Cybermarketing' is a no-nonsense structured guide to using the Internet for marketing and is essential reading for all marketers and managers who need to know how to use the Internet to promote and sell their product. This new edition both follows on the success of and adds significantly to the first edition by: Increasing the up to date case material Having a live Internet site to support the book Adding a collection of key URLs for market research purposes Adding a new section on marketing information systems More coverage on electronic direct and 1 to 1 marketing Covering intranets for Marcomms in more depth Building on 'Justifying the Business Case' Updated and expanded information on pricing and branding.This new edition, confirms 'Cybermarketing' as both the most comprehensive and accessible guide to the net for marketing professionals at all levels.

Getting Attention: Leading-Edge Lessons for Publicity and Marketing is a savvy and innovative guide to getting your message heard in today's dynamic and noisy markets. It's an insider's look at what works and what doesn't in the fast-paced, high-tech world of communications. You'll learn to leverage a spectrum of new and often free technologies, not only the Internet, to distinguish your product or service and reach customers and influencers. Getting Attention reveals how to tailor a message for a specific or multiple media so that it has the best chance of reaching and informing your target market. And most importantly, the book features countless guerrilla tactics for achieving the publicity and marketing results you need without spending a lot of money. You'll learn how to blend innovative and traditional promotional techniques and create programs that build customer relationships and bolster your bottom line. Gain the real-world success secrets from leading marketing visionaries from the non-profit, entertainment, government, and corporate high-tech fields. Whether you're a PTA volunteer, a manager at a start-up company, or the head of a Fortune 1,000 corporate communications department, Getting Attention can help you successfully position your product or service for success.

Essential Law for Marketers' offers clear and concise explanations of the laws that impact on the practice of marketing, advertising, sponsorship, design and public relations, providing expert guidance on crucial issues for the busy practitioner.Each chapter in the book offers, in simple English, full analysis of the law on each subject, and illuminates it with numerous examples and cases taken from current industry practice. It also offers helpful tips and suggestions for 'keeping it legal' without losing sight of the overall commercial objectives. Uniquely written from the practitioner's point of view, the text is structured to offer a complete and accessible picture of how the law can impinge on the job: 'Point of law' offers clear legal definitions or shows the generic application of a legal point in a real life context 'Law in action' outlines actual legal cases and their outcomes, with full referencing for the case available on the companion site 'Insight' offers background information, providing a broader practical or commercial context for a legal topic 'Checklist' at end of each chapter itemises the key issues to bear in mindEssential Law for Marketers covers all the key issues facing those working in the media. From making claims and statements, copyright, defamation, promotion and advertising, through to lobbying, cybermarketing and ambush marketing, it is an invaluable reference guide for anyone working within the sector. It also functions as an excellent learning resource for all marketing students who need to appreciate the legal implications of industry practice.

Search Marketing Strategies focuses on how to make the most from the search engine industry. Concentrating on the strategic element rather than the procedural approach, the author demonstrates how to adapt the tactical techniques, such as paid search, site side optimization and analytics packages, into search strategies in order to achieve marketing or corporate objectives such as branding, sales and customer acquisition.

Butterworth-Heinemann's CIM Coursebooks have been designed to match the syllabus and learning outcomes of our new qualifications and should be useful aids in helping students understand the complexities of marketing. The discussion and practical application of theories and concepts, with relevant examples and case studies, should help readers make immediate use of their knowledge and skills gained from the qualifications. Professor Keith Fletcher, Director of Education, The Chartered Institute of MarketingHere in Dubai, we have used the Butterworth-Heinemann Coursebooks in their various forms since the very beginning and have found them most useful as a source of recommended reading material as well as examination preparation. Alun Epps, CIM Centre Co-ordinator, Dubai University College, United Arab Emirates Butterworth-Heinemann's official CIM Coursebooks are the definitive companions to the CIM professional marketing qualifications. The only study materials to be endorsed by The Chartered Institute of Marketing (CIM), all content is carefully structured to match the syllabus and is written in collaboration with the CIM faculty. Each chapter is packed full of case studies, study tips and activities to test your learning and understanding as you go along.The coursebooks are the only study guide reviewed and approved by CIM (The Chartered Institute of Marketing).Each book is crammed with a range of learning objectives, cases, questions, activities, definitions, study tips and summaries to support and test your understanding of the theory.Past examination papers and examiners reports are available online to enable you to practise what has been learned and help prepare for the exam and pass first time.Extensive online materials support students and tutors at every stage.

