Download or read book Applying Scientific Reasoning to the Field of Marketing written by Terry Grapentine and published by Business Expert Press. This book was released on 2012-10-03 with total page 254 pages. Available in PDF, EPUB and Kindle. Book excerpt: Marketing decisions often misfire when driven more by beliefs than by knowledge. This book will guide you on how to differentiate between the two and to think more clearly and correctly when making those decisions, thereby increasing organizational success. The author has based this book on the fields of epistemology—the study of how knowledge is created—and the philosophy of science— the study of what it means for a science to be called a science. The motivation behind the book is quite simple: Given that science is so successful, why shouldn’t marketers borrow thinking and reasoning skills from science and apply them to marketing? Indeed, why not? The book details the groundwork for learning how to apply scientific reasoning to the field of marketing, such as some basic and important definitions (“What is a belief?” “What is knowledge?”), and identifies barriers to scientific reasoning, giving an example from the Dow Chemical Company and just how Dow uses critical thinking and reasoning skills to make more effective marketing and business decisions. You’ll also learn some real “thinking tools” you will need to apply scientific reasoning to solving your marketing problems. It introduces topics relating to attributes versus constructs, the meaning of causation, the relationship between coherence and justified beliefs, the importance of logic to sound reasoning, and the avoidance of logical fallacies in making sound recommendations. The book concludes by giving you direction to further improve your ability to apply scientific reasoning to solving marketing problems.

Download or read book Critical Thinking for Marketers Volume II written by David Dwight and published by Business Expert Press. This book was released on 2016-12-02 with total page 109 pages. Available in PDF, EPUB and Kindle. Book excerpt: This second volume of Critical Thinking for Marketers expands your background knowledge of other areas of critical thinking that are making major contributions to both marketing as a social science and marketing as an applied science. Section I, Think Better, provides introductory discussions of - marketing as a science; the difference between correlation and causation; the meaning of what a “concept” is and why it is critical for marketers to develop good concept definitions (e.g., “What is customer satisfaction?”); why the 18th century Scottish philosopher David Hume is relevant to marketers today; and the impact that behavioral economics is having on how marketers do their job. Section II, Cognitive Biases and Their Importance, talks about recent discoveries in cognitive psychology and neuroscience that have relevance to marketers. You’ll learn that marketers need to be aware of their own cognitive biases and irrational thinking processes, which often lead to making bad decisions, and that the retail and business customers we market to are not as rational as we may think and hope they are. Finally, Section III, Conclusions, draws on both Volumes I and II to summarize the book’s primary messages with helpful hints on applying your new tools and making better marketing decisions.

Download or read book Critical Thinking for Marketers Volume I written by David Dwight and published by Business Expert Press. This book was released on 2016-12-02 with total page 157 pages. Available in PDF, EPUB and Kindle. Book excerpt: All marketing actions, whether preceded by formal or informal decision-making processes, are based on what philosophers call “arguments.” An argument is a set of related statements comprising premises and a conclusion. Ideally, premises give an audience good reasons for accepting your argument’s conclusion. In marketing, these “conclusions” are normative decisions about what an organization should do, for example, raise prices by five percent, add a new sales territory or, perhaps, change the marketing communications mix to invest more in digital and less in print. The premises are the rationale behind why the organization should take such actions. Critical Thinking for Marketers: Learn How to Think, Not What to Think provides information and guidelines on not only how to develop good arguments, but also what it means to develop a good argument. For example, the book describes two basic kinds of arguments—deductive and inductive—and how to examine whether such arguments are “good” or not. To do this, the book explains 60 logical fallacies—or errors in reasoning—that marketers should avoid. Additionally, the authors’ several “Think Better” discussions examine how fields such as philosophy, behavioral economics, and marketing theory have informed the principles of critical thinking in marketing.

Download or read book Leading Edge Marketing written by Veronica A. Williams and published by Business Expert Press. This book was released on 2014-03-15 with total page 249 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book is a comprehensive blueprint of the Five Ps of Marketing (www.The5Ps.com): Product, Packaging, Price, Promo, and Place. Using the Five Ps presents you with key strategies and principles to deliver “must-have” solutions for your current and future business needs. Inside are several strategies for anyone who wants to learn how to identify, create, and deliver a hi-tech product or service that will be purchased by a critical mass of people. It presents the techniques and end-to-end process to produce a profit from products and services. The essence of this book is that it takes old principles, updates them to the current environment, adapts them to technology, and, most importantly, explains how they can be put to work to deliver respectable market share and strong profits...with integrity. It is a comprehensive guide to deliver a winning solution—from concept to profit.

