Measurement is at the core of empirical research in marketing because researchers need measures that faithfully represent the constructs in their theories. This 19th volume of Review of Marketing Research addresses important measurement issues to deepen readers' appreciation of the fundamental role of measurement in empirical research in marketing. Measurement in Marketing features a range of chapters from experts in the field who discuss the philosophical foundations of measurement, provide practical recommendations about measurement error and explore the latest research, offering guidance on the selection of appropriate implicit measures for capturing automatic cognitive processes. Measurement in Marketing is built to provide a state-of-the-art discussion of current topics in measurement and deepen readers' appreciation of the fundamental role of measurement in empirical research in marketing.

WINNER: CMI Management Book of the Year Awards 2015 - Innovation and Entrepreneurship Category (1st edition) Many organizations approach customer-centic marketing and innovating their business strategy in isolation to one another, missing groundbreaking opportunities for advancement. Customer Innovation, second edition, turns this on its head by starting with the customer, innovating around their needs, then building a customer led business strategy around it. It presents a well-constructed three-by-three formula of connect, convert, collaborate, laying the foundations for innovation and change, to improve the current customer journey and expand into new customer horizons. This enables new product and service development to flow with outstanding efficiency and substantial growth. Customer Innovation, second edition, includes exciting updates around co-creation and the benefits of involving customers, stakeholders and employees from the beginning. It provides guidance on using technology to reinvent traditional business models, with consumer needs at the heart. With a spectacular range of case studies, including Disney, LEGO and Johnson & Johnson, all delivered with active takeaways, this is the ultimate handbook for any leader, business or marketing strategist, ready to pave the way in a new era of customer led strategy.

Brands - corporate, products, service - today are collectively defined by their customers, deriving from personal experiences and word of mouth. This book acts as a forum for examining current and future trends in corporate branding, identity, image and reputation. Recognising the complexity and plurality at the heart of the corporate branding discipline, this book fills a gap in the literature by posing a number of original research questions on the intrinsic nature of corporate branding ideas from corporate (external) and organisation (internal) identity perspectives as they relate to brand management, corporate reputation, marketing communications, social media, smart technology, experiential and sensory marketing. It incorporates current thinking and developments by both multidisciplinary academics and practitioners, combining a comprehensive theoretical foundation with practical insights. The text will serve as an important resource for the marketing, identity and brand practitioners requiring more than anecdotal evidence on the structure and operation of stakeholders communication in different geographical areas. It determines current practices and researches in diverse areas, regions and commercial and non-commercial sectors across the world. The book provides scholars, researchers and postgraduate students in business and marketing with a comprehensive treatment of the nature of relationships between companies, brands and stakeholders in different areas and regions of the world.

Compared to 20 years ago, the jobs many people do today are increasingly characterised by low pay and insecurity, while countless others cope with workplace stress and ill-health. At the same time the consequences of our current model of economic activity are creating dangerous and critical changes in the planet's climate. Until recently debates around these two issues have had little contact with each other. This book demonstrates that there are definite and complex connections between degraded jobs and a degraded environment, that neither the dominant economic model nor the rate at which we exploit the planet's resources are sustainable and that the limits for both may be reached sooner rather than later. By bringing together insights from critical thinkers in a range of disciplines, the book discusses the requirements and characteristics for work to be at the same time economically, socially and environmentally sustainable and examines the potential for alternative routes to sustainable work in policies and actions that support both the natural environment and worker well-being. The book will be of interest to researchers, academics and students in the fields of HRM, labour studies, employment relations, sociology, environmental studies and sustainability. It is particularly relevant for those focusing on the link between labour and climate change. It is also highly relevant to policymakers, trade unions and NGOs looking at decent work and sustainability.

Condensed, easy-to-read new edition of the bestseller book. Describes the origins of ethical failure, exploring what recent research emerging from the field of experimental economics tells us about human nature. The author is highly regarded as a whistleblower who has exposed ethical failure and wrongdoing in the Australian financial services industry.

Some companies are great for customers - not only do they care but they change whole markets to work better for the customers they serve. Think of Amazon, easyJet and Sky. They make things easier and improve what really matters - obvious, surely? They have also enjoyed huge business success, growing and making plenty of money. The Customer Copernicus answers the question that follows - if it's obvious and attractive why is it so rare? And then it answers a second question, because Tesco, O2 and Wells Fargo were like this once. Why, having mastered it, would you ever stop? Because all three did, and two ended up in court. The Customer Copernicus explains how to become and how to stay customer-led. Essential reading for leaders and teams who want their organisations to stay competitive by developing a more purposeful and innovative culture.

