative new models driven by cutting-edge technology and analytics to align sales and marketing, pinpoint (and respond to) customer needs, and achieve breakthrough revenue gains. In Manufacturing Demand, marketing guru David Lewis, CEO of DemandGen International, reveals the transformations taking place in marketing today, including the rise of the marketing geek and the emergence of the so-called fifth and sixth P s of marketing: Process and Programming. You ll learn about the key practices and principles of creating your demand-generation factory: buyer personas, the demand funnel, lead scoring, lead nurturing, and analytics. Plus, Manufacturing Demand presents plenty of actionable tips and recommendations as well as real-world case studies that showcase how leading companies are achieving tremendous results applying these principles of successful lead management. If you re ready to move into of the next generation of marketing, get ready to start Manufacturing Demand.

This volume provides a more detailed and profound understanding of an important and, until recently ignored, global phenomenon ??? marketplaces where individuals living in poverty buy/sell products and services. It is estimated that as many as 4 billion people with buying power exceeding $14 trillion fall into this market segment. Historically, the research in this area was conducted among consumers from industrialized economies. This research is rooted in fundamental assumptions about literacy and numeracy skills, life stability, cognitive predilections, and consumer access to basic resources such as education, water, and sanitation that often do not hold for poverty-stricken marketplaces.
This volume presents a collection of articles that describe this particular group of consumers and entrepreneurs, and inform us on better ways to understand, reach, and empower them. The potential to do well by ???doing good??? in these impoverished marketplaces is very high, it is the hope of the editors that this reference will jumpstart the development of new theories, frameworks, and models that address both consumption and entrepreneurship in this particular market.
*This series publishes conceptual and empirical papers that deal with international topics from all areas within the management field
*The organizations studied can be domestic or multinational, and the level of analysis can be macro or micro
*Through new theoretical insights, managerial application, methodology, or data, the papers make a significant contribution to advancing knowledge about international management

Small Business Marketing For Dummies helps you promote your business. It is designed specifically for the busy small business owner, giving you simple but powerful ways to spread your message - all at little or no cost. It shows you how to build your company's profile, attract new customers and keep them coming back for more. Inside you will learn how to: Create an achievable marketing plan Use social media and the web to attract and keep customers Communicate with your customers through winning emails, newsletters, blogs and more Make use of affordable advertising solutions in print and other media Get great PR for your business

Applying the principles of marketing to nonprofit organisations and the fundraising sector is vital for the modern fundraiser who wants to increase profitability and diversify their fundraising efforts in this challenging industry. This comprehensive how-to guide provides a thorough grounding in the principles underpinning professional practices and critically examines the key issues in fundraising policy, planning and implementation. This new edition of Fundraising Management builds on the successful previous editions by including an integrated theoretical framework to help fundraisers develop a critical and reflective approach to their practice. Also new to this edition are how-tos on budgeting and making a strong and compelling case for investment, two vital core skills, as well as comprehensive coverage of digital fundraising and fundraising through social media. The new edition also accounts for recent changes in the fundraising environment, notably in the UK, the introduction of a new fundraising regulator and new thinking on professional ethics. Combining scholarly analysis with practical real-life examples, Fundraising Management has been endorsed by the Chartered Institute of Fundraising, and is mapped to the Certificate and Diploma in Fundraising, making it the definitive guide to best practice both in the UK and globally. This is a clear, problem-solving guide that no fundraising student or professional should be without.

Creative Marketing has been written in response to the continued failure to address the theory/practice gap in marketing management. The art world is full of creativity, yet existing marketing theory continues to prescribe formulaic, stepwise processes for marketing success. Rather than perpetuating the belief in the value of traditional marketing frameworks, this book draws on a diverse range of disciplines to inspire entrepreneurial thinking and practice among those marketers who wish to push the boundaries of knowledge and convention. Creative Marketing gets back to how best to support individuals as well as small, medium and micro-enterprises through new marketing approaches.