Download or read book Marketing and Management Models written by Helen Strong and published by Business Expert Press. This book was released on 2014-07-31 with total page 172 pages. Available in PDF, EPUB and Kindle. Book excerpt: Modern business practice, especially in the field of marketing, depends on the integration of creative and analytical thinking. One of the tools in this process is the use of management models to guide business decisions. However, the inherent power of the models is only released when the people applying them have the ability to gather relevant information and interpret the relationships between the variables in the model. This book examines the role of some of the most popular management models and will help you determine when they should be applied. In addition, it suggests which models may be relevant and, more importantly, identifies the type of information needed to implement them; and also reduces the complexity of these models through a logical and systematic approach. Models recognize the impact of globalization, technology, systems thinking, and the need for an integrated approach in strategic marketing. You’ll find new ones dealing with consumer engagement, gamification, supply chain management, and cultural integration. If you’re a student of business and marketing, a junior market researcher, or a manager responsible for the preparation of strategic analyses prior to problem-solving and planning sessions, this book is for you!

Download or read book Customer Oriented Marketing Strategy written by Tevfik Dalgic and published by Business Expert Press. This book was released on 2013-03-15 with total page 173 pages. Available in PDF, EPUB and Kindle. Book excerpt: What is customer orientation? And how does it fit in your idea of a good marketing strategy? This book can help you understand more about the relationships, applications, and steps to take to drive continuous relationships with customers to aid in the process of defining and implementing niche strategies, international marketing efforts, and electronic commerce. Inside, the authors start with classic marketing concepts and then review important developments and research of the latest findings (both from the theoretical and applied points of view) to present specific examples, methodologies, policy measures, and strategies that can be implemented to increase and perfect customer satisfaction. Both manufacturing and service businesses are addressed, and the results will give you a combination of the major studies in this specific field of marketing and strategy to offer a comprehensive strategic tool for decision makers in organizations.

Download or read book Effective Advertising Strategies for Your Business written by Cong Li and published by Business Expert Press. This book was released on 2014-08-01 with total page 125 pages. Available in PDF, EPUB and Kindle. Book excerpt: As the media landscape has evolved over the past few years, especially with the emergence of interactive and social media, the philosophy of advertising is significantly changing. Most businesses realize that the days when they relied on three national networks (ABC, NBC, and CBS) and a few national newspapers to advertise are gone; thus, they begin to find alternatives to standardized advertising. Many of them begin to adopt more individualized advertising approaches, empowered by Internet technologies. This book outlines three fundamental strategies of advertising: standardized, targeted, and individualized. It describes each strategy in detail and discusses the pros and cons of each. The importance of collecting consumer insights and incorporating those insights into advertising messages are also highlighted. Although a few high-technology companies, such as Google, Facebook, and Amazon, are showing success in delivering individualized advertising messages to consumers, this approach (including both personalization and customization) is not suitable for all businesses. No single strategy is absolutely more effective than the others; however, inside you are given a real strategy based on a scrutiny of the value proposition of the business and expectations of consumers.

Download or read book A Professional and Practitioner s Guide to Public Relations Research Measurement and Evaluation Second Edition written by David Michaelson and published by Business Expert Press. This book was released on 2014-05-23 with total page 280 pages. Available in PDF, EPUB and Kindle. Book excerpt: Contemporary public relations practice has developed over the last several decades from the weak third sister in marketing, advertising, and public relations mix to a full player. To help you keep up to speed with the exciting changes and developments of publications, this book has been updated to provide you with the necessary understanding of the problems and promises of public relations research, measurement, and evaluation. As a public relations professional, this book will guide you through the effective use of methods, measures, and evaluation in providing grounded evidence of the success (or failure) of public relations campaigns. This second edition takes a best practices approach—one that focuses on choosing the appropriate method and rigorously applying that method to collect the data that best answers the objectives of the research. It also presents an approach to public relations that emphasizes the profession’s impact on the client’s return on investment in the public relations function.

Download or read book Smart Marketing written by Ahmed Al Akber and published by Business Expert Press. This book was released on 2015-08-13 with total page 162 pages. Available in PDF, EPUB and Kindle. Book excerpt: Smart Marketing is designed to help organizations looking for significant growth. Offering a great product or service does not guarantee success—to win these days, a business must also excel at marketing and selling. In most instances, a big marketing team and budget also isn’t necessary. To achieve big goals, focus must be put on the most important marketing and sales activities that generate the biggest impact for the business. This book outlines what those activities are and how to implement them. This book will appeal to CEOs, business owners, and independent professionals. It will also be very useful for marketers and sales managers. It is a “how to” guide to help readers cut through the hype and get straight to what really matters to this audience—growing business and revenue.