Elsevier/Butterworth-Heinemann's 2006-2007 Official CIM Coursebook series offers you the complete package for exam success. Comprising fully updated Coursebook texts that are revised annually and independently reviewed. The only coursebooks recomended by CIM include free online access to the MarketingOnline learning interface offering everything you need to study for your CIM qualification. Carefully structured to link directly to the CIM syllabus, this Coursebook is user-friendly, interactive and relevant. Each Coursebook is accompanied by access to MARKETINGONLINE (www.marketingonline.co.uk), a unique online learning resource designed specifically for CIM students, where you can: Annotate, customise and create personally tailored notes using the electronic version of the Coursebook Search the Coursebook online for easy access to definitions and key concepts Access the glossary for a comprehensive list of marketing terms and their meanings

The world struggles with increasing threats to global sustainability, caused by population growth, overuse of fresh water resources, depletion of biodiversity, and reliance on non-renewable energy sources. There is an urgent need for an overall plan to address these challenges in a coordinated and effective manner. Whether in government, business, community or as an individual, we need to begin acting a lot smarter, faster and more collaboratively if we are going to avert the potential devastating impacts on this planet. Plan for the Planet outlines a co-ordinated approach to tackling the global challenges we face which can be implemented at every level. Using proven business management wisdom and principles, this book provides perhaps the most comprehensive and robust framework within which business, government and the community can work together to build a sustainable world. Whether you want to understand how to prepare your organisation and yourself to deal successfully with the global challenges, or seize the opportunities which are fast developing with the emergence of the sustainability revolution, you will benefit from reading this timely book.

Corporate social responsibility has gained substantial traction in recent decades but many still struggle with conveying the importance of integrating ethics and environmental and social values within the demands of a business world understandably concerned with making profit. First published in 2009 asDo the Right Thing The Practical Guide to Corporate Social Responsibility guides you through the basics, teaching how to recognise CSR benefits and put principles into practice in a business-focussed way. This new edition helps readers get to grips with improving their organisation's environmental management, sustainability, health and safety and trading ethics with straightforward guidance and tips. A newDo The Right Thing Model assists organisations with identifying risks and frames corporate social responsibility in a business context accessible to all. Features include: An updated Do the Right Thing Model aligned to the new ISO high level structure for management system standards 20 global case studies to demonstrate how the model can impact performance A corporate social responsibility policy template for your organisation's use Helpful 'Test your thinking' exercises to check your understanding and stretch your working knowledge 100 practical actions for you to start implementing today This is an essential introduction to the complex areas of corporate social responsibility that affect health and safety practitioners, environmental managers, human resources personnel and those working with quality and business assurance. It will also be critical reading for those looking to understand how CSR fits into the new high level structure of ISO 9001, ISO 14001 and ISO 45001.

Advalue is organised into four sections, according to where the advertising effect is to be seen: Company value effects Business performance effects Customer effects Brand effectsIn addition, there is a brief introductory section and each chapter is prefaced by a short executive summary describing 'the argument in brief'.The individual authors are leading experts in their fields drawn from the advertising industry, the client community and the academic world. The book is aimed both at an advertising audience and at a general business audience - spanning from Finance to Marketing - who need to tie advertising spend to tangible outcomes.

When it comes to perceptions of what is a sustainable economy and how it may be realised, companies expanding into Central and Eastern European markets face the challenge of diverse people, attitudes and history. Corporate Social Performance in Emerging Markets provides an effective tool for companies to help them engage in CSR activities and become a responsible company in CEE countries such as Poland, Hungary, the Czech Republic, Slovakia, Croatia and Slovenia. It does this by enabling them to focus on the difference of stakeholders and their attitudes to those of Western Europe. The author, Zsofia Lakatos, provides a review of the major differences between the various CEE countries, supported by interview research from leading executives in some of the blue-chip companies already operating in the region.

