The authors present a dynamic approach to effectively link sales and marketing planning directly to the operations side of a business. Demonstrates how to create a connection between a company's business plan and each department's operations, accurately anticipate changes in customer's needs and significantly improve a firm's competitive position with an enhanced level of customer satisfaction.

WINNER: CMI Management Book of the Year Awards 2015 - Innovation and Entrepreneurship Category (1st edition) Many organizations approach customer-centic marketing and innovating their business strategy in isolation to one another, missing groundbreaking opportunities for advancement. Customer Innovation, second edition, turns this on its head by starting with the customer, innovating around their needs, then building a customer led business strategy around it. It presents a well-constructed three-by-three formula of connect, convert, collaborate, laying the foundations for innovation and change, to improve the current customer journey and expand into new customer horizons. This enables new product and service development to flow with outstanding efficiency and substantial growth. Customer Innovation, second edition, includes exciting updates around co-creation and the benefits of involving customers, stakeholders and employees from the beginning. It provides guidance on using technology to reinvent traditional business models, with consumer needs at the heart. With a spectacular range of case studies, including Disney, LEGO and Johnson & Johnson, all delivered with active takeaways, this is the ultimate handbook for any leader, business or marketing strategist, ready to pave the way in a new era of customer led strategy.

Consumer-facing and business-to-business organizations know that if they get their approach to customers right, they will be rewarded with unprecedented customer loyalty. This will lead to increased market share, improved sales, an enhanced reputation and higher profitability. Despite this, many of today's companies fail to recognize that the notable improvements in their service delivery are not keeping up with increased customer expectations. Creating Customer Loyalty outlines simple, easy to understand strategies for creating a sustainable customer loyalty management programme that will win loyal customers. Demonstrating how to focus solely on the things that enable and enhance success, this book shows how to make loyalty a habit and structure a business that attracts and retains the best customers. Using examples from both UK and international companies such as Lexus, Aldi, Dyson, The Ritz-Carlton and Virgin Atlantic, Creating Customer Loyalty explains why customer experience management alone does not build lasting loyalty, and why customer expectation and customer memory management are essential. It outlines how to make every occasion epic by removing those 'ouch' moments, replacing them with 'wow' experiences, and developing dazzling recovery techniques to create unforgettable stories and positive memories.

This book is designed for sales managers as they make decisions and solve problems on a day-to-day basis. Managing Sales Professionals provides readers with specific details and illustrates how to plan, organize, staff, operate, and evaluate a sales force and its activities. This book offers an approach that is practical and realistic--one that is needed by sales managers who want to oversee a successful sales staff.The author, Joseph Vaccaro, uses an "integrated model" approach. He integrates the marketing mix as it relates to selling, and then he delves into the daily situations and problems readers encounter as practicing sales managers. With cases at the end of each chapter that make the chapter material come to life, Managing Sales Professionals is a practical tool for those in the world of marketing and sales management. It is a realistic, pragmatic, practical, how-to approach that explains complex concepts in a clear and concise manner. Vaccaro avoids generalities, and he cuts right to the critical specifics for sales managers in the real world.Terms and concepts are clearly defined, and each chapter concludes with penetrating questions to further develop your sales management skills. Along with a highly pertinent chapter on legal and ethical aspects in selling, Managing Sales Professionals covers: how to recruit salespeople motivation procedures gender and racial diversity of the sales force how to plan and conduct a training program effective selling techniques how to develop brand awareness new sales technology how to determine pricing and discount policies compensation policies how to determine transportation policies control and evaluation procedures how to effectively interact with marketing Anyone looking to increase sales, such as business owners, consultants, marketing professionals, and practicing salespeople and sales managers, can use this book to examine their sales staffs and look for areas in which to improve. Managing Sales Professionals is also ideal for upper level undergraduate students as they learn the basics of how to sell, organize, and run a sales force.

Specifically designed for ease of use and implementation. Written by an award-winning team of climate change mitigation experts. Easy to capture key information. There is an executive summary included in each chapter, plus detailed figure on how to implement the suggested climate change mitigation. Can be used across all different types of organisation and at all levels.

The Art Firm explores the seemingly unorthodox alliance of the arts, management, and marketing. Art firms-as avant-garde enterprises and arts corporations-have existed for at least two hundred years, using texts, images, and other types of art to create corporate wealth. This book investigates how to apply the methods artists use in creating value to the methods more traditional managers use in running their businesses. Guillet de Monthoux offers a crash course in aesthetics from Kant to Gadamer, showing how aesthetic management and metaphysical marketing can create value. Using case studies of successful art managers from Richard Wagner to Robert Wilson, the author illustrates the creative role-so central to value-making in contemporary economies-performed by aesthetic play in art firms. Along the way, Guillet de Monthoux points out how responsible aesthetic management and marketing can eradicate the problems of banality and totality, the two capital sins of an art-based economy.

