Risultati della ricerca - ((international red) OR (international critical)) of business and management

International marketing / di Cateora, Philip R.

Sommario: “...Part I An Overview The Scope and Challenge of International Marketing The Dynamic Environment of International Trade Part II The Cultural Environment of Global Markets History and Geography: The Foundations of Culture Cultural Dynamics in Assessing Global Markets Culture, Management Style, and Business Systems The Political Environment: A Critical Concern The International Legal Environment: Playing by the Rules Part III Assessing Global Market Opportunities Developing a Global Vision through Market Research Emerging Markets Multinational Market Regions and Market Groups Part IV Developing Global Marketing Strategies Global Marketing Management: Planning and Organization Products and Services for Consumers Products and Consumers for Businesses I nternational Marketing Channels Exporting and Logistics: Special Issues for Business Integrated Marketing Communications and International Advertising Personal Selling and Sales Management Pricing for International Markets Part V Implementing Global Marketing Strategies Negotiating with International Customers, Partners, and Regulators Part VI Supplementary Material The Country Notebook Cases...”
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Managing change, creativity & innovation / di Dawson, Patrick

OM / di Collier, David A.

Sommario: “...Goods, Services, and Operations Management 2 (16) Operations Management 3 (1) OM in the Workplace 4 (2) Understanding Goods and Services 6 (2) Customer Benefit Packages 8 (3) Processes 11 (1) OM: A History of Change and Challenge 12 (2) A Focus on Efficiency 12 (1) The Quality Revolution 12 (1) Customization and Design 13 (1) Time-Based Competition 14 (1) The Service Revolution 14 (1) Current Challenges in OM 14 (4) Value Chains 18 (20) The Concept of Value 20 (1) Value Chain Perspectives 21 (4) An Example of a Value Chain: Buhrke Industries, Inc 23 (2) Supply Chains 25 (1) Value Chain Decisions 26 (3) Outsourcing and Vertical Integration 26 (1) The Economics of Outsourcing 27 (1) Value and Supply Chain Integration 28 (1) Offshoring 29 (3) Value Chains in a Global Business Environment 32 (6) A Global Value Chain: Rocky Shoes & Boots Company 32 (1) Issues in Global Value Chain Decisions 33 (1) Value Chains and Local Culture 34 (4) Measuring Performance in Operations 38 (20) Performance Measurement 39 (6) Financial Measures 40 (1) Customer and Market Measures 41 (1) Safety 42 (1) Quality 42 (1) Time 43 (1) Flexibility 44 (1) Innovation and Learning 44 (1) Productivity 45 (1) Linking Internal and External Measures 46 (1) The Value of a Loyal Customer 46 (1) Designing Measurement Systems in Operations 47 (1) Models of Organizational Performance 48 (10) Malcolm Baldrige National Quality Award Framework 48 (2) The Balanced Scorecard 50 (1) The Value Chain Model 51 (1) The Service-Profit Chain 52 (6) Operations Strategy 58 (18) Gaining Competitive Advantage 59 (1) Understanding Customer Requirements 60 (2) Evaluating Goods and Services 62 (1) Competitive Priorities 63 (4) Cost 64 (1) Quality 64 (2) Time 66 (1) Flexibility 66 (1) Innovation 66 (1) OM and Strategic Planning 67 (9) Operations Strategy at McDonald's 70 (6) Technology and Operations Management 76 (16) Understanding Technology in Operations 78 (2) Manufacturing Technology 78 (1) Service Technology 79 (1) Technology in Value Chains 80 (2) Integrated Operating Systems 82 (3) Computer-Integrated Manufacturing Systems (CIMS) 82 (1) Enterprise Resource Planning (ERP) Systems 83 (1) Customer Relationship Management (CRM) Systems 84 (1) Revenue Management Systems (RMS) 84 (1) Benefits and Challenges of Technology 85 (2) Technology Development and Adoption 87 (5) Goods and Service Design 92 (20) Desigining Goods and Services 93 (3) Robust Design and the Taguchi Loss Function 96 (2) Reliability 98 (1) Quality Function Deployment 99 (2) Product and Process Design in Manufacturing 101 (2) Quality Engineering 102 (1) Product and Process Simplification 102 (1) Design for Environmental Quality 103 (1) Service Delivery System Design 103 (2) Facility Location