Sales and marketing Books

Book SynopsisThe $22 trillion opportunity that can be unlocked only if you rethink everything you think you know about people over sixty.In the time it takes you to read this, another twenty Americans will turn sixty-five. Ten thousand people a day are crossing that threshold, and that number will continue to grow. In fifteen years, Americans aged sixty-five and over will outnumber those under age eighteen. Nearly everywhere in the world, people over sixty are the fastest-growing age group.Longevity presents an opportunity that companies need to develop a strategy for. Estimates put the global market for this demographic at a whopping $22 trillion across every industry you can imagine. Entertainment, travel, education, health care, housing, transportation, consumer goods and services, product design, tech, financial services, and many others will benefit, but only if marketers unlearn what they think they know about this growing population.The key is to stop thinking of older adults as one market. Stage (Not Age) is the concise guide to helping companies understand that people over sixty are a deeply diverse population. They're traveling through different life stages and therefore want and need different products and services.This book helps you reset your understanding of what an "old person" is. It demonstrates how three people, all seventy years old, may not even be in the same market segment. It identifies the systemic barriers to entering this market and provides ways to overcome them. And it shares the best practices of companies that have successfully shifted to a Stage (Not Age) mentality.This practical guide prepares companies and marketers for an inevitable shift they can't ignore.Trade Review"Stage (Not Age) is a fascinating read…" — Kiplinger's"The author provides a guide for companies to understand how retirement age can actually mean many different markets and stages." — Forbes"In her new book, Stage (Not Age), Golden makes a case that chronological age no longer defines us, especially in the second half of life. It's the stage of life we're in that's most important." — Next Avenue"Citing trillions of dollars in spending power, Golden says companies should cater more products and services toward the people with the most wealth: those in their golden years." — McKinsey Author TalksAdvance Praise for Stage (Not Age):"Stage (Not Age) is your own personal master class for understanding, entering, and thriving in the fast-growing, $22 trillion longevity market. The profiles of companies that successfully serve this market will cause you to rethink everything you thought you knew about aging." — Jo Ann Jenkins, CEO, AARP"We can continue viewing the aging of the world's population as an imminent crisis, or we can choose to see it as an opportunity for business and policy innovations. This book guides us toward the latter view, and brilliantly." — Michelle A. Williams, Dean of the Faculty, Harvard T.H. Chan School of Public Health"People, like wine, get better with age. Susan Golden's important book demonstrates how an aging population presents extraordinary opportunities for businesses. While some complain about the costs of an older population, Stage (Not Age) offers a thoughtful roadmap for understanding the ways in which the fastest-growing demographic can drive value." — Larry Summers, President, Emeritus, Harvard University; former Secretary of the Treasury of the United States"Susan Golden's book offers an inspiring roadmap for entrepreneurs and innovators to grow with the longevity economy." — Jonathan Levin, Dean, Stanford Graduate School of Business"An insightful and practical guide to an amazing and multifaceted business. Stage (Not Age) is the indispensable guide for companies to develop a strategy for this opportunity—as we did at Best Buy." — Hubert Joly, former Chairman and CEO, Best Buy; author, The Heart of Business; and senior lecturer, Harvard Business School"In Stage (Not Age), Susan Golden makes an eloquent case for investing in one of the most compelling business opportunities of our time. Her book is a clearly written, insightful guide. A must-read for changemakers of all ages." — Marc Freedman, founder, President, and CEO, Encore.org; author, How to Live Forever"How do you reach a generation (or two) of people who don't feel, look, or act as old as they are? By not focusing on the number on their birth certificate. That's the message of Susan Golden's enlightening new book. Companies and marketers willing to listen should find themselves at an advantage." — Jean Chatzky, founder and CEO, HerMoney Media; New York Times bestselling coauthor, AgeProof

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Book SynopsisTrust is the essential commodity of sales. Yet, establishing and maintaining trust can feel impossible in a world where skepticism is at an all-time high.Selling In a Post-Trust World coaches sales professionals in how to establish trust with prospects and clients.  Based on The Trust Formula™, a proven model used to coach thousands of sales professionals, readers learn how to build authentic relationships, communicate meaningful value, create an inspirational experience, and establish disciplined habits.Each chapter ends with practical action items. By putting the ideas in this book to work, readers will discover the secret to building trust with skeptical prospects and clients. As a result, they will grow sales as they master skills to prospect more effectively, increase win rates, and develop long-term relationships with clients. 

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Book SynopsisThis Special Report provides a practical introduction to social media for lawyers. By avoiding technical details and jargon, it offers a pragmatic guide on how all lawyers - irrespective of industry sector, firm size or client base - can successfully integrate social media into their marketing, business development and client relationship management programmes. Containing essential information on the benefits and risks of social media in the legal sector, this report examines the social media platforms used by many law firms (LinkedIn, Twitter and Facebook) and gives an overview of those less frequently used - enabling lawyers to make an informed choice. As well as featuring practical advice for setting up and using social media as an integral part of a lawyer's business development activity, this report also offers guidance on: * how to write great blogs and social media posts; and * how to integrate social media into a structured content management plan that supports business development objectives. The report also addresses how central systems, technology and support can be used to ensure that social media plays an effective part of a firm's business development programmes. In addition to lawyers, this text will be essential reading for marketing and human resource professionals in law firms who want to ensure the effective and sustainable use of social media.Trade ReviewThe special report’s appearance, structure and presentation make it easy to handle, read and absorb. It is a by-your-side checklist for all the key aspects of social media. Pippa Blakemore The PEP Partnership LLPTable of ContentsIntroduction 7 1. About this special report 7 2. Definitions 8 3. Key platforms 10 4. The rise of social media in the legal profession 11 The business case for social media 15 1. The benefits of using social media 15 2. The risks of using social media 19 3. Guarding against the risks 21 Overview of common social media platforms 23 1. LinkedIn 23 2. Twitter 25 3. Facebook 26 4. YouTube 27 5. Blogging 27 6. Other social media platforms 28 7. Advertising on social media 31 8. Viral – how the platforms work together 32 Developing a plan 33 1. Marketing plan for the firm 33 2. Marketing plan for departments, sectors or offices 34 3. Marketing plan for individual lawyers 36 4. Segmentation, targeting and messaging 42 5. Integration with other marketing, selling and relationship management activities 44 6. Case study: planning content at BakerLaw 45 Using LinkedIn 47 1. Set up a company page 47 2. Individual lawyer accounts and profiles 49 3. Building your profile – step by step 49 4. Promoting your profile 51 5. Sending invitations and managing connections 51 6. Liking, commenting on and sharing others’ material 53 7. Using private messaging and InMail 54 8. Writing status updates and sharing posts and photos 55 9. Endorsements and recommendations 57 10.Publishing articles and blogs 58 11. Using groups 60 12.Case study: LinkedIn use at Thackray Williams 62 13. Large law firms on LinkedIn and Twitter 64 14.Case study: LinkedIn use at Forsters 64 Using Twitter 67 1. Company and team accounts and profiles 68 2. Individual accounts 69 3. Using public and private lists 69 4. Tweeting 70 5. Interacting – retweeting and commenting 72 6. Hashtags and live tweeting at events 73 7. Case study: Twitter use at Inksters 74 Using Facebook 77 1. Company (and/or group) pages 79 2. Page administration 79 3. Sharing content on Facebook 80 4. Case study: digital marketing at Wollen Michelmore 80 Blogging 83 1. General guidelines 84 2. Writing tips 84 3. Effective titles and tweets 91 Content development and management 97 1. The benefits of a content management plan 97 2. Content creation 98 3. Moderating and content curation 99 4. Case study: content creation at Clutton Cox 100 Central management 103 1. Plan 103 2. Policies 105 3. Manage domain names and account hierarchies 105 4. Brand, style and tone of voice 105 5. Analytics and monitoring effectiveness 105 6. Training and support 107 7. Disaster recovery plans 108 8. Tools to support management 109 9. Case study: digital marketing at Forsters 114 Conclusion 119 About the author 120

