Quantitative marketing has been gaining importance during the last decade. This is indicated by the growing number of model- and method-oriented studies published in leading journals as well as by the many successful applications of quantitative approaches in pricing, advertising, new product planning, and market segmentation decisions. In addition, market research has clearly benefitted from applying advanced quantitative models and methods in practice. Some 60 researchers - among them worldwide leading scholars - offer a broad overview of quantitative approaches in marketing. They not only highlight diverse mathematical and methodological perspectives, but also demonstrate the relevance and practical consequences of applying quantitative approaches to marketing problems.

TINY NOTICEABLE THINGS DISCOVER HOW TINY CHANGES AND ACTIONS CAN REVOLUTIONISE CUSTOMER AND EMPLOYEE SATISFACTION TNTs are Tiny Noticeable Things. People don't need to do them, but when they do, they can have a phenomenal and explosive impact. From remembering someone's first name and recalling how they prefer to take their coffee, to sending someone a handwritten 'thank you' note, they are all the little cost-nothing engagers that create the biggest, longest-lasting impressions. They show you care, they blow people away, and they make a very big difference. In Tiny Noticeable Things, best-selling author Adrian Webster shares his ideas along with the personal experiences of over 100 contributors to help you harness the power of TNTs and take your organisation and personal relationships to the next level. Discover the tiny tweaks that elevate the most successful teams to astounding heights, find out what makes employees genuinely happy, hear from customers about the subtle 'human' touches that have put smiles on their faces, and gain invaluable insights into how just the smallest of things can give such a positive lift to those around us. If you want to differentiate yourself, don't overlook the TNTs! WARNING - THIS BOOK COULD SERIOUSLY IMPACT YOUR BUSINESS 'I often say at work no-one can help everyone but everyone can help someone. I once had one of three hundred volunteers on a community build say "I can't believe there's generosity on such a scale." The truth was each of those people gave what they could but the sum of those individual gifts of time and skill built a facility that changed vulnerable people's lives. That for me is what TNTs are all about.' Nick Knowles - TV Presenter & Motivational Speaker

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.

The capability of MNCs to create, transfer and combine knowledge from different locations is an important determinant of corporate success. This book uses examples of knowledge-based firms - Hewlett-Packard Consulting & Integration, Siemens, Mazda, and Maekawa - to show that knowledge-based marketing is key to a sustainable competitive advantage.

This title takes an international perspective on the topical issues of marketing ethics and ethical communications. The contributors are professors of business in various European institutions who bring their international background and experience to this body of work.

This book is about taking a theory, pricing, and translating it into an operational practice that can be used by a company on an everyday basis easily with maximum results. Pricing is divided amongst different parts of a company. Every department from marketing to sales to finance has some unique interest in Pricing but not one of those departments looks at Price holistically. This book provides, in detail, all the steps and input required to build out a pricing strategy and function. The book includes: what factors derail most pricing programs and pricing leaders and how to correct those issues; what are the recent development of Pricing roles in the past 10 years; what are the basic analyses required for pricing; why cultural considerations are critical to determining the success of pricing plans; and lastly how a pricing team can effectively work together to implement the strategy.

Significant sales opportunities exist in newly emerging markets around the globe--and many of them are missed. Because sales and marketing executives lack familiarity with the structure of the markets and the risks of working in them, Miller says, they often have little understanding of how to enter them. In this unusually well-researched book by an experienced international marketer, Miller concentrates on the unique characteristics, opportunities, and sales methods associated with newly emerging markets. He pays special attention to economies in transition in the newly independent states in Russia and the rapidly expanding markets throughout Eastern Europe. His book will be essential for organizations contemplating expansion internationally and for executives and scholars in educational and multilateral institutions with important interests in understanding new markets and how to benefit from them.

Miller maintains that because of a lack of familiarity with developing countries, executives in many organizations perceive inordinate risk in doing business with them. His book attempts, therefore, to provide the experience and insights that many well-trained but internationally inexperienced managers lack. He defines the typical characteristics of these markets, the factors that are important to market selection, and ways to reduce operating risk. Of critical importance is the choice of an appropriate market entry strategy, and Miller focuses on the relative merits of different types of foreign representation, plus the advantages and drawbacks of strategic alliances that involve direct investment and technology transfers. The result is a timely, useful, readable volume for sales executives almost anywhere, certainly for those in companies that have come to understand the importance of doing business globally.

