Sales and marketing management Books

Book SynopsisTable of ContentsForeword ix Preface xiv Part I: Principles and Benefits of Advocate Marketing 1 Chapter 1: What Is Advocate Marketing? 3 Chapter 2: Why Is Advocate Marketing Important? 13 Chapter 3: The Net Advocate Score: Building on the Net Promoter Score 25 Part II: Case Studies and Best Practices: Words from the Experts 35 Chapter 4: Build an Advocate Recognition Engagement (ARE) Program 37 Chapter 5: The Power of One Advocate 53 Chapter 6: Breaking Past the “Press Release” Goal 61 Chapter 7: Overcoming Skepticism with Open Communications 71 Chapter 8: Innovative Marketing Strategy Propels Intel to Successful Global Product Launch 79 Chapter 9: Citrix Moves from Customer Content Factory Model to Content Showroom 91 Chapter 10: The Influential Power of Customer References 99 Chapter 11: Award Engagement Program Helps Win Two-Million-Dollar Contract 107 Chapter 12: Enthusiastic Advocates Help Businesses Drive Measurable Marketing and Revenue Performance 117 Chapter 13: The Paradox of “Do as I Say, Not as I Do” 127 Chapter 14: Survey Says: Engage Your Advocates as Partners at Every Opportunity 135 Chapter 15: Advocates Turning Rogue: The Importance of Reputation Management 143 Chapter 16: Best Practices for Creating a Project Management Plan for an Advocate Recognition Engagement (ARE) Program 155 Chapter 17: Best Practices in the B2B Customer Advocacy and Reference Industry 165 Chapter 18: Best Practices for Measurability 173 Chapter 19: Epilogue: What’s Next? Using What You Have Learned 193 Interviewees’ Contact Information 199 Index 201

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Book SynopsisProvides salespeople with information on hypnotic techniques and how to use them in sales presentations and script books to win the customer''s trust and make sales.

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Book SynopsisYou're either a Purple Cow or you're not. You're either remarkable or invisible. Make your choice. What do Apple, Starbucks, Dyson and Pret a Manger have in common? How do they achieve spectacular growth, leaving behind former tried-and-true brands to gasp their last? The old checklist of P's used by marketers - Pricing, Promotion, Publicity - aren't working anymore. The golden age of advertising is over. It's time to add a new P - the Purple Cow. Purple Cow describes something phenomenal, something counterintuitive and exciting and flat-out unbelievable. In his new bestseller, Seth Godin urges you to put a Purple Cow into everything you build, and everything you do, to create something truly noticeable. It's a manifesto for anyone who wants to help create products and services that are worth marketing in the first place.

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Book SynopsisIn the world of business, who you know is usually more important than what you know. While most research highlights the personal characteristics and expertise important to business success, this book demonstrates that networking is the core of entrepreneurship. Both counterintuitive and powerful, this perspective reframes entrepreneurial action by placing networking at the center of the process. Traditionally, networks have been regarded as facilitators of business, but Tom Elfring, Kim Klyver, and Elco van Burg argue that networking is actually the basis of entrepreneurial action, and conversely, that entrepreneurial action is networking. In developing an entrepreneurship as networking model, the book addresses the persistent problems that plague the dominant individual-opportunity approach in entrepreneurship. They describe the key dynamics, mechanisms, and practices of entrepreneurship as networking, and point at fruitful networking strategies for entrepreneurs. Thus, the authors provide an integrated and dynamic account of entrepreneurial agency that prioritizes interaction with the surrounding social environment. They also explain what a viable network is for entrepreneurs and how networking activities affect their endeavours. Their perspective sheds new light on the origins of opportunities and how entrepreneurs access and mobilize resources. The approach also explains how entrepreneurs build legitimacy and exploit the networks they work within. Offering a groundbreaking theory of entrepreneurial action as networking, Entrepreneurship as Networking opens up an entirely new research agenda.Table of ContentsList of Figures List of Tables Preface Acknowledgements Chapter 1: Introduction Chapter 2: Networking mechanisms Chapter 3: Network agency and network dynamics Chapter 4: Perceiving and capturing opportunities through social interaction Chapter 5: Accessing and acquiring resources Chapter 6: Legitimizing through entrepreneurial networking Chapter 7: Conclusion: Entrepreneurship as networking References Index Author Biographies

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Book SynopsisA practical management guide to the ideas in marketing and strategy for MBA and executive courses, this book focuses on key issues relevant to modern business. It gives step-by-step guides to developing a marketing strategy, making pricing decisions and developing advertising and communications plans.Table of ContentsBrief Contents 1. Management: objectives and tasks 2. The customer-led business 3. Segmentation, positioning and the marketing mix 4. Strategic market planning 5. Market dynamics and competitive strategy 6. Building successful brands 7. Innovation and new product development 8. Pricing policy: delivering value 9. Communications strategy 10. Managing personal selling 11. Managing marketing channels 12. Marketing in service businesses 13. Turnaround management 14. Marketing in the twenty-first century

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Book SynopsisPat Hutchinson established Quadrant 1 International and is currently Sales and Marketing Director at the company.  Using NLP techniques long before she ever trained as an NLP trainer, Pat developed sales teams across the world including Europe, Asia and North America. Pat has since incorporated this experience into her NLP business teaching and currently uses NLP to help people in business.Table of ContentsAbout the author Acknowledgements Introduction: Think, act and sell! 01 Selling in the twenty-first century 02 Building strong relationships 03 How clients make decisions 04 Aligning with your role, your clients and your organisation 05 Believing your way to success 06 What are you aiming for? 07 Rapport gets you everywhere 08 The elegant language of sales 09 Using frames to keep control 10 Selling to groups 11 The NLP sales process Index

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Book SynopsisAs high street and main street businesses continue to suffer, there''s a new rule in business: forget about the general audience and instead stake out an identifiable niche.Woolworths suffered from a lack of identity and found that low quality and low price wasn''t enough; General Motors crashed as motorists failed to distinguish between cars in their range. Yet HBO, Moleskine and specialist media like The Economist have all succeeded by building their authority over narrow areas of expertise and cultivating a passionate following - and their profits have mushroomed. Fascinating and thought-provoking, Niche is a superb examination of how innovation and profitability are moving to a series of tightly defined but globally scattered niches, bound together by the reach of the net.Trade ReviewA fascinating book . . . Compelling . . . Its easy-going style ranges confidently over the modern marketing landscape and the examples of brands rising and falling are compelling. The research is excellent -- Jamie Collinson * Management Today *James Harkin . . . wears lightly a wide range of expertise . . . A good read -- John Kay * Financial Times *

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Book SynopsisThe Price of Global Health is a unique book that describes the pharmaceutical pricing process and its business, economic and social challenges. Global drug pricing is one of the most hotly debated yet least understood aspects of the pharmaceutical industry. How should drug prices be set and what does it mean for patients? Why do governments increasingly get involved, and what is its impact on the global competitive environment? How can a life-saving industry have a poorer image than gun and tobacco industries, whose products are associated with death?The pharmaceutical industry is under unprecedented pressure due to a combination of declining R&D productivity, payer/provider demands for better value and public pressures to show pricing restraint. Rapidly increasing cost of healthcare, shifts from fee-for-service to value-based reimbursement, public pressure on drug pricing and an increasingly vocal medical community have empowered public and private payers worldwide toTrade Review"This book gives a great overview and offers several perspectives on drug pricing issues. It provides comprehensive new insights such as the need to take benefits assessments of pharmaceuticals into consideration during all steps of drug development and market access. The mix of theory, in the form of underlying arguments and analytical frameworks, along with practical and up-to-date real-world solutions, makes this book an outstanding reference." - Thomas Mueller, Head of Directorate General 1 "Drugs, Medical Devices, Biotechnology" Ministry of Health, Germany"Ed Schoonveld does an extraordinary job of making one of the most complex and vital topics in the industry intelligible to both new and experienced audiences. Best of all, he leverages case studies and straightforward frameworks to provide a pragmatic approach for mastering the theory of global pricing and access. I keep his book in easy reach for my own reference or to share with others." - Susanne Laningham, Commercial Growth Capability Lead, Amgen"This book is fantastic! … People will love it. It’s very well suited for a broad audience from student to professionals to non experts and will hopefully be useful to demystify the subject a little. … THE pharma pricing book!" - Ulf Staginnus, Senior Vice President, Head Global Market Access & Pricing at Ipsen"The Price of Global Health is the most informative and comprehensive book I have read on the topic of global pharmaceutical pricing and market access. Ed is able to distill complex topics into simplified and pragmatic frameworks, including insightful perspectives on market segmentation, communicating value, and pricing. The final section provides a useful reference, describing how key global healthcare systems are structured and their approach for assessing value. I have recommended this book for members of my team as part of their initial training." - David Kaplan, former Senior Advisor, Global Payer Market Research, Eli Lilly"Ed Schoonveld explains how pharmaceutical prices are determined in a complex global payer environment and what factors influence the process. I have used the book to teach pharmaceutical pricing since the book first arrived on the market. It fills a huge unmet need. The students find that Ed’s book transforms the complex global pricing environment and the factors that influence the pricing process into an understandable and manageable entity. The book takes a lot of data and transforms the information into key concepts. I can’t imagine teaching global pharmaceutical pricing without Ed’s book." - Richard Truex PhD, Adjunct Professor St. Joseph’s University, Philadelphia"The Price of Global Health is a rare book in pharmaceutical market access strategy that develops an understandable strategic perspective. It is based on considerable real-world experience and has been updated as the dynamics of the global pharma market have evolved. We used it as an important part of our onboarding process for all junior market access staff. Highly recommended." - Keith Hendricks, former Vice President, Decision Support Group, Corporate Strategic Planning, AbbVie"This book should be on the shelves of every pharmaceutical company executive—in whatever discipline—and will prove invaluable to anyone interested in providing and financing modern healthcare." - Joe Zammit-Lucia, President and CEO, Cambridge Pharma Consultancy"The Price of Global Health is a compelling and holistic introduction into the art and science of pricing." - Andreas Altemark, VP, Head of Market Access Hematology and Ophthalmology, BayerTable of ContentsList of Figures, List of Tables, List of Abbreviations, Foreword by Andrea Mantovani, Acknowledgements, Preface, About the Author, Introduction, Part A The Challenges of Drug Pricing and Market Access, 1 Why is drug pricing different? 2 The Age of Value and Affordability, 3 The Access Journey, 4 Fair Pricing, Part B Traveling the Access Journey, 5 Payers, 6 Medical Community, 7 Provider Organizations, 8 Patients, Part C Pricing and Payer Management Techniques, 9 Fundamentals of Pricing, 10 Reference-Based Pricing, 11 Health Economics and Outcomes Research, 12 Attributes, Benefits, Value and Price, Part D Structured Access and Pricing Approaches, 13 Pricing and Drug Development, 14 Payer Segmentation, 15 The PODiUM Framework, 16 BEST Framework, 17 Development Options and Decisions, 18 Value Story and Messaging, Part E Developing an Integrated Global Strategy, 19 Developing a Global Pricing Strategy, 20 Public Policy, 21 Oncology and Orphan Drugs, 22 Gene Therapy Pricing and Funding, 23 Biosimilars, 24 Payer and Pricing Research, Part F Access and Pricing Strategy Implementation, 25 Organizing for Access, 26 Access and Price Negotiations, 27 Value-based Agreements, 28 Creating Win-Win Deals, Part G Key Health Care Systems, 29 United States, 30 Canada, 31 France, 32 Germany, 33 Italy, 34 Spain, 35 United Kingdom, 36 Japan, 37 Australia, 38 Brazil, 39 China, 40 India, 41 South Korea, References, Index

