Sales and marketing management Books
Edward Elgar Publishing Ltd Handbook of Pricing Research in Marketing
Book SynopsisPricing is an essential aspect of the marketing mix for brands and products. Further, pricing research in marketing is interdisciplinary, utilizing economic and psychological concepts with special emphasis on measurement and estimation. This unique Handbook provides current knowledge of pricing in a single, authoritative volume and brings together new cutting-edge research by established marketing scholars on a range of topics in the area.The environment in which pricing decisions and transactions are implemented has changed dramatically, mainly due to the advent of the Internet and the practices of advance selling and yield management. Over the years, marketing scholars have incorporated developments in game theory and microeconomics, behavioral decision theory, psychological and social dimensions and newer market mechanisms of auctions in their contributions to pricing research. These chapters, specifically written for this Handbook, cover these various developments and concepts as applied to tackling pricing problems.Academics and doctoral students in marketing and applied economics, as well as pricing-focused business practitioners and consultants, will appreciate the state-of-the-art research herein.Table of ContentsContents: Foreword Introduction Vithala R. Rao PART I: INTRODUCTION/FOUNDATIONS 1. Pricing Objectives and Strategies: A Cross-Country Survey Vithala R. Rao and Benjamin Kartono 2. Willingness to Pay: Measurement and Managerial Implications Kamel Jedidi and Sharan Jagpal 3. Measurement of Own- and Cross-Price Effects Qing Liu, Thomas Otter and Greg M. Allenby 4. Behavioral Pricing Aradhna Krishna 5. Consumer Search and Pricing Brian T. Ratchford 6. Structural Models of Pricing Tat Chan, Vrinda Kadiyali and Ping Xiao 7. Heuristics in Numerical Cognition: Implications for Pricing Manoj Thomas and Vicki Morwitz 8. Price Cues and Customer Price Knowledge Eric T. Anderson and Duncan I. Simester PART II: PRICING DECISIONS AND MARKETING MIX 9. Strategic Pricing of New Products and Services Rabikar Chatterjee 10. Product Line Pricing Yuxin Chen 11. The Design and Pricing of Bundles: A Review of Normative Guidelines and Practical Approaches R. Venkatesh and Vijay Mahajan 12. Pricing of National Brands Versus Store Brands: Market Power Components, Findings and Research Opportunities Koen Pauwels and Shuba Srinivasan 13. Trade Promotions Chakravarthi Narasimhan 14. Competitive Targeted Pricing: Perspectives from Theoretical Research Z. John Zhang 15. Pricing in Marketing Channels K. Sudhir and Sumon Datta 16. Nonlinear Pricing Raghuram Iyengar and Sunil Gupta 17. Dynamic Pricing P.B. (Seethu) Seetharaman PART III: SPECIAL TOPICS 18. Strategic Pricing: An Analysis of Social Influences Wilfred Amaldoss and Sanjay Jain 19. Online and Name-Your-Own-Price Auctions: A Literature Review Young-Hoon Park and Xin Wang 20. Pricing Under Network Effects Hongju Liu and Pradeep K. Chintagunta 21. Advance Selling Theory Jinhong Xie and Steven M. Shugan 22. Pricing and Revenue Management Sheryl E. Kimes 23. Pharmaceutical Pricing Samuel H. Kina and Marta Wosinska 24. Pricing for Nonprofit Organizations Yong Liu and Charles B. Weinberg 25. Pricing in Services Stowe Shoemaker and Anna S. Mattila 26. Strategic Pricing Response and Optimization in Operations Management Teck H. Ho and Xuanming Su Index
£60.75
John Wiley and Sons Ltd Inside the Tornado: Marketing Strategies from
Book SynopsisInside the Tornado teaches a startling lesson. As markets change, the very skills that you've just perfected become your biggest liabilities, and if you can't put them aside to acquire new ones you're in for tough times. This is a challenging lesson to apply but Geoffrey Moore uses inspiring examples from market-leading firms to illuminate every dimension of managing a market-focused business strategy. All industries which rely on technology - not just computer hardware, software and telecommunications, but entertainment, publishing, broadcasting, banking, insurance,healthcare, aerospace, defence, utilities, pharmaceuticals, retail and pretty well every other type of industry - must learn to thrive Inside the Tornado.Table of ContentsPart 1 The Development of Hypergrowth Markets Chapter 1 The Land of Oz Chapter 2 Crossing the Chasm—and Beyond Chapter 3 In the Bowling Alley Chapter 4 Inside the Tornado Chapter 5 On Main Street Chapter 6 Finding Your Place Part 2 Implications for Strategy Chapter 7 Strategic Partnerships Chapter 8 Competitive Advantage Chapter 9 Positioning Chapter 10 Organizational Leadership Index