Corporate responsibility and sustainable development are two concepts that may be able to reconcile many of the big challenges facing the world; challenges such as tensions between respect for the natural environment, social justice, and economic development; the long view versus short-term imperatives and the competing priorities between developed and developing economies. This book explores the gaps and overlaps between corporate responsibility and sustainable development. These concerns overlap because they implicate corporate practices, state development policy challenges, the concerns and priorities of non-governmental organisations, and the potential for innovative forms of organisation to address these challenges. This collection examines these questions in terms of tensions and interdependencies, between competing claims to resources, rights and responsibilities, strategy and governance, between public and private interest, and the implications for equity and the common good over the long term. This is a valuable resource for researchers, lecturers, practitioners, postgraduate and final year undergraduates in business strategy, international business and international management, public sector policy and management, international development, political economy. It is also suitable for more specialist courses on sustainability, corporate responsibility, governance and international development.

CSR is a fragile concept if conceived only at the organizational level or driven only by leadership will. Many writers deal with aspects of social responsibility, but most deal with it as this kind of organizational and voluntary initiative. Few address the wider policy agenda. The contributors to Territories of Social Responsibility - researchers and practitioners from four continents - all participated in an international workshop co-ordinated by Patricia Almeida Ashley as part of her role as Chair in Development and Equity at the International Institute of Social Studies. They form a policy network contributing to studies on the concept of a multi-actor, multilevel and territorial approach to social responsibility and governance, oriented towards global, regional or local development and equity goals. This book introduces a new conceptual framework and promotes a research and policy agenda relating to it. A new model sees CSR embedded in institutional and legal frameworks, communicated and understood through a vector of communication and knowledge influencing situated culture and social values, and classified into three levels of ethical challenges. All of this can be expressed into the social processes of education, governance, the development of civil society, and policy making - a renovation of the existing perspectives on the concept of social responsibility. This ground breaking book integrates conceptual and empirical contributions and opens a research and policy agenda for the future. It will appeal to academics, higher level students, policy makers, and to leaders of and advisors to organizations affected by social responsibility issues.

Our world is fraught with problems that demand attention: climate change, terrorism, poverty, and injustice to name only a few. Healing the World takes the fundamental teachings of shamansaEURO"the healer of communitiesaEURO"and applies them to the problems of today, using terms and concepts that anybody, from business leaders to activists, can relate to and understand. It helps people identify their own gifts and find the pathways forward to using those gifts in the world, no matter what their occupation, civic activity, or interests.

To be of value to firms, branding must operate in the "real" world, not a theoretical one, unlocking latent commercial potential and delivering tangible business results. The imperative is to pragmatically change as you go, making simple branding changes that deliver a commercial difference. This radical new textbook combines best practice, research and theory to teach how to accelerate a firm's branding performance, without disrupting and derailing day-to-day business. It demonstrates how to make practical "best-fit" changes to a firm's branding by implementing commercially feasible branding activity to achieve commercial results. Structured around a brand transformation template, Brand Transformation demonstrates how to make pragmatic changes to branding by implementing improvements to six critical components of branding performance. The text not only presents new and different insights; importantly it contains a set of diagnostic questions, frameworks, tools and templates to design implementable changes to a firm's branding. The text includes a set of six widely occurring firm "typologies" and suggests practical immediate activity on which to base a firm's implementation plan. This text is essential reading for final year marketing undergraduates, postgraduate students of marketing, practising marketers and general managers

This book focuses on the social and environmental disclosure practices of socially responsible Chinese firms by constructing a stakeholder-driven, three-dimensional, disclosure index. It is useful for those who want to learn about corporate social responsibilities in the context of Chinese firms.

This second edition of The Management and Marketing of Services builds on the success of the first edition and now includes increased coverage of many key areas, extensive examples and case studies. This second edition looks closely at relationship marketing and public sector issues as well as providing expanded sections on: the definition of services, expectations, competitive advantage, pricing of services, segmentation/positioning of services, the service encounter and service employees. The Management and Marketing of Services is a highly accessible text ideal for practitioners and students looking for a comprehensive treatment of this subject area.

