* 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

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 illuminating and practical collection of essays addresses the increasingly important topics of corporate ethics, social responsibility, and sustainability in the context of effective global business strategies. Instead of condemning business, or exhorting corporate leaders to "do good," the authors deal with the "hot button" issues of our time in a cool and rational manner, seeing them as opportunities rather than as problems. As the authors illustrate, there is no necessary trade-off between business leaders doing the right thing, on one hand, and the profitable thing, on the other. They demonstrate that ethics is not peripheral, or in addition to, the central concerns of business. To the contrary, ethics and good citizenship are at the heart of all good business strategies, decisions, and organizational cultures. These essays offer useful examples of how executives can create strategies and cultures that are, both and at the same time, ethical and effective--the essence of GOOD BUSINESS. A PUBLICATION OF THE INSTITUTE FOR ENTERPRISE ETHICS Daniels College of Business, University of Denver

Organizing for Resilience provides a fresh and novel insight into research on how leaders can prepare their organizations to face up to shocks and disruptions in a turbulent and unpredictable world. It provides an analysis of the topic of organizational resilience in a comprehensive and integrative way, with fresh theoretical and research implications as well as important implications for leaders. The first book to synthesize themes from across a spectrum of resilience using the metaphor of a 'resilience landscape', chapters in Part I are devoted to five analytical levels: individual level resilience; small firms in which major disruption can threaten survival; large firms with disruptions in one part of the organization; large firms facing enterprise-wide disruption; and disruption to a complete community or economic ecosystem of individuals and organizations. Cases and practice insights are presented to bring the topics to life, allowing reflection and debate at each level. In Part II, the construct of the 'resilience landscape' is developed, along with a discussion on leadership for resilience by instilling a resilience mind-set and developing capabilities in relational resilience. The book is ideally suited to bachelor's and master's degree courses on strategy, organizational behaviour and leadership. PhD and DBA researchers in the field of resilience and strategy will also find the book useful, as will practising consultants and business leaders.

This book brings together and analyzes the role that emotion plays in the way companies connect with customers, develop new products, improve their strategic positioning, and increase their brand recognition.

Wicked World advocates the need to acknowledge the complex contexts in which managers, professionals and policymakers operate. Conventional tools do not serve us well in these new contexts and regularly aggravate the situation. This book offers a systemic perspective in exploring complex challenges and a sensemaking framework to deal with interconnected, persistent problems. Looking beyond the problem; seeking deeper patterns and linkages to other problems; realizing that cause and effect may not be obvious or close by; and that small changes can have major impacts...these are essential steps in operating in a wicked world. It is time for new perceptions and concepts that can support us. Systems and complexity theories are a starting point for this book. A comprehensive sensemaking framework can guide us in dealing with challenges such as digitalization and robotization impacting businesses, institutions, homes and society as a whole; social inequity and polarizing discourses; obesity, burn-out and cybersecurity. The first step is to become 'systems savvy' - Wicked World takes you on this journey.

We live in a behavior economy, an environment in which people no longer engage with companies just by purchasing things, but they seek engagement with services that allow them to behave, to leave a mark, and to participate in the community of others. The economic model promoted by the behavior economy is a model where behavior is the only goal of our actions, and where intrinsic motivation is the key to participation, engagement, and the satisfaction of multiple dimensions of value. Value Creation and the Internet of Things describes value delivery and consumption, and the mechanisms by which new value is captured and created, in enterprises dedicated to competing and prospering in this new environment. This book is significant in the context of the Internet of Things becoming mainstream, forcing organizations to re-examine their value creation methodologies in light of new consumer behavior and expectations. The Internet of Things will reframe the existence of the ones enriched by it. It will do so not because it can, but because our motivation will demand it. This is a book about reframing reality for new and incumbent organizations. The reality to reframe is not an imaginary one, but the immediate reality in which one operates: the behavior economy.

