This volume presents selected articles from the 21st Eurasia Business and Economics Society (EBES) Conference, which was held in Budapest (Hungary) in 2017. The theoretical and empirical papers in this volume cover various areas of business, economics, and finance from a diverse range of regions. In particular, this volume focuses on the latest trends in consumer behavior, new questions in the development of organizational strategy, and the interaction of financial economics with industrial economics and policy.

First-line sales managers (FLMs) play a key role in helping a sales organization drive profitable revenue growth in an ever-changing business environment. But although directly responsible for managing and driving sales force performance, FLMs often don t get enough time, attention, and resources from sales leaders. Building a Winning Sales Management Team shows just how important FLMs are to sales organizations and what happens when companies underinvest in these key players.

Authors of four previous books on sales management, Zoltners, Sinha and Lorimer show in Building a Winning Sales Management Team just how companies can nurture successful FLMs and improve sales force productivity. The book has dozens of real-life examples of how investing in first-line management paid off in a big way. In developing the book, the authors collaborated with leaders from some of the world s top companies. The authors also draw on their cumulative experience as sales and marketing consultants, faculty members at Northwestern University s Kellogg School of Management, and business speakers and writers to produce fresh, completely original insights on sales force effectiveness.

Building a Winning Sales Management Team shows in detail exactly how companies can improve FLM performance. The authors reveal eight key drivers for defining, creating and enabling a successful first-line sales management team, and show how FLMs are critical facilitators of change. The book also includes a self-assessment tool to help organizations determine the right priorities to start improving sales management team performance.

"Sign Me Up " Imagine it: prospects actually asking you to email your marketing information to them. At a time when people are reluctant to give out their email addresses and skeptical of most email, it's harder than ever for legitimate marketers to separate their emails from spam. Not anymore.

This informative book reveals the secrets behind running a permission-based email newsletter program that motivates customers and prospects to sign up for your emails and respond to your messages. It shows you how you can use email to

• Sell more products and services
• Boost customer satisfaction and loyalty
• Attract new customers to your products and services

"Sign Me Up " delivers valuable insights and ideas on creating and sustaining an email newsletter program. It's packed with real-world examples from eBay, Amazon.com, CoolSavings, iVillage, BabyCenter, and more.

Use email to your advantage in the new media landscape by learning how to

• Write and design great newsletters
• Build and maintain responsive and targeted lists
• Increase response to every email you send
• Test and measure the effectiveness of your email program
• Make sure your messages reach the inbox

Visit our website: www.returnpath.biz/signmeup
." the common-sense suggestions, specific techniques and strategies provided here will be invaluable in the right hands: those of motivated businesspeople with the resources and desire to implement newsletter programs. A boon for marketing mavens in need of some savvy email assistance."-Kirkus Discoveries

To survive in today's competitive business environment, marketing professionals must look to develop innovative methods of reaching their customers and stakeholders. Social media is a useful tool for developing the relationships between businesses and consumers. Building Brand Identity in the Age of Social Media: Emerging Research and Opportunities is a critical scholarly resource that examines the media consumption and habits of consumers to evaluate the challenges of brand building. Featuring coverage on a broad range of topics such as brand identity, brand loyalty, and social media branding, this book is geared towards marketing professionals, business managers, and individuals interested in how social media fits into today's marketing environments.

This book focuses on the applications of optimal control theory to operations strategy and supply chain management. It emphasizes the importance of optimal control theory as a tool to analyze and understand fundamental issues in the respective fields. Delving deeper, the book also elaborates on how optimal control theory provides managerial and economic insights, enabling readers to comprehend the dynamic activities and interactions in operations. Given that optimal control theory is not a dominant approach to studying operations management in the current literature, this book fills that gap by showing its effectiveness as a tool to supplement other methodologies in operations.

Customer-Centered Reengineering shows organizations how to reinvent themselves from the outside in, by realigning strategy, structure, systems, and people to put the customer at the center of their "universe".

A Primer in Financial Data Management describes concepts and methods, considering financial data management, not as a technological challenge, but as a key asset that underpins effective business management. This broad survey of data management in financial services discusses the data and process needs from the business user, client and regulatory perspectives. Its non-technical descriptions and insights can be used by readers with diverse interests across the financial services industry. The need has never been greater for skills, systems, and methodologies to manage information in financial markets. The volume of data, the diversity of sources, and the power of the tools to process it massively increased. Demands from business, customers, and regulators on transparency, safety, and above all, timely availability of high quality information for decision-making and reporting have grown in tandem, making this book a must read for those working in, or interested in, financial management.