A concise yet expansive guide to the marketing strategies that lead to success in the competitive modern landscape. Masterful Marketing draws upon extensive case studies and research to provide practical guidance that will prove invaluable for any marketer, regardless of their seniority or sector. It focuses particularly on a value-based approach, providing insights that will allow the reader to recognise and effectively target the customers, platforms and approaches that will have the greatest returns. In today's marketing world, your personal brand, the relationships you build and the expertise you share has the capacity to move you from best kept secret to highly sought expert. This is mainly contingent upon the value-based marketing you create. With this book, readers will gain the combined experience and wisdom of its co-authors Alan Weiss and Lisa Larter. Alan brings his decades of experience as a consultant and entrepreneur to provide practical, motivational guidance, while Lisa brings her expertise as a digital marketer and strategist to provide fascinating research-based insights into marketing strategy. Social and technological developments have transformed both the nature and impact of marketing. Previously, large sums of money could almost guarantee that a new campaign would be noticed, or that new branding would become iconic. Yet, with the onset of social media and the downturn in traditional media avenues, the primary platforms for marketing have become democratised. While access to such platforms may be easy and often cheap, they are competitive battlegrounds in which a marketer must vie for the customer's attention with any number of distractions or competitors. Only through the value-based approaches outlined in Masterful Marketing will your marketing efforts stand out in this crowd and draw in customers.

In Entrepreneurship and Sustainability the editors and contributors challenge the notion that not-for-profit social entrepreneurship is the only sort that can lead to the alleviation of poverty. Entrepreneurship for profit is not just about the entrepreneur doing well. Entrepreneurs worldwide are leading successful for-profit ventures which contribute to poverty alleviation in their communities. With the challenge of global poverty before them, entrepreneurs continue to develop innovative, business-oriented ventures that deliver promising solutions to this complex and urgent agenda. This book explores how to bring commercial investors together with those who are best placed to reach the poorest customers. With case studies from around the World, the focus of the contributions is on the new breed of entrepreneurs who are blending a profit motive with a desire to make a difference in their communities and beyond borders. A number of the contributions here also recognize that whilst much research has been devoted to poverty alleviation in developing countries, this is only part of the story. Studies in this volume also focus upon enterprise solutions to poverty in pockets of significant deprivation in high-income countries, such as the Appalachia region of the US, in parts of Europe, and the richer Asian countries. Much has been written about the achievements of socially orientated non-profit microfinance institutions. This valuable, academically rigorous but accessible book will help academics, policy makers, and business people consider what the next generation of more commercially orientated banks for the 'bottom billion' might look like.

In our increasingly global and commercial world, where once sport would only have been seen by a few thousand on the terraces it is now watched by many millions via satellite. This mass global audience is invited not only to watch the sporting event, but also to visit the city where it takes place. Such events may help promote the host city as a tourist destination and business location. City governors are becoming increasingly aware of the possibilities of using sport as an instrument of reaching objectives of urban management. This engaging book investigates the state of the art of sports and city marketing in five European cities: Rotterdam, Barcelona, Helsinki, Manchester and Turin. In each of these cities, the book examines how sports (accommodations, clubs and events) have been made an instrument of city marketing and how the cities have attempted to maximize their potential through sports and city marketing policies. A comparison of the findings highlights the merits or disadvantages of sports clusters and strategic co-operation in sports and city marketing.

Marketing Professional Services is a uniquely focused, incisive and practical introduction to new business planning, marketing and selling skills for those in the professional services sector. It is for professionals who have to sell to professionals. Professionals of all types, from accountants and consultants to surveyors and solicitors who have trained in a specific technical skill will understand the power of good clear marketing practice reading this book. If you have to sell yourself and your service to clients this book shows you: The importance of winning new business in an increasingly competitive, deregulated market How to plan for winning new business including a full script for cold calls The techniques, skills and resources required in order to achieve your goals focusing on the three P's of Preparation, Prospection and PersistenceIndividual chapters provide you with a basic grounding in separate sales and marketing issues - from prospecting and cold canvassing to direct marketing and public relations. The book includes sample interactive conversations and provides a constant source of reference for the professional sales person. It is based on long experience of training in this sector and is a short, practical and appropriate introduction to the key concepts.