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Book Synopsis** Business Book Awards 2023 Finalist **Need your new sales hires to get up to speed faster? Want your salespeople to stop depending on you? Like to get the very best from your sales team?“This is the book you keep on your shelf and ‘dog-ear’ as a new or seasoned manager with tips you can action immediately. A rare find among sales books today.” Ashton Williams – Senior Manager Revenue Enablement ADA“A masterpiece in sales coaching. Your salespeople will become autonomous in their thinking, discovering their own answers, mastering their own objections, and you will be the guide to their success.” Caroline McCrystal – Senior Account Manager UK&I GTM Banking Experian“Mark does a phenomenal job demystifying sales coaching and making it actionable for frontline managers. A must-read for any sales leader unlocking the performance of their team.” Matthew Dixon – Co-author of The Challenger Sale and JoltMore than ever you need to coach your team so they can think for themselves, take responsibility for their performance and do what you hired them to do. If you want to turn your team into top sales performers, sales coaching must be your focus. Let this practical and easy-to-read book show you how.Mark Garrett Hayes is an accredited coach and trainer, and is passionate about helping sales leaders to dramatically boost sales performance and accountability.Trade ReviewThis book does what it sets out to do. In today's world the effective sales leader is the head coach for the team. This is a book I would put on my desk to reread and make notes. prior to coaching sessions. It is organized around topics that are of immediate importance to sales. As well the overall view is leading the team and team members to solutions they come up with and are responsible for. You don't do the work for them. Very useful book. * NetGalley *This is the best book on sales coaching out there.Mark has done an exceptional job of showing sales leaders how to coach, and provides practical, actionable advice to everyone, from new managers who have never coached before to the most experienced managers who have been coaching for years.This is a must-read for anyone leading a team of sales people. I highly recommend it. * Amazon *Many sales writers seem to fill pages with guff about their exploits and how to do it, but come from a place of never having done sales coaching in the reality of the profession.This one is different because the writer makes you the expert. By the end of this book, I felt he had transformed my thinking and made the hero of the journey. First book to draw me in completely and do this.Highly recommended for every sales leader - new or old! * Amazon *A no nonsense guide to one of the most underrated skills in a Sales Manager’s kitbag. Love it. * Amazon *Sales book of the year! In my role selling training, I read a lot of industry articles and books and I especially like how well organised and easy to use this book is.You don’t get the feeling that you’re being talked down to. Instead, this book holds you by the hand. You get enough info to understand, learn and then apply. Then lots of brilliant coaching questions to use it fast. I especially love tools like the 'quick-start guide' and coaching plans. * Amazon *

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Book SynopsisWrite a self-help book that makes a differenceIf you’re a coach, therapist, or trainer wanting to write a book that transforms your readers’ lives, you may feel unsure about what’s involved. How do you translate the words that come so effortlessly when you’re with a client into inspirational and convincing advice on the page? What’s the secret?This is the book that guides you on your journey to becoming a successful self-help author. It gives you everything you need to write, publish, and promote a book that does justice to your ideas and expertise.DEFINE YOUR BOOKUnderstand what you want to achieve with your book, the exact topic to write about, who your readers are, and what kind of self-help guide it will be. So many authors miss this vital step.OUTLINE YOUR BOOKDiscover easy and effective ways of structuring your content so that it effortlessly takes your readers from problem to solution.WRITE YOUR BOOKLearn how to win over your readers’ hearts and minds by writing clearly, persuasively, and authentically.PUT YOUR BOOK OUT THEREUncover the mysteries of editing, publishing, and marketing your book so that it reaches a ready-made audience of willing readers.GINNY CARTER is a bestselling ghostwriter of over 25 books, a book coach, and an award-winning author in her own right. Specialising in self-help guides, business books, and memoirs, she’s ghosted books on a wide variety of topics. Ginny is also the author of the award-winning Your Business, Your Book, which takes you through the key steps for planning, writing, and promoting a business book.Learn more at www.marketingtwentyone.co.ukTrade Review...easy to follow and full of insightful yet practical information that I found very interesting and helpful. I've come out of reading this with a better understanding of what's involved in writing a self help book and how to go about planning and writing it. - NetGalley * Netgalley *I learned a lot from How to Write a Self-Help Book by Ginny Carter...It covers the book writing process right from planning the structure of your book before you even put pen to paper, all the way to publishing and marketing. It was a treat that the author gave examples of books to demonstrate each format. This is a very specific book designed for a fledgling self-help author, and if that’s you (like me) you'll find it invaluable. - NetGalley * Netgalley *This is a short book but it really packs in a lot of useful information about writing a self help book. I’ve read a lot of books on writing nonfiction but I was very impressed with how much I learned from this one - everything is presented clearly and succinctly and is full of useful tips and guidance. We learn about planning and outlining the book, choosing a topic, considering the intended reader, writing persuasively, finding your voice, as well as editing and publishing. It is very well-written and not at all dry, and was a very enjoyable read. I highly recommended this book to anyone who wants to write nonfiction, not just self-help. - NetGalleyThis book is a shining exemplar of a great self-help book - incredibly readable, tightly structured and incisive, and wearing its knowledge with an enjoyably light touch. ...This book is bound to become a classic in its field! - AmazonTable of ContentsWhat You'll Get Out of This Book Part One: Define Your Book - Select Your Journey 1. Your Aim 2. Your Topic 3. Your Readers 4. Your Readers' Journey Part Two: Outline Your Book - Plan Your Journey 5. Your Road Map 6. Your Detailed Itinerary Part Three: Write Your Book - Embark on Your Journey 7. Be Clear 8. Be Persuasive 9. Be You Part Four: Put Your Book Out There - Arrive at Your Destination 10. Edit Your Book 11. Publish Your Book 12. Make Your Book Pay The End or The Beginning? The Author Acknowledgements