and Layout 104 (1) Servicescape 104 (1) Service Process and Job Design 104 (1) Technology and Information Support Systems 105 (1) Organizational Structure 105 (1) Service Encounter Design 105 (2) Customer Contact Behavior and Skills 106 (1) Service-Provider Selection, Development, and Empowerment 106 (1) Recognition and Reward 107 (1) Service Recovery and Guarantees 107 (1) An Integrative Case Study of LensCrafters 107 (5) Process Selection, Design, and Analysis 112 (20) Process Choice Decisions 114 (1) The Product-Process Matrix 115 (2) The Service-Positioning Matrix 117 (3) Process Design 120 (4) Process and Value Stream Mapping 121 (3) Process Analysis and Improvement 124 (2) Process Design and Resource Utilization 126 (6) Little's Law 128 (4) Facility and Work Design 132 (20) Facility Layout 134 (4) Product Layout 134 (1) Process Layout 135 (1) Cellular Layout 135 (1) Fixed-Position Layout 136 (1) Facility Layout in Service Organizations 137 (1) Designing Product Layouts 138 (5) Assembly Line Balancing 139 (2) Line Balancing Approaches 141 (2) Designing Process Layouts 143 (1) Workplace Design 144 (2) The Human Side of Work 146 (6) Supply Chain Design 152 (18) Understanding Supply Chains 154 (4) The Value and Supply Chain at Dell, Inc 156 (2) Designing the Supply Chain 158 (5) Efficient and Responsive Supply Chains 158 (1) Push and Pull Systems 158 (3) Supply Chain Design for Multisite Services 161 (1) Supply Chain Metrics 161 (1) The Bullwhip Effect 161 (2) Location Decisions in Supply Chains 163 (3) Critical Factors in Location Decisions 164 (1) Location Decision Process 164 (1) The Center of Gravity Method 165 (1) Other Issues in Supply Chain Management 166 (4) Capacity Management 170 (16) Understanding Capacity 172 (2) Economies and Diseconomies of Scale 172 (2) Capacity Measurement 174 (3) Safety Capacity 174 (1) Capacity Measurement in Job Shops 174 (1) Using Capacity Measures for Operations Planning 175 (2) Long-Term Capacity Strategies 177 (3) Capacity Expansion 178 (2) Short-Term Capacity Management 180 (1) Managing Capacity by Adjusting Short-Term Capacity Levels 180 (1) Managing Capacity by Shifting and Stimulating Demand 180 (1) Theory of Constraints 181 (5) Forecasting and Demand Planning 186 (22) Forecasting and Demand Planning 188 (1) Basic Concepts in Forecasting 189 (5) Forecast Planning Horizon 189 (1) Data Patterns in Time Series 190 (2) Forecast Errors and Accuracy 192 (2) Statistical Forecasting Models 194 (5) Single Moving Average 194 (2) Single Exponential Smoothing 196 (3) Regression as a Forecasting Approach 199 (4) Excel's Add Trendline Option 200 (1) Causal Forecasting Models with Multiple Regression 201 (2) Judgmental Forecating 203 (1) Forecasting in Practice 204 (4) Managing Inventories 208 (20) Understanding Inventory 210 (3) Key Definitions and Concepts 210 (2) Inventory Management Decisions and Costs 212 (1) Inventory Characteristics 213 (2) ABC Inventory Analysis 215 (1) Fixed Quantity Systems 215 (4) The EOQ Model 219 (3) Fixed Period Systems 222 (2) Single-Period Inventory Model 224 (4) Resource Management 228 (24) Resource Planning Framework for Goods and Services 230 (3) Aggregate Planning Options 233 (1) Strategies for Aggregate Planning 234 (2) Disaggregation in Manufacturing 236 (9) Master Production Scheduling 237 (1) Materials Requirements Planning 238 (2) Time Phasing and Lot Sizing in MRP 240 (5) Capacity Requirements Planning 245 (7) Operations Scheduling and Sequencing 252 (18) Understanding Scheduling and Sequencing 254 (1) Scheduling Applications and Approaches 255 (4) Staff Scheduling 255 (2) Appointment Systems 257 (2) Sequencing 259 (1) Sequencing Performance Criteria 259 (1) Sequencing Rules 260 (1) Applications of Sequencing Rules 260 (6) Single-Resource Sequencing Problem 260 (2) Two-Resource Sequencing Problem 262 (4) Schedule Monitoring and Control 266 (4) Quality Management 270 (18) Understanding Quality 272 (2) Influential Leaders in Modern Quality Management 274 (2) W. ...”

An introduction to business ethics / di DesJardins, Joseph R.

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Proactive purchasing in the supply chain : the key to world-class procurement / di Burt, David N.

