Building on the idea that holistic marketing strategies allow firms to assess risk and realise opportunities, this book draws on new research and industry examples to help you recognize effective sustainability practices that benefit companies, stakeholders and society. With an issue-based approach that dissects the interplay between marketing and society, the author encourages readers to critically engage with the changing nature of markets; how companies can adapt to sustainability guidelines and environmental threats while still remaining profitable in today's global market. Using a range of examples including Costco, Juul, Facebook, Patagonia and Bitcoin, Peterson highlights the importance of social issues facing businesses today such as poverty alleviation, the drive towards more 'green' living, corporate social responsibility within firms and political pressures such as emissions guidelines and reducing the global carbon footprint. The Mavericks Who Made It feature also highlights key entrepreneurs throughout history, their key successes and their impact on sustainable marketing.

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.

For too long, business has focused on short-term cost advantages through low-cost country sourcing with little regard for the longer-term implications of global sustainability. Purchasing and Supply Chain Management, Second Edition, not only fully addresses the environmental, social and economic challenges of how companies manage purchasing and supply chains, but also delves deeper into emerging areas such as modern slavery, digital technologies and circular supply chains. In addition to explaining the basic principles and processes of both purchasing and supply chain management, the book evaluates how to develop strategic and sustainable purchasing and supply chain management. Our key message is that purchasing and supply chain management needs to focus on value creation rather than cost cutting. This requires the development of new purchasing and supply chain models that involve circular supply structures, supply chain transparency and collaboration with new stakeholders in traditional sourcing and supply chain settings. Aimed at students, educators and practitioners the book integrates sustainability into each chapter as a core element of purchasing and supply chain management. This second edition incorporates new examples and case studies from industry throughout, striking a balance between theoretical frameworks and guidelines for implementation in practice.

At a time when brand exposure is almost limitless, and ads have become more personalized than ever before, how do brands stand out and still win your attention? Having previously struggled to assert its credibility theoretically and amongst executives, experiential marketing now forms a core feature of most marketing practices. This book resets the perspective on the experience as an effective means of achieving corporate marketing objectives in a way that is structured, purposeful and measurable. Featuring over 40 examples from brands such as Netflix, Lego, Coca Cola, Vans, Asics and Sweaty Betty, this book revisits the theory around this type of marketing and shows you how to better integrate experiential marketing with other areas of marketing communications. The implementation model provided will help you develop robust campaigns that support overall marketing objectives and provide clarity on effectiveness to executives through a mechanism called Return on Integrated Experience (ROIE). Experiential Marketing faces new challenges in a post-Covid era - this book will be the basis for overcoming those challenges and providing opportunities to marketers everywhere. Rose Leahy is a lecturer and research supervisor in the area of marketing in Munster Technological University, Ireland. Pio Fenton is Head of Department of Marketing and International Business at Munster Technologicla University, Ireland. Holly Barry is a Brand Strategist at Barry Group, a leading wholesale distribution company in Cork, Ireland.

"In most businesses, 80% of the revenue comes from 20% of the customers. Management of these key accounts demands discipline, direction, and purpose. Account managers and salespeople must be able to identify and capture key opportunities and use a systematic approach to growing the accounts. Here's where they'll find the powerful tools, processes, and techniques to succeed. Selling to Major Accounts is full of practical, proven approaches to account management. Loaded with examples, tables, charts, checklists, and real-life case studies from the author's vast consulting experience, it shows how to: * identify the major accounts with the greatest potential * progress from vendor to strategic ally * craft account plans that are geared for action * manage the customer relationship for greater results * develop winning account strategies."

For years, marketers have held on to unwavering beliefs that have dictated how they market to their consumers. But the hard truth is that the changes we see in marketing and business are based on one undeniable factor--the size of the generations we are selling to. As each generation ages, what they buy and how much they buy will change. Each product and service has a "best customer" that sustains a business. As these customers grow up, the smartest marketers will stay ahead of them--and their money. In "The Age Curve," marketing guru Kenneth Gronbach shows executives and entrepreneurs how to anticipate this wave of predictable demand and ride it to success.

Gronbach reveals how our largest generations, the Baby Boomers and Generation Y, are redefining how we market and how businesses can anticipate their needs more effectively. Complete with entertaining examples of companies like Apple who have perfected their strategies for building a loyal customer base, as well as those who haven't (Levi Strauss and Honda Motorcycle), this book will show readers:

- how to determine their best customers - how successful companies are earning the loyalty of Generation Y and cultivating allegiance to their products for years to come - why Generation X is a much less valuable market than any of us have been led to believe - and much more

Both shocking and compelling, "The Age Curve" will change the way companies look at their customers and how they market to them.