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Book SynopsisIn a noisy, fast-paced marketing world, customer insight holds the key to creating memorable, purpose-driven marketing. This book shows precisely how customer insights can be used to build a marketing mission with purpose. Customer Insight Strategies outlines the critical role of customer insight and provides techniques and strategies that will help marketers identify trends, nurture leads and understand consumers - ultimately, empowering them to grow profits. The strategies are explained in a straightforward, jargon-free manner, and can be applied to a huge range of marketing challenges, regardless of time, budget or organizational size. Customer Insight Strategies discusses many of the core methods through which customer insight can be gleaned, providing easy-to-follow guidelines for applying them to everyday marketing practice. Covering topics such as customer segments, marketing to personas and lead generation, it contains global case studies from organizations including Cisco, NTT, Refinitiv and The Co-op as well as interviews with leading business professionals sharing their thoughts on using customer insights to grow profits. Written by a highly respected thought-leader and industry influencer, this book will help any professional create truly powerful marketing.Trade Review"Offers expert views and practical advice on how to understand the buyer so well that you can go from selling to helping today's hyper-connected and empowered customers buy." * Malin Liden, Vice President, Head of EMEA Marketing Transformation Office, SAP, Germany *"This is not only a great reminder of the need for insight, but an incredibly useful resource to remind us how to generate the right insights across key touch points." * Maria Koutsoudakis, Brand Director UK, Vodafone *"Marketing is about creating relationships that are great for the customers who experience them, great for the people who make them happen, great for the people who "sell" them, great for all stakeholders and great for the planet. If you are interested in learning how to do this, buy and use this book." * Professor Malcolm McDonald, Emeritus Professor, Cranfield University School of Management *"Delighting customers is a powerful path to profitability and this book skilfully provides the playbook on both strategy and execution-the why and the how. It's a must-read for business leaders who need to translate insight into action to accelerate business growth!" * Vanessa DiMauro, Head of Community, Georgian Partners and Forbes Top 40 Digital Marketer, USA *"The internet, social media, legislation, technology and COVID-19 have all changed marketing and all of us have to change with it. Bailey takes us through each area we need to change and uses expert opinion, case studies and her own experience to lay out either a healthy update or an introduction into this interesting subject." * Tim Hughes, Author and Co-Founder and CEO, Digital Leadership Associates, UK *"The best marketing today is all about generating world-class insight and turning it into action. This is at once the most practical and the most rigorous guide to that insight-into-action process that I know of." * Hugh Wilson, Professor of Marketing, University of Warwick, WBS, UK *"The ultimate guide on how to harness and truly leverage customer insights. Christine Bailey shows the importance of being authentic, understanding the customer on a more personal level than simply as data points, and humanizing the brand by adding value through using customer insights." * Ted Rubin, CMO, Photofy, Author of Return on Relationship, Speaker, Provocateur, USA *"Christine takes us on a fascinating tour of almost every contemporary marketing technique and discipline and demonstrates the common thread of data and insight that should be at the heart of whatever we do as marketers." * Ian Truscott, Founding Editor, Rockstar CMO, UK *"The book illustrates the importance of customer insights in our modern digital world and encouraged me to leave my comfort zone and try new things." * Sandrine Wagner, Prize-winning final year marketing student, Kingston University, UK *Table of Contents Chapter - 01: An introduction to customer insights; Chapter - 02: Why customer insights matter and how you generate them; Chapter - 03: Creating a mission statement with purpose and a value proposition that matters to customers; Chapter - 04: Using insights to support a brand strategy; Chapter - 05: Using insights to create and apply customer segments and personas; Chapter - 06: Using insights for thought leadership and content marketing; Chapter - 07: Using insights for customer acquisition; Chapter - 08: Using insights to develop and retain customers; Chapter - 09: More insightful social media; Chapter - 10: Technology to help; Chapter - 11: Implications for practitioners

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Book SynopsisDespite the increased research interest in tourism in Asia, most research has focused on the key destinations (China, Macau, Hong Kong, Thailand), while neglecting other destinations which are less well explored. Little is known about the marketing efforts and practices, along with the successes and challenges, countries in the East and Southeast Asia have been experiencing. This book aims to address this oversight by exploring the marketing approaches, techniques and tools used by various countries in the region both collectively and individually to manage their tourism offerings and position them in the global tourism market: China, Hong Kong, Indonesia, Japan, Korea, Macau, Mongolia, Myanmar, Vietnam.It offers a contemporary and insightful look at the various case studies in East and Southeast Asia using inter-disciplinary perspectives and a range of methodological approaches and tools. The book: Provides case studies developed by tourism researchers who are experts in their researched context countries; Focuses on several countries at different stage of development; Explores specific marketing strategies in East and Southeast Asian destinations, considering global trends and forces to fully understand the marketing environment.The book will be of interest to tourism marketing researchers, practitioners, academics, undergraduate and postgraduate students who will find these insightful contemporary case studies useful in the classroom.

