These are exciting times for business managers and marketing professionals, yet the challenges imposed by ongoing social and technological developments are daunting. In an age in which marketers can reach their audiences with greater facility than ever before, firms have never been less in control of their customer targets.
This increasing connectedness of consumers provides a range of unique and promising opportunities for product and brand managers. Connecting With Consumers describes the various strategies and techniques that can be utilized to harness consumer influence. The book traces evolving developments in the consumer marketplace, considers their impact on the potential reshaping of the marketing profession, and describes the emerging set of tools that can enable marketers to respond to new marketplace realities. It provides, clear, up-to-date coverage of a number of topics currently on the minds of many: Web 2.0, word of mouth, buzz, the social web, social media metrics, customer engagement, viral and guerrilla marketing.
The book critically assesses emerging marketing strategies and tools within the context of research and theory, and provides numerous applied examples to illustrate marketing successes and common pitfalls to avoid. It argues throughout for a more collaborative relationship between companies and consumers towards their mutual benefit. Although the balance of power has shifted to the consumer for each of the various aspects of the marketing process, collaboration is what the future of marketing likely will be all about. Marketers can avoid irrelevance in the face of change, but this will require a clear commitment to connecting with consumers rather than searching for ways to regain control over them.
The book challenges marketers to make a choice: embrace the ongoing changes as opportunities for reshaping relationships with consumers, or cling to the past at the risk of becoming irrelevant. This is the book for those who choose the first alternative.

These are exciting times for business managers and marketing professionals, yet the challenges imposed by ongoing social and technological developments are daunting. In an age in which marketers can reach their audiences with greater facility than ever before, firms have never been less in control of their customer targets.
This increasing connectedness of consumers provides a range of unique and promising opportunities for product and brand managers. Connecting With Consumers describes the various strategies and techniques that can be utilized to harness consumer influence. The book traces evolving developments in the consumer marketplace, considers their impact on the potential reshaping of the marketing profession, and describes the emerging set of tools that can enable marketers to respond to new marketplace realities. It provides, clear, up-to-date coverage of a number of topics currently on the minds of many: Web 2.0, word of mouth, buzz, the social web, social media metrics, customer engagement, viral and guerrilla marketing.
The book critically assesses emerging marketing strategies and tools within the context of research and theory, and provides numerous applied examples to illustrate marketing successes and common pitfalls to avoid. It argues throughout for a more collaborative relationship between companies and consumers towards their mutual benefit. Although the balance of power has shifted to the consumer for each of the various aspects of the marketing process, collaboration is what the future of marketing likely will be all about. Marketers can avoid irrelevance in the face of change, but this will require a clear commitment to connecting with consumers rather than searching for ways to regain control over them.
The book challenges marketers to make a choice: embrace the ongoing changes as opportunities for reshaping relationships with consumers, or cling to the past at the risk of becoming irrelevant. This is the book for those who choose the first alternative.

For too long, marketers of sustainable goods and services have targeted "deep green" consumers to promote their products - and they have little to show for their efforts. In this innovative book, Jacquelyn Ottman shows how the green market has moved beyond such niche marketing, and how marketers will find greater success promoting the inherent superior value of their offerings. Greener products are now available within every industry and are a part of our everyday lives. But they didn't get to be so ubiquitous just because they are better for the planet. Whether they were promoted as such or not, sales of green products have grown so fast because of the added value they provide: health, superior performance, good taste, cost-effectiveness, or simply convenience. This central emphasis on primary benefits - the new rules - is critical to winning over the mainstream consumer and to driving overall organizational growth. The New Rules of Green Marketing helps readers understand why value-based sustainability marketing has become a critical organizational capacity, and how readers can adopt this approach in their own organizations. Illustrated by examples from both international mainstream and the more niche "deep green" leaders who are showing everyone else the way, the book provides practical strategies, tools and inspiration for building every aspect of a credible value-based green marketing strategy, including:How to use a proactive approach to sustainability to spur innovationHow to frame environment-related benefits with relevance to mainstream brandsHow to communicate with credibility and impact - and avoid "greenwashing"How to team up with stakeholders to maximize outreach to consumersHow to use a life cycle orientation to ensure the integrity of one's offeringsHow to best take advantage of recent technological advances in social mediaDrawing on the latest data from leading researchers and reflecting on learnings from Ottman's corporate clients and other pioneers including GE, Nike, HSBC, Method, Starbucks, Timberland, HP, NatureWorks, Philips, Procter & Gamble, Stonyfield Farm and Wal-Mart, this book shows how market leaders are edging out the competition using effective value-first marketing strategies. This book captures the best of the author's previous groundbreaking books on green marketing and takes the content into the 21st century. Whereas earlier works focused on readers who were less familiar with green initiatives, this work squarely focuses on a new generation of marketers who likely themselves grew up with an appreciation of sustainability and who want and need to know how to connect effectively with mainstream consumers.

