Sales and marketing Books

Book SynopsisThe complexity facing today's organizations calls for a rethinking of leadership. The world is facing grand challenges for people and the planet. Leaders and employees bear the responsibility of formulating strategies grounded in strong values. These strategies aim to foster the growth of sustainable organizations and promote ethical work practices. This book gives voice to values-based leadership and provides a method for leaders to develop a values-based organizational culture.Values play a role on many levels in how we work as individual leaders, in teams, and in organizations and in how organizations approach societal challenges. Values can be a compass or orientation point, giving direction for decisions and actions. Awareness of values can make organizational responsibilities clearer and give a sense of meaning to work and help leaders to create organizations where corporate, moral, and social values are embedded at every level. This book gives insight into a ScandinaviTrade Review“As the need for values-based leadership grows more urgent, Espedal & Elter's book is a must-read for any leader looking to build an organization based on strong values. By connecting business and non-profit challenges, they demonstrate a compelling and practical way to implement value-conscious leadership. This book is a valuable contribution to the Scandinavian tradition of values-based leadership.”Professor and Director Harald Askeland, VID Specialized University & KA Church Employers Association, Norway“In their book, Espedal and Elter provide a compelling contribution to the Giving Voice to Values book series. They offer practical advice on how leaders can work on values related to sustainability issues, cultural change, and crises. The authors remind us that paying attention to values is essential in such situations.”Professor Mary C. Gentile, PhD, Creator/Director of Giving Voice to Values (GVV), and an independent consultant on management education and leadership development, United States“Espedal and Elter's book, Giving Voice to Values-Based Leadership, is a significant contribution to our understanding of values in practice. The authors remind us that working on people's values in organizations brings organizational identity closer to people and sets a direction for what we are and want to become.”Professor Arild Wæraas, Oslo Metropolitan University, Norway“As organizations undergo radical transformation in response to an ever-shifting and turbulent world, values-based leadership is essential for long-term success. Espedal and Elter's text is a must-read for any leader looking to build an organizational culture that is based on strong values. By connecting business and non-profit challenges, they provide a clear and hands-on view of what values-based leadership means and a compelling and practical way to getting it to work in practice.”Professor Paul Gooderham, NHH Norwegian School of Economics, Norway & Middlesex University, United Kingdom“In this thoughtful and well-written book, Espedal and Elter raise important questions about how to develop and understand values in complex organizational settings. Their book challenges the notion that institutional leaders can promote and protect institutional values by engaging in a relational and dialogical process with their followers. The need to better understand how institutional leaders identify and interpret values in practice is of utmost importance in a context in which we assist, on a daily basis, to the apparent erosion of institutions. There is a growing need to better understand institutions, the values that underpin them and what constitutes institutional leadership. Espedal and Elter’s book is an important step forward in this discussion.”José Bento da Silva, Associate Professor at Warwick Business School, United KingdomTable of Contents1. Introduction—Giving voice to values-based leadership 2. What are values really? 3. Who are values-based leaders? 4. Values work in practice 5. Developing a values-based organizational culture 6. A values perspective on sustainability 7. Values and emotions 8. Crises and ethical dilemmas 9. Epilogue

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Book SynopsisThis 11th edition of Sales Management continues the tradition of blending the most recent sales management research with the real-life best practices of leading sales organizations and sales professionals.Reflecting today's emphasis on analytics and customer experience (CX), this edition focuses on the importance of employing different data-based selling strategies for different customer groups, as well as integrating corporate, business, marketing, and sales-level strategies and plans. Sales Management includes coverage of the current trends and issues in sales management, along with real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions.The new 11th edition includes:Emphasis on data-driven decision making, ethics, the use of artificial intelligence, the customer experience, leadership, sales enablement technology, and new communication technologies;Table of Contents1. Changing World of Sales Management Part I: Describing the Personal Selling Function 2. Overview of Personal Selling Part II: Defining the Strategic Role of the Sales Function 3. Organizational Strategies and the Sales Function 4. Sales Organization Structure, Salesforce Deployment, and Forecasting Appendix: Devloping Forecasts Part III: Developing the Salesforce 5. Acquiring Sales Talent: Recruitment and Selection 6. Continual Development of the Salesforce: Sales Training Part IV: Directing the Salesforce 7. Sales Leadership, Management, and Supervision 8. Motivation and Reward System Management Part V: Determining Salesforce Effectiveness and Performance 9. Evaluating the Effectiveness of the Organization 10. Evaluating the Performance of Salespeople

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Book SynopsisThis book discusses how the Covid-19 pandemic changed the way consumers relate with brands and how brands can reinvent, improve, or optimize themselves to meet new needs, expectations, and preferences of consumers.

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Book SynopsisMany new challenges including competitiveness are emerging for sustainable business during this era of disruption. This book analyses these challenges to sustainable development and growth and addresses the impact of corporate social responsibility on the competitiveness of organisations.

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Book SynopsisCorruption often flourishes in times of uncertainty and crisis. When institutions and oversight are weak, and public trust low, corruption can thrive and undermine how societies respond to the crisis. Covid-19 brought this issue into sharp focus, and this book uncovers some of the problems experienced across the globe and, crucially, explains how organizations and countries can strengthen their anti-corruption systems to prevent problems in the future.The book has been created by the members of the United Nations Principles for Responsible Management Education group on anti-corruption and brings together top international experts to consolidate the lessons from the Covid-19 crisis in order to improve transparency, integrity, trust, and governance in the future. Cybersecurity and cybercrime related to the pandemic are a particular focus. These factors are essential to social and economic order. Practice-oriented, each chapter offers examples of methods, approaches, tool

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Book SynopsisHospitality and Tourism Marketing: Building Customer Driven Hospitality and Tourism Organizations is an absolutely crucial book in light of the world post COVID-19. Following the pandemic, big hotel chains like the Accor Group and Marriot closed outlets, but post COVID-19, the global hospitality and tourism sector is bouncing back. In bouncing back though, the pandemic brought to the fore the absolute need for high levels of customer centricity in a world that was gripped by fear. This new Hospitality and Tourism (H&T) Marketing book takes a customer-oriented approach to discussing marketing discipline in the global H&T sector. With chapters spanning topics like service characteristics of hospitality and tourism marketing, people management strategies for service businesses, consumer behaviour, designing and building brands, electronic marketing, internet marketing, database marketing, and direct marketing and relationship marketing, this book has the right balance o

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Book SynopsisSustainable finance involves making investment decisions that consider not only financial returns, but also environmental, social, and governance factors. Additionally, the role and contribution of sustainable finance mechanisms in the transition to a resilient, low-carbon, and sustainable economy are critical for sustainable development. As a rapidly developing research area where theory and practice intersect, sustainable finance deserves detailed examination from different perspectives. This book addresses current developments in the field, conveying the relevant theories in connection with their practical application. It considers the sustainable finance ecosystem from a broad and integrated viewpoint and presents a comprehensive and cohesive roadmap. It analyzes current issues and evolving theories including, but not limited to, the EU Green Deal, Green taxonomy, impact investing, Environmental Social Governance investing and the carbon and energy markets, offering a cro

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Book SynopsisHolistically addressing the documented needs of practicing artists, this book applies contemporary business management principles to the unique circumstances of people who make their living through creative expression.Artists looking to forge a career have had to turn to either entrepreneurship resources or professional practice tools specific to a discipline such as studio arts or theatreâbut the business-school entrepreneurial approach conflicts with the way artists make work and the unique structures of the artist environment, while the professional practice focus neglects the necessary business theory and the wide range of ways artists create viable careers. For the first time, this book provides a comprehensive theoretical and practical foundation for understanding how artists create practices that endure. Employing a strategic management framework, the book spells out prevailing business strategies in marketing, finance, human resources, and the legal environment from a

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Book SynopsisEthics for Managers introduces students to the philosophical underpinnings of business ethics and translates this theory into practical terms, demonstrating the moral implications of the decisions managers make. It explains the decision-making processes and constraints that managers face, regardless of their level or function. It then proceeds to show how to identify and analyze the ethical aspects of these decisions.This third edition features updated examples and references throughout. It contains new material on managing employees working from home, increased emphasis on the pattern aspects of individual decisions and on the systemic constraints that affect managersâ decisions. There is a completely new chapter on artificial intelligence. This chapter explains at a basic level what artificial intelligence is, and examines its impact on decisions concerning the hiring, monitoring, evaluating, profiling and termination of employees.Student-friendly features include learning objectives at the beginning of each chapter, examples that demonstrate real-world business decisions, and end of chapter discussion questions. These discussion questions provide opportunities for applying chapter materials to actual decisions and can stimulate class discussion or serve as test questions. Students will find this compact, well-organized text a useful tool for understanding ethics in the digital age.