Sommario: “...Multiple Sourcing Share of Supplier's Capacity Local, National, and International Sourcing Manufacturer or Distributor "Green" Supply Management Minority- and Women-Owned Business Enterprises Ethical Considerations Reciprocity Consortium Purchasing and Group Buying Disaster Plans Summary Appendix Illustrative Plant Survey Financial Statement Analysis Planning a Facility Visit Endnotes Suggested Reading Chapter 14 Global Supply Management Global Management Perspective Future of Global Supply Management Stages to Global Supply Management Reasons for Global Sourcing Potential Problems Questions Before Going Global Supply Channels Global Trade Intermediaries International Procurement Offices Direct Suppliers Eliminating Intermediaries Identifying Direct Suppliers Qualifying Direct Suppliers Preparing for Direct Relations The Initial Meeting Currency and Payment Issues Exchange Rates Payments Letters of Credit Countertrade Countertrade's Advantages Countertrade's Disadvantages Supply Management's Role Creative Countertrade Political and Economic Alliances European Union North American Free Trade Agreement MERCOSUR Association of Southeast Asian Nations Asia-Pacific Economic Cooperation Summary Appendix Currency Risk Hedging Endnotes Suggested Reading Chapter 15 Total Cost of Ownership Three Components of Total Cost Acquisition Costs Ownership Costs Post-Ownership Costs TCO, Net Present Value (NPV) Analysis, and Estimated Costs The Importance of Total Cost of Ownership in Supply Management Service Providers Retail Manufacturing Supply Chains/Supply Networks Summary Appendix: Supply Management in Action Endnotes Suggested Reading Chapter 16 Price and Cost Analysis Introduction General Economic Considerations Conditions of Competition Variable-Margin Pricing Product Differentiation Six Categories of Cost Regulation by Competition Price Analysis Competitive Price Proposals Regulated, Catalog, and Market Prices Internet/e-Commerce II Historical Prices Supply and Demand Factors Independent Cost Estimates Cost Analysis Cost Analysis Defined Capabilities of Management Efficiency of Labor Amount and Quality of Subcontracting Plant Capacity Sources of Cost Data Potential Suppliers Supply Partners Cost Models Direct Costs Direct Labor Direct Materials Tooling Costs Learning Curves Cumulative Curve and the Unit Curve Target Cost Estimation Indirect Costs Engineering Overhead Material Overhead Manufacturing Overhead General and Administrative Selling Recovering Indirect Costs Activity-Based Costing Target Costing Profit Resisting Arbitrary Price Increases Summary Appendix A: Application of Learning Curves Appendix B: Discounts Endnotes Suggested Reading Chapter 17 Methods of Compensation Introduction to Compensation Arrangements Observation Contract Cost Risk Appraisal Technical Risk Contract Schedule Risk General Types of Contract Compensation Arrangements Fixed Price Contracts Incentive Contracts Cost-Reimbursement Contracts Specific Types of Compensation Arrangements Firm Fixed Price Contracts Fixed Price with Economic Price Adjustment Contracts Fixed Price Redetermination Contracts Incentive Arrangements Fixed Price Incentive Fee Cost Plus Incentive Fee Arrangements Cost Plus Fixed Fee Arrangements Cost Plus Award Fee (CPAF) Cost without Fee Cost Sharing Time and Materials Letter Contracts and Letters of Intent Considerations When Selecting the Method of Compensation Summary Endnotes Suggested Reading Chapter 18 Negotiations Introduction Objectives of Negotiation Quality Fair and Reasonable Price On-Time Performance Control Cooperation Supplier Relationship Management When to Negotiate Supply Management's Role in Negotiation The Supply Management Professional Acting Alone The Supply Management Professional as the Negotiating Team Leader The Negotiation Process Preparation Establishing Objectives Identify the Desired Type of Relationship Five Powerful Preparation Activities The BATNA The Agenda "Murder Boards" and Mock Negotiations Crib Sheets Draft Agreements Face-to-Face Discussions Fact Finding Recess Narrowing the Differences Hard Bargaining Techniques Universally Applicable Techniques Transactional Techniques Collaborative and Alliance Negotiating Techniques The Debriefing: An Incredible Learning Opportunity Documentation Online Negotiation Advantages to Online Negotiation An Example of a Successful Application of Negotiating Online Drawbacks to Online Negotiation Negotiating for Price Price Analysis Negotiation Cost Analysis Negotiation Characteristics of a Successful Negotiator Summary Endnotes Suggested Reading Chapter 19 Contract Formation and Legal Issues Litigation Prevention Dispute Resolution Negotiation Mediation Litigation Arbitration Courts Development of Commercial Law Electronic Contract Considerations: Cyber Law Attempts to Revise the UCC Basic Legal Considerations Status of an Agent The Purchase Contract Letters of Intent Special Legal Considerations Inspection Rights Rights of Rejection Title and Risk of Loss Warranties Evergreen Contracts Order Cancellation and Breach of Contract JIT Contracts Honest Mistakes Patent Infringement Restraint of Trade Laws International Considerations Contracts for the International Sale of Goods Foreign Corrupt Practices Act Summary Endnotes Suggested Reading Chapter 20 Contract and Relationship Management Need for Better Contract Management Preaward Conference: The Stage Has Been Set Monitoring and Controlling Project Progress Operations Progress Reports Gantt Charts CPM and PERT Closed-Loop MRP Systems Monitoring and Controlling Total Supplier Performance Supplier Performance Evaluation Motivation Punishment Rewards Assistance Transformational Training Quality Audits and Supply System Reviews Problem Solving Collaboration Managing the Relationship Summary Appendix A: Supplier Reporting Requirements for Unique Major Projects Appendix B: How Critical Path Scheduling Works Appendix C: Supplier Questionnaire Endnotes Suggested Reading Chapter 21 Ethics and Social Responsibility Ethics in the Supply Management Context Professional Supply Management Ethics Principles and Standards of Ethical Supply Management Conduct National and International Supply Management Conduct Important Areas Requiring Amplification Avoid Sharp Practices Competitive Bidding Negotiation Samples Treating Salespeople with Respect Substandard Materials and Services Gifts and Gratuities Management Responsibilities Written Standards Ethics Training and Education Departmental Environment Miscellaneous Factors Dealing with Gray Areas The Four Way Test Social Responsibilities Summary Endnotes Suggested Reading Chapter 22 Implementing World-Class Purchasing in the Supply Chain Designing an Effective Purchasing/Supply Management Department The Purchasing Planning Function Defining Planning Four Phases of Planning The Organizing Function The Five Basic Steps to Organizing Basic Concepts of Organizing Organizing for Supply Chain Management The Staffing Function The Directing Function Leadership Leadership and the Purchasing Profession The Controlling Function Evaluating the Purchasing/Supply Management Department The Annual Report Risk Management New Focus on Risk Management Appendix A: The Institute for Supply Management Awards for Excellence in Supply Management Appendix B: From Reactive to Proactive Procurement: A Case Study Appendix C: Raytheon Supply Base Optimization, April Appendix D: At Rolls-Royce North America, an Organizational Shift Is the Driving Force Behind an Innovative New Journey to Engage Its Supply Chain Endnotes Suggested Reading Epilogue The Future of Supply Management Index...”