£13.49
Business Expert Press Innovative Selling: A Guide to Successful Corporate Professional Selling
Book SynopsisInnovative Selling is a unique book for corporate sales professionals and their sales leaders about how to prepare, manage, cope, and succeed at corporate global sales.Recent research has discovered concerning underlying discontent with professional sales people who represent global sales organizations. This book assists the sales professionals with navigating the dilemmas and pitfalls that confront today’s corporate sellers so they emerge at the other end mentally healthy, skilled, and sane.The book also tackles and simplifies the basic steps of the overall sales process, territory planning, and product training, so as to ultimately improve your sales results.Many sales people today are looking for a simple and concise book to guide them through the corporate sales process–this is the book for you.
£28.45
De Gruyter The Reality of Virtuality: Harness the Power of
Book Synopsis Virtual Reality (VR) technology has become more sophisticated and widespread. Consumers embrace it for gaming and entertainment. New industries are using it to showcase their products and services, with VR experiences becoming more immersive and realistic than ever. Where does VR fit into your marketing strategy? How can your brand use it to leave a lasting impression on users? And how can your brand utilize VR to interact with your target market to improve consumer engagement and loyalty? The Reality of Virtuality is both practitioner-oriented and evidence-based, showing marketing managers in the B2C and B2B sectors how to design a compelling VR marketing strategy and leverage it for their brand. It discusses how to select the appropriate VR type dependent on resources, technology, and audience. It shows how to align the VR experience with marketing objectives and how to create a purpose-driven VR experience to ensure it is engaging and meaningful. Lastly, it shows how to incorporate VR into the consumer journey, ways to reach consumers before the VR experience, and the long-lasting effects after it. The authors use examples, references, and industry expert opinions throughout, giving marketers a solid foundation for their VR endeavours.
£32.85
New India Publishing Agency Price Spread Analysis and Marketing Pattern of
Book Synopsis
£61.59
Editatum Venta a puerta fría todo lo que debes saber
Book SynopsisGuíaBurros Venta a puerta fría es una guía con TODO lo que debes saber sobre la venta en frío, desde una correcta prospección, pasando por la resolución de objeciones, hasta el cierre de la venta. Toda la información en una guía sencilla y muy fácil de leer.La prospección: Consigue leads cualificados.Sin miedo: Aprende a vender aprendiendo a ligar.La apertura: Tu primera frase es clave.La negociación: Nuestro propio argumentario de ventas.Las objeciones: No aceptes un ?No?. Mis 10 respuestas a negativas.El seguimiento: Haz follow up hasta el infinito. Pero sin ser pesado.El cierre: Lo más sencillo, así que Cierra la venta!Las recomendaciones: Tu máquina de crecimiento.El proceso de ventas: Las fases para vender tú mismo.Equipos comerciales: - Cómo contratar a comerciales "de los buenos?. - Cuánto pagar de sueldo a un comercial. - Cómo gestionamos a nuestros comerciales.Inbound sales: Marketing online para conseguir leads para tus comerciales.<
£12.04
Taylor & Francis CIM Coursebook Assessing the Marketing Environment The Official Cim Coursebook
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£39.99
Taylor & Francis CIM Coursebook Marketing Essentials The Official Cim Coursebook
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£41.99
Taylor & Francis Ltd CIM Coursebook Marketing for Stakeholders
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£37.99
Taylor & Francis Historical Research in Marketing Management
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£28.99
Taylor & Francis Ltd Sustainability
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£128.25
Taylor & Francis Ltd Sustainability
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£32.99
Taylor & Francis Business Ethics in East Asia Examples in Historical Context
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£43.99
Taylor & Francis Ltd Corporate Social Responsibility for Sustainable Tourism
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£128.25
Taylor & Francis Strategic Brand Management in Higher Education
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£128.25
Taylor & Francis Strategic Corporate Social Responsibility in Malaysia
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£128.25