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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

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Book SynopsisThe second edition of Responsible Leadership offers orienting knowledge on how to lead in a world of contested valuesa world where leadership work extends beyond leaders and direct reports to a whole range of stakeholders inside and outside an organization. The new edition comes at a time where leaders face growing expectations to do better, and more, and where leadership challenges such as the ethical tragedy of climate change and global pandemics highlight the urgency of collective action. Updated and significantly extended, the second edition of this much acclaimed volume assembles leading scholars and practitioners in the field. It includes new chapters on inclusive leadership, the study of responsible leadership, the purpose of organizations, authenticity and values, virtuous leadership, irresponsible leadership, the paradoxical nature of responsible leadership, responsible leadership in context and in Asia, artistic expression to enable responsible leadersTrade Review'Business leadership must have at its core an extraordinary obligation to do the right thing. Here, for the first time, we have a comprehensive study of what doing the right thing really is - of how Responsible Leadership can and should become a central feature of how we do business.'Samuel A. DiPiazza, Jr., retired global CEO, PricewaterhouseCoopers and Chairman of the Board of Trustees of Mayo Clinic.'Seldom has a single book united so many different voices so well. A global list of premier thinkers and successful practitioners tackle the definition of "responsible leadership." The result is provocative and multi-layered.'Thomas Donaldson, Mark O. Winkelman Professor of Legal Studies, The Wharton School, University of Pennsylvania'At last! A book that takes ethics and responsibility as serious and central components of leadership. This is one of the rare books on leadership that is worth reading and re-reading. The chapters give us a deep and practical understanding of how "responsible leadership" can work. It should change the way that we think about leadership and organizations.'R. Edward Freeman, Olsson Professor of Business Administration & Academic Director, The Business Roundtable Institute for Corporate Ethics, The Darden School, University of Virginia'A unique exploration of the multiple facets of responsible leadership, this fascinating book certainly challenges and inspires leaders to reconcile moral dilemmas, to lead from within with authenticity and integrity, to develop responsible leaders, and to pave the way towards a society where ethics and economics meet together. A great(ly awaited) second edition that should become the compass of a growing number of leaders for the years to come.'Luc Janin, Senior Partner, Korn Ferry'Are most leaders irresponsible, or do they just not know how to be(come) responsible leaders? Surely, it takes character and competence to fill a leadership role, but to be successful over time, any leader needs to consider the interests of their constituents and serve the common good, rather than their own and their organisation’s self-interest. If you are one such leader, congratulations – you won’t need this book. If you have any doubt, you will! Learn from the authors’ insights, put into practice, and lead the change. That way, a third edition will be a celebration of what we learned by listening. Susanne Stormer, Partner and Head of Sustainability, PwC Denmark, Visiting (Associate) Professor at UC Berkeley HaasTable of Contents1. Introduction: The ongoing quest for responsible leadership in business Part I: What is responsible leadership? 2. Why ethics is at the heart of leadership 3. Responsible leadership—A relational approach 4. Inclusive leadership for our global era 5. Reflections on the study of responsible leadership 6. Responsible leadership and societal purpose: Reframing the purpose of business as pursuing good dividends 7. Values, authenticity, and responsible leadership 8. Responsible leadership as virtuous leadership 9. A compass for decision making 10. Responsible leadership: A shift from individual leaders to leader relations 11. (Ir)responsible followership Part II: What makes a responsible leader? 12. Different approaches toward doing the right thing: Mapping the responsibility orientations of leaders 13. Exploring the paradoxical nature of responsible leadership 14. Servant leadership and virtues from an Aristotelian viewpoint 15. Moral intelligence: Leadership in a world of contested values 16. Developing responsible leadership: The case of Fabio Barbosa Part III: Responsible leadership in and across cultures 17. Leading responsibly across cultures 18. Towards responsible leadership through reconciling dilemmas 19. Leading responsibly in the Asian-led digital age: Towards a theory of virtuous responsible leadership 20. Responsible leadership in context: Four frames and two nations Part IV: How to develop responsible leadership 21. Principle-based leadership: Lessons from the Caux Round Table 22. Responsible leadership and transformative cross-sector partnering 23. The development of responsible leaders: A case study of a responsible leader in Colombia 24. The Ulysses Program and the development of globally responsible leaders in a VUCA world 25. Dialogarchitecture: An artistic co-creation process to enable responsible leadership learning and implementation Part V: Conclusion 26. Responsible leadership: New directions in the 2020s and beyond 27. Responsible leadership and the micro-foundations of CSR: Introducing a measure of CSR quality

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Book SynopsisBringing together theories and concepts from brand management, consumer culture theory, marketing, communications, and design, this book provides an understanding of how organisations can successfully develop, market, and manage their brands. It draws extensively from scholarly research published in social sciences and humanities to provide a detailed discussion of the process of brand management and development.This book explores how organisations can design brand identities, develop brand marketing programmes, measure brand performance, and sustain brand equity, combining psychological, sociological, cultural, and management perspectives. It provides numerous examples that contextualise theory, enabling the reader to understand how past and present branding campaigns and strategies can be deconstructed, analysed, and evaluated, using these theoretical insights.With end-of-chapter case studies on Burberry, Juventus F.C., Pukka Herbs, Trade Review"Insightful and distinctive, it provides a comprehensive overview of brands that balances knowledge and practice that will be useful to anyone interested in brands and their management. A particular strength is the way the book offers a rich context for understanding brands, drawing from culture, design, and history, as well as clear guidance for developing and communicating brands." Jonathan Schroeder, William A. Kern Professor of Communications, Rochester Institute of Technology, New York, USA "Branding continues to be an extremely important topic in business. This book covers all the angles of branding in superb ways, from value creation and communications to brand strategy and brand futures. An essential book for anybody who must know about brands now and going forward."Bernd Schmitt, Robert D. Calkins Professor of International Business at Columbia Business School, USA Table of Contents1. Introduction: History and the Importance of Brands 2. Developing Brand Equity, Positioning, Personality, and Values 3. Creating Brand Identity: Brand Aesthetics and Symbolism 4. Brand Communications and the Attention Economy 5. Holistic Brand Experiences and Emotional Branding 6. Consumer Collectives, Brand Avoidance, and Political Consumption 7. Brand Ethics, Social Responsibility, and Sustainable Consumption 8. Brand Performance and Metrics 9. Brand Growth: Brand Architecture and Brand Extensions 10. Brand Futures: Technology and Innovation in Branding Strategies

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Book SynopsisThis book is a manifesto for responsible marketing. Taking a critical look at marketing practices of the last 50 years, it explains why they have led to an ethical stalemate and sometimes even a business impasse.Exposed to such practices, consumers have grown tired of meaningless offers coupled with the destruction of value as prices are driven down. As a result, today's marketing professionals find themselves in the firing line of a combat focused on greater social responsibility and environmental sustainability. Thanks to new ways of understanding consumers and branding, this book suggests how such a challenge can be met. Through the presentation of experiences, studies and concrete cases, the reader gains a tangible, fresh perspective on marketing: a new global, responsible, creative and collaborative model that helps respect sustainable consumption.Implicative Marketing presents a paradigm shift, one that will be of considerable interest not juTrade Review"Is traditional marketing definitely dead? For most observers in the marketing and communications fields, it is less and less efficient, and consumers are more and more reluctant to its methods. In this context, "implicative marketing" is a breakthrough: it allows students and professionals to imagine new ways of promoting products and services, based on peer-to-peer principles instead of top-down communications. A precious contribution by Florence Touzé." — Hervé Monier, brandnewsblog.com"This book invents a new and more responsible mission for marketing. Based on a critical analysis of the current role of marketing in the vast majority of companies, it describes emerging practices and makes concrete suggestions for a marketing that contributes to a positive social and environmental impact." — André Sobczak, associate dean for faculty and research, Audencia Business SchoolTable of ContentsIntroduction 1. Marketing’s Headlong Rush 2. Complexity Killed The Marketing Mix 3. The Emancipated Consumer 4. The Brand: Friend or Foe? 5. Implicative Marketing Afterword