Download or read book Dynamic Customer Strategy written by John F. Tanner, Jr. and published by Business Expert Press. This book was released on 2013-12-31 with total page 191 pages. Available in PDF, EPUB and Kindle. Book excerpt: Marketers, merchandisers, and sales executives alike are struggling with Big Data - the data streaming at increasing speeds from myriad channels and options for communicating with customers. The tools are likely to continue to multiply, paralyzing many executives with simply too many choices. Using data from a four-year study, this book provides a process for rigorous decision making, eliminating the paralysis and optimizing decision making for marketing performance. This book is intended for a broad audience including students and professors in graduate business schools, and practicing business executives. The goal is to inform marketing practice and help current and future business leaders navigate through the competitive storms unleashed by technological change.

Download or read book Market Sensing Today written by Melvin Prince and published by Business Expert Press. This book was released on 2015-08-03 with total page 131 pages. Available in PDF, EPUB and Kindle. Book excerpt: The concept and framework of market sensing was introduced by George Day more than 20 years ago into the strategic marketing literature—especially the philosophy of the market-driven organization. Market sensing can be considered an expression of a company’s capabilities to scan the external environment. It does this by using real time data and intelligence to understand business or uncertain changes, to meet the current and future needs of the market, increase customer value, and outperform competitors. Market sensing enables managers to resist complacency, as well as to exploit opportunities and to design appropriate competitive strategies in order to remain successful in today’s uncertain, rapidly changing, and hypercompetitive market. Market Sensing Today is essential reading in the marketing discipline, given the rapidly escalating innovative developments in market sensing techniques. This book of essays by acknowledged experts in the field fills an important knowledge gap and provides a realistic basis for strategy. It is replete with real-life examples of market sensing that illustrate actionable ideas for immediate impact that will improve organizational learning and accelerate growth.

Download or read book Marketing Plan Templates for Enhancing Profits written by Elizabeth Rush Kruger and published by Business Expert Press. This book was released on 2015-11-10 with total page 156 pages. Available in PDF, EPUB and Kindle. Book excerpt: This workbook coaches business leaders to magnify the profits of a business. They learn a unique scientific system for predicting and achieving results. Their systematic decisions will spark the profits of any business. This system comprises all strategic decisions in the marketing plan for a business. The first part uses the SWOT Analysis to assess its strengths and weaknesses and identify possible opportunities and threats. The SWOT Analysis clarifies the mission, target market, specialty, and suppliers of the business. The questions at the end of these four chapters guide business leaders to focus on quality, describe key customers, compete on strength, and delegate weaknesses. The next part positions the business relative to its competitors with marketing mix decisions. Business leaders specify its products and services, and how to distribute, promote, and price them. These four chapters close with questions that lead the business to offer treasures, deliver delight, trumpet empathy, and price as valued. The final part motivates them to implement their decisions. The closÂing questions motivate business leaders to target key prospects, reward the best, concentrate resources, and jump into action. These twelve decisions transform a marketing plan and build the business. Her unique scientific system coaches business leaders to use the 80/20 rule to magnify their profits.

Download or read book Surprise written by Vincent P. Magnini and published by Business Expert Press. This book was released on 2014-10-05 with total page 131 pages. Available in PDF, EPUB and Kindle. Book excerpt: Modern consumers are being bombarded with in-formation from every angle. They can’t handle it and, consequently, tune out large portions of the information. Consumers, therefore, often enter service transactions with predetermined men-tal scripts regarding how they predict the trans-actions will transpire and are not paying close attention. In order to gain their full attention, firms must find ways to surprise consumers dur-ing transactions; that is, firms must spawn mental script deviations for them. Research indicates that these script deviations can cement consumer loyalty. This book details how to create a surprise culture in a service firm. Because a consumer can only be “surprised” by a given tactic one time and surprise ideas can be copied by competitors, a firm with a culture that generates and implements a constant stream of surprise tactics is one that has the higher edge in achieving success in the modern envi-ronment of information overload.

