A host of internationally recognized experts have been brought together to examine one of the most important sectors in today's world economy, the information sector. The study utilizes the most recent quantitative and econometric research on the media and information sectors and their markets. Most of the work presented is from two international conferences and other invited conferences.

Exploring three rich cases across three countries, this book shows how government organizations need their clients to contribute time and effort to co-producing public services, and how organizations can better elicit this work from them, by providing good client service and appealing to their intrinsic needs and social values.

The main objective of Credit Risk: Modeling, Valuation and Hedging is to present a comprehensive survey of the past developments in the area of credit risk research, as well as to put forth the most recent advancements in this field. An important aspect of this text is that it attempts to bridge the gap between the mathematical theory of credit risk and the financial practice, which serves as the motivation for the mathematical modeling studied in the book. Mathematical developments are presented in a thorough manner and cover the structural (value-of-the-firm) and the reduced (intensity-based) approaches to credit risk modeling, applied both to single and to multiple defaults. In particular, the book offers a detailed study of various arbitrage-free models of defaultable term structures with several rating grades.

Business model innovations are conceived and implemented by a special type of entrepreneur: business model pioneers. This book presents 14 compelling case studies of business model pioneers and their companies, who have successfully introduced new business ideas to the market. The examples range from industries such as retail, media and entertainment to services and industrial projects. For each example, the book provides information on the market environment at the time of launch and illustrates the driving forces behind these business models. Moreover, current market developments are highlighted and linked to the evolution of the business models. Lastly, the authors present the profile of a typical business model pioneer.

The topic of place branding is moving from infancy to adolescence. Many cities, and nations have already established their place brand and this well documented new book brings the fundamentals of place branding together in an academic format but is at the same time useful for practice.

In a cultural climate saturated by technology, marketing professionals have focused their energies on creating newer and more digital methods of advertising their brands, with the fear that if they don't embrace "Big Data," they will fade into obscurity. But Tom Doctoroff, Asia CEO for J. Walter Thompson, argues that this frenzy over digital media has created a schism in the marketing world that is hindering brands from attaining their true business potential. The tension between traditional branding and the seemingly unlimited possibilities presented by the advent of "digital" branding leads companies to abandon the tried and true aspects of marketing for the flash of the new. In this informative new book, Doctoroff explains why a strategy that truly integrates the two ideas is the best way for a brand to move into the future. Using some of the biggest brand names in the world as examples, such as Coca-Cola, Nike, and Apple, he breaks down the framework of marketing to explain how digital marketing can't stand without the traditional foundation.

Database marketing is at the crossroads of technology, business strategy, and customer relationship management. Enabled by sophisticated information and communication systems, todaya (TM)s organizations have the capacity to analyze customer data to inform and enhance every facet of the enterprisea "from branding and promotion campaigns to supply chain management to employee training to new product development. Based on decades of collective research, teaching, and application in the field, the authors present the most comprehensive treatment to date of database marketing, integrating theory and practice. Presenting rigorous models, methodologies, and techniques, and illustrating them through dozens of examples, the authors cover the full spectrum of principles and topics related to database marketing. The first part of the book describes the contemporary context of database marketing and its impact on business performance. Parts 2-4 present database marketing tools, including how to collect the data and perform analysis. Chapters 5-7 focus on the key concept of lifetime value of the customer (LTV); chapters 8-10 focus on the basic tasks of compiling data, field testing, and predictive modeling; and chapters 11-19 cover the statistical methods used primarily in predictive modeling. Parts 5 and 6 focus on specific problems addressed by database marketing. They largely draw on the tools described in Parts 2-4. Part 5 covers customer management activities, including acquiring customers (Chapter 20), cross- and up-selling (Chapter 21), frequency reward programs (Chapter 22), Customer Tier Programs (Chapter 23), Churn management (Chapter 24), multi-channel customer management (Chapter 25), and acquisition and retention management (Chapter 26). Part 6 focuses on the marketing mix, particularly communications (Chapters 27 and 28) and pricing (Chapter 29) issues. The result is a comprehensive treatment of the field of database marketing, including strategic issues, tools, and problem-solving, that will serve as an essential resource for both professionals and academics in marketing and related areas.

This is an excellent in-depth overview of both well-known and very recent topics in customer management models. It is an absolute must for marketers who want to enrich their knowledge on customer analytics.

