7a63f872d_769

Business Marketing Management, International Edition, 10e Hutt • Speh refer to p.7 Exploring Marketing Research, International Edition, 10e Zikmund • Babin refer to p.19 Foundations of Marketing, 3e Pride • Ferrell refer to p.26 Introduction to Marketing, International Edition, 10e McDaniel • Lamb • Hair refer to p.27

© 2009 Cengage Learning.

ALL RIGHTS RESERVED. No part of this work covered by the copyright herein may be reproduced, transmitted, stored, or used in any form or by any means graphic, electronic, or mechanical, including but not limited to photocopying, recording, scanning, digitizing, taping, web distribution, information networks, or information storage and retrieval systems, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without the prior written permission of the publisher.

Cengage Learning Asia Pte Ltd

Tel: (65) 6410 1200 • Fax: (65) 6410 1208

Email: [email protected] • Website: www.cengageasia.com

• Advertising & Promotion • Brand Management • Business Logistics • Business To Business Marketing

• Consumer Behavior • Customer Relationship Management • International Marketing and others...

Sourcing and Supply Chain Management, International Edition, 4e Handfi eld • Monczka • Giunipero • Patterson refer to p.36

Sales Managment Hair • Anderson • Mehta • Babin

refer to p.40

Encyclopedia of Marketing Campaigns refer to p.R13

Brands and Their Companies refer to p.R14

J0900018-Cvr Size: 190x246mm 4cx1c

CVR_Mktg_SL.indd 1

Contents

Academic

Marketing

Advertising & Promotion ...2

Brand Management...5

Business Logistics ...6

Business to Business Marketing ...7

Consumer Behavior ...8

Customer Relationship Management ...10

International Marketing ...11

Internet Marketing ... 14

Marketing Channels ... 16

Marketing Management ... 16

Marketing Research ... 17

Marketing Strategy ... 22

Non-Profi t Marketing ...25

Principles of Marketing ...25

Public Relations ...32

Purchasing ...35

Relationship Marketing ...37

Retailing ...38

Sales Management ...39

Selling ...40

Services Marketing ... 42

Sports Marketing ...43

Combined Author/Title Index ... i-iii

Library Reference ...

R1-R26

Catalog Info

It includes titles in Marketing from the following publishers:

• Cengage Learning Asia • Cengage Learning Australia • Cengage Learning EMEA • South-Western Cengage Learning

For lecturers, please contact your Cengage Learning Representative or our Singapore Offi ce for ancillaries to adopted texts.

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CENGAGE LEARNING

ASIA SECTIONAL

CATALOG

Marketing

2009 - 2010

Marketing

ADVERTISING & PROMOTION

New Edition!

ADVERTISING AND INTEGRATED BRAND

PROMOTION, INTERNATIONAL EDITION,

5E

Thomas O’Guinn, University of Wisconsin-Madison; Chris Allen, University of Cincinnati; Richard J. Semenik, Montana State University

Powerful and practical, current and cutting-edge, ADVERTISING

AND INTEGRATED BRAND PROMOTION, 5e captures the thrill of

advertising with its integrated learning experience, solid theory,

real-world examples, and coverage of emerging trends. Like other

aspects of business, good advertising is the result of hard work and

careful planning. The new edition of Advertising and Integrated Brand

Promotion illustrates how to best accomplish this.

NEW TO THIS EDITION:

• Cutting-Edge Coverage: Extensively revised and updated, the new fifth edition covers the most current topics, latest issues, and emerging trends from the field. It offers new coverage of Web 2.0, expanded discussions on branded entertainment, greater integration of the importance of globalization, and much more

• PowerPoint® with Video: This edition’s PowerPoint® presentation for the instructor is of the highest quality possible. Prepared by text author Rich Semenik, the all-new PowerPoint® package includes embedded video from recent ads, bringing classroom lectures to life! The presentation includes additional ads as well as non-ad-exhibits. All ads are accompanied with commentary on how they illustrate theory and concepts presented in the text and at least one inductive question to spark classroom discussion • Expanded Visuals: A hallmark feature of ADVERTISING AND INTEGRATED

BRAND PROMOTION is its highly visual presentation, which provides students with a captivating backdrop to see how advertising concepts are applied. The eye-catching fifth edition includes more than 500 ads and exhibits. High-quality paper combined with a dynamic, magazine-style presentation enhances the visual impact of each ad

FEATURES:

• Leader in Brand Strategy: The first to emphasize Integrated Brand Promotion (IBP), ADVERTISING AND INTEGRATED BRAND PROMOTION continues to lead the field, highlighting how advertising and promotion are developed and deployed to build brand awareness and affinity. The entire advertising and promotion trade is focused on using promotional tools to build the brand, and the fifth edition reflects that emphasis. It integrates IBP throughout each chapter to emphasize the importance of building brand awareness in advertising.

• Practical Structure: While setting the standard for coverage of new media topics, the text’s strength lies in its compelling presentation of the

in preparing a sound advertising plan. Following the same process as an advertising agency, the book is structured into logical parts that reflect the way advertising and IBP are developed and executed in practice: The Process, The Planning, The Preparation, and The Placement--the 4 P’s of advertising. • International Integration: Drawing examples straight from today’s global

marketplace, the text provides an insightful, real-world look at the numerous challenges advertisers face internationally. International issues are among the most frequently featured topics in the text and receive dedicated coverage in the Globalization boxes found in most chapters, reflecting the continuing change in business through globalization.

• Practical Tips & Tools: Doing it right is what it all comes down to in advertising, and unique “Doing it Right” features found in nearly every chapter illustrate the practical steps students must take to effectively execute key concepts. This detailed feature ensures students can successfully put theory into real-world action.

CONTENTS:

PART ONE: THE PROCESS: ADVERTISING AND INTEGRATED BRAND PROMOTION IN BUSINESS AND SOCIETY. 1. The World of Advertising and Integrated Brand Promotion. 2. The Structure of the Advertising Industry: Advertisers, Advertising Agencies, and Support Organizations. 3. The Evolution of Promoting and Advertising Brands. 4. Social, Ethical, and Regulatory Aspects of Advertising. PART TWO: THE PLANNING: ANALYZING THE ADVERTISING AND INTEGRATED BRAND PROMOTION ENVIRONMENT. 5. Advertising, Integrated Brand Promotion, and Consumer Behavior. 6. Market Segmentation, Positioning, and the Value Proposition. 7. Advertising and Promotion Research. 8. Planning Advertising and Integrated Brand Promotion. 9. Advertising Planning: An International Perspective. PART THREE: PREPARING THE MESSAGE. 10. Creativity, Advertising, and the Brand. 11. Message Strategy. 12. Copywriting. 13. Art Direction and Production. PART FOUR: PLACING THE MESSAGE IN CONVENTIONAL AND NEW MEDIA. 14. Media Strategy and Planning for Advertising and IBP. 15. Media Planning: Print, Television, and Radio. 16. Media Planning: Advertising and IBP on the Internet. PART FIVE: INTEGRATED BRAND PROMOTION. 17.Support Media, Sales Promotion, and Point of Purchase Advertising. 18. Event Sponsorship, Product Placements, and Branded Entertainment. 19. Direct Marketing and Personal Selling. 20. Public Relations, Influencer Marketing, and Corporate Advertising.Glossary. Name/ Brand/Company Index. Subject Index. Credits.