Build an effective and practical digital marketing strategy with this bestselling guide, covering everything from automation and analytics to integrating AI. Digital Marketing Strategy is a global bestseller, and a one-stop guide to structuring and building a more strategic approach to digital marketing. Now fully updated, this third edition covers the integration of AI in marketing, e-commerce, marketing automation, affiliate marketing and how to use digital analytical tools, plus new strategies for the latest cookie changes and privacy protection. Digital Marketing Strategy will show you how to effectively select, align and manage digital channels and operations, to streamline a successful digital marketing strategy for measurable, optimized results. Recommended by the Chartered Institute of Marketing (CIM), it is supported by real-world case studies from the likes of Coca-Cola, Spotify, Airbnb, Adidas and Hostelworld as well as checklists, key terms and insights from leading industry practitioners to help you develop your own digital marketing strategy. This book is an invaluable guide for both digital marketing students and entry-level to mid-management marketing professionals. Accompanying online resources consist of practical implementation guides spanning SEO, paid-search, email, lead-generation, as well as presentation slides and activity sheets.

This book presents current research on boundary spanning elements. The editors bring together extant knowledge in the field and present a uniform narrative. Previous studies have often been disseminated across several academic disciplines like services marketing, personal selling and sales management etc. and this monograph aggregates studies dealing with boundary spanning elements or has boundary spanning elements related to the marketing function as the main empirical platform under a uniform theoretical perspective. Each chapter in the book deals with an important research theme and synthesizes studies in relation to boundary spanning elements.

This is a how-to' sourcebook to establishing and managing an export marketing business. The authors include details for getting started, analyzing products for export potential, ' methods of generating sales leads, and other points of interest. The book is geared towards marketing managers, entrepreneurs, and trade associations and local elected officials.

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What business knowledge is needed to get ahead in export marketing? What factors should be considered before entering the export marketing field? How can export marketing managers maximize sales while minimizing risks? Nagel and Ndyajunwoha bring their unique combination of academic, governmental, trade association, and private sector experience to bear in this guide to establishing and managing an export marketing business. They examine the background and future of export marketing in order to assess the decision to enter the field. Also discussed are details for getting started, analyzing a product's export potential, methods of generating sales leads, the finer points of export sales negotiation, tips on establishing foreign distribution networks, and getting paid.

The media increasingly refers to football clubs as brands. Certainly concepts such as loyalty, affiliation, emotional ties with football clubs seem to parallel the relationship between consumer and brand in the broader marketing sphere. This book delves deep into the world of the lucrative business of sports branding.

This book aims to provide the reader with an insight into the relevance of a section of the economy, which is often referred to as the 'social and solidarity economy' (SSE); and highlight some of the current issues in the field, how they are being addressed and some of their future implications. Using case studies from around the world, this book 'Social and Solidarity Economy: The World's Economy With a Social Face' provides an up-to-date account of the strengths and weaknesses of these initiatives across four continents including issues that have not been researched sufficiently before (e.g. circular economy, social propaganda and its dangers, social enterprise as a panacea for NGOs in developing countries, and 'new' social movements). There is growing interest in SSE initiatives among policymakers, foundations, researchers and academic institutions around the world. Despite this interest, SSE related research remains scarce. There are concerned that SSE initiatives, which contribute significantly to their local communities' development, need to be more widely disseminated amongst the general public. The Social and Solidarity Economy: The World's Economy With a Social Face will help promote the ground-breaking work being done by organisations and individuals but which remain undocumented and help to raise awareness of such initiatives as well as contribute to academia with a critical approach to the sector covering issues that have not been covered much before, such as the circular economy and the dangers of social propaganda. Aimed at researchers, academics and policy makers in the fields of Social Enterprise, CSR, Tourism, International Economics as well as supporting disciplines 'Social and Solidarity Economy: The World's Economy With a Social Face' looks to establish and help define the field.