The Price of Global Health is a unique book that describes the pharmaceutical pricing process and its business, economic and social challenges. Global drug pricing is one of the most hotly debated yet least understood aspects of the pharmaceutical industry. How should drug prices be set and what does it mean for patients? Why do governments increasingly get involved, and what is its impact on the global competitive environment? How can a life-saving industry have a poorer image than gun and tobacco industries, whose products are associated with death? The pharmaceutical industry is under unprecedented pressure due to a combination of declining R&D productivity, payer/provider demands for better value and public pressures to show pricing restraint. Rapidly increasing cost of healthcare, shifts from fee-for-service to value-based reimbursement, public pressure on drug pricing and an increasingly vocal medical community have empowered public and private payers worldwide to be more demanding on evidence of value for the prescription drugs that are brought to market. Pharmaceutical companies have often failed to deliver evidence of patient value, as development decision-making is overly focused on speed to FDA approval rather than speed to commercial success by effectively addressing the many "Access Journey" obstacles that typify today's much changed pharmaceutical environment. This 3rd edition is significantly expanded with ten new chapters and revised and updated throughout to reflect today's environment. The contents are reorganized to directly address critical pricing and patient access issues. Ed Schoonveld explains how pharmaceutical prices are determined in a complex global payer environment and what factors influence the process. His insights will help a wide range of audiences from healthcare industry professionals to policy makers, consumers, pharmaceutical company leaders and access and pricing professionals to gain a better understanding of this highly complex and emotionally charged field.

Small and medium-sized enterprises (SMEs) dominate the market in terms of sheer number of organisations; yet, scholarly resource materials to assist in honing skills and competencies have not kept pace. This well renowned textbook guides students through the complexities of entrepreneurship from the unique perspective of marketing in SME contexts, providing a clear grounding in the principles, practices, strategies, challenges, and opportunities faced by businesses today. SMEs now need to step up to the terrain of mobile marketing and consumer-generated marketing and utilise social media marketing tools. Similarly, the activities of various stakeholders in SME businesses like start-up accelerators, business incubators, and crowdfunding have now gained more prominence in SME activities. This second edition advances grounds covered in the earlier edition and has been fully updated to reflect this new, dynamic business landscape. Updates include: A consideration of social media imperatives on SME marketing; Discussion of forms of capital formation and deployment for marketing effectiveness, including crowdfunding; Updated international case studies drawn from diverse backgrounds; Hands-on practical explorations based on real-life tasks to encourage deeper understanding. This book is perfect for students studying SMEs, Marketing and Enterprise at both advanced undergraduate and postgraduate levels, as well as professionals looking to obtain the required knowledge to operate their businesses in this increasingly complex and turbulent marketing environment.

"Excellence in Sales" is an integrated management approach for professional sales organisations. The authors collected best and worst practices in sales and customer management. The concept for true excellence in sales is relying on a set of levers which are explained in a systematic manner. Readers get the chance to compare their solutions with the worldwide top performers. Illustrations and numerous recommendations for implementation show how to improve the overall performance of companies.