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Book SynopsisAn updated and revised version of the business classic Power Base Selling Power Base Selling, originally published in 1990, left readers with an understanding of and language for gaining political advantage within accounts.Table of ContentsForeword Bill McDermott xvii Acknowledgments xix Part 1 Sales as a Management Science 1 Chapter 1 Seeing the Invisible 3It is not the strongest of the species that survives, nor the most intelligent, but the one most responsive to change. Chapter 2 The MBA of Selling 13Learning is like rowing upstream; not to advance is to drop back. Part 2 Politics 29 Chapter 3 Influence and Authority 31The secret of my influence has always been that it remained secret. Chapter 4 Foxes: The Heart of the Power Base 45With foxes we must play the fox. Chapter 5 Power Base Types and Implications 61Sticks in a bundle are unbreakable. Chapter 6 Fox Hunting and Power Base Mapping 73Nothing has such power to broaden the mind as the ability to investigate systematically. Chapter 7 Gaining Political Advantage 93Recognition is the greatest motivator. Part 3 Unexpected Value 113 Chapter 8 Moving Up the Sales Value Chain 115Now my eyes are turned from the South to the North, and I want to lead one more expedition. This will be the last . . . to the North Pole. Chapter 9 Building Expressions of Customer Value 123Make no little plans; they have no magic to stir men’s blood. Chapter 10 Creating Demand to Displace Competitors 139A wise man will make more opportunities than he finds. Part 4 Strategy 157 Chapter 11 Introduction to Compete Strategy 159All men can see these tactics whereby I conquer, but what none can see is the strategy out of which victory is evolved. Chapter 12 Competitive Differentiation 165If you know the enemy and know yourself, your victory will not stand in doubt. Chapter 13 The Direct Strategy: Traditional and Nontraditional Application 179The truly wise can perceive things before they have come to pass. Chapter 14 The Indirect Strategy: Changing the Ground Rules 187Appear where you are not expected. Chapter 15 The Divisional Strategy: Peaceful Coexistence 199If the enemy’s forces are united, separate them. Chapter 16 The Containment Strategy: Transition Back to Indirect 207Though the enemy be stronger in numbers, we may prevent him from fighting. Epilogue Helping Others Elevate the Sales Profession 217Lead me, follow me, or get out of my way. Index 223

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Book SynopsisOriginally published by Stevenson, Inc. , this practical resource assists nonprofit leaders and professionals in discovering new and better ways of identifying, cultivating, and successfully soliciting more planned gifts.

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Book SynopsisKick off the cycle of success with serious self-promotion that works Book Yourself Solid is a handbook for self-promotion that translates into results. We tend to think of "busy" as the equivalent of "successful" but that's not always the case. The key lies in what you're busy doing.Table of ContentsAcknowledgments ix Author’s Note xi Preface xv Module One Your Foundation 1 Chapter 1 The Red Velvet Rope Policy 3 Chapter 2 Why People Buy What You’re Selling 16 Chapter 3 Develop a Personal Brand 32 Chapter 4 How to Talk About What You Do 48 Module Two Building Trust and Credibility 61 Chapter 5 Becoming a Likeable Expert in Your Field 63 Chapter 6 The Book Yourself Solid Sales Cycle Process 76 Chapter 7 The Book Yourself Solid Keep-in-Touch Strategy 95 Chapter 8 The Power of Information Products 108 Module Three Simple Selling and Perfect Pricing 125 Chapter 9 Perfect Pricing 127 Chapter 10 Super Simple Selling 141 Module Four The Book Yourself Solid Six Core Self-Promotion Strategies 151 Chapter 11 The Book Yourself Solid Networking Strategy 155 Chapter 12 The Book Yourself Solid Direct Outreach Strategy 177 Chapter 13 The Book Yourself Solid Referral Strategy 199 Chapter 14 The Book Yourself Solid Speaking Strategy 210 Chapter 15 The Book Yourself Solid Writing Strategy 237 Chapter 16 The Book Yourself Solid Web Strategy 256 Part 1: Designing Your Website 258 Part 2: Getting Visitors to Your Website 270 Part 3: Building Your Social Media Platform 281 Final Thoughts 290 References 293 How to Reach Michael Port 295 About the Author 296 Index 297

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Book SynopsisTable of ContentsIntroduction vii Chapter 1: The Concept of Luxury 1 Chapter 2: Specificities of the Luxury Industry 38 Chapter 3: Major Luxury Sectors: Ready-to-Wear, Perfumes and Cosmetics, and Leather Goods 66 Chapter 3: Major Luxury Sectors: Wines and Spirits, Jewelry and Watches, and Hotels and Hospitality 98 Chapter 4: The Power of the Luxury Brand 130 Chapter 5: The Luxury Client 161 Chapter 6: Brand Identity: Concepts and Analytical Semiotic Tools 188 Chapter 7: Additional Brand Analytical Tools 227 Chapter 8: Creation and Merchandising 276 Chapter 9: Communication in Digital Times 324 Chapter 10: Managing a Global Brand 377 Chapter 11: Retail Management 417 Chapter 12: Sustainability and Authenticity 452 Appendix A: Applying Brand Identity Analytical Tools 483 Appendix B: Glossary of Digital-Related Terms 491 Index 497

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Book SynopsisTable of ContentsIntroduction 1 Part 1: Getting Started with Branding 5 Chapter 1: Wrapping Your Brain around Branding 7 Chapter 2: Creating and Financing Your Brand 25 Chapter 3: Positioning and Defining Your Brand 43 Chapter 4: Clarifying Your Branding Goals 59 Chapter 5: Defining and Refining Your Customer Avatars 69 Part 2: Attending to Brand Fundamentals 81 Chapter 6: Creating a Brand Style Guide, Media Kit, and Templates 83 Chapter 7: Building a Branded Website, App, and Email Account 99 Chapter 8: Writing Copy That Supports Your Brand Messaging 125 Chapter 9: Building Strategic Partnerships 141 Chapter 10: Launching Your Brand 157 Part 3: Building a Strong Brand Presence 173 Chapter 11: Creating In-Person Experiences 175 Chapter 12: Blogging, Podcasting, and YouTubing 191 Chapter 13: Promoting Your Brand via Social Media 217 Chapter 14: Email Marketing 235 Chapter 15: Boosting Brand Awareness with Paid Advertising 251 Chapter 16: Building a Vibrant Community around Your Brand 267 Part 4: Feeding and Caring for Your Brand 279 Chapter 17: Scaling Your Brand Identity 281 Chapter 18: Building on Customer Loyalty and Longevity 293 Chapter 19: Dealing with Competition and Other Threats to Your Brand 309 Part 5: The Part of Tens 321 Chapter 20: Ten Ways to Make Your Marketing Campaigns Go Viral 323 Chapter 21: Ten Ways to Distinguish Your Brand from the Competition 331 Chapter 22: Ten Ways to Drive Customers to Your Website 341 Index 349

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Book SynopsisRevolutionize your business with the power of marketplaces In today's digital-first economy, marketplaces are growing at twice the rate of overall eCommerce - and proving that traditional eCommerce is no longer enough. With The Online Marketplace Advantage: Sell More, Scale Faster, and Create a World-Class Digital Customer Experience, the duo behind more than 300 of the world's most successful marketplaces reveals the strategies every enterprise needs to take the lead. Through dozens of case studies, real-word examples, and proprietary marketplace research you'll learn: How to turn the marketplace model into your business' competitive advantageThe make-or-break decisions for launching an industry-leading enterprise marketplace fastThe best practices to achieve marketplace scale, and the most common pitfalls that separate the winners from the losers With The Online Marketplace Advantage, discover the complete playbook you need to break through with a successful, scalable marketplace strategy that puts your business on a path to unprecedented growth permanently.Table of ContentsIntroduction: The Marketplace Imperative ix Chapter 1 Our Marketplace Discovery 1 Chapter 2 Defining the Marketplace Opportunity for Retail 19 Chapter 3 The Marketplace Revolution Comes to B2B 37 Chapter 4 Designing Your Marketplace Strategy for Maximum Impact 59 Chapter 5 Make-or-Break Marketplace Best Practices at Launch and Beyond 95 Chapter 6 Feeding the Flywheel -- Scaling Your Marketplace 117 Conclusion: The Marketplace Revolution Rolls On 167 Acknowledgments 177 Author Bios 181 Index 185

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Book SynopsisAs an initial attempt to understand innovation in fashion, this volume focuses on product innovations, realizing that this industry is truly an innovative sector in which diverse technologies, science, art, and tradition have been merged, synthesized, and utilized to solve the needs and concerns of the end-users.Table of Contents1. Product Innovation: Core to Continued Success2. Stone Island: Product Innovation and Market Positioning as Drivers of Value Creation3. The Geox: The Shoe that Breathes4. Nike: An Innovation Journey5. Repetto, A Paris-Based Craft Enterprise Growing into a Global Brand: Design-Driven Innovation and Meaning Strategy