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Book SynopsisIn recent years, the Circular Economy (CE) has gained worldwide attention as an effective alternative economic system to the current take-make-waste model of production and consumption. As more and more firms begin to recognize the potential of this novel approach, the CE quickly moves from theory to practice and the demand for a coherent and structured strategic approach â one that companies can rely upon when commencing their circular journey â grows accordingly. Strategic Management and the Circular Economy aims to bridge the theory-practice gap by putting forward a detailed step-by-step process for analysis, formulation, and planning of CE strategies. Starting from a solid framework of easy-to-grasp constructs (key principles, business objectives and areas of intervention), the authors guide the reader through an understanding of how conventional tools for strategic management can be re-programed under a CE perspective. To assist learning and encourage circular thinking, the reader is constantly prompted with examples of how forward-looking companies across industries and geographies are already applying circular strategies to future-proof their operations, boost innovation, penetrate new markets and secure customer loyalty.Trade ReviewFinalist at the 2019 Best Book Awards (Business general category) for American Book Fest Second in the Philanthropy/ Nonprofit/ Sustainability catagory at the Axiom Business Book Awards 2020‘As mankind is overusing many natural ecosystems, new and rebalanced ways of doing business are needed. Moving towards a circular economy could offer a solution. Tonelli and Cristoni present a comprehensive framework to work on this solution from a strategic management perspective. This book is a must read for scholars and practitioners interested in actionable frameworks, business models, and strategic approaches to developing circular businesses’ [Florian Lüdeke-Freund, Chair for Corporate Sustainability, ESCP Europe Business School – Berlin, GERMANY]‘Over the last decades our awareness of the limits of the use of natural resources has become more and more embedded in evidence. However, only awareness cannot solve this. What we need is a course of action to turn this around. That´s what is offered in this book. The idea of the Circular Economy is both timely and rather straightforward, but its application comes together with many challenges and imperfections. The beauty of this book is that it embraces these difficulties in order to separate the rhetoric from substance. This proves to be very helpful in creating practical guidance for the application of the principles of the Circular Economy.’ [Andre Nijhof, Professor Sustainable Business and Stewardship at Nyenrode Business Universiteit – Enschede Area, THE NETHERLANDS]‘Strategic Management and the Circular Economy opens with Victor Hugo’s eponymous quote "you can resist an invading army; you cannot resist an idea whose time has come." With the increasing focus of neo-liberal governments on downsizing, the role of sustainability stewardship is increasingly moving towards the private sector. This book powerfully makes the case for enhanced sustainability management through the circular economy model in shaping the actions we need to take to preserve our own future. It presents easy to understand business models and strategies that will help to achieve the circular economy key principles of improved waste and resource sustainability in a world of finite resources and an ever-growing population’ [Michele John, Associate Professor, Director Sustainable Engineering Group, Curtin – Perth, AUSTRALIA]‘Nowadays circular economy has become a top priority in the political agenda of most developed countries. Many initiatives have been put forward by governments to switch to a circular model, but there is still a poor understanding on how to support companies in adapting to the new economic system. This book provides a thorough analysis of how companies can effectively combine CE principles with business objectives and an exhaustive list of concrete examples from different countries and sectors is shared. All the information is presented from the realistic perspective that we cannot demand companies to radically change their business models and processes from one day to the next, and this aspect represents one of the most important added values of the book. The authors have succeeded in producing a helpful and clear guide for companies and policy makers, while keeping scientific rigour and solidity in their approach’ [Michelle Perello, CEO Consulta Europa Projects and Innovation – Las Palmas de G.C., SPAIN]‘Strategic Management and the Circular Economy (CE) has an implication for the academia, practitioners and policymakers alike as it offers theoretical approaches as well as practical examples. It starts by arguing why enterprises can no longer rely on the linear economic paradigm, before explaining how circular economy as a strategic concept works. Through a series of in-depth and original discussions the book offers a rich contribution to companies, highlighting their interactions with stakeholders at various levels of society for the creation of a better future for us all’ [Lara Johannsdottir, Professor, Environment and Natural Resources, School of Business, University of Iceland – Reykjavík, ICELAND]‘This is an inclusive, informative and appealing book on the complicated subject of the circular economy and strategic management. The way the circular economy is explained to replace the produce-use-dispose approach and to bring this concept into reality through strategic processes, policies, business models, and technologies is amazing. The book has not only highlighted the fruits of the circular economy, as repeatedly done in earlier books but rather practically demonstrated how one nation or society can implement the concept of circularity in its day-to-day activities and so boost its socio-economic and cultural development. Undoubtedly, this book is a must-read for all professions including academics, managers, engineers, scientists, researchers, policy and decision makers. I am very confident this book will have a positive and constructive impact in our understanding and learning of how to move ahead with this sustainable economic approach, in which waste becomes a valuable resource’ [Abdul-Sattar Nizami, Head of Solid Waste Management Unit, Center of Excellence in Environmental Studies at King Abdulaziz University – Jeddah, SAUDI ARABIA] ‘The book is an engaging and stimulating reading on the circular economy paradigm, which has gained momentum in recent years. On the one hand, it clearly and thoroughly explains how the adoption of a circular economy framework can have positive implications not only on the environment (e.g. saving scarce resources), which is what most people would expect, but also on society (e.g. meeting the growing needs of the middle-class) and on the economy (e.g. making industrial processes more cost-effective). On the other hand, the authors, while emphasizing the appeal and elegance of what could be described as a win-win approach, do not shy away from the complexities that the implementation of a circular economy model would entail. Indeed, after defining a circular economy theoretical framework, they set out a new and innovative methodology to allow practitioners to integrate such framework with more traditional strategic tools’ [Matteo di Castelnuovo, Director of Master in Green Management, Energy and CSR, Universita` Bocconi – Milan, ITALY]‘The Circular Economy is a potential key driver for sustainable development. The concept has recently gained widespread uptake in business, academia and policy. Strategic Management and the Circular Economy provides an engaging overview for academics and practitioners wanting to understand the concept of the Circular Economy, as well as potential strategic approaches to start the transition from a linear take-make-waste to a Circular Economy paradigm’ [Nancy Bocken, Professor in Sustainable Business Management & Practice, Lund University (IIIEE) – SWEDEN]Table of ContentsPart I: An OverviewChapter 1 – The Challenges of the Produce-Use-Dispose Model Introduction Exceeding Planetary Natural Thresholds Scarcity of Raw Materials and Price Volatility Rising Middle-Class Population Structural Inefficiencies of the Current Economic Model Conclusions Chapter 2 – An introduction to the Circular Economy Introduction Biosphere and Technosphere Products Technological, Regulatory and Social Factors Conclusions Part II: Circular Economy Strategy: Setting the StageChapter 3 − A CE Framework for Action Introduction EMS Versus CE CE Guiding Principles CE Business Objectives CE Areas of Intervention Conclusions Chapter 4 − CE Enabling Technologies Introduction Digital Technologies Design & Engineering Technologies Conclusions Chapter 5 − Business Models for a CE Introduction Net-Zero Innovation Servitization Product Life Extension Product Residual Value Recovery Conclusions Part III: CE Strategic ManagementChapter 6 – Introducing the CE Strategic Process Introduction Organizational Culture The CE Strategic Process Current Strategy Identification Idea Trees Supporting Methods for Idea Tree Analysis: Circular Brainstorming Conclusions Chapter 7 – CE Data Collection and Prioritization: Firm, Industry and External Levels of Analysis Introduction The Value Chain Supporting Methods for Undertaking Value Chain Analysis: Interviewing Key Personnel The VRIE Framework Five Forces Supporting Methods for Undertaking CE Industry Analysis: Interviewing Key Personnel PEST Supporting Methods for Undertaking PEST Analysis: Interviewing Key Personnel Conclusions Chapter 8 – CE Data Integration Introduction PEST vs 5 Forces Matrix SWOT Analysis SWOT Adaptation #1: The Dynamic CE-SWOT SWOT Adaptation #2: The CE-TOWS Matrix Conclusions Chapter 9 – Determining Your Preferred CE Position Introduction Strategic Quadrant Supporting Methods for Market Positioning: Interviewing Key Personnel Approaches to Internationalization Supporting Methods for Internationalization Decision-Making: International Strategic Alternatives Checklist Conclusions Chapter 10 – Gap Analysis, CE Strategy Formulation and Planning Introduction Gap Analysis Supporting Methods for CE Gap Analysis: Environmental Impacts Table Supporting Methods for CE Gap Analysis: Circular Readiness Assessment Formulating a CE Strategy Supporting Methods for CE Strategy Formulation: Decision Priority Matrix Supporting Methods for CE Strategy Formulation: The 4-Step Process for Piloting CE Ideas CE Strategic Planning Supporting Methods for Strategic Planning: Process Alternatives Checklist Conclusions Part IV: CE @ 360°Chapter 11 – Tools for CE Analysis at Micro Level Introduction Life Cycle Assessment (LCA) Lifecycle Costing (LCC) Material Input Per Unit of Service (MIPS) Conclusions Chapter 12 – Tools for CE Analysis at Macro Level Introduction Material Flow Analysis (MFA) Value Chain Analysis (VCA) Environmental Input-Output Analysis (EIOA) Life Cycle Assessment (LCA) Ecological Footprint (EF) Environmentally-weighted Material Consumption (EMC) Land and Ecosystem Accounts (LEAC) Human Appropriation of Net Primary Production (HANPP) Environmental Impact Assessment (EIA) and Strategic Environmental Assessment (SEA) Cost Benefit Analysis (CBA) and Cost Effectiveness Analysis (CEA) Conclusions Chapter 13 – Conclusions

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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

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Book SynopsisThis book brings readers the stories, lessons learned and benefits achieved by five successful companies using biomimicry along with giving the readers tools to do the same at their companies.Trade Review"Biomimicry in Business is exactly what the movement needs right now--examples of people successfully practicing biomimicry to help heal their part of the world. This book represents the next step and will be important in the annals of this emerging discipline." – Janine Benyus, author of 'Biomimicry: Innovation Inspired by Nature' and co-founder of Biomimicry 3.8 and the Biomimicry Institute"Normally, people refer to four types of ecosystem services: provisioning, regulating, cultural and supporting. Farnsworth reminds us of an often-overlooked fifth service: mentoring. Mother Nature can be a coach on product design, business model design, the circular economy, operational efficiencies and strategic planning. Smart businesses learn from Mother Nature. This books shows how we all can."- Bob Willard, Chief Sustainability Champion, Sustainability Advantage"Margo Farnsworth’s Biomimicry and Business elegantly shows how innovative firms are embracing a new business approach to solve complex design challenges. This book provides a great introduction to the world of biomimicry through the lens of business and entrepreneurship and gives readers practical tools and resources for integrating the biomimicry methodology in their corporate organizations. The author’s detailed business case studies provide more color on how the biomimicry process is used and implemented successfully across of variety of companies. There are many lessons to be discovered here and I believe that everyone interested in regenerative design should read this book." - Jacques Chirazi, Director of Student Entrepreneurship and Blackstone LaunchPad, University of California San Diego and Managing Partner + Founder, Biomimicry Switzerland."The book contains a nice mix of conceptual spadework and real stories, with the "bonus" of straightforward yet gentle guidance from the author in taking up the challenges of risk and change. It will be a source of inspiration." - Gavin Van Horn, Creative Director and Executive Editor, Center for Humans and Nature"This is an important book. Our planet is in crisis, and a great deal of environmentalist discourse has been pointing out that we may have to choose between capitalism and the planet. No matter its truth, this rhetoric can be paralyzing. Focused on the enormous picture and on what we need to stop doing, it can make action seem pointless or just too difficult and painful. People turn off and put their heads back in the sand or, even worse, decide they better squeeze out what’s left from the planet while they can because we’re all doomed anyway. Biomimicry and Business imagines another way forward. Using an appealingly positive and pragmatic approach, Farnsworth demonstrates that business can do good by being good. By learning and utilizing the principles of biomimicry, entrepreneurs can be kinder to the environment and more innovative and profitable. Yet, Farnsworth doesn’t just make this claim, she shows her readers how to do it—with jargon-free prose, entertaining case studies (from her own interviews), and concise and clear guidelines." - Sara Crosby, Associate Professor of English, The Ohio State University at Marion"Biomimicry in Business is exactly what the movement needs right now--examples of people successfully practicing biomimicry to help heal their part of the world. This book represents the next step and will be important in the annals of this emerging discipline." – Janine Benyus, author of 'Biomimicry: Innovation Inspired by Nature' and co-founder of Biomimicry 3.8 and the Biomimicry Institute"Normally, people refer to four types of ecosystem services: provisioning, regulating, cultural and supporting. Farnsworth reminds us of an often-overlooked fifth service: mentoring. Mother Nature can be a coach on product design, business model design, the circular economy, operational efficiencies and strategic planning. Smart businesses learn from Mother Nature. This books shows how we all can." - Bob Willard, Chief Sustainability Champion, Sustainability Advantage"Margo Farnsworth’s Biomimicry and Business elegantly shows how innovative firms are embracing a new business approach to solve complex design challenges. This book provides a great introduction to the world of biomimicry through the lens of business and entrepreneurship and gives readers practical tools and resources for integrating the biomimicry methodology in their corporate organizations. The author’s detailed business case studies provide more color on how the biomimicry process is used and implemented successfully across of variety of companies. There are many lessons to be discovered here and I believe that everyone interested in regenerative design should read this book." - Jacques Chirazi, Director of Student Entrepreneurship and Blackstone LaunchPad, University of California San Diego and Managing Partner + Founder, Biomimicry Switzerland"The book contains a nice mix of conceptual spadework and real stories, with the "bonus" of straightforward yet gentle guidance from the author in taking up the challenges of risk and change. It will be a source of inspiration." - Gavin Van Horn, Creative Director and Executive Editor, Center for Humans and Nature"This is an important book. Our planet is in crisis, and a great deal of environmentalist discourse has been pointing out that we may have to choose between capitalism and the planet. No matter its truth, this rhetoric can be paralyzing. Focused on the enormous picture and on what we need to stop doing, it can make action seem pointless or just too difficult and painful. People turn off and put their heads back in the sand or, even worse, decide they better squeeze out what’s left from the planet while they can because we’re all doomed anyway. Biomimicry and Business imagines another way forward. Using an appealingly positive and pragmatic approach, Farnsworth demonstrates that business can do good by being good. By learning and utilizing the principles of biomimicry, entrepreneurs can be kinder to the environment and more innovative and profitable. Yet, Farnsworth doesn’t just make this claim, she shows her readers how to do it—with jargon-free prose, entertaining case studies (from her own interviews), and concise and clear guidelines." - Sara Crosby, Associate Professor of English, The Ohio State University at MarionTable of Contents1. Making a Living 2. On Mountain Goats and Citizenship – The Nike Story of Biomimicry 3. What is Biomimicry and Why Use It? 4. Business from the Wild - Interface, Inc. 5. Spiraling Into Success - PAX Scientific 6. Nurse Sharks in Your Hospital - Sharklet Technologies 7. The Blackout and the Bee - Encycle 8. So What? 9. Now What? 10. One More Thing