This helpful guide develops an effective, innovative framework for evaluating and improving the performance of any sales force. Every firm's sales force combines the distinctive personalities of its members with the complex issues of size, pay structure, incentives, performance evaluation, and effective uses of new technology. While underrepresented in most marketing texts, the success of the sales force is a major component in the overall success of most companies. The Complete Guide to Accelerating Sales Force Performance develops an effective, innovative framework for evaluating and improving the performance of any sales force. This book identifies and describes the key factors for creating a fast-track, go-to-market strategy. It's loaded with proven ideas for improving such "success drivers" as: culture sales force structure hiring sales manager selection training compensation technology sales territory design goal setting performance management Packed with valuable insights and real-life examples, The Complete Guide to Accelerating Sales Force Performance is an excellent source of practical ideas for sales and marketing managers in all industries.

Sales experts Andy Zoltners, Prabhakant Sinha, and Sally Lorimer provides you with innovative yet practical tips for success by offering solutions to many of the most common issues faced by today's sales organizations. Sales force effectiveness drives every company's success, but keeping a sales organization at the top of its game is a constant challenge. As experts in the field, the authors have helped sales leaders around the world perfect their sales strategy, operations, and execution. Drawing on their strategic insight and pragmatic advice, Building a Winning Sales Force shows you how to: assess how good their sales force really is; identify sales force improvement opportunities; implement tools and processes that have an immediate impact on sales effectiveness; attract and retain the best salespeople; design incentive compensation plans; set goals; manage sales performance; and motivate the sales force. Filled with practical advice and case studies of companies that have conquered even the most challenging obstacles, Building a Winning Sales Force will enable your team to drive sales and help your company stay competitive.

You built a business for yourself with a goal to reach new heights of success and earn a sustainable high income. However, the most important ingredient to being successful is not you, it's your team! Industry superstar Mary Christensen has revealed a plan for cultivating a community within your business that individuals will be impatient to enter, energized to participate in, and reluctant to leave In Be a Network Marketing Leader, entrepreneurs and business owners will discover how to: Create a vibrant can-do culture Build team spirit Become an influential communicator Coach instead of train Challenge team members to aim higher Embrace change to stay ahead of the game Ambitious goals require teamwork. When you focus on people ahead of products, they will contribute more and bring others into the fold--and your business will skyrocket!

This book offers a comprehensive overview of the challenges that marketing faces in understanding, managing and measuring the dynamics of modern consumer behaviours and successfully managing the customer experience. The reader will gain a deeper knowledge of the approaches to consumer behaviour and learn about the theoretical and empirical challenges of studying customer experience management. It also considers the post-modern consumer, which requires a move beyond the purely rationalist perspective of traditional marketing and provides methodological support for firms and scholars who wish to measure cognitive, emotional and behavioural consumer reactions. More specifically, it explores the changes in consumer behaviours, the limitations of traditional measurement approaches and the importance of capturing small insights with neuromarketing metrics, with a chapter contributed by a leading expert. A new three-point perspective on consumer behaviours is set out that combines behaviour (what people do) with the declared (what people say) and the perceived (what people feel). This approach acknowledges the complexity of consumer behaviours and the methodological bias derived from the use of the traditional techniques (principally the survey) or from big data. Only a holistic perspective can capture the heterogeneous nature of consumer behaviour. The book thereby takes up the theoretical debate about the definition, management and measurement of customer behaviour. It also examines measurement methodologies, an area that has received little attention elsewhere. Besides addressing the scientific community in the field, the book will also be a valuable practical resource for marketing managers, entrepreneurs and consultants who want to implement innovative strategies to manage the customer experience.

This book looks at how multinational enterprises address sustainability within their business activities. Contextualized within a rapidly developing country in Asia, it explores how management practices, tools and techniques are implemented by foreign multinational enterprises (MNEs) operating in the Philippines. The book introduces a useful three-stage and six-step sustainability assessment framework for company practices. The three stages are framed around impact identification, impact assessment and impact monitoring, with the six steps associated with these stages, including the initiation step, scoping, impact analysis, alternative selection, monitoring and evaluation, and feedback and follow-up. The book also highlights how voluntary guidelines and global sustainability platforms play an instrumental role in directing the practices of organisations when implementing corporate sustainability.