There are many studies confirming the relationship between financial systems and economic development, but there are few which examine the degree to which financial systems a) impact the quality of information, b) influence sound corporate governance, c) ensure effective mechanisms of risk management, d) mobilize savings and f) facilitate trade. In the context of sustainability, there should also be a line of inquiry into how a particular financial system influences the assurance and implementation of sustainable development principles and goals. This book delivers a methodological approach to designing and assessing sustainable financial systems. It provides an original contribution by prioritizing ESG factors in the decision-making process of financial institutions and identifying their impact on sustainable financial systems. The author argues that to achieve financial stability, it is necessary to have in place mechanisms designed to prevent financial problems from becoming systemic and/or threatening the stability of the financial and economic system, while maintaining (or not undermining) the economy's ability to sustain growth and perform its other functions. The book primarily takes a simulation and experimental approach. It is the first book to take such a comprehensive look at sustainable financial systems as opposed to sustainable finance in general. It will appeal to academics, students and researchers in the fields of economics, finance and banking, business, management and political and social sciences.

*SHORT-LISTED FOR THE BUSINESS BOOK AWARDS 2020!* Are you a Customer Success Executive or making your way up the Customer Success ladder? Do you want to transform churn into maximum recurring revenue and growth? Are you looking for a clear route to an established framework? Are you determined to be proactive, rather than constantly firefighting, with your customers? Is your company invested in or implementing a customer-focused philosophy? If you answered yes to any of these questions, this book is for you! Customer Success is an emerging discipline for professionals pioneering revenue growth through customer relationships, outcomes, trust, loyalty, retention and referrals. The Customer Success Pioneer is a practical handbook for creating a best-in-practice Customer Success function from the ground up. It will help you ensure that your existing portfolio of customers become successful partners - delighted, committed and renewing - by putting in place processes that will work across your portfolio and into the future. This book will help you find the essential frameworks to maximise customer retention, recurring revenue and growth, build a productive and balanced team and excel as a Customer Success professional.

The field of marketing and management has undergone immense changes over the past decade. These dynamic changes are driving an increasing need for data analysis using quantitative modelling. Problem solving using the quantitative approach and other models has always been a hot topic in the fields of marketing and management. Quantitative modelling seems admirably suited to help managers in their strategic decision making on operations management issues. In social sciences, quantitative research refers to the systematic empirical investigation of social phenomena via statistical, mathematical or computational techniques.The first edition of 'Quantitative Modelling in Marketing and Management' focused on the description and applications of many quantitative modelling approaches applied to marketing and management. The topics ranged from fuzzy logic and logical discriminant models to growth models and k-clique models.The second edition follows the thread of the first one by covering a myriad of techniques and applications in the areas of statistical, computer, mathematical as well as other novel nomothetic methods. It greatly reinforces the areas of computer, mathematical and other modeling tools that are designed to bring a level of awareness and knowledge among academics and researchers in marketing and management, so that there is an increase in the application of these new approaches that will be embedded in future scholarly output.

If you believe that the answer no is but a request for more information and understand that the best closing questions are rhetorical, you understand the basic art of sales. If you can teach that art to others, you have the makings of a good sales manager. But not all good sales managers are equal; some are forward thinking enough to be good leaders as well as managers. To be a leader you have to see failures as opportunities to learn and you have to understand the best way to respond to any challenge is to anticipate it before it arrives.

In The Art of Mastering Sales Management, Thomas Cook shares the proven practices and principles of good salesmanship that have made him a highly successful businessman and one of the most sought-after sales trainers in the world today. Written for those managers and executives who want to elevate the performance of their entire teams in this age of globalization and minimal margins, the book provides core lessons supported with cases studies garnered during the author s 35 years of hands-on experience over a diversity of businesses. This engaging and timely volume:

• Explores the current world events that are changing the art of selling
• Provides proven strategies, techniques, and tips for higher-end sales personnel and those who manage them
• Looks at ways to provide exemplary leadership during uncertain times
• Offers a daily regimen that will turn success into the result of practiced habit

Change has become an absolute constant in the business world. That s good news for those who are prepared to respond rather than merely react. The Art of Mastering Sales Management, will helps become a creative problem-solver. Heed its advice and turn your sales people from common employees into contributing committed stakeholders.