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

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Book SynopsisOn September 1st 1996, ISO 14001 was published, worldwide. Written over five years in consultation with international industrial experts, non-governmental organizations and regulators, this environmental management systems standard will help organizations manage their impacts on the environment, no matter what their size, nature or location. The implications for the future are enormous. But what does the standard mean in the real world? What changes do managers have to make to accommodate its principles? What decisions need to be faced and when? Is it really going to make a difference or is it just another case of global greenwash? Will it be another missed opportunity for you, your organisation, or your market? At the start of what promises to be a worldwide explosion of interest in standardised EMSs, ISO 14001 and Beyond looks at their creation, their use, and their limitations, attempting to discover the essential truth about this important management tool and where it will take industry. ISO 14001 and Beyond assembles the leading thinkers and practitioners in the field to record their thoughts and experiences on the new standard, its advantages and disadvantages. The book is designed to provide the reader with enough information with which to form an opinion on the future, and how that will influence subsequent actions. It also provides reassurance that, although the problems are real, so are the solutions. ISO 14001 and Beyond gives you the opportunity to read what some of the best minds have made of the standard so far and what they think lies ahead. There are reports covering a global spectrum of concern: from the US, Russia, Japan, Canada, Germany, the UK, and more; from multinationals, small- and medium-sized enterprises, local government, universities and professional bodies. All this material is gathered together in one book to give you the best, most meaningful information for the crucial decisions that you will need to make in the coming months.Trade ReviewThis lively and wide-ranging book provides the clearest account yet of the difference between a public commitment to a standard ... and a proven commitment to actual environmental improvement. This book is timely indeed. Recommended. -- Martin Wright, 'Tomorrow'Table of ContentsForeword John Elkington Introduction: ISO 14001 and beyond: EMS in the real world Christopher Sheldon Part 1: Laying down the law: How self-regulation came of age 1. Beyond 14001: An introduction to the ISO 14000 series Dick Hortensius and Mark Barthel 2. Neither international nor standard: The Limits of ISO 14001 as an instrument of global corporate environmental management Harris Gleckman and Riva Krut 3. The ISO 14001 environmental management systems standard: One American's view Christopher L. Bell 4. Squaring the circle: Fundamental barriers to effective environmental product labelling Mark Smith 5. Trade, competitiveness and the environment Donal O'Laoire 6. Environmental management standards and certification: Do they add value? Tim J. Sunderland Part 2: Coping strategies: Important trends 7. Environmental management systems: Challenges for Russian manufacturing industry Jim Hutchison, Anatoly Pichugin and Ann Smith 8. Attitudes and experiences of the Japanese business community vis-a-vis EMS standards Tomoko Kurasaka 9. Environmental management systems: ISO 14001 issues for developing countries Aidan Davy 10. Training and environmental management systems Andy Wells 11. Environmental management standards: Who cares? Andrew Blaza and Nicky Chambers 12. Targeting sustainability: The positive application of ISO 14001 Philip Sutton 13. From EMAS to SMAS: Charting the course from environmental management to sustainability Andrea Spencer-Cooke Part 3: Tactical responses: Managers at the greenface 14. Beyond ISO 14001: Ontario Hydro's environmental management system Philip M. Stoesser 15. EMAS implementation at Hipp in Germany Matthias Gelber, Bernhard Hanf and Sven Huther 16. Training: Preparations for maintaining effective environmental management systems Gabriele Crognale 17. Eco-management and audit scheme for UK Local Authorities: Three years on Nigel Riglar 18. Environmental management standards: What do SMEs think? Ruth Hillary 19. Towards innovative, more eco-efficient product design strategies J.M. Cramer 20. Establishing workable environmental objectives Alison Bird 21. Environment risk: Assessment, management and prevention of loss David Shillito

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Book SynopsisEvery organization, public and private, no matter what its size, purchases goods and services. Large organizations also have considerable influence over the practices of their suppliers. As greener purchasing practices have become more common in large organisations, the implications for companies in the supply chain have similarly increased. Yet greener purchasing policies remain the exception rather than the norm in large organizations. Why is this? And how can environmental purchasing practices that have produced tangible business benefits for a number of companies worldwide receive wider take-up?Greener Purchasing: Opportunities and Innovations has been published to facilitate the development and dissemination of best practice in environmental supply chain and procurement management worldwide. Divided into four sections, covering "The Public Sector", "The Private Sector", "Innovations" and "Case Studies", this book brings together international expertise from four continents, including contributions from organisations such as the US EPA, Environment Canada, Procter & Gamble, Xerox and The Body Shop, as well as describing burgeoning new initiatives such as the Japanese and European Green Purchasing Networks. It provides a number of checklists and examples on how to establish and maintain successful greener purchasing and supply chain practices in order to bring not only environmental, but business value to organisations of all sizes.The book is essential reading for purchasing officers, environmental managers, CEOs, consultants, academics and students interested in the topic around the world.Trade ReviewA superb coverage of this complex topic, including loads of real-life checklists and company criteria. - 'The Green Business Letter'Table of ContentsForeword Björn Stigson, World Business Council for Sustainable DevelopmentIntroduction Trevor RusselSection 1: Public purchasing1. Implementation of public green procurement programmes Tapio Pento, University of Jyvaskala, Finland2. Towards greener government procurement: An Environment Canada case study Environment Canada, Corporate Services, Administration Directorate3. Environmentally preferable purchasing: The US experience William Sanders, US Environmental Protection Agency4. The greening of public procurement in the Netherlands Nicolien van der Grijp, Vrije University, Netherlands5. Issues for environmental purchasing in australian local government Wayne Wescott, Environs Australia6. Nordic countries' green public procurement of paper Tito Gronow, Conference of European Paper Industries, Belgium Tapio Pento, University of Jyvaeskylae, Finland Alain Rajotte, University of Paris, France7. Greener purchasing and trade rules: Can they be reconciled? Stig Yding Sorensen, Centre for Alternative Social Analysis, Denmark Trevor RusselSection 2: Private purchasing8. Encouraging green procurement practices in business: A Canadian case study in programme development Michael J. Birett, Regional Municipality of Waterloo, Canada9. Do-It-Yourself or Do-It-Together? The implementation of sustainable timber purchasing policies by DIY retailers in the UK David F. Murphy, New Academy of Business, UK Jem Bendell, University of Bristol, UK10. Small and medium-sized enterprises: The implications of greener purchasing Robert Baylis, Lianne Connell and Andrew Flynn, Cardiff University, UK11. An exploratory examination of environmentally responsible straight rebuy purchases in large Australian organisations Michael Jay Polonsky, Philip Henry and Craig Schweizer, University of Newcastle, Australia Harry Brooks, University of Western Sydney, Australia12. Integrating environmental criteria into purchasing decisions: Value added? Jim Hutchison, University of Hertfordshire, UK13. Global environmental management: An opportunity for partnerships Julie M. Haines, US-Asia Environmental Partnership, USASection 3: Innovations14. The Green Purchasing Network, Japan Hiroyuki Sato, Japanese Green Purchasing Network15. The European Green Purchasing Network: Addressing purchasers across sectors and boundaries Raymond van Ermen, European Partners for the Environment Arndt Mielisch, ICLEI, Germany16. Putting the green into greener purchasing: Protecting nature consciously Philip Sutton and Kathy Preece, Green Innovations Inc., Australia17. The role of independent eco-labelling in environmental purchasing Michael Jones, UK Eco-labelling Board18. Ethical purchasing: Developing the supply chain beyond the environment Rita Godfrey, The Body Shop, UKSection 4: Case studies19. The practicalities of greener purchasing: A guide with examples from Washington state Sandra Cannon, Battelle, USA20. Enabling environmentally conscious decision-making in supply chains: The Xerox example Kirstie McIntyre, Xerox, UK21. Purchasing operations at Digital's Computer Asset Recovery Facility Joseph Sarkis, Clark University, USA Mark Liffers and Susan Malette, Digital Equipment Corp., USA22. Integrating environmental considerations into purchasing programmes at Procter & Gamble Robert J. Shimp, Procter & Gamble, USA Henri de Henau, Procter & Gamble, Belgium23. Environmental purchasing: Some thoughts and an IBM case study Brian Whitaker24. How effective is B&Q's timber purchasing policy in encouraging sustainable forest management? Liz Humphrey, University of Sussex, UK