The third edition builds on the success of previous editions whilst also addressing critical topics such as corporate responsibility and social entrepreneurship. Developments in relationship and public sector marketing, for example the increasing emphasis on partnerships, as well as in fundraising media such as the Internet and SMS messaging, are reflected in the new edition. The text is divided into three parts, beginning with an introduction to the nonprofit sector and the topic of marketing. It then moves on to develop a framework for marketing planning, including a detailed consideration of topics such as overall direction, market segmentation, branding, and positioning. The text concludes with a series of chapters that explore the application of marketing in a number of specific contexts.
The new edition will be accompanied by an online resource centre for the first time, comprising the following features:
Student resources:
Web links to other websites of value to students specialising in the field
Self test quizzes (MCQs)
Details of new research work of relevance to students
Practitioner Insights boxes (boxed examples from industry)
Further reading list
Podcasts from practitioners and from own lectures and presentations
Lecturer resources:
A Lecturer's Manual comprising:
PowerPoint slides of the diagrams in the book
Additional case studies of approximately 500 words (2-3 per sector specific chapter)
Guidance on how to use the case studies

Small and medium-sized enterprises (SMEs) dominate the market in terms of sheer number of organisations; yet, scholarly resource materials to assist in honing skills and competencies have not kept pace. This well renowned textbook guides students through the complexities of entrepreneurship from the unique perspective of marketing in SME contexts, providing a clear grounding in the principles, practices, strategies, challenges, and opportunities faced by businesses today. SMEs now need to step up to the terrain of mobile marketing and consumer-generated marketing and utilise social media marketing tools. Similarly, the activities of various stakeholders in SME businesses like start-up accelerators, business incubators, and crowdfunding have now gained more prominence in SME activities. This second edition advances grounds covered in the earlier edition and has been fully updated to reflect this new, dynamic business landscape. Updates include: A consideration of social media imperatives on SME marketing; Discussion of forms of capital formation and deployment for marketing effectiveness, including crowdfunding; Updated international case studies drawn from diverse backgrounds; Hands-on practical explorations based on real-life tasks to encourage deeper understanding. This book is perfect for students studying SMEs, Marketing and Enterprise at both advanced undergraduate and postgraduate levels, as well as professionals looking to obtain the required knowledge to operate their businesses in this increasingly complex and turbulent marketing environment.

Marketing as a practice is facing unprecedented challenges: a changing media landscape, an increasingly complex customer journey, innovative technologies, start-ups which disrupt traditional channels and a new generation of tech-savvy clients. How should students and practitioners adapt to this shifting landscape and address the skills gap that many of today's marketers face? Advanced Marketing Management prepares students for this new world of marketing. Since traditional marketing approaches fail to provide convincing solutions to modern business realities, a new approach is urgently needed if marketers are to regain trust within their organizations. Using contemporary examples, business case studies and supporting pedagogy, Advanced Marketing Management will provide a critical exploration into the more advanced aspects of marketing management, including the gap that exists between formal marketing literature and real-world practice, discussion of multidisciplinary tools, and the crucial evolution of the '4Ps'. Summarizing a large body of literature and academic research on new developments, this book is the go-to guide for students, lecturers and practitioners, wanting to succeed as modern marketers. Online resources include lecture slides and further questions for group discussion.

The purpose of this book is to integrate aspects of food product marketing with traditional agricultural marketing. This novel approach fills a gap in the current literature and reflects a growing trend to teach these subjects in an integrated way. The authors are leading authorities from the USA and Europe and the book has been developed from a very successful series of courses run for several years by the International Center for Advanced Mediterranean Agronomic Studies (CIHEAM) in Zaragoza, Spain. These courses have been attended by postgraduates from a wide range of countries, so the book is likely to have worldwide appeal.

