• Advertising & Promotion • Brand Management • Business Logistics • Business To Business Marketing • Consumer Behavior • Customer Relationship Management • International Marketing and others...
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
Sourcing and Supply Chain Management, International Edition, 4e Handfield • 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
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[email protected] • Website: www.cengageasia.com © 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.
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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-Profit 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
Catalog Info It includes titles in Marketing from the following publishers: • • • •
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CENGAGE LEARNING
ASIA SECTIONAL CATALOG
2009 - 2010 Marketing
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Marketing
advertising & promotion
ADVERTISING & PROMOTION
New Edition!
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 realworld action.
CONTENTS:
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
• 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 fundamentals of advertising, which includes all the key issues involved
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©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:
FEATURES:
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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.
• 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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advertising & promotion
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
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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.
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advertising & promotion
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 Technologybased 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
• 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:
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 wordof-mouth management, and expanded coverage environmental issues regarding global warming and sustainability in a newly-organized ethics chapter.
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-ofPurchase 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
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 • Current coverage of various forms of Internet advertising
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advertising & promotion | brand management
FEATURES:
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 “mediaby-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.
• 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
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Marketing
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Marketing
business logistics
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
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 Management--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
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.
• 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, the Supply Chain, and the Economy. 2. Transportation Regulation and Public
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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:
NEW TO THIS EDITION:
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New 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. Warehousing Decisions. Part IV: OPENER. 12. Network Design and Facility
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business to business marketing
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
Marketing
• 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:
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.
• 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-tobusiness 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-ofchapter 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
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.
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Marketing
consumer behavior
CONSUMER BEHAVIOR
Cover Not Available New Edition!
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:
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 realworld 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 how they relate to one another, and illustrating how they relate to topics
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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 American and other economies.
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consumer behavior
• 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.
Marketing
• 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
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
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Marketing
consumer behavior | customer relationship management
CUSTOMER BEHAVIOR, 2E
Behavior. 13. Creating Market Values for the Customer.
A Managerial Perspective
©2004, 512pp, Hardcover, ISBN-10: 0030343364, ISBN-13: 9780030343360, South-Western
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-ofchapter 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 decisionmaking 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 BehaviorPersonal 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 VALUE. 11. Customer Loyalty to Products, Brands and Stores. 12. Online Customer
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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
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international marketing
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
Marketing
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
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Marketing
international marketing
GLOBAL MARKETING: AN INTERACTIVE APPROACH, 2E Kate Gillespie, University of Texas at Austin; Jean-Pierre Jeannet, Babson College and International Institute for Management; H. David Hennessey, Babson College and Ashridge Management College
Created specifically for undergraduate students, this concise text covers the essential concepts of global marketing with the aid of extensive real-life examples and cases. Global Marketing offers balanced coverage of developed and developing markets, including insights into the often-overlooked markets of Africa, Latin America, and the Middle East. Written with the student in mind, the Second Edition features comprehensive coverage of current topics based on the authors’ extensive research and consulting experience. An early introduction to culture and marketing prepares students to integrate cultural analysis throughout the course. A chapter dedicated to the understanding of global and local competitors sets the stage for ongoing discussion of both buyers and competitors in an increasingly competitive global market.
INTERNATIONAL MARKETING, 3E Hans Muhlbacher, University of Innsbruck; Lee Dahringer, Butler University; Helmuth Leihs, Management Consultant
International Marketing: A Global Perspective examines the main issues facing companies that want to compete successfully in the global marketplace. It combines extensive coverage of the relevant theories with a practical approach to the issues and broadens the way business students view international markets and marketing.. Using real-world case studies and vignettes centred on contemporary problems and issues, International Marketing: A Global Perspective will be ideal for undergraduates, MBA students and students following executive courses in international marketing or strategy. Unlike many US and European texts International Marketing: A Global Perspective does not look out at the international scene from just one standpoint; rather it examines the way businesses go international from a variety of different countries and continents, for instance, from Asia to Europe, Europe to North American and Latin America to the US.
FEATURES: • A student-friendly, four-color design features up-to-date photographs, maps, and advertisements that engage students in the material. • Each chapter includes up to three brief cases that challenge students to further apply chapter concepts. Cases new to the Second Edition include “Textile Trauma,” “The Global Baby Bust, “ and “The New Cola Wars.” • Updated coverage of evolving issues in global marketing includes insights and frameworks from recent academic and consulting research. Coverage of new topics concerns global brands, outsourcing, consumer animosity, and social versus commercial global marketing. • The Online Study Center offers ACE practice tests, links for further exploration of issues in global marketing, and a course-length Country Market Project. The Online Teaching Center includes tips from experienced instructors in the Country Market Report guide. • A considerably expanded test bank--now with over 1,500 questions--includes both factual and applied questions. • Each chapter features an opening vignette with brief anecdotes about global issues or companies; an outline of chapter topics; a set of learning objectives, which help students identify and assimilate important concepts; and two closing cases, which challenge students to apply what they have learned. • World Beat boxed inserts offer timely, real-world examples from high-profile companies in Europe, Asia, Africa, the Middle East, and the Americas.