Cases in operations management : building customer value through world-class operations / di Klassen, Robert D

Sommario: “...Process Design Earth Buddy (R) Greaves Brewery Quinte MRI ING Direct Canada Celestica Inc. - Memory Business Unit Thera-Aid Medical Devices Introduction to Process Simulation Red Cross Mobile Blood Clinics - Improving Donor Service Introduction to Inventory Control and Independent Demand McLeod Motors Ltd. ...”
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Contributor biographical information

Exploring public relations di Tench, Ralph

Sommario: “...Guided tour xvi About the authors xviii Foreword xxii Preface xxiii Publisher's acknowledements xxv Part 1 The Context of public relations Public relations orgins: definitions and history 3 (16) Lee Edwards Introduction 4 (1) Public relations difinitions 4 (4) Public opinion: justifying public relations 8 (1) Business, politics and public relations: country case studies 9 (7) Summary 16 (1) Bibliography 17 (2) Management and organisation of public relations 19 (16) Anne Gregory Introduction 20 (1) Importance of Context 20 (1) External environment 20 (4) Internal environment 24 (2) Systems theory 26 (1) Location of public relations in organisations 27 (5) Future of the public relations department 32 (1) Summary 33 (1) Bibliography 33 (2) Role of the public relations practitioner 35 (33) Ralph Tench Meriel D'Artrey Johanna Fawkes Introduction 36 (1) Who are the Public relations practitioners? ...”

Digital archives : management, use and access /

Marketing channels /

Economics : private & public choice / di Gwartney, James D.

Sommario: “...708 (11) Regulation of Business 709 (1) The Political Economy of Regulation 710 (2) Applications in Economics Limousines and Restraints on Entry 712 (1) The Costs of Regulation 713 (1) Applications in Economics Superfund: a Highly Inefficient Cleanup Program 714 (3) Future Directions for Regulatory Policy 717 (1) Key Points 718 (1) Critical Analysis Questions 718 (1) Resource Management: How Property Rights and Markets Replace Conflict with Cooperation 719 (10) Property Rights: The Key to Environmental Quality 720 (4) Applications in Economics Looking Ahead at the Flying D Ranch 724 (1) How Property Rights Affect Environmental Quality and Life Expectancy 724 (1) Markets, Economizing, and Resource Conservation 724 (2) Applications in Economics Managing Forests for Nature, Too 726 (2) Key Points 728 (1) Critical Analysis Questions 728 (1) Difficult Environmental Cases and the Role of Government 729 (10) Government Regulation and the Environment 730 (1) Climate Change and the Uncertainty Problem 730 (2) Market-like Schemes: Reducing the Cost of Specific Regulations 732 (1) Applications in Economics Fighting the Risks of Global Warming: Mitigation or Adaptation? ...”