This book traces the development of internal marketing from initial conceptualisation through to the current issues. It identifies both significant underlying tensions between major theorists and areas in which new perspectives may enrich our understanding of this crucial subject. Internal marketing is the use of traditional strategies by organisations to market themselves to their employees. Presented in bite-sized sections, each of which dissects the most important themes and concepts underpinning the subject, this book explains how subsidiary areas of study have emerged and suggests how the introduction of concepts and perspectives from channel management literature can help analyse the dyadic encounters in which internal marketing takes place. Brown critically extends the scope of internal marketing theory yet further by presenting and analysing new interview transcripts to suggest that internal demarketing - an organisation making itself less attractive to its employees - may sometimes be undertaken intentionally. Internationally applicable and highly accessible, Internal Marketing is perfect for students, teachers, and researchers with an interest not only in internal marketing, but also in employer relations, internal branding, employer branding, and internal communications. It uses clear language and gradually introduces the reader to more sophisticated theoretical concepts step by step, with a uniquely focused, critical, and comprehensive thematic coverage of internal marketing and its extensive theoretical outputs.

Corruption and the Lava Jato Scandal in Latin America brings together key international and interdisciplinary perspectives to shine new light on Lava Jato, or Operation Car Wash, Latin America's largest corruption scandal to date. Since 2014, this scandal has unfolded in surprising ways to expose collusion between construction companies and state officials in Brazil and 11 other countries. The corruption uncovered amounts in the order of hundreds of millions of dollars in bribes and billions of dollars in stolen state funds. The volume features evidence that the main construction company at the center of the scandal was-apparently-deliberate about seeking business in corrupt markets. It also evaluates the ambiguous role played by the media, whose members often relied uncritically on classified information released by the authorities. The volume further contributes to our understanding with studies on a number of other relevant topics, including: the overlap between corruption and the planning of the Rio Olympics; Mexico and Peru's contrasting responses to Lava Jato; the policy reforms needed to avoid a similar scandal in the future; and the roadmap for how Lava Jato should end. Across 15 chapters by leading and emerging scholars and practitioners, this book engages with these issues from a balanced and unbiased perspective, including interviews with key stakeholders on both sides of the case. As one of the first book-length studies to deal with Lava Jato in the English language, this ground-breaking volume is a compelling reading for advanced students and researchers in areas including Corruption Studies, Public Ethics, Political Science, and Latin American Studies, as well as for practitioners working to make governments more accountable.

This shortform textbook, a concise overview of the development and current state of corporate governance, provides a critical narrative on the field. Beginning with insightful historical background, the author shows how value-adding corporate governance involves more than unthinking compliance to a recitation of statutes, regulations and principles, devoid of context. Features include basic definitions, reviews of theoretical governance problems, and a worldwide review of current governance provisions along with more detail on the UK situation. Revealing the geology of governance in the business world, the book highlights its progress set into a framework of regulation and law. This textbook provides a brief, authoritative summary of the field for two core audiences: as a reference for specialist readers, and as an concise introduction for non-specialist readers.

The overall experience of the buying process ultimately determines whether consumers will pay money for a product or service: they weigh what they are purchasing with their responses to the marketing message, the advertising, the sales approach, the website, the interaction with company personnel, and more. Jim Joseph calls the ideal combination these elements the "experience effect." In this book, he shows how any business can create one for its brand to ensure customers leave satisfied. The Experience Effect does this by teaching readers how to understand their brand's target audience, conduct more effective market research, connect with customers on an emotional level, establish appropriate and engaging customer touchpoints, link digital and nondigital media, and perform a gap analysis of their brands' marketing. Filled with practical advice and real-life examples, this insightful guide helps companies of any type and size coalesce the varied elements of their business into a seamless consumer experience that resonates deeply, builds brand loyalty, and keeps customers coming back.

Many small business owners are trapped by industry pricing and market misconceptions, when they could be compensated for the true value of the product or service being offered. The low price they feel compelled to offer limits their ability to generate profits which, in turn, slows their response to changing customer needs. The good news is that a business can command almost any price it chooses by focusing on the value--not the cost--to the customer. Pricing for Profit shows businesspeople how to break out of the stranglehold of industry pricing and charge more for their wares (regardless of the competition) without alienating their customers. Readers will learn how to: - Quantify the value of their products or services - Distinguish between price buyers and value buyers - Bundle their offerings for competitive advantage and increased customer value - Craft a powerful marketing message that communicates value - Generate more unit sales and close more sales overall, at higher prices - Make more money with less effort Filled with easy-to-use formulas, sample scripts, clear examples, instructive exercises, and more, this accessible and practical guide is a must-read for businesspeople who want to be well-paid for the value they provide.