This edition of The Marketing Director's Handbook combines volume 1 (hardback) and new volume 2 (paperback). Both works fit together like jigsaw pieces, and together they are the only practical guide to managing a marketing function. They contain practical advice and strategies to enhance the profitable growth and value of businesses. It is designed for business owners, directors and both aspiring and practicing marketers to help them undertake key marketing activities, and attract and retain customers. It is concise, easy-to-read, and easy to refer to time and time again. The new digital volume brings readers bang up-to-date on the digital age and is invaluable to help businesses survive through, and thrive beyond the C-19 lock-down.

Diverse in economic development, political and mass media systems, the countries in Southeast Asia cast a unique light on the parallels between development-cum-participative communication and corporate social responsibility. In our globalized environments, knowledge of power, culture and the colonial histories that influence and shape business and governance practices are increasingly important. Focusing on six countries-Indonesia, Malaysia, the Philippines, Singapore, Thailand and Vietnam-the book discusses how public relations (PR) and corporate social responsibility (CSR) discourse are constructed, interpreted, communicated and enacted in this diverse emerging region. By connecting the disparate disciplines of participatory and development communication with PR and CSR discourse, this innovative text explores the tensions between concepts of modernity and traditional values and their role in engendering creativity, compliance or resistance. This book will be of interest to researchers, educators and advanced students in the fields of public relations, communication, corporate social responsibility, corporate communications and Southeast Asia studies.

100 lessons from one of Britain's most successful businessmen You must know businesses or leaders that seem to have it all - loyalty and success in equal measure. Do you aspire to the same, but worry that 'nice guys finish last'? In Nice Is Not a Biscuit, Peter Mead reveals the secrets of his success, and distils a lifetime's thought about the right way to do business. His 100 entertaining lessons include: How to be a boss and a human being at the same time Why trust in your brand is so precious How to gain a share of both heads and hearts Nice is not patting people on the head. It's every person respecting every other person. Do that and you create a great business. It's a credo for life.

In the wake of the 1987 Brundtland Report, sustainable development has become key to the management systems within businesses, and a means by which companies can increase their long-term value. Being a 'sustainable company' increasingly means 'staying alive in business' and has become a necessity for all kinds of enterprises, from the micro-sized to global corporations. In more recent years, many companies, and indeed governments, have looked at sustainability as a means to combat the multiple challenges of environmental accidents, global warming, resource depletion, energy, poverty and pollution. However, being sustainable or maintaining sustainability is not an easy task for a company's management function. It needs continuous support and engagement from the board, the executive management, staff and other stakeholders alike. Additionally, it brings extra costs to the company in terms of hiring trained staff, organising continuous training in the company, publishing sustainability reports and subscribing to a rating system. Sustainability must be nourished by a company's board as well as by all of its departments, such as accounting, marketing and human resources. By the same token, it is not enough for a company simply to declare itself a 'sustainable business' or rely on past measures and reputation; sustainability is an ongoing activity and one which has to be proved by periodically disclosing sustainability reports, according to international rating systems. In Sustainability and Management: An International Perspective, Kiymet Caliyurt and UElku Yuksel bring together international authors from a variety of specialisations to discuss the development, aspects, problems, roadmap, trends and disclosure systems for sustainability in management. The result is a lively, insightful exposition of the field.

As organizations increasingly recognize the centrality of design to strategy, designers have an opportunity to shape decisions at the highest level, moving beyond low-level UI/UX decisions to product vision and strategy. In The Designer's Guide to Product Vision, pioneering product design visionary Laura Fish helps you level up your skills and become a modern design leader. Fish shows how to make the hard-won transformation to strategic designer, and harness your new power by championing product visions that make a powerful difference. You'll learn how to: Lead digital product journeys in an agile world, using product vision as a strategic compass that keeps everyone aligned in the face of change Bind your product to purposeful direction: delivering the best experience that solves for user problems through the lens of business objectives Master the exceptional business communication skills you need to command business endeavors based on product or service vision Secure dedicated resources, assemble your team, and captain your visioneering expedition to success Fish provides practical tools that help you apply her strategies, including product vision proposal document deliverables, storytelling arc templates, vision solution story templates, and more. With her guidance and resources, you can leave pixel-pushing behind -- and change your world.

