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Sales Management
This 11th edition of Sales Management continues the tradition of blending the most recent sales management research with the real-life "best practices" of leading sales organizations and sales professionals. Reflecting today’s emphasis on analytics and customer experience (CX), this edition focuses on the importance of employing different data-based selling strategies for different customer groups, as well as integrating corporate, business, marketing, and sales-level strategies and plans. Sales Management includes coverage of the current trends and issues in sales management, along with real-world examples from the contemporary business world that are used throughout the text to illuminat...
Marketing Theory
This thought-provoking book chronicles the evolution of marketing theories and the rationales behind them. The authors present a typology for the twelve schools of marketing thought, and describe a comprehensive metatheoretical framework based on six basic criteria. They also develop a list of concepts and axioms useful in generating a practical theory of marketing. References are extensive and include many pioneering, seldom-cited works. Graduate students and marketing professionals will find this a stimulating and practical work.
Middle Range Theory and the Study of Organizations
Late one afternoon in the fall of 1976, we were sipping Sanka and speculating on the possible directions towards which research and theory in organizational science might lead. One of us had just re-read Walter Nord's Marxist critique of Human Resource Management, and the discussion evolved into an enumeration of the many articles that had appeared in the recent literature attacking the discipline, its mission, and its methods. In no time the list was long enough to suggest that a number of scholars, both young and established, were dissatisfied with the rate of progress begin made in the accumulation of knowledge about organizations. The critics we identified were located at many different ...
Foundations of Marketing Theory
Shelby Hunt's revision of "Foundations of Marketing Theory" continues the tradition of the previous three by providing a clear framework for advancing marketing thought and research.
Proceedings of the 1991 Academy of Marketing Science (AMS) Annual Conference
This volume includes the full proceedings from the 1991 Academy of Marketing Science (AMS) Annual Conference held in Fort Lauderdale, Florida. The research and presentations offered in this volume cover many aspects of marketing science including marketing strategy, consumer behavior, international marketing, services marketing, marketing education, among others. 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, the 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.
What Is America Eating?
For its annual symposium in 1984, the Food and Nutrition Board posed the key nutritional question: "What is America eating?" This resultant volume explains dietary habits, examines the impact of fast-food proliferation and the changing role of women as it affects dietary behavior, and analyzes the nutritional consequences of national dietary trends. Speakers focused on what major food consumption surveys and large-scale studies have demonstrated, including factors that shape eating patterns, eating trends such as snacking and food variety, nutrition policy and its effects on diet, and the overall nutritional status of the U.S. population.
Retail Internationalization
The doctoral thesis investigates various strategies in the area of going and being international of retail firms which is of undisputable relevance due to the fairly narrow research status and the increasing internationalization of retail activities. Issues are investigated concerning the choice of retail market entry modes, i.e., the form of institutional arrangements that retailers use when entering foreign markets, the retail format transfer, i.e., the management of internal processes and the external marketing program elements and the coordination of retail activities, i.e., the implementation of the marketing program by the organizational structure. Regarding this, three important resea...
