Sales and marketing Books

Book SynopsisConstant Berkhout is a passionate practitioner of retail marketing and shopper psychology. He obtained a Master of Science in Economics Cum Laude with a major in Marketing at the University of Groningen in the Netherlands. Through his own agency, Berkhout works with retailers and suppliers in Europe, the Middle East and Asia including Conagra Brands, Danone, GrandVision, Heineken, JDE, Jumbo, Migros, SPAR International and Sonos. Before setting up his own agency, he held commercial and insights roles at Ahold Delhaize, Kraft, P&G and PepsiCo.Trade Review"A great handbook for many of the marketing professionals in the industry. It clearly outlines what strategies can be applied by retailers and manufacturers to make their shoppers happy, a concept that is often overlooked in the marketing mix. The passion of the author and his practical experience in retail marketing and shopper insights truly make this an invaluable read." * Marc Schroeder, SVP Global Nutrition, PepsiCo *"In this eminently readable book, Berkhout skilfully combines academic research and his own vast experience in retail marketing to provide a wealth of actionable insights for retail marketers. Retail marketers should heed his call to augment intuition with data to make fact-driven decisions." * Jan-Benedict E.M. Steenkamp, Massey Distinguished Professor of Marketing and Marketing Area Chairman, Kenan-Flagler Business School, UNC-Chapel Hill, USA *"Constant has written a book that will be indispensable to both in-retail professionals at all levels but also to their suppliers....There is an admirable wealth of detail from a range of industries and from many continents." * Andrew Seth, former CEO of Lever Brothers and co-author of The Grocers *"Constant does a great job dispelling many myths that exist around shopping behavior that everyone assumes are fact. The book comes to life with many real world examples from across retailer and categories that can be easily applied whether you are a retailer or a manufacturer. It gets your mind thinking about what you could do differently to influence the shopper and drive better results." * Bob Nolan, Senior Vice President Insights & Analytics, ConAgra Foods *"An accessible must-read for every professional in food and non-food retail, and everybody that wants to gain in-depth contemporary understanding of shopper behaviour. This book will provide all the needed insights to serve customers even better, create more shopper happiness and thus sell more, leading to a better and improved business tomorrow!" * Hans van der Heyden, Vice President GrandVision *"Shopper marketing and category management are made very accessible with this clear guide that is well underpinned through numerous illustrations and experiments, both from literature as from the author's wide own experience.... I particularly enjoyed the suggestion to move from gut feel to fact-based decision making, and this from (easy) pilots and experiments to (more advanced) big data analyses." * Jeroen Van de Broek, Director Category Development, Maxeda DIY Group *"Constant explains why and how to operate in multiple channels and to consider the emotional and experiential needs of consumers (who are not as rational and price-driven as retailers think they are). Important scientific studies and principles are illustrated with excellent examples from Constant's extensive retail experience. This book enables retailers to make data-driven decisions and thus catch up, and even surpass the current leaders in their field." * Koen Pauwels, Professor of Marketing at Ozyegin University and Honorary Professor at University of Groningen *Table of Contents Section - One: Shopper happiness; Chapter - 01: Delivering shopper happiness; Section - TWO: Shoppers are people; Chapter - 02: The myth of impulse purchasing; Chapter - 03: Tapping into irrational shopper behaviour; Chapter - 04: Understanding the shopper brain through neuro research; Section - Three: Channel choices; Chapter - 05: Channel preference: the future of the hypermarket channel; Chapter - 06: What the shopper wants from online shopping channels; Section - Four: Fact-driven decision making; Chapter - 07: Getting your assortment right; Chapter - 08: Really making loyalty card programmes work; Chapter - 09: Making big data digestible; Section - Five: In-store execution; Chapter - 10: The unstoppable growth of private labels and opportunities for A-brands; Chapter - 11: The unexplainable effect of music; Chapter - 12: Can scents work wonders?; Chapter - 13: Self-scanning is more than savings; Section - Six: Organizational development; Chapter - 14: The birth of category management; Chapter - 15: True customer understanding; Chapter - 16: Shopper marketing: new phase of trade marketing; Section - Seven: Embracing the shopper; Chapter - 17: Retailers in action to increase shopper happiness

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Book SynopsisClaire Bridges is founder of the UK's leading creative training consultancy, Now Go Create, whose philosophy is 'that everyone can be creative'. At 32, Claire was one of the youngest ever Managing Directors for a global PR agency, part of the world's biggest advertising and media company WPP. Bridges is one of only 55 people globally to hold an MSc in Innovation, Creativity and Leadership. She has 20 years of front-line experience working in the creative industries, training over 10,000 people, with clients including Starbucks, Unilever, Kellogg's, Danone, Sky Media, Save The Children and ASOS.Trade Review"People and businesses who achieve breakout results in anything - whether it's music, sport or business - are the people who don't necessarily just do the safe things or the basics really well. That gets you a lot of the way but you need to challenge yourself, you've got to be inspired by what others are doing and you've got to react quickly to changes. In Your Creative Element neatly consolidates academic research, practical experience and the latest business thinking to help equip individuals and companies with the know-how to leverage creativity for business advantage." * Bruce Daisley, UK MD Twitter *"Claire demystifies the chemistry of creativity with practical tools & advice in this book. By openly sharing her own experiences, Claire gives inspirational tactics & exercises to unlock creativity in everyone. She lifts the bonnet on creative thinking, and shares the secrets of today's creative masters. She democratises the power of creativity, and makes us all experts in original thinking & ideas. Need encouraging & empowering advice to get started on new idea generation? This is the book for you." * Paul Davies, Consumer Marketing Director, Microsoft *"Here's an interesting fact. Creative solutions are more effective and creative companies are more successful. Therefore all organisations should be creative but of course it's not that easy. The way forward is 'talent' and In Your Creative Element should be regarded as the new corporate bible. For those at the top to develop their talent and create a culture that breeds creativity, and for young talent to feel their creativity is wanted, received and valued. Claire has created the 21st century 4P's with her Periodic Table of Creative Elements." * Steve Latham, Head of Talent and Training at Cannes Lions Festival of Creativity *"This is a great book for really democratising creativity. From Punchdrunk to Google to the NHS and Pixar - these are really different companies with differing staff and cultures, and the book proves that anybody, any organization, can up the game in terms of creativity. Running a business and succeeding is not just about having great ideas yourself but about really understanding how to scale creative thinking - and that's hard. The book offers a great toolkit for managing creativity and building creative thinking systematically into an organization and its culture. In terms of business value this book proves that creativity can truly add value to the bottom line and improve employee satisfaction." * Greg James, Chief Strategy & Development Officer, Havas Media *"I honestly can't fault this book. The whole area of creativity is misunderstood by the majority. But what enlightened CEOs and MDs realise is that creativity is no longer some exotic, optional extra. It's a strategic issue. I've read many books on creativity and In Your Creative Element is the most refreshingly original yet. It provides accessible, down to earth and practical tools to unlock individual and company creative potential. It's for anyone who believes in the power of creativity to drive the bottom line. " * Stuart Yeardley, Creative Director, 3 Monkeys Zeno *"I believe that we all have the ability to be creative - it is a muscle that can be exercised and as such all people have creative ability if they try. This book is almost a toolkit - or perhaps personal trainer - for accessing that creativity. The use of the Periodic Table as an analogue of creative elements is original and brings science to the often felt "wooliness" of the creative process." * Jason Perfitt, Former Commercial Director Pfizer UK *"Claire brings a fresh voice and a brilliantly eclectic mix of personal insights and diverse perspectives to the question of creativity in business." * Dr Sara Jones, Centre for Creativity in Professional Practice, Cass Business School, City, University of London *"A comprehensive toolkit for fine-tuning your creative engine. Wherever you may consider yourself to be on the creativity spectrum, from inexperienced novice to seasoned pro, you will find something in here to spark a thought, prompt a reflection or motivate a change." * James Rutter, Brand Director, COOK *"Over the years I've learnt that creativity is essential, not just about the talk of ideas but equally how to make them happen. This is what this book does, it creates possibility and a belief everyone is creative. As well as my story, the book is packed with dozens of practical examples about how individuals and businesses can raise their game in relation to this important topic. I'm particularly pleased to add to the dialogue about purpose and hope that by sharing my personal story others will be inspired to dig deep and explore their own values in relation to creativity, and other important areas, to really find meaning and satisfaction in their work and life." * Jackie Lynton, Social Change Activist and Founder IHO People *"I'm always looking for a quick fix but it's not something you can normally attain when you're trying to expand your mind and improve your skillset. This is a fascinating read and a breath of fresh air because you can read the whole thing or dip in chapter by chapter for a quick fix. The author takes an in-depth look at creativity in a way that's enriching as well as educational and with a wonderful lightness of touch that keeps it accessible and user-friendly. Bridges deftly distils an impressive body of research and insights into each chapter with helpful case studies and provocative questions thrown in along the way to keep readers on their toes. It's also funny, which is such a rare quality in a business book. This book has filled me with inspiration, practical tips and confidence - and now the hard part, putting all that into practice!" * Eleanor Conroy, Communications Director at Global Radio *"Creativity in business - the Holy Grail of success and so often noticeable mainly by its absence. This will quickly become the go-to book on the subject, vital as it is to the future of my industry, and of so many others." * Francis Ingham, Director General, PRCA *"Creative thinking seems to have been regarded as one of the inexplicable dark arts by many senior managers. This book demystifies creativity, showing - practically - how your brand can walk the walk while so many others merely pay the topic lip-service. Don't believe what some 'creatives' might tell you - your own creative instincts cannot only be honed but mastered over time using the nuggets of insight within. Read it, Love it, Do it!" * Arif Haq, Head of Creative Capabilities, Contagious Insider *"A great practical guide designed for those who wish to delve deeper into the creative process, understand and evaluate the nature of personal practice and discover fresh solutions to nourish the creative culture of their professional environment." * Anjeli Placzek, Creative Director, The Concept Lounge *Table of Contents Chapter - 01: Values - What Are Your Creative Values and How Do These Affect Your Approach to Creativity?; Chapter - 02: Characteristics of Creative People: What Makes Us Creative and Can We Change Our Behaviour to Enhance it?; Chapter - 03: Characteristics of Creative Companies: How to Develop a Creative Culture; Chapter - 04: Purpose - Why Does Creativity Matter? What Do We Do It For?; Chapter - 05: The Creative Process - Ten Elements Which Can Instantly Transform Your Planning Process Forever; Chapter - 06: The Creative Toolkit - 20 Never-Fail Creativity Tools, Whatever the Problem; Chapter - 07: The Creative Mind - Neuroscientist Ben Martynoga’s Whistle-stop Tour of Your Grey Matter to Find an Optimal State to Create; Chapter - 08: Criteria - How to Spot the BIG Idea and Make it Work; Chapter - 09: Putting It All Together - Your Creative Experiment – Unlock the Potential of Your Personal Formula and Learn How to Use it

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Book SynopsisThe Market Research Society is a credible and recognised voice within the market research industry and known for recognising innovation and excellence. With Kogan Page, leading independent professional and academic publisher to the Market Research sector, both organisations are ideally placed to support this exclusive selection of case studies for the leading lights in Market Research.Table of Contents Chapter - 00: Introduction; Chapter - 00: MRS 70th Anniversary: Special report; Chapter - 00: PricewaterhouseCoopers Special report: The business of evidence; Chapter - 01: Tools for a digital world – John Gambles, Quadrangle; Chapter - 02: Widening access to qualitative research participation: giving everyone their say – Maya Middlemiss, SAROS; Chapter - 03: Using behavioural economics in healthcare research – Martin Carey and Jonathan Fletcher, Illuminas; Chapter - 04: Insight management – Lucy Morris, Alexandra Wren and Mita Shaha, Spinach; Chapter - 05: Understanding and accounting for cultural bias in global b2b Research – Conor Wilcock, B2B International; Chapter - 06: The challenges of media research – Simon Shaw, Trinity McQueen and Royal Mail; Chapter - 07: Blueprint research – Janice Guy, Jungle Green and Northern Rail; Chapter - 08: Public policy research – Ben Page, Ipsos MORI; Chapter - 09: Mapping attention in the digital era – Andy Goll, Sparkler and Microsoft; Chapter - 10: Digital world and private lives – Dr Michelle Goddard and Debrah Harding, the Market Research Society;

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Book SynopsisDr Robert Cluley is assistant professor at Nottingham University Business School, teaching in the fields of branding, advertising and marketing communications. He has contributed to a range of texts on branding and advertising, along with a plethora of research publications and edited collections.Trade Review"Deftly constructed and concisely written, Essentials of Advertising challenges our preconceptions and invites us to consider this important and complex industry in a new light." * Mark Tungate, author of Adland: A Global History of Advertising *"This book is a rigorous, theoretically informed and clearly written introduction to advertising. It deserves the serious attention of students and scholars alike." * Professor Mark Tadajewski, Professor of Marketing, Durham University *"Do we need another textbook on Advertising? Well, when it's this good yes we do. Robert Cluley has written an engaging, up-to-date, accessible introduction to advertising. A must-read for students of marketing, advertising and communications." * Avi Shankar, Professor of Consumer Research, University of Bath *"Superbly interdisciplinary while smoothly transcending disciplinary boundaries. It is a fascinating book on advertising that happens to be a textbook." * Paul Albanese, Emeritus Professor of Marketing, Kent State University *"A superb introduction to alternative views of advertising, which explains its essential features as a means of communication. It highlights key issues concerning the role of advertising in business and society with succinctness and great clarity." * Professor Mike Saren, Professor of Marketing, University of Leicester *"This innovative textbook takes a fresh look at advertising, making us question many of our preconceived notions about this field of study. Robert Cluley sheds new light on this important topic in an engaging and informative style throughout." * Pauline MacLaren, Professor of Marketing and Consumer Research, Royal Holloway, University of London *"This is a book I have been waiting for some time. Most introductions to advertising are either written by communications and psychology specialists with little interest in ethics, culture and history, or indulge in industry critique without paying attention to the perspective of practitioners. If you are looking for a one-stop source on both the long view and recent trends in this industry - this is the right choice for you!" * Stefan Schwarzkopf, M.A, PhD, Associate Professor, Copenhagen Business School *Table of Contents Chapter - 01: The Essentials of Advertising – What Are Adverts and Why Study Them?; Chapter - 02: Big Questions – Advertising, Communication, Rhetoric and Persuasion; Chapter - 03: Art or Science – What do Legendary Advertisers Think about Advertising?; Chapter - 04: Ad Work – Management and Organizational Perspectives on Advertising; Chapter - 05: Information and Value – The Economics of Advertising; Chapter - 06: The Hierarchy of Effects – The Psychology of Advertising; Chapter - 07: The Society of the Spectacle – The Sociology of Advertising; Chapter - 08: The Magic System – Cultural Studies of Advertising; Chapter - 09: The Medium is the Message – Media Studies and Advertising; Chapter - 10: The Distorted Mirror – Advertising and Ethics; Chapter - 11: Next Steps – The New Essentials of Advertising