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Book SynopsisDigital Marketing: A Practical Approach provides a step-by-step and comprehensive guide to implementing the key aspects of digital marketing. Building on the previous editions, this fully updated fourth edition takes an approach that prepares students for an active role in digital marketing. As well as topic-based exercises, the text also includes practical case-study exercises based on theory and recognized good practice which will ensure that readers will be able to analyse situations within the work place, identify the most appropriate course of action and implement the strategies and tactics that will help the organization meet its online objectives.Key updates to the new edition include: The role of the digital influencer Direct to Consumer (DTC) and omni-channel retailing Individuals' privacy and the role of organizations in gathering and storage of their personal data Ethical aspects of digital marketing and its impaTable of ContentsList of figures; List of tables; Acknowledgements; 1. Chapter 1 Introduction; 2. Chapter 2 Digital Customers, 2.1 Introduction, 2.2 Online buying behaviour, 2.3 The only way is ethics, 2.4 Digital marketing and the environment; 3. Chapter 3 Marketing goes digital, 3.1 Introduction, 3.2 Digital isn’t the only option, 3.3 Non-marketers in digital marketing, 3.4 In house or out-source, 3.5 Fads, trends, next big things and the occasional sustainable model, 3.6 Digital marketing objectives; 4. Chapter 4 Search Engine Optimization, 4.1 Introduction, 4.2 How search engines work, 4.3 Keyword selection, 4.4 On-site optimization, 4.5 Off-site optimization, 4.6 Third-party SERP ranking, 4.7 Enterprise SEO; 5. Chapter 5 Website Development, 5.1 Introduction, 5.2 Website management and development, 5.3 Usability, 5.4 The basics, 5.5 Content development, 5.6 The global web presence; 6. Chapter 6 E-commerce and the Retail Website, 6.1 Introduction, 6.2 Multi- and omni-channel retailing, 6.3 Comparison Shopping engines and e-marketplaces, third-party shopping sites and social shopping, 6.4 Direct to consumer (DTC), 6.5 The e-commerce website, 6.6 Fulfilment and returns; Chapter 7 B2B and the B2B Website, 7.1 Introduction, 7.2 B2B buyer behaviour, 7.3 B2B website development, 7.4 The B2B e-commerce website, 7.5 B2B e-marketplaces; Chapter 8 Advertising Online, 8.1 Introduction, 8.2 Objectives and management, 8.3 Online ad formats and delivery systems, 8.4 Networked display advertising, 8.5 Search advertising, 8.6 Landing pages, 8.7 Limitations of online advertising, 8.8 Ad fraud; 9. Chapter 9 Email Marketing, 9.1 Introduction, 9.2 Email as a medium for direct marketing, 9.3 Triggered emails, automated response, enquiry response and admin emails as a medium for marketing messages, 9.4 Email newsletters; 10. Chapter 10 Marketing on social media, Prologue, Preface: What's in a name?, 10.1 Introduction, 10.2 Blogging, 10.3 Consumer reviews and ratings, 10.4 Social networking, social sharing and communities, 10.5 Customer service and support on social media, 10.6 Influencers, 10.7 Strategic considerations for marketing on social media, 10.8 Limitations of marketing on social media, 10.9 Social media use and user behaviour, 10.10 Epilogue; 11. Chapter 11 Metrics and analytics, Prologue, 11.1 Introduction, 11.2 How analytics are presented and used, 11.3 Limitations of online data; Index

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Book SynopsisWhile the concept and domain of Corporate Social Responsibility (CSR) are not newâits beginnings can be tracked back to the 1960sâits scope, urgency, and relevance have shifted dramatically in recent years. CEO responses show that the majority of business leaders understand that they operate in an environment of contested values and that stakeholders expect companies to do better and more. However, many corporate incentive systems are not in sync with societal norms and expectations. Moreover, grand challenges such as climate change and global pandemics and growing interconnectedness shed light on the fault lines of value creation through complex supply chain systems, exposing unacceptable working conditions, modern slavery, and the environmental consequences of highly distributed production at any cost. As a consequence, corporate social responsibility has become a widely accepted common denominator of the role and responsibilities of business in society, ranging from core fTable of Contents1. Corporate social responsibility (CSR): Bringing society back in Thomas Maak and Nicola M. Pless Part 1: History and theory of CSR 2. Corporate social responsibility: A chronicle and review of concept development and refinements Archie B. Carroll and Jill A. Brown 3. Evolution of the business and society field: From a functionalist to a supra-functionalist orientation Elisabet Garriga 4. CSR discovery leadership: A multilevel framework in historical context Diane L. Swanson 5. A theory of business Thomas Donaldson and James P. Walsh Part 2: Normative foundations of CSR 6. CSR and corporate character Geoff Moore 7. CSR and virtue ethics: The common good of firms, markets, and civil society Germán Scalzo, Javier Pinto-Garay, and Kleio Akrivou 8. Spirituality and CSR Josep M. Lozano 9. Catholic social teaching on the social responsibility of business Domènec Melé 10. Ontological foundations of managerial responsibility Michael Pirson Part 3: Political CSR and institutional perspectives 11. Transnational power and translocal governance: The politics of corporate responsibility Subhabrata Bobby Banerjee 12. Global governance: CSR and the role of the UN Global Compact Christian Voegtlin and Nicola M. Pless 13. From explanation to outcome: The use of institutional theory in corporate responsibility research Sébastien Mena, Valeria Cavotta, and Alessandro Niccolò Tirapani 14. Strategic CSR: A new definition and new frontiers Debbie Haski-Leventhal 15. Mind the gap: Shell’s political CSR agenda and challenges in Nigeria Esther Hennchen Part 4: CSR, stakeholding and partnering 16. A new approach to CSR: Company stakeholder responsibility R. Edward Freeman and S. Ramakrishna Velamuri 17. Inclusive business: A private sector approach to poverty alleviation in developing economies Sally Curtis and Andrew Bradly 18. In pursuit of dignity and social justice: Changing lives through 100 percent inclusion—An example of responsible leadership and sustainable rural development Nicola M. Pless and Jenny Appel 19. Transparency and accountability in natural resource governance: A case study of oil and gas in Ghana Katinka C. van Cranenburgh and Josep F. Mària Part 5: CSR and the global value chain 20. Integrated management: Operations at the crossroads of innovation, sustainability, and the built environment Robert Sroufe and Kevin Dole 21. Modern slavery in supply chains Vikram Bhakoo and Kanika Meshram 22. Sustainable supply chain management: Why have we missed out on animal welfare? Frank Wiengarten and Christian F. Durach Part 6: CSR and social innovation 23. Corporate social innovation: The next stage of CSR Philip Mirvis and Bradley Googins 24. Social entrepreneurship in Japan Keiko Yokoyama 25. Challenges and opportunities in using social media to promote corporate social responsibility Itziar Castello Part 7: Critical CSR and future directions 26. Toward future directions for critical CSR: Beyond framing CSR as strategic, political, or utopian Laura J. Spence and Scott Taylor 27. Travelled roads and novel vistas: Taking stock of empirical studies into tensions in business sustainability Lutz Preuss, Jonatan Pinkse, Tobias Hahn, and Frank Figge 28. Are B Corps really the answer? Addressing the market vs. social logic problem through a regenerative system of good dividends Steve Kempster