©2009, 750pp, Paperback, ISBN-10: 0324568673, ISBN-13: 9780324568677, South-Western

ADVERTISING CAMPAIGN STRATEGY,

INTERNATIONAL EDITION, 4E

Donald Parente, Middle Tennessee State University

ADVERTISING CAMPAIGN STRATEGY not only illustrates what

effective advertising campaigns are, but also demonstrates how

to successfully execute them. A comprehensive and detailed

campaign guide is outlined to take students step-by-step through

the advertising process. This text is a perfect addition to a principles

of advertising text.

NEW TO THIS EDITION:

• Mass Customization and Personalization Coverage: Chapter 1 now includes new coverage on Mass Customization and Personalization, a contemporary philosophy that has progressively led companies to develop and provide products to smaller and narrower segments of the market, and in many cases to individuals.

• Revised Chapter 9: Chapter 9, “Enhancing the Marketing Communication Mix,” has been updated extensively and now includes a new section on Marketing in the DVR (digital video recorder) Environment.

• Up-to-Date: The text has been updated to include the most current examples, figures, and exhibits in the text providing readers with the most current information possible.

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FEATURES:

• Effective and Strategic Campaign Process: The approach of Advertising Campaign Strategy, is to offer a detailed examination of the campaign process, from start to finish, with a special emphasis on the analytical and strategic elements that are likely to lead to effective and successful campaigns. • Marketing Communication Campaign Emphasis: Smart companies begin with

the premise that they are planning a marketing communications campaign - not an advertising campaign. This assumption not only helps companies avoid over-reliance on advertising, but it also helps them proactively consider other promotional options as part of a unified selling message. This text shows how to seamlessly integrate communication tools, such as, sales promotions, direct marketing, and public relations with an advertising program, rather than merely combine these, to end with a successful strategy.

• Campaign Progress Checklist: Found at the end of each chapter, the “Campaign Progress Checklist” allows readers to confirm that they understand and have covered all of the topics in that particular chapter in order to have a successful campaign.

• Technology: Technology and the Internet are rapidly and dramatically changing the way in which companies are doing business. We have integrated this coverage throughout the text, as well as up-dated it to reflect changes in the industry for the fourth edition.

• National Student Advertising Competition (NSAC): In the fourth edition, advice and in-depth coverage is given of the NSAC and AAF (American Advertising Federation).

CONTENTS:

1. Advertising from a Marketing Communications Perspective. 2. The Research Foundation I: Understanding Clients and Consumers. 3. The Research Foundation II: Market, Product, and Competitive Analyses. 4. Appraising Opportunities and Setting Objectives. 5. Building the Marketing Communication Strategy. 6. Developing a Creative Strategy that Moves People. 7. Media Strategy and Tactics. 8. Integrated Communications. 9. Enhancing the Marketing Communication Mix. 10. Evaluating the Effectiveness of the Campaign. 11. Preparing the Plans Book. 12. Preparing a Winning Presentation.

©2006, 432pp, Paperback, ISBN-10: 0324422822, ISBN-13: 9780324422825, South-Western

CAMPAIGN PLANNER FOR INTEGRATED

BRAND COMMUNICATIONS, 3E

Shay Sayre, California State University at Fullerton

Campaign Planner for Integrated Brand Communications is designed

to help students prepare and present a professional campaign in

conjunction with their advertising, promotion, or IMC text. Using a

10-step guide, this workbook clearly explains the process of planning

and executing a successful campaign. Students have the option

of working alone or in teams to complete the workbook activities.

Students working in teams will be exposed to and learn about specific

agency roles as they create their campaign.

FEATURES:

• Brand New “Clients” and Companies: The new edition is up-to-date with new companies that students are familiar with and can relate to. Companies include: Monster Energy Drink, Calloway Gold Equipment, Public Broadcast System, Napster Online and new student examples based upon Toni & Guy.

• Valuable Real-Life Experience: In order to complete their campaign, students are required to profile a target market, conduct primary and secondary research, analyze the competition, develop an industry overview, evaluate the product/service, and prepare media plans, creative strategies and promotions.

• Guided Plans Book Development: Drawing on completed worksheets, students are asked to construct an end-of-term written proposal containing their recommendations for a successful campaign. Instructions on how

to prepare and assemble a plans book provide students with important information needed to complete this activity.

• Perfect for Instructors!: Student team-leaders are able to collect assignments, take attendance and evaluate member participation in both small and large classes. By placing responsibility for administration of the group activity on the students, instructors are free to concentrate on advising and can avoid the cumbersome tracking activity associated with team supervision. • Role Playing: Students have the option of working alone or in teams to

complete the assignments. Students working in teams are asked to assume specific agency roles to complete their portion of the campaign. • Theory In Action: Simulating the real-life process that agencies use to develop

a campaign, the exercises contained in this workbook allow students to see how objectives translate into strategies, and how strategies are then developed into usable tactics.

• Student Resources: A tally sheet, sample surveys, and directions on how to conduct informational interviews are included to help students complete the research process.

CONTENTS:

SECTION 1: WHAT WE’RE DOING. A. Why Use the Campaign Planner. B. How We Use the Planner. C. Defining a Campaign. D. Defining a Plans Book. E. Where Do We Start? F. Hand-Holding Stuff. SECTION 2:WHO WE WORK FOR AND WHAT WE DO A. Picking A Client. B. Choosing an Agency Role and Following the Rules. C. Team-Building Activities SECTION 3: KEEPING TRACK A. Scheduling and Conducting Agency Meetings. B. Meeting Rosters. SECTION 4: LET’S GET GOING A. Planning Activities B. Execution Activities SECTION 5: HELPFUL HINTS AND XTRA CREDIT A. Research Tips. B. B. Execution Tips C. Presentation Tips D. Information Interview E. Reading Assignment. SECTION 6: PUTTING IT ALL TOGETHER A. Assembling the Plans Book. B. Student Campaign - Bed Head Boutique.

©2005, 160pp, Softcover, ISBN-10: 0324321473, ISBN-13: 9780324321470, South-Western

INTEGRATED MARKETING

COMMUNICATION, 2E

Bill Chitty, Murdoch University; Nigel Barker, University of Adelaide; Terence A. Shimp, University of South Carolina

This second edition of Integrated Marketing Communications

continues to offer comprehensive and focussed coverage of the Asia

Pacific marketing communications environment.

Emphasising the importance of Integrated Marketing Communications

(IMC), the text examines the borader implications of advertising and

then the range of media ued to communicate with target audiences.

Students are introduced to the latest technology-based marketing

communications such as Internet social networks, email advertising

and behavioural targeting, followed by many distinct IMC elements

beyond adverstising, such as PR and personal selling.

The detailed and accessible explanation of IMC is closely aligned to

real-world marketing practices (IMC in Action boxes) and supported

by new local and international case studies (Asia Pacific Focus and

Global Focus boxes), enabling students to gain a solid theoretical

foundation and a clear understanding of practical applications.

FEATURES:

• Focus of IMC on consumer products now extended to also cover services and not-for-profit areas.

• New Chapter 10 examines the latest technology-based media developments in marketing communications, including the Internet social networks such as Facebook and MySpace, virtual worlds, web logs, search engine advertising, email advertising, and advertising via behavioural targeting.