Praise for "SalesBURST "

""SalesBURST " is an entertaining, clever, and out-of-the-box approach to selling. I recommend reading this book to anyone involved in selling today."
--Peter Handal, CEO, Dale Carnegie & Associates, Inc.

"Every salesperson wants to get up to speed as fast as they can-but not as fast as their manager wants them to. "SalesBURST " helps every salesperson shift into fifth gear without skipping first, second, third, or fourth. This makes three people happy: the manager, the salesperson, and the salesperson's banker."
--Jeffrey Gitomer, author of "Little Red Book of Selling"

"This is a great book that shows you how to make more sales, faster and easier than you ever thought possible."
--Brian Tracy, author of "The Psychology of Selling"

"Learn from Evans and "SalesBURST " how passion, determination, and an intelligence-based sales effort can make you successful."
--John Calamos, CEO, Calamos Investments

"I have utilized Evans's sales methods to successfully manage my sales accounts, my sales team, and my career for seventeen years. I look forward to using "SalesBURST " to train my salespeople firsthand."
--Joel Leetzow, Executive Vice President, North America and board member, Scancode

""SalesBURST " is filled with Evans's success stories that will both inspire you and provide helpful hints to help you meet your own quota."
--Susan Bulkeley Butler, CEO, SBB Institute for the Development of Women Leaders and first woman partner at Accenture

"Evans completely exceeded my expectations. Not only did his presentation provide tremendous insights on sales but even greater life lessons."
--Rick E. Ridnour, PhD, Department of Marketing, Northern Illinois University

""SalesBURST " teaches you to set goals and train for those goals so you win."
--Buddy Melges, America's Cup-winning skipper and Gold and Bronze Olympic Medalist

How can we engage in a market relationship when the quality of the goods we want to acquire is unknown, invisible, or uncertain? For market exchange to be possible, purchasers and suppliers of goods must be able to assess the quality of a product in relation to other products. Only by recognizing qualities and perceiving quality differences can purchasers make non-random choices, and price differences between goods be justified. "Quality" is not a natural given, but the outcome of a social process in which products become seen as possessing certain traits, and occupying a specific position in relation to other products in the product space. While we normally take the quality of goods for granted, quality at a closer look is the outcome of a highly complex process of construction involving producers, consumers, and market intermediaries engaged in judgment, evaluation, categorization, and measurement. The authors in this volume investigate the processes through which the quality of goods is established. They also investigate how product qualities are contested and how they change over time. The empirical cases discussed cover a broad range of markets in which quality is especially difficult to assess. The cases include: halal food, funeral markets, wine, labor, school choice, financial products, antiques, and counterfeit goods. The book contributes to the sociology of markets. At the same time it connects to the larger issue of the constitution of social order through cognitive processes of classification.

This book compiles the current state of knowledge on omnichannel retailing, a new concept in which all sales and interaction channels are considered together, and which aims to deliver a seamless customer experience regardless of the channel. It highlights case studies and examples related to each of the many barriers to an omnichannel approach, demonstrating not just success stories, but also failures. While omnichannel has already been recognized as an emerging retail trend, the articles in this book fill an important gap in research on the topic. Providing readers with essential insights on the omnichannel strategy and its implementation, the book will also stimulate academic discussion on this emerging trend.

What 200 products can be made from a dead chicken?What should turkey really taste like?How can you make a ready-made meal appear less manufactured?How do you market a "folk-pizza"?This fascinating and entertaining book examines the strategies and struggles of the young professionals who are responsible for marketing a variety of ready-made food products for a major Norwegian food manufacturer. This setting provides the empirical focus for the analysis of the key tensions and contradictions which are to be found in modernity.Through a detailed description of "everyday-life" in the marketing department, the book critically examines many of the features which are believed to characterise modernity, such as authenticity, ambivalence and the quest for order. The setting also allows the author to explore key economic terms such as "the market," "product," "brand" and "consumer."Drawing on comparative material, the author suggests that modernity may be characterized, not so much by an effort at making order, but rather by specific ways of dealing with ambivalence, and demonstrates that features generally associated with modernity may not be so modern after all.