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Book SynopsisNeil Richardson is a Senior Marketing Lecturer at Leeds Beckett University and a Chartered Institute of Marketing Course Leader. He has over 20 years of experience in sales management, marketing and customer service in the B2B sector.Neil Kelley is a Senior Examiner for the Chartered Institute of Marketing (CAM Marketing and Consumer Behaviour) and Senior Lecturer for Marketing at Leeds Beckett University. He was previously Senior Territory Manager for Electronic Arts, contributing to the marketing and promotion of products such as The Sims and a variety of EA Sports titles.Jon James is a Senior Lecturer in Marketing at Leeds Beckett (formerly Leeds Metropolitan) University. Jon has provided strategic business & marketing consultancy to organisations in both the public and private sectors. His research interests include global & international marketing, marketing management and SME development.Table of Contents Chapter - 20: Cost or sacrifice; Chapter - 21: Services and sustainability; Section - SIX: What does the future hold?; Chapter - 22: What does the future hold? Chapter - 19: Customer benefits; Chapter - 18: Convenience for customers; Chapter - 17: Communications; Section - FIVE: The marketing mix; Chapter - 16: Barriers to adopting sustainable marketing planning: And how to overcome them; Chapter - 15: Resource allocation: Monitoring, evaluation and control; Chapter - 14: Marketing objectives, strategy formulation and tactical implementation; Chapter - 13: Situation review: The internal (micro) and external (macro) environments; Chapter - 12: Goal setting: Mission (or vision) statement, corporate objectives and gap analysis; Section - FOUR: Marketing planning; Chapter - 11: Communities and networks; Chapter - 10: Acquiring, retaining and satisfying customers; Chapter - 09: The sustainable customer; Chapter - 08: Users and/or customers?; Chapter - 07: How stakeholders make buying decisions; Section - THREE: Building relationships; Chapter - 06: Systems and customer-centricity; Chapter - 05: Digital marketing and research; Section - TWO: Knowing your own company; Chapter - 04: Marketing and sustainability: Separating facts from fiction; Chapter - 03: Orientations; Chapter - 02: Why do companies fail?; Chapter - 01: Developments in society; Section - ONE: Changing landscapes;

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Book SynopsisPeter Cheverton is Director of Insight Marketing & People, now established as the leading international training and consultancy firm in KAM implementation, working in more than thirty countries including Australia, Austria, Belgium, Brazil, Canada, China, Denmark, France, Germany, Holland, Hong Kong, India, Italy, Korea, Malaysia, Mexico, Poland, Singapore, South Africa, Sweden, Switzerland, Taiwan, the United Kingdom and the United States, with a client list that includes some of the world's major blue chip companies. He is also the author of Understanding the Professional Buyer and Global Account Management (both published by Kogan Page).Trade Review"A combination of clarity, enthusiasm and common sense... reading this is a rewarding experience." * Professor Malcolm McDonald, Emeritus Professor, Cranfield School of Management *"Will help any business focus their sales activities where they matter... this is the essential guide to global best practice." * Winning Business *"For those who are embarking on key account management from a major project perspective then this is a good introduction....it has good information and guidance on how to select your key accounts and the overall key account management process." * "Getting to Grips with Key Account Management" Kim Tasso's Blog *"A good overview of analytical tools, sound advice on strategy, timely warnings and software and planning tools. We highly recommend this book to anyone with an interest in key corporate sales." * getAbstract, Inc. *"Presents a planning methodology for identifying, obtaining, retaining, and developing key customers." * Journal of Economic Literature *Table of Contents Section - ONE: Definitions and purpose; Chapter - 01: The key account approach; Chapter - 02: Why Key Account Management?; Chapter - 03: The spectrum of KAM ambition; Chapter - 04: What is a key account?; Chapter - 05: What is Key Account Management?; Section - TWO: Analysis: opportunity and value; Chapter - 06: Knowing the market, knowing your value; Chapter - 07: Knowing the people, knowing your value; Section - THREE: Relationship management; Chapter - 08: From ‘bow-ties’ to ‘diamonds’; Chapter - 09: Decision mapping and contact strategies; Chapter - 10: The good, the bad, the sad and the ugly; Section - FOUR: Achieving key supplier status; Chapter - 11: The purchasing revolution; Chapter - 12: Supply chain management: seeking value; Chapter - 13: Purchasing organization: rationalization and centralization; Chapter - 14: Supplier positioning: managing suppliers; Section - FIVE: Achieving strategic supplier status; Chapter - 15: Being of strategic value; Chapter - 16: How do they plan to grow?; Chapter - 17: How do they aim to win?; Chapter - 18: What drives them?; Chapter - 19: A shared future?; Section - SIX: The value proposition; Chapter - 20: The customer’s total business experience; Chapter - 21: The customer’s activity cycle; Chapter - 22: Measuring the value – securing the reward; Chapter - 23: Making the proposal; Section - SEVEN: Planning and joint planning; Chapter - 24: The key account plan; Chapter - 25: Joint planning; Section - EIGHT: Targeting; Chapter - 26: Customer classification; Chapter - 27: Customer distinction; Chapter - 28: Global Account Management; Section - NINE: Making it happen; Chapter - 29: Sins and requirements; Chapter - 30: Leadership and organization; Chapter - 31: Skills, attitudes and behaviours; Chapter - 32: The role of information technology; Chapter - 33: Measuring customer profitability; Chapter - 34: The implementation plan; Chapter - 35: Training and further help

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Book SynopsisJonathan Gabay is a creative strategist, educator and writer. He has held several major advertising and marketing roles, including that of Group Creative Head at Saatchi and Saatchi Direct, where he worked with some of the most respected names in creative advertising, marketing, PR, the media and education. His books and business insights are featured throughout academia and regularly sought by news media including CNN, ABC, BBC and Bloomberg.Trade Review"Loyalty and retention have now become the cornerstones of modern sales and marketing and the winners of the future will be those brands that convince consumers they are not another 'me too' commodity but a trusted and valued 'us two' relationships. This... book... looks at topics such as neuroscience, psychotherapy and practical psychology....I would recommend this book to anyone involved in brand marketing, social media and business communications." * John Joe McGinley, Principal at Glassagh Consulting, for FT Adviser *"Brand Psychology - supported by research from some of the world's leading psychology, business and management authorities - explains how the most complex data-processing system ever created - the human mind - tries to make sense of modern 'sophisticated' marketing & the data that drives it. Gabay explains the importance for brands to understand the nuances of why people buy - or otherwise - using techniques that cannot be outsourced to data scientists." * Sally Hooton, The Global Marketing Alliance *"Brand Psychology is unquestionably extensively researched, well explained, and supported with great case studies to illustrate the points being made. Gabay delivers an impressive, insight-filled and stimulating book that will change how you see the world around you and your own actions, and uncovers what is really driving consumer attitudes and behaviours." * John Ling, Chartered Institute of Marketing's Creative Communications Group Advisory Board *"a very thorough and engaging book which will become a must-read for all those working in and with branding, as well as a fascinating book worth reading for anyone with an interest in business and branding." * The Bookbag *"It is a very useful guide for managers to understand what they need to do, and what their organisation's brands need to address, to convince buyers of the values of their brands. It covers ethics, consumer perceptions, big data, online disinhibition, media relations, technology channels, the psychology of the modern CEO and the language of brand storytelling. It will challenge the reader at the end of each chapter with 'Mind Prompts'. Did you know that within the space of a generation, consumers' expectation reflex has truncated from 10 days to 10 minutes? Do you know why it's important to know?" * Malcolm Morley, author of Understanding Markets and Strategy *"Excellent!" * Anouk Pappers, Cool Brands People *"an excellent detailed study of branding from both the brand and consumer perspective, backed up by case studies and advice from neuropsychologists, economists and industry participants." * Roger Dooley *"Brand Psychology... takes a very human approach to the implications of Big Data" * Smart Insights *Table of Contents Chapter - 00: Introduction; Chapter - 01: Believing is not seeing. Seeing is believing; Chapter - 02: Lies, excuses and further justifications for inconvenient truths; Chapter - 03: Brains, brands, bytes, Bolshevik brawls and teenage tantrums; Chapter - 04: Cloud-high reputations, big media personalities and bigger data; Chapter - 05: Smoke and mirroring; Chapter - 06: Rings of confidence; Chapter - 07: Egg whites, whitewash and snowflakes; Chapter - 08: Flattered trusted minds and fluttery trusting hearts; Chapter - 09: Under the influence; Chapter - 10: From addictive self-interests to interesting selves; Chapter - 11: Brand me; Chapter - 12: Maslow: misunderstood?; Chapter - 13: The church of brand ideology. Open for redemption 24/7; Chapter - 14: In the spotlight; Chapter - 15: Can we still be friends?; Chapter - 16: IDs and CEGOs; Chapter - 17: You don’t have to be mad to work here: brand leadership and psychosis; Chapter - 18: Big boys don’t cry; Chapter - 19: The authentic employer brand; Chapter - 20: Brand stories: tell – don’t yell; Chapter - 21: Rhetoric, rules, reasoning; Chapter - 22: The final question first

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Book SynopsisSteven Van Belleghem is a successful entrepreneur, academic, speaker and author. He is a thought leader on the transformation of customer relations and the future of customer-centric marketing. The former Managing Partner at market research and consultancy firm InSites Consulting, he is a professor at Vlerick Leuven Gent Management School and author of The Conversation Manager and The Conversation Company.Trade Review"Do you think customer relationships are important? Do you believe you are running a customer-focused company? Then read this book. Using a wide range of case studies and inspiring stories, it will show you how to really put the customer at the heart of everything. You will learn how to combine the digital and human dimensions to create emotional, productive customer relationships." * Dominique Leroy, CEO, Proximus *"When Digital Becomes Human goes further than the traditional theories on customers and the future. It forces you to take the customer relationship ten steps further. It is an inspiring read for all managers serious about their relationships with their customers." * Wiebe Draijer, CEO Rabobank *"Everyone wants to be digital, even CEOs. But it only works if you create an authentic relationship with your customers - in this digital world, personal relationships actually become more important. The link between digital and human is explored brilliantly in this book. A mustread for every modern CEO. A must-read for every old-fashioned one too." * Marc Coucke, CEO, Omega Pharma *"A great book for anyone in business, When Digital Becomes Human answers the question, what is great customer service in the digital age? The case studies he uses, such as Amazon, Toyota, ING, Nike and Starbucks, reinforce the idea that having a person on the other end can be the difference between keeping and losing a customer... Van Belleghem argues that the human touch will become more, not less important, in the future." * The British Weekly *"An interesting book about a subject that might confound current wisdom or feeling for many, yet it manages to transform thought without being confrontational or overly evangelistic. It lets the subject just speak for itself!" * Darren Ingram, Darren Ingram Media *Table of Contents Section - ONE: Introduction; Chapter - 00: Introduction; Chapter - 01: The customer relationship of the future; Section - TWO: Digital Transformation; Chapter - 02: Digital first = customer first; Chapter - 03: A single digital ecosystem; Chapter - 04: From self-service to automation; Chapter - 05: Not ‘big data’ – ‘big relevance’; Section - THREE: The human transformation; Chapter - 06: The technology becomes human; Chapter - 07: Heartketing; Chapter - 08: The human touch; Chapter - 09: Crowd power

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Book SynopsisDamian Ryan is founder and chairman of The Global Academy of Digital Marketing, a collaborative movement comprised of digital marketers seeking knowledge, case studies, contacts and credible data to help them prosper. He is also a partner with Mediaventura, the UK's leading corporate finance firm for the TIME (Technology, Internet, Media and Entertainment) sector. He is also the author of Understanding Digital Marketing and The Best Digital Marketing Campaigns in the World.Trade Review"This excellent curated collection of observations is an all-in-one resource that should offer business marketers a wealth of guidance." * Barry Silverstein, Foreword Reviews *"this is... a textbook that's going to be required reading" * Vickie Siculiano, Smarter Online Marketing Podcast *"Takes a fresh approach to teaching the ins and outs of social media. With the case studies and various approaches, it's a comprehensive guide to making social media work for your business. It also goes so far as to illustrate how social media success translates to business success and sales, which is sometimes difficult to explain to clients (and ourselves). Understanding Social Media is perfect for someone who recognizes the benefits of social media marketing and wants to take it to the next level and learn to deliver and measure results." * Sabrina Williams, Breeni Books *Table of Contents Chapter - 01: Getting started – how to create a compelling social media programme; Chapter - 02: Rules governing the relationship between search and social; Chapter - 03: How to budget for social media activities; Chapter - 04: Setting KPIs and measuring success; Chapter - 05: Understanding social media ROI – what matters and what doesn’t; Chapter - 06: Why social media is central to customer experience; Chapter - 07: How to build a social media team – how to pick the right suppliers; Chapter - 08: Understanding the relationship between online PR and social media; Chapter - 09: The future for social media and the vastly changing landscape; Chapter - 10: Risk assessment and risk management in social media

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Book SynopsisNigel Clark has led marketing teams in professional services firms for more than 20 years in sectors including management consulting, legal, environmental consulting, engineering design, business services and project management. He is a former director of the Professional Services Marketing Group (PSMG).Charles Nixon, MBA, is Chairman of Cambridge Marketing College. He is a Fellow of CAM, the Chartered Institute of Marketing (CIM) and the Royal Society of Arts, and is President of the CIM Cambridgeshire branch. An experienced tutor, he delivers courses across all levels of CIM and CAM qualifications.Trade Review"Professional Services Marketing Handbook... takes the reader through several themes, starting with the international context... through to creativity and innovation, then on to client relationship management.... For any professional seeking ways to develop relationships by crafting market offerings in such a way that benefits are translated into monetary terms based on an in-depth understanding of the client's business, this book is a must read." * Professor Malcolm McDonald MA(Oxon) MSc PhD DLitt DSc Emeritus Professor, Cranfield University School of Management *"The contributors are responsible for developing and managing client relationships in some of the world's most respected professional services firms, and their advice and tips should be considered essential reading." * Matt Baldwin, managing director of Coast *"This book is a 'must read' for senior marketing and BD professionals and practitioners who want to play a greater role in becoming the client champion." * Robert Pinheiro, Withy King Solicitors *"I found something of interest in every chapter of this book. In my opinion this book raises the difficult role of a marketer in a professional services organisation to a new level of sophistication, and I highly recommend it." * John Gibbs, Leading Business Books *Table of Contents Chapter - 00: Introduction: leadership themes in professional services marketing; Section - ONE: Growth; Chapter - 01: Growth and globalization – Richard Grove; Chapter - 02: Implementing a growth strategy – Daniel Smith and Claire Essex; Chapter - 03: Developing international networks – Clive Stevens; Section - TWO: Understanding; Chapter - 04: Listening, understanding and responding to clients – Louise Field and Tim Nightingale; Chapter - 05: Closing the commerciality gap – Ben Kent; Chapter - 06: What legal clients want – Lisa Hart Shepherd; Section - THREE: Connecting; Chapter - 07: From communities to cohorts – Nick Masters; Chapter - 08: Thought leadership: transforming insights into opportunities – Alastair Beddow; Chapter - 09: Conversation is king: connecting thought leadership and sales – Dale Bryce; Section - FOUR: Relationships; Chapter - 10: The importance of client relationship management – Gillian Sutherland; Chapter - 11: Developing internal and external relationships – Susan D’aish; Chapter - 12: The primacy of relationships: how and why clients choose – Dan O’Day; Section - FIVE: Managing; Chapter - 13: It’s all about value: managing marketing and business development – Matthew Fuller; Chapter - 14: Managing transformational change – Amy Kingdon and Eleanor Campion; Chapter - 15: Understanding and exceeding partner expectations – Jessica Scholz; Chapter - 16: The role of marketing KPIs in professional services firms – Giles Pugh; Chapter - 17: The future for professional services marketing: becoming a client champion