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Book SynopsisThe internet is shrinking the world; local brick and mortar businesses are finding more competition than ever before, primarily from `out of towners' who conduct their business online. Consumers are thrilled with this change, empowered with information; no longer requiring a salesperson to start the buying process. So how does a local business compete in a world that has gone digital? 'The Business of Getting Business' will educate and lead business owners to a different way of generating and converting business opportunities using digital marketing concepts and processes. It provides need-to-know information about digital marketing in easy-to-understand terms, so any business owner will walk away with a true understanding of what they need to do online to make their business succeed. Furthermore, it provides an implementation guide that runs through the specific technologies and the steps required to be productive with a digital marketing solution to build a better future.Trade Review"Location, location, location' is no longer a competitive advantage. Digital marketing and going direct to consumer have made all geographical boundaries obsolete. The Business of Getting Business is a must-read modern-day survival guide for any local business to get to the next decade. Local businesses are on death ground. They can either take a stand and re-invent themselves by embracing the digital frontier and have a chance to survive the overwhelming odds of digital direct-to-consumer capabilities that have erased all local and national business distinctions, or they can choose business as usual and accept certain death. The Business of Getting Business is the critical survival guide for those that choose to dig in and fight." Anthony Noto, CEO, SoFi and former COO, Twitter "The Business of Getting Business is informative, insightful and practical. A must-read for anyone interested in learning about the 'why' and 'how' of digital marketing. An entrepreneur and real estate sales innovator, Joe Manausa shares his proven strategy, developed over more than 20 years, that challenges the traditional model of marketing and is designed to help you succeed in the digital marketplace." C. Darren Brooks, Ph.D., Assistant Department Chair, Florida State University College of Business

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Book SynopsisPartial least squares structural equation modeling (PLS-SEM) has become a standard approach for analyzing complex inter-relationships between observed and latent variables. Researchers appreciate the many advantages of PLS-SEM such as the possibility to estimate very complex models and the method’s flexibility in terms of data requirements and measurement specification. This practical open access guide provides a step-by-step treatment of the major choices in analyzing PLS path models using R, a free software environment for statistical computing, which runs on Windows, macOS, and UNIX computer platforms. Adopting the R software’s SEMinR package, which brings a friendly syntax to creating and estimating structural equation models, each chapter offers a concise overview of relevant topics and metrics, followed by an in-depth description of a case study. Simple instructions give readers the “how-tos” of using SEMinR to obtain solutions and document their results. Rules of thumb in every chapter provide guidance on best practices in the application and interpretation of PLS-SEM.Table of ContentsAn Introduction to Structural Equation Modeling.- Introduction to R and RStudio.- Introduction to SEMinR.- Evaluation of Reflective Measurement Models.- Evaluation of Formative Measurement Models.- Evaluation of the Structural Model.- Mediation Analysis.- Moderation Analysis.

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Book SynopsisFrom data collection to evaluation and visualization of prediction results, this book provides a comprehensive overview of the process of predicting demand for retailers. Each step is illustrated with the relevant code and implementation details to demystify how historical data can be leveraged to predict future demand. The tools and methods presented can be applied to most retail settings, both online and brick-and-mortar, such as fashion, electronics, groceries, and furniture. This book is intended to help students in business analytics and data scientists better master how to leverage data for predicting demand in retail applications. It can also be used as a guide for supply chain practitioners who are interested in predicting demand. It enables readers to understand how to leverage data to predict future demand, how to clean and pre-process the data to make it suitable for predictive analytics, what the common caveats are in terms of implementation and how to assess prediction accuracy.Table of Contents1. Introduction.- 2. Data Pre-Processing and Modeling Factors.- 3. Common Demand Prediction Methods.- 4. Tree-Based Methods.- 5. Clustering Techniques.- 6. Evaluation and Visualization.- 7. More Advanced Methods.- 8. Conclusion and Advanced Topics.

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Book SynopsisThis book is inspired by the term “digiwine,” a neologism referring to the production and/or marketing of wine through the use of new technologies and robotics such as vineyard information systems, sensor units, weather stations, drones, robotic harvesters, social media videos, digital labels, and wine apps. The alcohol industry is using these technologies to develop digital strategies and online tools for more efficient sales of wine. This book analyzes the use of digital alcohol marketing, the reasons for it, the role of regulation, and its social impact. In particular, malignant forms of alcohol marketing to youth are precisely described through exact case descriptions from the global milieu. The author questions whether the loopholes in the legislation or inefficiency of self-regulation have negative consequences that can no longer be prevented by public health care programs. When and how did the alcohol industry become so deeply interwoven in our lives that we mindlessly advertise and parade in its shadow on social media and that we increasingly buy alcohol digitally for fun, in innovative packaging, and with strange ingredients combinations? Dr. Mojca Ramšak’s book peels back the layers of the alcohol industry’s most obvious yet overlooked marketing tactics. It also reveals the sluggishness of preventive and curative efforts, as well as legal or self-regulatory measures, at keeping up with the alcohol industry’s use of technology. - Nadja Furlan Štante, Principal Research Associate and Professor of Religious Studies, Science and Research Centre of Koper, Slovenia.Table of Contents1. Introduction: Wine and Technology Between Cultural Attitudes to Alcohol, Sales, Legislation, and Health.- 2. The Greatest Tricks of Digital Alcohol Marketing: The Consumer’s Voice and Alcohol e-Marketing.- 3. Wine Storytelling.- 4. Wearable Technology and Wine.- 5. Smart Packaging: The Labels Come to Life.- 6. Wearable Technology for Preventive or Curative Purposes.- 7. Children and Adolescents as a Marketing Target.- 8. Social Media, Alcohol, and Young People.- 9. Masculinity and Practices of Drinking.- 10. Drinking Games.- 11. Digital Marketing Strategies during a Coronavirus Pandemic.- 12. Femininity, Online Practices of Drinking and Women in Alcohol Industry.- 13. Brand Stretching and Popular Culture.- 14. Legislation between Norm and Practice.- 15. Conclusion: The Unplugged Path to Alcoholism.