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Book SynopsisThis book presents a framework for a different type of profitable growth for multinational companies in emerging markets: "scaling the tail." This model focuses on specialized market niches, flanking particular segments and product-categories, developing deeply nuanced localization strategies, and installing supportive management systems.Trade Review"Creative, bold and contrarian. Scaling the Tail up-ends conventional wisdom about how to succeed in emerging markets and offers a fresh new formula for profitable growth." - Peter Williamson, Hon. Professor of International Management, University of Cambridge, UK "This book brilliantly explains the strategy and practice of 'profitable growth,' providing the details about its implementation and myriad examples from the emerging economies. No company can ignore its recommendations in this hyper-competitive environment." - Mauro F. Guillén, Zandman Professor and Director of the Lauder Institute at the Wharton School, USA "A timely sequel to Rough Diamonds: Park, Ungson, and Cosgrove have detailed a new roadmap for both multinationals and local stalwarts to compete more effectively in emerging markets. I highly recommend this book because these authors are the thought leaders for identifying what is happening in emerging markets, and they understand the dynamic nature of the emerging market environments." - Marjorie A. Lyles, President, Strategic Management Society and OneAmerica Chair Professor, Indiana University Kelley School of Business, USA "As a leader in global consumer goods industry, we have firsthand experience with the pressures of sustaining growth in an increasingly competitive global marketplaces. Scaling the Tail clearly illustrates the key strategies and actions that multinational firms can take to ensure that they are in the group of high-performers in emerging markets." - Ehab Abou Oaf, Asia Pacific President, Mars Chocolate "Timely . . . relevant . . . and engaging . . . Scaling the Tail will challenge well-weathered beliefs about emerging markets and present new requirements and templates for profitable growth." - Keun Hee Park, Vice Chairman, Samsung GroupTable of ContentsForeword Acknowledgements 1. Introduction 2. Rethinking Conventional Models 3. Problematique 4. New Logics-Scaling the Tail 5. The Diagnostic 'P-E-C' Framework 6. Positioning Firms for Profitable Growth 7. Defining the Drivers of Profitable Growth 8. Co-Aligning Strategies with Management Systems 9. A Synthesis of Our Findings 10. Recommendations Appendices I. Participants In The Field Study II. Survey Questionnaire III. Survey Demographics IV. Analysis Of Foreign Firms In Asia: Consumer And Retailing Sectors Endnotes Bibliography Index About the Authors

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Book SynopsisThe Game Changer powerfully demonstrates how some organisations in business and sport have done more than raise their performance; they have also changed the rules of the game or the game itself within their industry. It gives examples of the strategies and governance programmes that have emerged to accomplish this, and the challenges of executing them.This book brings to life strategic management in business, sport and not-for-profit organisations. It explores many of the theories taught on MBA and other professional programmes through case studies from the worlds of sport and business, written by authors who have played a part in the change. Alistair Gray has spent much of his career in senior roles in these sectors and brings a unique insight to the field, as well as providing the reader with tools and techniques for improvement in governance and performance.The Game Changer is essential reading for both professionals looking for methods to improve their own performance and to embed strong principles of governance, and business students looking for real-life lessons from practice. Trade Review"Alistair Gray has a lifetime of experience in business and sport and this book provides an insight into the strategic management, innovation and drivers needed to change the game"Baroness Sue Campbell CBE, Director of Women’s Football at The FA. and Chair of UK Sport (2003 – 2013) and Youth Sport Trust (2005 – 2017)"The Game Changer is a source of useful learning for MBA students and young executives. Alistair delivers a unique perspective on many aspects of strategic management supported by real-life case studies from business and sport. I have taken benefit from Alistair and his approach to accelerate the University's strategy."Professor Sir Jim McDonald, Principal and Vice Chancellor, University of Strathclyde"It is one thing to write about strategy and how it should be done. It is a completely different thing to write about strategy and to have actually done it. Alistair Gray provides the latter in his book. It is a tremendous read packed with insight into how to deliver meaningful strategic change."Harry Sminea, Professor of Strategic Management, Strathclyde Business School, University of Strathclyde"Top business frequently turns to sport for strategies to improve performance. Alistair Gray benefits from his unique combination of a successful voluntary leader in sport and respected consultant to leading businesses and sports around the world. The articles and case studies in the book deliver real insight into how to succeed."Martin Gilbert, CEO Standard Life Aberdeen PLC"Altogether, a really useful book whose articles and case studies will be invaluable for anyone facing the prospect of competing in the challenging global markets of the 21st century."Sir Tom Farmer KBE, Founder of KwikFit"The Game Changer is a demonstration and evolution of the importance of out-of-the-box thinking in providing winning performance. It emphasises the benefits of embracing change in mindset and strategic perspective."Sir Bill Gammell FRSE, Founder and former Chair and CEO of Cairn Energy PLC; Chair of Winning Scotland Foundation"This is a very enlightening and well-researched read from a wise sage who knows – from first hand experience – more than a bit about what provides the zeitgeist in business".Andy Nash, Portfolio Chair and former Director of Taunton Cider PLC"For many years I have appreciated Alistair’s unique insight across business, elite sport and other sectors. The Game Changer captures that and will be stimulating for executives in business and sport at any stage in their career – from MBA classes to the Board Room.’Charles Berry, Chairman of The Weir Group PLC"The creation of Scotland Food & Drink was the ultimate game changer for the food & drink industry in Scotland. Alistair led us through the journey that initially created an industry strategy group. He further guided us through a process that included industry leadership, the Scottish Government, Scottish Enterprise and Highland & Islands Enterprise to create Scotland Food & Drink. We began the journey with the complexity of the cluster strategy and concluded with a pragmatic approach to deliver the platform for Scotland Food & Drink. In doing so, we created a collaborative model, with strong strategic direction that has now transformed the value and reputation of Scotland’s food and drink industry."David Kilshaw, Former Chair of Scotland Food & Drink "The Game Changer is easy to read and follow and challenges the reader to think differently, with clarity. Full of examples and strategic models, it provides an excellent framework to develop winning strategies and improve performance in business and sport." Sir Ian McGeechan OBE, Head Coach, British and Irish Lions (four tours) and Director of Rugby for Scotland, Northampton and Wasps"Nowadays sport operates more like business and must employ best business practice in its operations, within systems of good governance for its athletes, officials, volunteers and supporters. Alistair Gray presents his own considerable experience achieving these goals which those in sport and business will find most valuable."Sir Craig Reedie GBE, President of the World Anti-Doping Agency, former Chairman of the British Olympic Association (1992–2005) and Vice-President of the International Olympic Committee (current serving member)."Alistair Gray draws upon behind-the-scene insights into the change process to provide a much needed and revealing insider account of sports management in the real world. It relegates data and evidence, promotes people and relationships to answer some important contemporary sporting questions – How can small nations win at sport? How can sport build integrity? How do you manage sustainable change?"Professor Dr Grant Jarvie, Chair of Sport, University of Edinburgh, Founding Director Academy of Sport, Professor, University of Toronto"This book will be a great resource for all management professionals and those building their career. The content and case studies reflect the open minded, ambitious and check and challenge approach of Alistair in his many roles and experiences across organisations in business and sport."Anne Marie Harrison, CEO Victorian Institute of Sport (Australia)“In my experience in sport, especially in Ireland, Alistair Gray and Brian MacNeice are the first names mentioned for strategy development. Genesis were instrumental in supporting us to achieve our ambition to secure Test status in Cricket. Their approach is inclusive and uncomplicated and focuses on clear targets and accountability. Their honesty and integrity set them apart and they are a pleasure to work with.”Warren Deutrom, CEO Cricket Ireland"The Genesis report on the 2002 FIFA World Cup and subsequent projects provided the FAI with the practical impetus to make many significant changes within the Association and improve our performances on and off the field. The reforms made along the way have helped Ireland’s position in European football administration and the Association is proud to occupy a place among UEFA members as a modern progressive governing body."John Delaney, CEO FAI and UEFA Executive Committee"Alistair is someone who challenges you to think the unthinkable and has undoubtedly influenced my professional development. Winning in business and sport is a golden thread through his philosophy and his contribution to Scottish Cycling and Scottish sport has definitely been a Game Changer. This really useful book provides the opportunity to learn from one of the best."Craig Burn, CEO Scottish Cycling"Alistair’s insights into what makes elite athletes perform and his knowledge of how sports organisations can improve their performance through the execution of a carefully-crafted strategy were of enormous value to the Scottish FA during my time as CEO."Stewart Regan, CEO Scottish FA"In helping make the best strategic choices, Alistair always considers whether they can be successfully implemented, taking into account leadership qualities and optimal use of resources. This invaluable book is full of pragmatic insights on how to decide and then deliver." David Gray, Non-Executive Director "A supportive infrastructure is key to ensuring coaches and other performance specialists in sport can exercise their skills effectively. Alistair applies his unique skills set to creating such infrastructure by tackling culture shift head on. Putting it another way, he facilitates performance excellence."Professor Frank Dick OBE, Coach and Motivational SpeakerTable of ContentsForeword - by Sir Tom Farmer KBE, Founder of Kwik FitAcknowledgementsOur AuthorsChapters1 Introduction: The Grand Strategist and The Focus FrameworkChanging the Game in Business2 NCR Manufacturing – Challenging Michael Porter’s Generic Strategy Theories3 Scenario Thinking – The Answer to Future Uncertainty4 New Age of Strategic Management5 Power of Purpose (by Fiona Gifford)6 Innovation Management and MTBD>MTBS7 Strategic Benchmarking8 Braveheart 2 - Future Lessons from Yesterday’s Leaders9 Clusters are Cool!10 Making Mergers Work - Mixing Spirits11 Managing in (and out of) Recession12 Adelon Ireland - The Road to a Strategic Site (by James Bowen)Changing the Game in Sport13 Ambition as a Driving Force for Performance (by Brian MacNeice)14 Sustaining Sports in the Future15 Cathy’s Pillars and the reform of The Football Association (in England)16 Good Governance does not Win Gold Medals17 Performance Strategies for National Football Associations18 Performance Sport - The Winning Formula 19 Good to Great - Inside the Black Box20 The New Zealand All Blacks - The Ultimate High Performing Sporting Organisation (by John Bull)21 All you need is LoveAppendices Checklists Bibliography: 50 Books that have influenced me NCR- Source of EntrepreneursPostscript - My Personal Renaissance - 'You've got to find what you Love’

