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O książce

Autor opisuje opisuje podstawowe strategie komunikacji korporacyjnej, wyzwania stojące przed managementem, oraz zmiany zachodzące w otoczeniu firm.

Spis treści

Chapter 1 The Changing Environment for Business

Case: Hooker Chemical Company

Chapter 2 Communicating Strategically

Case: Fletcher Electronics

Chapter 3 An Overview of the Corporate Communication Function

Case: Bank of Boston

Chapter 4 Managing Image, Identity, and Reputation

Case: GE Identity Program

Chapter 5 Managing Corporate Advertising

Chapter 6 Managing Media Relations

Case: Adolph Coors Company

Chapter 7 Investor Relations: A Random Walk Down Wall Street

Case: United Technologies

Chapter 8 Employee Communication

Case: Norwich Software

Chapter 9 Managing Government Affairs

Case: Dodds Paper Company

Chapter 10 Managing Communication in a Crisis

Case: Dow Corning

Stan

Mimalne ślady używania na okładce. Zaznaczenia na kilkunastu stronach.

O książce

Autorzy koncentrują się na segmentacji, wynikach badań i wpływie Internetu na zachowania konsumenckie (sposoby zbierania informacji przez potencjalnych klientów). Tekst pomaga zastosować teoretyczne rozważania w badaniu postaw konsumenckich oraz dopasowywaniu do nich strategii marketingowych.

Spis treści

PART I. INTRODUCTION.

1. Introduction: Diversity in the Marketplace.
2. Consumer Research.
3. Market Segmentation.

PART II. THE CONSUMER AS AN INDIVIDUAL.

4. Consumer Motivations.
5. Personality and Consumer Behavior.
6. Consumer Perception.
7. Consumer Learning.
8. Consumer Attitude Formation and Change.
9. Communication and Consumer Behavior.

PART III. CONSUMERS IN THEIR SOCIAL AND CULTURAL SETTINGS.

10. Reference Groups and Family Influences.
11. Social Class and Consumer Behavior.
12. The Influence of Culture on Consumer Behavior.
13. Subcultures and Consumer Behavior.
14. Cross-Cultural Consumer Behavior: An International Perspective.

PART IV. THE CONSUMER'S DECISION MAKING PROCESS.

15. Consumer Influence and the Diffusion of Innovations.
16. Consumer Decision Making.

Glossary.
Company Index.
Name Index.
Subject Index.
Credits.

Stan

Minimalne ślady używania na okładce. Wewnątrz bez zaznaczeń.

Spis treści

Foreword
Acknowledgments
Introduction 1

Sect. I Corporate Branding and Its Bottom-Line Impact 5

Ch. 1 What Is Corporate Branding? 7
Ch. 2 The Corporate Branding Index: Attaining the "Holy Grail" 19
Ch. 3 The Multiplier Effect on Financial Performance 29

Sect. II How Corporate Branding Is Achieved 49

Ch. 4 Crafting the Brand 51
Ch. 5nEstablishing the Key Message 61
Ch. 6 Integrating Communications to Reach Corporate Goals 79
Ch. 7 The Multiplier Effect on Key Audiences 95

Sect. III Implementing Corporate Branding 107

Ch. 8 Gaining Recognition for the Spin-Off 109
Ch. 9 Corporate Branding on a Global Scale 117
Ch. 10 How Corporate Branding Works for the Small Business 129
Ch. 11 Advocacy and Cause Marketing 139
Ch. 12 Interactive Media ... and Strong Brand Position 155

Sect. IV Corporate Branding and the CEO 167

Ch. 13 Corporate Growth versus Status Quo 169
Ch. 14 The Role of the CEO 177
Ch. 15 Two Sources of Aid for the CEO 189

App. A Levi Strauss and Co.: "One of the Great Global Brands" 199
App. B Hancor, Inc.: The Critical Path to Starting a Corporate Branding Program 209
App. C Other Ways to Reflect Corporate Brand 217

Index 225

Stan

Książka wygląda jak nowa. Bez zaznaczeń.