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Book SynopsisThe well-ordered, fully aligned view of organization and management practice, with its unfailingly positive results, bears little relationship to the world that managers and others experience every day. This straight-line, âdo this and youâll get thatâ idealization is far removed from the wiggly reality. Despite this, the former continues to dominate the ways in which management is spoken about and judged in formal organizational arenas and wider society. This creates unrealistic expectations of what managers (from CEO to the front line) can sensibly achieve independently of the actions of others. Crucially, too, it distorts the ways in which they and others account formally for their actions. And so, the fantasy continues. Against this background, the book offers a radically different way of thinking about, and engaging with, the irreducible complexity of organization and management practice. Using straightforward language throughout, it sets out to help managers and others to become consciously aware of what they already know deep down about how organization works and what they â and everyone else â are actually doing in practice. It then offers a practical approach to everyday practice that takes complexity seriously. Armed with these new insights, readers will be better placed to apply their innate understanding and practical judgement to the demands that they and others face day to day. Whether these arise from their roles as managers, other practitioners, policy makers, regulatory authorities, or participants more generally. Trade Review"Chris Rodgers’s timely book on the enduring complexity of organisational life is a much-needed antidote to the still-dominant prescriptions for how to lead and manage. It mobilises his substantial experience as an organisational consultant and his assiduous reading and systematic thinking, to present difficult ideas in a highly accessible way. I recommend this book to anyone interested in engaging more thoughtfully in every day organisational reality." - Chris Mowles, Professor of Complexity and Management, Hertfordshire Business School"This is a genuinely refreshing and exciting book. It offers a clear and persuasive challenge to the prevailing taken-for-granted assumptions and conventional wisdom about how organizations work. It presents thought-provoking insights and practical advice on how to purposely and skilfully ‘muddle through’. This is a ‘must-read’ book for anyone who wants to truly understand organizing processes and meaningfully act within organizations." - Professor Cliff Oswick Chair in Organization Theory, The Business School (formerly Cass)"This offers a wide-ranging yet easy-to-read guide to the complex social dynamics of organisation and what these mean for day-to-day practice of managers and other practitioners. Despite challenging management orthodoxy head-on, Chris seems to have the knack of talking about complexity without talking about complexity!" - Dr Sharon Varney, Director, space for learning ltd."Chris Rodgers’s timely book on the enduring complexity of organisational life is a much-needed antidote to the still-dominant prescriptions for how to lead and manage. It mobilises his substantial experience as an organisational consultant and his assiduous reading and systematic thinking, to present difficult ideas in a highly accessible way. I recommend this book to anyone interested in engaging more thoughtfully in every day organisational reality."Chris Mowles, Professor of Complexity and Management, Hertfordshire Business School"This is a genuinely refreshing and exciting book. It offers a clear and persuasive challenge to the prevailing taken-for-granted assumptions and conventional wisdom about how organizations work. It presents thought-provoking insights and practical advice on how to purposely and skilfully ‘muddle through’. This is a ‘must-read’ book for anyone who wants to truly understand organizing processes and meaningfully act within organizations."Professor Cliff Oswick, Chair in Organization Theory, The Business School (formerly Cass)"This offers a wide-ranging yet easy-to-read guide to the complex social dynamics of organisation and what these mean for day-to-day practice of managers and other practitioners. Despite challenging management orthodoxy head-on, Chris seems to have a knack of talking about complexity without talking about complexity!"Dr Sharon Varney, Director, space for learning ltd.Table of ContentsForeword By Dominic Mahony, Preface: Waking People Up 1. The Wiggly World Of Organization: Taking Experience Seriously 2. Understanding The Wiggliness: The Complex Social Dynamics Of Organization 3. Management In Five Acts: Scientific Research And The Complex Social Reality Of Organization 4. Mastery, Mystery And Muddling Through: Getting To Grips With The Real-World Wiggliness 5. The Suffocating Grip Of Management Orthodoxy: Exposing The Generally Accepted ‘Truths’ That Inhibit Progress 6. Leading And Managing In A Wiggly World: Muddling Through With Purpose, Courage And Skill 7. Implications For Organizational Consulting: Influencing People’s Perspectives, Practices And Performance 8. Shifting The Patterns: A Manifesto For Muddling Through 9. Postscript: Perpetually Creating The Future Together

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Book SynopsisThis book focuses on the influence of philanthropic foundations in global development, and on how the global south has engaged with them. The idea of corporate philanthropy stretches back a long way, with the late 19th industrialist Andrew Carnegie seeing it as an important obligation of the very wealthy. In the modern day, Bill Gates has taken up this call, suggesting that the very wealthy should donate half their wealth to philanthropic causes, and endowing his own foundation with something in the order of $50 billion. This book brings together case studies of the most influential of these foundations over the last one hundred years: the Rockefeller, Ford, and Gates'' Foundations, investigating their impact on education and research, health and agriculture. The book concludes by asking whether global south foundations such as Al Waleed Philanthropies, Tata Trusts, and those from China may point to the future of global philanthropic foundations. The sheer scale of resTrade Review"A refreshing and fascinating study of the power, politics and influence of global foundations on international development policy and practice. From the Gates Foundation to the Al Waleed philanthropies of Saudia Arabia, Kilby skilfully unravels the implications for global stability and change in a post-Covid world. A `must read’ for development studies, international relations, politics and public health researchers." -- Jude Howell, Professor of International Development, LSE, UK"Love or loathe them, the influence of massively wealthy foundations set up by wealthy entrepreneurs has had a profound effect on development affairs. This highly readable account provides an important introduction to some of the oldest and largest foundations, and explores the context in which the newer arrivals will wield their influence." -- Dan Brockington, Professor and Director of SIID, University of Sheffield, UK"For over a hundred years, large American private foundations – especially Rockefeller, Ford, and Gates – have shaped and inspired philanthropy and catalysed opposition to it. Patrick Kilby has written an indispensable history and important analysis of the role that the Rockefeller, Ford and Gates foundations have played in international development and national life. As we transition to a new era of increased philanthropic competition, diversity, and innovation, we are grateful to Dr. Kilby for illuminating this history and pointing the way to the paths of conflict and progress ahead for organized philanthropy." -- Mark Sidel, Doyle-Bascom Professor of Law and Public Affairs, University of Wisconsin-Madison, USA"Patrick Kilby’s study of philanthrocapitalism reveals that foundations such as Rockefeller, Ford and Gates are not minor adjuncts to state-dominated international aid and development policy, but major players and influencers in their own right. Kilby has managed to untangle the complex mixture of self-interest, altruism, ideology and the will to power that have shaped the work of these foundations, as well as the ambiguous impacts of their activities on the often poor, vulnerable and marginalised people they have been intended to help." -- Frank Bongiorno, Professor of History, The Australian National UniversityTable of Contents1. The Foundations and Philanthrocapitalism 2. The Rockefeller Foundation. 3. The Ford Foundation 4. The Gates’ Foundation 5. Conclusion: The State of Foundations in a COVID World and the rise of the Global South Index

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Book SynopsisThe concept of relationship marketing has been discussed among marketing academics and managers since the early 1980s. But instead of reaching its maturity stage, relationship marketing is nowadays encountering its next upsurge. Due to a confluence of trends driving the global business worldâincluding the transition to service-based economies, faster product commoditization, intensified competition worldwide, growth among emerging markets, aging populations, advertising saturation, and (above all) the digital ageâstrong customer relationships are more than ever vital to company strategy and performance.Relationship Marketing in the Digital Age provides a comprehensive overview of the state-of-the-art of relationship marketing, offering fruitful insights to marketing scholars and practitioners. In seven chapters, divided into two main sections on understanding (Part I) and effectively applying (Part II) relationship marketing, an introductory and a concluding chapter, readers learn how to successfully manage customerâseller relationships.Trade Review"This book should be on the reading list of any researcher, marketer, or student interested in understanding and developing online relationship strategies. It is a step beyond the typical book in that it based on relational psychology and is well grounded in academic research." -Scott Weaven,Professor, Department Head Griffith University, Australia"The authors, leading researchers in this domain, provide a well researched and very practical book that investigates the psychological underpinnings of relationship marketing, as well as identifying relationship building and maintenance strategies for both offline and online contexts." - Mark Houston, Professor, Eunice and James L. West Chair in Marketing, Texas Christian University"Relationship Marketing in the Digital Age" is THE up-to-date reference for understanding how relationship marketing works and why it creates value for customers and firms. Clear, concise, and to the point – a must read for marketing students, scholars, and practitioners." -Andreas Eggert, Professor of Marketing, University of Paderborn, Germany"This is, without question, the most important research-based book on the topic of online relationship marketing. It’s presented in a way that makes rigorous research easily digestible and practical and, as such, is a must-read for managers, academics, and students alike."- Mike Brady, The Bob Sasser Professor and Chair, Florida State UniversityTable of ContentsIntroductory Chapter; 1: Relationship Marketing and the Digital Age; Part I: Understanding Relationship Marketing; 2: Relationship Marketing Theory; 3: Relationship Marketing Framework; Part II: Applying Relationship Marketing; 4: Relationship Marketing Dynamics; 5: Relationship Marketing Strategies; 6: Relationship Marketing Targeting; Concluding Chapter; 7: Research and Managerial Guidelines for Relationship Marketing in the Digital Age

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Book SynopsisAround the world the focus is on the relationship between ethics and governance codes and how widely this should be interpreted. Sustainability has three main accepted dimensions: economic growth, social responsibility, and environmental protection. It is a truly multidimensional and multidisciplinary concept, and one which directly affects the risks and opportunities for markets and businesses. In three distinct parts, Sustainable Markets for Sustainable Business explores the relationship between markets and business and sustainable development, as well as issues such as climate change, pollution, land degradation and biodiversity loss. Firstly the authors, all experts from around the world, consider a variety of theoretical issues concerned with sustainability in the new environment. In Part Two the emphasis is on looking at these issues in the market and business practice under various guises. Although every chapter contains discussion and recommended solutions, the final part specTrade Review’Professor Aras has tackled the very timely subject of business sustainability. She has put together a global perspective that presents best practices, discusses the role of businesses and markets, and provides examples of innovative approaches. The book will be a valuable resource not only for scholars but also for the wider business community and policy makers.’ Reena Aggarwal, Georgetown Center for Financial Markets and Policy, USA ’This work demonstrates the multi-dimensional elements of sustainability, moving beyond conceptions of sustainable enterprise and industry, to ask fundamental questions regarding the sustainability of markets. Can markets be made to work towards sustainable development rather than environmental destruction? The book highlights how new modes of regulation, governance, incentives and strategic thinking are essential to reformulate the fundamental objectives and operations of economic endeavour towards sustainable goals.’ Thomas Clarke, University of Technology, Sydney, AustraliaTable of ContentsPart 1 Theoretical Perspectives and Current Issues: Causality and interaction: sustainable markets and sustainable business. The need for a theoretical reexamination of sustainability in economics and business. The relationship between sustainable markets and sustainable development. Part 2 Corporate and Market Approaches: The corporate world and sustainability: eco-efficiency and the doxic shareholder value. The role of small and medium-sized enterprises in sustainable development. The governance mindset: is sustainability a board issue? Sustainability issues in corporate social responsibility and strategy: sustainable or temporary competitive advantage in today's dynamic environment? Part 3 Future Perspectives and Solutions: Systemic crises in global markets: in search of regulatory and sustainable solutions. Disclosure of corporate environmental, social and governance data: toward effective and sustainable systems. What is sustainable: the need for sufficient reporting and its accounting implications. The future perspectives: what do we need for market and business sustainability?