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Book SynopsisThis book advances the current literature on destination marketing by using innovative up-to-date case studies from a wide geographical representation. The contributors examine new methods and marketing approaches used within the field through a combination of theoretical and practical approaches. With discussions of topics including image, branding, attractions and competitiveness, the chapters in this volume offer new insight into contemporary developments such as medical tourism, Islamic tourism and film-induced tourism. Presenting detailed findings and a range of methodologies, ranging from surveys to travel writings and ethnography, this book will be of interest to students, scholars and practitioners in the fields of tourism and marketing. Table of ContentsIntroduction PART I – DESTINATION IMAGE 1. A Study of the Role of Country Image in Destination Image 2. Lake-destination Image Attributes: A Neural Network Content Analysis 3. Literature Creation of Tourist Imaginary 4. Travel Writings and Destination Image 5. Affective component of the destination image: A computerised analysisPART II – DESTINATION BRANDING 6. Shaping Collaboration in Tourism: Thuggery in a Destination Branding Process 7. Revealing Internal Stakeholders’ Perceptions of Developing ‘Brand Alexandria’ 8. Rebranding Components towards Developing a Tourism Destination 9. Analysing Destination Readiness for Branding PART III – SUPPORTING ELEMENTS OF DESTINATIONS 10. Exploring Film-induced Tourism: Implications for Onsite Heritage Interpretation Justyna 11. The Ançã Stone in the Building of a Tourist Destination 12. Identifying Research Gaps in Medical Tourism Yin 13. Destination Experience for Middle-East Tourists PART IV – MODELS OF DESTINATION MARKETING & COMPETITIVENESS 14. A Study on the Flow Experience Relationship Model of Gaming Activity 15. A Review of Life Cycle Models by Plog & Butler from a Marketing Perspective 16. A New Tourism Map for Dubai’s Top Source Market 17. Innovative System Indicators for Islamic Tourism Using C-PEST Factors 18. Competitiveness of Tourist Destinations and Brazilian Strategy

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Book SynopsisUnleashing the Power of Diversity provides a clear tool to create a common language across teams and organisations that reinforces positive identity, builds trust towards people and processes, supports innovation and helps make diversity sustainable. The complex problems that many organisations and teams now face are global in scope, including cultural, social and environmental issues. Challenges such as climate change, mass migration and human rights do not respect national borders or sociodemographic groups. In order to solve these complex problems, we need the skills to be able to communicate effectively across the differences that may otherwise divide us. In this ground-breaking book, award-winning consultant and author, Bjørn Z. Ekelund, presents a clear step-by-step approach to communicate with people who have different mindsets, perspectives and cultural backgrounds. It is relevant and applicable across various contexts within the workplace, interTrade Review"It is our pleasure to endorse Bjørn Ekelund and his new book and it comes with our best recommendation. In RETHNK we design and facilitate strategic change and we create spectacular transformative workshops. We use the Diversity Icebreaker concept to improve communication and understanding between participants during a workshop. Advanced workshop facilitation brings people through three stages in our accelerated workshop: Learn, Integrate and Transform, which is also represented as a Green, Red and Blue process. The feedback we get from our customers is great because the Diversity Icebreaker helps them communicate in a simple way about complex problems."Jesper Sonne and Carsten Arnfjord Thomsen, RETHNK, Denmark"I have been using the Diversity Icebreaker for over 10 years with executives, graduate students and undergraduates. The class sizes have ranged from 11 to 60 participants. It has become an important tool in my courses for understanding diversity in patterns of interpersonal behavior, communication styles and work preferences. Although there is substantial statistical data for its reliability and validity, I find its face validity, simple (but not simplistic) categorization scheme and ease of use to be critical characteristics. I am not trying to make my students pop psychologists but rather provide a tool to help them to become more effective. Participants clearly recognize the three styles in their organizations and find that it usually identifies their style accurately. In addition to learning, they really enjoy the exercise."Dr. Henry Lane, D’Amore-McKim School of Business, Northeastern University, Boston, MA"One of the main difficulties working in collaborative processes where mutual respect and equality among participants are core values is the lack of a common language. Especially in welfare programs where so-called clients or other end-users of public service are invited into processes where empowerment and governance are explicit goals. Even with such aims, the dialogue often seems to move into forms and meaning that support one side, and that is seldom the most vulnerable ones. The Diversity Icebreaker does not take into account who has most prestige or which prior position the participant has in front of a DI working session. A DI session is instead coloured in a playful atmosphere where the participants gather around new concepts; Red, Green and Blue with a dialogue spinning out of those concepts with very few predefined influences from any given positions."Lars Ueland Kobro, CEO/Senior researcher, Norwegian Centre for Social Entrepreneurship and Social Innovation – SESAM, University of South-Eastern Norway"Self-understanding, understanding the Other, acknowledgement, belonging, inclusiveness, trust, common language, team work and … fun. So many leitmotifs that run through the book and reflect our experience of using the Diversity Icebreaker with all the staff and students at our school for the last five years. Through the hundreds of sessions we have run with staff and students from over 100 countries, we have come to rely on the Diversity Icebreaker as one of the basic tools in our intercultural communication toolbox."Grant Douglas, Track Coordinator, Intercultural Communication, IESEG School of Management, Lille, France"I have been fortunate to work with Bjørn Z. Ekelund and the Diversity Icebreaker for more than 10 years. I have found him and the use of Diversity Icebreaker to be under constant development. Bjørn is engaging and a true knowledge sharer, making the research-based tool, the Diversity Icebreaker, easy to use for mentoring large groups of up to 150 participants. The Diversity Icebreaker is always highly appreciated and has received excellent feedback from leaders and employees around the world."Annika Dybwad, Owner and senior consultant, FlexAbility Consulting AS, Norway"I have had the pleasure of using the Diversity Icebreaker in diverse learning settings, including courses in Design Thinking and Action Research. In these courses, the Diversity Icebreaker created a powerful vehicle for deep learning at multiple levels. This includes learning about self in relation to others in the context of collaborative projects that value multiple perspectives, fostering systemic understanding in working with wicked problems."Frederick Steier, Ph.D., Professor, Fielding Graduate University, School of Leadership Studies, and Department of Communication, University of South FloridaTable of Contents1. Introduction 2. How to Manage Diversity 3. Communication 4. Three types of diversity 5. BLUE: How to Create Better Results 6. GREEN: How to Innovate and Create New Knowledge 7. RED: How to Create Collective Identification and Trust 8. How to Promote Dignity and Personal Development 9. Addressing Global Challenges through Managing Diversity. 10. About work organisations and their potential contribution to promote dignity, personal development and "Bildung".