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Book SynopsisWolfgang Schaefer is CEO and Founder of zwoelf consulting, specialized in narrative brand strategies. Based in Berlin and NYC, he lectures at XU Exponential University Potsdam and other schools in Europe and the US. For the past 25 years as chief strategist he has worked with many of the world's top marketers at LVMH, P&G, Miele, Swarovski, Coty and Unilever et al.JP Kuehlwein is the Founder of marketing consultancy Ueber-Brands. He's also Adjunct Professor of Marketing at NYU Stern and Columbia Business School and leader of the Marketing Institute at The Conference Board think tank. Previously, he was Executive Vice President at Frederic Fekkai & Co as well as Brand Director and Director of Corporate Strategy at Procter & Gamble.Trade Review"Rethinking Prestige Branding defines the nature of 'ueber' brands and services and sets out the rules for their effective management.... For professionals in the premium brand industry, as well as those studying it or investing in it, Rethinking Prestige Branding presents a complete and information-packed resource covering every aspect of this mythical sector." * Dr. Christiane Beyerhaus, Professor of Marketing and Retail, Program Director (BA and MA) Global Brand and Fashion Management, International School of Management (ISM), Germany *"Thoughtful and probing, Schaefer and Kuehlwein expertly delve into the marketing alchemy of 'Ueber-Brands' beyond superficial catchphrases and generic notions. Empirical in essence and laced with philosophical quotes, yet triangulated with years of practitioner experience, the authors distill 7 key precepts on how to stay remarkable in prestige branding. A fresh and comprehensive work. Definitely worth the read." * Deryck J van Rensburg, President, Global Ventures, The Coca-Cola Company *"Shifts in demographics and worldview have meant that the approaches for Prestige brands in every category are changing. JP and Wolfgang's book sets a clear compass, balancing the mystery of magic and distance with the importance of purpose, meaning and customer delivery." * Jenny Ashmore, President, Chartered Institute of Marketing, CIM, UK *"This is one of the best new books to come out in recent years on the changes and elevations of branding in marketing and society today, through to their mythic aspects." * Robert Kozinets, Professor of Marketing, Schulich School of Business, York University (Toronto) *"Rethinking Prestige Branding describes in an entertaining way today's marketing paradigm of prestige and luxury brands. This book is an absolute must-read for any marketer working within the prestige or luxury industry." * Atissa Tadjadod, Director of Global Communications, Piaget (Richemont International) *"Based on an extensive benchmarking, this book unveils the seven major clues explaining the success of these brands. This is a much welcomed book for all marketing VPs." * Professor Jean-Noël Kapferer, HEC Paris, author of The Luxury Strategy, Kapferer on Luxury, and The New Strategic Brand Management *"In a world of disparate alternatives, consumers are choosing to express themselves with brand choices that reflect their values. Kuehlwein and Schaefer expertly navigate these waters to enable the architects of prestige brands." * Andy England, Executive Vice President and Chief Marketing Officer at MillerCoors *"Consumers today expect so much more from brands than just the physical product. Particularly premium products need to wrap service, meaning, and engagement around an authentic consumer experience, and digital and social media open up a canvass of possibilities. This book inspires our thinking about the possibilities at so many levels." * Pete Blackshaw, Global Head of Digital, Nestle *"It's often said that luxury brands follow their own rule book. That those who master it are a breed far apart from the annals of academia, brand keys and value propositions. For the most part that holds true. But after reading Rethinking Prestige Branding, I dare say that even luxury's rule book has been radically rewritten with this engaging and provocative treatise. It dovetails succinctly with the evolution of luxury marks I've had the pleasure (and pain) of leading." * Uwe Ellinghaus, Chief Marketing Officer, Cadillac *"I have been involved in brand equity building for more than 20 years. I found Rethinking Prestige Branding to be insightful and enjoyable, practical and at the same time conversational. Schaefer and Kuehlwein share important principles of Ueber branding illustrated with a wide array of case studies, brand stories and industry insights sparking imagination - for everyone interested in brands and in delivering sustainable business success." * Inge Heinsius, International Strategy and Marketing Expert, former CMO Godiva *"Kuehlwein and Schaefer find the rules of luxury have changed once again. In this new world, how can prestige brands expand reach while maintaining their status as leaders? This book is a great read for managers charged with building and maintaining prestige brands." * Scott Galloway, Professor of Marketing, NYU Stern *"The game has changed and continually changes but the one thing that must remain is a laser focus on the emotions of our consumer. JP and Wolfgang have drilled to the true essence of the Ueber-Brand breaking it all down to where the emotional content really lives." * Ian Ginsberg, President C.O. Bigelow Apothecaries *"I was fascinated by the authors' approach, and highly encourage you to read this book." * Dr. G. Clotaire Rapaille, Founder-CEO, Archetype Discoveries Worldwide *"This book made me reflect on the Moleskine brand in a radically different way. There is much to learn from its innovative approach." * Maria Sebregondi, Co-founder, Moleskine *"Rethinking Prestige Branding is very timely. In a rapidly changing world where prestige brands are facing explosive growth and incredible challenges, Wolfgang and JP provide a framework to understand and develop 'Ueber-Brands." * Professor Srinivas K. Reddy, Academic Director, LVMH-SMU Asia Luxury Brand Research Initiative *"A thoroughly enjoyable read. The well researched and insightful principles provide a new framework to define prestige branding in the socially connected landscape. And in a world where creating an aspiration brand is more about high values than high value and demands a connection to the consumer's mindset versus their wallet" * John Goodwin, CFO and Executive Vice President, Business Enabling, LEGO *"A compelling, enlightening and fascinating translation of the language of luxury. The authors have thoughtfully analysed and carefully defined a subject matter that has been overlooked in its significance to culture and contribution to innovation." * Gwen L. Whiting and Lindsey J. Boyd, Co-founders, The Laundress *"I enjoyed reading the book because the authors do not restrict themselves to luxury brands but explain concepts from multiple and varied industries. They have chosen carefully companies which are not only well-known but are making news in their respective industries and categories." * Professor Ashok Som, Founding Director, ESSEC-IIMA Global Management Program on Luxury and Retail *"You have to be able to make your customer dream and love your product...The authors help professionals and people who are about our industry to dig in some of its 'secrets." * Christian Foddis, Managing Director, Greater China, Salvatore Ferragamo *"With this book and the 'Ueber-Brand' concept we are all stimulated to put a new energy to our brands as conditions for success in the contemporary world. Easy reading and not only academic but rich with real examples of success." * Fabrizio Penta de Peppo, Professor of Luxury Marketing Management, Instituto Europeo di Design *Table of Contents Section - ONE: Rethinking prestige branding; Chapter - 01: The times they are a-changing; Chapter - 02: From marker to myth – a brief history of branding; Chapter - 03: A new kind of prestige – or what we mean by Ueber-Brands™; Section - TWO: The seven secrets of Ueber-Brands; Chapter - 04: Principle 1: Mission incomparable – the first rule is to make your own; Chapter - 05: Principle 2: Longing versus belonging – the challenge is both; Chapter - 06: Principle 3: Un-selling – the superiority of seduction; Chapter - 07: Principle 4: From myth to meaning – the best way up is to go deep; Chapter - 08: Principle 5: Behold! – the product as manifestation; Chapter - 09: Principle 6: Living the dream – the bubble shall never burst; Chapter - 10: Principle 7: Growth without end – the ultimate balancing act

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Book SynopsisSteven Struhl PhD, MBA, MA has more than 25 years' experience in consulting and research, specializing in practical solutions based on statistical models of decision-making and behaviour. In addition to text analytics and data mining, his work addresses how buying decisions are made, optimizing service delivery and product configurations and finding the meaningful differences among products and services. Steven also has taught graduate courses on statistical methods and data analysis. He speaks at conferences and has given numerous seminars on pricing, choice modelling, market segmentation and presenting data.Trade Review"Textual analysis has recently become a useful research methodology, of great interest to both academics and practitioners. Dr. Steven Struhl provides relevant and lucid discussion of the topic, highlighting the fundamental issues involved in preparing, analyzing, and presenting textual data for meaningful interpretations. A very interesting and timely contribution that should be of interest to a wide range of audiences." * Dr. Jehoshua Eliashberg, Sebastian S. Kresge Professor of Marketing, Professor of Operations and Information Management, Wharton University *"Steven provides a broad and fair context in which to understand textual analysis in a very readable and informative way. I'm confident this would provide great value to anyone with an interest in the Internet and textual analysis, researcher and non-researcher alike." * Darrin Helsel, Co-Founder and Principal of Distill Research LLC, and Research Chair, American Marketing Association, Portland Chapter *"Steven Struhl has an incredible knack for demystifying complex analyses and analytic software, and making it accessible to those who are interested in what it does without delving too deeply into the incomprehensible elements of how it works. In his new book, Dr. Struhl takes on text analytics. I found the chapter on Bayes Nets particularly useful. In it he shows quite convincingly that, in some cases, they do a much better job with text than other predictive methods. He provides a story through crystal-clear examples that are immediately interesting and easy to follow." * Larry Durkin, Principal, MSP Analytics *"As I've been evaluating text analytics materials lately for my data science education engagements, much of what I've found published on this subject is written from a very academic and technical perspective that is not very approachable for someone that doesn't have a fairly deep expertise in statistics, math and programming. This book solves that disconnect. A welcome addition to any data scientist's library. In addition, the timely nature of the subject should provide much food-for-thought as the rise in interest in unstructured data processing techniques continues to be of interest. Highly recommended." * Daniel D. Gutierrez, Inside Big Data *"A fascinating, if not rather specialist book, which aims to be an accessible guide to the world of text analytics and data analysis for marketing folk." * Darren Ingram, Darren Ingram Media *Table of Contents Chapter - 01: Who should read this book? And what do you want to do today?; Chapter - 02: Getting ready: capturing, sorting, sifting, stemming and matching; Chapter - 03: In pictures: word clouds, wordles and beyond; Chapter - 04: Putting text together: clustering documents using words; Chapter - 05: In the mood for sentiment (and counting) ; Chapter - 06: Predictive models 1: having words with regressions; Chapter - 07: Predictive models 2: classifications that grow on trees; Chapter - 08: Predictive models 3: all in the family with Bayes Nets; Chapter - 09: Looking forward and back

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Book SynopsisListed in PR Week's 29 under 29 list and named one of 'the brightest young social media communicators', Rich Leigh has a rich and varied PR background, having led award-winning campaigns and household name accounts at digital agency 10 Yetis and consumer agency Frank PR. He now runs Radioactive PR, working with brands big and small, as well as a range of personal PR clients. Rich Leigh created PRexamples.com, dedicated to the best in up-to-date PR stunts and campaigns. He also co-founded blogger outreach service bloggabase, used by brands including Disney, Ralph Lauren and Tesco.Trade Review"At a time when telling the truth is a revolutionary act, Rich Leigh tackles misconceptions and strategy head on with facts, tact and wit. This book is required reading for current and aspiring communications professionals and, frankly, anybody affected by or contributing to the daily onslaught of misinformation; a practice exercised at present, most damagingly and disconcertingly, by even the highest offices in the world." * Nick Hewer, PR impressario, 'Countdown' host and Lord Sugar's aide on 'The Apprentice' and personal PR advisor *"Rich Leigh's passion, experience and creativity sets him aside as one of the top PR professionals in the country with a breadth of knowledge that belies his years. A must read for any aspiring PR guru." * Paddy Power, Head of Communications, Paddy Power Betfair *"Myths of PR is one of the first books to realistically capture what public relations is today and educate the business community about its value and role in achieving commercial success. Not only does it quote many of the great and the good in PR today and showcase the worst, it's basically an ethics manual every practitioner in PR should be forced to read. Massive thumbs up from me." * Sarah Hall Consulting, Founder and Editor of #FuturePRoof, CIPR President-Elect 2017 *"Rich Leigh's punchy approach to dispelling PR myths makes for an entertaining and informative read. Is PR really glamorous? Do you have to be an extrovert to succeed in the industry? Can you make something go viral? Rich gives his experienced insights into all these questions and more." * Sarah Stimson, Chief Executive, Taylor Bennett Foundation *"This is a candid, punchy and practical book. Buy one for your mum or your children when they ask what you do. Buy one for your employer to underline the value of public relations. And buy one for yourself if you want to advance your practice." * Stephen Waddington, Partner and Chief Engagement Officer, Ketchum, Visiting Professor, Newcastle University *"At a time when 'fake news' is a common term it's no wonder there's a lack of trust in PR. Rich Leigh is restoring the faith at a crucial time with his book 'Myths in PR'. It's an essential guide for practitioners, an inspiring read for PR hopefuls and an open door for anyone interested in 21st century PR. Let's bury the myths and enjoy the most exciting time in history for communications." * Stella Bayles, Director, CoverageBook *"If I could marry a book, this would be the one! There is almost nothing worse than someone saying that all publicity is good publicity and Rich Leigh hits that myth head on. What's more, I have dedicated the better part of the past 10 years working toward changing the perception that people have of the PR industry (though Spin Sucks) and everything Rich writes in this book speaks to that vision. I love it so much, I wish I'd written it. If you think PR is just getting your name in the paper so the phone will ring, this book is for you. Buy it, read it, highlight it, read it again, and share it. Your business depends on it." * Gini Dietrich, CEO of Arment Dietrich and author of 'Spin Sucks' *"If PR is in the dock, I'd choose Rich to represent us over any large agency MD. He demonstrates how PR thinking can thrive on what's possible today, instead of 'the way things are done' or 'who you know'. He helps illuminate our industry from a dark art to a beacon in the modern marketing mix." * Max Tatton-Brown, Founder and Managing Director, Augur *Table of Contents Chapter - 00: Introduction; Chapter - 01: PR is all Spin, Smokescreens and Lies; Chapter - 02: PR Results Can't Be Measured; Chapter - 03: All Publicity is Good Publicity; Chapter - 04: The Press Release is Dead; Chapter - 05: The Media Ignores Good News; Chapter - 06: You Have to Pay to See Social Media Benefits; Chapter - 07: PR is Glamorous; Chapter - 08: Calling the Media is a No-No; Chapter - 09: That You Can Make Something Go Viral; Chapter - 10: You Have to Be an Extrovert to Succeed in PR; Chapter - 11: PR is the Silver Bullet; Chapter - 12: Good People and Products Market Themselves; Chapter - 13: The More You Pay, the Better the Job Done; Chapter - 14: PR Results are Instant; Chapter - 15: Consumers Want Conversations With Brands; Chapter - 16: Working In-House is Easier; Chapter - 17: Media Relationships are Especially Important; Chapter - 18: Gender Wage Gap Figures; Chapter - 19: Conclusion