Integrated advertising, promotion, and marketing communications di Clow, Kenneth E.

Sommario: “...Preface xix PART 1 THE IMC FOUNDATION 1 (116) Integrated Marketing Communications 2 (22) Ron Jon Surf Shop: IMC and Brand Building Go to the Beach 2 (2) Overview 4 (2) Communication and IMC Programs 6 (2) Integrated Marketing Communications 8 (1) An Integrated Marketing Communications Plan 9 (1) IMC Components and the Design of this Book 10 (1) The IMC Foundation 10 (3) Advertising Tools 11 (1) IMC Media Tools 11 (1) Promotional Tools 11 (1) Integration Tools 12 (1) Refining the IMC Program 12 (1) The Value of IMC Plans 13 (4) Information Technology 13 (1) Changes in Channel Power 14 (1) Increases in Competition 15 (1) Brand Parity 16 (1) Integration of Information 16 (1) Decline in the Effectiveness of Television Advertising 17 (1) International Implications 17 (7) Corporate Image and Brand Management 24 (32) Gucci: One Strong Brand Works with Others 24 (1) Overview 25 (1) Corporate Image 26 (4) Components of a Corporate Image 26 (1) The Role of a Corporate Image---Consumer Perspective 27 (1) The Role of a Corporate Image--- Business-to-Business Perspective 28 (1) The Role of a Corporate Image---Company Perspective 29 (1) Promoting the Desired Image 30 (2) Creating the Right Image 30 (1) Rejuvenating an Image 31 (1) Changing an Image 31 (1) Corporate Name 32 (1) Corporate Logos 33 (1) Branding 34 (1) Developing a Strong Brand Name 34 (1) Brand Equity 35 (3) Steps to Building Brand Equity 36 (1) Measuring Brand Equity 37 (1) Brand Extensions and Flanker Brands 38 (2) Co-Branding 40 (1) Private Brands 41 (2) Packaging 43 (2) New Trends in Packaging 44 (1) Labels 45 (1) Positioning 45 (3) Other Elements of Positioning 47 (1) Ethical Issues in Brand Management 48 (1) International Implications 49 (7) Buyer Behaviors 56 (32) Apple's iPhone: Dialing Up New Customers 56 (2) Overview 58 (1) Consumer Purchasing Process 58 (1) Information Search 59 (7) Internal Search 59 (1) External Search 59 (2) Consumer Attitudes 61 (2) Consumer Values 63 (1) Cognitive Mapping 64 (2) Evaluation of Alternatives 66 (3) The Evoked Set Method 66 (1) The Multiattribute Approach 67 (1) Affect Referral 68 (1) Trends in the Consumer Buying Environment 69 (3) Age Complexity 69 (1) Gender Complexity 69 (1) Individualism 69 (1) Active, Busy Lifestyles 70 (1) Cocooning 70 (1) Changes in Family Units 71 (1) Pleasure Pursuits 71 (1) Health Emphasis 71 (1) Business-to-Business Buyer Behavior 72 (1) Factors Affecting Members of Business Buying Centers 73 (2) Organizational Influences 73 (1) Individual Factors 73 (2) Types of Business-to-Business Sales 75 (1) The Business-to-Business Buying Process 76 (2) Identification of Needs 76 (1) Establishment of Specifications 77 (1) Identification of Vendors 77 (1) Vendor Evaluation 77 (1) Vendor Selection 78 (1) Negotiation of Terms 78 (1) Postpurchase Evaluation 78 (1) Dual Channel Marketing 78 (2) International Implications 80 (8) Promotions Opportunity Analysis 88 (29) PETsMART: It's a Dog's Life (which ain't half bad) 88 (2) Overview 90 (1) Promotions Opportunity Analysis 90 (1) Communication Market Analysis 91 (26) Competitors 91 (1) Opportunities 91 (1) Target Markets 92 (1) Customers 92 (1) Product Positioning 93 (1) Establishing Marketing Communications Objectives 93 (1) Establishing a Communications Budget 94 (2) Types of Budgets 96 (1) The Percentage of Sales Method 96 (1) The Meet-the-Competition Method 97 (1) The ``What We Can Afford'' Method 97 (1) The Objective and Task Method 97 (1) Payout Planning 97 (1) Quantitative Models 98 (1) Budgeting Expenditures 98 (1) Preparing Promotional Strategies 99 (1) Matching Tactics with Strategies 100 (1) Market Segmentation 101 (1) Market Segmentation by Consumer Groups 101 (1) Segments Based on Demographics 102 (2) Psychographics 104 (1) Segments Based on Generations 105 (1) Segmentation by Geographic