Valuespace Winning The Battle For Market Leadership
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Valuespace Winning The Battle For Market Leadership
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Author : Banwari Mittal
language : en
Publisher: McGraw Hill Professional
Release Date : 2001-05-11
Valuespace Winning The Battle For Market Leadership written by Banwari Mittal and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2001-05-11 with Business & Economics categories.
In the tradition of the bestselling The Discipline of Market Leaders, business professors and consultants Banwari Mittal and Jagdish N. Sheth describe a dynamic new value-based approach to achieving market dominance they call ValueSpace—the space that great companies create to deliver their customers the greatest value. Based on the findings of an in-depth study for the prestigious Marketing Science Institute of the top 10 companies on Fortune’s Most Admired Companies list, Mittal and Sheth show that value is the “missing link” in achieving enduring customer loyalty, and that the three main components of customer value are performance, price, and service. With the help of fascinating case studies from UPS, 3M, Caterpillar, Xerox, Fossil, and other “most admireds,” Value Space explains why and how companies in all business sectors that excel at delivering customer value are invariably the market leaders. It outlines a complete program for achieving long-term success by more effectively managing the 9 organizational processes that drive performance, price, and service.
Review Of Marketing Research
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Author : Naresh Malhotra
language : en
Publisher: Emerald Group Publishing
Release Date : 2011-07-21
Review Of Marketing Research written by Naresh Malhotra and has been published by Emerald Group Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-07-21 with Business & Economics categories.
This special issue of Review of Marketing Research is unique in that it contains chapters by marketing legends in their own words. Bagozzi, Hunt, Kotler, Kumar, Malhotra, Monroe, Sheth, Wind and Zaltman summarize not only their research but also the salient aspects of their academic life journeys.
Handbook On Research In Relationship Marketing
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Author : Robert M. Morgan
language : en
Publisher: Edward Elgar Publishing
Release Date : 2015-01-30
Handbook On Research In Relationship Marketing written by Robert M. Morgan and has been published by Edward Elgar Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-01-30 with Business & Economics categories.
The Handbook on Research in Relationship Marketing includes contributions from relationship marketing experts in business-to-business, business-to-consumer, global services, technology and a variety of other contexts of practice. Academics, students, a
Sales Management
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Author : Bill Donaldson
language : en
Publisher: Bloomsbury Publishing
Release Date : 2017-09-16
Sales Management written by Bill Donaldson and has been published by Bloomsbury Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-09-16 with Business & Economics categories.
This is a core textbook that provides a practical and comprehensive introduction to selling and sales management. Packed full of insightful real-world case studies, the fourth edition of this highly successful text has been fully updated and revised throughout to provide a truly contemporary overview of the discipline. This textbook offers a unique blend of academic rigour and practical focus based on the authors' invaluable combination of industry experience, expertise in sales consultancy and years of teaching and research in sales. Accessibly divided into three parts-'Strategy', 'Process' and 'Practice'-it presents a wide range of topics such as ethical issues in sales, key account management, international sales, recruitment, and compensation and rewards. Sales Management is the definitive text for undergraduate, postgraduate and MBA students of selling and sales management. New to this Edition: - New chapters on Defining and Implementing Sales Strategies and Key Account Management - New case studies, vignettes, questions for reflection and statistics added throughout the text - An increased emphasis on the practical approaches to professional selling - Insightful interviews with sales professionals sharing their experience and insights at the end of some chapters
The 4 A S Of Marketing
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Author : Jagdish Sheth
language : en
Publisher: Routledge
Release Date : 2012-04-23
The 4 A S Of Marketing written by Jagdish Sheth and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-04-23 with Business & Economics categories.