• New local and international case study material at the end of each Part. advertising & promotion

01-43_Mkt_SL.indd 3

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Organisations covered include Road and Traffic Authority (NSW), World Vision, Water Corporation (WA), Video Ezy and Adelaide Crows (SA). • The fifteen-chapter structure is well-suited to a one-semester course. • ‘IMC in Action’ boxes give students the chance to review how IMC is put

into practice through an insight into strategies implemented by a variety of companies.

• ‘Asia Pacific Focus’ boxes and ‘International Focus’ boxes highlight local and international companies and their specific marketing decisions.

CONTENTS:

Part 1 The marketing communication process. Chapter 1 Integrated marketing communications and brand equity enhancement. Chapter 2 The communication process. Chapter 3 Persuasion in marketing communications. Chapter 4 Market segmentation and brand positioning. Part 2 Advertising management. Chapter 5 Advertising management. Chapter 6 Advertising strategy and implementation. Chapter 7 Evaluating advertising effectiveness. Part 3 Media strategies.Chapter 8 Broadcast media. Chapter 9 Print and support media. Chapter 10 Technology-based marketing communications. Chapter 11 Media planning and analysis. Part 4 Elements of integrated marketing communications. Chapter 12 Direct marketing. Chapter 13 Sales promotion. Chapter 14 Marketing public relations and sponsorship marketing. Chapter 15 Personal selling.

©2006, ISBN-10: 0170136671, ISBN-13: 9780170136679 , Cengage Learning Australia

Cover

Not

Available

New Edition!

INTEGRATED MARKETING

COMMUNICATIONS IN ADVERTISING

AND PROMOTION, INTERNATIONAL

EDITION, 8E

Terence Shimp, University of South Carolina

The eighth edition of Shimp’s market-leading text fully integrates

all aspects of marketing communication. While continuing to

focus on the time honored IMC methods, the text reflects new

academic literature and practitioner developments in the field.

Some reorganization along with comprehensive treatment on the

fundamentals of advertising and promotion are the focus of the

revision. Changes include earlier coverage of new brands, the latest in

various forms of Internet advertising, a new chapter on PR and

word-of-mouth management, and expanded coverage environmental issues

regarding global warming and sustainability in a newly-organized

ethics chapter.

NEW TO THIS EDITION:

• Contemporary Ads: Approximately 90% of the ads are new to this edition. These contemporary ads illustrate concepts and provide examples to the reader of effective advertising as part of a successful IMC campaign. • Earlier coverage of new brands

• New chapter on PR and word-of-mouth management.

• Expanded coverage of environmental issues regarding global warming and sustainability in a newly-organized ethics chapter

FEATURES:

• Marcom Insights: Each chapter opens with a factual anecdote about a real company that relates to the coverage within the chapter. Marcom Challenges serve to pique students’ interest and set the stage for the chapter ahead by providing examples of advertising strategies for a range of successful products.

• IMC Focus: The new edition draws student attention to a variety of brilliant ad campaigns that have successfully turned products into household names. These features illustrate key IMC concepts within each chapter by using real-company situations that showcase how various aspects of marketing communications are put into practice.

• Global Focus: Global Focus boxes enhance the text’s global marketing perspective and spotlight the international impact of and application of IMC campaigns.

• Comprehensive Ancillary Package: The extensive package includes the Instructor’s Manual, completely revised written Test Bank, Computerized Test Bank, Instructor’s CD-ROM, market-leading PowerPoint Presentation slides, and an updated Video package.

CONTENTS:

PART ONE: INTEGRATED MARKETING COMMUNICATIONS: PROCESSES, BRAND EQUITY, AND THE MARCOM ENVIRONMENT. Chapter 1: Overview of Integrated Marketing Communications and the MarCom Process. Chapter 2: MarCom’’s Challenges: Enhancing Brand Equity, Influencing Behavior, and Being Accountable. Chapter 3: Ethical, Regulatory, and Environmental Issues in Marketing Communications. PART TWO: THE FUNDAMENTAL MARCOM DECISIONS: TARGETING, POSITIONING, OBJECTIVE SETTING, AND BUDGETING. Chapter 4: MarCom Targeting. Chapter 5: MarCom Positioning. Chapter 6 MarCom Objective Setting And Budgeting. PART THREE: MARCOM FOR NEW PRODUCTS, STORE SIGNAGE, AND POINT-OF-PURCHASE COMMUNICATIONS. Chapter 7: Facilitation of Product Adoption, and Brand Naming and Packaging. Chapter 8: On- and Off-Premise Signage and Point-of-Purchase Communications. PART FOUR: ADVERTISING MANAGEMENT. Chapter 9: Overview of Advertising Management: Messages, Media, and Measurement. Chapter 10: Creating Effective and Creative Advertising Messages. Chapter 11: Selecting Message Appeals and Endorsers. Chapter 12: Assessing Ad Message Effectiveness. Chapter 13: Planning for and Analyzing Advertising Media. Chapter 14: Using Traditional Advertising Media. Chapter 15: Employing the Internet for Advertising. Chapter 16: Using Other Alternative Advertising Media. PART FIVE: SALES PROMOTION MANAGEMENT, MARKETING-ORIENTED PUBLIC RELATIONS, AND SPONSORSHIPS. Chapter 17: Sales Promotion and the Role of Trade Promotions. Chapter 18: Consumer-Oriented Promotions: Sampling and Couponing. Chapter 19: Consumer-Oriented Sales Promotions: Premiums and other Promotional Methods. Chapter 20: Marketing-Oriented Public Relations and Sponsorships.

©2010, 640pp, Softcover, ISBN-10: 0324665318, ISBN-13: 9780324665314, South-Western

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Marketing

5

SALES PROMOTION

Tony Yeshin, University of Greenwich

Sales Promotion is a survey text that provides a sound academic

underpinning of sales promotion, illustrated by a variety of current

examples drawn from recent promotions worldwide, current sales

promotion campaigns and underpinned with wide references to

academic journals. Sales Promotion is suitable for undergraduate

students of Marketing, in particular Advertising and Marketing

Communications and postgraduate students on marketing-led

Masters.

FEATURES:

• The most comprehensive and up-to-date UK text on sales promotion, covering all techniques and providing detailed explanations of key debates and issues pertaining to sales promotion practice.

• Provides a chapter on the theories underpinning sales promotion practice and incorporates coverage of essential topics including internet sales promotional techniques and current legal issues.

• Illustrated with contemporary UK, European and international examples of Sales Promotion practice.

• Packed with an extensive range of detailed real-world case studies covering sales promotion in a wide range of companies including: Playstation, Guinness, Cadbury’s, Avon and Tesco.

• Complete pedagogy to help students to understand theory and practice. • Companion website with PowerPoint slides, weblinks, and additional case

material gives added value to lecturers and students.

©2006, 288pp, Paperback, ISBN-10: 1844801616, ISBN-13: 9781844801619, Cengage Learning EMEA

BRAND MANAGEMENT

BRAND BABBLE

Sense and Nonsense About Branding

Don Schultz, Medill School of Journalism, Northwestern University; Heidi Schultz, Agora Inc., Evanston, IL

Brand Babble: Sense and Nonsense about Branding is about both

the “good news” and the “bad news” of branding. And, it’s vitally

important to the success of your business. As long-time branding

authors, educators, and investigators, the Schultz’s explode an array

of myths that have been passing and passed on as “branding wisdom.”

