This book is concerned with the application of the behavioural sciences, notably social psychology and sociology, to the study of consumer behaviour. The emphasis throughout is on making these sciences practical for the marketing manager by focusing on those aspects of consumer behaviour which prove useful for managerial decision-making. The introduction defines the scope of the book in these terms and outlines a model for the consumer buying process. The book conlcudes with detailed models of consumer choice.

A globalization process epitomised by historically large cross-border population movements with rapidly improving networking and communication technologies, has resulted in the growth of ethnic diversity across newly industrialised economies. Instead of adapting to a dominant, host country culture, many ethnic minorities seek to preserve their identities, both as diasporic communities and within their adopted countries. For marketers it has been recognised as crucial to understand the unique needs of these individuals and to develop superior marketing strategies that meet their preferences. Ethnic Marketing shows the rich opportunities that ethnic minority communities have to offer, as well as offering instruction on the design and implementation of effective social and business marketing strategies. The text offers practical guidance on assessing the needs of individual ethnic communities and a guide to marketing to these communities within various countries. Since the publication of Pires' and Stanton's 2005 book there has been continuing changes in the political, social and economic environment in many countries which have growing ethnic minorities. Incorporating new research across disciplines on the marketing relevance of ethnic minorities, this book also integrates contributions and excerpts from in-depth interviews conducted with leading marketing experts, whose views and insights stimulate discussion and result in in an invaluable guide to best practice in ethnic marketing across the world, plus expert insights into the future of this dynamic area. This is an excellent resource for researchers and advanced marketing students taking both postgraduate and undergraduate courses in marketing management or strategy, as well as government, marketing practitioners and businesses seeking ways to reach ethnic communities.

Market Management and Business Development in Projects is a guide to the theory of marketing and selling projects in business, a process termed business development. Successfully marketing and selling a project to investors is so crucial an element of project management that it dictates whether the project is funded, and as a result, whether it can go ahead. But marketing and promotion are often not part of the competent project manager's skills set. Moreover, most books available are limited to the selling of construction projects, leading to potential blind spots in this area for students, specialists and practitioners which have potential to threaten the success of real-life projects on the ground. This book is the first of its kind to provide a set of key principles and guidelines to marketing all types of projects to all types of customers, both B2B and B2C, setting out a range of theoretical developments and applying them throughout to practical scenarios and cases to link theory to practice. Smyth structures his guide around three stages in the process of marketing a project: corporate management, business development and project execution.This provides guidance through every stage of a project, from its inception all the way through to its launch to market. This book is valuable reading for all students and specialists in project management, as well as project managers in business, management, the built environment, or indeed any industry.

Market Management and Business Development in Projects is a guide to the theory of marketing and selling projects in business, a process termed business development. Successfully marketing and selling a project to investors is so crucial an element of project management that it dictates whether the project is funded, and as a result, whether it can go ahead. But marketing and promotion are often not part of the competent project manager's skills set. Moreover, most books available are limited to the selling of construction projects, leading to potential blind spots in this area for students, specialists and practitioners which have potential to threaten the success of real-life projects on the ground. This book is the first of its kind to provide a set of key principles and guidelines to marketing all types of projects to all types of customers, both B2B and B2C, setting out a range of theoretical developments and applying them throughout to practical scenarios and cases to link theory to practice. Smyth structures his guide around three stages in the process of marketing a project: corporate management, business development and project execution.This provides guidance through every stage of a project, from its inception all the way through to its launch to market. This book is valuable reading for all students and specialists in project management, as well as project managers in business, management, the built environment, or indeed any industry.

Social Marketing shows how marketing techniques can be used to social ends and tackle the immense challenges humankind faces. Social inequalities have driven popular revolts, from Black Lives Matter to Brexit; the climate is in crisis; and COVID-19 has highlighted power imbalances across the globe. In these turbulent times, this 4th edition will arm you with: Fresh content on climate breakdown, inequality and diversity, public health and poverty The critical capacity to analyse the origins, workings, and future of our economic system Contemporary case studies from around the world demonstrating how change happens Reflective questions and critical thinking tasks to aid understanding This popular introductory textbook has been fully updated to enable you to challenge the bad, champion the good and enact meaningful change. If you already have marketing know-how then it will help you apply this in a health, social and ecological context. If you come from a social science, public health, or ecological background, and have little knowledge of marketing, it will introduce you to its key principles and give you the chance to apply these ideas in familiar settings.

Territorial Development and Action Research examines the role of action research within fields such as territorial development and innovation. Most researchers analyse these fields from the outside, developing a theoretical understanding of what should be done, but not of how to do it. Based on their own experience of territorial development processes from the inside out, James Karlsen and Miren Larrea argue that filling the gap regarding social relations in the innovation process makes it possible for researchers to engage in the processes taking place in the territory, thereby revealing how to make things work. This book will help researchers face the pressure to engage and play a useful role in the development of their host regions. It will help policy makers to continuously learn and redefine policy approaches and bring about collaboration through networks, programs and projects where researchers and practitioners in regional, local and urban development work together to construct territorial development. Readers will acquire a better understanding of micro-territorial development processes and the roles played by individuals and coalitions in endogenous development processes.