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Book SynopsisDaniel Rowles has worked on client and agency sides of digital marketing for almost 20 years. He is a Course Director for the Chartered Institute of Marketing (CIM), lecturer at Imperial College London, CEO of TargetInternet.com and lead judge for the CIM Marketing Excellence Awards. He is also the host of the Digital Marketing Podcast, an iTunes top 10 business podcast.Thomas Brown is a consultant and executive advisor on marketing and digital transformation. Formerly Director of Strategy and Marketing at CIM, he is the architect of more than 35 major research and thought leadership initiatives.Trade Review"Finally, digital has been distilled and debunked! A no-nonsense, actionable guide to digital capability building, regardless of where you are on the journey." * Cesar Lastra, Founding Director, Bash and Build *"A genuinely inspiring, thought-provoking and motivational read wherever you are in your organisation and at whatever stage of your digital maturity." * Neil Costello, Head of Marketing, Atom Bank *"A great starter pack for anyone who wants to be serious about diving into the digital age and driving change." * Thierry Campet, Global Head of Marketing and Communications, UBS Wealth Management *"A very well researched and written book that is an essential aid to help you navigate through the potentially vexatious digital world." * Nick Hughes, Director of Marketing and Communications, SEGRO plc *"The breakneck speed of today's digital environment is challenging for all marketers to keep up with. This book will help marketers from start-ups to large businesses take a firmer grip of this digital environment, and better use its capabilities to deliver greater levels of traffic, revenue and profit." * Simon Daggett, Global Head of Marketing, DHL Global Forwarding *"Brilliant insight into how to reality-check your own organisation and vision. There is courage in these pages - challenging and well-used terms and methodologies, but addressed in a helpful and practical way. A book to share." * Eda Colbert, Head of Brand and Marketing, British Council *"While I was reading this book, I was interrupting everyone I know I share ideas and quotes. If you are looking for an engaging, readable text that moves at the same speed as the digital world it describes, buy this book." * Kelly Barner, Managing Editor, Buyers Meeting Point *Table of Contents Section - ONE: Why You Need a Digital Culture; Chapter - 01: The Increasing Pace of Change; Chapter - 02: The Technology Catalyst; Chapter - 03: New Channels, Tools and Business Models; Chapter - 04: Why Organizations Really Fail at Digital; Section - TWO: Plotting Your Digital Journey; Chapter - 05: What a Digital Transformation Looks Like; Chapter - 06: Your Digital Culture Audit; Chapter - 07: Understanding Your Stakeholders; Chapter - 08: Your Strategic Approach; Section - THREE: The Digital Culture Framework; Chapter - 09: Definition and Vision; Chapter - 10: Leadership; Chapter - 11: Agility; Chapter - 12: Environment ; Chapter - 13: Skills and Talent; Chapter - 14: Strategic Positioning; Chapter - 15: Translation and Communication; Chapter - 16: Technology; Chapter - 17: Process and Governance; Chapter - 18: Structure; Chapter - 19: Connections; Chapter - 20: Measurement; Chapter - 21: Innovation and Entrepreneurship; Chapter - 22: Financial Impact; Section - FOUR: Keeping Up with Change; Chapter - 23: Keeping Measurement at the Core; Chapter - 24: Separating the Ephemeral from the Enduring; Chapter - 25: Three Things to Watch

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Book SynopsisCindy Barnes founded Futurecurve after many years with Capgemini where she led service development, sales, marketing, co-created new business units and was a client-side consultant. She is clinically qualified in Transactional Analysis.Helen Blake has held senior positions for leading organisations including Accenture, Capgemini and KPMG. Helen is trained in Transactional Analysis and is a member of the International Transactional Analysis Association.Dr Tamara Howard is a Harvard Graduate with business experience spanning the USA and Europe. Over her distinguished career Tamara has lead sales teams in selling many multi-million pound deals.Trade Review"We are living in the Age of the Customer. Selling Your Value Proposition provides leaders with fresh, insightful advice on how to drive the customer-centric business transformation our new world requires. The time has come for every employee to join the sales team, and Barnes, Blake and Howard provide a blueprint with powerful case studies to arm leaders with what they need to get started tomorrow. A must-read book for the Transformational Leader of the Future." * Cate Gutowski, VP Commercial Digital Thread, GE Digital *"Packed with tried and tested tactics and dozens of examples from real organizations, this is an essential read for execs in large corporates or anyone who wants to be customer-centric (internal or external), innovate and stay ahead of the game." * Simon Gale, Procurement Director, Sony Europe *"In Creating and Delivering Your Value Proposition the Futurecurve team helped companies tackle the central, most critical, question they need to address in order to be successful in the market: what is it that makes us unique? Put differently, why should your customers buy from you instead of your competitors? Now, in this terrific follow up book, they help companies translate their unique value proposition into a set of messages that the sales-force can use to drive growth. In doing so, the authors tackle a question that is just as difficult and vexing for managers: what would have to be true in the customer's world for them to want to PAY us for our unique differentiators? Together, these two books--packed with practical advice, tools and case examples--represent must-read material for B2B CEOs, sales leaders and marketers intent on driving growth in markets increasingly crowded with seemingly commoditized offerings." * Matthew Dixon, Group Leader, CEB, Co-author of The Challenger Sale and The Challenger Customer *"If we keep looking at our customers through the same lenses, having the same conversations with them, telling them the same things, not properly hearing the answers, we wake up one day and we don't understand each other anymore and worse, we have been replaced. This book wakes us up and gives us a new way to look at our customers, how we should think about them and then transform the relationships that we have them." * Andy Head, Business Development Director, NATS *"A must read for all executives seeking to gain, or further, their organization's advantage through deep and resilient relationships with customers." * Christopher Taylor, Executive Vice President - Strategic Development, Survitec *"A critically important survival manual for a digital, disruptive age, in which your value proposition must continually evolve to keep up with connected customers." * Dave Gray, Founder of XPLANE and author of The Connected Company *"Selling Your Value Proposition isn't only about your value proposition. It's about aligning everything your company does to put the customer at the center of it. Selling Your Value Proposition helps you align everything you do to create value experiences that are meaningful to your customers." * Dave Brock, CEO, Partners In EXCELLENCE *"This book is essentially the most helpful business mentor you've ever met but in book form. As a leader from local government, where customers and sales are not familiar concepts I found its clear, concise and creative insights and methods empowering." * Andrew Grant, Chief Executive, Aylesbury Vale District Council *"Selling Your Value Proposition provides insight, acumen and a clear understanding of how to effect organizational change - without turning the organization and its processes upside down." * Dr. Femida Gwadry-Sridhar, Founder and CEO of Pulse infoframe Inc. *"In this superb book, Cindy, Helen and Tamara bring their expertise and experience alive with a clear road map to enable you to put together a powerful value proposition, translate it into a selling proposition and ultimately transform your business into an authentic, trusted 'selling organization'. If you're ambitious to win more business and grow your sales faster, this book is a must-read." * Gordon McAlpine, Entrepreneur, Mentor & Best-selling Author of ‘Scale Up Millionaire’ *"I recommend this book to both established businesses and the new generation of entrepreneurs who wish to create genuinely engaging companies in which the whole organization is totally focused on understanding and meeting customer needs." * Simon Robinson, co-author of Customer Experiences with Soul: A New Era in Design and Holonomics *Table of Contents Chapter - 00: Introduction; Chapter - 01: How the World Has Changed; Chapter - 02: Why Businesses Need a Value Proposition; Chapter - 03: How to Develop a Value Proposition; Chapter - 04: How to Translate a Value Proposition into a Sales Proposition; Chapter - 05: The Sales Process; Chapter - 06: The Sales Story; Chapter - 07: Winning Business: the 10 Laws of Value Proposition Selling; Chapter - 08: Creating the Selling Organization; Chapter - Appendix 1: Value Proposition Workshop Survey Results; Chapter - Appendix 2: Case Studies;

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Book SynopsisDr Barry Leventhal is a leading UK authority on geodemographics and a marketing analytics expert. He is Emeritus Chair of the Census and Geodemographics Group (CGG), which is an advisory board of The Market Research Society (MRS) and a leading voice in the UK information industry. He was recently awarded the MRS Gold Medal Award - the association's rarest accolade, presented for the first time since 2008 - in recognition of his lifetime of exceptional achievement and contribution to the research profession.Trade Review"This book is an invaluable aid in the journey from big data to smart data usage, which is where competitive advantage rests. Leventhal delivers lashings of common sense based on erudition and experience, making this a very pragmatic and useful work." * Jane Frost CBE, Chief Executive Office, Market Research Society *"A comprehensive, engaging and accessible introduction to the increasingly important field of predictive analytics and marketing from one of the leading practitioners. Leventhal takes each of the main application areas in turn and focuses on how to generate value from data for your organization." * Tom Smith, Managing Director, Office for National Statistics (ONS) Data Science Campus. *"Leventhal masterfully presents a complex subject in a highly accessible way, liberally illustrating the material with real-life examples from his own experience." * Professor David J. Hand, Emeritus Professor of Mathematics, Imperial College London and Chief Scientific Advisor, Winton Group *"Leventhal has distilled his wealth of rich practical experience into a clear and comprehensive text, sharing best practice in methods for collecting data, building models, and operationalizing and leveraging the power of data to maximize economic value. A mandatory book for anyone working with customer data or predictive analytics." * Paul Cushion, Customer and Digital Associate, KPMG Management Consultancy *"I highly recommend this book both to those starting out in a career in marketing and to those seasoned marketers in need of some new tricks if they are to stay relevant." * Giles Pavey, Head of Data Strategy at the Department for Work & Employment and Former Chief Data Scientist at dunnhumby Ltd *"In a world teeming with data, competitive advantage now firmly lies in how effectively data is analysed. This book provides a comprehensive guide on how to approach, execute, evaluate and get the most out of predictive analytics. It is very easy to read - even for the non-statistically minded." * Lynne Robinson, Research Director, Institute of Practitioners in Advertising (IPA) *"If you think predictive analytics is not for you, think again. It is vital for anyone in any management capacity. Leventhal's Predictive Analytics for Marketers is required reading for anyone who needs to understand the latest practical methods to segment and analyse data, whether for the public or the private sector, or to predict future success or understand reasons for failure." * Roger Holland, Executive Chairman, JICPOPS (the Joint Industry Committee for Population Standards) *"Throughout, this is a very practical guide, with a number of marketing-focused case studies bringing the power of the analytical techniques discussed to life. A book that's very definitely not just for the shelf!" * Paul Cresswell, Head of Data Governance, Experian Marketing Services - Targeting *"Predictive Analytics for Marketers clearly explains the analytics process and its commercial context in language understandable to managers, marketers, IT specialists and analysts. It addresses the essential areas of communication between these specialisms, giving lucid accounts of the process of planning an analytics project, the importance of framing the business problem, and the need for its alignment with appropriate methods. Leventhal's book is a welcome addition, covering current topics in analytics clearly and insightfully." * David Harris, Product Development Partner, CACI Ltd. *"This is much more than a lucid and comprehensive textbook on predictive analytics. Leventhal's profound expertise shines through as he shares his thoughts from a practical as well as technical point of view. For businesses who wish to be data driven, this unambiguous and wise advice will provide an accelerated path to success." * Gordon Farquharson, Director of Analytics, more2 ltd *"Leventhal helpfully clarifies key concepts and gives sound and practical advice, drawing on his extensive experience in marketing. No matter how much you think you know about analytics, I suggest you read this book, apply it, and benefit from it!" * Paul Allin, Visiting Professor in Statistics, Imperial College London *Table of Contents Section - 00: Introduction to predictive analytics; Section - 01: How can predictive analytics help your business?; Section - 02: Using data mining to build predictive models; Section - 03: Managing the data for predictive analytics; Section - 04: The analytical modelling toolkit; Section - 05: Software solutions for predictive analytics; Section - 06: Predicting customer behaviour using analytical models; Section - 07: Predicting lifetimes – from customers to machines; Section - 08: How to build a customer segmentation; Section - 09: Accounts, baskets, citizens or businesses – applying predictive analytics in various sectors; Section - 10: From people to products – using predictive analytics in retail; Section - 11: How to benefit from social network analysis; Section - 12: Testing the benefits of predictive models and other marketing effects; Section - 13: Top tips for gaining business value from predictive analytics;

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Book SynopsisDr Nikolaos Dimitriadis is an award-winning educator and consultant and the CEO of Trizma Neuro, a neuromarketing and neuroHR company. He is also Regional Director of The University of Sheffield International Faculty, CITY College, for the Western Balkans. Dr. Neda Jovanovic Dimitriadis is an academic researcher and guest lecturer on brand strategy, consumer behaviour and marketing communications. She specializes in behavioural research in marketing, branding and media planning. Dr Jillian Ney is a consultant and guest lecturer on social media intelligence in the UK and Europe. Her work has featured at global conferences and has been used by Fortune 500 companies.Trade Review"A must-read for marketing professionals who want to create innovative and disruptive marketing interventions. This book addresses new trends - neuroscience, predictive skills, innovation and adaptability skills - all in a single title." * Dominic Fernandes, Vice President, Head of Business Marketing, Emirates NBD *"Change is something that modern businesses cannot escape, and more so marketing. This book offers a holistic approach to marketers, covering a wide range of topics, such as neuroscience, predictive analytics and creative problem solving. The authors argue convincingly for the need for a new marketer who will lead not only the marketing department but the company as a whole. Highly recommended." * Max Hauser, Partner and Managing Director, The Boston Consulting Group, Russia and CIS *"Marketing is long overdue for disruption. In Advanced Marketing Management the authors brilliantly argue for the "Why?" and provide answers for the "How?" and "What?" The book is packed from cover to cover with an in-depth, insightful and cutting-edge array of tools to best equip aspiring disruptors with the knowledge for that much-needed overhaul." * Anthony Tham, Executive Creative Director, Publicis Worldwide Shanghai *"This book is a boot camp for modern marketers in the post-Trump, post-Brexit, post-Cambridge Analytica world, where the challenge is to find the most impactful insights from an Everest of data. It underlines the fact that what our sector is lacking is better questions, not more answers." * Adrian Cockle, Principal Consultant, Hootsuite *"A groundbreaking and innovative guide, full of contemporary marketing cases and examples for those who are passionate about marketing and want to extend their knowledge beyond the conventional marketing practices." * Panayiota Alevizou, Lecturer in Marketing, Sheffield University Management School *"There has never been a more exciting time to be in marketing. The modern marketer now has even greater influence over tangible brand success, but it's a position which is complex, ever-changing, and challenging. This book acknowledges the complex landscape we work in and provides clear and compelling thought and insight to dismiss the chaos and embrace the tremendous opportunity." * Graham Forsyth, Director of Marketing, Spredfast *"The authors have their fingers on the pulse of marketing and the challenges marketers face today. Advanced Marketing Management is a terrific guide for students and practitioners of marketing that will help them become more transformational marketing leaders." * Mick Doran, Head of Research, Planning and Brand, Sainsbury’s Bank, and Chair, The Marketing Society, Scotland *"'If you are a curious learner and marketer who seeks to improve constantly, seek no more! The book in front of you explores relevant topics and skills in the new marketing era, while providing a fresh outlook on the 4Ps as tools with a core in empathy, experiential, ever-presence and engagement. Advanced Marketing Management is a must-have toolkit for modern marketers aspiring to become transformational leaders." * Natasa Josic, Commercial Excellence Director, Coca-Cola HBC, Austria *"Scientifically grounded and backed up by contemporary real-life business examples, this is a CEO-must-read practical guide to how to avoid the Marketing Paradox, understand which half of marketing budget is being wasted and how to fix this. And the new Marketing Mix 4EPs concept is a phenomenally simple and powerful response to the many disruptions that every industry now faces." * Mikhail Merkulov, CEO, Arricano Real Estate PLC *Table of Contents Chapter - 01: The need for the new marketer; Chapter - 02: Neuroscience skills – Marketing and the human brain; Chapter - 03: Predictive skills – Marketing and data intelligence; Chapter - 04: Innovation skills – Marketing and creative thinking; Chapter - 05: Adaptability skills – Marketing and decision making; Chapter - 06: The 4EPs marketing mix, part 1 – Empathic product and experiential price; Chapter - 07: The 4EPs marketing mix, part 2 – Ever-present place and engaging promotion; Chapter - 08: Reorganizing the marketing function; Chapter - 09: Marketers – The new transformational leaders