O książce

Autor jest uznawany za twórcę marketingu bezpośredniego.


Spis treści

1. Direct Marketing Is a Strategy, Not a Tactic

It's not an ad with a coupon, it's not a commercial with a toll-free number, it's not a mailing, a phone call, a promotion, a database, or a Web site; It's a commitment to getting and keeping valuable customers.

2. The Consumer, Not the Product, Must Be the Hero

The product must create value for each of its consumers. It must satisfy consumers' unique differences, not their commonalities. The call of the Industrial Revolution was manufacturers saying, "This is what I make, don't you want it?" The call of the Information Age is consumers asking, "This is what I need, won't you make it?"

3. Communicate with Each Customer or Prospect as an Audience of One

Advertising must be as relevant to each consumer as the product or service is. General advertising and more targeted direct marketing must both be part of a holistic communication strategy.

4. Answer the Question "Why Should I?"

The most dangerous question a prospect or customer asks is "Why should I?" And he may ask it more than once -- but never of you. The product and its communication stream must continue to provide him with both rational and emotional answers.

5. Advertising Must Change Behavior, Not Just Attitudes

Favorable consumer attitudes go only part of the way to creating sales. It's also the consumer's accountable actions such as inquiries, product trials, purchases, and repurchases that create profits.

6. The Next Step: Profitable Advertising

The results of advertising are increasingly measurable;they must now become accountable. Advertising can't be just a contribution to goodwill -- it must become an investment in profits.

7. Build the "Brand Experience"

Customers have to know and feel the brand as an experience that serves their individual needs. It has to be a total and ongoing immersion in satisfaction that includes everything from packaging to point of purchase, repurchase, and after-sale service and communications.

8. Create Relationships

Relationships continue to grow -- encounters do not. The better the buyer-seller relationship, the greater the profit.

9. Know and Invest in Each Customer's Lifetime Value

One automobile dealer calculated that a lifetime of cars sold to one customer would be worth $332,000. How much should a marketer spend to create such a loyal lifetime customer for a given product or service?

10. "Suspects" Are Not "Prospects"

"Prospects" are consumers who are able, ready, and willing to buy, "suspects" are merely eligible to do so. Communicating with prospects reduces the cost of sales; communicating with suspects raises the cost of advertising.

11. Media is Contact Strategy

Measurable results from media, not the number of exposures, are what counts. Measurements such as "reach" and "frequency" are out of date. Only "Contacts" can begin relationships.

12. Be Accessible to Your Customers

Be there for your customers--be their database and source of information and service through as many channels of communication as possible. They can't tell you what they need unless they can reach you.

13. Encourage Interactive Dialogues

Listen to consumers rather than talk at them. Let them "advertise" their individual needs. They'll be grateful for your responsiveness. Convert one-way advertising to two-way information sharing.

14. Learn the Missing "When?"

The answer "Not now" is as dangerous to advertising as "Not this." Only consumers know when they are ready to buy, and they will tell you if you ask them in the right way.

15. Create an Advertising Curriculum That Teaches as It Sells

A "curriculum" is a learning system that teaches one "bit" of information at a time. Each advertising message (bit) can build on the learning of the previous one. It can teach consumers why your product is superior and why they should buy it.

16. Acquire Customers with the Intention to Loyalize Them

Promotions sell product trials -- but not ongoing brand loyalty. They may also attract the wrong customers, who may never become loyal. The right customers must be acquired and persuaded to want what the product does and not what the promotion offers. The right customers may in fact be your competitor's best customers.

17. Loyalty Is a Continuity Program

"Totally satisfied" customers are least likely to fall away. Those who are merely "satisfied" may fall away without warning. To build ongoing relationships, rewards for good customers should be tenure-based (on previous purchases, usage behavior, and length of relationship). Rewarding "tenure" can prevent competitors from "conquesting" your best customers.

18. Your Share of Loyal Customers, Not Your Share of Market, Creates Profits

Spend more on the good customers you have. Ninety percent of most companies' profits come from repeat customers. It costs six to ten times as much to get a new customer as to keep an old one.