Area 106 (1) Geodemographic Segmentation 106 (1) Benefit Segmentation 107 (1) Usage Segmentation 107 (1) Business-to-Business Segmentation 108 (1) Segmentation by Industry 108 (1) Segmentation by Size 109 (1) Segmentation by Geographic Location 109 (1) Segmentation by Product Usage 109 (1) Segmentation by Customer Value 110 (1) International Implications 110 (7) PART 2 IMC ADVERTISING TOOLS 117 (90) Advertising Management 118 (1) The Anatomy of a Perfect Pushup 118 (1) Overview 119 (2) Overview of Advertising Management 121 (1) Advertising and the IMC Process 121 (1) Choosing an Advertising Agency 122 (1) Decision Variables 123 (1) External Advertising Agencies 124 (1) Choosing an Agency 125 (1) Goal Setting 125 (1) Selection Criteria 125 (2) Reference Requests 127 (1) Creative Pitch 127 (1) Agency Selection 128 (1) Advertising Planning and Research 129 (1) The Roles of Advertising Account Executives 130 (1) The Roles of Creatives 130 (1) Advertising Campaign Management 131 (1) Communication Market Analysis 131 (1) Advertising Goals 132 (1) Building Brand Image 132 (1) Providing Information 133 (1) Persuasion 133 (1) Supporting Marketing Efforts 133 (1) Encouraging Action 134 (1) The Advertising Budget 134 (1) Media Selection 135 (1) The Creative Brief 135 (1) The Objective 135 (1) The Target Audience 136 (1) The Message Theme 137 (1) The Support 137 (1) The Constraints 137 (1) International Implications 138 (8) Advertising Design: Theoretical Frameworks and Types of Appeals 146 (30) Ecko Enterprises: Dressing the Hip Hop World and Beyond 146 (2) Overview 148 (1) The Creative Brief 148 (1) Advertising Theory 149 (4) Hierarchy of Effects 149 (1) Means-End Theory 150 (1) Leverage Points 151 (1) Verbal and Visual Images 152 (1) Types of Advertising Appeals 153 (14) Fear 154 (1) Humor 155 (2) Sex 157 (5) Musical Appeals 162 (2) Rational Appeals 164 (1) Emotional Appeals 165 (2) Scarcity Appeals 167 (1) The Structure of an Advertisement 167 (2) International Implications 169 (7) Advertising Design: Message Strategies and Executional Frameworks 176 (31) Dove's Social and Fashion Advertising 176 (1) Overview 177 (1) Message Strategies 178 (5) Cognitive Strategies 178 (3) Affective Strategies 181 (1) Conative Strategies 182 (1) Executional Frameworks 183 (5) Animation 183 (1) Slice-of-Life 184 (1) Dramatization 185 (1) Testimonials 185 (1) Authoritative 186 (1) Demonstration 186 (1) Fantasy 187 (1) Informative 188 (1) Sources and Spokespersons 188 (6) Source Characteristics 190 (2) Matching Source Types and Characteristics 192 (2) Creating an Advertisement 194 (1) Advertising Effectiveness 195 (3) Beating Ad Clutter 197 (1) International Implications 198 (9) PART 3 IMC MEDIA TOOLS 207 (88) Traditional Media Channels 208 (34) M&M's: The Sweet Task of Media Selection 208 (2) Overview 210 (1) Media Strategy 210 (1) Media Planning 211 (2) Media Planners 212 (1) Media Buyers 213 (1) Advertising Objectives 213 (3) Achieving Advertising Objectives 216 (3) Recency Theory 217 (2) Media Selection 219 (11) Television 219 (3) Radio 222 (2) Outdoor Advertising 224 (2) Magazines 226 (2) Newspapers 228 (2) Media Mix 230 (1) Media Selection in Business-to-Business Markets 231 (2) International Implications 233 (9) E-active Marketing 242 (28) How Google Has Changed Our Language 242 (1) Overview 243 (1) E-Commerce 244 (2) E-Commerce Components 245 (1) E-Commerce Incentives 246 (3) Financial Incentives 246 (1) Convenience Incentives 247 (1) Value-Added Incentives 248 (1) Consumer Concerns with E-Commerce 249 (2) Seller Opportunism 249 (1) Security Issues 249 (1) Privacy Issues 250 (1) Purchasing Habits 250 (1) Biusiness-to-Business E-Commerce 251 (1) Interactive Marketing 251 (2) Online Advertising 253 (1) Forms of Online Advertising 253 (1) The Impact of Online Advertising 253 (1) Brand Spiraling 253 (1) Blogs 254 (1) Reactions to Negative Comments 254 (1) Company-Sponsored Blogging 