CONTENTS: 1. Introduction to Global Marketing. I. Understanding the Global Marketing Environment. 2. The Global Economy. 3. Cultural and Social Forces. 4. Political and Regulatory Climate. II. Analyzing Global Opportunities. 5. Global Markets. 6. Global Competitors. 7. Global Marketing Research. III. Developing Global Participation Strategies. 8. Global Market Participation. 9. Global Market Entry Strategies. IV. Designing Global Marketing Programs. 10. Global Product Strategies. 11. Global Strategies for Services, Brands, and Social Marketing. 12. Pricing for International and Global Markets. 13. Managing Global Distribution Channels. 14. Global Promotion Strategies. 15. Managing Global Advertising. V. Managing the Global Marketing Effort. 16. Organizing for Global Marketing. ©2007, 640pp, Paperbound, ISBN-10: 0618659536, ISBN-13: 9780618659531, South-Western
The new edition has been brought completely up-to-date and has a full range of ancillary material for lecturers and students. NEW TO THIS EDITION: • Restructured Part I “Strategic Analyses” including an updated chapter on the Firm’s Competitive Position • Newly written Part II “Basic Strategic Decisions” including new chapters on the Intended Strategic Position, Rules of Business Behaviour and Resource Allocation • A rewritten chapter on International Product Management • Up-to-date coverage of European integration throughout the text • Numerous real world examples from Chinese businesses • New Case Studies at the end of each Part • Inclusion of Tool Boxes which outline the successful tools that have been implemented in international markets • Extended coverage of Internet use in international marketing • A companion website available at www.thomsonlearning.co.uk/muhlbacher3 provides valuable interactive resources for students and lecturers
FEATURES: • A managerial, decision- and process-oriented perspective • Uses real-world case studies and vignettes centred on contemporary problems and issues • Encourages the student to be sensitive to how each element in the international marketing mix affects the others
CONTENTS: PART I: STRATEGIC ANALYSES. 1. Introduction: The Challenge of Globalization. 2. Potential Market Assessment: Determination of Attractive Markets. 3. Assessing the Potential Markets: The Economic Environment. 4. Assessing Potential Markets; The Political and Legal Environment. 5. Assessing Potential Markets: The Cultural Environment. 6. Assessing the Operating Environment: The Firms Competitive Position. 7. International Market Intelligence. PART II: BASIC STRATEGIC DECISIONS. 8. The Intended Strategic Position. 9. Rules of Business Behaviour. 10. Resource Allocation. PART III: BUILDING AND SUSTAINING THE INTENDED GLOBAL POSITION. 11. International Product Management. 12. International Distribution Management. 13. International Sales Management. 14. International Marketing Logistics. 15. International Market Communication. 16. International Price Management. 17. International Marketing Planning and Budgeting. ©2006, 800pp, Paperback, ISBN-10: 1844801322, ISBN-13: 9781844801329, Cengage Learning EMEA
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international marketing
INTERNATIONAL MARKETING STRATEGY, 5E Analysis, Development and Implementation Isobel Doole, Sheffield Hallam University; Robin Lowe, Sheffield Hallam University
• Sixteen new regional and international end-of-part case studies • Latest statistics and coverage of international trade policy relevant to the Asia Pacific • International Marketplace boxes link theories to familiar and interesting region and local examples that local students can relate to
CONTENTS:
This new and revised edition ensures the best-selling textbook International Marketing Strategy continues to meet the needs of the international marketing student and practitioner in an up-to-date and innovative manner. It succeeds in maintaining the clarity of the previous editions while incorporating new and original material which ensures its continued status as the number one UK text on international marketing. FEATURES: • The book is divided into three main subject areas: analysis, strategy development and implementation. • Includes a great many short and medium-length cases and vignettes • Comes with a full ancilary package including instructor’s manual, powerpoints, and case notes.
CONTENTS: PART 1: ANALYSIS1. An introduction to international marketing2. The international trading environment3. Social and cultural considerations on international markets4. International marketing research and opportunity analysisPART 2: STRATEGY DEVELOPMENT5. International niche marketing strategies for small and medium-sized businesses6. Global strategies7. Market entry strategies8. International product and service managementPART 3: IMPLEMENTATION9. Internal communications10. The management of international distribution and logistics11. Pricing for international markets12. International marketing implementation through enabling technologies ©2008, 480pp, Paperback, ISBN-10: 1844807630, ISBN-13: 9781844807635, Cengage Learning EMEA
INTERNATIONAL MARKETING, FIRST ASIA-PACIFIC EDITION Michael R. Czinkota, Georgetown University; Illka A. Ronkainen, Georgetown University; Catherine Sutton-Brady, University of Sydney, Australia; Tim Beal, Victoria University of Wellington, New Zealand
Thoroughly adapted to concentrate on issues that face marketers in the Asia Pacific region, this first Asia Pacific edition of Czinkota and Ronkainen’s International Marketing combines the outstanding theoretical base of the original text with relevant Australian, New Zealand and Asian case studies and examples. The text examines the unique conditions in which businesses from this region operate, highlighting the challenges faced by these businesses trading with and exporting to other parts of the world. Students are provided with a comprehensive overview of both the theory and application of international marketing, including an examination of the distinct issues that affect a range of enterprises from start-up operations to small, medium and multinational firms. Sequenced into four parts, the text covers the international environment, international market entry, international marketing mix and the planning and future development of international marketing FEATURES: • Restructured into 15 chapters to better suit the requirements of a semesterlength course
Part 1: The International Environment. Chapter 1: Introduction to International Marketing. Chapter 2: The Economic Environment. Chapter 3: Trade Institutions and Trade Policy. Chapter 4: The Political and Legal Environment. Chapter 5: The Cultural Environment. Part 2: International Market Entry. Chapter 6: Building the Knowledge Base. Chapter 7: Foreign Market Entry. Chapter 8: Channels of Distribution and Logistics. Part 3: International Marketing Mix. Chapter 9: Product Policy and Adaptation in International Markets. Chapter 10: Product and Brand Management in International Markets. Chapter 11: Services Marketing. Chapter 12: Pricing in International Markets. Chapter 13: International Marketing Communication. Part 4: Planning and Future Development. Chapter 14: International Marketing Strategy, Planning, Implementation and Control. Chapter 15: The Future of International Marketing. ©2008, ISBN-10: 017013007X, ISBN-13: 9780170130073, Cengage Learning Australia
INTERNATIONAL MARKETING, INTERNATIONAL EDITION, 8E Michael R. Czinkota, Georgetown University; Illka A. Ronkainen, Georgetown University
INTERNATIONAL MARKETING, 8e, is a completely up-to-date text for one of the most dynamic upper-level and graduate courses in marketing departments today. It offers the entire range of international marketing topics beginning with start-up operations, continuing with new market entry considerations, and concluding with the international issues confronting giant global marketers. The text is designed for the undergraduate student with prior exposure to the marketing field. Because of its in-depth coverage, it also presents an excellent challenge for graduate instruction and executive education. NEW TO THIS EDITION: • Streamlined Table of Contents: The eighth edition has been streamlined to eighteen chapters, making the text more manageable without losing any core material. The authors have done so to balance the workload for the reader but without taking shortcuts. The authors have combined topics, eliminated redundancies, and tightened content wherever appropriate. The result is a shorter, crisper text of better quality. • Current Topics: The eighth edition addresses controversies surrounding issues such as globalization, terrorism and international aid, as well as includes increased focus on ethics and corporate citizenship and a strengthened discussion of intellectual property rights. • Focus on the Physical Environment and Geography:. Updated maps provide context in terms of social and economic data. An appendix addresses directly the relationship between geography and international marketing. • Developing Economies: This edition gives increased attention to developing economies and economies in transition. In particular, this edition focuses on the evolving role of the World Trade Organization and the push for the conclusion of the Doha Round. • New cases: Following each part of the text are a variety of cases, three quarters of which are either new or updated especially for this edition, that present students with real business situations. All cases address the activities of actual or former companies and cover a broad geographic spectrum. • Video cases: Video cases are located within the case section and are available on DVD for instructors. These cases further illustrate chapter topics and have been expanded from previous editions to contain the most current companies and issues. • Updated Vignettes: Almost all of the opening vignettes in the eighth edition
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Marketing
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Marketing
internet marketing
are brand new, highlighting the most innovative, as well as classic, examples to set the stage for the chapter discussion and elucidate chapter topics.