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Book SynopsisSport brands are a central element of modern sport business and a ubiquitous component of contemporary global culture. This groundbreaking book offers a complete analysis of the topic of sport brands from both a marketing management approach (strategy and implementation) and a psycho-sociological approach (consumption and wider society). In doing so it explores both supply and demand sides, offering a complete introduction to the nature, purpose and value of sport brands not found in any other sports marketing text.The book covers the whole heterogeneity of sport brands, going much further than the sport team and league brands covered in most other books. As well as teams and leagues, the book considers the brands of sports celebrities, events, media, computer games and governing bodies, as well as the ethical, professional and technological âlabel brandsâ associated with sport. Richly illustrated with cases, examples and data, the book explores the tangible and intangible inTable of ContentsIntroduction Chapter 1. The great variety of sport brands Chapter 2. The tangible influence of sport brands Chapter 3. The intangible influence of sport brands Chapter 4. Subcultures, communities and sport brands Chapter 5. The economic and social value of sport brands Chapter 6. Sport brands’ growth strategies Chapter 7. Sport brands’ threats Conclusion

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Book SynopsisThe European edition of Strategic Market Management has been prepared with the objective of taking David Aaker's outstanding and well-established textbook and presenting it to a European audience. It retains the culture of the original text, to maintain its accessibility and continue its emphasis on practical action. It has also kept the compactness, which has made it so popular with graduate and executive students and managers, while keeping a comprehensive coverage of major and emerging themes in strategy. The core value of the original text, that the development, evaluation and implementation of business strategies are essential to successful management, is also retained in the European edition. The book is essential reading for any management or business school course that focuses on the management of strategies. It is especially appropriate for marketing strategy, strategic management and business policy courses. It is also designed to be used by managers who need to deTable of ContentsPreface. Acknowledgments. PART ONE: INTRODUCTION AND OVERVIEW. Chapter 1: Business Strategy: The Concept and Trends in Its Management. What is a Business Strategy? Strategic Options. Strategic Market Management: Characteristics and Trends. Why Strategic Market Management? Chapter 2: Strategic Market Management: An Overview. External Analysis. Internal Analysis. Creating a Vision for the Business. Strategy Identifi cation and Selection. Selecting Among Strategic Alternatives. The Process. PART TWO: STRATEGIC ANALYSIS. Chapter 3: External and Customer Analysis. External Analysis. The Scope of Customer Analysis. Segmentation. Customer Motivations. Unmet Needs. Chapter 4: Competitor Analysis. Identifying Competitors – Customer-Based Approaches. Identifying Competitors – Strategic Groups. Potential Competitors. Competitor Analysis – Understanding Competitors. Competitor Strengths and Weaknesses. Obtaining Information on Competitors. Chapter 5: Market Analysis. Dimensions of a Market Analysis. Actual and Potential Market Size. Market and Submarket Growth. Market and Submarket Profi tability Analysis. Cost Structure. Distribution Systems. Market Trends. Key Success Factors. Risks in High-Growth Markets. Chapter 6: Environmental Analysis and Strategic Uncertainty. Dimensions of Environmental Analysis. Dealing with Strategic Uncertainty. Impact Analysis – Assessing the Impact of Strategic Uncertainties. Scenario Analysis. Chapter 7: Internal Analysis. Financial Performance – Sales and Profi tability. Performance Measurement – Beyond Profi tability. Determinants of Strategic Options. From Analysis to Strategy. Business Portfolio Analysis. The BCG Growth-share Matrix. Case Challenges for Part Two. The Soft Drinks Market. Tesco. PART THREE: ALTERNATIVE BUSINESS STRATEGIES. Chapter 8: Creating Advantage – Synergy and Vision Versus Opportunism. The Sustainable Competitive Advantage. The Role of Synergy. Strategic Vision Versus Strategic Opportunism. A Dynamic Vision. Chapter 9: Strategic Options: Quality and Brand Equity. Business Strategy Challenges. Strategic Options. The Quality Option. The Brand Equity Option. Chapter 10: Strategic Options: Value, Focus, Innovation and Customer Relationships. The Value Option. Focus. Innovation. The Customer Relationship Option. Chapter 11: Global Strategies. Motivations Underlying Global Strategies. Indicators that Strategies should be Global. What Country to Enter? Standardisation Versus Customisation. Global Brand Management. Strategic Alliances. Chapter 12: Strategic Positioning. The Role of the Strategic Position. Strategic Position Options. Developing and Selecting a Strategic Position. Case Challenges for Part Three. Neau. Innocent. PART FOUR: GROWTH STRATEGIES. Chapter 13: Growth Strategies: Penetration, Product-Market Expansion,Vertical Integration, and the Big Idea. Growth in Existing Product Markets. Product Development for the Existing Market. Market Development Using Existing Products. Vertical Integration Strategies. The Big Idea. Chapter 14: Diversifi cation. Related Diversifi cation. The Mirage of Synergy. Unrelated Diversifi cation. Entry Strategies. Chapter 15: Strategies in Declining and Hostile Markets. Creating Growth in Declining Industries. Be the Profi table Survivor. Milk or Harvest. Divestment or Liquidation. Selecting the Right Strategy for the Declining Environment. Hostile Markets. Case Challenges for Part Four. Dove. Green & Black's. PART FIVE: IMPLEMENTATION ISSUES. Chapter 16: Organisational Issues. A Conceptual Framework. Structure. Systems. People. Culture. Obtaining Strategic Congruence. Organising for Innovation. A Recap of Strategic Market Management. Case Challenges for Part V. Vodafone. Index.

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Book SynopsisDalrymple?s Sales Management arms sales managers with the tools to help their companies gain a competitive edge as well as acquire strategic advantages in their careers. With the tenth edition, they?ll find streamlined coverage for easier readability and retention.Table of Contents1. Introduction to Selling and Sales Management. 2. Strategy and Sales Program Planning. 3. Sales Opportunity Management. 4. Account Relationship Management. 5. Customer Interaction Management. 6. Sales Force Organization. 7. Recruiting and Selecting Personnel. 8. Sales Training. 9. Leadership. 10. Ethical Leadership. 11. Motivating Salespeople. 12. Compensating Salespeople. 13. Evaluating Performance.

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Book SynopsisThis is a new edition of Strategic Communications for Nonprofits, which was first published in 1999. It is an up-dated, nuts-and-bolts guide to helping nonprofits design and implement successful communications strategies. The bookoffers a unique combination ofstep-by-step guidance on effective media relations andassistance in constructingand developing an overall communications strategy aimed atcreating social or policy change. It first explains the basic principles of a strategic communications strategy that will define the target audiences you need to reach and tells how to develop the messages and messengers you use to reach them. The book then goes on to address specific issues like earning good media coverage, building partnerships to increase available resources, handling a crisis, and more. This second edition builds on the earlier work and includes new case studies, new trends in media and branding, ethnic media issues, and trends in technology.Table of ContentsForeword ix Acknowledgments xiii About the Authors xvii About CCMC xix Introduction xxi 1 The Basics of Strategic Communications 1 2 Elements of a Strategic Communications Plan 14 3 Conducting Research and Targeting Audiences 35 4 Framing and Developing Messages 44 5 Navigating a Changing Industry 57 6 Making the Most of Your Resources 69 7 Earning Good Media Coverage 76 8 Responding to a Media Crisis and Managing Backlash 113 9 Selecting and Training Spokespeople 128 10 Capitalizing on the Power of Partnerships 139 11 Chapters Online: Graphics, Advertising, and Evaluation 150 Resources 153 Index 167

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Book SynopsisDuring economic contractions, it becomes much more difficult to sell your products, maintain your customer base, and gain market share. Mistakes become more costly, and failure becomes a real possibility for all those who are not able to make the transition.Table of ContentsIntroduction v Chapter 1 Four Responses to Economic Contractions 1 Chapter 2 Power Base Reactivation 23 Chapter 3 Past Client Reactivation 33 Chapter 4 The Most Effective Call to Advance and Conquer 45 Chapter 5 Converting the Unsold 57 Chapter 6 Multiply through Existing Clients 71 Chapter 7 Delivering at “Wow” Levels 81 Chapter 8 The Importance of Price 89 Chapter 9 Activate Second Sale to Boost Profits 97 Chapter 10 The Value-Added Proposition 105 Chapter 11 Act Hungry 113 Chapter 12 Expand Acceptable Client Profile 121 Chapter 13 Effective Marketing Campaigns 127 Chapter 14 Repackaging for Increased Profits 137 Chapter 15 The Power Schedule to Advance and Conquer 147 Chapter 16 An Advance-and-Conquer Attitude 161 Chapter 17 Your Freedom Financial Plan 175 Chapter 18 The Most Important Skill Needed to Advance and Conquer 185 Chapter 19 The Unreasonable Attitude 199 Conclusion How to Guarantee Your Position 209 Afterword 215 Glossary 219 Index 249

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Book SynopsisThis book provides a clear practical introduction to shareholder value analysis for the marketing professional. It gives them the tools to develop the marketing strategies that will create the most value for business. For top management and CFOs the book explains how marketing generates shareholder value.Table of ContentsPreface ix About the Author xiii PART I Principles of Value Creation 1 Marketing and Shareholder Value 3 Introduction and objectives Managing in the twenty-first century Measuring success: shareholder value Marketing’s lost influence Marketing’s new opportunity The shareholder value principle Challenges to shareholder value Accounting-based performance measures The changing role of marketing Summary 2 The Shareholder Value Approach 36 Introduction and objectives Principles of valuation Shareholder value Economic value added Financial value drivers Marketing value drivers Organisational value drivers Marketing applications of shareholder value Limitations of shareholder value analysis Summary 3 The Marketing Value Driver 73 Introduction and objectives A new definition of marketing Creating customer value Building the differential advantage Building relationships with customers Implementing relationship marketing Organisational requirements The customer-focused organisation Summary 4 The Growth Imperative 105 Introduction and objectives Marketing, growth and shareholder value Pathways to growth Developing a growth strategy Summary PART II Developing High-Value Strategies 5 Strategic Position Assessment 151 Introduction and objectives An overview Assessing the current position Explaining the current position Projecting the future of the business Implications of the strategic position assessment The value-based plan Strategic objectives Summary 6 Value-Based Marketing Strategy 189 Introduction and objectives Why strategic marketing plans? Corporate level planning Business unit planning The planning process Summary PART III Implementing High-Value Strategies 7 Building Brands 227 Introduction and objectives The role of intangible assets The role of the brand Brands and shareholder value How to build brands Issues in branding Organising the brand portfolio Valuing the brand Summary 8 Pricing for Value 262 Introduction and objectives Price and shareholder value Pricing principles Setting the price Adapting prices to customers and products Changing the price Price management Summary 9 Value-Based Communications 300 Introduction and objectives Communications and shareholder value Communications and customers Developing a communications strategy Allocating across communications channels Valuing communications strategies Summary 10 Value-Based Marketing in the Digital Age 325 Introduction and objectives The growth and development of the Internet Drivers of change in the new economy Creating value through the web Implications for marketing strategy Building the brand on the Internet Future perspectives Summary Glossary 350 The Advisory Board 351 Index 355