Creating and delivering superior customer value is essential for organizations operating in today's competitive environment. This applies to virtually any kind of organization. It requires a profound understanding of the value creation opportunities in the marketplace, choosing what unique value to create for which customers, and to deliver that value in an effective and efficient way. Strategic marketing management helps to execute this process successfully and to achieving sustainable competitive advantage in the market place. Creating Customer Value Through Strategic Marketing Planning discusses an approach that is both hands-on and embedded in marketing and strategy theory. This book is different from most other marketing strategy books because it combines brief discussions of the underlying theory with the presentation of a selection of useful strategic marketing tools. The structure of the book guides the reader through the process of writing a strategic marketing plan. Suggestions for using the tools help to apply them successfully. This book helps students of marketing strategy to understand strategic marketing planning at work and how to use specific tools. Furthermore, it provides managers with a practical framework and guidelines for making the necessary choices to create and sustain competitive advantage for their organizations.

As the global market continues to recuperate from economic downfall, it is essential for private label products to find ways to compete with alternatives offered by wholesale and national retailers. In many cases, it becomes difficult for off-brand products to generate market appeal when consumers have preconceived notions about the quality of generic products and loyalty to branded products.The Handbook of Research on Strategic Retailing of Private Label Products in a Recovering Economy emphasizes advertising and promotional approaches being utilized, as well as consumer behavior and satisfaction in response to marketing strategies and the sensitive pricing techniques being implemented to endorse generic and store-brand products available on the market. Highlighting brand competition between wholesalers, retailers, and private brand names following a global economic crisis, this publication is an extensive resource for researchers, graduate-students, economists, and business professionals.

The leading academic authorities contributing to this book have been involved in major studies carried out for international organisations, individual governments, and national trades' union organisations; in Vulnerable Workers they consider the growth of job insecurity, the prevalence of flexible or temporary work, and the emergence of precarious forms of self-employment. They look at the new market economies of post-communist Eastern Europe and China, where economic development may occur at the expense of workers' lives and health; 'misclassification' by employers of workers as 'contractors', denying them access to rights; and the plight of migrant, transient and 'invisible' workers. The impact of supply chain business strategies on the most vulnerable workers; and on the complex relationships between levels of job security and the presence of different kinds of risks are similarly assessed. The contributors also propose responses to the challenges they highlight. The role of employee representatives is examined, together with the potential to enhance worker capability through organisational change. New legislative approaches, and changes to traditional compensation and social security systems are considered. Academics and researchers, policy makers, regulators, trades unionists and occupational health professionals - and wise employers - will all find a use for this book.

Frameworks for Market Strategy helps students understand how to develop and implement a market strategy and how to manage the marketing process. Marketing activity is the source of insight on the market, customers, and competitors and lies at the core of leading and managing a business. To understand how marketing fits into the broader challenge of managing a business, Capon and Go address marketing management both at the business and functional levels. The book moves beyond merely presenting established procedures, processes, and practices and includes new material based on cutting-edge research to ensure students develop strong critical thinking and problem-solving skills for success. In this European edition, Capon and Go have retained the strong framework of the book, but have updated the cases, examples, and discussions to increase the book's relevance for students outside the USA. Key features include: * A strong strategic focus, teaching students how to analyze markets, customers, and competitors to plan, execute, and evaluate a winning market strategy * Practical examples from a range of contexts, allowing students to develop the skills necessary to work in for-profit, public, or non-profit firms * Emphasis on understanding the importance of working across organizational boundaries to align firm capabilities * Full chapters devoted to key topics, including brand management, digital marketing, marketing metrics, and ethical as well as social responsibilities * Focus on globalization with a chapter on regional and international marketing * Multiple choice, discussion, and essay questions at the end of each chapter Offering an online instructor's manual and a host of useful pedagogy - including videos, learning outcomes, opening cases, key ideas, exercises, discussion questions, a glossary, and more - this book will provide a solid foundation in marketing management, both for those who will work in marketing departments, and those who will become senior executives.