They show that a brand will not rescue a flawed business concept, is

not owned by one group or individual, nor does it depend on

“media-by-the-ton” spending. The authors show how every successful brand

is the sum of relationships between buyer and seller and explain

how marketers best communicate with their customers through an

integrated approach that reflects the nature of that relationship. Those

approaches sets the stage for value-based branding that delivers the

best value proposition to customers and increases the bottom-line,

financial value of the brand to the organization and its owners and

shareholders. That, today, is the “currency” of value-based branding.

Getting to it is merely a matter of cutting through all the Brand

Babble, all the nonsense about brands and branding that is posing as

new marketing insight. This book will be the essential ingredient in

more insightful, easier, and, most important, more profitable branding

work for both your company and your customers.

FEATURES:

• Brand Babble: Sense and Nonsense about Branding examines 19 uses and misuses of brand and brand terminology.

• This book is based on a five-year review of the literature referencing 150 articles.

• It includes analysis or references for more than 150 brands.

CONTENTS:

1. What is a Brand? 2. Who Owns the Brand? 3. Separating Hula Hoops from Viable Brands 4. Dogs, Pigeons, Focus Groups, and Other Exotic Brand Research Techniques 5. Mental Models, S-Curves, and Multi-tasking 6. Reification, Abstractionism, Tribal Dances and Other Mumbo-Jumbo about Brands and Branding 7. How to Avoid the Mental Model Minefields 8. Magic Words, Mystic Signs, an Other Incomprehensible Incantations 9. Going Global 10. Birth Pains and Stretch Marks 11. Media Planning and Buying- An Arcane Science? 12. Why Branding Doesn’t Take a Ton of Media Spending 13. Brand Tracking in the Himalayas: Nice to Know, But Not Very Useful as a Brand Measure 14. Searching for Brand Equity in All the Right Places 15. Future Babble Index

©2004, 156pp, Hardcover, ISBN-10: 0538727144, ISBN-13: 9780538727143, South-Western

VALUE CREATION

Ron Strauss, The Brand Zone; William Neal, SDR Consulting

A company’s most important asset is its brands, but efforts to

measure the return on the investments made in brand building

have been imprecise. Management often treats brand building as

an expense - not an investment - while many investors lack the

tools to accurately assess the value of brand assets. Providing a vivid

roadmap on how brands are built (and destroyed), this resourceful

book delivers rigorous metrics that allow brand-building investments

to be effectively evaluated and managed financially. It illustrates why

brands are financial assets and need to be managed as such, as well

as offers thorough coverage of tangible vs. intangible attributes,

including implications of FAS 142. It also addresses brand metrics for

different audiences - investors, senior managers, brand managers,

sales forces, and employees. Encompassing manufacturers and service

providers, the book offers a thorough guide for implementing a

successful metrics-based brand management program.

FEATURES:

• William Neal is Past Chairman of the Board of Directors of the American Marketing Association.

• Delivering specific techniques for valuing a brand, this unique book delivers a detailed blueprint for implementing effective metrics-based brand management programs.

• Non-industry specific, the book is an excellent resource for brand managers and marketing executives in industries across the board, as well as CFOs who need to implement a rigorous methodology to valuate the intangible aspects of brand equity in concert with FAS 142.

• A Certified Business Communicator (CBC), Ron Strauss speaks regularly on Values-Based Branding to government agencies, professional associations, educational institutions, and business groups.

• William Neal is Past Chairman of the Board of the American Marketing Association and a recipient of the prestigious Parlin Award.

CONTENTS:

Chapter 1: The Need. Chapter 2: What is a Brand? What isn’’t? Chapter 3: Brands as Financial assets. Chapter 4: Value Creation & Value Creators/Value Destruction & Value Destroyers. Chapter 5: Current Measurement Systems and Problems. Chapter 6: What is Brand Value and Brand Equity? Chapter 7: Brand Loyalty and Brand Performance. Chapter 8: What is Branding? Chapter 9: Brand Process Case Successes. Chapter 10: Implementing the Branding advertising & promotion | brand management

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Process. Chapter 11: Value-based Brand Segmentation. Chapter 12: Tracking Brand Performance. Chapter 13: How to Put Into Practice in the Organization/ Corporation. Chapter 14: Salient Lessons for Marketing Service Providers. Chapter 15: How the Financial Community Can Apply These Lessons. Chapter 16: How to Use This Book.

©2008, 300pp, Hardcover, ISBN-10: 1587992043, ISBN-13: 9781587992049, South-Western

BUSINESS LOGISTICS

MANAGEMENT OF TRANSPORTATION,

INTERNATIONAL EDITION, 6E

John J Coyle, Pennsylvania State University; Edward J. Bardi, University of Toledo; Robert A. Novack, Pennsylvania State University

This text is intended to help students understand both the

fundamental role and importance of transportation in companies and

in our society, and the complex environment in which transportation

service is provided today. The authors take a managerial approach

to teaching transportation concepts and issues, providing students

the tools to adapt to this fast-paced and rapidly changing industry.

The text is organized into three parts. Part I contains two chapters,

Transportation, the Supply Chain and the Economy and Transportation

Regulation and Public Policy. In these two chapters the role and

importance of transportation in the supply chain management and

the economy are explored along with an overview of transportation

regulation and public policy. Part II addresses the traditional modes

of transportation including special carriers and global transportation.

There are six chapters that examine the fundamental economic and

operating characteristics of each mode along with special carriers and

global transportation. Part III discusses transportation management

from both the shipper and carrier perspective. The five chapters

give attention to transportation costing and pricing, carrier strategy,

information management and technology, and shipper transportation

management strategy and process.

NEW TO THIS EDITION:

• STOP OFF BOXES: Pertinent transportation issues at real companies are dealt with in each chapter.

• QUALITY ISSUES AND FUTURE TRENDS: These topics are now integrated into each chapter and make the text coverage relevant as it uncovers the most current issues the transportation manager will face in today’s changing world.

FEATURES:

• RICH ACTIVITIES: Increased group and individual projects and activities keep students involved and engaged.

• UPDATES: Examples, boxes, and tables have been thoroughly updated to reflect the latest industry information.

• END-OF-CHAPTER MATERIAL: Summary and Key Terms, both useful study tools for students in test preparation. Study Questions and a Case with Case Questions at the end of each chapter provide opportunities for homework assignments or in-class discussions and require students to apply the chapter concepts and think critically about the concepts.

CONTENTS:

PART 1: THE ROLE AND IMPORTANCE OF TRANSPORTATION. 1. Transportation,

Policy. PART 2. OVERVIEW OF THE TRANSPORTATION PROVIDERS. 3. Motor Carriers. 4. Railroads. 5. Air Carriers. 6. Domestic Water Carriers and Pipelines. 7. Intermodal and Special Carriers. 8. Global Transportation. PART 3. TRANSPORTATION MANAGEMENT. 9. Costing and Pricing in Transportation. 10. Carrier Strategy. 11. Information Management and Technology. 12. Transportation -Shipper Strategy. 13. Transportation Management--Shipper Process. PART 4. FUTURE OF TRANSPORTATION. 14. Transportation in the Future.

©2006, 528pp, Paperback, ISBN-10: 0324314434, ISBN-13: 978 0324314434, South-Western

New Edition!