255 (1) Online Social Networks 255 (1) Developing a Social Network Presence 256 (1) Consumer-Generated Advertising 256 (1) Consumer-Generated Reviews 257 (1) E-Mail 258 (2) Integration with Other Channels 258 (1) Web Analytics 258 (1) Monitoring Future Actions 259 (1) E-Mail Newsletters 259 (1) Advertising on Other Newsletters 259 (1) Search Engine Optimization 260 (1) Viral Marketing 260 (2) Web Site Design Issues 262 (1) International Implications 262 (8) Shipping Issues 262 (1) Payment Methods 263 (1) Communication Issues 263 (1) Technology Issues 263 (7) Alternative Marketing 270 (25) Red Bull's Buzz 270 (1) Overview 271 (1) Alternative Media Programs 272 (1) Buzz Marketing 272 (2) Consumers Who Like a Brand 273 (1) Sponsored Consumers 273 (1) Company Employees 273 (1) Buzz Marketing Stages 274 (1) Buzz Marketing Preconditions 274 (1) Guerilla Marketing 274 (2) Product Placements and Branded Entertainment 276 (2) Product Placements 276 (1) Branded Entertainment 276 (1) Achieving Success with Individual Consumers 277 (1) Company Tactics 277 (1) The Media's Perspective 278 (1) Lifestyle Marketing 278 (1) Alternative Media Venues 279 (3) Video Game Advertising 279 (1) Benefits of Video Game Advertising 280 (1) Disadvantages of Video Game Advertising 280 (1) Cinema Advertising 280 (1) In-Tunnel Subway Advertising 280 (1) Parking Lot Advertising 281 (1) Escalator Advertising 281 (1) Airline In-Flight Advertising 281 (1) Leaflets and Brochures 281 (1) Carry-Home Menus 281 (1) Carry-Home Bag Advertising 282 (1) Advertising on Clothing 282 (1) Mall Signs 282 (1) Kiosks 282 (1) In-Store Marketing 282 (2) New In-Store Marketing Tactics 283 (1) Point-of-Purchase Tactics 284 (2) Designing Effective POP 284 (1) Measuring POP Effectiveness 285 (1) Combination Approaches 286 (1) Brand Communities 286 (2) International Implications 288 (7) PART 4 IMC PROMOTIONAL TOOLS 295 (86) Database and Direct Response Marketing 296 (28) Levi Strauss & Co.: Using Quality Information to Build Relationships 296 (2) Overview 298 (1) Database Marketing 298 (1) Building a Data Warehouse 299 (2) E-Mail and Internet Data 300 (1) Purchase and Communication Histories 300 (1) Personal Preference Profiles 300 (1) Customer Information Companies 301 (1) Geocoding 301 (1) Database Coding and Analysis 301 (2) Lifetime Value Analysis 301 (1) RFM Analysis 302 (1) Data Mining 303 (1) Database-Driven Marketing Communications 304 (3) Identification Codes 305 (1) Customer Profile Information 305 (1) In-Bound Telemarketing 305 (1) Trawling 306 (1) Lifetime Value Segments 306 (1) Database-Driven Marketing Programs 307 (5) Permission Marketing 307 (2) Frequency Programs 309 (2) Customer Relationship Management 311 (1) Direct Response Marketing 312 (1) Direct Mail 313 (1) Types of Lists 313 (1) Advantages of Direct Mail 314 (1) Disadvantages of Direct Mail 314 (1) Catalogs 314 (1) Direct Response Media 315 (1) Internet 315 (1) Alternative Media 315 (1) Telemarketing 316 (1) International Implications 316 (8) Sales Promotions 324 (30) Sales Promotions and More Hook Fans 324 (2) Overview 326 (1) Consumer Promotions 326 (1) Coupons 327 (3) Coupon Distribution 328 (1) Types of Coupons 328 (1) Problems with Coupons 329 (1) Premiums 330 (1) Types of Premiums 330 (1) Keys to Successful Premium Programs 331 (1) Contests and Sweepstakes 331 (2) Contests 332 (1) Sweepstakes 332 (1) Components of Prizes 332 (1) Goals of Contests and Sweepstakes 333 (1) Refunds and Rebates 333 (1) Sampling 334 (2) Types of Samples 335 (1) Benefits of Sampling 335 (1) Problems with Sampling 335 (1) Successful Sampling Programs 336 (1) Bonus Packs 336 (1) Types of Bonus Packs 336 (1) Benefits of Bonus Packs 336 (1) Problems with Bonus Packs 337 (1) Price-Offs 337 (1) Benefits of Price-Offs 337 (1) Problems with Price-Offs 338 (1) Overlays and Tie-Ins 338 (1) Planning for Consumer Promotions 338 (2) Trade Promotions 340 (7) Trade Allowances 