CONTENTS: Part I: THE INTERNATIONAL MARKETING ENVIRONMENT. 1. The Global Marketing Imperative. Appendix A: The Basics of Marketing. Appendix B: Geography and Global Warming. 2. Trade Institutions and Trade Policy. 3. The Cultural Environment. 4. The Economic Environment. 5. The Political and Legal Environment. Cases: The Catfish Dispute. Trick or Treat. Marketing Cigarettes and Tobacco. IKEA. Car Financing in China. Part II: INTERNATIONAL MARKET ENTRY AND DEVELOPMENT. 6. Strategic Planning. 7. Marketing Organization, Implementation and Control. 8. Research. 9. Market Entry and Expansion. Cases: Damar International. Polar-Adidas. Parker Pen. Part III: EXPORT MARKETING MIX. 10. Product Adaptation. 11. Export Pricing. 12. Marketing Communication. 13. Distribution Management. Cases: Dr. Eris - Cosmetics from Poland. Imaginarium. Joemarin. Gray Ferrari. Part IV: THE GLOBAL MARKETING MIX. 14. Global Product Management and Branding. 15. Global Services. 16. Global Logistics and Materials Management. 17. Global Pricing. 18. Global Promotion. Appendix C: Careers in International Marketing. Cases: International Marketing and the NBA. Oil for Food. Blood Free Diamonds. Novia Scotia. F-18 Offset. ©2007, 720pp, Softcover, ISBN-10: 0324361157, ISBN-13: 9780324361155, South-Western
INTERNET MARKETING
ELECTRONIC MARKETING, 2E Integrating Electronic Resources into the Marketing Process Joel Reedy , University of South Florida; Shauna Schullo , University of South Florida
This innovative and exciting new edition of Electronic Marketing combines the traditional proven marketing process of situation analysis, marketing planning, and marketing implementation to introduce the enhanced speed, accuracy, and target ability of electronic marketing resources. Electronic Marketing is the ideal guide for the marketing student to understand and integrate electronic resources into the learning process. FEATURES: • E-Marketing Case History: Integrated throughout the text, “E-Marketing Case History” includes examples of real companies using electronic solutions to solve marketing and communications dilemmas. • E-Marketing in Action: These features provide examples of real companies using the Internet or electronic resources to enhance company marketing and communications. • Now You Know: These boxes integrated throughout the text provide readers with information concerning issues such as netiquette, tips on gathering information from the Internet, checklists for developing virtual storefronts, keys to building successful Web sites, hackers, and protecting customer privacy.
CONTENTS:
E-BUSINESS: STRATEGIC THINKING AND PRACTICE, 2E Brahm Canzer, John Abbott College and McGill University
This comprehensive introduction to e-business centers on four key areas of strategic planning--technology, management, marketing, and finance. Canzer focuses on what students need to know about developing, managing, and maintaining a successful e-business, rather than the technical logistics of setting up a site, making the text ideal for e-business courses or principles of marketing and management courses. Case studies and examples illustrate how theory is successfully translated into real-life business scenarios, spotlighting companies including eBay, Google, and Amazon.The e-Business Web Site has been updated to provide even more helpful information and online learning opportunities, including additional case studies, a monthly journal digest highlighting articles from accessible publications and Web Sites to keep students abreast of the latest developments in the e-business world, and links to additional resources.
PART I. THE CONCEPTS OF ELECTRONIC MARKETING. 1. Introduction to the Resources of Electronic Marketing. 2. Concept of Electronic Commerce and the Traditional Marketing Process. 3. Marketing Planning Stage for Online Activities. 4. The Actions of Marketing Implementation. PART II. INTEGRATING ELECTRONIC MARKETING RESOURCES. 5. An Introduction to the Internet. 6. Concept of the Virtual Store for Marketing Products and Services. 7. The Tools of Electronic Marketing Resources. 8. Segmenting and Analyzing the Target Market. 9. Integrating the Promotional Mix. PART III. IMPLEMENTING THE E-COMMERCE STRATEGY. 10. Using the Internet. 11. Web Page Design. 12. Capturing Customer Profiles and Data Management. 13. Considerations for Ongoing Customer Communications. PART IV. INTEGRATING THE MARKETING AND E-COMMERCE CONCEPT. 14. Establishing and Promoting the Virtual Store. 15. Security on the E-Commerce Site. PART V. SPECIAL TOPICS. 16. Considerations for E-Business Situations. 17. The Edge of Business-to-Business Activities. 18. Implications to the International Marketing Program. 19. The Ethics of Electronic Marketing. 20. The Future of Electronic Marketing Resources. Appendices. ©2004, 592pp, Paperbound, ISBN-10: 0324175957, ISBN-13: 9780324175950, South-Western
FARCE TO FORCE Building Profitable E-Commerce Strategies Sarah McCue, World Trade Organization
FEATURES: • A model e-business plan is offered on the Students’ Web Site and provides a template that students can use to launch an actual B2B firm. • “The Internet and Related Technologies” chapter has been transferred to the Web Site, providing a solid introductory chapter to the history and development of the Internet. ©2006, 368pp, Casebound, ISBN-10: 0618519882, ISBN-13: 9780618519880, South-Western
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Though it’s a powerful driving force for commerce, early misuse and misapplication of business principles can lead to bad business practices — as well as perceptions that the Internet is not a viable sales channel. Farce to Force sets the record straight. Written by an author extremely well versed in the dynamics of e-business, this timely, insightful book takes the reader step-by-step through the process of choosing the right e-commerce strategy and building a plan to achieve success. It is packed with helpful templates and powerful techniques to implement effective strategy, as well as examples of successful e-commerce marketing techniques and additional resources to build programs.
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internet marketing
FEATURES: • Strategic Focus: McCue takes an in-depth look at the key trends and critical success factors that impact e-commerce strategy and offers numerous resources to help companies build and strengthen their e-commerce strategies. • Myths Dispelled: Providing insight into unique challenges that face companies involved in e-commerce, Building E-Commerce Strategies offers thorough discussions of the myths and lessons learned through the mistakes made in recent e-commerce history, helping readers learn from the mishaps of others. • e-Insider Insight: In addition, prominent e-commerce thought leaders offer their opinions on future e-commerce trends and key issues.