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Book SynopsisShirra Smilansky is CEO and Executive Creative Director of Electrify Worldwide Ltd, an international brand engagement agency working with clients such as L'Oreal Luxe, Carling, Selfridges, Harvey Nichols, Lancome and Yves Saint Laurent. She is the Co-founder of an MA degree 'Experiential Meets Digital' and former Visiting Professor at London Metropolitan University. With over 15 years in the industry, Smilansky is an impactful thought-leader, entrepreneur and innovator in experiential marketing, co-founding her first company BlazinStar Experiential back in 2003.Trade Review"A very clearly written and inspiring guide, demonstrating a unique approach to integrated experiential marketing that carefully explains the methodology in a concise and effective manner." * Hamish Millar, Marketing Manager, Pernod Ricard UK *"The must-read guide on experiential marketing that covers the changing world of the retail landscape, with simple models and objectives, in order to execute winning solutions for the increasing demands of consumers." * Mark Robinson, Retail Sales Director, Silentnight Group *"This book is amazing. It's more than just a how-to guide - it's also a "what is" and a collection of great case histories. Need answers, guidance or inspiration? Look no further. It's essential reading for any modern marketer!" * Kevin Jackson, Editor-in-Chief, Live Communication Magazine *"In presenting experiential marketing as a methodology, rather than a channel, Smilansky offers advice and insights relevant to B2C and B2B businesses of any size. One-way communication channels are the way of the past; learning how to foster authentic two-way conversations is the next challenge. Anyone interested in building a strong and lasting relationship between their customers and their brand needs to read this book." * Lynn Morrison, Marketing Director, Opus Energy *"In today's ever-changing consumer and media landscape, this book demonstrates how to truly engage and create a deeper emotional connection with modern audiences; a must-read for senior brand marketers, CEOs and their teams." * Maria Hatzistefanis, President/CEO, Rodial Group (Rodial Skincare, NIP+FAB) *"Practical, pragmatic and succinct. Seasoned marketers and people just starting out will find something of use in this book. Something for everyone and written and styled for the 24/7 world we live in." * Tony Cooke, HR Director, adidas Group *Table of Contents Section - PART ONE: An experiential revolution: the accelerating transformation of business and marketing; Section - 01: What is experiential marketing?; Section - 02: A whole new world: millennials, brand experiences and social media; Section - 03: The experience economy is here; Section - 04: Concept stores, the future of retail and pop-ups; Section - 05: Digital experiences, artificial intelligence in marketing and merged realities; Section - 06: The BETTER creative model: how to create unique experiential marketing ideas; Section - PART TWO SET MESSAGE: an activation framework for your experiential marketing strategy; Section - 07: Situation and background: exploring the business context for experiential marketing; Section - 08: Experiential objectives: how to creatively define and set your goals; Section - 09: Target audience: gathering holistic insights and understanding of your customers; Section - 10: Message: key communication of your brand message using experiential marketing; Section - 11: Experiential strategy: how to develop live brand experience strategies and frameworks; Section - 12: Selected locations and brand ambassadors for your experiential marketing strategy; Section - 13: Systems and mechanisms for measurement for experiential marketing planning; Section - 14: Action: how to deliver and project manage live brand experiences; Section - 15: Gauging effectiveness: creating a real-world test-and-learn approach for experiential marketing environments; Section - 16: Evaluation: interpreting and monitoring tangible results from experiential marketing; Section - 17: Conclusion: planning for the future of experiential marketing;

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Book SynopsisRowland Gee is former Chief Executive of Moss Bros Group plc. Under his leadership, Moss Bros entered a strategic business relationship with Hugo Boss, resulting in the UK establishment of the brand. He is co-founder of Grey4Gold Ltd, a professional skills matching service for retail. Danny Sloan was BAA Director of Planning 2012, ensuring BAA airports delivered the First and Lasting Impression for the UK across its airports during the London Olympics. He is co-founder of Grey4Gold Ltd. Graham Symes is an experienced finance director in retail and wholesale fashion, with clients including Harrods, Harvey Nichols, Selfridges, and Christian Lacroix.Trade Review"Retail is detail! If I had had the benefit of reading this book before I opened my first shop in The Royal Exchange, it would have been plain sailing." * Simon Crowther, Senior Executive in the retail, clothing and manufacturing industry *"When we first introduced the Hugo Boss brand to the UK, Rowland Gee fully understood the brand philosophy and its potential. Our unique marketing strategy, as well as the advanced styling and use of new materials, were warmly welcomed by the Cecil Gee clientele. This led to the eventual development of Hugo Boss standalone shops which were managed and run successfully by Rowland's company without ever compromising the ethos of the brand. This book highlights his wealth of experience and his expertise in retail." * Detlef Doerge, former Managing Director, Hugo Boss UK *"There are many grey areas in business along with the noise created by excessive information that doesn't address the real issues. The Retail Start-Up Book provides practical, up-to-date information from seasoned businessmen. It's an invaluable resource for anyone starting a business." * Toks Aruoture, Founder, The Baby Cot Shop *"Rowland was and still is one of the most passionate retailers on the UK high street. His energy has always stood out, as have his taste levels. He always taught those around him to have a can-do attitude in all circumstances, and The Retail Start-Up Book is a manifestation both of his enthusiasm and the generosity with which he offers guidance to new businesses." * Simon Berwin, former Managing Director, Berwin & Berwin Ltd *"Rowland Gee came on board at Me and Maya as a consultant for a year in 2016 to help streamline the business and steer it in the right direction. His help was invaluable in making me realize the brand had a market and that I should pursue selling online. This book brings much of that advice into one resource." * Lalita Russell-Smith, Founder, Me and Maya *Table of Contents Chapter - 00: Introduction; Section - ONE: Getting to grips with retail; Chapter - 01: The issues facing the UK retail trade today; Section - TWO: Creating your retail marketing plan; Chapter - 02: Analysing and positioning your retail business in the existing market; Chapter - 03: Generating a powerful SWOT analysis for your retail business; Chapter - 04: Planning your retail marketing strategy; Chapter - 05: Building your retail marketing mix; Chapter - 06: Winning in retail – know your market, know your customer; Chapter - 07: Understanding the basic principles of shopping; Chapter - 08: Attracting and retaining customers online, using on-brand content and social media; Section - THREE: Effective finance planning and control; Chapter - 09: How to kickstart your retail business; Chapter - 10: Generating a results-driven business plan; Chapter - 11: A straightforward guide to sales, stock and profit; Chapter - 12: Selection and management of retail systems and controls; Section - FOUR: Buying and visual merchandising; Chapter - 13: Step one to procurement and merchandising – Understand your business and the marketplace you will be entering; Chapter - 14: Efficient buying techniques to make money; Chapter - 15: Controlling and measuring product performance and establishing KPIs; Chapter - 16: Building and maintaining relationships in retail for long-term returns; Chapter - 17: Understanding customers’ behaviour and information overload – The need to make the product focused, visually clear and correctly price-positioned; Section - 18: Maximizing customer feedback and the visual experience; Chapter - 19: Visual merchandising – Managing space performance, layout and add-on selling to encourage purchase; Chapter - 20: Creating your global signpost through online merchandising; Section - FIVE: Challenges for bricks-and-mortar retailers; Chapter - 21: Understanding your lease – and how local authorities can benefit you; Section - SIX: How good should become sensational; Chapter - 22: Why good today is not good enough in the current retail trade; Chapter - 23: Conclusion – Your journey

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Book SynopsisKate Hartley is co-founder of Polpeo, a crisis simulation training consultancy that works with some of the biggest brands in the world. Hartley has 25 years' agency-side experience in crisis and reputation management and corporate PR. She has spoken and run workshops on the impact of social media on crisis management at international events including SXSW, The Global PR Summit, PR Week's Crisis Comms, and Social Media Today's Social Shake Up. She is a member of the CIPR and the PRCA, and sits on the PRCA's digital steering committee which is designed to shape digital best practice in the PR industry.Trade Review"A timely analysis of the environment in which crises emerge and must be managed." * Jonathan Hemus, Managing Director, Insignia *"Above all a sane and sympathetic approach to the people embroiled in a crisis at the sharp end. Buy this book, read it, follow Kate Hartley's advice and breathe more easily." * Adrian Wheeler, author of Crisis Communications Management and Writing for the Media *"Whilst the principles of crisis communications haven't changed the environment has - beyond recognition. Understanding what that means to the corporation under fire and how best they should engage with all stakeholder audiences is the essence of this book." * Alison Clarke FPRCA, FCIPR, Alison Clarke Consulting *Table of Contents Section - ONE: Understanding how consumer behaviour has changed; Chapter - 01: Kick a brand when it's down – Why we love to hate our favourite brands; Chapter - 02: The issue of declining trust in the spread of fake news; Chapter - 03: Who do I trust? The rise of individual influencers versus declining traditional media; Chapter - 04: It's outrageous! Understanding the new response to outrage and bad news, and the role of social media; Chapter - 05: I want it now – Managing consumer expectation for instant information; Chapter - 06: Profile of a troll – Understanding and dealing with trolling behaviour; Chapter - 07: The conscious consumer – The question complex and pressures of brand transparency; Section - TWO: The role of changing consumer behaviour in crisis management and response; Chapter - 08: The new challenges – Understanding the impact of changing consumer behaviour on crisis management strategies; Chapter - 09: What is acceptable in a crisis? How to differentiate business as usual versus crisis management; Chapter - 10: The social media Hydra: Principles of transparency versus suppression of information in crisis mitigation; Chapter - 11: Crises in action: Lessons learned from crisis responses from five major brands; Chapter - 12: The importance of telling the truth and its role in crisis and reputation management; Chapter - 13: Withstanding the attack: The importance of resilience in your communications teams; Section - THREE: Building your crisis communication strategy and response; Chapter - 14: The brain's response to a crisis and training your team to cope; Chapter - 15: Insights from crisis communication influencers on managing the threats facing brands; Chapter - 16: The role of leadership in a crisis and preparing your crisis team; Chapter - 17: Showing humanity and empathy in a crisis: When it counts and when it's empty; Chapter - 18: What do I do first? Getting your priorities right in a crisis; Chapter - 19: Harnessing the crowd: Using influencers and advocates to calm the crisis: An interview with Scott Guthrie; Chapter - 20: The role of technology in crisis management: Using predictive analysis, social listening, search data and insights; Chapter - 21: Practical steps to prepare, execute and analyse a crisis response (and avoid common pitfalls)

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Book SynopsisMichaël Valentin is Associate Director at OPEO, a consultancy specialized in industrial transformations. Having accumulated significant experience both as an operational manager in the automotive sector and as a McKinsey & Company consultant, Valentin now helps small to medium enterprises (SMEs) and large groups become industries of the future.Trade Review"The most up-to-date text on understanding Elon Musk's strategy." * Jean-Michel Lorenzi, President and CEO, FrontSwimmer *"This book is useful for business leaders. Each chapter contains an explanatory and a theoretical part, complete with many concrete examples. Tesla is the main theme of this book, but the author also investigates the practices of numerous other companies including General Electric, Bosch and Michelin." * Anne Feitz, Les Echos, Paris *Table of Contents Chapter - 01: Hyper manufacturing; Chapter - 02: Cross integration; Chapter - 03: Software hybridization; Chapter - 04: Tentacular traction; Chapter - 05: Story making; Chapter - 06: Start-up leadership; Chapter - 07: Men & machine learning; Chapter - 08: The 3 concentric circles of Teslism – A systemic model; Chapter - 09: Case studies

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Book SynopsisPR Smith is a marketing consultant, bestselling business author and inspirational speaker. He has helped hundreds of businesses, from innovative start-ups to established blue-chip companies. He is founder of SOSTAC Planning framework, voted in the Top 3 Business Models worldwide by the Chartered Institute of Marketing's Centenary Poll, and created the Great Sportsmanship Programme. Ze Zook is an integrated marketing author, lecturer, producer and consultant specializing in helping the creative industries fulfil both their missions and business goals. He is a visiting academic at Regent's University London and consults on digital marketing for private-sector disruptive start-ups.Trade Review"The authors have the uncommon knack of taking the complex and explaining it in a clear, compelling way. The latest edition of Marketing Communications is filled with examples to inspire you, and I recommend it if you want to learn the principles of strategic communications and get structured suggestions to create better campaigns." * Dave Chaffey, Co-founder and Content Director, Smart Insights *Table of Contents Section - ONE: Communications background and theories; Chapter - 01: New integrated marketing communications; Chapter - 02: Branding; Chapter - 03: Customer relationship management; Chapter - 04: Buyer behaviour; Chapter - 05: Communications theory; Chapter - 06: Marketing communications research; Chapter - 07: Marketing communications agencies; Chapter - 08: International marketing communications; Chapter - 09: The marketing communications plan; Chapter - 10: The changing communications environment; Section - TWO: Communications tools; Chapter - 11: Selling, social selling, marketing automation and martech; Chapter - 12: Advertising; Chapter - 13: Publicity and public relations; Chapter - 14: Sponsorship; Chapter - 15: Content marketing and other sales promotion; Chapter - 16: Direct mail, email, messaging and chatbots; Chapter - 17: Exhibitions, events and experiential marketing; Chapter - 18: Merchandizing and point of sale; Chapter - 19: Packaging; Chapter - 20: Owned media – websites and social media; Chapter - 21: Index

