Information technology (IT) is an essential core of the economy today. Corporations and governments worldwide rely on it to drive their core strategy and develop and execute business models. Amounting to over 3.7 trillion US dollars of worldwide spending, the growing significance of the IT industry in the global economy is now well established. Hence, it is crucial to understand the marketplace within which it exists, and this book presents a systematic analysis of the processes, techniques, and methods involved in IT sales and marketing. In Selling IT, the book: Integrates a large IT provider's selling process with the enterprise user's IT buying process to highlight the nuances of selling, marketing, and developing IT solutions that create value for customers Discusses various key concepts such as value-based IT selling, business case for IT acquisition, vendor evaluation and management, account and customer relationship management, customer segmentation, and techniques for customer acquisition and retention Analyses the challenges and opportunities involved in selling digital IT and examines the evolution of jobs and careers based on the changed IT landscape Includes lesson plans, case studies, and chapter-wise practice questions to support teaching and learning The book boasts a robust theoretical foundation supported by a clear exposition of concepts and management theories. It will be of benefit to professionals using organisation-mandated selling processes. Young executives with a technology background looking for a sales and marketing career in the IT industry can also effectively use this book. It will also be an essential read for scholars and researchers in B2B marketing, IT consulting, technology sales, and digital transformation.

This book explores the philanthropy of Brazilian elites during a key period in recent Brazilian history, from Workers Party president Lula's last term in office through to the election of far-right president Jair Bolsonaro. Against this backdrop of political upheaval, the book asks what philanthropy can reveal about the role of corporate and wealth elites in upholding the structures of socioeconomic inequality that continue to define Brazilian society. The book argues that around the world the private sector's growing engagement in international development has led to the emergence of a global philanthropic project centred on practices of "philanthrocapitalism" and "social finance," which ultimately seeks to legitimise global capitalism and the elite interests it serves. Drawing on an in-depth and wide-ranging ethnographic study among philanthropists and their advisors in over 30 Brazilian foundations and intermediary organisations, the book combines a structural critique of the capitalist ideologies underlying philanthropic practice with a robust exploration into the ways in which wealthy Brazilians appropriate philanthropy directly to legitimise elite reproduction and the accumulation of wealth. Researchers across Latin American studies, development studies and the anthropology of development will find this book a timely contribution to the under-researched areas of elite studies and the study of philanthropy.

This book provides a detailed review of the key leadership theories and skills required during times of crises and radical uncertainty, how these can be developed, and how they can be applied in practice. Written over the course of the 2020 pandemic, the book highlights the immense lack of leadership competencies required for effective leadership in times of radical uncertainty and provides in-depth insights into the capacities and skills that should be part of all leadership development. The latest leadership theories, as well as existing key styles, including mindful leadership, the neuroscience of leadership, and transpersonal and adaptive leadership, are discussed and critiqued along with their potential contribution to developing effective leaders. Each chapter concludes with a convenient executive summary and questions that can be used for teaching purposes and class discussion. This is a comprehensive book about the interdisciplinary and multifaceted requirements of leadership and how to attain those capacities to develop effective leaders. It will be valuable for advanced undergraduate as well as postgraduate courses as a foundational resource on leadership theory and its application in practice.

Introduces a leadership theory which has received limited attention outside academia. Applies a novel leadership approach as a tool for addressing a critical, global scenario. Includes the use of personal interviews of system leaders who have successfully advanced sustainability initiatives and movements will provide qualitative support for the book's theme.