Download or read book Basics of Branding written by Jay Gronlund and published by Business Expert Press. This book was released on 2013-08-23 with total page 145 pages. Available in PDF, EPUB and Kindle. Book excerpt: Smart branding is essential for success, yet it is often misunderstood. Developing a brand that is relevant, distinct, and emotionally compelling can be very dif_ cult for many managers, mainly because they don’t realize exactly what and how much goes into this branding process. This book will explain this process. In an easy-to-understand writing style, Gronlund will show you the fundamentals that will help develop a value proposition that will excite customers. Branding is all about creating a message or an impression that makes an impact and creates a rational and emotional connection with a customer. Forming a bond of trust and comfort will build brand equity (i.e., how people value your brand) and customer loyalty. We are living in a dynamic, transformative global economy with mind-boggling advances in technology. Managers today can easily become preoccupied with social media vehicles and the innovative features of electronic devices, and hence neglect the importance of the content or the message. Adhering to the core elements of positioning and branding will help them develop more emotionally rich and powerful content. And B2B managers will better understand and discover the real value of good branding, so that their marketing and sales communications will go beyond product features and emphasize relevant benefits that will strengthen their relationships with targeted customers.

Download or read book Customers Inside Customers Outside written by Michael W. Lowenstein and published by Business Expert Press. This book was released on 2014-01-24 with total page 146 pages. Available in PDF, EPUB and Kindle. Book excerpt: Over the past several years, leading companies have entered a period of major marketing and operational adjustment and convergence, or intersection. It’s a reaction to a critical fact of life: Customers—not organizations— now control the decision-making dynamics and how organizations are perceived. We are witnessing significant multichannel media application (and resultant omnichannel access by consumers), along with more effective and pervasive customer data gathering, analysis, and modeling. If you’re observing these major shifts in your own organization, you’ll need this book. Inside, you’ll learn how to build proactive customer communication, improve relationships, drive positive brand perception, optimize channel selection and message personalization, and enhance employee-related factors (hiring, training, reward, recognition), all leading to superior customer experience and a customercentric culture. In addition, the author has incorporated content on “Big Data” generation and analytics, which you’ll master while scoring a direct hit to the moving target—your continuously changing, and increasingly independent, customer base.

Download or read book Sales Promotion Decision Making written by Steve Ogden-Barnes and published by Business Expert Press. This book was released on 2015-01-12 with total page 197 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales promotions are a fact of life for the majority of retailers, suppliers, and FMGC stakeholders commanding up to 75 percent of total marketing budgets. From straightforward discounts on products to more complex omni-channel consumer competitions and contests, sales promotions play a vital role as both strategic and tactical marketing tools. Those responsible for sales promotions must deliver real results in cut-throat competitive trading environments. However, with limited understanding of the options, principles, and practices that underpin effective sales promotion planning, managers often rely on past experience or preferences to guide their decision making. Not surprisingly, many sales promotions fail to achieve their potential. Sales Promotion Decision Making serves as a vital resource for practitioners. Distilled from over 700 articles and cases, it presents the findings of comprehensive global research which explores the DNA of sales promotions, including their role, nature, and function, the critical decision-making processes, and campaign evaluation. This is supported with case studies of sales promotion planning in practice based on research conducted in FMCG and retail organizations. The book offers the reader a deeper, more comprehensive and critical expert appreciation of the core concepts that define sales promotions. This will empower decision makers, consultants, and stakeholders to make more confident, informed, and effective campaign decisions.

Download or read book Leadership Communication written by E. Bruce Harrison and published by Business Expert Press. This book was released on 2014-09-05 with total page 353 pages. Available in PDF, EPUB and Kindle. Book excerpt: My graduate students like this book’s real-world focus on public relations as a strategic role in the C-suite. —Ron Culp, professional director, Public Relations & Advertising graduate program, DePaul University; former Senior Vice President, Chief Communication Officer, Sears Leadership in Communication is a cogent, bright, easily readable definition of what corporate communicators do. More than that, it’s an uncommonly careful look at how strategic communication defines, drives, and creates value for a commercial enterprise—its employees, its owners, and those whom they serve. —James S. O’Rourke, IV, PhD, Professor of Management, Mendoza College of Business, University of Notre Dame The quality of leadership in any organization—business, social, military, and government—is enhanced or limited by the quality of its leadership communication. The authors assert that leadership is given force by strategic communication that produces results required in competitive conditions. For the professional in enterprise communication, this brings into focus two questions: What is the relevance of communication in the leadership process of reaching best achievable outcomes (BAOs)? And, how does the primary communication professional attain expert in uence and success in a leadership position? This book provides insights and guidance on functioning at the highest levels of the corpo rate communications profession.