The CIM Marketing Dictionary the 5th edition of the best-selling Dictionary of Marketing now contains over 3,000 terms. This greatly expanded dictionary spans the complete range of present-day marketing and associated terminology. Marketers will also find over 400 new entries covering the latest jargon they need to know in IT. In compiling this selection, the editor has drawn on his own extensive experience and sought the views of all the leading trade and professional associations. The CIM Marketing Dictionary will prove invaluable to all marketing professionals including marketing managers and directors, sales, marketing communications managers, specialists involved in purchasing, export and many other fields. Students of this subject will also find this book an essential reference point.

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.

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.

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.

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.

Frameworks for Market Strategy helps students understand how to develop and implement a market strategy and how to manage the marketing process. Marketing activity is the source of insight on the market, customers, and competitors and lies at the core of leading and managing a business. To understand how marketing fits into the broader challenge of managing a business, Capon and Go address marketing management both at the business and functional levels. The book moves beyond merely presenting established procedures, processes, and practices and includes new material based on cutting-edge research to ensure students develop strong critical thinking and problem-solving skills for success. In this European edition, Capon and Go have retained the strong framework of the book, but have updated the cases, examples, and discussions to increase the book's relevance for students outside the USA. Key features include: * A strong strategic focus, teaching students how to analyze markets, customers, and competitors to plan, execute, and evaluate a winning market strategy * Practical examples from a range of contexts, allowing students to develop the skills necessary to work in for-profit, public, or non-profit firms * Emphasis on understanding the importance of working across organizational boundaries to align firm capabilities * Full chapters devoted to key topics, including brand management, digital marketing, marketing metrics, and ethical as well as social responsibilities * Focus on globalization with a chapter on regional and international marketing * Multiple choice, discussion, and essay questions at the end of each chapter Offering an online instructor's manual and a host of useful pedagogy - including videos, learning outcomes, opening cases, key ideas, exercises, discussion questions, a glossary, and more - this book will provide a solid foundation in marketing management, both for those who will work in marketing departments, and those who will become senior executives.

In the critically acclaimed first edition of A Social Critique of Corporate Reporting, David Crowther examined the perceived dialectic around traditional and environmental reporting to show it to be a false dialectic. Corporate reporting continues to change rapidly to incorporate more detail and especially environmental and social information. At the same time the mechanism for reporting has changed and the internet now enables more information to be provided to an ever wider range of stakeholders and interest groups. The perceived conflict between financial performance representing the needs of investors and other dimensions of performance representing the needs of other stakeholders still however continues to exist. In this updated edition, this perceived conflict is re-examined along with the wider purposes of corporate reporting. These are examined in the context of web based reporting and a greater concern for all stakeholders. The conclusion is that, although recent developments have produced changes, the essential conflict is still professed to exist, but remains a largely imaginary one. The analysis in this book makes use of both statistics and semiotics and in so doing develops a semiology of corporate reporting that offers an alternative to other research that is largely based on econometrics. Researchers, higher level students and others with an interest in or responsibility for corporate reporting, corporate social responsibility, accounting research, or semiotics will find this book essential reading.

Rising energy prices and concerns about climate change are driving us towards a new kind of economy - a low-carbon economy. What will this low-carbon economy be like, and what does your business have to do to prosper in this new business environment? Larry Reynolds shows how successful organisations are already learning to be more energy efficient, manage their carbon footprint, adapt to climate change and become truly sustainable. As well as explaining how to future-proof your organisation against possible threats, The Business Leader's Guide to the Low-carbon Economy, tells you how to make the most of the many opportunities that the low-carbon economy will bring, especially in growing profits from new products and services. It is your guide to creating an organisation that will thrive in the twenty-first century. While there are plenty of published books about 'going green', there are none which explain the low-carbon economy and how to thrive in it. This book will fill that important gap. Drawing on examples from across industries, including businesses such as Asda, BT, Cargill, Coca Cola, Co-operative Group, Eurostar, Marks and Spencer, Tesco, Tesla, Walker's Crisps, Walmart and ZipCar, Larry Reynolds shows how today's successful organisations are already benefiting from the coming low-carbon economy.