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Book SynopsisHow can we facilitate more effective, efficient, equitable and sustainable solutions to the problems that confound our communities and world? Social marketing guru R.Table of ContentsFigures and Tables xi Acknowledgments xiii Preface xix The Author xxv Chapter 1 The History and Domains of Social Marketing 1 Learning Objectives 2 The Change We Need: New Ways of Thinking About Social Issues 2 Wicked Problems and Their Solution 5 Why Use Social Marketing? 9 What is Social Marketing? 13 A Historical Perspective 15 Summary 30 Key Terms 31 Discussion Questions 31 Chapter 2 Principles of Social Marketing 33 Learning Objectives 34 The Characteristics of Social Marketing 34 How Can We Use Social Marketing? 38 Strategic Social Marketing 41 Ethics for Social Marketing 70 Summary 72 Key Terms 73 Discussion Questions 74 Chapter 3 Determinants, Context, and Consequences for Individual and Social Change 75 Learning Objectives 76 Why Use Theory? 77 From Individual to System Levels of Analysis: Changing Scales of Reality 91 Mindspace 97 Shifting from Individuals to Markets 115 Summary 119 Key Terms 120 Discussion Questions 121 Chapter 4 Segmentation and Competition 123 Learning Objectives 124 Segmentation 124 Competition 143 Summary 153 Key Terms 154 Discussion Questions 154 Chapter 5 Moving from Descriptions of People to Understanding, Empathy, and Insight 157 Learning Objectives 158 The Depth Deficit 160 Priority Group Personas or Archetypes 163 The Creative Brief 169 The Vital Function of the Planner 175 Insight 177 Designing Research for Empathy, Insight, and Inspiration 184 Summary 202 Key Terms 203 Discussion Questions 203 Chapter 6 The Consumer Experience as the Marketer’s Touchpoint 205 Learning Objectives 206 Going Out of Our Heads 207 Exploratory Formative Research: Online Health Information Behaviors 215 A Continuum of Touchpoints 244 Summary 247 Key Terms 247 Discussion Questions 248 Chapter 7 Strategic Positioning and Brands 249 Learning Objectives 250 Positioning 250 Positioning Concurrency as an HIV Risk Behavior 252 Brands 254 Summary 265 Key Terms 266 Discussion Questions 266 Chapter 8 Embedding Marketing in Programs and Organizations: Developing Strategy 269 Learning Objectives 270 Creating a Marketing Strategy 272 Applying Social Marketing Anywhere, Anytime 288 Ways to Improve Social Marketing Programs 305 Summary 307 Key Terms 308 Discussion Questions 308 Chapter 9 Using Marketing Mix Components for Program Development 309 Learning Objectives 310 Products 311 Services 314 Places 321 Prices 325 Promotion 336 Pulling it All Together 345 Summary 346 Key Terms 347 Discussion Questions 348 Chapter 10 Monitoring and Evaluation 349 Learning Objectives 350 Program Monitoring 351 Evaluation 361 Summary 382 Key Terms 383 Discussion Questions 384 Chapter 11 Personal and Community Engagement in Change 385 Learning Objectives 386 Community-Based Approaches to Social Marketing 386 Shifting from Engagement to Activation 406 Can Social Marketing Revitalize Communities? 408 Summary 410 Key Terms 410 Discussion Questions 411 Chapter 12 Social Technologies for Social Marketing and Social Change 413 Learning Objectives 414 Developing Strategies for Social Media 414 Mobile Technologies 431 Pulling it Together: The Media Multiplexity Idea 440 Implications of Social and Mobile Technologies for Marketing Social Change 441 Summary 444 Key Terms 444 Discussion Questions 445 Chapter 13 Social Marketing for Dissemination and Program Sustainability 447 Learning Objectives 448 Dissemination of Program and Service Innovations 448 Marketing to Achieve Sustainable Programs 460 Summary 472 Key Terms 473 Discussion Questions 474 Chapter 14 Management and Innovation 475 Learning Objectives 476 Creating a Marketing Culture 476 Innovations 491 Looking to the Future of Social Marketing 497 Summary 501 Key Terms 503 Discussion Questions 503 References 505 Index 541

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Book SynopsisA quick and easy formula for selling your product, your service, yourself, that gets results..guaranteed Whatever you have to sell, be it product or service, this book will show how to create the perfect presentation and nail the sale. Written by the experts at Speechworks, this book arms the huge and guidance-hungry market of salespeople, business presenters, and entrepreneurs with a fool-proof formula for making the perfect pitch every time, whether they''re talking to one person or an audience of thousands. With this book you''ll find: * A proven formula for organizing your thoughts for clarity and impact * Visualization techniques that help you find the most compelling language and anecdotes to captivate even the toughest audiences * Surefire techniques for increasing your physical presence and personal persuasiveness SPRING ASHER and WICKE CHAMBERS (Atlanta, Georgia) are partners of Chambers & Asher Speechworks. They are also columnists for The ATable of ContentsAcknowledgements xiii Introduction Wooing & Winning Business 1 Thrills That Change Your Life 4 I’m Just a Plain, Ordinary Person. Do I Have What It Takes? 6 Are You Crazy? Of Course You’re Persuasive 7 Sure, You Can Fake It til You Make It 7 You’ve Got the Guts 8 How to Use This Book 8 Part 1 Wooing the Client 11 1 The Quick Fix Presentation Helper 13 How to Organize your Presentation: The Speechworks Formula 15 A Session with the Speechworks Coach 18 Presentation Power 21 2 What Turns Them On 23 Know Your Listener 26 How Do You Assess Your Listener? 26 Recap 27 3 The Formula: Getting to Yes! Yes! Yes! 29 Tell’Em What’s in it for Them: Preview 31 Tell’Em: Make a Point and Illustrate It 37 Make it Memorable 42 Transitions 43 Keep It Jargon-Free 43 Tell’Em What You Just Told’Em: Recap 45 Use a Wrap-up Story and Then Ask for the Order 46 It Can’t Be This Easy 48 Recap 48 4 Good Visuals, Like Cologne, Linger Longer with the Listener 49 Visuals Work for Your Listeners 52 Visuals Work for You 56 Add POW to Your Presentation 57 Practice, Practice, Practice 62 Recap 64 5 Inquiring Minds Want to Know: Handling Questions and Answers 65 Plan Ahead 67 Control the Mechanics of Q&A in a Large Group Setting 70 The Body Language of a Leader 73 End with Recapping 74 Recap 74 Part 2 All the Right Moves 75 6 Never Let’Em See You Sweat 81 Expect to Be Nervous 84 No Whining 84 Turn Presentation Panic into Presentation Power Using the Three Ps: Preparation, Physical Fitness, and a Positive Mental Attitude 85 Recap 88 7 Confidence Is Sexy: Presence 89 Do a Presence Makeover 91 Taking the Floor 93 Leaving the Stage 93 What to Do When You’re Sitting Down 93 To Stand or Sit, That Is the Question 94 Recap 95 8 Let’s Face It: Eye Contact and Face Energy 97 The Eyes Have It 99 Zero in on One Set of Eyes 100 Avoid Common Eye Disturbances 101 Facial Expression 102 Recap 103 9 Reach Out and Touch Someone: Body Language 105 Avoid Static Cling Gestures 107 One Small Step 109 Get Physical 109 Recap 110 10 It’s Not What You Say, but the Way That You Say It 11 Add Spice to Your Presentation 113 Change the Pace 114 Power Up! 115 The Voice – It’s That Gender Thing 115 Be Conversational 116 Sound Like You Mean It 117 You Want to Do What? Inflection 117 Aerobicize Your Lips: Articulate 118 Exercise 1: Use a Tape Recorder 118 Exercise 2: Lower the Pitch of Your Voice 118 Voice Power 119 Recap 119 11 The Pause That Impresses 121 No One Talk Too Fast 124 Power Pause Exercises 125 Pause to Let Your Listeners Catch Up 126 Pause to Cloak Nervousness 126 Pause to Eliminate the Knocks and Pings 126 Pause to Highlight Sales Points 127 Pause Plus 127 Recap 128 12 Dump the Distractions 129 Physical Distractions 131 Verbal Distractions 132 Psychological Distractions 132 Recap 133 13 It Was One of Those Electric Moments: Microphones 135 Stand Away 137 Don’t Get Caught Amplifying a Dull, Little Voice 138 Recap 139 14 We’re Going to Do It Again Until We Get It Right 141 Lights, Action, On-Camera Exercises 144 Posture Exercises: Video 144 Facial Exercises 145 Eye Contact Exercise: Video 146 Gesture and Movement: Video 146 Voice Exercise: Video/Audio 147 Recap 148 Part 3 Winning 149 15 Red-Hot Competition: Team Presentations 153 It’s a Race to the Finish 156 How to Be a Standout in a Shoot-Out 156 Get a News Producer 156 The Corporate Message 157 Separate Your Team from the Competition 158 Build Credibility 158 Use Visuals to Make Your Team Memorable 159 Close with Conviction 160 Plan for Questions and Answers 161 Beware of Late-Breaking News 161 Adopt a News Team Polish 162 Rehearse to Add Team Polish 162 Rate Your Presentation Like a Prospect 164 Recap 164 6 Seminars That Sizzle and Sell 165 Define the Audience and How You Can Attract It 167 Learn From Seminar Pros 168 Target Your Participants’’ Needs 168 Fill-in-the-Bank Study Guides Reinforce Your Information 169 Rehearse to Insure Polish 169 Make It Interactive 170 Evaluate to Improve 170 Follow up to Win 173 Recap 173 17 The Secret to Getting Involved 175 The Wooing Difference 177 Everybody’s Doing It 178 Why Presenters Fear Participation 179 Nine Ways to Make Your Groups More Interactive 181 Recap 186 18 We Have to Stop Meeting Like This: Meetings 187 The Leader’s Role 189 The Participant’s Role 192 Create Memorable Meetings 194 Recap 194 19 This Could Be the Beginning of a Long-Term Relationship: Job Interviews 195 You Are the Product 198 Organize Your Assets into Three Key Points 198 Make a Point and Illustrate It 198 Overcome Objections 199 Know Your Customer 199 Define the Job 199 Ask for the Order 200 Packaging Is Important 200 Explore the Fit with Confidence 201 Recap 202 20 You Want Me to Do What? Impromptu Speaking 203 Learn to Speak Well on a moment’s Notice 205 Expect the unexpected 205 Follow the Play Action: Listen 206 Develop a Ready Response Plan 206 Keep Your Comments Short 206 Speak Up 207 Recap 207 Appendix A How to Cure a Common Case of Cold Feet 209 Appendix B Using the Formula: Seminar Presentation 213 Appendix C Using the Formula: Introducing the Speaker 217 Index 221