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Book SynopsisIn today's globalized world, halal (meaning permissible' or lawful') is about more than food. Politics, power and ethics all play a role in the halal industry in setting new standards for production, trade, consumption and regulation. The question of how modern halal markets are constituted is increasingly important and complex. Written from a unique interdisciplinary global perspective, this book demonstrates that as the market for halal products and services is expanding and standardizing, it is also fraught with political, social and economic contestation and difference. The discussion is illustrated by rich ethnographic case studies from a range of contexts, and consideration is given to both Muslim majority and minority societies. Halal Matters will be of interest to students and scholars working across the humanities and social sciences, including anthropology, sociology and religious studies.Trade Review"Easily the most authoritative study of the subject, this collection of essays on halal, an ostensibly ritual designation and practice, allows us to see how it becomes the crucial category by which Muslim subjects and markets around the world are both created and understood."- Faisal Devji, University of Oxford, UK"We are reminded on an almost daily basis of the enormous depth of misunderstanding about Islam that seems endemic in Europe and North America. In addressing the politics and pragmatics of halal assemblages in a global context, Halal Matters shines like a small light amidst this vast darkness of misperception. The editors of this volume are to be commended for attending to the complexity and nuance that comprises contemporary halal markets, the political projects of the states that authorize them, and the concerns of the Muslim consumers that they interpellate. Hopefully, this volume will make a small step toward fulfilling the values of tolerance, equality, and freedom that liberal societies purport to uphold."- Daromir Rudnyckyj, University of Victoria, Canada"The call by Muslims to investigate and certify products and practices formally, and subsequently then label them as Halal has given rise to a new cultural phenomenon - which is on the increase in Muslim minority and majority geographies across the globe. This book makes a vital contribution, offering a critical perspective, rooted in the social sciences, that addresses current issues of contestation and potential growth areas."- Jonathan A.J. Wilson, University of Greenwich, UK"What Halal Matters offers its readers are perceptive insights into an important aspect of Muslim modernity […] The twelve chapters pursue a mix of methodological approaches and explore halal practices and reasoning in turn by following ‘the people,’ ‘the thing’, and ‘the metaphor’. This breadth, together with its broad geographical sweep, contributes to the success of the collection as a compelling sketch of contemporary ‘halal matters’.” - Heiko Henkel, University of Copenhagen, Denmark (in Anthropos)"The book succeeds in shedding light on the major social and cultural dynamics of halal, while keeping the big political picture on stage, producing a comprehensive, yet succinct political economy of global halal. It is highly recommended for students and scholars of anthropology as well as sociologists, political scientists, Islamicists and economists." - Abdessamad Belhaj, Catholic University of Louvain, Belgium (in Islam and Christian-Muslim Relations)Table of Contents1. Introduction: Modern halal markets (Florence Bergeaud-Blackler, Johan Fischer and John Lever) 2. Re-imagining Malaysia: A postliberal halal strategy? (John Lever) 3. From an implicit to an explicit understanding: new definitions of halal in Turkey (John Lever and Haluk Anil) 4. Remembering the spirit of halal: An Iranian perspective (Maryam Attar, Khalil Lohi and John Lever) 5. Domestic cooking in Marrakech’s medina (Katharina Graff) 6. Islamizing foods (Florence Bergeaud-Blackler) 7. The halal certification market in Europe and in the World: a first panorama (Florence Bergeaud-Blackler) 8. Green Halal: Looking for ethical choices (Manon Istasse) 9. Halal, diaspora and the secular in London (Johan Fischer) 10. Muslim food consumption in China: Between qingzhen and halal. (Yukari Sai and Johan Fischer) 11. The political economy of Islamic markets: Halal training in Singapore (Johan Fischer) 12. Who owns halal? International initiatives of halal food regulations (Florence Bergeaud-Blackler)

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Book SynopsisProposing a comprehensive account of the global fashion industry this book aims to present fashion as a social and cultural fact. Drawing on six principles from the industry, Godart guides the reader through the economic, social and political arena of the world''s most glamorous industry.Trade Review'In his book Unveiling Fashion, Frédéric Godart guides the reader through the historical and socioeconomic intricacies of the fashion industry. Fashion is a highly complex topic, and Godart manages to clarify its main principles. His book, while rooted in academic research, will also be relevant to fashion professionals who want to better grasp their environment, and understand how creativity unfolds in fashion. Unveiling Fashion is an intriguing introduction to the fashion industry, and is here to stay as a reference.' - Florence Rambaud, LVMH Moët Hennessy, Louis Vuitton (France) 'Through a very thorough analysis, which mixes social theory with economic insight, Frédéric Godart explains not only how fashion can be analysed and studied, despite its apparent impenetrability, but also focuses on the role that fashion had in the past and has now within society. A useful reading both for scholars in the field of fashion studies, sociology, and economics and for all professionals in the fashion industry.' - Simona Segre Reinach, University of Bologna (Italy) 'Unveiling Fashion is by far the best book on sociology of fashion I have ever read. Frédéric Godart makes a major contribution in the field of fashion studies by providing a unique analytical framework to theorize fashion with six principles of fashion taken from different traditions of social sciences and philosophy, and each principle is elaborated and explained with abundant empirical data. No fashion scholar has ever given such a creative scholarly focus on fashion. This book is a must read for anyone who strives to theoretically analyze fashion which is a difficult concept to grasp.' - Yuniya Kawamura, Fashion Institute of Technology / State University of New York (United States) 'Frédéric Godart's timely and informative book offers exactly what is needed to navigate in the glossy world of fashion: sharp scientific tools and empirical details, which let both the novice and the well-informed benefit from this stimulating book.' - Patrik Aspers, Uppsala University (Sweden) 'Godart unravels the warp, mystery, and wonderful spectacle of fashion, in all of its different, blurred, yet rich and appealing meanings. Using several disciplines, he provides a beautifully tailored, impeccably scientific demonstration that dissects the history and evolution of fashion then projects what that means in the XXI century society and economy. As Paul Nystrom said: to be out of fashion is, indeed, to be out of the world.' - Nicoletta Giusti, University of Bologna (Italy) 'Smart and meticulously researched, Unveiling Fashion is a careful overview of fashion as an industry and as a form of cultural practice. From Plato to Prada, Godart weaves history, economics, sociology, and organization and legal studies into an elegant statement on the nature of dress and social change. Godart reveals the transformation of courtiers into celebrated brands and business empires, which are rooted in the modern logic of distinction, anchored in global cities, and today wield enormous influence in our everyday lives. A must-have for theorists, teachers, and students in the field of fashion studies, and anyone looking to be surprised and delighted to discover how fashion works.' - Ashley Mears, Boston University (United States)Table of ContentsIntroduction Affirmation: Fashion as a Bridge between Individuals and Society Convergence: The Centralization of Trends Autonomy: The Emergence of Styles and their Dynamics Personalization: Fashion as Craft and Profession Symbolization: The Power of Brands Imperialization: The Empire(s) of Fashion

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Book SynopsisJohn O'Brien MBE, based in London, UK, is an advisor to business, non-profits, and government bodies on purpose, its activation, organizational culture, partnerships and performance change globally. He is a senior purpose strategist and EMEA managing partner of Omnicom's ONE HUNDRED agency collective.David Gallagher, based in London, UK, heads international growth and development for Omnicom PR Group. He is co-chair of the PRCA Ethics Council, past ICCO president, past Cannes Lions jury president and serves on the court of the London School for Hygiene & Tropical Medicine, among other advisory boards.Trade Review"Those brands that succeed moving forwards will be those living and breathing a clear purpose authentically which makes this book an essential and timely read for marketing leaders." * Peter Markey, Chief Marketing Officer, Boots plc *"Truth Be Told is a really timely and helpful book, packed full of global examples, references, and handy checklists. A refreshing mix of common sense and sound research to ensure that any organization knows how to observe the truth, the whole truth and nothing but the truth in everything it does if it's to succeed now and into the future." * Rita Clifton CBE, Deputy Chairman, John Lewis *"This book chronicles a moment of profound change and provides a roadmap to help all those who would learn from those who have gone before and wish to give the best version of themselves to those they serve, their fellow citizens and their companies. Utterly riveting." * Sir Tim Smit, Founder, Eden Project *"As more and more companies activate their purpose and consider how best to connect with key audiences, Truth Be Told shows them how to be successful. An indispensable playbook for every PR and marketing professional committed to driving positive change." * Paul Polman, Co-Founder, Imagine *"Founding strategies and communications on purpose-based truth is a shortcut to success - Truth Be Told offers a clear pathway to make this effective." * Sophie Devonshire, Chief Executive, The Marketing Society *"Businesses and brands have come to understand the power - even necessity -- of a clearly articulated purpose has recently become well understood but nailing it is harder than it sounds. Truth Be Told provides a roadmap for business and communications leaders to identify an authentic, credible and inspiring purpose." * Kim Sample, President, The PR Council *"In a world of fake news, it is more important than ever for brands to be 'Truth Tellers' and to tell their brand stories authentically. This book is brilliant at helping brands achieve this important ambition moving forward." * Fred Cook, Director, USC Center for Public Relations Annenberg School *"Truth Be Told is the result of two well-respected communications professionals and provides many interesting insights and observations about one of the most challenging business topics of our time. A must read for those who want to make a true difference in building meaningful reputations and brands." * Andre Manning, Managing Director, Logeion, Netherlands Association for Communications Professionals *"This is not a book about how to run an effective marketing campaign - it is something much more profound. Read this book!" * Rob Flaherty, Chairman, Ketchum *"Authentic purpose, clear values, and ethical culture are now critical for enduring business success. John and David provide a timely challenge to marcomms professionals to help deliver this." * Prof David Grayson CBE, Chair, The Institute of Business Ethics *"A must-read for executives, entrepreneurs, investors, and everyone interested in understanding how to link profit with human-centric social impact. A hugely insightful read for journalists as well, as truth-seekers and communicators. A brilliant book!" * Elizabeth Filippouli, Journalist, Author & Founder, Global Thinkers Forum *"In a world of fake news it is more important than ever for brands to be 'Truth Tellers' and to tell their brand stories in an authentic way. This book is brilliant at helping brands achieve this important ambition moving forward." * Philippa Brown, PHD Worldwide CEO *Table of Contents Chapter - 00: Introduction; Chapter - 01: The world – what you need to know; Chapter - 02: The truth – what we mean by it; Chapter - 03: The why – understanding the context of truth and purpose; Chapter - 04: The where – finding truthful purpose in business; Chapter - 05: The way – how your culture is key; Chapter - 06: The how – audiences and stories; Chapter - 07: The what – understanding your channels; Chapter - 08: The wow – how to measure success; Chapter - 09: Activate NOW;