MANAGING SUPPLY CHAINS,

INTERNATIONAL EDITION (WITH

STUDENT CD-ROM), 8E

A Logistics Approach

C. John Langley, Jr., Georgia Institute of Technology; John J. Coyle, Pennsylvania State University; Brian J. Gibson, Auburn University; Robert A. Novack, Pennsylvania State University

The eighth edition of MANAGING SUPPLY CHAINS: A LOGISTICS

APPROACH, 8e International Edition has refined its focus on the

supply chain approach, one of the latest developments in logistics

management. Its strategic managerial focus blends logistics theory

with practical applications and includes updated material on the latest

technology, transportation regulations, pricing, and other issues.

NEW TO THIS EDITION:

• The eighth edition continues to refine the focus from logistics to supply chain management. It provides new and updated “Supply Chain Profiles,” vignettes at the beginning of each chapter that introduce students to the chapter’s topics through familiar real-world companies, people, and events. • The text demonstrates practical application of supply chain management

through new and updated “On the Line” boxed features, which are applied examples that provide students with hands-on managerial experience of the chapter’s topics.

• Revised and expanded “Supply Chain Technology” boxes throughout the text help students relate technological developments to supply chain management concepts and logistics practices. Students build their knowledge chapter by chapter through revised and expanded Short Cases at the end of each chapter.

CONTENTS:

1. Supply Chain Management: An Overview. 2. Role of Logistics in Supply Chains. Part II: OPENER. 3. Global Dimensions of Supply Chains. 4. Supply Chain Relationships. 5. Supply Chain Performance Measurement and Financial Analysis. 6. Supply Chain Technology--Managing Information Flows. Part III: OPENER.7. Demand Management and Customer Service. 8. The Transportation System. 9. Transportation Managemen.t10. Inventory Decision Making. 11. business logistics

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Location. 13. Procurement and Supply Management. 14. Operations--Producing Goods and Services. 15. Managing Reverse Flows in the Supply Chain. Part V: OPENER. 16. Strategic Challenges and Change for Supply Chains. Selected Supply Chain Publications.Directory of Trade and Professional Organizations in Logistics. Cases. Careers in Supply Chain Management. Glossary. Name Index. Subject Index.

©2009, 736pp, Paperbound, ISBN-10: 032466267X, ISBN-13: 9780324662672, South-Western

BUSINESS TO BUSINESS

MARKETING

New Edition!

BUSINESS MARKETING MANAGEMENT,

INTERNATIONAL EDITION, 10E

B2B

Michael D. Hutt, Arizona State University; Thomas W. Speh, Miami University - Ohio

BUSINESS MARKETING MANAGEMENT, 10th Edition is structured

to provide a complete and timely treatment of business marketing

while minimizing the degree of overlap with other courses in the

marketing curriculum. This comprehensive market leader highlights

the similarities between consumer goods and business-to-business

marketing; presents a managerial rather than a descriptive treatment

of business marketing; and reflects the growing body of literature

and emerging trends in business marketing practice. Each chapter

provides an overview, highlights key concepts, and includes several

carefully chosen examples of contemporary business marketing

practice as well as a cogent summary and a set of proactive discussion

questions. For this edition, a number of international cases have

been specifically selected for inclusion in the International Edition.

These will appear only in the International Edition and not in the

domestic.

NEW TO THIS EDITION:

• Relationship Marketing Strategies: new and expanded coverage of the drivers of relationship marketing effectiveness and the financial impact of relationship marketing programs.

• Strategic Alliances: a timely and richly illustrated discussion of the determinants and social ingredients of alliance success.

• Strong B2B Brands: specific steps for building and managing a profitable B2B brand.

• Marketing Performance Measurement: a timely treatment of specific metrics for measuring the impact of marketing strategy decisions on firm performance.

• A Value-Based Approach for Pricing: a timely description of a framework for identifying and measuring value by customer segment.

• A Customer-Centered Approach to Channel Design: a fresh approach for designing channels from the bottom up, rather than the top down. • Other new topics of interest: the new edition includes expanded treatment

of customer experience management, corporate entrepreneurship, strategic positioning, and the emerging trends in online advertising strategies. • Chapters combined: Based on review feedback, the previous edition’s

chapters on segmenting the business market and organizational demand analysis have been combined to one comprehensive chapter-Segmenting the Business Market and Estimating Segment Demand.

FEATURES:

• Managerial Perspective: The authors present a managerial rather than a descriptive treatment of business marketing, tying text material directly to business marketing management decision-making. Students see the relevance of material to the decision-making process that managers face. • Consumer Goods and B2B Marketing: Highlighting the similarities and

emphasizing the differences between consumer goods and business-to-business marketing, this text focuses on market analysis, organizational buying behavior, relationship management, and the ensuing adjustments required in the marketing strategy elements used to reach organizational customers.

• End-of-Text Cases: A well-balanced mix of cases found at the end of the book enables instructors to tailor the course to their own students and teaching preferences. The cases, which vary in length but are longer than the end-of-chapter cases, feature prominent companies and isolate one or more business marketing problems for students to analyze.

• Chapter Objectives: Each chapter opens with a short overview, which includes key learning objectives that students should be aware of and understand after reading the chapter.

• End-of-Chapter Summary: Every chapter concludes with a summary of the key concepts and learning objectives highlighted at the beginning of each chapter, helping students to recognize the key issues discussed.

CONTENTS:

PREFACE.PART I: THE ENVIRONMENT OF BUSINESS MARKETING. 1. A Business Marketing Perspective. 2. The Business Market: Perspectives on the Organizational Buyer. PART II: MANAGING RELATIONSHIPS IN BUSINESS MARKETING. 3. Organizational Buying Behavior. 4. Customer Relationship Management Strategies for Business Markets. PART III: ASSESSING MARKET OPPORTUNITIES. 5. Segmenting the Business Market and Estimating Segment Demand. PART IV: FORMULATING BUSINESS MARKETING STRATEGY. 6. Business Marketing Planning: Strategic Perspectives. 7. Business Marketing Strategies for Global Markets. 8. Managing Products for Business Markets. 9. Managing Innovation and New Industrial Product Development. 10. Managing Services for Business Markets. 11. Managing Business Marketing Channels. 12. E-Commerce Strategies for Business Markets. 13. Supply Chain Strategies. 14. Pricing Strategy for Business Markets. 15. Business Marketing Communications: Advertising and Sales Promotion.16. Business Marketing Communications: Managing the Personal Selling Function. PART V: EVALUATING BUSINESS MARKETING STRATEGY AND PERFORMANCE. 17. Marketing Performance Measurement. Cases. Glossary. Index.

©2010, 688pp, Softcover, ISBN-10: 0324581637, ISBN-13: 9780324581638, South-Western

business to business marketing

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Marketing

CONSUMER BEHAVIOR

Cover

Not

Available

New Edition!

CONSUMER BEHAVIOR, INTERNATIONAL

EDITION, 5E

Wayne D. Hoyer, University of Texas, Austin; Deborah J. MacInnis, University of Southern California

Ideal for marketing, psychology, or social sciences courses at the

undergraduate or graduate level, CONSUMER BEHAVIOR combines a

strong foundation in key concepts with a highly practical focus on

real-world applications for today’s business environment. The new edition

of this popular, pioneering text incorporates the latest cutting-edge

research and current business practices, including extensive coverage

of emotion in consumer decision making. In addition, the Fifth Edition

includes an increased emphasis on public policy and ethical

issues--both extremely timely topics in today’s corporate climate. With even

more real-world examples and application exercises, including new

cases at the end of each chapter, CONSUMER BEHAVIOR provides a

thorough, yet engaging and enjoyable guide to this essential subject,

enabling students and professionals alike to master the skills they

need to succeed.