This book critically examines sustainability challenges that humankind faces and offers responsible organising as a solution in responding to these challenges. The text explores how different actors can responsibly organise for transformative action towards sustainable outcomes, as expressed in the United Nations Sustainable Development Goals (SDGs). Responsible refers to a reflexive understanding of how to organise in times of sustainability challenges. Organising refers to activities and practices where different actors take transformative action together. This comprehensive edited collection of short, clear, concise, and compelling chapters brings together scholars in a range of disciplines and blends theoretical perspectives to study humans and social interactions, organisations, nonhumans, and living environments. It offers topical examples from across the world and from organising of companies and other organisations, supply chains, networks, ecosystems, and markets. The book is written for scholars and students across the social sciences and humanities as well as for practitioners working with the SDGs. It discusses complex issues in an informative and engaging way. It is critical and collaborative. The book serves as an introduction to key themes and perspectives of responsible organising and offers new insights on connections between themes and perspectives.

The book offers new critical insights into the relationship between corporate social responsibility (CSR) and sustainable development in Africa. The extent to which CSR initiatives can contribute to sustainable development in Africa remains debatable. This book examines in a very clear structure how, when, and whether CSR initiatives are able to contribute to the realization of the sustainable development goals, peace, and environmental sustainability at the micro-levels of society. It also explores some macro-level issues such as the relationship between taxation and CSR, CSR and human rights, and CSR and public governance and, in so doing, challenges existing CSR dogmas. With themes aligned with the UN Sustainable Development Goals (SDGs), this book provides useful practical guidance for policymakers and business leaders seeking to better understand the strength and limitations of CSR as a vehicle for advancing sustainable development in Africa. It will also appeal to scholars, researchers, and students of African studies, development studies, international business, strategic management, and business and society.

Emerging market economies have long been a significant driver of global growth, and since the beginning of the new millennium they have gained greater importance than ever. Economists state that the economies of emerging countries are rapidly catching up with those of developed countries and are even predicted to overtake some of them by 2020. A deep understanding of emerging markets is crucial, then, to build tailored products and marketing programs that will capitalize on such rapid growth. In Marketing Management in Turkey, Selcen Ozturkcan and Elif Yolbulan Okan present the reader with marketing opportunities, market potential, and standardization and customization opportunities available within a fast-growing emerging economy-namely, the Turkish economy. Along the way, the book also offers important insights into issues affecting similar emerging markets by detailing the common perceptions and misconceptions around the unique opportunities they appear to offer. This book will be of keen interest to practitioners interested in investing in emerging markets, and it will also have much to offer to researchers and students interested in the future of the global economy.

It's common knowledge that marketing is nothing but advertising, and if your business comes through word of mouth then you don't need marketing anyway. Besides, everyone knows that social media is the best form of free marketing there is... don't they?

The world of marketing is abound with a staggering number of misconceptions, fallacies and falsehoods. In Myths of Marketing, recognized industry expert Grant Leboff takes readers on a fascinating and entertaining journey through some of the most deeply entrenched stereotypes that exist in the industry, from the idea that sales and marketing are basically the same and that getting people's attention costs a lot of money, to the notion that demography is the best way to segment your market and 'content is king'.

Using a combination of academic research, amusing examples and industry case studies, Myths of Marketing effectively debunks many of the most pervasive myths and assumptions, leaving readers with a clearer, more perceptive understanding of marketing as a whole, to improve their own practice and marketing strategy.

Perfecting your pricing is fundamental to the success of your business. It affects how your customers perceive you, it can make or break a sale, and it's the most powerful key to profitable and sustainable growth. But how do you know your pricing is right? How do you approach making this most crucial of decisions with confidence and clarity? In Pricing for Success, leading pricing expert Mark Peacock takes a fresh look at the power and psychology of pricing and walks you clearly through seven essential steps that will improve your pricing, delight your customers, and create a more profitable business. Through an illuminating and informative blend of straightforward examples, templates and real-life case-studies, presented alongside over fifty expert pricing tips, tools and tactics, you'll discover: Why pricing is your biggest lever for profitable growth The persuasive pricing techniques that have the biggest impact How customer-driven approaches make it easier to boost your bottom line The surprising truth about premium pricing and how its easier to sell How to cleverly structure your offer so you can optimise your prices How to avoid common pricing pitfalls and lose your fear of losing business The time you spend on getting this right is the best investment youll make in your business. So, stop leaving money on the table, start taking control of your pricing and create a powerful new approach to pricing that will unlock higher profits and provide sustainable business growth.

This book presents real life business-to-business (B2B) branding cases. The book deploys a theoretical-practical approach, where theoretical and conceptual frameworks related to key branding topics are supported by empirical case studies. Each case helps to illustrate the framework and discuss its applicability in practice. Through the presented exploratory case studies, the authors provide fresh examples from business practice that are easy to comprehend by undergraduate students, and are easily applied by managers in the field. The book consists of three main parts, covering important aspects of B2B branding. It presents several aspects of external as well as internal branding, supplemented by novel approaches in B2B branding. In addition, the book offers examples of best practices, as well as notable mistakes made by companies involved in branding processes. Thus, it provides a holistic perspective, which will enable companies to learn not only about best practices, but also about pitfalls in the area of corporate branding. In addition to the novel practical cases, each chapter provides relevant theoretical underpinnings presented in a simple, down-to-earth manner. The book highlights recent research areas and coming trends within B2B branding. The book is suitable for everyone with an interest in B2B branding, regardless of background or previous knowledge of branding.