-Peter C. Verhoef, Professor of Marketing, Faculty of Economics and Business, University of Groningen

"A marvelous combination of relevance and sophisticated yet understandable analytical material. It should be a standard reference in the area for many years."

-Don Lehmann, George E. Warren Professor of Business, Columbia Business School

"The title tells a lot about the book's approach-though the cover reads "database," the content is mostly about customers and that's where the real-world action is. Most enjoyable is the comprehensive story - in case after case - which clearly explains what the analysis and concepts really mean. This is an essential read for those interested in database marketing, customer relationship management and customer optimization."

-Richard Hochhauser, President and CEO, Harte-Hanks, Inc.

In Building a Successful Selling Organization, Art Wilson draws upon his three decades of experience as one of IBM's top sales leaders and as counsel to Fortune 500 sales executives to create a proven blueprint for building successful, profitable customer relationships. Written specifically for the chief sales officer and the leadership of the entire customer-facing organization, this book documents tested best practices among leading sales organizations and incorporates them into practical ways to implement high-performance, customer-centric sales strategies. After sharpening and honing the skills of thousands of sales teams challenged by demanding corporate customers, Wilson distills the lessons of goal-driven sales leadership into this one compact volume. Citing real-world examples, Wilson shares a disciplined, how-to sales process that empowers a sales leader to transform good sales teams into those that demonstrate sales excellence and extraordinary results. Use the five-level Sales Agenda Model to design, deploy, develop, and support a selling organization. management, ensure client alignment, and deliver convincing client value. Sales leaders who adopt the strategies presented in Building a Successful Sales Organization possess the secrets of building, organizing, and managing effective selling teams that consistently deliver predictable, sustainable, superior results.

This book explores, describes and explains the predictors essential for the acceptance of social media as a digital platform to share professional knowledge in the field of automotive repair in Germany. It reports a rigorous literature review covering key elements of social media, knowledge management and technology acceptance studies. The book assumes a pragmatist approach and applies mixed methods in an exploratory sequential design, combining qualitative and quantitative methods to ensure robust collection and analysis of the collected data. Based on a survey on German automotive repair shops, the author provides a framework, for various stakeholders, to comprehend the motivations for knowledge sharing for automotive repair professionals in Germany. This book not only adds to the existing academic body of knowledge but also provides implications for industry and legislation on a European scale.

The Luxury Market in Brazil provides a holistic and practitioners approach to luxury marketing in Brazil. The book analyses the key challenges and opportunities facing luxury brands, while providing an insight into the skills and competencies to develop and implement effective luxury marketing strategies that are specific to the market in question.

Due to the growth of internet and mobile applications, relationship marketing continues to evolve as technology offers more collaborative and social communication opportunities. Managing Customer Trust, Satisfaction, and Loyalty through Information Communication highlights technology's involvement with business processes in different sectors and industries while identifying marketing activities that are affected by its usage. This reference is a vital source for organisational managers, executives, and professionals, as well as academics and students interested in this constantly changing field.

Creating a brands image to ultimately sell promoted products has made digital advertising a key instrument for reaching marketing and business goals for many companies. In order to expand fan bases, promote company culture, and engage in communication with current customers, business professionals have made monitoring the impact of their advertisements a fundamental priority. Impacts of Online Advertising on Business Performance is a collection of innovative research that merges the theoretical background presented in the scientific research with the practical experience and real-life data originating from real advertising campaigns and website traffic. While highlighting topics including data analytics, digital advertising, and consumer behavior, this book is ideally designed for managers, marketers, advertisers, business administrations, researchers, industry professionals, investors, academicians, and students concerned with the management of online marketing activities.

Quantitative marketing has been gaining importance during the last decade. This is indicated by the growing number of model- and method-oriented studies published in leading journals as well as by the many successful applications of quantitative approaches in pricing, advertising, new product planning, and market segmentation decisions. In addition, market research has clearly benefitted from applying advanced quantitative models and methods in practice. Some 60 researchers - among them worldwide leading scholars - offer a broad overview of quantitative approaches in marketing. They not only highlight diverse mathematical and methodological perspectives, but also demonstrate the relevance and practical consequences of applying quantitative approaches to marketing problems.

