A preface to marketing management / (Record no. 5298)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 11029cam a22002414a 4500 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 9780073380964 (alk. paper) |
| Terms of availability | TZs.10000/- |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 0073380962 (alk. paper) |
| 040 ## - CATALOGING SOURCE | |
| Original cataloging agency | MUL |
| Language of cataloging | eng |
| Description conventions | AACR |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.8 PET |
| 100 1# - MAIN ENTRY--AUTHOR NAME | |
| Personal name | Peter, J. Paul. |
| 245 12 - TITLE STATEMENT | |
| Title | A preface to marketing management / |
| Statement of responsibility, etc | J. Paul Peter and James H. Donnelly, |
| 246 30 - Varying form of Title | |
| Title proper/short title | Marketing management |
| 250 ## - Edition Statement | |
| Edition statement | 11th. ed. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication | Boston : |
| Name of publisher | McGraw-Hill Irwin, |
| Year of publication | c2008. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Number of Pages | xiv, 252 p. : |
| Other physical details | ill. (some col.) ; |
| Dimensions | 26 cm. |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE | |
| Bibliography, etc | Includes bibliographical references (p. 235-241) and indexes. |
| 505 ## - Formatted Contents | |
| Formatted contents note | SECTION I ESSENTIALS OF MARKETING MANAGEMENT<br/> 1 (1)<br/> PART A INTRODUCTION<br/> 1 (26)<br/> Strategic Planning and the Marketing Management Process<br/> 2 (25)<br/> The Marketing Concept<br/> 2 (1)<br/> What Is Marketing?<br/> 3 (1)<br/> What Is Strategic Planning?<br/> 4 (9)<br/> Strategic Planning and Marketing Management<br/> 4 (1)<br/> The Strategic Planning Process<br/> 5 (8)<br/> The Complete Strategic Plan<br/> 13 (1)<br/> The Marketing Management Process<br/> 13 (5)<br/> Situation Analysis<br/> 14 (2)<br/> Marketing Planning<br/> 16 (2)<br/> Implementation and Control of the Marketing Plan<br/> 18 (1)<br/> Marketing Information Systems and Marketing Research<br/> 18 (1)<br/> The Strategic Plan, the Marketing Plan, and Other Functional Area Plans<br/> 18 (2)<br/> Marketing's Role in Cross-Functional Strategic Planning<br/> 18 (2)<br/> Conclusion<br/> 20 (3)<br/> Appendix Portfolio Models<br/> 23 (4)<br/> PART B MARKETING INFORMATION, RESEARCH, AND UNDERSTANDING THE TARGET MARKET<br/> 27 (50)<br/> Marketing Research: Process and Systems for Decision Making<br/> 28 (12)<br/> The Role of Marketing Research<br/> 28 (1)<br/> The Marketing Research Process<br/> 29 (9)<br/> Purpose of the Research<br/> 29 (1)<br/> Plan of the Research<br/> 30 (5)<br/> Performance of the Research<br/> 35 (1)<br/> Processing of Research Data<br/> 35 (1)<br/> Preparation of the Research Report<br/> 36 (1)<br/> Limitations of the Research Process<br/> 36 (2)<br/> Marketing Information Systems<br/> 38 (1)<br/> Conclusion<br/> 39 (1)<br/> Consumer Behavior<br/> 40 (13)<br/> Social Influences on Consumer Decision Making<br/> 41 (2)<br/> Culture and Subculture<br/> 41 (1)<br/> Social Class<br/> 42 (1)<br/> Reference Groups and Families<br/> 43 (1)<br/> Marketing Influences on Consumer Decision Making<br/> 43 (2)<br/> Product Influences<br/> 43 (1)<br/> Price Influences<br/> 43 (1)<br/> Promotion Influences<br/> 44 (1)<br/> Place Influences<br/> 44 (1)<br/> Situational Influences on Consumer Decision Making<br/> 45 (1)<br/> Psychological Influences on Consumer Decision