Taylor & Francis Consumer Behaviour and the Arts
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£128.25
Taylor & Francis Consumer Behaviour and the Arts
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£45.99
Taylor & Francis Value in Marketing Retrospective and Perspective Stance Routledge Frontiers in the Development of International Business Management and Marketing
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£128.25
Taylor & Francis Storytelling for Sustainability in Higher Education
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£128.25
Taylor & Francis How To Be Insightful
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£128.25
Taylor & Francis How To Be Insightful Unlocking the Superpower That Drives Innovation
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£31.34
Taylor & Francis Ltd Data Analytics for Business
Book SynopsisInterest in applying analytics, machine learning, and artificial intelligence to sales and marketing has grown dramatically, with no signs of slowing down. This book provides essential guidance to apply advanced analytics and data mining techniques to real-world business applications. The foundation of this text is the author's 20-plus years of developing and delivering big data and artificial intelligence solutions across multiple industries: financial services, pharmaceuticals, consumer packaged goods, media, and retail. He provides guidelines and summarized cases for those studying or working in the fields of data science, data engineering, and business analytics. The book also offers a distinctive style: a series of essays, each of which summarizes a critical lesson or provides a step-by-step business process, with specific examples of successes and failures.Sales and marketing executives, project managers, business and engineering professionals, and graduate studeTrade Review"This book should be considered required reading for analysts, managers and executives seeking to drive business performance and gain competitive advantage through data-driven strategy and decision making. Dr. Haimowitz has distilled his considerable experience into a practical how-to guide that is sure to become a fundamental reference text for the modern analytics practitioner or manager, regardless of industry." Zaheer Benjamin, Group Leader in Business Intelligence & Analytics across Life Sciences, Broadcasting, and Major League SportsThis Data Analytics for Business written by Dr. Ira Haimowitz is an experience laden, practical book with real world examples for data analyst, marketing and business executives. The book is well written and provides a good background in design of the big data organization, data analytical applications, and implementation and delivery of the projects in easy-to- read format. The book is a must read for anyone who is interested in data analytics related to sales, marketing and strategy. Thani Jambulingam Ph.D, Professor, Department of Pharmaceutical and Healthcare Marketing, Haub School of Business, Saint Joseph’s University, Philadelphia Table of ContentsOrganizational Design Principles 1. Linking Business Challenges to Big Data Solutions 2. Selling the Big Data Analytics Initiative 3. Organizational Structures for Advanced Analytics 4. Lessons Learned Managing Big Data Departments Analytics Business Applications 5. Segmentation: Categorizing Your Customers 6. Targeting: Getting it "Right" 7. Campaign Measurement with Learning Objectives 8. Strategic Text Mining 9. Predictive Modeling for Business Implementation and Delivery 10. Privacy Considerations for Big Data Analytics 11. Delivering Results with Actionable Insights 12. Scalability and Long Term Success
£37.99
Taylor & Francis Ltd Data Analytics for Business
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£118.75
Taylor & Francis Ltd Responsible Leadership
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£142.50
Taylor & Francis Public Relations and Sustainable Citizenship