Learn how to create effective digital marketing campaigns, analyze competitor behaviour and conduct digital marketing in a responsible and accountable way with this real-life focussed and streamlined textbook. Digital Marketing in Practice balances step-by-step practical coverage with academic theoretical context throughout to offer a definitive and easy-to-understand resource. Exploring key definitions and best-practice for tools, channels and platforms including SEO, social media marketing, email marketing and online advertising, it shows how to create plans and set objectives, design digital marketing campaigns and evaluate their success for improvement. Digital Marketing in Practice also describes how to incorporate accountability, inclusivity and meaningful sustainability messaging, a focus lacking from many other texts. Featuring interviews with industry professionals and case study examples from a range of brands including Adidas, Nielsen and The Eden Project, it also contains how-to guides, checklists and critical thought pieces. Supported by online resources consisting of lecture slides, group activities, worksheets and further resource links, it is an indispensable text to equip students with the tools to develop and implement successful digital marketing.

The second volume as part of a new series which is set to define the emerging transdisciplinary field of Workplace Management Truly interdisciplinary and international chapters and authors, the book will appeal to those in real estate, planning, architecture, business, management, facilities management, economics, law, sociology, psychology No other book presents this breadth of interdisciplinary content on Workplace Management

To fully comprehend corporate social responsibility (CSR), corporations must understand the many-sided nature of CSR. This book provides insight into the theoretical foundation, beliefs, and expectations of the multiple stakeholders; the governance of CSR commitment; and corporations' strategies associated with the design, development, implementation and communication strategies for CSR through the case study on Malaysia. The book also explains why corporations should pursue a dual economic and social function and why it being critical to an organisation's success. It also describes the CSR trends and influences such as sustainability and globalisation on the future of CSR.

Wicked World advocates the need to acknowledge the complex contexts in which managers, professionals and policymakers operate. Conventional tools do not serve us well in these new contexts and regularly aggravate the situation. This book offers a systemic perspective in exploring complex challenges and a sensemaking framework to deal with interconnected, persistent problems. Looking beyond the problem; seeking deeper patterns and linkages to other problems; realizing that cause and effect may not be obvious or close by; and that small changes can have major impacts...these are essential steps in operating in a wicked world. It is time for new perceptions and concepts that can support us. Systems and complexity theories are a starting point for this book. A comprehensive sensemaking framework can guide us in dealing with challenges such as digitalization and robotization impacting businesses, institutions, homes and society as a whole; social inequity and polarizing discourses; obesity, burn-out and cybersecurity. The first step is to become 'systems savvy' - Wicked World takes you on this journey.

Demonstrating how a university can, in a very practical and pragmatic way, be re-envisioned through a transdisciplinary informed frame, this book shows how through an open and collegiate spirit of inquiry the most pressing and multifaceted issue of contemporary societal (un)sustainability can be addressed and understood in a way that transcends narrow disciplinary work. It also provides a practical exemplar of how far more meaningful deliberation, understandings and options for action in relation to contemporary sustainability-related crises can emerge than could otherwise be achieved. Indeed it helps demonstrate how only through a transdisciplinary ethos and approach can real progress be achieved. The fact that this can be done in parallel to (or perhaps underneath) the day-to-day business of the university serves to highlight how even micro seed initiatives can further the process of breaking down silos and reuniting C.P. Snow's 'two cultures' after some four centuries of the relentless project of modernity. While much has been written and talked about with respect to both sustainability and transdisciplinarity, this book offers a pragmatic example which hopefully will signpost the ways others can, will and indeed must follow in our common quest for real progress.

The true secret to success in sales is caring. Caring for others, caring for results, caring for growth. Those who care the most, sell the most. Really Care For Them is for those who want to learn to do sales the right way with the most success as fast as possible. It helps readers escape adversarial, competitive, self-destructive sales behavior by developing a collaborative, trust-based approach to selling in a way that builds value and trust. Many sales books teach what to do, Really Care For Them teaches how to do it. Everyone can learn skills and scripts; the real differentiator is the salesperson and how they sell. Packed with only the most important information, behaviors, and characteristics that enable personal and professional growth, Really Care For Them is the first book every salesperson needs to read. It demonstrates what the top performers do in an accessible, easy to understand format and makes it easier to learn to sell without reading tons of extra words, boring theories, and outdated ideas. Really Care For Them inspires growth, creativity, compassion, accountability, and courage.