This book introduces sales professionals to the collaborative conversation skills they need to?capture the buyer's attention and secure business. Today's buyers want more from sales professionals than a simple consultation. What they're hungry for are?meaningful, collaborative conversations?built on mutual value and trust, that result in a win...where they, the seller, and the organization, achieve a winning outcome. Based on the author's five-step sales system, What's in It for Them (WIIFT) - Wait, Initiate, Investigate, Facilitate, Then Consolidate - Conversations That Sell shows you how to: Prepare for an?effective sales call - Identify sales opportunities and the factors that?drive buyers to act Adjust their approach?to the type of buyer - Achievers, Commanders, Reflectors, and Expressers Make conversations flow easily - Address problems, opportunities, wants, and needs Work through objections - Advance and close sales; and more Packed with valuable tools and examples, salespeople in all industries will discover how to increase their short- and long-term sales success by keeping the focus of every conversation where it belongs...on the buyer.

This book aims to provide theoretical and empirical frameworks and highlights the challenges and solutions with using Big Data for Corporate Social Responsibility (CSR) and Sustainability in the field of digital transformation and tourism. Sustainability, Big Data, and Corporate Social Responsibility: Evidence from the Tourism Industry offers a theoretical and empirical framework in the field of digital transformation and applies it to the tourism sector. It discusses Big Data used with CSR and sustainability for the improvement of innovation and highlights the challenges and prospects. It presents a modern insight and approach for use by decision-makers as an application to solve various problems and explores how data collection can shed light on consumer behavior making it possible to account for existing situations and plan for the future. This book is intended to provide a modern insight for researcher, students, professionals, and decision-makers on the application of Big Data to improve CSR and sustainability in the tourism sector.

This book focuses on the Base of the Pyramid (BOP) in Africa and examines the role of the private sector in the fight against poverty. The BOP concept, which is a market-based approach to poverty eradication, presents a great avenue for businesses to develop opportunities and new business models that enable and empower those in the BOP population in Africa to raise their socio-economic welfare and well-being. The BOP market and the business interest in the BOP in Africa is rising. This book furthers our understanding of the characteristics of BOP markets in Africa, and the challenges and opportunities to address poverty and development in a sustainable manner. The book covers various themes of BOP markets and their embeddedness in social-cultural settings in Africa. The different chapters employ a variety of theoretical and methodological approaches to advance research and practice of BOP in Africa. The book chapters reflect multiple diversities that characterise sub-Saharan Africa based on studies in 13 country contexts and from five industry sectors. This book is recommended reading for managers and policy makers, as well as students and academics interested in Base of the Pyramid markets.

This companion is a prestige reference work that offers students and researchers a comprehensive overview of the emerging co-created, multi-stakeholder, and sustainable approach to corporate brand management, representing a paradigm shift in the literature. The volume contains 30 chapters, organised into 6 thematic sections. The first section is an introductory one, which underscores the evolution of brand management thinking over time, presenting the corporate brand management field, introducing the current debates in the literature, and discussing the key dimensions of the emerging corporate brand management paradigm. The next five sections focus in turn on one of the key dimensions that characterize the emerging approach to corporate brand management: co-creation, sustainability, polysemic corporate narratives, transformation (history and future) and corporate culture. Every chapter provides a deep reflection on current knowledge, highlighting the most relevant debates and tensions, and offers a roadmap for future research avenues. The final chapter of each section is a commentary on the section, written by a senior leading scholar in the corporate brand management field. This wide-ranging reference work is primarily for students, scholars, and researchers in management, marketing, and brand management, offering a single repository on the current state of knowledge, current debates, and relevant literature. Written by an international selection of leading authors from the USA, Europe, Asia, Africa, and Australia, it provides a balanced, authoritative overview of the field and convenient access to an emerging perspective on corporate brand management.

Drawing on recent work in sport studies, business and management, health, science, and law, this book offers a critical examination of the latest published research on sport and environmental sustainability. It examines how strategic management, policy and education influence the relationship between sport and the natural environment, and how the transmission and advancement of knowledge via research journals can, and should, have an impact on policy and practice. Covering sport at all levels, from professional to non-profit, and across all sectors of sport management, from marketing and events to facilities and communications, Sport and Environmental Sustainability makes a powerful argument for an awareness of, and need for, environmental sustainability in sport. Chapters outline the research and methods used, expose gaps in the literature and encourage opportunities for future inter-disciplinary research. Topics include sport and climate change, sport and safeguarding air and water quality, education for sustainability, and sport policy. This is an invaluable resource for researchers in sport and environmental sustainability, and academics working in sport management, business, recreation and leisure studies, and sustainability programs, as well as sport policymakers and industry practitioners.