19. You Are What You Know

Data is an expense -- knowledge is a bargain. Collect only data that can become information, which, in turn, can become knowledge. Only knowledge can build on success and minimize failure. A company is no better than what it knows. 

Stan

Książka wygląda jak nowa.

O książce

"The Masterbrand Mandate is on the money-literally and figuratively! Both visionary and practical, it successfully tackles the modern challenges of brand-building head-on. This book is an invaluable guide for designing breakthrough brand strategies in the new economy." -Kevin Lane Keller

Spis treści

About the Book ix

Chapter 1 Built to Change 1

Part 1 Mandate: Build the Customer's Community 

Chapter 2 Grow the Masterbrand Community 27
Chapter 3 Interactivate the Brand.comm 59
Chapter 4 Extend the Online Community 89
Chapter 5 Masterbrand: Sun Microsystems 109

Part 2 The Inside Job: Coach the Customer's Team
 
Chapter 6 Coach the Customer's Team 121
Chapter 7 Organize to Brand-Build 151
Chapter 8 Masterbrand: Charles Schwab & Co. 177
Chapter 9 Unify the Diverse Community 187

Part 3 The World Outside: Maneuver the Masterbrand
 
Chapter 10 Outbrand the Competition 213
Chapter 11 Masterbrand: America Online 243
Chapter 12 Interglocalize the Masterbrand 253
Chapter 13 Moving Forward with the Mandate 273

Epilogue 295
Endnotes 297
Additional Sources 305
Acknowledgments 309
Index 311
About the Authors 323

Stan

Minimalne ślady używania na okładce. Wewnątrz bez zaznaczeń.

O książce

Autor opisuje wpyw portali aukcyjnych, takich jak Ebay, na zachowania współczesnych konsumentów.

Spis treści

Introduction 1

1 Primitive Values: The Accumulation Nation 15
2 Secondhand Nation: Minding the Liquidity Gap 37
3 Auction Fever: Catalyst for a Cultural Revolution 57
4 True Liquidity: Creating a Perfect Market 77
5 Future Value: Embracing the Auction Culture 103
6 For the Good of All: The Net Effect 131
7 To Fight or not to Fight: Corporate Responses to Change 155
8 Setting a Course: Winning Business Strategies 181
9 The Evolution of a New Ecosystem: Tomorrow's Opportunities 209

A Note on the Data 229
Acknowledgments 231
Selected References 233
Index 235

Stan

Minimalne ślady używania na okładce. Wewnątrz bez zaznaczeń.

O książce

In Free Prize Insule, Seth Godin is back with practical advice on how to put Purple Cow thinking to work inside your organization (big or small, profit or non) to MAKE SOMETHING HAPPEN. The next big marketing idea is a proven strategy for making your products or services so remarkable that they practically sell themselves.

Purple Cow taught marketers the value of standing out from the herd, which is how companies like Krispy Kreme and JetBlue made it big. But it left readers hungry for more: How do you actually think up new Purple Cows? And how do you get them adopted by risk-averse Brown Cow companies?

Free Prize Inside delivers those answers and much more. It's a fun guide to doing innovative marketing that really works when the traditional approaches have all stopped working. Thirty years ago, the best way to sell something was to advertise it on television. But today's consumers are cynical, and your product or service had better be more than just hype and clever advertising. Even better, it ought to come with a market-changing innovation—a free prize inside.

You don't have to spend a fortune to create something cool that virtually sells itself. Think of simple but powerful innovations like the Tupperware party, Flintstones vitamins, G.I. Joe (a doll just for boys), Lucille Roberts (a gym just for women), and frequent flier miles. Free Prize Inside will teach you how to create those kinds of blockbusters at your own company without a bunch of MBA-brainwashed marketers. You don't have to be a genius—you just need curiosity, initiative, and a strategy for overcoming resistance when you champion your idea.

We're all marketers now, no matter what our job titles. With Godin's help, we can find the free prize that will transform our companies.