The concept of value has been at the heart of marketing thought and practice. Marketers strive to develop a unique value proposition to satisfy the needs of customers in order to create a differentiated offering to targeted customers, be they end consumers or business users. It is the unique value delivered by products and services that defines firm's competitive market positioning. Recent advances in marketing theory have enhanced the interpretation of value in terms of its types, manifestations and determinants. Value in marketing is delivered to customers, stakeholders, shareholders, ecosystems and society. While the literature has been unanimously emphasizing the economic interpretation of value, measured in money terms, marketing has been at the forefront of critical thinking bringing to the fore new meanings and interpretations of value that have unlocked the psychological, emotional, social and ecological value of products and services to customers. It is the marketing thought that has extended the understanding of value-in-use and has indisputably positioned value in context. Marketing has developed the notion of value delivered by intangible assets that can create much greater value than the tangible product and/or service. Marketing has unravelled the multi-layered nature of value to the customer and thus augmented the meanings and interpretations, as well as the analytical and practical potential of this notion. Consequently, we see the need to revisit the concept of value in marketing in order to address its complexity. This book sets to provide an insight in the concept of value in marketing in its contemporary interpretation and level of development. The aim is to offer an overview of debates and developments in our understanding of value in marketing that can raise the awareness of the scholarly and business communities of its pivotal importance for businesses and consumers. Value in Marketing presents reflections and analysis of value in marketing by consecutive generations of scholars who have made theoretical contribution to the contemporary understanding of the concept, its interpretations, dimensions and importance. The chapters address various issues including: customer value development, implications, and trajectories; intra-variable and inter-variable perspectives of value; the importance of the value concept in the international marketing context; value developed in networks that is intrinsically associated with knowledge creation in the internationalization, meanings and interpretations of value in diverse contexts that help us develop further the dimensions of the concept. We trust the book will be of interest to researchers, scholars and students in the fields of marketing management and international business, and to people who wish to have a better understand what marketing really brings to consumers.

Place branding as a field of research is still in a state of infancy. This book seeks to address this, offering a theory of place branding based on the tourist experience, keeping in mind the roles of stakeholders, both public and private organisations and DMOs in managing the place brand. Place Branding: Connecting Tourist Experiences to Places seeks to build a customer-based view of place branding through focusing on the individual as a tourist who travels to undertake a memorable experience. The place is the key creator of this experience, which begins well before the travel-to and ends well after the travel-back. Individuals choose the places where to go, collect information on them, ask for advice and suggestions from fellow travellers, give feedback when they come back and talk a lot about their experience, spreading word-of-mouth. The book enables readers to understand how the tourist experience can be managed as a brand. Readers are exposed to a variety of problems, methodological approaches, and geographical areas, which allows them to adapt frames to different contexts and situations. This book is recommended reading for students and scholars of business, marketing, tourism, urban studies and public diplomacy, as well as practitioners, business consultants and people working in public administration and politics.

* A perfect guide for marketing and sustainable procurement and supply chain professionals in large companies, local authorities and governments and NGOs globally. * Can be used as a supplementary text on postgraduate and advanced undergraduate courses aimed at responsible marketing and procurement. * The book can be used internationally - ethical buying and selling behaviours are proliferating in almost all countries of the world. * Written by a leading authority on ethical consumption.

Introduces a services marketing approach to the cultural sector Practical approach focuses on managerial decisions in the arts world Incorporates examples from across the arts sector

Written by two leading authorities in sustainability, business and climate change. Learn from key organizations that are collaborating for climate change - from insurance companies, cities and open society groups. Clearly explains what works, how to address potential challenges and draws out principles that will help others from all sectors.

Includes practical organizational and economical methodologies Offers concepts of marketing and its role in business and public organization Presents marketing decisions and the need for scientific marketing analysis Provides mathematical models in marketing Illustrates sales response to advertising in presence of competition

Marketing Planning in a Total Quality Environment is a how-to book designed for the marketing practitioner. It provides detailed information on how to prepare and implement a marketing plan based in a total quality environment.For the last twenty years, the authors, as marketing practitioners and educators, have been deeply involved in the planning processes of many corporations. This book, Marketing Planning in a Total Quality Environment, is the product of what they've learned over the years from working with these diverse corporations and their executives. The authors provide readers with each step in the total quality planning process, complete with check sheets and plan formats. After readers finish the book, they can prepare a quality-driven marketing plan that will be used and followed throughout the year--instead of becoming a shelf item.This book is for you and the many other marketing professionals who are faced with one or more of these situations: You're doing a good job, but you'd like to do even better. You're spending valuable time putting out fires. You lack time to do the things that need to be done. You're always having a hard time coordinating major marketing programs. You're faced with a major discrepancy between where you are and where you'd like to be; you've got a planning gap. You realize that you've got to offer your customers more quality if you're going to be competitive in the new market environment. You'd like to have a professional annual marketing plan--one that will be well received by management and will also keep you and your staff focused throughout the year. Because each step on how to develop a marketing plan is covered, Marketing Planning in a Total Quality Environment is ideal for presidents of smaller firms, marketing directors and planners, product managers, and planning specialists. The authors include a sample fact book which can be used to store and analyze data, planning forms which help convert data into information, and marketing plan formats which ensure that the plan will get used.