* Unlike the competing texts, this takes a truly global perspective, full of real-life case studies from a broad range of regions and organizations, which bring the in-depth theory to life * The new edition features new and updated case studies, new coverage of non-profit and government marketing, online marketing, ethics and corporate social responsibility * The text itself is structured around pedagogy designed to facilitate learning, including chapter review questions, case studies with follow-up questions, and a rich collection of diagrams and figures * Supplemented by extensive online resources

This work explores the development in Japan throughout the 20th century of marketing, consumption and marketing thought. It shows how Japan had a long established indigenous tradition of marketing thought, separate from Western marketing thought, and discusses how Japanese marketing thought was applied in the form of new marketing activities, which, responding to changing patterns of consumption, contributed considerably to Japan's economic success. The book concludes with a discussion of how Japanese marketing and marketing thought are likely to develop at a time when globalization and international marketing are having an increasing impact in Japan.

NATIONAL BESTSELLER ** USA Today Bestseller ** Los Angeles Times Bestseller ** Wall Street Journal Bestseller

A lively and practical guide on how to sell anything and achieve long-term success in business.

Ryan Serhant was a shy, jobless hand model when he entered the real estate business in 2008 at a time the country was on the verge of economic collapse. Just nine years later, he has emerged as one of the top realtors in the world and an authority on the art of selling. Sell It Like Serhant is a smart, at times hilarious, and always essential playbook to build confidence, generate results, and sell just about anything. You'll find tips on:

• The Seven Stages of Selling
• How to Find Your Hook
• Negotiating Like A BOSS
• How to Be a Time Manager, Not a Time Stealer
• And Much More!

In Obstructive Marketing, Maitland Hyslop deals with a very negative kind of activity which embraces activities, legal or otherwise, designed to prevent or restrict the distribution of a product or service, temporarily or permanently, against the wishes of the product manufacturer, service provider or customer. When the author defined this phenomenon as Obstructive Marketing and started to research it more than a decade ago, it was seen as a valid concept that was perhaps ahead of its time. The World has moved on and in the era of globalization a study of this negative aspect of marketing is now required. Obstructive Marketing is now seen as the business equivalent of asymmetric warfare, which is increasingly understood because the rise of the South and East at the expense of the North and West has brought some Obstructive Marketing stratagems into sharp focus. Using the author's own research, this book explains what Obstructive Marketing is and why it is not called Anti-Marketing. The author explains who practises Obstructive Marketing, where, when and how; and why businesses are particularly vulnerable when entering new markets and engaging in change and innovation. Intriguing concepts such as cultural risk are illuminated along with formal links between Obstructive Marketing, asymmetric warfare and terrorism. This all leads to identification of the need for a strong Government/Business partnership to counter the effects of this darkest kind of marketing.

This book focuses on general developments in the service sector and their consequences for the competitiveness of EU countries. It aims to identify factors that influence the competitive advantage of the service sector. The book is an outcome of a research project carried out at the World Economy Research Institute, Warsaw School of Economics. The research results presented in this book allow concluding that Europe needs to support services and innovation in the service sector in order to enhance growth and competitiveness across the EU.

New edition of an established, well-liked core textbook Lively, direct, accessible style and rich range of practitioner insights and real life cases bring learning to life Excellent clear structure that leads the student through introductory macro understanding and theory, through cultural pespectives, through to strategy, functions, and finally, the future Enriched with a range of support materials for both tutors and students

Marketing is among the most powerful cultural forces at work in the contemporary world, affecting not merely consumer behaviour, but almost every aspect of human behaviour. While the potential for marketing both to promote and threaten societal well-being has been a perennial focus of inquiry, the current global intellectual and political climate has lent this topic extra gravitas. Through original research and scholarship from the influential Mendoza School of Business, this book looks at marketing's ramifications far beyond simple economic exchange. It addresses four major topic areas: societal aspects of marketing and consumption; the social and ethical thought; sustainability; and public policy issues, in order to explore the wider relationship of marketing within the ethical and moral economy and its implications for the common good. By bringing together the wide-ranging and interdisciplinary contributions, it provides a uniquely comprehensive and challenging exploration of some of the most pressing themes for business and society today.

This book should be viewed as a primer for any new or aspiring CMO, C-suite peer to marketing, or marketer looking to 'up their game', and as such it provides a range of ideas, concepts, approaches and considerations from a wide range of CMOs who are driving significant transformation within their organizations. The chief marketing officer is arguably the least understood role in the C-suite by both the outside world and internal audiences. Job specifications differ widely - much more than for the chief executive officer (CEO), chief financial officer (CFO), or chief talent officer. This book helps to define parameters for both B2C and B2B marketers and points to some game-changing strategies designed to lead change and deliver success. Following the success of her first book, The Changing MO of the CMO, MaryLee Sachs has drawn on her research and interviews with some of the most inventive new CMOs from companies in established and emerging markets. What the New Breed of CMOs Know that You Don't speaks to the future of marketing, the strategic value of the function and the role of the CMO.