NEW TO THIS EDITION:

• The current edition features new cases to conclude every chapter, providing interesting and highly relevant examples to help students appreciate the real-world applications of the course material.

• A wide range of support materials is now available to supplement the text, simplify course preparation and management, and enhance student learning. Examples include Associated Press news content, a fully revised video case program, and new consumer behavior data analysis activities.

• An enhanced PowerPoint® program includes additional ads, built-in videos, Web links, and CRS content to make it even easier to prepare engaging and effective lectures using interactive technology and media perfect for today’s students.

• New research findings on the impact of emotion on consumer behavior are integrated within every chapter, including a special focus on how emotion affects decisions about low-involvement products and services.

• The Fifth Edition includes a more streamlined structure consisting of 18 chapters organized to provide a thorough and effective presentation of the material in a more reader-friendly, convenient format sure to appeal to today’s busy and budget-conscious students.

FEATURES:

• Discussion questions at the end of every chapter encourage students to recall and analyze what they have learned and apply the concepts to real-world situations.

• Conceptual models open each chapter by clearly depicting key topics, showing

covered in other chapters.

• Marketing Implication sections illustrate how various consumer behavior concepts can be applied to the practice of marketing, including essential functions such as market segmentation, target market selection, positioning, marketing research, and decisions on promotion, price, product, and place. • A robust, text-specific technology package includes an Instructor Web

site, HM Class Prep with HM Testing, basic and premium PowerPoint® presentations with ads and video clips, an electronic test bank, an online instructor’s resource manual, courses in Blackboard and WebCT, videos, and a student Web site with ACE self-tests.

• Online exercises provide extensive interaction with real advertisements, consumer data, and marketing strategies; relate chapter concepts to concrete experiences from students’ lives; and explore how chapter concepts can be used in the workplace.

CONTENTS:

Part I: AN INTRODUCTION TO CONSUMER BEHAVIOR.1. Understanding Consumer Behavior. Part II: THE PSYCHOLOGICAL CORE.2. Motivation, Ability, and Opportunity. 3. Exposure, Attention, and Perception. 4. Knowledge and Understanding. 5. Attitudes and Emotion Based on High Consumer Effort. 6. Attitudes and Emotion Based on Low Consumer Effort. 7. Memory and Retrieval. Part III: THE PROCESS OF MAKING DECISIONS.8. Problem Recognition and Information Search. 9. Judgment and Decision Making Based on High Consumer Effort. 10. Judgment and Decision Making Based on Low Consumer Effort. 11. Post-Decision Processes.Part IV: THE CONSUMER’S CULTURE.12. Consumer Diversity. 13. Social Class and Household Influences. 14. Psychographics: Values, Personality, and Lifestyles. 15. Social Influences on Consumer Behavior.Part V: CONSUMER BEHAVIOR OUTCOMES.16. Adoption of, Resistance to, and Diffusion of Innovations. 17. Symbolic Consumer Behavior. 18. Ethics and the Dark Side of Consumer Behavior and Marketing.

©2010, 672pp, Casebound, ISBN-10: 0324834276, ISBN-13: 9780324834277, South-Western

CONSUMER BEHAVIOR, INTERNATIONAL

EDITION, 10E

Roger Blackwell, Ohio State University; Paul W. Miniard, Florida International University; James F. Engel, Eastern College

CONSUMER BEHAVIOR, 10e offers a practical, business approach,

designed to help students apply consumer behavior principles to their

studies in business and marketing, to their future business careers,

and also to their private lives, as consumers. This multi-disciplinary

field can tempt both students and instructors to stray from the

basic business principles they should take away from the course.

Blackwell keeps students focused on consumer decision making as

it applies specifically to an overall understanding of business theory

and practices through the CDP (Consumer Decision Process) model.

CONSUMER BEHAVIOR 10e focuses on why as well as how consumers

make specific decisions and behave in certain ways - what motivates

them, what captures their attention, and what retains their loyalty,

turning “customers” into “fans” of an organization.

NEW TO THIS EDITION:

• Current Consumer Behavior Topics: New applications of consumer behavior are covered in this edition, including viral marketing, e-mail marketing, mobile marketing, blogging, podcasting, advergaming, self-knowledge, phishing, framing, perceived scarcity, customer lifetime value, and many more, keeping readers up-to-date on the most current trends and activities in the marketplace.

• Increased Coverage on Services: Health care is discussed throughout this edition for the first time since it is a hot topic and one out of five consumers’ dollars is spent on this service, as are other services which are now more important than cars, computers and other products in creating jobs in the consumer behavior

www.cengageasia.com

Marketing

9

• Expanded Coverage on Brand Strategy and Equity: Brand strategies and the creation of brand equity are topics of increasing attention among marketers, and the coverage of these topics has been increased in this edition, including turning customers into “fans.” There is also expanded coverage on minority marketing segments, especially Latino markets.

FEATURES:

• The text’s consistent focus on economic, demographic, and sociocultural trends helps orient students to the many aspects impacting buyer behavior and long-term strategic planning.

• Flexibility of EKB model to be adapted by professors in order to structure the course around important consumer behavior topics.

• Concise Coverage: While not losing any important topics in consumer behavior, the text has been condensed into 16 chapters.

• Brand new cases, as well as new PowerPoint CD-ROM, bring concepts and theories of consumer behavior to life.

• EKB model, as well as core chapter information, has been updated to reflect technology’s impact on consumer behavior.

• Text includes the most up-to-date research in the field of consumer behavior and in important CB topics such as decision-making. New information of psychological processes and their affects on CB has been included. • Brand New Cases: New cases highlight companies and organizations such as

Volvo, Equitec, Amazon.com, Pick ‘n Pay, Maroon 5, National Christmas Tree Association, and Crimson Cup providing readers the opportunity to apply the knowledge gained from the text, many applicable to global strategic situations.

• Data sets and Exercises: “Equitec,” one of the new cases in the tenth edition includes exercises will allow students to determine what happens to the marketing plan – advertising, inventory, etc - by adding additional variables to understanding consumers, for all of the variables shown in the Consumer Dynamics pyramid. Students see first hand how changing variable impacts decision-making in an organization.

CONTENTS:

Part I: INTRODUCTION TO CONSUMER BEHAVIOR. 1. Consumer Behavior and Consumer Research. 2. Creating Marketing Strategies for Customer-Centric Organizations. Part II: CONSUMER DECISION MAKING. 3. The Consumer Decision Process. 4. Pre-Purchase Processes: Need Recognition, Search and Pre-Purchase Evaluation. 5. Purchase. 6. Post-Purchase Processes: Consumption and Post-Consumption Evaluations. Part III: INDIVIDUAL DETERMINANTS OF CONSUMER BEHAVIOR. 7. Demographics, Psychographics and Personality. 8. Consumer Motivation. 9. Consumer Knowledge. 10. Consumer Beliefs, Feelings, Attitudes and Intentions. Part IV: INFLUENCING CONSUMER BEHAVIOR. 11. Culture, Ethnicity and Social Class. 12. Family and Household Influences. 13. Group and Personal Influence. Part V: INFLUENCING CONSUMER BEHAVIOR. 14. Making Contact. 15. Shaping Consumers’ Opinions. 16. Helping Consumers to Remember.