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Book SynopsisBusiness to business (B2B) transactions account for 60-70% of all transactions globally. Considering this, many supplier firms aspire to create high levels of customer engagement, and this involves identifying various ways to improve customer experience. In fact, companies such as Google, Amazon, Microsoft, and others now employ professionals in customer engagement roles and dedicate entire corporate divisions to ensure seamless customer engagement. Creating high customer engagement is challenging without a cohesive, strategic approach – particularly in B2B markets. This textbook introduces students to customer engagement strategy in B2B markets, the foundation of which is customer engagement capability. Companies must develop and implement four sub-capabilities – customer journey management, customer relationship management, customer communications and data analytics and insight to succeed. With a myriad of case studies, discussion questions and prompts for further reading, the textbook translates theory into practice and serves as a useful foundation for executive courses as well as fundamental reading for masters-level specialist courses in customer engagement, marketing, sales, and strategy. In addition, practitioners in supplier firms will also be able to use to build their customer engagement capability. Table of ContentsPreface. iAcknowledgments. iiiAuthor Profile. ivTable of Contents. vFigures. ixTables. ixChapter 1 What is Customer Engagement?. 111. Introduction. 112. Defining CE. 112.1. A Definition. 123. Key Attributes of CE. 133.1. CE centres on a brand. 133.2. CE is a psychological state. 143.3. CE is an emotional state. 163.4. CE is observable in customer behaviour. 173.5. A summary of CE key attributes. 194. Why CE matters. 204.1. The customer’s perspective. 214.2. The supplier’s perspective. 224.3. The impact on society. 255. Getting CE ‘right’ for suppliers. 266. Towards CE strategy. 276.1. CE strategy involves a long-term orientation. 286.2. CE strategy involves the development of capabilities. 296.3. CE strategy focuses on the most desirable customers. 326.4. CE strategy manipulates CE forms. 337. Chapter summary. 34Discussion Questions. 35References. 35Further Reading. 36Chapter 2 CE Context. 371. Introduction. 372. What is CE context?. 372.1. The properties of CE contexts. 392.1.1. Timing. 392.1.2. Place. 402.1.3. The nature of the product/ service. 412.1.4. Familiar versus unfamiliar. 432.1.5. Independent versus social 442.1.6. A summary of CE contexts. 453. The purchase situation. 474. Focusing on business-to-business (B2B) CE contexts. 504.1. Differences between B2B and B2C CE contexts. 504.2. Similarities between B2B and B2C CE contexts. 525. B2B CE contexts and organisational buying. 536. Chapter Summary. 54Discussion Questions. 55References. 55Chapter 3 Customer Experience (CX) and Customer Journey. 571. Introduction. 572. CX. 582.1. The emergence of CX. 582.2. Components of CX. 592.2.1. Customer perceptions and expectations. 602.2.2. Customer behaviour. 622.2.3. Relating customer expectations, perceptions, and behaviours. 633. Customer Journey. 663.1. Customer journey as a linear process. 663.2. Customer journey as a reflexive process. 693.3. Customer journey as both linear and reflexive. 724. B2B CX and customer journey. 745. Chapter Summary. 78Discussion Questions. 79References. 79Chapter 4 The Case for CE Capability. 811. Introduction. 812. Why we need CE capability. 823. Defining CE capabilities. 843.1. CE ordinary capabilities. 883.2. CE dynamic capabilities. 904. Four main CE sub-capabilities. 924.1. Customer journey management 934.2. Customer relationship management (CRM) 944.3. Customer communications. 974.4. Customer analytics and insight 995. A holistic CE capabilities and sub-capabilities framework. 1016. Chapter Summary. 103Discussion Questions. 104References. 104Chapter 5 Customer Journey Management. 1061. Introduction. 1062. Customer journey and brand touchpoints. 1072.1. Direct impact, high involvement 1072.2. Direct impact, low involvement 1082.3. Indirect impact, high involvement 1082.4. Indirect impact, low involvement 109An assessment framework for brand touchpoint impacts and involvement 1093. The inter-relatedness between brand touchpoints. 1133.1. Causality. 1133.2. Probability. 1144. Customer journey management – navigating the key questions. 1154.1. How many customer brand touchpoints is ideal?. 1154.2. What is the composition of each customer brand touchpoint?. 1174.3. How can we influence the customer to interact with brand touchpoints in ways that are most beneficial?. 1215. Embedding customer journey management 1266. Customer journey management as a capability. 1307. Chapter Summary. 131Discussion Questions. 132References. 133Chapter 6 Customer Relationship Management (CRM) 1341. Introduction. 1342. Customer relationships, CRM, and CE. 1343. CRM as multiple customer journeys. 136Plotting interactions between customer relationships and customer journeys. 1384. CRM as a CE sub-capability. 1404.1. The relational functions of CRM.. 1404.1.1. Choosing the right customers. 1404.1.2. Starting, building, keeping, and ending customer relationships. 1424.2. The technical functions of CRM.. 1444.2.1. Marketing automation. 1444.2.2. Sales automation. 1464.2.3. Service automation. 1475. The components of a CRM sub-capability. 1495.1. Customer acquisition. 1505.2. Customer onboarding. 1505.3. Customer relationship maintenance. 1515.3.1. Managing customer enquiries. 1525.3.2. Enhancing customer relationship value. 1535.3.3. Enhancing the customer bond. 1545.4. Customer offboarding. 1556. Chapter Summary. 156Discussion Questions. 156References. 157Chapter 7 Customer Communications. 1581. Introduction. 1582. Defining customer communications. 1592.1. Message. 1592.2. Customer communications channels. 1622.2.1. Asynchronous communications channels. 1632.2.2. Synchronous communications channels. 1642.2.3. Hybrid communications channels. 1652.2.4. Weighing up explicit customer communications channel options 1682.3. Customer communications frequency. 1712.4. Customer communications flows. 1723. Towards a customer communications capability. 1733.1. Ordinary customer communications capabilities. 1743.2. Dynamic customer communications capabilities. 1754. Proactive and reactive customer communications. 1765. Monitoring and evaluating customer communications. 1786. Chapter Summary. 180Discussion Questions. 181References. 182Chapter 8 Analytics and Insight. 1831. Introduction. 1832. Defining customer analytics, customer insight and business intelligence. 1842.1. Customer analytics – what it is, what it is not 1852.2. Customer insight – what it is, what it is not 1852.3. Business intelligence – what it is, what it is not 1863. The components of a customer analytics and insight CE sub-capability 1883.1. Problem definition. 1883.2. Planning. 1903.3. Operations. 1913.3.1. Data collection. 1923.3.2. Analysis. 1973.3.3. Reporting Insights. 2013.3.3.1. Insights and the time-poor manager. 2013.3.3.2. Insights and the ignorant manager. 2023.3.3.3. Insights and corporate crises. 2023.3.3.4. Insights and the proactive manager. 2034. Implementing customer analytics and insight – some considerations 2045. Chapter Summary. 205Discussion Questions. 206Chapter 9 CE Capability Maturity. 2071. Introduction. 2072. CE capability and its maturity. 2082.1. CE sub-capability internal consistency decision areas. 2092.2. CE sub-capability horizontal consistency decision areas. 2103. Gauging CE capability maturity. 2173.1. Scenario 1 – Low internal consistency, low horizontal consistency. 2173.2. Scenario 2 – Low internal consistency, high horizontal consistency 2183.3. Scenario 3 – High internal consistency, low horizontal consistency 2183.4. Scenario 4 – High internal consistency, high horizontal consistency 2193.5. The importance of context 2214. Developing the CE capability. 2214.1. Step 1: Build internal consistency first 2224.2. Step 2: Build horizonal consistency. 2244.3. Dealing with constraints. 2255. CE capability performance assessment 2275.1.1. CE performance tensions. 2275.1.2. CE performance metrics. 2295.1.2.1. Aggregate level CE performance metrics. 2295.1.2.2. Specific level CE performance metrics. 2305.1.2.3. A word on optimising CE performance assessment 2306. Chapter Summary. 231Discussion Questions. 232Chapter 10 Current Issues in CE. 2331. Introduction. 2332. Customer engagement and VUCA. 2333. Emerging issues affecting CE. 2344. CE developments. 2365. The next steps. 2376. Chapter Summary. 239References. 239 Index. 240