Understanding and appreciating the ethical dilemmas associated with business is an important dimension of marketing strategy. Increasingly, matters of corporate social responsibility are part of marketing's domain. Ethics in Marketing contains 20 cases that deal with a variety of ethical issues such as questionable selling practices, exploitative advertising, counterfeiting, product safety, apparent bribery and channel conflict that companies face across the world. A hallmark of this book is its international dimension along with high-profile case studies that represent situations in European, North American, Chinese, Indian and South American companies. Well known multinationals like Coca Cola, Facebook, VISA and Zara are featured. This second edition of Ethics in Marketing has been thoroughly updated and includes new international cases from globally recognized organizations on gift giving, sustainability, retail practices, multiculturalism, sweat shop labor and sports sponsorship. This unique case-book provides students with a global perspective on ethics in marketing and can be used in a free standing course on marketing ethics or marketing and society or it can be used as a supplement for other marketing classes.

This book describes energy management outsourcing as a way of addressing the current energy challenges facing all organizations, namely high and volatile energy prices, the need to mitigate climate change and potential supply constraints as oil production peaks. These problems are likely to intensify in the coming years, yet most organizations have reduced in-house capability to address them, thus outsourcing is increasingly seen as an essential part of any strategy to reduce energy use and carbon emissions. The author describes the basic processes of energy management and how to outsource them in a strategic way to achieve maximum results. The process is based on a new model of energy management looking at total costs, which is presented in the book. The book offers a comprehensive guide to outsourcing energy management, discussing the risks and benefits and taking managers through the process of deciding whether to outsource or not, and finding and assessing an outsourcing partner. Managers looking to reduce energy consumption and carbon emissions through the use of external service providers will find Outsourcing Energy Management an ideal 'how to do it' guide.

Over 20 years ago Philip Sadler, then head of a leading British business school, wrote Managerial Leadership in the Post-Industrial Society. In it he predicted that business would experience the most radical transformation since the Industrial Revolution of the 19th century. This transformation has now taken place. In his latest book, Sustainable Growth in a Post-Scarcity World, Sadler charts developments once envisaged by Keynes, Chase, Galbraith and Packard, and more recent radical thinkers such as Chris Anderson. Sadler describes how many goods and services have moved from relative scarcity to relative abundance, and asks how this trend can be reconciled with the global issues of population growth and climate change. He assesses the impact of new technologies, new energy sources, new materials and the development of artificial intelligence, on business, government and economics, and discusses the challenges ahead - the creation of new business models, the need to meet people's legitimate expectations of improved living conditions while avoiding environmental catastrophe, and the need to adapt ideas developed in scarcity to conditions of abundance. Why is it that in countries foremost in creating post-scarcity conditions, millions are still in poverty, and billions, worldwide, still lack basic necessities of life? Philip Sadler agrees with those who say the relief of global poverty cannot rely on aid and corporate philanthropy. He explores the idea of re-engineering products and delivering them into bottom-of-the-pyramid (BOP) markets, and concludes that the more global companies take this route, as some are already doing, the more profitable they will find it, and this will in turn help the poorest people who currently pay more for goods and services - the 'poverty penalty' - than the rich.

Creating a viable service requires a business model that allows for the costs of creating and delivering the service, in addition to a margin for profits, to be recovered through realistic pricing and revenue management strategies. However, the pricing of services is complicated. Pricing Services and Revenue Management explains how to set an effective pricing and revenue management strategy that fulfils the promise of the value proposition so that a value exchange takes place. This book is the fourth volume in the Winning in Service Markets Series by services marketing expert Jochen Wirtz. Scientifically grounded, accessible and practical, the Winning in Service Markets Series bridges the gap between cutting-edge academic research and industry practitioners, and features best practices and latest trends on services marketing and management from around the world.