Management and the Sustainability Paradox is about how humans became disconnected from their ecological environment throughout evolutionary history. Begining with the premise that people have competing innate, natural drives linked to survival. Survival can be thought of in the context of long-term genetic propagation of a species, but at the same time, it involves overcoming of immediate adversities. Due to a diverse set of survival challenges facing our ancestors, natural selection often favored short-term solutions, which by consequence, muted the motivations associated with longer-range sustainability values. Managerial decisions and choices mostly adopt a moral calculus of costs versus benefits. Managers invoke economic and corporate growth to justify virtually any action. It is this moral calculus underlying corporate behavior that needs critical examination and reformation. At the heart of it lie deep moral questions that we examine in this book, with the goal of proposing ethical solutions to the paradox. Management and the Sustainability Paradox examines the issue that there appears to be an inherent paradox between what some businesses view as "a need for progress" and " a concern for sustainability". In business, we often see a collision between ideas of progress and sustainability which shapes corporate actions, and managerial decisions. Typical corporate views of progress involve the creation of wealth, jobs, innovative products, and social philanthropic projects. On the basis of these "progressive" actions they justify their inequitable distribution of surpluses by paying low wages and exploiting ecological resources. It is not difficult to see the antagonistic interplay between technological and social innovation with our values for social and environmental well-being and a dualism that needs to be overcome. This book is intended for a broad appeal to an academic and policy maker audience in the sustainability and management fields. The book will be of vital reading for managers seeking to reconnect our human chain with the natural environment in the cause of sustainable business.

Despite the growing attention towards the importance of practical wisdom in business today, little research has been done about the concept of practical wisdom in the Indigenous, Asian and Middle-Eastern traditions. Contemporary studies of wisdom are dominated by the philosophical traditions of Western thought, which is based on the ancient Greek concepts of wisdom. Much less is known about how practical wisdom, as illuminated by these other traditions, can be implemented in today's organizational settings. This book thus fills an important gap in understanding wisdom and how it is applied in a poly-cultural world. Wisdom is culturally bound. Wisdom is poly-cultural and interweaves individuality and communality. Practical wisdom is inextricably connected to many needs of contemporary personal and professional life. Moreover, the increasingly growing poly-culturality around the world requires a better understanding of how practical wisdom is understood in different cultures and traditions. Accordingly, there is a need for a) poly-cultural understanding of the concept of wisdom and b) the role of practical wisdom in a world crying out for wisdom. This book underlines the importance of developing a poly-cultural and interdisciplinary understanding of the concept of practical wisdom in today's complex environment. The book offers significant insight into the implications of the non-Western traditions of wisdom and how such an understanding of the non-Western traditions can help us better and more critically understand and appropriately address new multi-faceted complex emerging phenomena. While the Western traditions offer valuable insight into the implication of wisdom in modern life, an integrated view that brings together the Western and non-Western traditions can provide a more critical and practical insight into how to apply practical wisdom in a contemporary poly-cultural environment.

This book serves as a reader exploring the scholarly inquiry, professional education, and practice of Russian public relations and advertising in multiple contexts. It examines significant parts of what can be encompassed under the umbrella of strategic communications, including public relations and advertising, rather than investigating all areas of communication in Russia. Within the context of Russia's history, culture, and ideology, the book begins by tracing the development of communication as a field, as a discipline, and as a social institution in Russia. It then samples current studies in Russian strategic communications, examining this professional specialization's current state and likely future directions. The book's authors are mostly Russians who are experts in their specializations. Chapters are predicated upon the premise that this is an exciting time of great opportunity for Russian strategic communications. However, in Russia, exploiting such opportunities for strategic communications scholarship, education, and professional practice presents challenges within the context of that nation's cultural, historical, and ideological heritage that presently may be unique. The book concludes with a prognosis of the future of Russian strategic communications. The book is recommended reading for a worldwide audience of strategic communications scholars, educators, students, and practitioners. Such readers will find the book of interest and of unique value as the book will help them to better understand, appreciate, and respect Russian strategic communications, its genesis, and present state.

Tourism is often a key driver of economic growth in many countries. The recent upward trends of tourism and hospitality education in higher academic institutions in Bangladesh suggests a growing tourism sector. Very little has been written on Bangladesh's tourism industry. This is the first edited volume published from an international publisher which looks at this industry and how it has developed and flourished. The book begins by looking at tourism policy planning and provides a comprehensive overview of topics from tourism products and services in Bangladesh to how they are being marketed. It also discusses how private and public tourism institutions can address future long term trends. This book will appeal to those interested to learn more about developing tourism industry in emerging economies and may provide invaluable lessons from Bangladesh's experience and success.