Book SynopsisThis book examines how public relations might re-imagine itself as an instrument of sustainable citizenship by exploring alternative models of representing and building relationships with and among marginalised publics that disrupt the standard discourses of public relations. It argues that public relations needs to situate itself in the larger context of citizenship, the values and ethics that inform it and the attitudes and behaviours that characterize it.Interlacing critical public relations with a theoretical fabric woven with strands of postcolonial histories, indigenous studies, feminist studies, and political theory, the book brings out the often-unseen processes of relationship building that nurtures solidarity among historically marginalized publics. The book is illustrated with global cases of public relations as sustainable citizenship in action across three core elements of the earth â air, water, and land. In each of the cases, readers can see how resistance moveTrade Review"In Public Relations and Sustainable Citizenship, Munshi and Kurian once again deliver a powerful work of the highest quality scholarship that insists on our attention. Shifting the terrain for both functional and critical approaches to public relations, they emphasise the fundamental importance of action, connection and relationship to resistance communication. As a way of understanding the many acts of resistance to planetary domination by capitalist and political elites, the power of public relations for sustainable citizenship is both emergent, built on organic connections that grow as causes and concerns multiply, and urgent, built on a passion for justice that should engage us all. As such, this book is not only a powerful alternative theorisation of public relations in the interests of the planet and its people; it is also a call to action for scholars and practitioners to democratise public relations and use its power productively." – Lee Edwards, London School of Economics and Political ScienceTable of Contents1. Theorizing Public Relations and Sustainable Citizenship 2. Air: Breathing Life into Action on Climate Change 3. Water: Struggles over Defining a Life Resource 4. Land: Changing the Narratives of Occupation and Imposed Identities 5. Earth: Public Relations for the Planet and its People
£49.39
Taylor & Francis Strategic Brand Management and Development
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£135.00
Taylor & Francis Ltd Internal Marketing
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£39.99
Taylor & Francis Absolute Essentials of Corporate Governance Absolute Essentials of Business and Economics
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£47.49
Taylor & Francis Ltd Performance through Diversity and Inclusion
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£36.99
Taylor & Francis Ltd Performance through Diversity and Inclusion
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£128.25
Taylor & Francis Ltd Entrepreneurial Marketing and International New Ventures Antecedents Elements and Outcomes Routledge Studies in Entrepreneurship
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£128.25
Taylor & Francis Leading Transformative Change Collectively A Practitioner Guide to Realizing the SDGs
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£128.25
Taylor & Francis Leading Transformative Change Collectively A Practitioner Guide to Realizing the SDGs
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£32.99
Taylor & Francis Building Value through Marketing A StepbyStep Guide
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£128.25
Taylor & Francis Building Value through Marketing
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£32.99
Taylor & Francis Ltd Shaping the Future of Work A Handbook for Action and a New Social Contract Giving Voice to Values
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£128.25
Taylor & Francis Strategic Commercial Management
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£152.00
Taylor & Francis Ltd The Living Wage
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£35.99
Taylor & Francis Ltd The Living Wage
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£128.25
Taylor & Francis Ltd Corporate Social Responsibility in the Arctic
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£128.25
Taylor & Francis Building Corporate Identity Image and Reputation in the Digital Era
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£128.25
Taylor & Francis Ltd Building Corporate Identity Image and Reputation in the Digital Era
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£37.99
Taylor & Francis Ltd Transforming Relationship Marketing Strategies and Business Models in the Digital Age Routledge Advances in Management and Business Studies
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£128.25
Taylor & Francis Ltd Transforming Relationship Marketing
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£52.24
Taylor & Francis Ltd The elea Way A Learning Journey Toward