Making<br/> 45 (1)<br/> Product Knowledge<br/> 45 (1)<br/> Product Involvement<br/> 46 (1)<br/> Consumer Decision Making<br/> 46 (6)<br/> Need Recognition<br/> 47 (1)<br/> Alternative Search<br/> 48 (1)<br/> Alternative Evaluation<br/> 49 (1)<br/> Purchase Decision<br/> 49 (1)<br/> Postpurchase Evaluation<br/> 50 (2)<br/> Conclusion<br/> 52 (1)<br/> Business, Government, and Institutional Buying<br/> 53 (11)<br/> Categories of Organizational Buyers<br/> 53 (1)<br/> Producers<br/> 53 (1)<br/> Intermediaries<br/> 54 (1)<br/> Government Agencies<br/> 54 (1)<br/> Other Institutions<br/> 54 (1)<br/> The Organizational Buying Process<br/> 54 (1)<br/> Purchase-Type Influences on Organizational Buying<br/> 55 (1)<br/> Straight Rebuy<br/> 55 (1)<br/> Modified Rebuy<br/> 55 (1)<br/> New Task Purchase<br/> 55 (1)<br/> Structural Influences on Organizational Buying<br/> 56 (2)<br/> Purchasing Roles<br/> 56 (1)<br/> Organization-Specific Factors<br/> 57 (1)<br/> Purchasing Policies and Procedures<br/> 57 (1)<br/> Behavioral Influences on Organizational Buying<br/> 58 (2)<br/> Personal Motivations<br/> 58 (1)<br/> Role Perceptions<br/> 58 (2)<br/> Stages in the Organizational Buying Process<br/> 60 (3)<br/> Organizational Need<br/> 61 (1)<br/> Vendor Analysis<br/> 61 (1)<br/> Purchase Activities<br/> 61 (1)<br/> Postpurchase Evaluation<br/> 61 (2)<br/> Conclusion<br/> 63 (1)<br/> Market Segmentation<br/> 64 (13)<br/> Delineate the Firm's Current Situation<br/> 64 (1)<br/> Determine Consumer Needs and Wants<br/> 65 (1)<br/> Divide Markets on Relevant Dimensions<br/> 65 (8)<br/> A Priori versus Post Hoc Segmentation<br/> 66 (1)<br/> Relevance of Segmentation Dimensions<br/> 66 (1)<br/> Bases for Segmentation<br/> 67 (6)<br/> Develop Product Positioning<br/> 73 (1)<br/> Decide Segmentation Strategy<br/> 74 (1)<br/> Design Marketing Mix Strategy<br/> 75 (1)<br/> Conclusion<br/> 76 (1)<br/> PART C THE MARKETING MIX<br/> 77 (90)<br/> Product and Brand Strategy<br/> 78 (16)<br/> Basic Issues in Product Management<br/> 78 (9)<br/> Product Definition<br/> 78 (1)<br/> Product Classification<br/> 79 (1)<br/> Product Quality and Value<br/> 80 (1)<br/> Product Mix and Product Line<br/> 81 (1)<br/> Branding and Brand Equity<br/> 82 (4)<br/> Packaging<br/> 86 (1)<br/> Product Life Cycle<br/> 87 (2)<br/> Product Adoption and Diffusion<br/> 89 (1)<br/> The Product Audit<br/> 90 (2)<br/> Deletions<br/> 90 (1)<br/> Product Improvement<br/> 90 (2)<br/> Organizing for Product Management<br/> 92 (1)<br/> Conclusion<br/> 93 (1)<br/> New Product Planning and Development<br/> 94 (13)<br/> New Product Strategy<br/> 95 (2)<br/> New Product Planning and Development Process<br/> 97 (5)<br/> Idea Generation<br/> 97 (2)<br/> Idea Screening<br/> 99 (1)<br/> Project Planning<br/> 99 (1)<br/> Product Development<br/> 100 (1)<br/> Test Marketing<br/> 100 (1)<br/> Commercialization<br/> 101 (1)<br/> The Importance of Time<br/> 101 (1)<br/> Some Important New Product Decisions<br/> 102 (3)<br/> Quality Level<br/> 102 (2)<br/> Product Features<br/> 104 (1)<br/> Product Design<br/> 104 (1)<br/> Product Safety<br/> 104 (1)<br/> Causes of New Product Failure<br/> 105 (1)<br/> Need for Research<br/> 105 (1)<br/> Conclusion<br/> 106 (1)<br/> Integrated Marketing Communications: Advertising, Sales Promotion, Public Relations, and Direct Marketing<br/> 107 (19)<br/> Strategic Goals of Marketing Communication<br/> 107 (1)<br/> Create Awareness<br/> 107 (1)<br/> Build Positive Images<br/> 108 (1)<br/> Identify