Place branding as an academic field is both challenging and under explored. In the face of an ever-expanding global urban population, this Handbook illustrates how place branding can contribute to transforming urban agglomeration into sustainable and healthy areas. The Chapters cover four key areas; place branding as a tool for economic development, experiences of place making, methodologies to develop place brands, and urban regeneration. Pioneering experts provide in-depth analysis on the politics and significance of place branding's inclusion in economic development programs, the multisensory dimensions of sense of place, and new epistemologies and methodologies for research. They further examine the role of place marketing in combatting challenges for future cities such as mobility, aesthetics and metropolitan conurbation. Students and scholars in management, marketing and economics will find this innovative and contemporary Handbook a must read. Eminently practical, it will also benefit policy makers and place planners, alongside consultants on public policies. Contributors: E. Arnould, G.J. Ashworth, S. Askegaard, S. Brown, A. Campelo, D. Kjeldgaard, M. Lichrou, D. Medway, K. O'Leary, L. O'Malley, E. Oliveira, C.J. Parker, C. Pasquinelli, M. Patterson, H.D. Pedersen, K. Swanson, A. Therkelsen, G. Warnaby

All Eyes East: How Chinese Youth will Revolutionize Global Marketing provides brands looking to capitalize on this new world order with the insight they need to understand and capture the world's most powerful audience. Bergstrom provides insights into Chinese youth, revealing what makes them unique from their counterparts around the world.

"Hidden Champions" are medium-sized, unknown companies with annual revenues under $5 billion that have quietly, under the radar, become world market leaders in their respective industries. In this new instalment to his worldwide bestselling Hidden Champions volumes, Hermann Simon takes readers on in-depth exploration of the ever changing operating conditions and the greater uncertainty and volatility that defines the global business sphere over the next ten years. In particular, in this book he focuses on China's continued impact on the business world since its rise in the global business and economic sphere over recent decades. In this regard, Dr. Simon shows the reader how the current status evolved, and then offers concrete and actionable recommendations. New driving forces such as digitalization, business ecosystems and sustainability receive special attention. While the main focus is on companies in German-speaking countries as they comprise 56 percent of the world's Hidden Champions, the success factors mentioned in this book can be applied globally to mid-sized companies in other regions as they strive to become global market leaders. Whether a company is a "Hidden Champion", aspires to be one, or wants to emulate their success model, Dr. Simon's new book provides essential food for thought as executives and managers chart their course into the future.

As media evolves with technological improvement, communication changes alongside it. In particular, storytelling and narrative structure have adapted to the new digital landscape, allowing creators to weave immersive and enticing experiences that captivate viewers. These experiences have great potential in marketing and advertising, but the medium's methods are so young that their potential and effectiveness is not yet fully understood. Handbook of Research on Transmedia Storytelling, Audience Engagement, and Business Strategies is a collection of innovative research that explores transmedia storytelling and digital marketing strategies in relation to audience engagement. Highlighting a wide range of topics including promotion strategies, business models, and prosumers and influencers, this book is ideally designed for digital creators, advertisers, marketers, consumer analysts, media professionals, entrepreneurs, managers, executives, researchers, academicians, and students.

No Seminars in Foxholes offers practical lessons for real-world salespeople. You will learn (1) the best sales tactics to use depend on the situation; (2) the strength of your product, company, status at an account, and timing of market entry are crucial, (3) people in the sales process are swayed by politics and emotions; (4) prospects will select vendors based on how they feel about the limited inputs they have; (5) how to gather, often surreptitiously, the information you need about the decision process; (6) how to use that knowledge and other techniques to affect the outcome. One-size-fits-all approaches to sales do not work. This book will change how you view the sales profession.

This book contains the full proceedings of the 2015 Academy of Marketing Science Annual Conference held in Denver, Colorado. Marketing has become ubiquitous: it doesn't matter who you are, where you are or what you are doing, you cannot escape it. In these times of instantaneous news, information and entertainment, everyone is exposed to messages from the moment they awake until the minute they drift off to sleep. America spends the most money in the world on advertising and other marketing communication. So, it could be said that marketing is America's pastime, as much so as the classics: baseball, hot dogs, and apple pie. Under the theme of " Celebrating America's Pastimes: Baseball, Hot Dogs, Apple Pie and Marketing", this volume discusses all of the good things that marketing can do. Showcasing research from academics, scholars and practitioners from around the world, this volume provides insight and strategies that will help marketers move forward and focus on the positive that marketing can provide to consumers, stakeholders and society. Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complimenting the Academy's flagship journals, Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science.