The authors present a powerful and tested approach that helps managers see a business’s every action through the eyes of its customers. This approach is organized around the values that matter most to customers: Acceptability, Affordability, Accessibility and Awareness. Taken together, these attributes are called the "4A’s." The 4A framework derives from a customer-value perspective based on the four distinct roles that customers play in the market: seekers, selectors, payers and users. For a marketing campaign to succeed, it must achieve high marks on all four A’s, using a blend of marketing and non-marketing resources. The 4A framework helps companies create value for customers by identifying exactly what they want and need, as well as by uncovering new wants and needs. (For example, none of us knew we "needed" an iPad until Apple created it.) That means not only ensuring that customers are aware of the product, but also ensuring that the product is affordable, accessible and acceptable to them. Throughout this book, the authors demonstrate how looking at the world through the 4A lens helps companies avoid marketing myopia (an excessive focus on the product) as well as managerial myopia (an excessive focus on process). In fact, it is a powerful way to operationalize the marketing concept; it enables managers to look at the world through the customer’s eyes. This ability has become an absolute necessity for success in today’s hyper-competitive marketplace.
The Profit Impact Of Marketing Strategy Project
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Author : Paul W. Farris
language : en
Publisher: Cambridge University Press
Release Date : 2004-11-04
The Profit Impact Of Marketing Strategy Project written by Paul W. Farris and has been published by Cambridge University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2004-11-04 with Business & Economics categories.
This book was first published in 2004. Developments in strategic thinking and econometric methods, alongside fundamental changes in technology and in the nature of competition, argue the need for an in-depth but accessible assessment of the Profit Impact of Marketing Strategy's project. Here, Paul Farris and Michael Moore gather together contributions from experts across the US and Europe to offer a retrospective analysis alongside innovative perspectives on future marketing strategy and performance assessment methods. Appealing to scholars and reflective practitioners interested in fostering practical knowledge about business innovation and changes, this book not only explores ways of thinking about and working with PIMS but also explores the unresolved issues arising from the original data. As the business community renews its attempts to recreate the kind of inter-firm cooperation that produced the PIMS project, sharing many of the ideals, this volume will broadly appeal.
Proceedings Of The 11th European Conference On Research Methods
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Author : Rachel McClean
language : en
Publisher: Academic Conferences Limited
Release Date : 2012
Proceedings Of The 11th European Conference On Research Methods written by Rachel McClean and has been published by Academic Conferences Limited this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012 with Business categories.
Ecrm2012 9th European Conference On Research Methods In Business Management
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Author : Rachel McClean
language : en
Publisher: Academic Conferences Limited
Release Date : 2010
Ecrm2012 9th European Conference On Research Methods In Business Management written by Rachel McClean and has been published by Academic Conferences Limited this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010 with Business categories.
Customer In The Boardroom
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Author : Rama Bijapurkar
language : en
Publisher: Penguin Random House India Private Limited
Release Date : 2023-02-06
Customer In The Boardroom written by Rama Bijapurkar and has been published by Penguin Random House India Private Limited this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-02-06 with Business & Economics categories.
Is the customer in your boardroom? The business strategies of most companies in India are marked by the supply-sided, tunnel vision of the market and obsessively competitor-centred approaches. Customer in the Boardroom highlights the need for companies to embed customer centricity into the heart of their business strategy development process, if they are to continue to grow profitably and secure their future. Rama Bijapurkar presents a compelling treatise on how to develop business strategy around the world of customers rather than the world of competitors. She draws a sharp distinction between the 'market = industry size' and the 'market = customers with needs' bases for developing business strategy. Replete with anecdotes, examples and cases from India Inc, the book draws on the author's vast experience in consulting and teaching and places equal emphasis on both the theory and the practice of bringing the customer into the boardroom.
Strategic Six Sigma
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Author : Dick Smith
language : en
Publisher: John Wiley & Sons
Release Date : 2002-12-25
Strategic Six Sigma written by Dick Smith and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2002-12-25 with Business & Economics categories.
Real executives talk about how Six Sigma changed their organizations for the better Backed by the real-world experience of executives who successfully implemented Six Sigma, this book shows how this powerful, data-driven quality improvement methodology can improve the learning cycle and financial and corporate reporting, as well as strategic planning, customer demand issues, and more. Case studies and interviews provide real-life best practices that make the implementation process that much easier for managers. The authors are Six Sigma experts affiliated with PricewaterhouseCoopers and here present an innovative examination of this powerful and popular methodology.