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CONTENTS: 1. Introduction. 2. E-Commerce: Force or Farce? 3. The E-Commerce Challenges Faced by SMEs. 4. Trends in E-Commerce. 5. Research. 6. The 5Cs of E-Commerce:Islands of Excellence/Thrivers. 7. Success Factors. 8. Developing an E-Commerce Strategy. 9. The Secrets of E-Commerce. 10. Enhance Your EQ. 11. Enlightened Networking..12. The Future of E-Commerce. 13. Actions for Thought Leaders. Bibliography.
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©2006, 304pp, Hardcover, ISBN-10: 0538726776, ISBN-13: 9780538726771, South-Western
INTERNET MARKETING AND E-COMMERCE, INTERNATIONAL EDITION, 2E
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Ward Hanson, Stanford University
INTERNET MARKETING & E-COMMERCE, 2e, continues where the previous edition left off: emphasizing rigor instead of hype, illustrating leading practices by leading companies, showing how extensive use of research results to support conclusions, and paying close attention to what is unique about online marketing. The new edition continues to show how the Internet is creating value for customers and profits for companies, and, most importantly, it shows how Internet Marketing fits into the rest of an organization’s marketing strategy. Reflecting the lessons of the last few years, INTERNET MARKETING & E-COMMERCE looks at Internet marketing as from the view of large companies, small business, and online startups. NEW TO THIS EDITION: • New Customer Equity & Brand Building Chapters: Chapter 5, “Customer Equity,” and Chapter 6, “Brand Building Online,” are completely new to this edition. Chapter 5 focuses on matching Internet strategy and tactics to customer acquisition, retention, and development. And Chapter 6 focuses on building brands online which is especially valuable for traditional package goods and brand-oriented companies. • New Chapters on “Search Marketing and Keyword Advertising” and on “Permission Marketing”: New Chapter 12, “Search Marketing and Keyword Advertising is especially important for small business. Also new Chapter 9, “Permission Marketing,” where the text focuses on critical issues involving the right to send marketing messages and building consumer trust and familiarity. • New Online Retailing and Business-to-Business Chapters: Chapter 15, “Online Retailing,” addresses how to know what products to sell online successfully and the new Chapter 17, “Business-to-Business Selling,” is how the Internet is used to affect group buying decisions and supply chain decision making. • Social Marketing Coverage: The new edition also includes contemporary content on social marketing online, or important lessons learned in health education, fundraising and campaigning, and other persuasive social marketing activities with in the Internet. • Technology Trends and Issues: The second edition expands on a close working knowledge of technology, technology companies, leading edge practitioners,
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and the proper role of technology in marketing. This includes important new developments such as, the wide range of Internet devices (cell phones, wireless devices, interactive entertainment), technology standards that permit more intelligent content, security and privacy concerns, and coverage on web services supporting e-commerce and online marketing. Current Topics and Brand New Chapters: The second edition includes new chapters and content addressing the evolving world of Internet Marketing. Chapter 6, “Online Branding,” discusses the highly-important concept of domain branding and its benefit to those business attempting to create a successful presence in the online marketplace. Chapter 7, “Credibility, Usability, and Persuasion,” includes coverage on persuasive technologies, usability testing, and the establishment of credibility necessary for every company. Chapter 10, “Creating Commitment,” details the significance of sustaining customer loyalty. Finally, Chapter 11, “Innovating,” discusses standards, modularity, speed, and how these concepts affect Internet Marketing and those companies who utilize it. In-depth e-Commerce Coverage: Part 3 of the text is entirely new to the second edition integrating e-Commerce coverage with Internet Marketing. The topics and chapters discussed include: Chapter 13, “Etailing,” which discusses growth and economics, iPACE, and multi-channel shopping; Chapter 14, “B-to-C e-Commerce,” discusses channel conflict, consumer education, how to utilize B-to-C to reach new markets; and Chapter 15, “B-to-B e-Commerce” discusses e-Procurement, Supply Chain Integration, and Collaboration. Chapter 16, “Tools and Systems,” discusses hosted solutions, industrial strength systems, and competitive advantage. Finally, the last chapter in Part 3, “Global Challenges” details with issues of privacy, intellectual property, and alliances. Full Supplements Package and 4-Color Design: The new edition of Internet Marketing & e-Commerce now includes a reader-friendly 4-color design, allowing for ads, pictures and web pages to pop. The second edition also includes new support items, such as a brand new instructor’s manual and powerpoint presentation to help instructors prepare and teaching their course. Unique Global Orientation: Every chapter touches on international issues and how they pertain to the dynamic online environment integrating global coverage throughout the text. For examples, the new edition addresses global issues resulting from the diversity and depth of worldwide Internet usage.
FEATURES: • Internet Strategy: The Principles of Internet Marketing does not focus on the Internet as a separate entity, but fits Internet strategy into the organization’s overall marketing framework. • Focus of the Internet: Gives students a solid understanding of the technology behind the Internet and of how technological change alters marketing strategies and tactics. The text also teaches how the use of the Internet can improve quality and customer support, allows companies to personalize products and messages, generate traffic, build community, price in real-time, and create new channels. • Comprehensive Web Site: An integral part of the learning experience, the text web site includes classroom-tested suggestions for combining on-line content into the class. The web site includes web links, online quizzing, downloads to instructor supplements and more.
CONTENTS: PART I: FOUNDATIONS. 1. Introduction. 2. A Digital World. 3. Networks. 4. Individuals. PART II: ESSENTIAL SKILLS. 5. Business Models. 6. Online Branding. 7. Credibility, Usability, and Persuasion. 8. Traffic Building. 9. Learning and Personalizing. 10. Creating Commitment. 11. Innovating. 12. Pricing and the Net. PART III: e-COMMERCE. 13. Etailing. 14. B-to-C e-Commerce. 15. B-to-B e-Commerce. 16. Tools and Systems. 17. Global Challenges. ©2007, Paperback, ISBN-10: 0324422814, ISBN-13: 9780324422818, South-Western
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Marketing
internet marketing | marketing channels | marketing management
INTERNET MARKETING: FOUNDATIONS AND APPLICATIONS, 2E Carolyn F. Siegel, Eastern Kentucky University
Siegel offers a comprehensive textbook--complemented by extensive online support--for the fastest growing section of the curriculum across the country. Complete integration of print and web components allows the accompanying site to act as an extension of the text. Interactive cases, project-based activities, and new content is regularly updated by the author. FEATURES: • All opening cases feature real-world company examples. In addition, the Competitive Case study at the end of each chapter focuses on a competitor to the company featured in the opening case. This bookend feature promotes critical thinking and application of chapter concepts. • Content highlights include extensive coverage of B2C (Business to Consumer) and B2B (Business to Business) marketing models, with many examples. • Discussion of how to implement a Web marketing plan includes the creation and design of content. • The textbook web site provides updated links to sources cited in the chapters. Online appendices allow for frequent updates.