Written by two leading authorities in sustainability, business and climate change. Learn from key organizations that are collaborating for climate change - from insurance companies, cities and open society groups. Clearly explains what works, how to address potential challenges and draws out principles that will help others from all sectors.

The models and frameworks described in this book have been applied successfully in practice at organizations such as Johnson & Johnson, AT&T, IBM, Facebook, Charles Schwab & Company, and Accenture. Integrating Change creates a new ontological language for understanding and transforming the three primary organizational functions of managing, leading, and integrating. The book can be used by senior leaders and students of leadership.

Going beyond the why and what of purpose-led business, this book sets out an innovative business model of how to lead and operate a company to deliver its purpose. Western capitalism is in crisis due to the growing disconnect between business and society, and there are growing calls for a shift from the primacy of shareholder value to the primacy of purpose. But there is a paucity of codified best practice for how CEOs should go about making this shift. Enter Alan Barlow: a CEO practitioner who demonstrates with analytical rigor and evidence-based argument a business model for how CEOs can actually deliver a purpose-defined company that yields both bigger benefits for society and bigger profits for the business. Current and aspiring business leaders and executives will benefit from not only this new business model but also a fully documented route map for monitoring and reviewing successful impact, and highly focused non-financial and financial metrics for benchmarking. Completing the loop for 'company purpose' means that business can become a force for good for society.

Going beyond the why and what of purpose-led business, this book sets out an innovative business model of how to lead and operate a company to deliver its purpose. Western capitalism is in crisis due to the growing disconnect between business and society, and there are growing calls for a shift from the primacy of shareholder value to the primacy of purpose. But there is a paucity of codified best practice for how CEOs should go about making this shift. Enter Alan Barlow: a CEO practitioner who demonstrates with analytical rigor and evidence-based argument a business model for how CEOs can actually deliver a purpose-defined company that yields both bigger benefits for society and bigger profits for the business. Current and aspiring business leaders and executives will benefit from not only this new business model but also a fully documented route map for monitoring and reviewing successful impact, and highly focused non-financial and financial metrics for benchmarking. Completing the loop for 'company purpose' means that business can become a force for good for society.

1. Drawing on Elaine Heumann Gurian's 50 years of experience in the museum field, this book identifies many small, subtle ways museums can become more welcoming to more - and to all. 2. The book will be an excellent companion volume to the author's 2005 title, Civilizing the Museum, and, as such, will be essential reading for anyone who enjoyed that earlier title. It will be especially interesting to academics and students engaged in the study of museums, as well as practitioners working around the world. 3. There are very few books that give a sense of what it is like to work in museums and to address the complex issues of ethical obligations and social responsibilities, while at the same time managing staff and stakeholders. There are no competing titles by anyone with Elaine's range and depth of experience.

1. Drawing on Elaine Heumann Gurian's 50 years of experience in the museum field, this book identifies many small, subtle ways museums can become more welcoming to more - and to all. 2. The book will be an excellent companion volume to the author's 2005 title, Civilizing the Museum, and, as such, will be essential reading for anyone who enjoyed that earlier title. It will be especially interesting to academics and students engaged in the study of museums, as well as practitioners working around the world. 3. There are very few books that give a sense of what it is like to work in museums and to address the complex issues of ethical obligations and social responsibilities, while at the same time managing staff and stakeholders. There are no competing titles by anyone with Elaine's range and depth of experience.

The well-ordered, fully aligned view of organization and management practice, with its unfailingly positive results, bears little relationship to the world that managers and others experience every day. This straight-line, 'do this and you'll get that' idealization is far removed from the wiggly reality. Despite this, the former continues to dominate the ways in which management is spoken about and judged in formal organizational arenas and wider society. This creates unrealistic expectations of what managers (from CEO to the front line) can sensibly achieve independently of the actions of others. Crucially, too, it distorts the ways in which they and others account formally for their actions. And so, the fantasy continues. Against this background, the book offers a radically different way of thinking about, and engaging with, the irreducible complexity of organization and management practice. Using straightforward language throughout, it sets out to help managers and others to become consciously aware of what they already know deep down about how organization works and what they - and everyone else - are actually doing in practice. It then offers a practical approach to everyday practice that takes complexity seriously. Armed with these new insights, readers will be better placed to apply their innate understanding and practical judgement to the demands that they and others face day to day. Whether these arise from their roles as managers, other practitioners, policy makers, regulatory authorities, or participants more generally.