Prospects<br/> 108 (1)<br/> Build Channel Relationships<br/> 108 (1)<br/> Retain Customers<br/> 108 (1)<br/> The Promotion Mix<br/> 108 (1)<br/> Integrated Marketing Communications<br/> 109 (2)<br/> Advertising: Planning and Strategy<br/> 111 (1)<br/> Objectives of Advertising<br/> 111 (1)<br/> Advertising Decisions<br/> 112 (7)<br/> The Expenditure Question<br/> 113 (2)<br/> The Allocation Question<br/> 115 (4)<br/> Sales Promotion<br/> 119 (4)<br/> Push versus Pull Marketing<br/> 119 (2)<br/> Trade Sales Promotions<br/> 121 (1)<br/> Consumer Promotions<br/> 121 (1)<br/> What Sales Promotion Can and Can't Do<br/> 121 (2)<br/> Public Relations<br/> 123 (1)<br/> Direct Marketing<br/> 123 (1)<br/> Conclusion<br/> 124 (1)<br/> Appendix: Major Federal Agencies Involved in Control of Advertising<br/> 125 (1)<br/> Personal Selling, Relationship Building, and Sales Management<br/> 126 (15)<br/> Importance of Personal Selling<br/> 126 (1)<br/> The Sales Process<br/> 127 (7)<br/> Objectives of the Sales Force<br/> 127 (1)<br/> The Sales Relationship-Building Process<br/> 128 (5)<br/> People Who Support the Sales Force<br/> 133 (1)<br/> Managing the Sales and Relationship-Building Process<br/> 134 (6)<br/> The Sales Management Task<br/> 135 (1)<br/> Controlling the Sales Force<br/> 136 (3)<br/> Motivating and Compensating Performance<br/> 139 (1)<br/> Conclusion<br/> 140 (1)<br/> Distribution Strategy<br/> 141 (16)<br/> The Need for Marketing Intermediaries<br/> 141 (1)<br/> Classification of Marketing Intermediaries and Functions<br/> 141 (2)<br/> Channels of Distribution<br/> 143 (1)<br/> Selecting Channels of Distribution<br/> 144 (3)<br/> Specific Considerations<br/> 144 (3)<br/> Managing a Channel of Distribution<br/> 147 (3)<br/> Relationship Marketing in Channels<br/> 147 (1)<br/> Vertical Marketing Systems<br/> 147 (3)<br/> Wholesaling<br/> 150 (1)<br/> Store and Nonstore Retailing<br/> 151 (4)<br/> Store Retailing<br/> 151 (1)<br/> Nonstore Retailing<br/> 152 (3)<br/> Conclusion<br/> 155 (2)<br/> Pricing Strategy<br/> 157 (10)<br/> Demand Influences on Pricing Decisions<br/> 157 (2)<br/> Demographic Factors<br/> 157 (1)<br/> Psychological Factors<br/> 157 (1)<br/> Price Elasticity<br/> 158 (1)<br/> Supply Influences on Pricing Decisions<br/> 159 (3)<br/> Pricing Objectives<br/> 159 (1)<br/> Cost Considerations in Pricing<br/> 159 (2)<br/> Product Considerations in Pricing<br/> 161 (1)<br/> Environmental Influences on Pricing Decisions<br/> 162 (1)<br/> Competition<br/> 162 (1)<br/> Government Regulations<br/> 162 (1)<br/> A General Pricing Model<br/> 163 (3)<br/> Set Pricing Objectives<br/> 163 (1)<br/> Evaluate Product-Price Relationships<br/> 163 (1)<br/> Estimate Costs and Other Price Limitations<br/> 164 (1)<br/> Analyze Profit Potential<br/> 165 (1)<br/> Set Initial Price Structure<br/> 165 (1)<br/> Change Price as Needed<br/> 166 (1)<br/> Conclusion<br/> 166 (1)<br/> PART D MARKETING IN SPECIAL FIELDS<br/> 167 (32)<br/> The Marketing of Services<br/> 168 (15)<br/> Important Characteristics of Services<br/> 170 (4)<br/> Intangibility<br/> 170 (1)<br/> Inseparability<br/> 171 (1)<br/> Perishability and Fluctuating Demand<br/> 172 (1)<br/> Client Relationship<br/> 172 (1)<br/> Customer Effort<br/> 173 (1)<br/> Uniformity<br/> 174 (1)<br/> Providing Quality Services<br/> 174 (2)<br/> Customer Satisfaction Measurement<br/> 175 (1)<br/> The Importance of Internal Marketing<br/> 175 (1)<br/> Overcoming the Obstacles in Service Marketing<br/> 176 (2)<br/> Limited View of Marketing<br/> 177 (1)<br/> Limited Competition<br/> 177 (1)<br/> Noncreative Management<br/> 177 (1)<br/> No Obsolescence<br/> 178 (1)<br/> The Service Challenge<br/> 178 (4)<br/> Banking<br/> 179 (1)<br/> Health Care<br/> 179 (1)<br/> Insurance<br/> 180 (1)<br/> Travel<br/> 180 (1)<br/> Implications for Service Marketers<br/> 181 (1)<br/> Conclusion<br/> 182 (1)<br/> Global Marketing<br/> 183 (16)<br/> The Competitive Advantage of Nations<br/> 184 (1)<br/> Organizing for Global Marketing<br/> 185 (5)<br/> Problems with Entering Foreign Markets<br/> 185 (2)<br/> Organizing the Multinational Company<br/> 187 (3)<br/> Programming for Global Marketing<br/> 190 (5)<br/> Global Marketing Research<br/> 190 (2)<br/> Global Product Strategy<br/> 192 (1)<br/> Global Distribution Strategy<br/> 193 (1)<br/> Global Pricing Strategy<br/> 194 (1)<br/> Global Advertising and Sales Promotion Strategy<br/> 194 (1)<br/> Entry and Growth Strategies for Global Marketing<br/> 195 (2)<br/> Conclusion<br/> 197 (2)<br/> SECTION II ANALYZING MARKETING PROBLEMS AND CASES<br/> 199 (14)<br/> A Case Analysis Framework<br/> 200 (7)<br/> Analyze and Record the Current Situation<br/> 201 (4)<br/> Analyze and Record Problems and Their Core Elements<br/> 205 (1)<br/> Formulate, Evaluate, and Record Alternative Courses of Action<br/> 206 (1)<br/> Select and Record the Chosen Alternative and Implementation Details<br/> 206 (1)<br/> Pitfalls to Avoid in Case Analysis<br/> 207 (1)<br/> Communicating Case Analyses<br/> 208 (4)<br/> The Written Report<br/> 209 (2)<br/> The Oral Presentation<br/> 211 (1)<br/> Conclusion<br/> 212 (1)<br/> SECTION III FINANCIAL ANALYSIS FOR MARKETING DECISIONS<br/> 213 (10)<br/> Financial Analysis<br/> 214 (8)<br/> Break-Even Analysis<br/> 214 (2)<br/> Net Present Value Analysis<br/> 216 (2)<br/> Ratio Analysis<br/> 218 (4)<br/> Conclusion<br/> 222 (1)<br/> SECTION IV DEVELOPING MARKETING PLANS<br/> 223 (12)<br/> A Marketing Plan Framework<br/> 224 (9)<br/> Title Page<br/> 225 (1)<br/> Executive Summary<br/> 225 (1)<br/> Table of Contents<br/> 226 (1)<br/> Introduction<br/> 226 (1)<br/> Situational Analysis<br/> 226 (1)<br/> Marketing Planning<br/> 226 (2)<br/> Implementation and Control of the Marketing Plan<br/> 228 (2)<br/> Summary<br/> 230 (1)<br/> Appendix---Financial Analysis<br/> 230 (3)<br/> References<br/> 233 (1)<br/> Conclusion<br/> 233 (2)<br/>Chapter Notes 235 (7)<br/>Index 242 |
| 546 ## - LANGUAGE NOTE | |
| Language note | eng |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical Term | Marketing - management |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical Term | Global marketing |
| 700 1# - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Donnelly, James H. |
| 942 ## - ADDED ENTRY ELEMENTS | |
| Item type | Book |
| Withdrawn status | Lost status | Damaged status | Not for loan | Permanent Location | Current Location | Date acquired | Source of acquisition | Full call number | Accession Number | Copy number | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Mzumbe University Main Campus Library | Mzumbe University Main Campus Library | 07/01/2012 | TBST | 658.8 PET | 0071225 | 1 | 12/01/2022 | Book | ||||
| Mzumbe University Main Campus Library | Mzumbe University Main Campus Library | 07/01/2012 | TBST | 658.8 PET | 0071220 | 2 | 12/01/2022 | Book | ||||
| Mzumbe University Main Campus Library | Mzumbe University Main Campus Library | 07/01/2012 | TBST | 658.8 PET | 0071221 | 3 | 12/06/2022 | Book |