CONTENTS: Module I. An Introduction to the Internet and the Environment of Internet Marketing. 1. A Marketing Perspective in the Internet Age. 2. Internet Fundamentals: Operations, Management, the Web, and Wireless. 3. Identifying Internet Users. 4. Taking Marketing to the Net. 5. Legal and Ethical Issues; Privacy and Security Concerns. 6. Taking Internet Marketing International. Module II. Information for Competitive Marketing Advantage. 7. Taking Marketing Research to the Net. 8. Using Data Tools to Enhance Performance. Module. III. The Internet Marketing Mix. 9. Product in the Internet Marketing Mix. 10. Price in the Internet Marketing Mix. 11. Place in the Internet Marketing Mix. 12. Promotion in the Internet Marketing Mix. Module IV. Internet Marketing Action Plans. 13. The Web Marketing Plan. 14. Marketing Site Development: Content, Design, and Construction. ©2006, 448pp, Casebound, ISBN-10: 0618519998, ISBN-13: 9780618519996, South-Western
marketing channels throughout the text. • Up-To-Date: The new edition of the text, brings the field of marketing channels to life through an abundance of all new examples, providing readers with the most current real-world examples and content. There are a number of new examples in the area of services, business-to-business, and integrated channels. • Cases: Through extensive use of case studies, students are provided the opportunity to see market channeling in action with real companies. The text contains approximately twenty-five cases, of which about a third have been updated for the seventh edition. • Issues for Discussion: Mini-cases, found at the end of each chapter, reflect the most recent developments affecting marketing channels. These minicases use real-life examples, about half of these are completely new to this edition. • Focus on Channels: The chapter opening vignettes have been completely rewritten and updated for this new edition to stimulate the reader’s interest and set the stage for the chapter. Opening vignettes include, Altoids, Seinfeld, Dell, The Three Tenors, and more. • Electronic Marketing Chapter Heavily Revised: The chapter on electronic marketing channels has been heavily revised to reflect the integrated convergence of electronic and conventional channels providing readers with the most current concepts in the field. • Integrated E-Commerce: E-commerce, online selling, and electronic marketing have been heavily integrated throughout this text to reflect the technological changes within the industry. • Revised Chapter 18: Chapter 18, “International Channel Perspectives,” has been extensively revised to reflect globalization with new international examples and up-to-date content. • Extensive References: Throughout the text, there are an extensive amount of references to marketing journals and literature in the field.
CONTENTS: 1. Marketing Channel Concepts. 2. The Channel Participants. 3. The Environment of Marketing Channels. 4. Behavioral Processes in Marketing Channels. 5. Strategy in Marketing Channels. 6. Designing the Marketing Channel. 7. Selecting the Channel Members. 8. Target Markets and Channel Design Strategy. 9. Motivating the Channel Members. 10. Product Issues in Channel Management. 11. Pricing Issues in Channel Management. 12. Promotion through the Marketing Channel. 13. Logistics and Channel Management. 14. Evaluating Channel Member Performance. 15. Electronic Marketing Channels. 16. Direct Selling and Direct Marketing Channel Systems. 17. Marketing Channels for Services. 18. International Channel Perspectives. ©2004, 688pp, Hardcover, ISBN-10: 0324186932, ISBN-13: 9780324186932, South-Western
MARKETING CHANNELS MARKETING MANAGEMENT
MARKETING CHANNELS, 7E A Management View Bert Rosenbloom, Drexel University
MARKETING MANAGEMENT, 2E
Marketing Channels: A Management View, a market leader, is known to provide a management focus and managerial framework to the field of marketing channels. Theory, research, and practice are covered thoroughly and blended into a discussion that stresses decision making implications. This new edition reflects global, socio-cultural, and technological changes that have taken place within the industry.
Michael Czinkota, Georgetown University; Masaaki Kotabe , Temple University
FEATURES: • Multi-Channel Strategy Perspective: Not only does this text come with a separate and complete chapter on channel strategy, the “heart” of channel management, beginning in chapter one the text looks at multi-channel strategy perspectives, while also integrating competitor strategy using
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A marketing management course shouldn’t be treated like a principles class. And an upper-level text doesn’t need to be written like an encyclopedia. That’s why Marketing Management, 2e takes a direct, “no bull” approach, bringing concepts to life without dry explanations and unnecessary “extra” information. Theoretical and practical considerations are balanced throughout. Coverage of critical and contemporary marketing topics includes integration of e-commerce and a unique chapter on estimating marketing demand. CONTENTS: 1. An Overview of Marketing 2. Marketing Planning 3. Understanding the
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marketing management | marketing research
Environment and the Competition 4. Understanding the Buyer 5. Marketing Research and Information 6. Estimating Marketing Demand 7. Market Segmentation, Positioning, and Branding 8. Product and Service Decisions 9. New Products 10. Pricing Decisions 11. Distribution and Supply Chain Management 12. Designing Effective Promotion and Advertising Strategies 13. Direct Marketing, Sales Promotion, and Public Relations 14. Selling and Sales Management 15. The Future of Marketing ©2001, 624pp, Hardbound, ISBN-10: 0324022034, ISBN-13: 9780324022032, South-Western
Marketing
MARKETING RESEARCH
Cover Not Available New Edition! BASIC MARKETING RESEARCH, INTERNATIONAL EDITION, 7E
New!