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Book SynopsisA quick and easy formula for selling your product, your service, yourself, that gets results. guaranteed Whatever you have to sell, be it product or service, this book will show how to create the perfect presentation and nail the sale.Table of ContentsAcknowledgements xiii Introduction Wooing & Winning Business 1 Thrills That Change Your Life 4 I’m Just a Plain, Ordinary Person. Do I Have What It Takes? 6 Are You Crazy? Of Course You’re Persuasive 7 Sure, You Can Fake It til You Make It 7 You’ve Got the Guts 8 How to Use This Book 8 Part 1 Wooing the Client 11 1 The Quick Fix Presentation Helper 13 How to Organize your Presentation: The Speechworks Formula 15 A Session with the Speechworks Coach 18 Presentation Power 21 2 What Turns Them On 23 Know Your Listener 26 How Do You Assess Your Listener? 26 Recap 27 3 The Formula: Getting to Yes! Yes! Yes! 29 Tell’Em What’s in it for Them: Preview 31 Tell’Em: Make a Point and Illustrate It 37 Make it Memorable 42 Transitions 43 Keep It Jargon-Free 43 Tell’Em What You Just Told’Em: Recap 45 Use a Wrap-up Story and Then Ask for the Order 46 It Can’t Be This Easy 48 Recap 48 4 Good Visuals, Like Cologne, Linger Longer with the Listener 49 Visuals Work for Your Listeners 52 Visuals Work for You 56 Add POW to Your Presentation 57 Practice, Practice, Practice 62 Recap 64 5 Inquiring Minds Want to Know: Handling Questions and Answers 65 Plan Ahead 67 Control the Mechanics of Q&A in a Large Group Setting 70 The Body Language of a Leader 73 End with Recapping 74 Recap 74 Part 2 All the Right Moves 75 6 Never Let’Em See You Sweat 81 Expect to Be Nervous 84 No Whining 84 Turn Presentation Panic into Presentation Power Using the Three Ps: Preparation, Physical Fitness, and a Positive Mental Attitude 85 Recap 88 7 Confidence Is Sexy: Presence 89 Do a Presence Makeover 91 Taking the Floor 93 Leaving the Stage 93 What to Do When You’re Sitting Down 93 To Stand or Sit, That Is the Question 94 Recap 95 8 Let’s Face It: Eye Contact and Face Energy 97 The Eyes Have It 99 Zero in on One Set of Eyes 100 Avoid Common Eye Disturbances 101 Facial Expression 102 Recap 103 9 Reach Out and Touch Someone: Body Language 105 Avoid Static Cling Gestures 107 One Small Step 109 Get Physical 109 Recap 110 10 It’s Not What You Say, but the Way That You Say It 11 Add Spice to Your Presentation 113 Change the Pace 114 Power Up! 115 The Voice – It’s That Gender Thing 115 Be Conversational 116 Sound Like You Mean It 117 You Want to Do What? Inflection 117 Aerobicize Your Lips: Articulate 118 Exercise 1: Use a Tape Recorder 118 Exercise 2: Lower the Pitch of Your Voice 118 Voice Power 119 Recap 119 11 The Pause That Impresses 121 No One Talk Too Fast 124 Power Pause Exercises 125 Pause to Let Your Listeners Catch Up 126 Pause to Cloak Nervousness 126 Pause to Eliminate the Knocks and Pings 126 Pause to Highlight Sales Points 127 Pause Plus 127 Recap 128 12 Dump the Distractions 129 Physical Distractions 131 Verbal Distractions 132 Psychological Distractions 132 Recap 133 13 It Was One of Those Electric Moments: Microphones 135 Stand Away 137 Don’t Get Caught Amplifying a Dull, Little Voice 138 Recap 139 14 We’re Going to Do It Again Until We Get It Right 141 Lights, Action, On-Camera Exercises 144 Posture Exercises: Video 144 Facial Exercises 145 Eye Contact Exercise: Video 146 Gesture and Movement: Video 146 Voice Exercise: Video/Audio 147 Recap 148 Part 3 Winning 149 15 Red-Hot Competition: Team Presentations 153 It’s a Race to the Finish 156 How to Be a Standout in a Shoot-Out 156 Get a News Producer 156 The Corporate Message 157 Separate Your Team from the Competition 158 Build Credibility 158 Use Visuals to Make Your Team Memorable 159 Close with Conviction 160 Plan for Questions and Answers 161 Beware of Late-Breaking News 161 Adopt a News Team Polish 162 Rehearse to Add Team Polish 162 Rate Your Presentation Like a Prospect 164 Recap 164 6 Seminars That Sizzle and Sell 165 Define the Audience and How You Can Attract It 167 Learn From Seminar Pros 168 Target Your Participants’’ Needs 168 Fill-in-the-Bank Study Guides Reinforce Your Information 169 Rehearse to Insure Polish 169 Make It Interactive 170 Evaluate to Improve 170 Follow up to Win 173 Recap 173 17 The Secret to Getting Involved 175 The Wooing Difference 177 Everybody’s Doing It 178 Why Presenters Fear Participation 179 Nine Ways to Make Your Groups More Interactive 181 Recap 186 18 We Have to Stop Meeting Like This: Meetings 187 The Leader’s Role 189 The Participant’s Role 192 Create Memorable Meetings 194 Recap 194 19 This Could Be the Beginning of a Long-Term Relationship: Job Interviews 195 You Are the Product 198 Organize Your Assets into Three Key Points 198 Make a Point and Illustrate It 198 Overcome Objections 199 Know Your Customer 199 Define the Job 199 Ask for the Order 200 Packaging Is Important 200 Explore the Fit with Confidence 201 Recap 202 20 You Want Me to Do What? Impromptu Speaking 203 Learn to Speak Well on a moment’s Notice 205 Expect the unexpected 205 Follow the Play Action: Listen 206 Develop a Ready Response Plan 206 Keep Your Comments Short 206 Speak Up 207 Recap 207 Appendix A How to Cure a Common Case of Cold Feet 209 Appendix B Using the Formula: Seminar Presentation 213 Appendix C Using the Formula: Introducing the Speaker 217 Index 221

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Book SynopsisThe main objective when marketing any product is to make your product attractive to potential customers and/or a particular market. In hospitality specifically, marketing refers to the process of how a restaurant, hotel, travel business, or resort can sell itself in a competitive marketplace. As marketing becomes increasingly important to the success of today''s businesses, this book provides future hospitality professionals with an important career-building resource for virtually every area of the field. Marketing Hospitality is appropriate for Introductory Hospitality Marketing courses that provide the basic foundations of marketing theory and applications.Table of ContentsPreface. Marketing--Everybody's Job. Hospitality Services. The Macro and Micro Environments of Hospitality Marketing. Market Segmentation and Targeting Marketing. Marketing Information and Research. Marketing Strategy. The Marketing Plan. The Hospitality Product. Place in Hospitality Marketing: Distribution. Place in Hospitality Marketing: Location. The Price of Hospitality. Marketing Communication: Advertising. Marketing Communication: Sales Promotion, Public Relations/Publicity, and Personal Selling. Marketing at the Unit Level. Index.

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Book SynopsisEnsure a smooth-running operation with the indispensable guidance offered in Sales and Operations for Your Small Business. Here is detailed information on how to plan for and integrate departments, analyze markets, forecast sales, set pricing levels, manage inventories, outsource selected functions, and much more.Table of ContentsPreface. PREPARING TO OPERATE THE BUSINESS. Planning. Forecasting. OPERATING THE BUSINESS. Marketing Analysis. Pricing. Managing Inventories. Outsourcing Selected Company Functions. EVALUATING THE OPERATIONS OF THE BUSINESS. Professional Advisors. Business Valuation. Special Issues for the Rapidly Growing Company. Index.

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Book SynopsisIntended to develop the essential selling skills needed to effectively market the broad range of credit and noncredit services banks now offer. Assist bankers in their roles as financial consultants to their customers.Table of ContentsProduct Knowledge. Consultative Sales Approach. Aspects of Developing and Managing Relationships. Sales Tips. Self-Training for Line Bankers. Reader's Feedback Summary. Index.

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Book SynopsisLooking at the operations of an organization, Managing Activities examines the different types of organizations in both the public and private sectors. It then considers the internal relationships between operations, marketing, personnel, etc. within organizations.Table of Contents1. Introduction. 2. Being in Charge. 3. What is Management Competence? 4. Setting Operations in Context. 5. The Operations Process. 6. Planning. 7. Organizing and Implementation. 8. Control. 9. Communicating with the Customer. 10. Managing Materials. 11. Managing the Working Environment. 12. Personal Competence.

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Book SynopsisShows how to revitalize a moribund sales office, build a winning team and create a permanent culture of success. The author sets out the techniques he used to turn round sales at Xerox, and explains how to apply them in any business.Trade ReviewKenneth Blanchard Author of The One Minute Manager A must-read for everyone who realizes that people are the most important resource in every organization.Daniel Burrus author of Technotrends Not just for managers who want to release their employees' true potential, it is also for workers, or anyone who has a boss.Brian Tracy author of Maximum Achievement A powerful, practical guide that should be a handbook for every sales manager in America.Ross Perot Covers the fundamentals of leading and motivating winning teams.Publishers Weekly Superb observations about leadership, teamwork, success, and customers, along with shining comments on time management, goals, evaluating problems, and cultivating sales personnel.Table of ContentsContentsIntroduction The first Rule of War and Business1 Making a Statement: The Last Shall Be First2 Start Here: The Will to Win3 Leadership: Passion and Premeditation4 Breakthrough: High Fives in Six Months5 Team Building: All In, All-out6 Communications: Listen Up7 Top Ten Tips: And Ten More8 Power Surge: Creating Energy and Electricity9 The Customer: "No" Is a Four-Letter Word10 The Bonus and the Bell curve: Surveying Customer and Employee Satisfaction11 The Night Before Christmas: Even Santa Has to Ask for the Sale12 Fine-tuning: Hiring, Firing, and Finessing13 Cold Comfort and a Hot Product: No Surrender, No Retreat14 Bell Ringers: Self-Conceit and Self-Destruction (Almost)15 Tough Love: A Letter Home

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