Marketing management and strategy
Сохранить в:
| Главный автор: | |
|---|---|
| Формат: | |
| Опубликовано: |
Harlow, England :
Prentice Hall.,
c2002
|
| Редактирование: | 3rd ed. |
| Предметы: | |
| Метки: |
Добавить метку
Нет меток, Требуется 1-ая метка записи!
|
Оглавление:
- About the author xii Preface xiii Acknowledgements xvii Management: objectives and tasks 1 (30) Objectives and success 1 (9) Stakeholders' objectives and constraints 10 (4) Developing balanced objectives 14 (4) Developing a strategy 18 (3) Criteria for strategic success 21 (2) Strategic intent 23 (1) Core competences 24 (2) Organizational dimensions 26 (3) Summary 29 (1) Questions 30 (1) Notes 30 (1) The customer-led business 31 (30) The theory of marketing 31 (5) The customer-led business 36 (3) Success 39 (3) Focus on needs 42 (3) Organization 45 (2) Competitive advantage 47 (1) Entire business 48 (1) Customers as assets 49 (4) Creating the customer-led business 53 (6) Summary 59 (1) Questions 59 (1) Notes 60 (1) Segmentation, positioning and the marketing mix 61 (31) Market segmentation 62 (10) Dynamic targeting strategies 72 (5) Creating the differential advantage 77 (6) Positioning strategy 83 (2) The marketing plan 85 (4) Market-centred organizations 89 (1) Summary 90 (1) Questions 90 (1) Notes 91 (1) Strategic market planning 92 (38) Adapting to change 92 (5) Evolution of planning systems 97 (2) Corporate strategy 99 (18) Business unit strategy 117 (11) Summary 128 (1) Questions 128 (1) Notes 129 (1) Market dynamics and competitive strategy 130 (27) Cycles of confusion 130 (6) Market dynamics 136 (3) The evolution of markets 139 (5) Formulating marketing strategies 144 (9) Niche companies 153 (2) Summary 155 (1) Questions 156 (1) Notes 156 (1) Building successful brands 157 (31) Products and brands 158 (1) Added values 159 (6) How to build brands 165 (5) The benefits of brands 170 (4) Multibranding, line and brand extensions 174 (3) Revitalization, repositioning and rationalization 177 (3) Regional and global brands 180 (2) Buying versus building brands 182 (1) Valuing brands 183 (1) The branding dilemma 184 (2) Summary 186 (1) Questions 186 (1) Notes 187 (1) Innovation and new product development 188 (30) Meaning of innovation 188 (3) Why innovate? 191 (4) Strategic opportunities for fast innovators 195 (2) Barriers to innovation 197 (2) Organizing for innovation 199 (4) New product development process 203 (9) Customer adoption process 212 (4) Summary 216 (1) Questions 216 (1) Notes 216 (2) Pricing policy: delivering value 218 (21) Assessing price competitiveness 220 (2) Establishing initial prices 222 (9) Initiating price changes 231 (3) Controlling reseller mark-ups 234 (3) Summary 237 (1) Questions 238 (1) Notes 238 (1) Communications strategy 239 (39) Introduction 239 (2) Communications and buyer behaviour 241 (11) Advertising planning 252 (13) Direct response marketing 265 (2) Interactive marketing 267 (2) Sales promotion 269 (3) Public relations 272 (2) Determining the communications mix 274 (2) Summary 276 (1) Questions 276 (1) Notes 277 (1) Managing personal selling 278 (33) Salesforce objectives 279 (2) Salesforce strategy 281 (4) Structure and size 285 (5) Allocation of resources 290 (2) Sales management 292 (6) The selling process 298 (5) Negotiations 303 (4) Managing account relationships 307 (2) Summary 309 (1) Questions 309 (1) Notes 309 (2) Managing marketing channels 311 (27) The role of channels 312 (3) Designing distribution channels 315 (5) Managing distribution channels 320 (4) Channel evolution 324 (4) Organizing distribution 328 (9) Summary 337 (1) Questions 337 (1) Notes 337 (1) Marketing in service businesses 338 (32) Nature of services 339 (3) Service characteristics 342 (4) Service tasks 346 (6) Services marketing strategy 352 (16) Summary 368 (1) Questions 368 (1) Notes 369 (1) Turnaround management 370 (31) Short-versus long-term improvements 371 (2) Types of industry change 373 (3) Some financial concepts 376 (4) Consolidation phase 380 (9) Transformation programme 389 (10) Summary 399 (1) Questions 400 (1) Notes 400 (1) Marketing in the twenty-first century 401 (20) Marketing: a recapitulation 401 (4) Changing marketing environment 405 (3) Changing marketing strategies 408 (4) Changing organizations for marketing 412 (3) Towards a partnership mentality 415 (2) Implementing marketing 417 (2) Summary 419 (1) Questions 420 (1) Notes 420 (1) Further reading 421 (8) Index of authors and firms 429 (5) Index of subjects 434