'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 Marketing 'Here 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. Now in full colour and a new student friendly format, key information is easy to locate on each page. 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. Based on an understanding of student and tutor needs gained in extensive research, brand new online materials have been designed specifically for CIM students and created exclusively for Butterworth-Heinemann. Check out exam dates on the Online Calendar, see syllabus links for each course, and access extra mini case studies to cement your understanding. Explore marketingonline.co.uk and access online versions of the coursebooks and further reading from Elsevier and Butterworth-Heinemann. INTERACTIVE, FLEXIBLE, ACCESSIBLE ANY TIME, ANY PLACE www.marketingonline.co.uk

A smart guide on effective target market selection and segmentation success! Market segmentation is a main aspect of effective business strategy. However implementation is often difficult and ultimately unsuccessful. Market Segmentation Success: Making It Happen! offers a solid review of the concepts of market segmentation and target market selection, as well as clearly explaining how to create market segments, how to select which customers to target, what problems will be encountered, and how to best overcome these challenges to success. Marketing experts Sally Dibb and Lyndon Simkin use their consultancy-inspired guidance in this easy-to-read text that provides best practice processes, detailed illustrations, and helpful real-world case examples. Market Segmentation Success: Making It Happen! explores the principles and foundations of segmentation, types of problems reported by practitioners, and offers strategies for solving them. The importance of understanding the customeris discussed at length, along with contrasting approaches to conducting quantitative, qualitative, Greenfield, or evolution segmentation. The authors discuss in detail how to identify, diagnose, and treat segmentation blockers and provide 30 rules for segmentation success. This how-to guidebook shows students, beginners, and even the more seasoned professionals how to improve their efforts for success. The book includes numerous figures and tables to clearly illustrate concepts and present data. Each chapter in Market Segmentation Success: Making It Happen! includes: Aims and Intentions Introduction Topic discussion Summary Market Segmentation Success: Making It Happen! is an invaluable resource for businesspractitioners, consultants, educators, and MBA students working on marketing strategy, marketing management, and marketing operations.

In this smart, practical, and research-based guide, Harvard Business School professor Frank Cespedes offers essential sales strategies for a world that never stops changing.

The rise of e-commerce. Big data. AI. Given these trends (and many others), there's no doubt that sales is changing. But much of the current conventional wisdom is misleading and not supported by empirical data.

If you as a manager fail to separate fact from hype, you will make decisions based on faulty assumptions and, in a competitive market, eventually fall behind those with a keener grasp of the current selling environment.

In this no-nonsense book, sales expert and Harvard Business School professor Frank Cespedes provides sales managers and executives with the tools they need to separate the signal from the noise. These include how to:

• Hire and deploy the right talent
• Pay and incentivize your sales force
• Improve ROI from your training programs
• Create a comprehensive sales model
• Set and test the right prices
• Build and manage a multichannel approach

As the era of ever expanding markets and ample resources ends, governments and business will have to behave differently. The world is facing weak economic growth, limits to affordable resources and increasing concerns about environmental consequences. During the boom times, governments championed de-regulation and business responded by adopting an anything-goes attitude. In these straitened times, strategic analysis has to engage with the challenges that society faces to create resilient corporations fit for the 21st century. In Corporate Strategy in the Age of Responsibility, Peter McManners, who has for nine years run strategy workshops on the Henley MBA focusing on the global business environment, sets about providing a strategic framework for navigating the new economic environment. Chief Sustainability Officers (CSOs) now exist, but they struggle to find the strategic rationale for the improvements they champion. The author argues that their good intentions often lack traction, partly because others in management don't get it, but also because they are not ambitious enough. The book is not about preaching semi-charitable behaviour or how to enhance the reputation of the corporation instead it is about surviving and thriving in a challenging and changing environment. A corporate audience familiar with strategy books will relate to this book, but will find it steers them towards radically new strategic thinking suitable for a turbulent period of transition.