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Book SynopsisLydia Michael is a speaker, consultant and owner of Blended Collective, a multicultural marketing and brand consultancy based in Detroit, Michigan. She works with companies to develop inclusive brands and marketing strategies. Her work has been recognized with several diversity and marketing awards.Trade Review"There are many books about marketing, but Brand Love is unique. It not only puts on a pedestal the importance of emotional engagement in brand building, but it does so by emphasizing the critical need of addressing the multicultural perspective when doing so. With the world becoming more diverse every day, that is now an imperative for brand growth. And I love all the practical examples!" * Bill Duggan, Group EVP, Association of National Advertisers (ANA) *"I am thrilled to endorse Lydia Michael's book, Brand Love. It is an absolute must-read for anyone who wants to build strong, lasting emotional connections with their consumers. I found the book to be a valuable resource that provides a framework for continuous human-centric brand evolution, while also considering cultures and customer values as key elements of the equation. Michael's writing style and tone are some of my favorite aspects of the book. She is a multicultural marketing thought leader, global citizen and expert consumer who weaves her professional expertise with personal experiences alongside the latest research and compelling case studies, offering a perspective that is highly relatable, relevant and exciting. What sets Brand Love apart is how Michael's own expertise and passion in the subject took me on my own personal journey of falling in love with the book. With each stage of the "Eight Brand Love Stages," my desire to implement these strategies grew. Overall, I highly recommend Brand Love to seasoned and up-and-coming marketers alike. It's a powerful and insightful book that will breathe new life into the way you think about engaging consumers through emotionally-driven strategies!" * Ashmi Elizabeth Dang, Vice President of Marketing & Communications, Wayfarer Studios *"Lydia Michael gets it and makes it easy for you, too. Customers own your brand! Michael provides real-world stories from companies you know and love that demonstrate the importance of moving your customer relationship from transactional to brand love. Brand Love shows how to create a customer for life. Why else be in business?" * Ron Davis, loyalty and information technology executive *"Brand Love offers a deeply personal and relatable journey through the intricacies of building strong consumer-brand connections. The book touches upon essential frameworks and quickly steers the reader through impactful stories of how they can be applied. Brand Love reminds of a world obsessed with AI and deep technologies in that the biggest challenge in business can only be addressed by thinking through first principles and acting from our hearts." * Roman Fernandez, Venture Architect, Evolvia *"Brand love is a powerful force. Lydia Michael's book delves into this topic, revealing why we create emotional ties to some brands and not others. If you want your brand to be loved, this book gets to the heart of the matter and shows you just how to do it." * Christophe Folschette, Founder & Chief Strategy Officer, Talkwalker *"This is the toolkit you need if you want people to fall in love (and stay in love) with your brand! As a marketing professional, I found the eight stages to achieving brand love incredibly relevant, impactful and easy to follow. Lydia Michael's unique personal and professional background has armed her with a wealth of knowledge that shines through in each chapter as she shares countless examples and personal client experiences. Her focus on cultural nuances offers refreshing insights that any brand could benefit from. The "Love Notes" absolutely stole my heart! These key takeaways at the end of each chapter are clear, concise and actionable. This is a book you'll find yourself coming back to again and again as you continue to build your brand." * Ashley Franso, Senior Project Manager, Commonwealth McCann *"What's love got to do with it? Well, everything. Without brand love, businesses struggle to stand the test of time. "Love," however, is a soft and fluffy topic. Thankfully, Lydia Michael provides structure and rigor to how brands can ignite desire and fandom, mapping out a path for the eight stages of brand love with tips and inspiration for each step of the process. Readers will be left reflecting on where their own brand sits on their journey for love and how they can continue to drive deeper connections." * Jon Freshwater, Client Partner, AKQA *"In her first book, Lydia Michael cements her position as a prolific thought leader with an expansive knowledge of global markets and the human psyche. She thoughtfully takes us through the journey of the "The Eight Brand Love Stages" that is the tried-and-true roadmap for any size business to create meaningful consumer-brand connections that will result in brand loyalty. What's most delightful about her observations is the insight she provides, stressing the importance of connecting with key demographics, multicultural consumers as well as supporting diverse and minority-owned brands." * Joya Harris, VP, Strategy & Creative, DCI Marketing (Marmon/Berkshire Hathaway Company) *"Brand Love not is not only an informative how-to, but it is substantive in its delivery on the importance of building a brand that resonates with customers, how it's good for business and why it's essential for long-term growth. This book is a must-have guide for any marketing and brand professional." * Shikha Jain, Partner, Simon-Kucher *"Lydia Michael has given us a fresh take on a topic that can easily become a marketing cliché: "brand love." Combining insights into emotional and rational drivers, she offers a framework for building brand connections that last. Peppered with practical examples and helpful chapter love notes, her book is a great read for marketing practitioners, no matter your level of experience." * Steve Keller, Sonic Strategic Director, Studio Resonate, SXM Media *"In her book, Lydia Michael makes a compelling case as to why brands should strive to build meaningful emotional connections with consumers. She clearly lays out the stages of building brand love in a way that makes it accessible to a wide audience, from students to career-long marketing professionals. In an increasingly competitive market, brand identity is more important than ever, and as Michael points out, consumers are drawn to brands that reflect aspects of their own values and represent the multiple dimensions of their identities. This book is filled with valuable insights for anyone who is looking to develop brand recognition, build customer loyalty, increase social impact or build company culture from the ground up. It's also a wonderful resource to help guide young professionals as they cultivate their own personal brands in the early stages of their careers. Well-organized, thoughtful and inspiring!" * Heba Khadre, digital customer experience associate *"Brand Love goes where no other marketing material has gone to date, providing a manual for professionals to strengthen consumer bonds and produce brand champions and loyalists. Lydia Michael does an incredible job tapping into her extensive professional experience to provide readers with tangible insights and examples, and she follows these with actionable takeaways for all to use." * Shahbaz Khan, Global Director, Flagship Social Media, Nike *"Filled with personal anecdotes and marketing insights, Brand Love analyzes the core aspects of building and growing a successful brand that consistently connects with customers. Readers will love this book. The featured stories are exciting, the eight-stage brand love model and studies are relevant, and Lydia Michael's concise and digestible writing style is highly engaging." * Gabriela Klewenhagen, Digital Marketing Manager, SAP *"Lydia Michael does a fantastic job showing how an investment in a brand can build trust, loyalty and drive real business results. The relevant examples in this book make it a must-read for any professional who is serious about building an everlasting brand that adapts and engages with diverse audiences." * Fares Ksebati, co-founder and CEO, MySwimPro *"As an organizational psychologist, one of the most important concepts to understand about whether people will engage is how connected they feel. Whether it's with a company, coworkers or a brand, we engage where we feel we belong. Brand Love guides us through the steps to inviting others to be a part your brand, a place where they feel welcome and will want to stay. We invest heavily into presenting our brand in a way that will interest our customers. This book helped me to see that my brand is owned by my customer (they decide what my brand is) and how to positively influence that perception. Brand Love quickly establishes its own brand that is easy to fall in love with." * Tracy Maylett, CEO, DecisionWise; organizational psychologist, professor and bestselling author of 'Swipe: The Science Behind Why We Don’t Finish What We Start' *"Lydia Michael presents a refreshing and digestible look into gaining the trust of customers that leads to a love of your brand in a world where people are demanding more than ever from the brands they consider buying. A must-read for marketers aiming to stay ahead of the curve." * Chioke McRae, Associate Director, Strategic Planning Analyst, Leo Burnett *"I enjoyed reading Brand Love because it brought to my attention different ways to engage with customers. Looking at brands ranging from huge and multinational to small and local companies emphasized how these ideas can be put into play across companies of vastly different sizes, budgets and product lines. I also appreciate the push to utilize all five senses when connecting with customers, and the emotional ties that form as a result." * Kevin Peterson, cofounder, cocktail scientist and Nose, Sfumato Fragrances, Castalia *"I'm very impressed with the attention to detail, the incorporation of inclusion and multicultural marketing, as well as real life examples to help put all the content into perspective. Inclusion in branding is getting more and more attention, and Lydia by far is the best subject matter expert I've met. In Brand Love, I especially love the "Love Notes" at the end of the chapters that effectively summarize the most impactful points. Brand Love should be used by any company or organization looking to effectively create a brand that wants to be inclusive and create a lasting impact!" * Taharah Saad, Executive Director, Arab American Women’s Business Council *"The framework introduced here is parsimonious, and Lydia Michael skillfully uses the complete canvas to paint the picture so that one can see how it is applicable to a wide variety of situations. It is elegant in its simplicity. Drawing upon work with clients and a body of evidence from a number of studies, she introduces the brand love model and provides the reader with the scaffolding to both comprehend and construct strong ties between consumers and the brands they will love. While many are familiar with the contours of customer relationship management, few are well versed in the rational and emotional underpinnings of the relationship, and this exposition regarding the drivers of brand love ensures that we will not overlook the sometime subtle, but always critical, influence of these factors." * Jeff Stoltman, Director, Entrepreneurship and Innovation Programs, Mike Ilitch School of Business, Wayne State University *"In order to thrive in today's competitive environment, one must familiarize themselves with Lydia Michael's Brand Love. This book offers guidance on creating an intimate bond between a brand and consumers, which is integral for a successful business. What I love most about this book is its real world, global examples that make the concepts in this book easy to follow. Michael simplifies what brand love actually means while simultaneously segregating the brand love drivers into emotions versus logic or the right versus left side of our brains. With its emphasis on identifying your brand's "why," the book delivers an essential roadmap for business owners striving to cultivate long-lasting customer relationships." * Dionne Vaz, Marketing Director, CoinDesk *Table of Contents Section - 00: Introduction; Section - ONE: The brand love foundation; Chapter - 01: Why brand love?; Chapter - 02: Brand desire and intimacy; Chapter - 03: Fostering self-identification and belonging; Section - TWO: Emotional drivers; Chapter - 04: Living brand authenticity; Chapter - 05: Embracing purpose and sustainability; Chapter - 06: Building trust and encouraging inclusion; Chapter - 07: Personalizing the customer experience; Chapter - 08: Being human and nostalgic; Section - THREE: Rational drivers; Chapter - 09: Relevance, differentiation and consistency; Chapter - 10: Experience, innovation and convenience; Section - FOUR: Love reinforced; Chapter - 11: Love brand lockdown; Chapter - 12: Conclusion;