Gilbert A. Churchill, University of Wisconsin; Tom J. Brown, Oklahoma State University
MARKETING MANAGEMENT (WITH QUALTRICS INFO CARD AND BIND-IN PRINTED ACCESS CARD) Dawn Iacobucci, Vanderbilt University
Marketing Management, Student Edition focuses on the essential concepts and tools necessary to answer important Marketing Management questions. A concise visually compelling textbook with a suite of valuable online assets, Marketing Management, Student Edition is an effective new approach to teaching and learning Marketing Management. CONTENTS: Part I - MARKETING STRATEGY. 1. What is Marketing? 2. Marketing Segmentation. 3. Targeting. 4. Positioning. Part II - PRODUCT POSITIONING. 5. Products: Goods and Services. 6. Brands. 7. New Products. Part III - POSITIONING VIA PRICE, PLACE, AND PROMOTION. 8. - Pricing. 9. Channels of Distribution and Business Marketing Networks and Logistics. 10. Integrated Marketing Communications: The Advertising Message. 11. Advertising Media and Integrated Marketing Communications. Part IV - POSITIONING: ASSESSMENT THROUGH THE CUSTOMER LENS. 12. Customer Evaluations. 13. Marketing Research Tools. Part V - CAPSTONE. 14. Marketing Strategy. 15. Marketing Plans. ©2010, 288pp, Paperbound, ISBN-10: 0324784430, ISBN-13: 9780324784435, South-Western
Marketing Research deals with the design, collection, analysis, and reporting of data relevant to a firm’s current and future needs. The trend in Marketing Research, aside from using the Internet to quickly capture marketing data, is the focus on the marketing research student as a manager of marketing research and not actually a practitioner of marketing research. This course is typically found in 4-year and MBA programs, and is taught out of the marketing department. NEW TO THIS EDITION: • Managerial Framework: A fresh emphasis in this edition is an explicit focus on what marketing research means for managers. Not everyone will go on to careers in marketing research, but virtually everyone will encounter marketing research or public opinion polling results in their business careers or everyday lives. This book breaks down the research process into the basic stages followed in doing marketing research, allowing it to be broken into digestible bites that help aspiring market researchers and managers understand the larger picture. • Up-to-Date Coverage of Topics: The new edition includes expanded or new information on topics such as regression, sample size issues, math index measures, sales forecasting, attitude measurement, and the use of the Internet providing readers with the most up-to-date and complete information available. • The Manager’s Focus: These short sections throughout each chapter provide insights into how the information in a particular section is relevant to marketing managers. The goal is to emphasize the role of marketing managers in the research process and to offer guidelines for achieving the most usable results. Some examples include how to determine if a focus group is useful (chapter 5), understanding different levels of measurement (chapter 12), and how non-sampling errors enter a study (chapter 17). • Managerial Emphasis: Chapter One, “Role of Marketing Research” has been revised so that readers see that marketing research is not only about the quantitative data, but also shows how marketing research applies to decisions that they may make, whether it be business or personal. • Revised Chapter 12, Designing the Questionnaire or Observation Form: Chapter 12 has improved its treatment of developing diagnostic and hypothesis formulation skills and reduced content on scale development coverage simplifying the chapter by deleting unnecessary detail for undergraduates. • Chapter 13, Measurement Basics: In response to reviewer comments, Chapter 13 has reduced its coverage of validity issues to simplify the concepts for readers.
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marketing research
• Combined Sampling Basics and Methods: Chapters 15 and 16 have been combined into one chapter, Chapter 15, “Sampling Basics and Methods” to simplify complex topics. • New End-of-Part Cases: The cases at the end of each part have been revised and new ones added for the sixth edition, assisting readers in developing their own evaluation and analytical skills. They are also useful in demonstrating the universal application of marketing research techniques. • Data Collection Focus: Chapters 18, 19 and 20 present a straightforward overview of practical issues in data collection and the beginning stages of data analysis. While, the previous edition focused on technical or theoretical details, often to the exclusion of practical considerations, these completely revised chapters now focus on important information such as building codebooks, entering data, what to do about missing data, and calculating response rates.
FEATURES: • Research Window: The Research Windows provide a view of what is happening in the world of marketing research, describe what is happening at specific companies, and offer some specific how-to tips. They serve to engage readers’ interest in the chapter topic, and to provide further depth of information. • Ethical Dilemma: Integrated throughout the text, these boxes provide readers with insights on various ethical issues arising in the field of marketing research. • Research Project: At the end of each part readers have the opportunity to do a research project that is discussed throughout the text. The project concerns retailers’ attitudes toward advertising in various media. This continuing project provides readers with a real, hands-on perspective as to how research is actually conducted. • Learning Objectives: A set of learning objectives in each chapter highlights the most important topics covered in the chapter. The learning objectives are repeated in the margins in the chapter where the topics are discussed, and are then reinforced in point by point in the chapter summary. • Data sets on Website: Found on the text’s website, students are provided with the data sets that they will need in order to complete selected end-of-part cases. These data sets are available for SPSS and Excel.
CONTENTS: Part I: INTRODUCTION TO MARKETING RESEARCH AND PROBLEM DEFINITION.1. Role of Marketing Research.2. Gathering Marketing Intelligence: The Systems Approach.3. Gathering Marketing Intelligence: The Project Approach.4. Problem Formulation.Part II: RESEARCH DESIGN.5. Types of Research Design and Exploratory Research.6. Descriptive and Causal Research Designs.Part III: DATA COLLECTION METHODS.7. Secondary Data.8. Standardized Marketing Information Services.9. Collecting Primary Data.10. Collecting Information by Communication.11. Collecting Information by Observation.Part IV: DATA COLLECTION FORMS.12. Asking Good Questions: Measurement Basics.13. Measuring Attitudes and Other Variables.14. Designing the Questionnaire or Observation Form.Part V: SAMPLING AND DATA COLLECTION.15. Developing the Sampling Plan.16. Determining Sample Size.17. Collecting the Data: Nonsampling Errors and Response Rate Calculation.Part VI: DATA ANALYSIS.18. Data Analysis: Preliminary Steps.19. Data Analysis: Analyzing Individual Variables and Basics of Hypothesis Testing.20. Data Analysis: Analyzing Multiple Variables Simultaneously.Part VII: RESEARCH REPORTS.21. The Research Report. ©2010, 612pp, Softcover, ISBN-10: 032478547X, ISBN-13: 9780324785470, South-Western
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New Edition! ESSENTIALS OF MARKETING RESEARCH, INTERNATIONAL EDITION, 4E William Zikmund, Oklahoma State University; Barry J. Babin, The University of Southern Mississippi
Marketing Research deals with the design, collection, analysis, and reporting of data relevant to a firm’s current and future needs. The trend in Marketing Research, aside from using the Internet to quickly capture marketing data, is the focus on the marketing research student as a manager of marketing research and not actually a practitioner of marketing research. This course is typically found in 4-year and MBA programs, and is taught out of the marketing department. NEW TO THIS EDITION: • A Simplified Approach: This approach has been taken to emphasize significant content material and issues, which will reinforce positive student learning outcomes. Moreover, this simplified approach continues into the analytical chapters, which now deemphaisize statistical theory and detail and focus more on practical statistical application. • Integrated Technology Information: Practically every chapter includes significant coverage of Internet related topics. Most chapters also include review questions and activities that get research students involved with the Internet in a relevant way. • New Chapter Vignettes: Each chapter sets the stage with a story relevant to the topics discussed in that particular chapter. The vignettes include real world companies, as well as “slice of life” stories describing a business person’s struggle to make smart • Increased Coverage on International Issues: The increased international examples will increase awareness of research issues beyond North America • New Case Materials: Nearly all chapters include at least one new end-ofchapter case, as well as several new end-of-book cases.