Do you know how to turn the attention your content receives into profit? With a meaningful content marketing strategy, you can. An organization's content communicates everything to consumers. Content marketing is one of the most important pieces of the marketing plan, but many businesses do not take approach it strategically. As Chief Strategy Advisor for the Content Marketing Institute and CEO and Chief Strategy Officer for The Content Advisory, Robert Rose helps transform brands by honing their content marketing. In this book, he walks readers through his scalable, strategic approach. Content Marketing Strategy explains what top brands are doing to streamline their content and how marketing strategists can scale their methods to create business success. The chapters cover stacking a team, working with marketing and branding professionals on a consistent tone and message, setting meaningful goals for the content strategy, implementing it, and measuring the resulting outcomes. Filled with compelling examples from leaders in content marketing, including Red Bull, Cleveland Clinics, Amazon, and Arrow Electronic, the book offers a new model that will transform and optimize your content marketing.

Social marketing is an exciting new field of study that promises much to help alleviate many dilemmas of the human condition. It may be associated with any social project undertaken where human interests (short and long term) override commercial ones. The Promise of Social Marketing examines the potential of this new field to help address effectively local and global issues that most nations are grappling with. It clarifies the history, philosophies, disciplines and techniques associated with best practice and highlights the need to engage with this field to help develop it further, so as to benefit humanity as a whole. There is an ongoing debate about the nature of marketing and whether it is able to fulfill or adapt to both commercial and social objectives. The unifying view is that marketing is a tool that can be used for individual, organizational or social benefits, and the aim of this book is to introduce the reader to an approach that is developing into a promising and rich new science, currently known as Social Marketing. It is a tool that brings hope to improving the world for good. The book guides the reader, step by step, demonstrating how this promising area can be applied to aims as diverse as HIV/AIDS prevention, responsible (global) citizenship, conflict resolution or the promotion of a worthwhile education. It will be of interest to not only those who study marketing, management, business ethics, education and public policy but anybody who's interest is in improving the human condition.

Women and Sustainability in Business: A Global Perspective, brings together original research from a dozen countries, concerning the issues and challenges facing women in sustainable business. This is a recurrent topic among researchers, regulators, companies and rating agencies. Governments pay special attention to how women impact the economy when shaping their strategies on economic sustainability. Women's contribution to business is fundamental to creating a sustainable economy, such that businesses try to strengthen 'women's presence' within their organisations, especially on their boards. Today, sustainable companies cannot survive without strategies involving women. Stakeholders, regulators, NGOs and rating agencies track both women-focused strategies and the corporate sustainability reports of companies. Well-designed strategies for women workers help companies to develop their financial and social sustainability initiatives progressively. This book analyses the practice of women in sustainable business, in terms of company performance, social responsibility, board management, entrepreneurship, employment, education, management, social sustainability, environmental politics and technology, from a wide range of diverse, regional perspectives and highlights the differences between the underdeveloped, developing and developed world.

How do we advance? As individuals, families, and businesses? As societies, nations, and a species? In a world where it's said there is nothing new under the sun, we humans are remarkably resourceful at creating new things. The key to innovation is understanding, but not just by using facts, data, and casual observations. Progress demands the profound and useful understanding of a person or a thing, a situation or an issue. And profound and useful understanding that truly effects change is that most elusive of phenomena: insight. How To Be Insightful provides a novel and deeply practical framework that anyone can use to generate more powerful and impactful insights from the increasing volumes of data we all face every day, whatever we do. The framework - the STEP Prism of Insight - has been developed through decades of both practice and training, and the book includes many exercises designed to help strengthen and develop readers' insight muscles. The book explains the history, psychology, and neuroscience of insight and includes snapshots of insight from international experts in many different fields - psychology and neuroscience, music and acting, forensic science and market research.