In the world of business, who you know is usually more important than what you know. While most research highlights the personal characteristics and expertise important to business success, this book demonstrates that networking is the core of entrepreneurship. Both counterintuitive and powerful, this perspective reframes entrepreneurial action by placing networking at the center of the process. Traditionally, networks have been regarded as facilitators of business, but Tom Elfring, Kim Klyver, and Elco van Burg argue that networking is actually the basis of entrepreneurial action, and conversely, that entrepreneurial action is networking. In developing an "entrepreneurship as networking" model, the book addresses the persistent problems that plague the dominant "individual-opportunity" approach in entrepreneurship. They describe the key dynamics, mechanisms, and practices of entrepreneurship as networking, and point at fruitful networking strategies for entrepreneurs. Thus, the authors provide an integrated and dynamic account of entrepreneurial agency that prioritizes interaction with the surrounding social environment. They also explain what a viable network is for entrepreneurs and how networking activities affect their endeavours. Their perspective sheds new light on the origins of opportunities and how entrepreneurs access and mobilize resources. The approach also explains how entrepreneurs build legitimacy and exploit the networks they work within. Offering a groundbreaking theory of entrepreneurial action as networking, Entrepreneurship as Networking opens up an entirely new research agenda.

We are living in a new machine age offering unique opportunities, particularly for generating customer insights, which is radically transforming the way business value is created. Across industries, players are affected by the pace of progress of machine learning tools, novel technologies, and the abundance of data. These developments require mastering new capabilities. The Machine Age of Customer Insight explains the transformation of customer insights and demonstrates the growing impact of machine learning. Thought leaders from renowned universities in the US and Europe as well as from different industries provide a comprehensive overview. Addressing both academics and practitioners, they discuss the transformation, cutting edge tools, and success factors to thrive in the new age. The book shows how machine learning helps to understand customers better and faster. It supports everyone who considers the machine age a great opportunity to gain a competitive advantage by transforming customer insights into business value.

Win the attention of high-level decision makers in large corporations; spark their interest and earn their trust to achieve long-term, sustainable mutual value. When it comes to buying and selling complex, high value products and services, people buy from people. Big businesses and public sector organizations rely on solutions to keep their essential services running - things like payroll, IT, property maintenance and communications technology. For the companies that provide those services, winning the business can mean huge, multi-year, multi-million contracts. Executive Engagement Strategies is a comprehensive guide to engaging with the senior professionals making the buying decisions - to win sustainable, long-lasting business. It provides an easy-to-follow guide that will help professionals interact at each step of the B2B buying process using a combination of people, messages and communication channels. Highly practical, Executive Engagement Strategies provides a clear, step-by-step process to capture the attention of busy c-suite executives, and keep them engaged and motivated throughout the lengthy buying process. Filled with global case studies and examples, it will help readers know what to say, and when and how to say it, to build trust and win the business. With key takeaways at the end of each chapter and clearly actionable guidelines and instructions, it is the only resource you'll need to build truly customer-centric engagement with core decision makers.

This collection of articles deal with marketing history and the history of marketing thought, placing these subjects within a marketing management context. Despite the crucial role that historical research can play in expanding our understanding of marketing, studies of the history of marketing are thin on the ground. This volume aims to address this gap. Topics include the history of the Boston Consulting Group's growth-share matrix, branding, the emergence of marketing schools of thought, managerialism, the marketing concept, relationship marketing, scientific management and marketing, and critical marketing studies. The introduction discusses the three themes that run through the collection: historical method, marketing history, and the history of marketing thought. This book was originally published as a special issue of the Journal of Marketing Management.