Building Routes to Customers explains the powerful "Routes-to-Market" approach for driving profitable growth. World-class organizations including IBM, Microsoft, HP, Cisco, Hitachi, Adobe and Plantronics, and hundreds of smaller companies, have adopted RTM to develop and execute highly successful go-to-market strategies and tactics.

With a step-by-step approach and dozens of examples, the authors show how you can use RTM to: (1) Determine the optimal level of spending for each function in marketing, sales and customer service, for each market segment, product and service. (2) Optimize your marketing mix and sales and distribution channels to maximize revenue and profitability throughout the product life cycle. (3) Get everyone in product management, marketing, sales, customer service, and your distribution partners aligned and working together to maximize results. (4) Get the right products and services to the right customers at the right time. (5) Retain existing customers and create profitable new ones.

How do you take individuals who have never done business with your organization and work on them till some of them eventually become the best possible customers that you have? How do you decide how much to spend on various marketing tactics? How do you think about the pricing decision with a view to optimizing the value of your customers as assets? Where do you start - what tools do you use - what heuristics are useful in making these decisions? This book attempts to answer questions such as these. The one-sentence summary of the answer, though, is simple - hold the individuals hands and walk them through a value chain, one stage at a time.This book is written for an advanced student of business, as well as for the practicing manager, and presents an integrated view of the marketing function. In particular, it focuses on all the activities that a firm engages in to create and manage value, and not just the customer-facing activities. In that sense, it links the traditional views of customer value with the finance, accounting, human resources, organizational behaviour, information technology and operations functions. The content is meant to be prescriptive - it describes a process for value creation and management, yet analytical; theoretical, yet empirically driven. It urges the reader to think about the customer value function to be organized along activities that the firm would like the customers to engage in, not activities that the firm engages in. It presents a framework that is not only conceptually driven but also has a sound mathematical basis.

• First book that considers research methods within the luxury context. • Each aspect is supported by real-life case studies and examples from international luxury brands. • Pedagogy to aid learning is integrated throughout, including review challenges and problem-solving exercises. • Supplemented by online resources, including chapter-by-chapter PowerPoint slides.

Provides postgraduate students, sales and marketing managers with theories and best practices to quantify the value of their products; Road-tests quantitative methodology through a wide variety of real-life industrial cases, showing how it can be used in a variety of situations. Case studies included in the first edition were recognised as Winner of the Overall Case Award 2014 and The Case Centre best-selling case 2013 - 2017; Fully updated new edition, including three new chapters, new case studies and online resources; Edited by two professionals at the forefront of cutting-edge practice and with academic rigor

• Provides a comprehensive overview of luxury brand management from a sustainability perspective, using cases and examples to demonstrate how sustainability practices can be embedded into the product and applied to existing luxury brands. • Each chapter includes real life case studies from both well-known international brands and boutique luxury start-ups. • Designed as a core or recommended text for advanced undergraduate and postgraduate Luxury Fashion Management and Luxury Brand Management courses.

Master the science of funnel building to grow your company online with sales funnels in this updated edition from the $100M entrepreneur and co-founder of the software company ClickFunnels.

DotCom Secrets is not just another "how-to" book on internet marketing. This book is not about getting more traffic to your website--yet the secrets you'll learn will help you to get exponentially more traffic than ever before. This book is not about increasing your conversions--yet these secrets will increase your conversions more than any headline tweak or split test you could ever hope to make.

Low traffic or low conversion rates are symptoms of a much greater problem that's a little harder to see (that's the bad news), but a lot easier to fix (that's the good news). What most businesses really have is a "funnel" problem. Your funnel is the online process that you take your potential customers through to turn them into actual customers. Everyone has a funnel (even if they don't realize it), and yours is either bringing more customers to you, or repelling them.

In this updated edition, Russell Brunson, CEO and co-founder of the multimillion-dollar software company ClickFunnels, reveals his greatest secrets to generating leads and selling products and services after running tens of thousands of his own split tests.

Stop repelling potential customers. Implement these processes, funnels, frameworks, and scripts now so you can fix your funnel, turn it into the most profitable member of your team, and grow your company online.