* The real strength of the book lies in setting out an alternative vision to the current practice in economics, especially in light of the re-evaluation being forced by COVID-19 in addition to the climate crisis. * Offers an important challenge to the current corporate sustainability gospel expressed in recent books. * Written by a well-recognised commentator on the environment and economics. * The book specifically connects global environmental imperatives with their microeconomic implications for businesses and households, which makes it utterly unique.

* The real strength of the book lies in setting out an alternative vision to the current practice in economics, especially in light of the re-evaluation being forced by COVID-19 in addition to the climate crisis. * Offers an important challenge to the current corporate sustainability gospel expressed in recent books. * Written by a well-recognised commentator on the environment and economics. * The book specifically connects global environmental imperatives with their microeconomic implications for businesses and households, which makes it utterly unique.

Humanistic management has been part of a growing conversation about a different approach to management that contributes to dignity in the workplace and better organisations overall. The theoretical concepts have mostly derived from developed countries. This book seeks to redress the balance and looks at the development and application of the concepts, approaches and models of inequality, corruption, poverty, and uncertainty in the context of Latin America. The book provides a comprehensive overview of what is happening in Latin America in terms of Humanistic Management and the promotion of the Sustainable Development Goals. The first section describes the development of Humanistic Management by reviewing two different schools that have strongly influenced the discipline: the Montreal School and the Saint Gallen School. Humanistic Management is then presented as a model that can be used by scholars and practitioners in Latin America. The third part aims to explore how Humanistic Management has been, and could be, implemented across different organizations and business sectors in Latin America. Part four examines the implications of Humanistic Management for external stakeholders such as customers and consumers, suppliers, community, government, and universities. Finally, the conclusion provides new approaches to Humanistic Management for Latin America. Humanistic Management in Latin America will serve as a key reference and resource for teachers, researchers, students, experts and policy makers, who want to acquire a broad understanding of social responsibility and business across the world.

It represents the state of the art of the CSR field It publishes seminal work of prominent scholars in the field It acknowledges the multi-disciplinarily of the CSR field The proposed volume draws on the experiences and insights of a compelling team of contributors who explore a wide range of facets of the CSR debate, including past development and current trends.

Corporate Social Responsibility in the Arctic considers the new trends and frontiers of Corporate Social Responsibility (CSR) studies that are shaping the future of global business strategy and ethics. This book systematically approaches the CSR framework of internal and external factors and their impact on the social responsibility of businesses within the sensitive environment of the Arctic. It presents traditional and contemporary models of CSR through case studies of the eight Arctic nations and explores the debates concerning social responsibility and ethical dilemmas related to social and environmental aspects of business operations, society, and ecosystems. Arruda and Johannsdottir also review approaches for engaging stakeholders in social responsibility, socio-environmental standards, and sustainability, according to frameworks like the UN Sustainable Development Goals, the UN Global Compact, the OECD Guidelines for Multinational Enterprises and the Global Reporting Initiative, but also according to the new CSR strategy in the Arctic based on circular economy, blue economy, smart specialization, knowledge-intensive entrepreneurship, and new parameters of education. Overall, this book examines the ways in which the changing climate and rich natural resources of the Arctic provide unique opportunities and challenges for businesses and societies. This book will be of great interest to students and scholars of CSR, sustainable business, and business ethics.

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.

This book explores the intersection of two emergent and vibrant fields of study in international human rights law: transitional justice and corporate accountability for human rights abuses. While both have received significant academic and political attention, the potential links between them remain largely unexplored. This book addresses the normative question of how international human rights law should deal with corporate accountability and violations of economic, social and cultural rights in transitional justice processes. Drawing on the Argentinian transitional justice process, the book outlines the theoretical and practical challenges of including corporate accountability in transitional justice processes through existing mechanisms. Offering specific insights about how to deal with those challenges, it argues that consideration of the role of all actors, and the whole spectrum of human rights violated, is crucial to properly address the root causes of violence and conflict as well as to contribute to a sustainable and positive peace. This interdisciplinary book will be of interest to students and scholars of transitional justice, human rights law, corporate law and international law.