The aerospace industry has a unique business culture and business practices. It is also subject to unique regulatory requirements and financing conventions. Aerospace products are unlike anything else. Pricing arrangements are arcane, and large-scale cooperative alliances among industry players are commonplace. The market is dichotomized into parts, civil and military, of approximately equal value, and is further divided into dozens of major product segments. The complexity of the aerospace market is commensurate with its size. It is a leading exporter among industrialized nations, employing millions of highly-skilled workers and serving as a technology incubator, while developing nations target the aerospace industry for development within their own economies. Yet, in spite of the importance and uniqueness of the aerospace industry, there has been no serious comprehensive guidance about how the industry's markets function. Marketing in the International Aerospace Industry provides that much-needed overview and best-practice guidance. It analyses the distinctive environment and practices of the aerospace industry, and provides specific, practical guidance for marketing professionals. The content is presented in clearly-defined chapters that relate directly to the professional challenges facing the marketer in the industry. It is written for these professionals and also students of aviation and aerospace management. The book has a fundamentally international optic of the aerospace industry. It consistently examines universal management issues from the point of view of the aerospace industries in the United States, the UK, France, Germany, and Japan, comparing and contrasting national practices in these countries and elsewhere.

Developing economies such as those in sub-Saharan Africa are searching for realistic economic policy prescriptions. Despite economic growth in countries like Nigeria, poverty and unemployment blight the lives of many, in the midst of plenty. Simultaneously, much neo-classical economic thought is being questioned against the backdrop of global economic meltdown, giving rise to inquiry about more integral approaches to sustainable development. In An Integral Approach to Development Economics, Basheer Oshodi examines modernization theories, dependency theories, world system theories and emerging 21st century economic theories and links a neo-modern mix of economic thought with the practicalities of finance in parts of the World where poverty is rife. In a specifically African setting, over half of the population are Muslims, Oshodi considers Islamic finance in the context of the triple heritage of indigenous culture, Westernized Christianity, and Islam. He argues that the principles of Islamic banking and finance can be integrated with other elements of that heritage, focusing on meeting the challenges of poverty and unemployment. Islamic finance is not just a religiously-oriented, Sharia-compliant, alternative financial model. It can contribute to overall socio-economic transformation and a wider, people-centred approach to economic development. International organizations, financial institutions, reserve banks, policy makers, donor agencies and students will find resonance in this valuable addition to Gower's Transformation and Innovation Series.

Over the past four decades many European welfare states have seen an increasing involvement of the commercial sector in their mixed economies of welfare. One aspect of this development that has yet to be fully understood in social policy analysis is the engagement of businesses to address social problems, such as social exclusion, through activities labelled as 'corporate social responsibility' ('CSR'). Although CSR has gained increasing currency on both national and international policy agendas since the 1990s, it remains a topic which is predominantly researched in business schools and from a business perspective. This book aims to redress this imbalance by focusing on the social aspect of CSR. Based on interviews with a wide spectrum of people who work with CSR professionally in England, Denmark and in the EU Commission, the book argues that when CSR is linked to social exclusion it is a way of renegotiating responsibilities in mixed economies of welfare. The book also offers a comprehensive historical understanding of CSR as it traces the emergence and development of CSR in West European welfare economies as diverse as England, Denmark, Sweden, Norway, Germany and France. By situating CSR within the conceptual framework of the mixed economy of welfare and using Historical Institutionalism as a theoretical perspective to explore and explain the relationship between the welfare state and CSR, this book makes an innovative contribution to critical debates in comparative social policy.

Sales Management is a complete and practical handbook for all involved in the field of selling. It is an essential source book, a complete sales management course and a consultant's detailed plan in one volume. The sales manager needs all the skills and qualities of the salesperson in order to get things done by effective management of an often quite diverse team of people. The emphasis in his or her role is on planning, controlling, monitoring, managing and motivating their sales force. Step-by-step, the book provides detailed guidance to the practicalities of organization and management, including selection, training, motivation, communication and control. The author also gives in-depth analysis to such vital topics as forecasting and sales promotions, the use of planning and control forms and alternative sales distribution methods, such as franchising. It will be key reference and reading for every practising sales manager at area manager level and above in large corporations, and the field or local manager in smaller companies with less structured organizations.