FEATURES: • Writing Style: An accessible, interesting writing style continues as a hallmark of this book. With a careful balance between theory and practice and a sprinkling of interesting examples and anecdotes, the writing style helps clarify and simplify the market research process rather than making it a mystery • Statistical Approach: A review of statistical theory in Chapter 13 provides students with an overview of the basic aspects of statistics. Because this text stresses managerial applications more than statistical theory, students are given some basic tools to perform common data analysis. More sophisticated data analysis approaches are left for further reference. • Research Snapshots: These features, integrated throughout the text, explore marketing research processes in a variety of modern businesses situations ranging from natural disasters to international food. The boxes also illustrate research techniques and applications in a step-by-step fashion. Examples of companies highlighted include, Proctor & Gamble, Hidden Valley Ranch, and
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marketing research
Home Depot. • Learning Objectives: Each chapter begins with a concise list of learning objectives that emphasize the core areas of competency that the student should master before proceeding to the next chapter. Instructors will find these useful in assessment of both student outcomes as well as course or program outcomes. • Key Terms: Key terms are found within the chapter as well as in the margins to help students recognize and retain important marketing research and statistical terminology. Learning the vocabulary of marketing research is essential to understanding the topics presented.
CONTENTS: PART I: INTRODUCTION. 1. The Role of Marketing Research. 2. Information Systems and Knowledge Management. 3. The Marketing Research Process: An Overview. 4. The Human Side of Marketing Research: Organizational and Ethical Issues. PART II: DESIGNING RESEARCH STUDIES. 5. Exploratory Research and Qualitative Analysis. 6. Secondary Data Research in a Digital Age. 7. Survey Research. 8. Observation. 9. Experimental Research .PART III: MEASUREMENT. 10. Measurement and Attitude Measurement. 11. Questionnaire Design.PART IV: SAMPLING AND STATISTICAL THEORY. 12. Sampling Designs and Sampling Procedures. 13. Determination of Sample Size: A Review of Statistical Theory. PART V: ANALYSIS AND REPORTING. 14. Basic Data Analysis. 15. Differences Between Groups and Relationships Among Variables. 16. Communicating Research Results: Research Report, Oral Presentation, and Research FollowUp. PART VI: COMPREHENSIVE CASES WITH COMPUTERIZED DATABASES. Appendix: Statistical Tables. ©2010, 432pp, Paperbound, ISBN-10: 0324593759, ISBN-13: 9780324593754, South-Western
New Edition! EXPLORING MARKETING RESEARCH, INTERNATIONAL EDITION, 10E William Zikmund, Oklahoma State University; Barry Babin, The University of Southern Mississippi
EXPLORING MARKETING RESEARCH deals with the design, collection, analysis, and reporting of marketing research data relevant to a firm’s current and future needs. The text focuses on students as managers, not practitioners, of marketing research. Students learn about traditional types of marketing research, such as designing questionnaires, as well as the latest technological developments that facilitate marketing research including data collection devices, data analysis tools, and practical approaches to data analysis. In addition, this edition places more emphasis on ethical and international issues relating to marketing research. NEW TO THIS EDITION: • Practically every chapter includes significant coverage of Internet-related topics, and most chapters also include review questions and activities that get students involved with the Internet in a relevant way.
• Survey This! Feature - Students respond to an online questionnaire using Qualtrics software. The questionnaire involves students’ opinions, activities, and interests regarding numerous eveyday behaviors ranging from study habits to involvement with social networking. The resuting data are made available to instructors and students. • Tips of the Trade - Each chapter contains a useful list of important tips that correspond to the particular stage of the research process. The Tips provide information addressing practical questions such as interview length, question wording, interviewer involvement, sample size requirements, and guides for data reliability and validity as well as useful tips for testing hypotheses using inferential statistics. • New Chapter Vignettes-Each chapter opens with a story relevant to the material featured in that particular chapter. Some of these vignettes involve famous brands and companies, so the reader may well be familiar with some of the topics. Other vignettes involve “slice of life” stories describing a businessperson’s struggle to make smart decisions • A Simplified Approach and Style-The boxed material, chapter objectives, and end-of-chapter materials are now presented in a simplified form that allows greater focus on the truly important information. • Increased Coverage on International Business Issues-The examples and illustrations make much greater use of international business. • Greater Attention to Qualitative Research-More and more companies are benefitting from qualitative research. In response to this important phenomenon, Chapter 6 was rewritten previously in the ninth edition to focus more exclusively on qualitative research.
FEATURES: • Writing Style: An accessible, interesting writing style continues as a hallmark of this book. With a careful balance between theory and practice and a sprinkling of interesting examples and anecdotes, the writing style helps clarify and simplify the market research process rather than making it a mystery • Research Snapshots: These features, integrated throughout the text, explore marketing research processes in a variety of modern businesses situations ranging from natural disasters to international food. The boxes also illustrate research techniques and applications in a step-by-step fashion. Examples of companies highlighted include, Proctor & Gamble, Hidden Valley Ranch, and Home Depot. • Learning Objectives: Each chapter begins with a concise list of learning objectives that emphasize the core areas of competency that the student should master before proceeding to the next chapter. Instructors will find these useful in assessment of both student outcomes as well as course or program outcomes. • Key Terms: Key terms are found within the chapter as well as in the margins to help students recognize and retain important marketing research and statistical terminology. Learning the vocabulary of marketing research is essential to understanding the topics presented.
CONTENTS: Preface. Part I: INTRODUCTION. 1. The Role of Marketing Research. 2. Information Systems and Knowledge Management. 3. The Marketing Research Process. 4. The Human Side of Marketing Research: Organizational and Ethical Issues. Part II: BEGINNING STAGES OF THE RESEARCH PROCESS. 5. Problem Definition: Jump-Starting the Research Process. 6. Qualitative Research Tools. 7. Secondary Data Research in a Digital Age. Part III: RESEARCH DESIGNS FOR COLLECTING PRIMARY DATA. 8. Survey Research: An Overview. 9. Survey Research: Basic Methods of Communication with Respondents. 10. Observation. 11. Experimental Research: An Overview.12. Test-Markets and Experimental Design. Part IV: MEASUREMENT CONCEPTS.13. Measurement. 14. Attitude Measurement. 15. Questionnaire Design. Part V: SAMPLING AND FIELDWORK. 16. Sampling Designs and Sampling Procedures. 17. Determination of Sample Size: A Review of Statistical Theory. 18. Fieldwork.Part VI: DATA ANALYSIS AND PRESENTATION. 19. Editing and Coding: Transforming Raw Data into Information. 20. Basic Data Analysis: Descriptive Statistics. 21. Univariate Statistical Analysis. 22. Bivariate Statistical Analysis: Differences Between Two Variables. 23. Bivariate Statistical Analysis: Measures of Association. 24. Introducing Multivariate Statistical Analysis. 25. Communicating Research Results: Research Report,
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marketing research
Oral Presentation, and Research Follow-Up. Part VII: COMPREHENSIVE CASES WITH COMPUTERIZED DATABASES. Appendix: Statistical Tables.Glossary of Frequently Used Symbols. Glossary - Endnotes.