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Book SynopsisRowland Gee is former Chief Executive of Moss Bros Group plc. Under his leadership, Moss Bros entered a strategic business relationship with Hugo Boss, resulting in the UK establishment of the brand. He is co-founder of Grey4Gold Ltd, a professional skills matching service for retail. Danny Sloan was BAA Director of Planning 2012, ensuring BAA airports delivered the First and Lasting Impression for the UK across its airports during the London Olympics. He is co-founder of Grey4Gold Ltd. Graham Symes is an experienced finance director in retail and wholesale fashion, with clients including Harrods, Harvey Nichols, Selfridges, and Christian Lacroix.Trade Review"Retail is detail! If I had had the benefit of reading this book before I opened my first shop in The Royal Exchange, it would have been plain sailing." * Simon Crowther, Senior Executive in the retail, clothing and manufacturing industry *"When we first introduced the Hugo Boss brand to the UK, Rowland Gee fully understood the brand philosophy and its potential. Our unique marketing strategy, as well as the advanced styling and use of new materials, were warmly welcomed by the Cecil Gee clientele. This led to the eventual development of Hugo Boss standalone shops which were managed and run successfully by Rowland's company without ever compromising the ethos of the brand. This book highlights his wealth of experience and his expertise in retail." * Detlef Doerge, former Managing Director, Hugo Boss UK *"There are many grey areas in business along with the noise created by excessive information that doesn't address the real issues. The Retail Start-Up Book provides practical, up-to-date information from seasoned businessmen. It's an invaluable resource for anyone starting a business." * Toks Aruoture, Founder, The Baby Cot Shop *"Rowland was and still is one of the most passionate retailers on the UK high street. His energy has always stood out, as have his taste levels. He always taught those around him to have a can-do attitude in all circumstances, and The Retail Start-Up Book is a manifestation both of his enthusiasm and the generosity with which he offers guidance to new businesses." * Simon Berwin, former Managing Director, Berwin & Berwin Ltd *"Rowland Gee came on board at Me and Maya as a consultant for a year in 2016 to help streamline the business and steer it in the right direction. His help was invaluable in making me realize the brand had a market and that I should pursue selling online. This book brings much of that advice into one resource." * Lalita Russell-Smith, Founder, Me and Maya *Table of Contents Chapter - 00: Introduction; Section - ONE: Getting to grips with retail; Chapter - 01: The issues facing the UK retail trade today; Section - TWO: Creating your retail marketing plan; Chapter - 02: Analysing and positioning your retail business in the existing market; Chapter - 03: Generating a powerful SWOT analysis for your retail business; Chapter - 04: Planning your retail marketing strategy; Chapter - 05: Building your retail marketing mix; Chapter - 06: Winning in retail – know your market, know your customer; Chapter - 07: Understanding the basic principles of shopping; Chapter - 08: Attracting and retaining customers online, using on-brand content and social media; Section - THREE: Effective finance planning and control; Chapter - 09: How to kickstart your retail business; Chapter - 10: Generating a results-driven business plan; Chapter - 11: A straightforward guide to sales, stock and profit; Chapter - 12: Selection and management of retail systems and controls; Section - FOUR: Buying and visual merchandising; Chapter - 13: Step one to procurement and merchandising – Understand your business and the marketplace you will be entering; Chapter - 14: Efficient buying techniques to make money; Chapter - 15: Controlling and measuring product performance and establishing KPIs; Chapter - 16: Building and maintaining relationships in retail for long-term returns; Chapter - 17: Understanding customers’ behaviour and information overload – The need to make the product focused, visually clear and correctly price-positioned; Section - 18: Maximizing customer feedback and the visual experience; Chapter - 19: Visual merchandising – Managing space performance, layout and add-on selling to encourage purchase; Chapter - 20: Creating your global signpost through online merchandising; Section - FIVE: Challenges for bricks-and-mortar retailers; Chapter - 21: Understanding your lease – and how local authorities can benefit you; Section - SIX: How good should become sensational; Chapter - 22: Why good today is not good enough in the current retail trade; Chapter - 23: Conclusion – Your journey

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Book SynopsisKate Hartley is co-founder of Polpeo, a crisis simulation training consultancy that works with some of the biggest brands in the world. Hartley has 25 years' agency-side experience in crisis and reputation management and corporate PR. She has spoken and run workshops on the impact of social media on crisis management at international events including SXSW, The Global PR Summit, PR Week's Crisis Comms, and Social Media Today's Social Shake Up. She is a member of the CIPR and the PRCA, and sits on the PRCA's digital steering committee which is designed to shape digital best practice in the PR industry.Trade Review"A timely analysis of the environment in which crises emerge and must be managed." * Jonathan Hemus, Managing Director, Insignia *"Above all a sane and sympathetic approach to the people embroiled in a crisis at the sharp end. Buy this book, read it, follow Kate Hartley's advice and breathe more easily." * Adrian Wheeler, author of Crisis Communications Management and Writing for the Media *"Whilst the principles of crisis communications haven't changed the environment has - beyond recognition. Understanding what that means to the corporation under fire and how best they should engage with all stakeholder audiences is the essence of this book." * Alison Clarke FPRCA, FCIPR, Alison Clarke Consulting *Table of Contents Section - ONE: Understanding how consumer behaviour has changed; Chapter - 01: Kick a brand when it's down – Why we love to hate our favourite brands; Chapter - 02: The issue of declining trust in the spread of fake news; Chapter - 03: Who do I trust? The rise of individual influencers versus declining traditional media; Chapter - 04: It's outrageous! Understanding the new response to outrage and bad news, and the role of social media; Chapter - 05: I want it now – Managing consumer expectation for instant information; Chapter - 06: Profile of a troll – Understanding and dealing with trolling behaviour; Chapter - 07: The conscious consumer – The question complex and pressures of brand transparency; Section - TWO: The role of changing consumer behaviour in crisis management and response; Chapter - 08: The new challenges – Understanding the impact of changing consumer behaviour on crisis management strategies; Chapter - 09: What is acceptable in a crisis? How to differentiate business as usual versus crisis management; Chapter - 10: The social media Hydra: Principles of transparency versus suppression of information in crisis mitigation; Chapter - 11: Crises in action: Lessons learned from crisis responses from five major brands; Chapter - 12: The importance of telling the truth and its role in crisis and reputation management; Chapter - 13: Withstanding the attack: The importance of resilience in your communications teams; Section - THREE: Building your crisis communication strategy and response; Chapter - 14: The brain's response to a crisis and training your team to cope; Chapter - 15: Insights from crisis communication influencers on managing the threats facing brands; Chapter - 16: The role of leadership in a crisis and preparing your crisis team; Chapter - 17: Showing humanity and empathy in a crisis: When it counts and when it's empty; Chapter - 18: What do I do first? Getting your priorities right in a crisis; Chapter - 19: Harnessing the crowd: Using influencers and advocates to calm the crisis: An interview with Scott Guthrie; Chapter - 20: The role of technology in crisis management: Using predictive analysis, social listening, search data and insights; Chapter - 21: Practical steps to prepare, execute and analyse a crisis response (and avoid common pitfalls)

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Book SynopsisThis work outlines an approach to a strategic planning process that ties together customer and shareholder value with the aim of transforming these concepts from empty slogans to measurements as precise as profit and cash flow.Table of ContentsPrefaceThe Authors Part One: Introduction and Principles 1. Using the Market Value Process 2. Learning the Principles Part Two: The Diagnosis 3. Winning Customers with Creative Market Definition 4. Using Scenarios to Envision Market Evolution 5. Will the Market Reward Your Investment? 6. Delivering Quality Through Product and Non-productBenefits 7. Pricing to Please Customers and Shareholders 8. Managing Internal Costs Part Three: The Bridge 9. Building Profitable Precision Strategies Part Four: The Payoff 10. Mapping Poststrategy Customer Value 11. Envisioning Revenue Growth 12. Mapping Shareholder Value 13. Selecting Strategies, Setting Objectives, and AllocatingResources 14. Implementing Presicion Strategies AppAndix: An Overview of a Precision Strategy GlossaryNotesIndex

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Book SynopsisSage Advice on Going Global Root''s perspective is extremely insightful, and clearly the work of one who knows his topics from personal experience. It encapsulates what some of us have taken decades to learn through trial and error. --Larry D. Bouts, president, International Division, Toys-R-Us, Inc. The North American Free Trade Agreement, the new European common market, and the opening of Eastern Europe--among other recent geopolitical developments--have created unprecedented opportunities for American companies seeking to enter foreign markets. This guide offers executives practical advice, recently updated and expanded, on deciding which markets to enter, choosing a product for international distribution, designing an entry strategy, and developing an effective international marketing plan.Table of ContentsFigures xi Tables xiii Preface xv 1. Designing Entry Strategies for International Markets 1 The Elements of Entry Strategy 2 Classification of Entry Modes 5 Factors Influencing the Choice of the Entry Mode 8 Dynamics of Entry Mode Decisions 15 The International Marketing Plan 18 A Logical Flow Model of the Entry Decision Process 21 Summary 21 2. Deciding on the International Product Candidate and Target Market 25 Choosing the Candidate Product 25 Adapting Products for International Markets 29 Preliminary Screening of Country Markets 33 Estimating Industry Market Potentials 38 Estimating Company Sales Potentials 41 Summary 46 Annotated Bibliography of International Statistical Information 50 3. Entering International Markets through Exports 53 Exporting as a Learning Experience 53 Direct Exporting 55 Determining the Direct Export Channel 59 Choosing a Foreign Agent/Distributor 63 Export Operations 70 Getting Started in Export 76 Summary 80 4. Entering International Markets through Licensing and Other Contractual Arrangements 85 Licensing as a Primary Entry Mode 86 Protecting Industrial Property Rights Abroad 88 Profitability Analysis of a Proposed Licensing Venture 94 Negotiating the Licensing Agreement 98 Legal and Government Constraints on Licensing 108 International Franchising 109 Other Contractual Entry Modes 112 Summary 118 5. Entering International Markets through Investment 123 General Appraisal of the Investment Entry Mode 123 The Decision to Invest in a Target Country 126 Analyzing the Foreign Investment Climate: Assessing Political Risk 128 Analyzing the Foreign Investment Project: Assessing Political Risk 128 Analyzing the Foreign Investment Project: Assessing Profitability 136 Investment Entry through Acquisition 142 Investment Entry through Equity Joint Venture 146 Entry Negotiations with Host Governments 153 Summary 154 6. Deciding on the Right Entry Mode 159 The Naïve Rule 159 The Pragmatic Rule 160 The Strategy Rule 160 Comparing Entry Modes: An Approach 162 Summary 198 7. Designing the International Marketing Plan 171 The International Marketing Plan 171 Segmenting the Target Country Market 175 Pricing for International Market Entry 179 Deciding on an International Promotion Strategy 187 A Note to the Reader 198 Summary 198 8. Designing Entry Strategies in a Global Enterprise System 203 The Global Enterprise System 203 Organizing the Global Enterprise 207 Planning Entry Strategies in a Global Enterprise System 216 Grouping Country Markets for Common Marketing Strategies 223 Controlling Entry Strategies 227 Summary 232 9. Designing and Managing Entry Strategies Across Cultural Differences 237 What Is Culture? 238 Communicating Across Cultures 241 Negotiating Across Cultures 252 Developing Cultural Understanding 255 Summary 259 Index 265 About the Author 271

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Book SynopsisSelling Technology offers a look at high-tech markets from within, through the experience of salespeople, purchasing agents, and engineers who construct markets for emergent technologies through their daily engagement in sales interactions. Although...Trade Review"Asaf Darr provides us with a much-needed look at the work of sales. While sales is an important part of the service sector, it is surprisingly understudied by social scientists. Yet information about the work of sales, and service work in general, is critical in an economy where jobs increasingly move across national boundaries. Darr puts a human face (or perhaps more accurately, faces) on such work. He demonstrates that salespersons come in a wide variety of forms, and the skills they use and the settings they work in are varied. In this sense, the very word 'salesperson' obscures as much as it reveals. Selling Technology encourages us to get behind the often inadequate labels of jobs in the information economy in order to ask, What is this work really about? Yet Darr's book is of more than academic importance, for it reminds us that preparing ourselves and other people for future worlds of work is best grounded in a firm understanding of how work is accomplished today. It is thus essential reading for anyone who wants to understand the growing worldwide importance of service work." -- Charles Darrah, San Jose State University

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Book SynopsisThis book gives students, practitioners, and managers a set of practical and valuable tools for designing and analyzing experiments, emphasizing applications in marketing and service operations such as website design, direct mail campaigns, and in-store tests.Trade Review"This is the first book which is particularly devoted to applications of experimental design in marketing, service operations and general business problems. he authors give an easy to read non-technical treatment of full and fractional factorial designs supplemented by 13 cases."—Austrian Journal of Statistics"Ledolter and Swersey succeed in conveying their passion for experimental design and sharing the power and practical value of these methods. The real-world examples used in the book are excellent."—Bovas Abraham, University of Waterloo"The authors present a wealth of interesting examples, many of which come from marketing, to minimize mathematical formalism and to help students learn how experimental design methods work and why they are so potentially useful. At last we have an accessible and relevant resource to learn about these powerful ideas."—Bert Gunter, Principal Biostatistician, Genentech"Ledolter and Swersey bring the powerful methodology of statistically designed experiments to the market researcher and service systems analyst. They provide a wealth of detailed real world examples, share many practical insights, and provide just the right amount of theory so that the methods can be understood and used properly. This is an empowering book." —Peter Kolesar, Professor Emeritus, Columbia Business School"The authors are to be commended for their presentation of an eminently readable text that broadly—yet thoroughly—exposes marketers to statistical experimentation. The marketing practitioner will find case studies that amply demonstrate the benefits of the experimental approach. The marketing researcher will find assured guidance on how to design, execute, and analyze experiments of some complexity. This unique combination makes it a timely, important, and highly recommended text." —Martin Koschat, International Institute for Management Development"The exposition is crisp and the basic concepts of experimental design are made readily accessible through uncommonly clear explanations. The strong emphasis on the efficiency of factorial experimentation over changing one factor at a time provides the reader with clear understanding of the benefits of the former approach." —American Statistician"The authors are to be commended for writing a book that specifically targets the use of Design of Experiments (DOE) in non-manufacturing environment...This book fills an important void in the DOE because it targets an application area of DOE where very little has been previously published." —Journal of Quality TechnologyTable of ContentsContents Chapter 1 Introduction 000 Chapter 2 A Review of Basic Statistical Concepts 000 Chapter 3 Testing Differences Among Several Means: Completely Randomized and Randomized Complete Block Experiments 000 Chapter 4 Two-Level Factorial Experiments 000 Chapter 5 Two-Level Fractional Factorial Designs 000 Chapter 6 Plackett-Burman Designs 000 Chapter 7 Experiments with Factors at Three or More Levels 000 Chapter 8 Nonorthogonal Designs and Computer Software for Design Construction and Data Analysis 000 Appendix Case Studies 000 References 000 Index 000