Increasingly in the public discourse there are references to the knowledge economy, knowledge society, knowledge workers and knowledge organisations. The argument is that knowledge is becoming the main economic resource, replacing the natural resources that drove the industrial revolution. The new knowledge economy is driven by knowledge development, innovation and highly skilled employees. Increasing investment in higher education and in universities is in line with this strategy and understanding. In an earlier book, Creating Collaborative Advantage edited with Richard Ennals, Professor Hans Christian Garmann Johnsen argued that it is knowledge that links social and economic processes. He believes that what is missing in the current discussion on innovation is a conceptualisation of exactly what knowledge is. In The New Natural Resource, he digs deeper into what it is and how it develops and subsequently leads to widespread change. The author argues that knowledge is inherently a social phenomenon. That is why social processes are closely linked to economic development, and why this relationship becomes even more apparent in the new knowledge economy. Knowledge is not an objective entity, established once and for all. Knowledge development is interrelated with values, norms, perceptions and interpretations. We need to know what the mechanisms are by which knowledge becomes legitimate, true and relevant.

Direct Marketing in Practice is a practical manual for all managers and marketers getting to grips with the powerful techniques available to skilled direct marketers. The book shows how to: * Plan a direct marketing campaign * Integrate new technology with conventional direct marketing practice * Maximise the impact, efficiency and return on investment of your activites * Evaluate the success of a campaign - and improve on it next time! Accessible and illuminating, each chapter in the book includes review questions and exercises to help you practice what you have learnt. In addition, the authors have used their considerable experience in the field to assemble many examples of best practice worldwide. These place the theory in a practical, real-world context, and demonstrate what a dramatic effect direct marketing can have on sales and profitability. Those contemplating or starting a career in direct marketing will find Direct Marketing in Practice an invaluable guide to contemporary practice. It is essential reading for all undergraduate students of marketing and business, as well of those undertaking professional examinations in this area.

Marketers, creative writers, and individuals for whom copywriting forms part of their job are often required to produce innovative and engaging copy in a short space of time. Creativity is not always to hand, and therefore on some occasions additional help is required to find the right phrase, description or slogan. Gabay's Copywriting Compendium contains a wealth of inspiring tips, ideas and descriptions to aid the writing process, such as advice on spelling and grammar, examples of rhyming words, suggested euphemisms, and odd facts.

The author compresses his twenty years of experience to take a step-by-step approach to the product life-cycle, and covers areas such as: * selecting target markets * creating a positioning statement * writing a financial paragraph * motivating others thereby demonstrating how to act as a bridge between sales, development and finance. Successfully marketing products for technology companies requires the application of precision marketing techniques, and in this book the author teaches how to focus on the whole product and create real solutions that match the market needs.

Companies can no longer expect to engage in dubious or unethical corporate behaviour without risking their reputation and damaging, perhaps irrevocably, their market position. Irresponsible corporate behavior not only deprives shareholders of long-term returns but also ultimately imposes a cost on society as a whole. Sustainable business is about ensuring that entities contribute toward positive social, environmental, and economic outcomes. Bad business behaviour is costly for stakeholders, for markets, for society, and the economy alike. To ensure that a company behaves well, the buy-in of the leadership team is crucial. The full commitment of the board of directors, in conjunction with the senior managers of the organization, is required if an organization is to be socially responsible. In this sense, leadership does not reside with an individual (the CEO) within the organization but with all of those at the apex of corporate power and control. Effective change management requires enlightened and capable leadership to instigate and drive the process of embedding a sustainable and socially responsible corporate philosophy and culture that supports good business decision-making. A profound understanding of the requirements of such a leadership process will help corporate managers become highly effective change agents. Governance will be the main driver of this change. For the economy and financial markets to become sustainable and resilient, radical changes in corporate leadership need to take place. Integrated reporting, government regulation, and international standards will all be important factors in bringing about this change. As well as understanding the effects of corporate behavior on financial markets, such an understanding is also now imperative in relation to the social and environmental contexts.

The video game industry has been one of the fastest-growing cultural phenomena of our times with market conditions that demand a specific skill set from its marketers. To a new generation of "indie gamers", being a game developer isn't just about design and production, a successful video game demands entrepreneurial skills and astute business acumen. The creators need to know what their customers want, how to reach those customers and how to sell to them. Video Game Marketing: A student textbook is for development students or aspiring developers who want to know how to promote and sell the results of their efforts. This book is a much-needed guide to: * the essentials of marketing strategy; * video games as products or services; * marketing research for game development; * branding video games; * marketing through game: gamification, advergames. Replete with pedagogy to aid learning such as objectives and discussion questions for each chapter, this book is all that aspiring video game developers will need to unleash the potential of their games.