* Essay-based format weaves together technical details and case studies to cut through complexity * Provides a strong background in business situations that companies face, to ensure that data analytics efforts are productively directed and organized * Appropriate for both business and engineering students who need to understand the data analytics lifecycle

In spite of, and because of, the attention recently paid to "big data" and the huge amount quantitative data available from online and point of sale transactions, qualitative and conceptual research is in greater demand than ever. Rather than the correlational and superficial view provided from the overflow of numerical data, qualitative and conceptual data help to make sense of what is really going on among consumers. Numerical approaches are a useful first cut at detecting changes in market patterns, but they fail to help understand the underlying and deeper meanings of these data among individual consumers, families, and consumption communities. By gathering data from observation (first hand and automated), depth interviews, projective measures, netnography, videography, qualitative marketing and consumer research help put flesh on the bones of often sterile quantitative data. This volume provides a good illustration of the sorts of insights that qualitative and conceptual analysis can provide. Using some of the latest qualitative research tools, this volume highlights insights about consumption ranging from how consumers process advertising messages, how skiers consume a ski resort, and how small retailers can combat the practice of "showrooming" by consumers comparing online prices with mobile devices to the nature of consumer "presence, rethinking the meanings of prices, and buying counterfeit luxuries with friends. These and other practices provide eye-opening insights of their own. But they also spark the imagination by demonstrating what qualitative research can do and why it is an increasingly popular set of techniques.

This book presents an in-depth study of how the drive to optimize organizational performance can be significantly improved by investigating the causal relationships between profitability, productivity, and sustainability (PPS). This is presented through an assessment of a triple combined therapy that studies the interplay between Organizational DNA, Strategic Alignments for Value, and their implications for Sustainability. Through this approach, this volume seeks to answer critical mind-searching questions and provide useful guides as to how some firms are able to sustainably create higher value or wealth, especially through corporate entrepreneurship, or via the creation of new business models than others. In tackling the three elements of profitability, productivity, and sustainability, this book also provides greater insight through an in-depth study of the pervasively unresolved and disturbing issues surrounding the prospects of increasing the chances of success for entrepreneurial start-off ventures, making it of value to researchers, academics, and students in the fields of organizational studies, strategy, and sustainability.

Exposes the insider tools used to facilitate distortion and deceit and provides practical ideas on how to fight back against each tool and how business can use alternative tactics. Offers business new insights on how to authentically build trust. Educates as well as informs - each chapter ends with what we can do, individually and in our teams, businesses and communities to fight back against deceit.

Vast markets for high-symbolic-value goods serve as an expansive worldwide arena where luxury brands and products compete for consumer attention. As global luxury markets have grown and continue to grow, uncovering successful methods for maintaining brand image and consumer desire is critical to the success of high-end brands. Global Marketing Strategies for the Promotion of Luxury Goods explores the latest promotional trends, business models, and challenges within the luxury goods market. Focusing on strategies for achieving competitive advantage, new market development, as well as the role of the media in luxury brand building, this timely reference publication is designed for use by business professionals, researchers, and graduate-level students.

* The first primer on investor stewardship, addressing both theoretical frameworks and practical considerations * Based on the renowned ICGN training course on stewardship, also developed by the authors * Includes a detailed case study on Volkswagen's 'Dieselgate' scandal, to highlight real-world corporate governance issues and inspire professionals and students to come up with their own ideas on ESG

With changing business needs and increased levels of consumer awareness concerning social and ecological issues, organisations need to realign their profitability strategies in order to demonstrate their engagement with sustainable practices. Sustainability Marketing: New directions and practices explores how an increase in customer's desire for sustainable products can form a key part of new marketing strategies. The authors shed new light on strategies that capture the benefits of sustainability from an ecological, social and profitability standpoint in business, while explaining the strategic intent required for building marketing strategies that will provide a competitive advantage. The book harnesses the Triple Bottom Line concept by highlighting the significance of developing, refining, and implementing marketing strategies with a key focus on sustainability, in order to leave a positive impact upon the planet and people. Sustainability Marketing provides solutions to scholars, marketers and decision makers aiming to gain an advantage in businesses where sustainability is increasingly prioritised.