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Book SynopsisFinalist in the Business: Marketing & Advertising category of the Best Book Awards 2023 awarded by American Book Fest and also in the Marketing - Branding category of the Goody Business Book Awards 2023 Brand Fusion: Purpose-driven brand strategy presents a compelling case for what consumers, customers, employees, and wider society are now demanding from companies – the development of brands that deliver profit with purpose, are sustainable, and create mutually beneficial meaning. It fuses theory-practice-application to purpose-driven brand strategies in order to develop a unique approach that has comprehensive theoretical underpinning as well as practical and thought-provoking lessons from industry. Data-driven case studies from a broad range of brands and contexts show the application of this learning–from micro-brands to corporates; charities to technology companies; retirement villages to aspiring high-growth start-ups. Brand Fusion: Purpose-driven brand strategy is an in-depth analysis of the philosophy and practice behind creating a purposeful brand. Table of Contents Chapter 1 Overview Section 2 The Foundations of Theory and Practice Chapter 2 Developing brand strategy: roots, resources and relationships Chapter 3 Managing meaning: social dominant logic Section 3 The Development of Strategy Chapter 4 Managing the alignment of strategy: purpose, proposition and positioning Chapter 5 Managing customer-company fusion: customer experience management Chapter 6 Managing strategic segementation: customer insights from data Chapter 7 Managing the customer journey: strategic service approaches to the consumption experience Chapter 8 Managing the conversation: integrated marketing communications Chapter 9 Managing brand equity: tangbile results from intangible assets Section 4 The Application of Purpose and Practice Chapter 10 Legal & Genereal: inclusive capitalism - change, sustainability and purpose Chapter 11 Inspired Villlages: purpose, values and alignment Chapter 12 Small is beautiful: big ambitions for SMEs Chapter 13 Festival of Thrift: sustainability through brand community Chapter 14 Headspace: immersive digital meditation and mindfulness Chapter 15: Freedome: building franchise equity Chapter 16 University of Cumbria: brand anchor, pledge and persona Chapter 17 Dell Technologies: person to person in B2B

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Book SynopsisThis is a multidisciplinary textbook on social commerce by leading authors of e-commerce and e-marketing textbooks, with contributions by several industry experts. It is effectively the first true textbook on this topic and can be used in one of the following ways: Textbook for a standalone elective course at the undergraduate or graduate levels (including MBA and executive MBA programs) Supplementary text in marketing, management or Information Systems disciplines Training courses in industry Support resources for researchers and practitioners in the fields of marketing, management and information management The book examines the latest trends in e-commerce, including social businesses, social networking, social collaboration, innovations and mobility. Individual chapters cover tools and platforms for social commerce; supporting theories and concepts; marketing communications; customer engagement and metrics; social shopping; social customer service and CRM contents; the social enterprise; innovative applications; strategy and performance management; and implementing social commerce systems. Each chapter also includes a real-world example as an opening case; application cases and examples; exhibits; a chapter summary; review questions and end-of-chapter exercises. The book also includes a glossary and key terms, as well as supplementary materials that include PowerPoint lecture notes, an Instructor’s Manual, a test bank and five online tutorials.Table of ContentsIntroduction to Social Commerce.- Tools and Platforms for Social Commerce.- Supporting Theories and Concepts for Social Commerce.- Marketing Communications in Social Media.- Customer Engagement and Metrics.- Social Shopping: Concepts, Benefits, and Models.- Social Customer Service and CRM Contents.- The Social Enterprise: From Recruiting to problem Solving and Collaboration.- Innovative Social Commerce Applications: From Social Government to Entertainment and Gaming.- Strategy and Performance Management in Social Commerce.- Implementing Social Commerce Systems.

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Book SynopsisThis is one of the first books to probe deeply into the art and science of branding industrial products. The book comes at a time when more industrial companies need to start using branding in a sophisticated way. It provides the concepts, the theory, and dozens of cases illustrating the successful branding of industrial goods. It offers strategies for a successful development of branding concepts for business markets and explains the benefits and the value a business, product or service provides to industrial customers. As industrial companies are turning to branding this book provides the best practices and hands-on advice for B2B brand management.Trade ReviewFrom the reviews: "Just received my copy of B2B Brand Management - what a beautiful piece of work! Thank you for this advancement to our practice! (Ralph A. Oliva, Executive Director, Institute for the Study of Business Markets Professor of Marketing, Smeal College of Business, Penn State University) "Proliferation of similar products, increasing complexity of customer needs (moving from stand-alone products to solutions), and high price pressures will force b2b marketers to focus on brand building. If you are a b2b marketer already thinking along those lines, then this book is the weightiest corroboration you could have asked for." (TMCnet, October 2006) "When it comes to marketing, there is no name bigger than Phillip Kotler. … In this book, co-authored with … Professor Waldemar Pfoertsch, Kotler makes a case for brand management in business-to-business (b2b) marketing as well. … The core proposition in the book is that in the new globalized world ‘being known’ rather than ‘being one of many’ is the need of the hour. … How does branding help in overcoming … challenges? The authors offer a huge list-it helps with differentiation … ." (Business Today, October, 2006)Table of ContentsBeing Known or Being One of Many.- To Brand or Not to Brand.- B2B Branding Dimensions.- Acceleration Through Branding.- Success Stories of B2B Branding.- Beware of Branding Pitfalls.- Future Perspective.