Book SynopsisSocial entrepreneurship and impact investing contribute to a more inclusive capitalism and bring innovative solutions to global challenges, such as fighting poverty and protecting planet earth. This book offers practical advice on how to best integrate entrepreneurship and capital for impact and innovation by using elea's philanthropic investing approach to fight absolute poverty with entrepreneurial means as an example. Written by two leading experts, the book summarizes insights from elea's 15-year pioneering journey, from creating an investment organization, choosing purposeful themes, and sourcing opportunities, to partnering with entrepreneurs for impact creation. This includes suggestions on how to lead impact enterprises in such areas as developing strategies, plans, and models; building effective teams and organizations; managing resources; and handling crises. Using real-life examples, this is valuable reading for entrepreneurs, investors, executives, philanthropistsTrade Review"elea’s innovative approach reinforces convergence across corporations, investment organizations, and entrepreneurs toward social impact and meaningful purpose. Its lessons are valuable for corporate executives as they realize strategies that benefit societies." Paul Polman, Chair of IMAGINE, former Unilever CEO" ‘The elea Way’ shows how to mobilize capital for social impact by reshaping market-based models. It contributes to harnessing the efforts of complementary actors, such as investors, entrepreneurs, response agencies, and governments, who have the people most affected by poverty and crisis in mind." Peter Maurer, President of the International Committee of the Red Cross"This book is a rare opportunity to gain insight into the mind of an experienced impact investor. elea’s connectedness with our team, which goes far beyond its contribution of financial capital, has been instrumental on our path as impact entrepreneurs, particularly when facing the Global Covid-19 Crisis." Divya Vasant, Amazi Founder and CEO "elea’s pioneering combination of impact investing and philanthropy inspires both private and public-sector initiatives for economic development. Its ethical foundation in liberalism and its values of inclusive capitalism are hallmarks of Swiss identity." Ignazio Cassis, Swiss Federal Councillor - Minister for Foreign Affairs "IMD is delighted to host the elea Center for Social Innovation. The elea Way will help in the development of thoughtful and ethical leaders broadening their horizons toward new forms of capitalism and deepening their understanding that they can do well by doing good". Jean-Francois Manzoni, IMD President"elea’s innovative approach reinforces convergence across corporations, investment organizations, and entrepreneurs toward social impact and meaningful purpose. Its lessons are valuable for corporate executives as they realize strategies that benefit societies." Paul Polman, Chair of IMAGINE, former Unilever CEO"The elea Way shows how to mobilize capital for social impact by reshaping market-based models. It contributes to harnessing the efforts of complementary actors, such as investors, entrepreneurs, response agencies, and governments, who have the people most affected by poverty and crisis in mind." Peter Maurer, President of the International Committee of the Red Cross"This book is a rare opportunity to gain insight into the mind of an experienced impact investor. elea’s connectedness with our team, which goes far beyond its contribution of financial capital, has been instrumental on our path as impact entrepreneurs, particularly when facing the Global Covid-19 Crisis." Divya Vasant, Amazi Founder and CEO "elea’s pioneering combination of impact investing and philanthropy inspires both private and public-sector initiatives for economic development. Its ethical foundation in liberalism and its values of inclusive capitalism are hallmarks of Swiss identity." Ignazio Cassis, Swiss Federal Councillor - Minister for Foreign Affairs "IMD is delighted to host the elea Center for Social Innovation. The elea Way will help in the development of thoughtful and ethical leaders broadening their horizons toward new forms of capitalism and deepening their understanding that they can do well by doing good." Jean-Francois Manzoni, IMD PresidentTable of ContentsIntroduction: Reinventing Capitalism 1. Searching For Enterpreneurial Qualities 2. Impact Investing on the Rise 3. elea’s Foundation and Operating Model 4. elea’s Investment Focus 5. Building and Leading an Impact Enterprise 6. Sustaining Impact and Innovation
£29.99
Taylor & Francis Sustainability and Corporate Governance A Guide to Law and Practice
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£32.99
Taylor & Francis Ltd Corporate Social Responsibility and Environmental Affairs in the British Press
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£128.25