* Provides a step-by-step and applied approach to Digital Marketing practice, preparing students for a role in industry. * Text includes exercises, checklists, further reading and, of course, an abundance of further links * New edition of a well-established text, fully updated with latest theory and practice, including new international case studies, which test students' ability to apply theory, models and good practice to real-life scenarios. * Comprehensive support material available online for both students and instructors, including links to articles and opinion pieces, PowerPoint lecturer slides, lecture videos, and questions.

This book presents real life business-to-business (B2B) branding cases. The book deploys a theoretical-practical approach, where theoretical and conceptual frameworks related to key branding topics are supported by empirical case studies. Each case helps to illustrate the framework and discuss its applicability in practice. Through the presented exploratory case studies, the authors provide fresh examples from business practice that are easy to comprehend by undergraduate students, and are easily applied by managers in the field. The book consists of three main parts, covering important aspects of B2B branding. It presents several aspects of external as well as internal branding, supplemented by novel approaches in B2B branding. In addition, the book offers examples of best practices, as well as notable mistakes made by companies involved in branding processes. Thus, it provides a holistic perspective, which will enable companies to learn not only about best practices, but also about pitfalls in the area of corporate branding. In addition to the novel practical cases, each chapter provides relevant theoretical underpinnings presented in a simple, down-to-earth manner. The book highlights recent research areas and coming trends within B2B branding. The book is suitable for everyone with an interest in B2B branding, regardless of background or previous knowledge of branding.

"In most businesses, 80% of the revenue comes from 20% of the customers. Management of these key accounts demands discipline, direction, and purpose. Account managers and salespeople must be able to identify and capture key opportunities and use a systematic approach to growing the accounts. Here's where they'll find the powerful tools, processes, and techniques to succeed. Selling to Major Accounts is full of practical, proven approaches to account management. Loaded with examples, tables, charts, checklists, and real-life case studies from the author's vast consulting experience, it shows how to: * identify the major accounts with the greatest potential * progress from vendor to strategic ally * craft account plans that are geared for action * manage the customer relationship for greater results * develop winning account strategies."

Many small business owners are trapped by industry pricing and market misconceptions, when they could be compensated for the true value of the product or service being offered. The low price they feel compelled to offer limits their ability to generate profits which, in turn, slows their response to changing customer needs. The good news is that a business can command almost any price it chooses by focusing on the value--not the cost--to the customer. Pricing for Profit shows businesspeople how to break out of the stranglehold of industry pricing and charge more for their wares (regardless of the competition) without alienating their customers. Readers will learn how to: - Quantify the value of their products or services - Distinguish between price buyers and value buyers - Bundle their offerings for competitive advantage and increased customer value - Craft a powerful marketing message that communicates value - Generate more unit sales and close more sales overall, at higher prices - Make more money with less effort Filled with easy-to-use formulas, sample scripts, clear examples, instructive exercises, and more, this accessible and practical guide is a must-read for businesspeople who want to be well-paid for the value they provide.

With the explosion of social media, as well as the increasing dependence on digital communications, the need for businesses to shift their focus from field sales to inside sales is growing exponentially today. Businesses now rely on inside sales to generate up to 50 percent of their revenue! The burgeoning demand for inside sales leaders means that the industry's top reps are being promoted and transitioned even if they are unprepared for management in the Sales 2.0 that is taking over the field.Josiane Feigon, author and pioneer of the inside sales community, recognizes that the pressure to produce can be crushing, but the guidance provided thus far has been minimal. In Smart Sales Manager, she shows readers how they can lead their inside sales squads to success--from hiring and motivating to training, coaching, and more, including:* Customer 2.0: Selling to the new elusive buyer * Tools 2.0: Choosing the best sales productivity and intelligence tools for their team * Talent 2.0: Hiring, training, and retaining inside sales superheroes * Manager's cheat sheets: Motivational strategies to salvage deals, engage employees, and boost managerial cloutThe ability to train successfully your sales teams in social selling, digital communications, and disruptive content creation is absolutely vital in today's sales environment. Complete with real-life examples and smart sales strategies, this indispensable resource will bring managers up to speed fast.