This book highlights innovative solutions together with various techniques and methods that can help support the manufacturing sector to excel in economic, social, and environmental terms in networked business environments. The book also furthers understanding of sustainable manufacturing from the perspective of value creation in manufacturing networks, by capitalizing on the outcomes of the European 'Sustainable Value Creation in Manufacturing Networks' project. New dynamics and uncertainties in modern markets call for innovative solutions in the global manufacturing sector. While the manufacturing sector is traditionally driven by technology, it also requires other managerial and organizational solutions in terms of network governance, business models, sustainable solution development for products and services, performance management portals, etc., which can provide major competitive advantages for companies. At the same time, the manufacturing industry is subject to a change process, where business networks play a major role in value-creating processes. By far the biggest challenge in this context is making value creation a sustainable process where economic, social, and environmental demands are met. Managing product and service-related business operations in manufacturing networks thus brings different challenges that cannot purely be resolved using traditional methods, and techniques. This book is an outcome of a European project funded by the European Commission, and performed by a dedicated R&D consortium comprised of some leading Research institutions and Industrial partners.

This book provides a review of the latest research on emotion in engineering, with a particular focus on design and manufacturing. Topics include experience, happiness, cognitive science, neuroscience, additive manufacturing, universal design, branding, teamwork. Throughout the book, the emotions of the end users of engineering products are discussed, as well as the perspective of the expert. The book provides researchers, students, and practicing engineers with an opportunity to examine research and practice in engineering from a different perspective, and offers pointers to how to collaborate with people from other fields to help achieve a more connected society.

The lifeblood of any business is sales and marketing. Selling and marketing skills are essential for a business to succeed. A person's ability to market a product or service assists in the development of entrepreneurial flair, a much-needed attribute for people either seeking employment, or currently employed, in the southern African business environment. Fundamentals of sales and marketing - Discuss the development of sales and marketing skills in the southern African business environment; is unique as it presents the theory on both sales and marketing in one concise book; provides southern African examples and case studies; is written in simple, clear language which makes it easy to read an accessible to business; management students and practitioners in the sales and marketing fields.

When Retail Customers Count is the first book only book dedicated to telling the traffic and customer conversion story. From measuring the impact to advertising to understanding what drives conversion rates, the book covers all the bases. The book is a primer for retail management at all levels from senior executives to store managers describing the many ways traffic and customer conversion analysis can help retailers better measure results, drive performance and manage costs. The informal tone, case examples and over 100 graphs and charts make the material highly readable and accessible. Dr. Paul McElhone, Executive Director of the School of Retail at the University of Alberta says, Mark has managed to create a template that can be customized for all retailers regardless of size, product, or service. His professional, relaxed writing style is engaging. He has attacked head-on many of the challenges facing retailers and those in the service sectors. This is a great read full of excellent insights. Whether you are new to the retail game or a seasoned veteran When Retailers Customers Count is a great reference book for anyone involved in the retail decision-making process.

Why do some managers succeed and why do others fail? Mediocre performance in management is born from a failure to understand that real leadership requires action and exceptional accomplishment in meeting goals and working well with others. Plain and simple-effective leadership is the key to building great companies.

David Reeves, a successful business leader who developed profitable agencies for a major life insurance company for more than twenty-seven years, shares principles that will help others identify the difference between management and leadership, learn how to effectively lead a group, and motivate others to accomplish goals. Through sharing his own personal experiences and the stories of successful leaders, Reeves teaches managers and future leaders how to: Develop personal integrity that is strong enough to make and keep commitments Find the courage to change the things that must be changed Listen and communicate effectively Recruit and hire only the best individuals Build a culture focused on excellence The Character of Leadership guides managers through an in-depth thinking process that will help them become the kind of leaders who inspire others to achieve greatness.

Social media is becoming the fastest way to communicate ideas and values. Are you using this ever-changing media to effectively communicate your messages? In "Everything You Ever Wanted to Know About Social Media, but were afraid to ask...," author and public relations professional Hilary JM Topper, MPA provides an understanding of social media.

Designed for marketing professionals, small business owners, and non-profit organization executives, "Everything You Ever Wanted to Know About Social Media, but were afraid to ask..." is filled with detailed, how-to information on the sometimes complicated online world. Guiding readers through the importance of implementing social media tactics into their marketing mix to increase awareness and maintain visibility, this guide: Describes how to use social media sites, blogs, and microblogs Reviews more than a dozen social networking sites Provides an understanding of the importance of podcasts and video podcasts Discusses what it means to "Go Viral" Gives suggestions for handling crisis situations via the Web "Everything You Ever Wanted to Know About Social Media, but were afraid to ask..." highlights the power of consumer-generated media and how it can be used effectively to help grow your business.