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Book SynopsisA unique insight into the decision-making and food consumption of the European consumer. The volume is essential reading for those involved in product development, market research and consumer science in food and agro industries and academic research. It brings together experts from different disciplines in order to address the fundamental issues related to predicting food choice, consumer behavior and societal trust in quality and safety regulatory systems. The importance of the social and psychological context and the cross-cultural differences and how they influence food choice are also covered in great detail.Trade ReviewFrom the reviews: "The 25 chapters, edited by a group of scientists … address the question ‘Who eats what and why?’. … It provides a good overview of the basics of food decision making and issues such as food safety. … a generous amount of information on a variety of subjects related to food choice. The subject index at the end makes it easy to look up topics. … Anyone interested in a highly readable and diverse book would find Food, People and Society worthwhile." (Elizabeth Goldsmith, Journal of Consumer Marketing, Vol. 20 (2), 2003) "This book … by a group of scientists experienced in European cross-cultural and interdisciplinary research in the special fields of consumer perceptions, sensory analysis, product image and risk research, tries to fill the gaps in our knowledge by studying the afore-mentioned processes from multiple perspectives. … essential for those engaged in product development, market research and consumer science in food and agro industries but also of great interest for students and academics interested in food perception and consumption, policy makers, health educators and nutritionists." (Advances in Food Sciences, Vol. 24 (3), 2002) "The book delivers a unique insight into decision making and food consumption of the European consumer. The volume is essential reading for those involved in product development, market research and consumer science in food and agro industries and academic research." (Chemische Rundschau, Issue 6, March, 2002)Table of ContentsPart I. Food: Introduction. Hendrik N.J. Schifferstein, Lynn Frewer and Einar Risvik.- Development and acquisition of food likes. David Mela.- The Food and I. Sensory perceptions revealed by multivariate methods. Einar Risvik.- Beliefs about fat: Why do we hold beliefs about fat. Hans Brug and Patricia van Assema.- Product packaging and branding. Rosires Deliza and Hal MacFie.- Effects of product beliefs on product perception and liking. Hendrik N.J. Schifferstein.- Consumers' quality perception. Anne C. Bech, Klaus G. Grunert, Lone Bredahl, Hans J. Juhl and Carsten S. Poulsen. Part II. People: Does taste determine consumption? Understanding the psychology of food choice. Richard Shepherd.- Food choice, phytochemicals and cancer prevention. Nigel Lambert.- Private body conciousness. Oydis Ueland.- Food neophobia and variety seeking - consumer fear or demand for new food products. Liisa Lähteenmäki.- Convenience-oriented shopping: A model from the perspective of consumer research. Bernhard Swoboda and Dirk Morschett.- Food intake and the elderly - Social aspects. Christina Fjellström.- Food related lifestyle: A segmentation approach to European food consumers. Klaus G. Grunert, Karen Brunso and Lone Bredahl.- Part III. Society: Cross-cultural differences in food choice. Anna Saba.- Appropriateness as a cognitive-contextual measure of food attitudes. Howard Schutz and Magni Martens.- The origin of the spices: The impact of geographic product origin on consumer decision making. Peeter Verlegh and Koert van Ittersum.- Marketing PDO (products with denominations of origin) and PGI (products with Geographical identities). Luis Guerrero Asorey.- Effect of communication (advertising or news) on sales of commodities. Wim Verbeke and Jacques Viaene.- Food availability and the European consumer. David Marshall.- The economics of food choice. Is price important? Christopher Ritson and Dan Petrovici.- Food choice in Europe - The consumer perspective.Susan Davies.- Beliefs associated with food production methods. Reimar von Alvensleben.- Risk perception, communication and trust. How might consumer confidence in the food supply be maintained? Lynn J. Frewer and Susan Miles.- Public participation in developing policy related to food issues. Gene Rowe, Catherine Reynolds and Lynn Frewer.- The future of European food choice. Lynn Frewer.

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Book SynopsisThis book describes how an optimal store design can contribute to the well-being of the customer and to differentiation from online retail. From an academic and practical perspective, with contributions from renowned academics and companies, it shows how a coherent store design can be created in harmony with the retail brand.The central challenge here is the conscious orchestration of the diverse sensory stimuli. How can the many sources of stimuli be controlled? Which shelf shape goes with which light, colour and sound? Dealing with the variety of stimuli in a store environment can quickly become complex and incongruence can have a decisive negative impact on the well-being of customers. A customer-centric store environment therefore focuses on the well-being of people. Renowned scientists and traders show the state of the science on these issues and give valuable suggestions for the trade. With best practice examples and valuable suggestions for practical implementation Table of ContentsIntroduction: Why multisensory technology?.- Perception of the environment.- Organisational anchoring.- Customer-centred implementation.- Best practices from the retail sector.

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Book SynopsisThis book is intended as a practical guide for (online) fundraisers who would like to implement online fundraising in their organization or are already working with it and would like to expand their knowledge. Numerous best practice examples and empirical findings from an underlying study explain the various management and marketing aspects of the fundraising product. Which distribution and communication channels are suitable? How can the different target groups be addressed precisely? How can initiators and campaign donors be bound for further campaigns? These and other questions are answered comprehensively.A "need to read" for all fundraisers, fundraising organizations, and NPOs looking to conduct online fundraisers!Table of ContentsWhat are online fundraisers - A definition.- Online fundraisers - An empirical overview.- The right marketing mix for online fundraisers.- Support and retention through tailored targeting.- Management of online fundraisers.- What is the potential of online fundraisers?

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Book SynopsisThis book provides the basic knowledge ("basics") for professional sports marketing and gives suggestions for management practice. In the course of social and economic development, sports marketing has grown from rudimentary beginnings into a highly professional and complex discipline that not only affects those directly involved, but has also involved other interest groups (stakeholders) who often pursue their own and not always compatible intentions and interests.In addition, megatrends such as digitalisation and globalisation have given new impetus to sports marketing, just as sport itself has changed significantly in all its different manifestations and structures (including professionals and amateurs, sponsorship and organisation, self-determination and external determination).The authors present the basic building blocks in sports marketing in a compact manner and outline framework conditions, special features, strategy development and the use of marketing instruments. In this way, they create knowledge and understanding for successful sports marketing in the future.The content Sports marketing at the centre of different markets Basics of sports marketing Performance aspects in sports marketing Prices and contracts in sports marketing Communication issues in sports marketing Distribution channels in sports marketing Perspectives of sport - opportunities and risks in sports marketing Table of Contents

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Book SynopsisThis book shows how logistics service providers can develop viable strategies for sustainable growth and thus position themselves for the future. The logistics industry is changing rapidly, and in this one of the most fiercely competitive industries, predominantly stationary distribution organizations are helping to keep their own companies on track for success. However, the existence of these companies has never been more at risk than it is today, as most not only have outdated IT, but also a deficient distribution structure. Especially during the high rate increases of recent years, most companies fell far short of their earnings potential. In terms of volume, they are no longer growing at a sufficient rate or are even risking their continued existence.The author explains the new rules for success in the logistics industry using examples and shows step by step which trends the future will bring and which strategies must be used to meet these demands today. The book also makes clear how logistics companies can establish a lasting high-performance culture in their sales department and how they can succeed in winning over sales staff and retaining them in the long term.Table of Contents

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