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Book SynopsisPoint of Sale examines media retail as a vital component in the study of popular culture. It brings together fifteen essays by top media scholars that show how retail matters as a site of significance to culture industries as well as a crucial locus of meaning and participation for consumers. Trade Review"Herbert, Johnson, and their authors valuably expand our understanding of media retail—a largely overlooked node of media circulation. The book offers an excellent range of cases, themes, and issues that both ground these processes historically and address adjustments introduced by digital distribution." -- Amanda Lotz * author of We Now Disrupt This Broadcast *"Attention media shoppers! Do not miss this truly original, eloquent argument for retail as an enduring, vital, and complex cultural space in entertainment’s digital age." -- Jennifer Holt * author of Empires of Entertainment *"A valuable resource. Recommended." * Choice *"[A] signal and important contribution to Media Studies...Herbert and Johnson, and their contributors, have done great service to our understanding on how to link media consumption with Retail Studies." * Television and New Media *Table of ContentsContents Introduction: Media Studies in the Retail Apocalypse Derek Johnson and Daniel Herbert Part I: Retail and New Media Technologies Chapter 1: Industrial Crossroads or Cross Purposes? Circuit City, DIVX, and the History of Multi-functional Media Retailers Daniel Herbert Chapter 2: Amazon, Bookseller: Disruption and Continuity in Digital Capitalism Emily West Chapter 3: The First Sale Doctrine and U.S. Media Retail Gregory Steirer Chapter 4: Game Retail and Crowdfunding Heikki Tyni and Olli Sotamaa Chapter 5: The App Store: Female Consumers, Shopping, and Digital Culture Elizabeth Affuso Part II: Media and the Politics of Constructing Retail Space Chapter 6: Shelf Flow: Spatial Logics, Product Categorizations, and Media Brands at Retail Avi Santo Chapter 7: Get Your Cape On: Target’s Invitation to the DC Universe Ethan Tussey and Meredith Bak Chapter 8: Shop, Makeover, Love: Transformative Paratexts and Aspirational Fandom for Female-Driven Franchises Courtney Brannon Donoghue Chapter 9: Female Treble: Gender, Record Retail, and a Play for Space Tim J. Anderson Chapter 10: “It’s Not Just Commerce, It’s Community”: Erotic Media and the Feminist Sex-Toy Store Revolution Lynn Comella Part III: Practices and Participation in Media Retail Communities Chapter 11: Comic Book Stores as Sites of Struggle Benjamin Woo and Nasreen Rajani Chapter 12: From Dealer’s Room to Exhibit Hall: Comic Retailing and the San Diego Comic-Con Erin Hanna Chapter 13: The Changing Scales of Diasporic Media Retail Evan Elkins Chapter 14: Delivering Media: The Convenience Store as Media Mix Hub Marc Steinberg Chapter 15: Retail Wizardry: Constructing Media Fantasies from the Point of Sale Derek Johnson

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Book SynopsisPoint of Sale examines media retail as a vital component in the study of popular culture. It brings together fifteen essays by top media scholars that show how retail matters as a site of significance to culture industries as well as a crucial locus of meaning and participation for consumers. Trade Review"Herbert, Johnson, and their authors valuably expand our understanding of media retail—a largely overlooked node of media circulation. The book offers an excellent range of cases, themes, and issues that both ground these processes historically and address adjustments introduced by digital distribution." -- Amanda Lotz * author of We Now Disrupt This Broadcast *"Attention media shoppers! Do not miss this truly original, eloquent argument for retail as an enduring, vital, and complex cultural space in entertainment’s digital age." -- Jennifer Holt * author of Empires of Entertainment *"A valuable resource. Recommended." * Choice *"[A] signal and important contribution to Media Studies...Herbert and Johnson, and their contributors, have done great service to our understanding on how to link media consumption with Retail Studies." * Television and New Media *Table of ContentsContents Introduction: Media Studies in the Retail Apocalypse Derek Johnson and Daniel Herbert Part I: Retail and New Media Technologies Chapter 1: Industrial Crossroads or Cross Purposes? Circuit City, DIVX, and the History of Multi-functional Media Retailers Daniel Herbert Chapter 2: Amazon, Bookseller: Disruption and Continuity in Digital Capitalism Emily West Chapter 3: The First Sale Doctrine and U.S. Media Retail Gregory Steirer Chapter 4: Game Retail and Crowdfunding Heikki Tyni and Olli Sotamaa Chapter 5: The App Store: Female Consumers, Shopping, and Digital Culture Elizabeth Affuso Part II: Media and the Politics of Constructing Retail Space Chapter 6: Shelf Flow: Spatial Logics, Product Categorizations, and Media Brands at Retail Avi Santo Chapter 7: Get Your Cape On: Target’s Invitation to the DC Universe Ethan Tussey and Meredith Bak Chapter 8: Shop, Makeover, Love: Transformative Paratexts and Aspirational Fandom for Female-Driven Franchises Courtney Brannon Donoghue Chapter 9: Female Treble: Gender, Record Retail, and a Play for Space Tim J. Anderson Chapter 10: “It’s Not Just Commerce, It’s Community”: Erotic Media and the Feminist Sex-Toy Store Revolution Lynn Comella Part III: Practices and Participation in Media Retail Communities Chapter 11: Comic Book Stores as Sites of Struggle Benjamin Woo and Nasreen Rajani Chapter 12: From Dealer’s Room to Exhibit Hall: Comic Retailing and the San Diego Comic-Con Erin Hanna Chapter 13: The Changing Scales of Diasporic Media Retail Evan Elkins Chapter 14: Delivering Media: The Convenience Store as Media Mix Hub Marc Steinberg Chapter 15: Retail Wizardry: Constructing Media Fantasies from the Point of Sale Derek Johnson

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Book SynopsisMarketing is an essential part of any business and the business of agriculture is no exception to this rule. Written by an experienced educator with expertise in futures markets, hedging, and technical price analysis, Marketing Grain & Livestock, 2nd Edition teaches the basics of commodities marketing by farmers, ranchers, grain elevators, packers, and processors. Building upon what made the first edition so appealing user-friendly, understandable writing Stasko writes for his audience in clear-cut concise vernacular. In his revamped second edition, he has included updated figures, charts, and diagrams to illustrate major points. Stasko's book emphasizes thorough explanations and applications while providing practical examples in every chapter. All new features of the second edition: A new chapter devoted to electronic trading Detailed explanation of the most commonly used cash contracts Seasonal fluctuTable of Contents1) Introduction,. 2) The Mindset for Marketing,. 3) The Futures Market,. 4) Hedging,. 5) Options,. 6) Selecting a Brokerage Firm,. 7) Advanced Pricing Strategies,. 8) Cash Contracting,. 9) Electronic Marketing,. 10) Fundamental Price Analysis,. 11) Technical Price Analysis

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Book SynopsisDiscusses the phenomenon of Pokemon in a transnational and multidisciplinary perspectiveTrade Review“I took a peek at the table of contents for Pikachu’s Global Adventure, then read a little of the introduction, and the next thing I knew I was deep, deep in the book and didn’t want to stop. The writing was that engaging, the information and arguments that compelling.”—Henry Jenkins, coeditor of Hop on Pop: The Politics and Pleasures of Popular Culture“The contributors to this volume are the smartest scholars working today in the areas of global media and children’s media. This book tells an entertaining and surprising tale of how the little Japanese Pokémon transformed children’s culture and global media economics. The changes that Pikachu wrought are only the beginning of fascinating new trends in role-playing games, video games, cartoons, and toys and the accelerated spread of such fads via the Internet.”—Ellen Seiter, author of Sold Separately: Children and Parents in Consumer Culture“Pikachu’s Global Adventure is a compelling volume, as each essay offers new insights with few weak links or needless repetition.” -- Jason Mittell * Popular Communication *“A valuable contribution to debates about the guiding forces and diverse effects of global media cultures. . . . The fascinating Pikachu’s Global Adventure extends the study of contemporary Japan by taking seriously transnational media in reconfiguring the boundaries of ‘Japanese culture.’” -- Ian Condry * Journal of Asian Studies *"The contributors to this volume provide thoughtful explanations to account for the popularity of Pokémon among children in Japan, America, Israel, and France. Although these essays focus on Pokémon, many of the insights found in this book are also applicable to other examples of children's popular culture that have Japanese origins." -- Mark I. West * Children's Literature Association Quarterly *Table of ContentsI. Contexts and Issues 1. Introduction / Joseph Tobin 3 2. Structure, Agency, and Pedagogy in Children's Media Culture / David Buckingham and Julian Sefton-Green 1 3. Cuteness as Japan's Millennial Product / Anne Allison 34 II Global Circulation 4. How "Japanese" Is Pokemon? / Kiochi Iwabuchi 53 5. Localizing the Pokemon TV Series for the American Market / Hirofumi Katsuno and Jeffery Maret 80 6. Panic Attacks: Anti-Pokemon voices in Global Markets / Christine R. Yano 108 III Places and Practices 7. Initiation Rites: A Small Boy in a Poke-World / Julian Sefton-Green 141 8. Pokemon in Israel / Dafna Lemish and Linda-Renee Bloch 165 9. How Much Is a Pokemon Worth? Pokemon in France / Gilles Brougere 187 IV Pokemon Goes to School 10. Localizing Pokemon through Narrative Play / Helen Bromley 211 11. The Multiple Identities of Pokemon Fans / Rebekah Willett 226 12. Masculinity, Maturity, and the End of Pokemon / Samuel Tobin 241 13. Conclusion: The Rise and Fall of the Pokemon Empire / Joseph Tobin 257 Contributors 293 Index 295

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Book SynopsisThis stimulating book scrutinizes how emotions function in consumers, from both a psychological and a managerial perspective. It demonstrates how gratitude, happiness, guilt, anger, pride and sadness determine different post-consumption behaviours such as positive and negative word of mouth, repurchase intention and complaint behaviour.Trade ReviewA structured, scientific approach to the study of emotional responses that is of interest to both managers and consumers. For marketing managers, this book proposes a simple method to understand how individual emotions, such as guilt or happiness, influence specific post-purchase behaviors. For consumers, it illustrates the broader implications of emotions that are routinely experienced while choosing, buying, and consuming products and services. Overall, the author deals with the elusive, complex, but highly fascinating subject of emotions and consumer behaviour in a lucid and coherent manner. --Simona Botti, London Business School, UKTable of ContentsContents: Preface 1. Consumer Emotions and Behaviour 2. Happiness and Unhappiness 3. Pride and Sense of Guilt 4. Anger and Gratitude 5. Consumption Emotions and the Determination of Post-consumption Behaviour References Index

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Book SynopsisDistribution channels are the most complex element of the marketing mix to fully grasp and to profitably manage. Channel management topics include value creation, interorganizational knowledge transfer, contract design, governance and control, and relationship management.Trade Review'Finally! We have a book that synthesizes the vast and long literature on marketing channels. As future researchers grapple with questions in the age of online channels of distribution, the contributions in this book, from leading thinkers in our field, will prove invaluable.' --Anthony Dukes, University of Southern California, US'This Handbook provides a delightful guide full of important information for academians and practitioners related to distribution channels. It covers a variety of topics, ranging from empirical issues such as how firms locate their offerings in the value chain and monitor their partners' performance to conceptual issues such as channel design, channel coordination, and channel governance. Read this - and learn from one of the best.' --Qiong Wang, University of Oklahoma, USTable of ContentsContents: Preface Charles A. Ingene and James R. Brown 1. Introduction James R. Brown and Charles A. Ingene Part I Location In A Value Chain: Conceptual And Analytical Perspectives 2. Choosing Value-Chain Locations In Marketing Channels: Integrating Service-Dominant Logic And Product-Form Strategy Perspectives Mrinal Ghosh, Kellilynn M. Frias and Robert F. Lusch 3. Optimal Channel Structure Of A Proprietary Component Manufacturer: The Impact Of Price- Versus Quantity-Competition Ngan N. Chau and Ramarao Desiraju 4. Platform Retailing: From Offline “Stores Within A Store” To Online “Marketplaces” Kinshuk Jerath and Z. John Zhang Part II Organizational Control, Learning And Conflict 5. Organizational Control In Marketing Channels: A Meta-Analytic Review James R. Brown and Jody L. Crosno 6. Organizational Learning And Inter-Organizational Knowledge Transfer Ravipreet S. Sohi and A. Lynn Matthews 7. Managing Channel Conflict: Insights From The Current Literature Kamran Eshghi and Sourav Ray Part III Analytical Approaches To Multi-Channel Research 8. Modeling Multichannel Supply Chain Management With Marketing Mixes: A Survey Gangshu (George) Cai, Yue Dai and Wenzhu Zhang 9. Information Management And Contract Design Under Supplier Encroachment Zhuoxin Li, Stephen Gilbert and Guoming Lai Part IV Modelling Channel Coordination 10. Models Of Channel Coordination S. Chan Choi, Ju Myung Song, Xiaowei Xu and Yao Zhao 11. Interpretation Of Product Differentiation In Linear Demand Functions Sang-June Park and Richard Staelin 12. Social Preferences And Distribution Channels Tony Haitao Cui, Paola Mallucci, Jagmohan Raju and Z. John Zhang Part V Channel Relationships 13. Relationship Dynamics: Understanding Continuous And Discontinuous Relationship Change Colleen M. Harmeling and Robert W. Palmatier 14. Business Buyers Are People Too: Phenomenology And Symbolic Interaction In Buyer Relationships Mark B. Houston, Christopher P. Blocker and Daniel J. Flint 15. Performance Impact Of Distribution Expansion: A Review And Research Agenda Jonathan D. Hibbard, Manish Kacker & Farhad Sadeh Part VI Conceptual Approaches To Channel Design And Governance 16. A Transaction Cost Approach To Channel Design With Application To Multi-Channels Settings George John, Madhu Viswanathan and Mrinal Ghosh 17. Trust-Based Hybrid Governance In Geographical Indication Supply Chains Alan J. Malter and Pelin Bicen 18. Resale Price Maintenance After Leegin: Marketing Literatures For Future Research Gregory T. Gundlach and Rachel E. Paul Part VII Conceptual Approaches To Multi-Channel Research 19. Design And Management Of Multi-Channel Distribution In B2b Environments Alberto Sa Vinhas & Jean Johnson 20. Franchising Research In Marketing: Suggestions For Future Research Sudha Mani, Kenneth H. Wathne and Kersi D. Antia 21. An Empirical Examination Of The Dark Side Of Relationship Marketing Within A Business-To-Business Context Brent L. Baker, Rajiv P. Dant and Scott K. Weaven Part VIII Conceptualizing Distribution Channels 22. Putting It All Together: A Conceptual Framework For Integrating Distribution Channels Research James R. Brown and Charles A. Ingene 23. Conceptualizing A Comprehensive Theory Of Distribution Channels Charles A. Ingene and James R. Brown Postscript “A Gentle Giant: He Was Taken From Us Too Young, Too Early” James R. Brown and Charles A. Inge Index