Boost sales results by zeroing in on the metrics that matter most

"Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success."
--Arthur Dorfman, National Vice President, SAP

""Cracking the Sales Management Code" is a must-read for anyone who wants to bring his or her sales management team into the 21st century."
--Mike Nathe, Senior Vice President, Essilor Laboratories of America

"The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the field--and this book tells how do to that in an easy-to-understand, actionable manner."
--Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions

"There are things that can be managed in a sales force, and there are things that cannot. Too often sales management doesn't see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results."
--John Davis, Vice President, St. Jude Medical""Cracking the Sales Management Code" is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader."
--Bob Kelly, Chairman, The Sales Management Association

"A must-read for managers who want to have a greater impact on sales force performance."
--James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University

"This book offers a solution to close the gap between sales processes and business results. It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great "
--Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories

About the Book:

There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed?

Based on extensive research into how world-class companies measure and manage their sales forces, "Cracking the Sales Management Code" is the first operating manual for sales management. In it you will discover: The five critical processes that drive sales performance How to choose the right processes for your own team The three levels of sales metrics you must collect Which metrics you can "manage" and which ones you can't How to prioritize conflicting sales objectives How to align seller activities with business results How to use CRM to improve the impact of coaching

As Neil Rackham writes in the foreword: "There's an acute shortage of good books on the specifics of sales management. "Cracking the Sales Management Code" is about the practical specifics of sales management in the new era, and it fills a void."

"Cracking the Sales Management Code" fills that void by providing foundational knowledge about how the sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don't. It will change the way you manage your sellers from day to day, as well as the results you get from year to year.

The fourth edition of this seminal text retains the clarity and simplicity of its predecessors in communicating the basic themes and principles of contemporary marketing. 'The Fundamentals and Practice of Marketing' has been substantially revised to take into account recent developments in the field - most particularly the changes wrought by new technology. It now follows a new structure and includes: * New chapters on: direct marketing, public relations; integrated marketing planning; wholesale and retail operations; relationship marketing; * Material on: services marketing, e-commerce, ethics and social responsibility, B2B marketing and external marketing environment * A range of new examples The book is accompanied by online resources for tutors which include: guidance notes on teaching methods for each chapter, case studies with suggested solutions and approaches, questions for discussion, and OHP masters.

The text is aimed at CEOs and all executive management, however the scope of the material will engage the entire organization. The authors identify the key ingredients of service excellence and show how leading companies have achieved success. Each chapter begins with a review of the key components of service excellence followed by two mini exemplar case studies that highlight how those companies have achieved success in that particular area. An introductory chapter proposes a framework based on the Unisys model that shows how companies can become customer centric, and a final chapter takes an integrative approach and features a case study from the overall winners of the Awards to highlight how this company has achieved success. An additional feature of the book is the service excellence questionnaire. Purchasers of the book are able to go online to complete the questionnaire and submit it to establish their competitive benchmark against other companies in both the same sector and across different sectors. A web site accompanies the book where updates on the category winners are featured to ensure that current information is always available.

Marketing is still widely perceived as simply the creator of wants and needs through selling and advertising and marketing theory has been criticized for not taking a more critical approach to the subject. This is because most conventional marketing thinking takes a broadly managerial perspective without reflecting on the wider societal implications of the effects of marketing activities.In response this important new book is the first text designed to raise awareness of the critical, ethical, social and methodological issues facing contemporary marketing. Uniquely it provides: The latest knowledge based on a series of major seminars in the field The insights of a leading team of international contributors with an interdisciplinary perspective. A clear map of the domain of critical marketing A rigorous analysis of the implications for future thinking and research. For faculty and upper level students and practitioners in Marketing, and those in the related areas of cultural studies and media Critical Marketing will be a major addition to the literature and the development of the subject.

In the past 10 years mobile phones have gone from being high-end gadgets only the wealthy could afford to an essential accessory, now owned by a large portion of the population of the world. The integration of the Internet, mobility and communications at the device, service and transport level has created a new set of business opportunities. Mobile marketing has become a mainstream marketing tool and marketers must now identify and reach their mobile audience. This book is designed to teach marketeers how to tap into this potential. Mobile Marketing is as different from traditional marketing as Internet marketing was, and this book outlines methods and techniques for: * Defining and implementing a wireless marketing strategy * Making sense of what can be a technically and commercially confusing industry * Providing a wealth of carefully chosen international cases and examples to demonstrate techniques in the real world Written by experienced practitioners with experience of advising major international companies on both strategy and individual campaigns in the mobile sector it is an essential guide and reference for professional marketeers.