For undergraduate and graduate courses in marketing management. Stay on the cutting-edge with the gold standard text that reflects the latest in marketing theory and practice. The world of marketing is changing everyday--and in order for students to have a competittive advantage, they need a textbook that reflects the best of today's marketing theory and practices. Marketing Management is the gold standard marketing text because its content and organisation consistently reflect the latest changes in today's marketing theory and practice. A new chapter in learning Pearson eText is an affordable, easy-to-use digital textbook. With Pearson eText, you can access the book anytime, anywhere, using your favourite mobile device, even when offline. You can easily retrieve and review important content using the eText search, bookmarks, highlights, and notes. Some titles also include embedded media and study tools. And you get all of this for a fraction of the cost of a printed text. Learn on the go. Read, practice, and study on any device. Read anytime and anywhere via the Pearson eText mobile app - even offline. Make it your own. Add notes and highlights directly in your eText to study how you'd like. Find what you need. Quickly navigate the content with easy search and bookmark options. Time limit This product is only available for a 12 month subscription period starting from the date of purchase.

The four worlds as we know them today, the North, West, South and East, are out of balance. The West and the North generally dominate on a global scale while the South and the East lag behind. This also happens at individual, societal and organisational levels. It is clear that there is a need to change the way we lead our organisations in business and the way we think about leading in politics. Here is a comprehensive exploration of the Integral Leadership challenges of the twenty-first century. The author combines the African philosophy of Ubuntu or humanness, the cornerstone of African thought and life, with the concept of Integral Leadership, with particular reference to Lessem and Schieffer's combining, in their 2010 book Integral Research and Innovation, of nature and community, culture and spirituality, science and technology, and politics and economies. This connectedness in the new paradigm of wholeness and relatedness goes beyond the relationships of human beings alone and involves experiences with nature and community. Leadership is viewed from an indigenous and exogenous perspective, bringing together a newly Integral approach, which will also introduce industry ecology and knowledge ecology as an evolution of the Ubuntu philosophy. The author offers a unique forum through which to commit to paper the operationalisation of the Integral Ubuntu Leadership model in catalysing development efforts and in CARE-ing for communities and societies.

While innovation in products and services continues apace, today's competitive strategy is equally based on innovation in the route to market. Tesco.com, Direct Line, First Direct and easyJet are just a few examples of innovative channel strategies as a key component of the value proposition. We find ourselves in a multi-channel world. This book is drawn from the experience of major companies such as IBM, First Direct, Taylor Woodrow and BT. Lessons are explained clearly: be Multi not multiple; channels as weapons; think combinations; design from the top, but think people and measure it. The key concepts are backed by carefully tested practical advice from making organisational change to understanding channel metrics. Based on work from Cranfield's world leading Customer Management Forum, this is the essential practical guide for senior management in key areas like marketing, sales, customer services and strategy.

'Tales from the Marketplace: Stories of Revolution, Reinvention and Renewal' is a highly innovative approach to building an understanding of the realities of market-led strategic change in companies. It provides an engaging, honest, and effective understanding of real market strategy in major organizations by focussing on the forces behind value-driven strategy. Nigel Piercy provides new and incisive insights into strategy and marketing through business "stories" that are contemporary and provocative. These new "stories" depict how major organizations have experienced revolution in their traditional markets - created by new types of competitors with new business models. The search for superior value is overtaking traditional brand and relationship strategies. The challenge to companies is reinvention and renewal and the alternative is obsolescence and decline. After all, did the major banks really expect to be competing with supermarkets, car companies, Virgin and internet-based companies to provide retail bank services?The book is based on the author's view that: Business is exciting, turbulent and unpredictable - the "stories" we read and study should be too! From Dell Computers and easyJet to Amazon.com and Skoda Cars, it is the most innovative companies that have most to teach us about reinvention and new business models The inflexible analytical frameworks of the past no longer apply - "stories" of reinvention and renewal show the creative strategies developed by companies to cope with threats and exploit opportunities around them.'Tales from the Marketplace' is essential, timely and designed to be highly readable for managers. It also provides an innovative approach for undergraduate and MBA level teachers and students, and for participants on executive programmes in marketing and strategic management.