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Book SynopsisTrade Review‘This is a useful source book for those seeking an overview of different approaches to the challenges of place marketing and branding. It will appeal to researchers and graduate students looking for interesting questions to tackle.’ -- Greg Richards, Journal of Urban Affairs‘A new academic book is out, on the marketing of places, and this one is a refreshing read. Boasting contributions of many of the world’s leading place marketing thinkers, the book is essential in that it reflects current thinking on the topic, often with a (most welcome) critical eye.’ -- TPBO: The Place Brand Observer‘This volume clearly describes the research potential in place marketing/branding. Researchers and doctoral students with an interest in place marketing or branding, or any related topic in international or global marketing, will find many stimulating ideas and illustrative examples in this volume.’ -- C. Anthony Di Benedetto, Journal of International Consumer Marketing?‘In a field not noted for its sense of direction or purpose, Papadopoulos and Cleveland have achieved that rare goal: a properly curated collection. They have done this with intelligence and panache, so this book should move the field forward, and is also a pleasure to read. Highly recommended.’ -- Simon Anholt, Independent policy advisor, UK, and Founder, Anholt-Ipsos Nation Brands Index and City Brands Index‘Country and place branding has emerged as one of the hottest topics in international marketing. Leading scholars Nicolas Papadopoulos and Mark Cleveland put together a book that is the ultimate resource on the subject. The book combines relevance and academic rigor. A must read for policy makers, managers, and academics.’ -- Jan-Benedict Steenkamp, Knox Massey Distinguished Professor of Marketing, University of North Carolina, US‘For too long the fields of place marketing and branding on the one hand, and country of origin and country image on the other, have evolved in parallel, with minimal integration between these two highly related areas. This timely book provides an excellent, focused and insightful synthesis of these research silos.‘ -- Keith Dinnie, University of Dundee School of Business, UK‘Papadopoulos and Cleveland have composed a fascinating research volume. They connect scholarship from two distinct fields: the marketing of places and the marketing of products based on ‘‘country-of-origin‘‘. Each field has evolved independently of the other but, as the volume shows, each could also benefit greatly from the knowledge created in the other.‘ -- Alain Verbeke, Editor-in-Chief, Journal of International Business Studies and McCaig Research Chair in Management, University of Calgary, CanadaTable of ContentsContents: Introduction: the ‘country’ vs. ‘place’ and ‘marketing’ vs. ‘branding’ conundrum 1 Nicolas Papadopoulos and Mark Cleveland PART I ‘BIRDS OF A FEATHER, ALL OVER THE PLACE’: MY NEIGHBOURHOOD, MY TOWN, MY COUNTRY 1 Conceptions of place: from streets and neighbourhoods to towns, cities, nations, and beyond 9 Gary Warnaby and Dominic Medway 2 Place brands: why, who, what, when, where, and how? 26 Mihalis Kavaratzis and Magdalena Florek 3 Will the twain ever meet? ‘Place’ vs. ‘country’ in research and practice 40 Nicolas Papadopoulos and Mark Cleveland 4 Six propositions for place marketing: a critical discussion of the current state of our field 63 Sebastian Zenker PART II ‘A CASE OF MISTAKEN IDENTITY?’: RESIDENTS AND IDENTITY POLITICS IN PLACE AND SPACE 5 In search of a place brand identity model 77 Magdalena Florek 6 From participation to transformation: the multiple roles of residents in the place brand creation process 97 Alia El Banna and Ioana S. Stoica 7 Peoplescapes and placemaking in a multicultural world: residents’ identity, attachment, and belonging 114 Andrea Insch 8 The fabric of person–place–time: what metaphors from outer space can teach us in place branding 135 Mark Cleveland and Nicolas Papadopoulos PART III ‘A PLACE IS WORTH A THOUSAND WORDS’: A SMORGASBORD OF COUNTRY IMAGES AND EFFECTS 9 ‘New perspectives welcome’: a case for alternative approaches to country of origin effect research 158 Mikael Andéhn and Jean-Noël Patrick L’Espoir Decosta 10 The effects of stereotyping on place/country image perceptions 174 Peter Magnusson and Stanford A. Westjohn 11 Consumer dispositions and product connections to places: from parochialism to cosmopolitanism and beyond 192 Mark Cleveland, Nicolas Papadopoulos, and Boris Bartikowski 12 Country of origin cues in advertising: theoretical insights and practical implications 212 Fabian Bartsch and Katharina Petra Zeugner-Roth 13 Cross-border acquisitions and offshoring strategies: the effects on country/place image and reputation 228 Michela Matarazzo PART IV ‘HERE, THERE, AND EVERYWHERE’: ADVANCES, ADVERSITIES, APPLICATIONS, AND ASSOCIATIONS IN ‘COUNTRY’ AND ‘PLACE’ MARKETING 14 The role of advertising in place branding 247 Rick T. Wilson 15 Place branding as an instrument in strategic spatial planning: insights from urban regions in Western Europe and North America 265 Eduardo Oliveira and Anna M. Hersperger 16 Popular culture and place-associated products in country image 282 Candace L. White 17 Understanding ‘public diplomacy’, ‘nation branding’, and ‘soft power’ in showcasing places via sports mega-events 298 Nina Kramareva and Jonathan Grix 18 Place branding for sustainable development: the role of tourism in sustainable place branding strategies 319 Anette Therkelsen, Laura James, and Henrik Halkier 19 Place branding practice and scholarship: where we are and whither we may be going 337 Robert Govers Epilogue: ‘Between a rock and a hard PLACE’ 342 Mark Cleveland and Nicolas Papadopoulos Index 350

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Book SynopsisPerforming an in-depth exploration of the gendered nature of marketing theory and practice, this timely book unpacks the many ideological assumptions embedded in marketing thought and action.Trade Review‘Gendered Marketing, by Maclaran and Chatzidakis, offers a compelling and clear synthesis of contemporary feminist and gender theories and their uses in debates in this field of Marketing and Consumer Behaviour. By providing the conceptual tools for re-writing the texts of this field that so often render gender and its consequences surreptitiously invisible, Gendered Marketing demonstrates how gender and feminism continue to challenge and matter.’ -- Lydia Martens, Keele University, UK‘With remarkable elegance and precision, Pauline Maclaran and Andreas Chatzidakis explore and overturn the traditional male-centred nature of marketing and consumer scholarship. Astutely deploying a range of feminist and other critical insights, Gendered Marketing enables us to think through diverse solidarities to envision altogether more creative, progressive and egalitarian marketing and consuming practices. Not to be missed in any progressive pedagogy!’ -- Lynne Segal, Birkbeck, University of London, UK‘Maclaran and Chatzidakis offer a palette of feminist theories and marketing applications, covering a range of topics from history to ad representations, products and services to technoporn, ecology to macho organization culture. Equal parts critique and pragmatic intervention, this book is essential reading for students and practitioners to better understand and traverse today’s gender minefield. The authors explain why things change, yet remain the same, and how marketers and consumers can and must do better.’ -- Lisa Peñaloza, KEDGE Business School, France‘Gendered Marketing is a must-read for those interested in the intersection of gender(s) and marketing. It offers rich and historically contextualized insights on both practice and research related to gendered marketing. And it offers a productive reflection on whether, and how, marketing might eventually be “de-gendered”. Its messages are timely, and relevant for scholars, activists and practitioners alike.’ -- Eileen Fischer, Professor of Marketing, Schulich School of Business, York University, Canada‘Gendered Marketing, by Maclaran and Chatzidakis, offers a compelling and clear synthesis of contemporary feminist and gender theories and their uses in debates in this field of Marketing and Consumer Behaviour. By providing the conceptual tools for re-writing the texts of this field that so often render gender and its consequences surreptitiously invisible, Gendered Marketing demonstrates how gender and feminism continue to challenge and matter.’ -- Lydia Martens, Keele University, UK‘With remarkable elegance and precision, Pauline Maclaran and Andreas Chatzidakis explore and overturn the traditional male-centred nature of marketing and consumer scholarship. Astutely deploying a range of feminist and other critical insights, Gendered Marketing enables us to think through diverse solidarities to envision altogether more creative, progressive and egalitarian marketing and consuming practices. Not to be missed in any progressive pedagogy!’ -- Lynne Segal, Birkbeck, University of London, UK‘Maclaran and Chatzidakis offer a palette of feminist theories and marketing applications, covering a range of topics from history to ad representations, products and services to technoporn, ecology to macho organization culture. Equal parts critique and pragmatic intervention, this book is essential reading for students and practitioners to better understand and traverse today’s gender minefield. The authors explain why things change, yet remain the same, and how marketers and consumers can and must do better.’ -- Lisa Peñaloza, KEDGE Business School, France‘Gendered Marketing is a must-read for those interested in the intersection of gender(s) and marketing. It offers rich and historically contextualized insights on both practice and research related to gendered marketing. And it offers a productive reflection on whether, and how, marketing might eventually be “de-gendered”. Its messages are timely, and relevant for scholars, activists and practitioners alike.’ -- Eileen Fischer, Professor of Marketing, Schulich School of Business, York University, CanadaTable of ContentsContents: 1. Introduction: an overview of gendered marketing 2. Breaking the silences: women in the history of marketing thought and practice 3. Marketing communications: selling or smashing stereotypes? 4. Gendering products and services: from design to brand 5. Marketing’s free externalities: the well-being of human and non-human others 6. Who cares for the marketing organisation? 7. Can marketing be de-gendered? References Index

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Book SynopsisGive your business a successful credit and collections plan with this easy and clear guide Over 100,000 businesses have slow or non-paying customers. Yet very few actually have a workable plan for claiming the missing revenue that results. This book gives you a complete solution and tool set to ensure your business maximizes its collections while maintaining an effective, profitable credit plan. You''ll discover how to set up an efficient in-house credit policy that not only lets you collect more debts, but also boost sales, increase cash flow, and grow profits. Step-by-step credit management instructions show you how to weed out bad-paying customers, add more good-paying customers, collect on past-due balances, avoid bad debt, and limit credit risk. Contains all needed forms to set up and implement an effective credit policy Author is a popular columnist for several newspapers and national magazines, and appears regularly in the media as a go-to Table of ContentsForeword Harry A. Strausser III ix Preface xiii Chapter 1 What Is Credit Management? 1 Chapter 2 How Credit Affects Business 65 Chapter 3 Effective Payment Arrangements 77 Chapter 4 Handling Customer Deductions 101 Chapter 5 Debt Collection Calls 109 Chapter 6 Using E-Mail in Collections 119 Chapter 7 Using Social Media in Collections 145 Chapter 8 Third Party Collection Services 157 Chapter 9 Debt Collection Laws, Rules, and Regulations 169 Conclusion 197 About theAuthor 201 Index 203

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Book SynopsisEvery successful brand in history is inherently unpopular with a specific demographic. Somewhere along the way, people felt they had to be popular in order to be successful, when in fact, the opposite is true. The brands playing in the space you want to dominate have already figured out the inherent power of being unpopular. In The Power of Unpopular, you''ll discover the difference between flash-in-the-pan brand tactics and those designed to place you miles above the competition. Brand Personality: What''s yours? Explore the importance of taking a stand and why brands become road kill without a distinct personality. Community: It''s the number one thing that unpopular brands have figured outlearn how to build yours. Brand Advocacy: It knows no scale and your fans don''t care how big you are. A guide for businesses on the proper care and feeding of their biggest asset. Erika Napoletano''s irreverent yet never insincere tone takes readers on a cTable of ContentsAcknowledgments ix Introduction: Lessons Learned from a Lippy Lady on an Airplane xi Chapter 1 Rethinking Unpopular 1 Chapter 2 Identifying Your Audience 23 Chapter 3 Personality—Pick One 47 Chapter 4 Approachability—Putting Out theWelcome Mat 75 Chapter 5 Sharability—Getting Your Audience to the Rooftops (and Letting Them Shout) 107 Chapter 6 Scalability—News Flash: You Can’t Do Everything Yourself 129 Chapter 7 Profitability—The Money’s Gotta Come from Somewhere 147 Chapter 8 Finally—They Hate Me! 165 Chapter 9 The Backyard Economy—A Bit on Nurturing What We’ve Built . . . 179 Epilogue: Shutting Up 189 Appendix A: Shit You Should Read, Who Wrote It, and Why 195 Appendix B: Getting into It—Your Guide to Resources on the Book’s Website 201

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Book SynopsisExpert advice for financial advisors looking to make the most of social media platforms Social media is everywhere. 3.5 billion pieces of content are shared on Facebook each week, 22 million professionals are networking on LinkedIn, and 140 million tweets are posted every day. The opportunities these platforms present for financial advisors are huge, but most advisors have no idea how to use them to build bigger, stronger client bases. The Social Media Handbook for Financial Advisors: How to Use Facebook, Twitter, and LinkedIn to Build and Grow Your Business shows how to make the most of these new tools, offering invaluable advice about how to connect with potential clients in the twenty first century. For most advisors, converting prospects into clients is their top priority, and social media presents incredible opportunities for sealing the deal. Sales don''t happen because clients are impressed by complicated charts, they happen because they''re impressed by

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Book SynopsisNothing in business works unless markets are correctly defined, mapped, quantified and segmented. This title provides a structured approach to getting market segmentation right. It is suitable for professionals and students.Table of ContentsForeword vii Preface and acknowledgements ix An important note to the reader from the authors xi List of figures xv List of tables xix 1 Market segmentation – the bedrock of successful marketing 1 2 Preparing for segmentation – additional guidelines for success 21 3 Fast tracking through the segmentation process 47 4 Determining the scope of a segmentation project 71 5 Portraying how a market works and identifying decision-makers 105 6 Developing a representative sample of different decision-makers 143 7 Accounting for the behaviour of decision-makers 213 8 Forming market segments out of like-minded decision-makers 255 9 Determining the attractiveness of market segments 303 10 Assessing company competitiveness and the portfolio matrix 329 11 Realizing the full potential of market mapping 349 12 Predicting channel transformation 369 13 Setting marketing objectives and strategies for identified segments 407 14 Organizational issues in market segmentation 449 15 Using segmentation to improve performance – a case study 469 Index 481

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Book SynopsisA roadmap for understanding the business challenges and opportunities in China By 2025, China and India will be two of the world's four largest economies. By then, economic ties between them should also rank among the ten most important bilateral ties worldwide. Their leaders are well aware of these emerging realities.Table of ContentsForeword - William Antholis, Managing Director, The Brookings Institution xi Preface xix Acknowledgments xxix 1 Asia’s Best-Kept Secret 1Growing Economic Ties Between India and China 2 Succeeding in China 45Opportunities and Challenges 3 Leveraging India’s Home-Country Advantages 89Tata Consultancy Services in China 4 Making China a Second Home 115Mahindra Tractors in China 5 Partnering with Chinese Institutions 137NIIT in China 6 Driving Indirectly into China 161Tata Motors and Jaguar Land Rover 7 Committed Pioneers 179Chinese Companies in India 8 A China Roadmap for Indian Companies 223 Notes 249 About the Authors 257 Index 265

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