©2006, 832pp, Paperback, ISBN-10: 0324378327, ISBN-13: 9780324378320, South-Western

CONSUMER BEHAVIOUR

Ray Wright, Ashcroft International Business School

Consumer Behaviour is an accessible introduction to the psychology

of marketing for students pursuing a marketing major. It covers

the psychological foundations of marketing and sets them in an

international perspective.

FEATURES:

• Explicit linkage between CB and Marketing Research (some non-specialist courses are combining these options)

• Short text suitable for modular or single semester courses • Complete lecturer package not offered by other short texts • Coverage of B2B customer behaviour

• Focus on the Internet and electronic marketing throughout the book

• European & Asian cases

CONTENTS:

1. The Background to Buyer Behaviour. 2..The Role of Information and Marketing Research in Understanding Buyer Behaviour. 3. Perception. 4. Learning. 5. Motivation. 6. Attitude. 7. Personality. 8. Social Influences. 9. Life Style. 10. The Influence of the Marketing Mix. 11. Future Developments.

©2006, 448pp, Paperback, ISBN-10: 1844801381, ISBN-13: 9781844801381, Cengage Learning EMEA

CONSUMER BEHAVIOUR

An Asia Pacific Approach

Roger Blackwell , retired, formerly of Ohio State University; Clare D’Souza , La Trobe University; Mehdi Taghian , Deakin Business School; Paul Miniard , Florida International University

This is the first Asia Pacific adaptation of Blackwell, Consumer

Behaviour, a US text that is well recognised for its logical structure

and good level of detail. The Asia Pacific adaptation will maintain the

strong foundations of the US text while providing a range of local and

international examples to engage students from diverse backgrounds.

This adaptation is designed to appeal to students from across the

Asia Pacific region. A visually appealing and easy to read text, it takes

a practical approach to help students apply consumer behaviour

principles to their business and marketing studies. This text will have

many more case studies than the original US book, with case studies

in every chapter and longer cases at the end of each part.

FEATURES:

• Comprehensive yet easy and enjoyable to read

• Visually engaging text design, including lots of local advertisements • Local examples and advertisements featured throughout • Marketing Strategy formulation at the conclusion of each chapter • New chapter on consumer protection

• Case studies at the end of each chapter

CONTENTS:

PART I Introduction To Consumer Behaviour. Chapter 1 Consumer Behaviour and Consumer Research. Chapter 2 How Consumer Analysis Affects Business Strategy. PART II Consumer Decision Making. Chapter 3 The Consumer Decision Process. Chapter 4 Pre-Purchase Processes: Need Recognition, Search, and Evaluation. Chapter 5 Purchase. Chapter 6 Post-Purchase Processes: Consumption and Evaluation. PART III Individual Determinants of Consumer Behaviour. Chapter 7 Demographics, Psychographics, and Personality. Chapter 8 Consumer Motivation. Chapter 9 Consumer Knowledge. Chapter 10 Consumer Intentions, Attitudes, Beliefs, and Feelings. PART IV Environmental Influences on Consumer Behaviour. Chapter 11 Culture, Ethnicity, and Social Class. Chapter 12 Family and Household Influences. Chapter 13 Group and Personal Influence. PART V Influencing Consumer Behaviour. Chapter 14 Making Contact. Chapter 15 Shaping Consumers’ Opinions. Chapter 16 Helping Consumers to Remember. Chapter 17 Consumerism.

©2006, 656pp, ISBN-10: 0170129772, ISBN-13: 9780170129770, Cengage Learning Australia

consumer behavior

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Marketing

CUSTOMER BEHAVIOR, 2E

A Managerial Perspective

Jagdish Sheth, Emory University; Banwari Mittal, Northern Kentucky University

Now in a completely revamped second edition, the authors of

Customer Behavior have adapted the content, length, and

end-of-chapter materials to produce a new text that is tailored specifically

to upper level 4-year, or graduate level programs. Its managerial

approach focuses on the household consumer and on the business

customer. This text goes beyond the conventional subject matter

of consumer behavior textbooks, focusing not only on the role of

customers as buyers, but also on their roles as users and payers.

NEW TO THIS EDITION:

• Completely Revised and Reduced Length: The second edition of Customer Behavior has been reduced from twenty to thirteen chapters, creating a text that is more manageable at the upper level. The text primarily focuses on customer behavior from a managerial perspective, emphasizing marketing strategy and marketing management, making this more appropriate for the upper level, or graduate level courses.

• Managerial Focus: The second edition teaches from a managerial perspective and emphasizes how this relates to the study of customer behavior, allowing students to read and understand concepts and examples that they would encounter as a manager of a business. It discusses how managers can implement marketing programs to create and deliver customer values based on customer behavior concepts covered throughout the text.

FEATURES:

• Customer Value Framework: Customer Behavior adopts a Customer Values Framework to demonstrate how customer behavior is driven by the market values that customers seek, helping readers to understand the decision-making process. The six-values framework offers marketers an avenue to practice the relationship orientation and, as a result, achieve customer satisfaction and retention.

• 3 Roles Framework: This text recognizes that a person may play one or more of the business customer roles: user, payer, or buyer. The text goes beyond the conventional way of applying consumer behavior concepts to the end user by focusing on how they apply to payers and buyers as well. • Traditional Topics: Customer Behavior addresses both the traditional topics

in customer behavior such as climate, ecology, and genetics, while also delving into more unconventional subjects such as relationship-based buying, institutional buying, and online customer behavior.

• Opening Vignettes: Each chapter opens with an interesting vignette, all of which have been updated, setting the stage for the chapter and engaging the reader from the beginning.

• Window on Practice: Integrated throughout the text, “Window on Practice” boxes have been updated for this edition and provide readers with various examples of how the concepts discussed in the text are played out with real-world corporations.

• Window on Research: These boxed features, updated for this new edition, are integrated throughout each chapter and provide current research on topics covered in the chapter, giving readers examples to learn from and study.

CONTENTS:

PART ONE. CUSTOMER BEHAVIOR: POWER, SCOPE, AND CONTEXT. 1. The Customer: Key to Market Success. 2. Determinants of Customer Behavior- Personal Factors and Market Environment. 3. Trends in Determinants of Customer Behavior. PART TWO. FOUNDATIONS OF CUSTOMER BEHAVIOR. 4. The Customer as a Perceiver and Learner. 5. Customer Motivation: Needs, Emotions, and Psychographics. 6. Customer Attitudes: Cognitive and Affective. 7. Researching Customer Behavior. PART THREE. CUSTOMER DECISIONS AND RELATIONSHIPS. 8. Individual Customer Decision Making. 9. Institution Customer Decision Making: Household, Business and Government. 10. Relationship Based Buying. PART FOUR. BUILDING LOYALTY AND CUSTOMER

Behavior. 13. Creating Market Values for the Customer. ©2004, 512pp, Hardcover, ISBN-10: 0030343364, ISBN-13: 9780030343360, South-Western

CUSTOMER RELATIONSHIP

MANAGEMENT

PRINCIPLES OF CUSTOMER

RELATIONSHIP MANAGEMENT,

INTERNATIONAL EDITION

Roger J Baran, DePaul University; Robert Galka, DePaul University; Daniel P Strunk, DePaul University

The textbook is lively and will hold students’ interest with its unusual

and interesting vignettes from the gaming, hotel, banking, airline,

charge-card, supermarket, retailing, and package goods industries.