340 (2) Trade Contests 342 (1) Trade Incentives 343 (2) Trade Shows 345 (2) Concerns with Trade Promotions 347 (1) International Implications 348 (6) Public Relations and Sponsorship Programs 354 (27) Everyone's Wild About Harry 354 (1) Overview 355 (1) Public Relations 356 (1) Internal Versus External Public Relations 356 (1) Public Relations Tools 356 (1) Public Relations Functions 357 (1) Identifying Stakeholders 357 (2) Internal Stakeholders 358 (1) External Stakeholders 358 (1) Assessing Corporate Reputation 359 (1) Auditing Corporate Social Responsibility 360 (1) Creating Positive Image-Building Activities 360 (4) Cause-Related Marketing 361 (2) Green Marketing and Pro-Environmental Activities 363 (1) Preventing or Reducing Image Damage 364 (4) Proactive Prevention Strategies 365 (1) Reactive Damage-Control Strategies 365 (3) Sponsorships 368 (2) Forms of Sponsorships 368 (1) Choosing Sponsorships 369 (1) Sponsorship Objectives 370 (1) Event Marketing 370 (3) Determining Objectives 371 (1) Matching the Event to Publics 371 (1) Promoting the Event 371 (1) Advertising at the Event 371 (1) Tracking Results 372 (1) Cross-Promotions 372 (1) International Implications 373 (8) PART 5 IMC ETHICS, REGULATION, AND EVALUATION 381 (57) Regulations and Ethical Concerns 382 (26) A Salty Situation 382 (1) Overview 383 (1) Marketing Communications Regulations 384 (6) Governmental Regulatory Agencies 384 (1) The Federal Trade Commission 385 (1) Unfair and Deceptive Marketing Practices 385 (1) Deception Versus Puffery 385 (1) Substantiation of Marketing Claims 386 (1) How Investigations Begin 387 (1) Consent Orders 388 (1) Administrative Complaints 388 (1) Courts and Legal Channels 388 (1) Corrective Advertising 389 (1) Trade Regulation Rulings 389 (1) Industry Oversight of Marketing Practices 390 (2) Council of Better Business Bureaus 390 (1) National Advertising Division 390 (1) National Advertising Review Board 391 (1) Children's Advertising Review Unit 391 (1) Ethics and Social Responsibility 392 (3) Ethics and Advertising 393 (1) Perpetuating Stereotypes 393 (1) Advertising Unsafe Products 394 (1) Offensive Advertisements 394 (1) Advertising to Children 395 (1) Marketing and Ethics 395 (2) Brand Infringement 395 (1) Medical Marketing and Advertising 396 (1) Gifts and Bribery in Business-to-Business Marketing Programs 396 (1) Internet Marketing: Spamming and Cookies 397 (1) Responding to Ethical Challenges 397 (2) Ethical Frameworks 398 (1) Social Responsibility 399 (1) Social Responsibility Perspectives 399 (1) Ethics Programs 400 (1) Ethics Training Programs 400 (1) Codes of Ethics 400 (1) Ethics Consulting Systems 401 (1) International Implications 401 (7) Evaluating an Integrated Marketing Program 408 (30) Pretesting for Effectiveness: The New High-Tech World of Advertising Design 408 (1) Overview 409 (1) Matching Methods with IMC Objectives 410 (1) Message Evaluations 411 (10) Concept Testing 412 (1) Copytesting 413 (1) Recall Tests 414 (2) Recognition Tests 416 (1) Attitude and Opinion Tests 417 (1) Emotional Reaction Tests 418 (1) Physiological Arousal Tests 419 (1) Persuasion Analysis 420 (1) Evaluation Criteria 421 (2) Behavioral Evaluations 423 (5) Sales and Response Rates 423 (2) Online Metrics 425 (1) Test Markets 426 (2) Purchase Simulation Tests 428 (1) Evaluating Public Relations Activities 428 (2) Evaluating the Overall IMC Program 430 (1) International Implications 431 (7) Name/Organization Index 438 (8) Subject Index 446...”

Relationship marketing : exploring relational strategies in marketing di Egan, John

Sommario: “...202 (2) References 204 (2) Relationship management 206 (19) Key issues 206 (1) Introduction 206 (1) Relationship management 207 (1) Marketing plan 208 (5) Managing relationships 213 (3) Criticism of RM 216 (4) Summary 220 (1) Discussion questions 220 (1) Case study: `A difficult age' 221 (1) References 222 (3) Index 225...”