Relationship marketing builds and maintains long-term relationships with customers through value creation and delivery. This book examines the key principles of relationship marketing and online relationship marketing. It looks at three main areas of relationship marketing as understanding relationship marketing and the continuum, the drivers and scope of relationship marketing, and how organisations should restructure for successful relationship marketing in the digital context. The book also addresses the opportunities and challenges associated with the implementation of relationship marketing in various types of organisation and suggests different effective relationship-building strategies and techniques for successful customer relationship management.

Perspectives on Impact brings together leaders from across sectors to reflect on our approaches to social change. Sharing diverse examples from their work, these authors show how we must think more systemically and work more collaboratively to move the needle on the biggest social, humanitarian, and environmental challenges facing our world. Chapters by: Niko Canner, Shanti Nayak, and Cynthia Warner (Incandescent) Duncan Green (OxFam) Farah Ramzan Golant (Girl Effect, kyu) Sara Holoubek (Luminary Labs) Joi Ito (MIT Media Lab) Leila Janah (Samasource, LXMI, Samaschool) Amirah Jiwa George Kronnisanyon Werner (Republic of Liberia) Chris Larkin (IDEO.org) Eric Maltzer (Medora Ventures, Middlebury College) Jane Nelson (Harvard Kennedy School) Craig Nevill-Manning and Prem Ramaswami (Sidewalk Labs) Jacqueline Novogratz (Acumen) Deena Shakir (GV, formerly Google Ventures) Jose Miguel Sokoloff (MullenLowe Group) Lara Stein (TEDx, Women's March Global) Piyush Tantia (ideas42) Fay Twersky (William & Flora Hewlett Foundation) Sherrie Rollins Westin and Shari Rosenfeld (Sesame Workshop) Perspectives on Impact and its sister book, Perspectives on Purpose, bring together leading voices from across sectors to discuss how we must adapt our organizations for the twenty-first century world. Perspectives on Impact focuses on the recalibration of social impact approaches to tackle complex humanitarian, social, and environmental challenges; Perspectives on Purpose looks at the shifting role of the corporation in society through the lens of purpose.

This book examines the critical issue of environmental pollutants produced by the textiles industry. Comprised of contributions from environmental scientists and materials and textiles scientists, this edited volume addresses the environmental impact of microplastics, with a particular focus on microfibres released by textiles into marine and freshwater environments. The chapters in Part I offer environmental perspectives focusing on the measurement of microplastics in the environment, their ingestion by small plankton and larger filter feeders, the effects of consuming microplastics, and the role of microplastics as a vector for transferring toxic contaminants in food webs. Written by environmental and material scientists, the chapters in Part II present potential solutions to the problem of microplastics released from textiles, discussing parameters of influence, water treatment, degradation in aquatic environments, textile end-of-life management, textile manufacturing and laundry, and possible policy measures. This is a much needed volume which brings together in one place environmental research with technical solutions in order to provide a cohesive and practical approach to mitigating and preventing environmental pollution from the textiles industry going forward. This book will be of great interest to students and scholars of environmental conservation and management, environmental pollution and environmental chemistry and toxicology, sustainability, as well as students and scholars of material and textiles science, textile engineering and sustainable manufacturing.

The advent of a new kind of consumer is making traditional approaches to marketing redundant. New Consumers are informed, empowered and at large in a dynamic marketplace. How can brand owners and retailers best connect with them?

New Consumer Marketing recognizes and tackles this question. The answer lies in adopting a value-centric orientation and refocusing marketing on the three key processes of value definition, value creation and value delivery. Drawing on learning from the living sciences, Susan Baker presents an organic framework for meeting the actual needs of New Consumers through superior levels of insight, innovation and agility.

This book clearly explains the rationale for managing marketing as a demand system and is richly illustrated throughout with cases to show how this approach can help organizations be more effective.

"I read every word and I learned an enormous amount about how consumers are driving markets in ways totally different from those I knew so much about when I was an FMCG marketing director. This is a must read." Professor Malcolm McDonald, Cranfield School of Management, Cranfield, UK.

"This book brings together the best of new marketing thinking in a way that will help mangers not only understand it, but implement it." Pete Brown, St. Lukes, London, UK.

"New Consumer Marketing will shake your preconceptions about marketing and challenge you to re-tune your thinking. Susan Baker’s work is a comprehensive articulation of the new marketing realities and is a must read for marketers." Chris Green, VP Marketing, Dulux, Slough, UK.

"Overall a very challenging and thought-provoking book. One to keep for constant reference in the new, little-charted landscape." Claire Watson, Marketing Society, Middlesex, UK.