How far can government be reinvented? What is the impact of globalization on the delivery of government services around the world? This comparative book debates new managerial and policy paradigms, with a sophisticated analysis of the potential effects of the marketizing of government services. Case studies explore The US Government's National Performance Review, the relocation of Britain's Inland Revenue IT services with a US multi-national, the impact of the Europeanization of government in the EU, the implausibility of reinventing government, and the applicability of new theories of analysis.

Sales theories come and sales theories go, but nothing beats learning from the original masters. "The Giants of Sales "introduces readers to the techniques developed by four legendary sales giants, and offers concrete examples of how they still work in the 21st century. The book reveals how:

* In his quest to sell a brand new product known as the cash register, John Henry Patterson came up with a repeatable sales process tailor-made for his own sales force

* Dale Carnegie taught people how to win friends and influence customers with powerful methods that still work

* Joe Girard, listed by Guinness as the world's greatest salesman, didn't just sell cars, he sold relationships...and developed a successful referral business

* Elmer Wheeler discovered fundamental truths about persuasion by testing thousands of sales pitches on millions of people, and achieved great success in the middle of the Great Depression

Part history and part how-to, "The Giants of Sales" gives readers practical, real-world techniques based on the time-tested wisdom of true sales masters.

This helpful guide develops an effective, innovative framework for evaluating and improving the performance of any sales force. Every firm's sales force combines the distinctive personalities of its members with the complex issues of size, pay structure, incentives, performance evaluation, and effective uses of new technology. While underrepresented in most marketing texts, the success of the sales force is a major component in the overall success of most companies. The Complete Guide to Accelerating Sales Force Performance develops an effective, innovative framework for evaluating and improving the performance of any sales force. This book identifies and describes the key factors for creating a fast-track, go-to-market strategy. It's loaded with proven ideas for improving such "success drivers" as: culture sales force structure hiring sales manager selection training compensation technology sales territory design goal setting performance management Packed with valuable insights and real-life examples, The Complete Guide to Accelerating Sales Force Performance is an excellent source of practical ideas for sales and marketing managers in all industries.

Sales experts Andy Zoltners, Prabhakant Sinha, and Sally Lorimer provides you with innovative yet practical tips for success by offering solutions to many of the most common issues faced by today's sales organizations. Sales force effectiveness drives every company's success, but keeping a sales organization at the top of its game is a constant challenge. As experts in the field, the authors have helped sales leaders around the world perfect their sales strategy, operations, and execution. Drawing on their strategic insight and pragmatic advice, Building a Winning Sales Force shows you how to: assess how good their sales force really is; identify sales force improvement opportunities; implement tools and processes that have an immediate impact on sales effectiveness; attract and retain the best salespeople; design incentive compensation plans; set goals; manage sales performance; and motivate the sales force. Filled with practical advice and case studies of companies that have conquered even the most challenging obstacles, Building a Winning Sales Force will enable your team to drive sales and help your company stay competitive.

You built a business for yourself with a goal to reach new heights of success and earn a sustainable high income. However, the most important ingredient to being successful is not you, it's your team! Industry superstar Mary Christensen has revealed a plan for cultivating a community within your business that individuals will be impatient to enter, energized to participate in, and reluctant to leave In Be a Network Marketing Leader, entrepreneurs and business owners will discover how to: Create a vibrant can-do culture Build team spirit Become an influential communicator Coach instead of train Challenge team members to aim higher Embrace change to stay ahead of the game Ambitious goals require teamwork. When you focus on people ahead of products, they will contribute more and bring others into the fold--and your business will skyrocket!

In this helpful guide, you will discover ten tangible metrics C-level executives do look for, and teaches you to apply those metrics to build a case for your products and services that will unlock the door to greater sales. With budgets more stringent than ever, important purchasing decisions have moved up the ladder to the C-suite. When it comes to selling to those at the highest level, author Michael Nick has a revelation for you: ROI is no longer the key metric for making purchasing decisions. In The Key to the C-Suite, you'll learn how to: uncover key financial information on a prospect; determine a corporation's financial stability; clearly define the value of the product or service you are selling; calculate the value impact of your offerings in financial metrics; and showcase how your sales packages fit into metrics such as return on asset, return on equity, operating costs, net profit, and earnings. These days, it is crucial for sales professionals to be able to communicate the positive effect their products or services will have on a company's financial statements. The Key to the C-Suite explains how to showcase bottom-line value using individually trackable and measurable metrics that will win over companies' top decision makers.