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Marketing Strategy
Marketing Strategy: The Thinking Involved.
Sales Force Management
In this latest edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, solidifying the book's position globally as the leading textbook in the field. It’s a contemporary classic, fully updated for modern sales management practice. Including the Churchill, Ford, and Walker approach, the new edition also features: A strong focus on leadership, technology, innovation, ethics, and global business New material integrated throughout the book on multifaceted sales communication approaches, leadership, and the relationship between the marketing and sales functions Continued partnership with HR C...
Theory of the Firm
This book has an objective and a focus. It provides the reader with: • an in-depth acquaintance with the theory of the firm developed by Erich Gutenberg • an insight into a coherent body of current German research in the theory of the firm. The book is divided into two parts. The first part lays the foundations. It presents Gutenberg's theory of the firm to the English speaking reader. Considering the great importance that Erich Gutenberg has had in Germany and taking into consideration the impact that the translations of his path-breaking three volumes "Principles of Management" have had in France, the Spanish speaking countries, and in Japan, it was felt that it was necessary, on the o...
Online Customer Loyalty
Roberta C. Nacif investigates the behavioral consequences of self-service purchases via the Internet. She explores the effects of customers' assessments of self-service encounters experiences (attitudes) and transactional history (prior behavior) on their subsequent purchasing behavior and analyzes customers' decision of whether or not to repurchase from the same retailer and of how much money to spend.
Many Worlds, One Life
In this engaging, insightful, and inspiring narrative, Hermann Simon, the world-renowned management thinker, consultant, pricing expert, entrepreneur, and leading authority on the “hidden champions” business model, highlights the influences on his remarkable journey from humble origins on a German farm to advising and sharing the stage with global leaders in industry, academia, and politics. Born in 1947 in the rural Eifel region of Western Germany, Simon’s coming of age parallels that of a country struggling to come to terms with the legacy of World War II and reinvent itself as a new world power. His colorful anecdotes of a youth spent in an agricultural community that in many ways o...
Handbook of Research on Customer Equity in Marketing
Customer equity has emerged as the most important metric to manage firm performance. This Handbook covers a broad range of strategic and tactical issues related to defining, measuring, managing, and implementing the customer equity metric for maximizin
Handbook of Research on Customer Loyalty
Identifying customer loyalty as a crucial success factor in contemporary marketing thinking and practice, this innovative Handbook incorporates a rich collection of perspectives on the current topics and research-driven practices in the field. Leading scholars offer an insightful reimagining of the research methods, metrics, and designs for the future of measuring and predicting customer loyalty.
Knowledge Enterprise: Intelligent Strategies in Product Design, Manufacturing, and Management
This volume contains the edited technical presentations of PROLMAT 2006, the IFIP TC5 international conference held on June 15-17, 2006 at the Shanghai University in China. The papers collected here concentrate on knowledge strategies in Product Life Cycle and bring together researchers and industrialists with the objective of reaching a mutual understanding of the scientific - industry dichotomy, while facilitating the transfer of core research knowledge to core industrial competencies.
Advances in Banking Technology and Management: Impacts of ICT and CRM
Banking across the world has undergone extensive changes thanks to the profound influence of developments and trends in information communication technologies, business intelligence, and risk management strategies. While banking has become easier and more convenient for the consumer, the advances and intricacies of emerging technologies have made banking operations all the more cumbersome. Advances in Banking Technology and Management: Impacts of ICT and CRM examines the various myriads of technical and organizational elements that impact services management, business management, risk management, and customer relationship management, and offers research to aid the successful implementation of associated supportive technologies.
Entertainment Science
The entertainment industry has long been dominated by legendary screenwriter William Goldman’s “Nobody-Knows-Anything” mantra, which argues that success is the result of managerial intuition and instinct. This book builds the case that combining such intuition with data analytics and rigorous scholarly knowledge provides a source of sustainable competitive advantage – the same recipe for success that is behind the rise of firms such as Netflix and Spotify, but has also fueled Disney’s recent success. Unlocking a large repertoire of scientific studies by business scholars and entertainment economists, the authors identify essential factors, mechanisms, and methods that help a new en...