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Book SynopsisStudying Marketing is packed full of lively debate and funny anecdotes covering topics marketing students are familiar with, such as key thinkers and concepts, and some they are not. It looks at areas most textbooks ignore, such as the development of marketing as a discipline and as an academic subject, and raises arguments that students haven't heard about in their lectures. Conceived by Chris Grey as an antidote to conventional textbooks, each book in the Very Short, Fairly Interesting and Reasonably Cheap' series takes a core area of the curriculum and turns it on its head by providing a critical and sophisticated overview of the key issues and debates in an informal, conversational and often humorous way. Suitable for Marketing students at Undergraduate and Postgraduate level. Along with professionals involved in marketing and anyone interested in how marketing works. Trade Review′If you want a clear, well written and authoritative introduction to the ideas and concepts that underpin the marketing discipline, this the book for you′ - Emeritus Professor Michael J Baker Table of ContentsIntroduction: Studying Marketing PART ONE: PROPER SUBJECTS THAT PRECEDED MARKETING Chapter 1: The Economists Chapter 2: Behavioural Scientists PART TWO: MARKETING AS A PROPER SUBJECT Chapter 3: The Marketing Gurus and Some of Their Thinking Chapter 4: Marketing Concepts and Contexts PART THREE: SELLING MARKETING Chapter 5: Why Marketing Doesn′t Work Epilogue

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a huge range and FREE tracked UK delivery on ALL orders.

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a huge range and FREE tracked UK delivery on ALL orders.

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Book SynopsisIf you want to be the best, you have to have the right skillset. From finance and strategy to leadership and marketing, THE ULTIMATE MBA BOOK is a dynamic collection of tools, techniques, and strategies for success. Discover the main themes and key ideas you need and bring it all together with practical exercises.This is your complete MBA course. ABOUT THE SERIES ULTIMATE books are for managers, leaders, and business executives who want to succeed at work. From marketing and sales to management and finance, each title gives comprehensive coverage of the essential business skills you need to get ahead in your career. Written in straightforward English, each book is designed to help you quickly master the subject, with fun quizzes embedded so that you can check how you''re doing.

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Book SynopsisMarketing Theory introduces and explains the role of theory in marketing by uncovering its histories, disciplinary underpinnings, subfields, discourses and debates. From strategy and ethics to digital marketing and consumer behaviour, leading marketing experts shine a light on what can be a challenging perspective of marketing. In thisnew Third Edition there are up-to-dateexamples from global companies such as Pepsi, Amazon and H&M; entirely new chapters on Digital and Social Media Marketing, and Service-Dominant Logic (SD-L) and contributions from Global Specialists including Bob Lusch, Patrick Murphy and Susan Hart. Ideal for Upper level undergraduate and postgraduate marketing students studying marketing theory, critical marketing, and the history of marketing modules.Trade ReviewMichael Baker and Michael Saren have developed their student text on marketing further to include emerging topics, such as sustainability and social media. Other new topics include service marketing. The book covers the contemporary marketing field well, and offers a good and interesting overview of marketing. -- Christian GrönroosThis is a key text for students wishing to understand more about marketing theory. With contributions from leading international authors, the collection of chapters documents the main disciplinary influences on marketing theory and the theoretical evolution of key sub-areas. -- Pauline MaclaranTable of ContentsPART ONE: Overview of Marketing Theory Chapter 1: Marketing – Philosophy or Function? - Michael J. Baker Chapter 2: Marketing Theory - Michael Saren Chapter 3: A History of Historical Research in Marketing - D. G. Brian Jones and Mark Tadajewski Chapter 4: Marketing Ethics - Patrick E. Murphy and Kelly D. Martin PART TWO: Disciplinary Underpinnings of Marketing Theory Chapter 5: The Economics Basis of Marketing - Richard J. Varey Chapter 6: The Psychological Basis of Marketing - Allan J. Kimmel Chapter 7: The Sociological Basis of Marketing - Kjell Grønhaug and Ingeborg Astrid Kleppe Chapter 8: Cultural Aspects of Marketing - Kam-hon Lee and Cass Shum PART THREE: Theories of Marketing Management and Strategy Chapter 9: The Marketing Mix: A Helicopter View - Walter van Waterschoot, Thomas Foscht, Marion Brandstaetter and Andreas B. Eisingerich Chater 10: Marketing Strategy - Robin Wensley Chapter 11: Market Segmentation and Segment Strategy - Sally Dibb and Lyndon Simkin PART FOUR: Theoretical Sub-Areas of Marketing Chapter 12: Consumer Behaviour - Margaret K. Hogg and Rob Lawson Chapter 13: Marketing Communications in a Digital World - Julia Wolny Chapter 14: Theories of Value and Brand Equity - Mark S. Glynn and Roderick J. Brodie Chapter 15: Innovation and New Product Development - Susan Hart Chapter 16: Relationships and Networks - Kristian Møller Chapter 17: Theories of Retailing - Christopher Moore and Stephen Doyle PART FIVE: THEORIES OF SERVICE IN MARKETING Chapter 18: The New Service Marketing - Evert Gummesson Chapter 19: Service-Dominant Logic - Stephen L. Vargo, Robert F. Lusch and Kaisa Koskela-Huotari PART SIX: MARKETING THEORY, SOCIETY & THE ENVIRONMENT Chapter 20: Social Marketing Theory - Sharyn Rundle-Thiele Chapter 21: Sustainable Marketing - William E. Kilbourne and Anastasia Thyroff