The UN Sustainable Development Goals, an increasing interest in Environmental, Social and Governance factors, the climate crisis, stakeholder pressure, the lessons of corporate scandals and the COVID-19 pandemic have triggered a massive change in how companies approach finance and accounting practices. From being a 'nice-to-have' to becoming a 'must-have', Responsible Finance and Accounting positions itself as a key pillar in tomorrow's better world for business, society, and planet. In this book, leading researchers and practitioners in the field of CSR, from the schools and corporate partners of the Council on Business & Society, give you key insights into green finance and social and environmental reporting, national, international and corporate stakes in green taxonomy and carbon tax, and triple capital accounting. It also details how to model effective and low-cost social impact reporting, ethics in finance and accounting, and strategies for microfinance and finance-related social innovation. Each insight is accompanied by key takeaways, food for thought and micro-case study sections. This accessible book will be a valuable resource for scholars, instructors and upper-level students across finance and accounting as well as corporate social responsibility and business ethics. It will also serve as a guide for professionals aiming to deepen their understanding of new finance and accounting practice.

* Strategic approach - from goal-setting and planning to implementation and control * Depth and breadth - substantial enough for any undergraduate or graduate course * Cutting-edge - completely new cases and examples, and new material on e-marketing and technology

* Helps business to set out a clear plan to deliver a carbon reduction plan. * Provide lessons-learned and real-life case studies. * Presents the issues around developing a business climate action plan in an entertaining and engaging way.

Twenty first century, flexible capitalism creates new demands for those who work to acknowledge that all aspects of their lives have come to be seen as performance related, and consequently of interest to those who employ them (or fire them). At the start of the 21st century we can identify, borrowing from Max Weber, new work ethics that provide novel ethically slanted maxims for the conduct of a life, and which suggest that the cultivation of the self as an enterprise is the life-long activity that should give meaning, purpose and direction to a life. The book provides an innovative theoretical and methodological approach that draws on the problematising critique of Michel Foucault, the sociological imagination of Zygmunt Bauman and the work influenced by these authors in social theory and social research in the last three decades. The author takes seriously the ambivalence and irony that marks many people's experience of their working lives, and the demands of work at the start of the 21st century. The book makes an important contribution to the continuing debate about the nature of work related identities and the consequences of the intensification of the work regimes in which these identities are performed and regulated. In a post global financial crisis (GFC) world of sovereign debt, austerity and recession the author's analysis focuses academic and professional interest on neo-liberal injunctions to imagine ourselves as an enterprise, and to reap the rewards and carry the costs of the conduct of this enterprise.

* Fills a gap in the current Business and Management literature by addressing the relationship between a brand's visual identity and their stakeholders. * Combines a literature-based and theoretical approach with real life case studies from a broad range of industries. * Covers the full process of corporate brand design management, making the book suitable recommended reading for a broad range of modules and disciplines.

New edition of an established, well-liked core textbook Lively, direct, accessible style and rich range of practitioner insights and real life cases bring learning to life Excellent clear structure that leads the student through introductory macro understanding and theory, through cultural pespectives, through to strategy, functions, and finally, the future Enriched with a range of support materials for both tutors and students

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

Scientific knowledge and practical advice are combined in this book. Leading scientists present their latest research results in the area of product and price bundling, with respect to optimization as well as to behavioral bundling approaches. In addition the reader will learn how to implement bundling strategies and how to set up a bundling concept. He will find a thorough explanation of the value that bundling has for improving a company`s profit and sales.

1. Systematically addresses the crucial elements of ship management from both theoretical and practical perspectives to convey the broad range of knowledge and skills required. 2. Relevant to all managers of ships worldwide, as well as investors, lawyers and insurers. Also valuable for scholars, teachers and researchers dealing with the global shipping industry. 3. By far the most up-to-date and thorough book on the subject, combining the author's academic rigour with extensive professional experience.

This is a book that goes beyond the academic look at sales management and delves deeply into real-world leadership. Leading Beyond the Ordinary captures and distills the essence of sales leadership into an easy-to-read tool for developing and honing the skills needed to avoid the mediocre and achieve the extraordinary. A must read for every sales manager. L. Ross Van Houten, J.D., M.B.A., CFP(r); President and CEO, Freedom Cove Wealth Advisors I have had the privilege to work with Joe and to see the management and leadership skills captured in this book in effective operation; he preaches what he practices. Leading Beyond the Ordinary is a must read for those aspiring to grow as managers and leaders. Jerry Stone, CFP(r); Managing Director Stone Consulting,