This book acquaints students with the various approaches and

applications but does not dwell on the underlying statistics. A second

approach focuses on the strategic side of customer relationship

management. The text provides students with an understanding

of Customer Relationship Management and its application in the

business fields of marketing and sales.

FEATURES:

• Exercises found at the end of each chapter provide a transition from theory to action whereby the instructor can lead the student in development of action plans and subsequent implementation, measurement and development of a continuous improvement strategy.

• “Theory Aside” boxed features capitalize on the authors’ rich experience in business, affording students glimpses into how the theories of customer relationship management play out in the real world.

• The authors provide up-to-date empirical findings, usually found only in research journal articles, to provide readers with the most recent information available on concepts such as service quality, loyalty programs, impact of retention on profits, etc. It is likely that even faculty immersed in the field will find new information on CRM they haven’t seen before.

CONTENTS:

Part One: CRM THEORY AND DEVELOPMENT. 1. Principles of Customer Relationship Marketing. 2. History and Development of CRM. 3. Relationship Marketing & Customer Relationship Management. 4. Organization & CRM. Part Two: DATA, INFORMATION, AND KNOWLEDGE MANAGEMENT. 5. CRM and Data Management. 6. Technology and Data Platforms. 7. Database and Customer Data Development. Part Three: CRM: IMPACT ON SALES AND MARKETING STRATEGY. 8. Sales Strategy & CRM. 9. CRM Technology and Sales. 10. Marketing Strategy and CRM. 11. CRM, Marketing Automation, & Communication. Part Four: CRM EVALUATION. 12. CRM Program Measurement & Tools. Part Five: PRIVACY, ETHICS, AND GLOBAL CONSIDERATIONS. 13. Privacy Considerations & Issues. Part Six: CRM NEW HORIZONS. 14. The Future of CRM.

©2008, 528pp, Softcover, ISBN-10: 1439039100, ISBN-13: 9781439039106, South-Western

www.cengageasia.com

Marketing

11

INTERNATIONAL MARKETING

EXPORT PRACTICE AND MANAGEMENT,

5E

Alan Branch, Formerly Visiting Lecturer at Cardiff University

The market leader in its field, retailing in over 200 countries, this

internationally renowned text is firmly established as the essential

guide to export practice and management.

Now in its fifth edition, Export Practice and Management continues

to focus on developing an export strategy in a pragmatic, professional

and profitable manner in a competitive international environment.

The contents have been thoroughly updated and reflect the many

changes in the constantly-evolving global marketplace. It takes full

account of future trends in the conduct of international trade and

its increasing complexity.

Export Practice and Management is ideal for students of International

Business and Management and International Marketing. Practitioners

will also find this book invaluable when completing professional

examinations such as the Chartered Institute of Marketing, the

Chartered Institute of Purchasing and Supply, the Institute of Export,

the Institute of Chartered Shipbrokers and the Chartered Institute

of Logistics and Transport.

FEATURES:

• Incorporates a dedicated chapter on Logistics and Globalisation • Integration of E-commerce throughout the text

• Includes coverage of EU enlargement

• Additional case studies, review questions and recommended further reading to help students understand theory and practice

• Updated companion website for lecturers and students • A new chapter covering the legal aspects of export

CONTENTS:

1. International Trade. 2. Advantages of Trading Overseas and the Role of the Export and Shipping Office. 3. Characteristics of International Transport Modes: 1. 4. Characteristics of International Transport Modes: 2. 5. Multi-Modalism . 6. Logistics and Globalisation. 7. Freight Rates. 8. Export Cargo Packaging, Stowage, Marketing and Dangerous Cargo Shipments. 9. Export Customs Practice. 10. Cargo Insurance. 11. Credit Insurance. 12. Export Finance. 13. Transport Distribution Analysis. 14. Export Documentation. 15. Processing the Export Order. 16. Electronic Commerce and Paperless Trading. 17. Export Market Entry Options, Culture and Strategies. 18. European Union. 19. International Trade Law. 20. International Physical Distribution/Logistics Strategy and Management. ©2006, 512pp, Paperback, ISBN-10: 1844800814, ISBN-13: 9781844800810, Cengage Learning EMEA

GLOBAL MARKETING MANAGEMENT, 5E

John A Quelch, Associate Dean for International Development, Harvard University; Christopher Bartlett, Professor, Harvard Business School

GLOBAL MARKETING MANAGEMENT uses Harvard cases to examine

the factors that affect marketing of goods and services worldwide.

Emphasis is on marketing strategies of domestic marketers to

international operations and the institutional structure that exists in

international markets. Marketing strategies of corporate operations

within the global arena are also examined.

The greatest challenge to the complex new demands of the

expanded, global marketplace comes in developing the organizational

capabilities and managerial competencies to implement a clearly

defined strategic intent. Global Marketing Management’s cases

provide real examples of these challenges by presenting the issues

faced by domestic companies such as Bausch & Lomb, Reebok, Gillete,

DHL, and international firms such as Tesco, Plc, Silvio Napoli, Bajaj

Auto. These cases help readers gain an understanding of real-world

marking in the international environment.

FEATURES:

• Harvard Business School Cases: This text illustrates key points through the use of Harvard Cases. The student will learn about marketing strategies of familiar domestic companies (Bausch & Lomb, Reebok, Gillette, DHL, etc.) and international firms (Tesco, Plc, Silvio Napoli, Bajaj Auto, etc.), to gain a better understanding of real-world marketing in the international environment. • Instructor’s Manual: The Instructor’s Manual contains resources designed

to streamline and maximize the effectiveness of your course preparation by providing teaching notes for all cases.

CONTENTS:

Part I. Designing Strategies for Global Competition 1. Philips vs. Matsushita: A New Century, A New Round 2. Global Wine Wars: New World Challenges The Old (A) 3. Tesco Plc 4. Li & Fung: Beyond “Filling in the Mosaic” 1995-1998 5. Hikma Pharmaceuticals Part II. Global Expansion Strategies 6. Bajaj Auto Ltd. 7. Mary Kay Cosmetics: Asian Market Entry 8. Real Madrid Club De Futbol 9. Brioni 10. BRL Hardy: Globalizing an Australian Wine Company Part III. Global Marketing Programs 11. Sony Corporation: Car Navigation Systems 12. Planet Reebok 13. Heineken NV: Global Branding and Advertising 14. DHL Worldwide Express 15. Acer America: Development of the Aspire Part IV. Marketing in Emerging Markets 16. Zucamor S.A.: Global Competition in Argentina 17. Jollibee Food Corporation (A) 18. Harlequin Romances – Poland 19. Gillette Indonesia 20. Koc Holding: Arcelik White Goods Part V. Managing International Partners and Alliances 21. Loctite Corporation – International Distribution 22. Pechazur 23. Milkpak Limited – International Joint Venture 24. MasterCard and World Championship Soccer 25. WWF Part VI. Organizing and Controlling Global Marketing Operations 26. P & G Japan: The SK-II Globalization Project 27. Silvio Napoli at Schindler India 28. Samsung Electronics Company: Global Marketing Operations 29. Bausch & Lomb: Regional Organization Part VII. Social Enterprise and Global Marketing 30. Genzyme’s Gaucher Initiative: Global Risk And Responsibility 31. IBM On Demand Community 32. Accion International 33. Amnesty International ©2006, 688pp, Paperbound, ISBN-10: 0324322844, ISBN-13: 9780324322842, South-Western

international marketing

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