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Book SynopsisInformal yet academically rigorous in style, this fun and attractively laid out textbook continues to provide a comprehensive introduction to Consumer Behaviour, drawing on an accessible writing style, engaging examples and a wealth of learning features throughout. The text is balanced in its coverage of both psychological and sociological aspects of consumer behaviour, and examples of consumer behaviour are selected from around the globe, including many of the world’s most popular brands and also B2B companies. This new edition has been fully updated to cover the impacts of the Covid-19 pandemic on consumer behaviour as well as the ongoing effects of technology, social media, digitalisation and climate change in adapting consumer behaviours. This textbook is essential reading for all students studying Consumer Behaviour. Zubin Sethna is a Professor of Entrepreneurial Marketing and Consumer Behaviour at Regent’s University London.Trade ReviewIn my journey of building a consumer brand from scratch, many of my ‘do or die’ decisions have been made by putting my consumers at the forefront. Professor Zubin Sethna has produced the most comprehensive work on consumer behaviour that I have ever seen, by far. It covers consumer behaviour from all angles including an understanding of psychological and sociological issues. Throughout, the book is superbly illustrated with diagrams and consumer behaviour is brought to life by several real-world case studies, all enabling the reader to obtain a complete and thorough understanding of the subject. It is a must-read for students and practitioners alike! -- Lord Karan Bilimoria of ChelseaWhether we like it or not, artificial intelligence is here to stay and the speed at which its applications are adopted by the consumer will only continue to rise. Lifestyle considerations, spending shifts, motivational movements and value adjustments, to name but a few, are all part of the behavioural impact which differ from generation to generation and across the gender spectrum. Zubin Sethna has very eloquently captured the nuances of consumer behaviour by identifying key theories and strategies which take a consumer-centric approach and will undoubtedly help organisations and individuals minimise risk and benefit from the commercial opportunities. -- Stuart ShermanThe fifth edition of this bestselling book on Consumer Behaviour is up to date with material for a post-Brexit and post-Covid consumerist world. It is full of relevant examples from a regional, national and global perspective. As with previous editions, the author writing style is academic yet current, relevant and easy to read. The book is packed with sections on ‘critical reflection’, ‘consumer behaviour in action’ and ‘brand experiences’ all of which help to really bring the conceptual academic frameworks to life and from a practice-based perspective. Of notable significance are the chapters on both ethical and sustainable consumption. This text continues to be a must-have for students studying consumer behaviour. -- Dr Jaideep PrabhuA must-read for students who would like to explore consumer behaviours from a psychological and marketing perspective. Every edition so far has made important updates and kept this book on the top of my reading list for UG and PG students. The secret of the book is to have a neat structure and to keep its digestible format, unlike many of its overloaded competitors. -- Dr Jan BreitsohlTable of ContentsConsumer Behaviour in Context Understanding Consumer Behaviour Decisions, Behaviours and Interactions Consumption in B2C vs. B2B Consumer Technology and Innovation Consumers as Individuals (The Psychological Issues) Drive, Motivation and Hedonism The Self and Personality Perception Learning and Knowledge Attitude Formation and Change Consumers as Social Actors (The Sociological Issues) Reference Groups Age, Gender and Familial Roles Culture and Social Mobility Ethical Consumption Sustainable Consumption

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Book SynopsisPrior to the 1970s-1980s, fashion marketing focused heavily (and perhaps solely) on women's fashions. Today, fashion marketing influences all products and the manner of style consumers use products. How products are marketed, when products are marketed, the evolution of products into different sizes, shapes, color, and uses are all influenced by fashion marketers. Fashion marketing is taken to different levels from branding a person (e.g., Ralph Lauren, the person), line of products (e.g., Lexus luxury cars) to a single product (e.g., Coach handbag). This much needed text will provide information regarding the introduction, making and machine the industry calls Fashion Marketing. Features: -- Addresses how branding and imaging of fashion, once used for a product or product line, is now used for the company spokesperson, owner, or representative -- Looks at the industry through a global perspective -- Case Studies including company logo and discussion of the company's impact on fashion marketing -- Online links throughout the chapter for students and instructors to investigate fashion marketing around the U.S. and world -- End of chapter elements include: summary, list of key terms, 3-4 assignments, discussion questions, study questions, and references -- Appendix includes glossary, bibliography and references (both for citations within text and for further study), index for subject and company -- Instructor's Guide includes exams with answers -- PowerPoint(r) Presentation provides outlines and ideas for lectures; compatible with PC and Mac platformsTrade ReviewAs far as I can see this book is the most practical introduction to fashion marketing. Besides the fact that it covers a broad variety of topics, all informations are up-to-date and the Terms/Questions sections at the end of each chapter are able to generate a deeper interest and understanding by students. -- Alexander Bretz, Mediadesign Fachhochschule - University of Applied Sciences, GermanyTable of ContentsThe Impact of Fashion Branding and Image Fashion Marketing The Buying Season: Marketing Fashions to Retailers Targeting the fashion consumer Cross Channel Shopping Crossing Product Boundaries Fashion and Entertainment Counterfeit merchandise, Ethics and Enforcement of the Law Marketing Fashions Globally

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Book SynopsisHave you figured out how to turn customer data into increased profits for your company? Get started with CRM Analytics, Relationship Marketing, Direct Marketing, Database Marketing, Behavioral Targeting, and Event Triggered Marketing using simple customer marketing models and techniques.

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Book SynopsisCompanies spend millions of dollars every year trying to court consumers. They invest in flashy advertising, celebrity endorsements, loyalty programs, Web sites . . . you name it. And they spend millions more trying to build their businesses through elaborate “relationship management” software.The result? Most marketers still aren’t emotionally connecting with consumers. Sure, their strategies may draw raves, and their ads may win impressive awards at Cannes. They may even raise their brand awareness. But they too often fail to build enduring brand relationships. Put another way: Many marketers are great at wooing a “first date” with consumers — yet lousy at creating a lasting marriage between buyer and brand. Married to the Brand tells the story of what makes profitable brand relationships work — through the eyes of the consumer, not the marketer. Packed with stories and compelling discoveries from a worldwide consumer database, this book explores why people bond with some brands and not others.Trade Review"Every afternoon, Marty walks four and a half blocks to the Starbucks near his office. Sure, Marty has coffee available at work, yet he leaves the office and walks past two other coffee shops to get to Starbucks, where he gladly pays $1.60 for something he could get for free... Marty gives something to Starbucks, Monday through Friday, but that's only because his favourite Starbucks store gives him something back. Lasting, meaningful relationships are always reciprocal." - From the book."

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Book SynopsisRight on the Money provides readers with a proven, realistic game plan to redraw maps for sales and marketing in a topsy-turvy world.Even before COVID-19 upended lives and forced people to reimagine every interaction, “business as usual” tottered on its last legs. An overwhelmingly digital economy dispatched a bricks-and-mortar mindset and gave rise to a brave new mobile world. While top sellers adapted from a sell-to model to a buy-from environment—in which customers move through much of the buying cycle before ever engaging sellers—others stuck to their guns and found themselves condemned to failure. The bottom line: accept and embrace change or be done in sales. Right on the Money offers a compelling blueprint to understand and win over today’s buyers. It also offers a wealth of field-tested, actionable steps to excel in a marketplace far more digital, far less centralized, incredibly dynamic and much more lucrative than ever before. Colleen Francis sheds light on the current sales landscape and helps readers align personal and organizational strategies to win.

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Book SynopsisYou can fake authenticity. But in this digitally saturated age, your customers will see through any misdirection. As we are constantly on our electronic devices, we have come to distrust print media and traditional PR. Stephen Denny and Paul Leinberger have found that people now want to make their own decisions based on raw footage, real-time updates and unfiltered livestreams. How, then, do marketing executives and others gain consumer trust? These Fortune 500 consultants present the answer in UNFILTERED MARKETING. Drawing on four years of global research, authors, Denny and Leinberger, have developed a comprehensive five-step process for successfully rehumanising the digital brand experience and gaining customer loyalty. To follow it, companies must understand that consumers are (1) seeking control in an out-of-control world and executives must rework their brand to be (2) unscripted (3) in-process and (4) in-context, in order to master (5) heroic credibility (brands standing by their philosophy and values). Abiding by these rules, businesses follow in the successful footsteps of brands like Patagonia, T-Mobile, adidas, GoDaddy and others.

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Book SynopsisFor most businesses, attracting new employees and getting your existing employees to succeed is a never-ending task. It''s often rooted in inefficient hiring practices, misunderstood motivational techniques, inadequate training, and high employee turnover. The results: low productivity and poor performance, leading to lower revenue, unhappy customers, and endless management headaches. NO NONSENSE: INSPIRE YOUR STAFF takes the mystery out of motivating employees to achieve personal and business success.The basic concept: Inspire your employees to create and maintain delighted repeat customers!This book demonstrates that business owners don''t have to constantly replace employees or use artificial incentives and harsh methods to get employees to help the business succeed. Wilson shows business owners and managers how to do it themselves without the pain and suffering. And you don''t have to invent any new approaches, concepts, or buzzwords to do it. Just follow some of the more than 100 proven ideas and discover amazing results - fast!Wilson spent more than twenty-five years researching what his clients - businesses large and small - need to do to be successful in today''s marketplace by hiring and motivating the right employees. These powerful ideas work. Each is presented in a bite-sized package that allows for instant execution. No long chapters with endless justifications, pontifications, philosophy, and personal stories. These great, practical ideas are things any business manager and owner can use to make an immediate difference in his or her business success.Ignite your people to new levels of success with these action-oriented tips to improve morale and boost the bottom line.

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