INTRODUCTION TO ONLINE COMPETITIVE INTELLIGENCE RESEARCH
©2010, 848pp, Paperback, ISBN-10: 0324788614, ISBN-13: 9780324788617, South-Western
Conor Vibert, Acadia University in Wolfville, Nova Scotia
INTRODUCTION TO ONLINE COMPANY RESEARCH Chris Dobson, F1 Services, Inc.
The research techniques in Introduction to Online Company Research focus on finding information about a specific company - whether it’s a competitor, customer, potential partner, or an adversary in a lawsuit. These techniques provide an efficient and straightforward way to gather reliable information that is readily available from a variety of dependable sources. The volume instructs readers on effective search techniques and cost-effective information sources. All of the major online company data sources are critically reviewed and value-rated. Like all the titles in the Business Research Series, this book is conveniently divided into four sections containing a number of business research applications that can be used for both in-house research training and reference. Internet research can be quick, easy, and abundant - but also challenging. Research sites sometimes come and go, and sources can be questionable. The Business Research Solutions Series provides comprehensive business and financial research reference guides and online training manuals to bridge a major gap in the field of online research methodology. This resourceful and innovative multi-volume series of reference guides teaches readers how to approach a research problem, how to select the best online sources, and how to effectively use these sources. It also suggests alternate low-cost solutions for many standard questions and problems. A must-have for professionals involved in company research, these invaluable tools provide step-by-step advice on how to analyze, interpret, and present data for informed decision-making. CONTENTS: 1. Introduction to Company Research Strategies, Search Technique, and Data Resources. 2. Research Case Studies on Company Information. 3. Company Research Problems and Solutions. 4. Company Research Data Source Evaluations and Reviews. Appendix A: Directory of Online business Data Sources. Appendix B: Directory of Online Business Data Publishers. Appendix C: Business Data Source Rating Survey. Appendix D: Contributor. Biographies. Index. ©2004, 392pp, Hardcover, ISBN-10: 0538726830, ISBN-13: 9780538726832, South-Western
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Introduction to Online Competitive Intelligence Research gives you the tools you need to stay ahead of your competitor’s moves. Numerous research problem scenarios and cases with suggested search strategies are included. Step-by-step methodology takes you through the CI research process, including planning and direction, data collection, analysis and dissemination. One section provides insight into how your firm might protect itself from the unwanted CI efforts of competitors. Like all the titles in the Business Research Series, this book contains a number of business research applications that can be used for both in-house research training and reference. Internet research can be quick, easy, and effective, but also challenging. The Business Research Solutions Series provides business and financial research reference guides and online training manuals to bridge a major gap in the field of online research methodology. These invaluable tools provide step-by-step advice on how to analyze, interpret, and collect data for informed decision-making. CONTENTS: 1. Introduction 2. A Primer on Competitive Intelligence 3. Protecting Your Company From Competitive Intelligence 4. Case Studies 5. Company Research Problems and Solutions 6. Review of Online Information Sources Chapter References ©2004, 330pp, Hardcover, ISBN-10: 0538726806, ISBN-13: 9780538726801, South-Western
INTRODUCTION TO ONLINE MARKET AND INDUSTRY RESEARCH Cynthia Shamel, President of Shamel Information Services; Cynthia Shamel, Special Libraries Association
Introduction to Online Market and Industry Research provides workable search strategies and valuable data source information to both inexperienced and experienced industry researchers. Market research strategies offer business managers a precise picture of the environment in which they operate and thus supporting informed decision making. Critical data source reviews lead to cost-effective purchase decisions for research managers. Like all the titles in the Business Research Series, this book is conveniently divided into four sections containing a number of business research applications that can be used for both in-house research training and reference. Internet research can be quick, easy, and abundant - but also challenging. Research sites sometimes come and go, and sources can be questionable. The Business Research Solutions Series provides comprehensive business and financial research reference guides and online training manuals to bridge a major gap in the field of online research methodology. This resourceful and innovative multi-series of reference guides teaches readers how to approach a research problem, how to select the best online sources, and how to effectively use these sources. It also suggests alternate low-cost solutions for many standard questions and problems. A must-have for professionals involved in business research, these invaluable tools provide step-by-step advice on how to analyze, interpret, and present data for informed decision-making.
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marketing research
CONTENTS: 1. Definition and Strategy 2. Research Case Study on Rocky Mountain Country Club 3. Market and Industry Research Problems and Solutions 4. Market and Industry Research Data Source Evaluations and Reviews Appendices A: Directory of Online Business Data Sources Appendices B: Directory of Online Business Data Publishers Appendices C: Business Data Source Rating Survey Appendices D: Contributor Biographies Index
Marketing
Collection: Measurement Instruments and Sampling. 9. Measurement and Scaling. 10. Questionnaire Design. 11. Sampling Foundations. IV. Data Analysis. 12. Quality Control and Initial Analysis of Data. 13. Hypothesis Testing. 14. Examining Associations: Correlation and Regression. 15. Overview of Other Multivariate Techniques. V. Communicating with Research Users. 16. Presenting Research Results. ©2007, 672pp, Casebound, ISBN-10: 0618660631, ISBN-13: 9780618660636, South-Western
©2004, 450pp, Hardcover, ISBN-10: 0538726849, ISBN-13: 9780538726849, South-Western
New Edition in July 2009!
MARKETING RESEARCH, 2E A. Parasuraman, University of Miami; Dhruv Grewal , Babson College; R. Krishnan, University of Miami
In Marketing Research, the authors offer undergraduate and MBA students a compelling introduction to the field with extensive use of global, technology, service, and small business examples. Distinctive features include integrated coverage of technology tools and statistical analysis, current research, and a strong focus on strategy. To reinforce the text’s emphasis on technology, each new copy of the text can be packaged with SPSS software containing data sets--created by the authors--specifically related to examples and tutorials from the chapters on data analysis. The Second Edition features an appealing design and open layout, making an often challenging subject more engaging for students. Through current examples and cases, students gain an understanding of the role of marketing research in the business world. Pedagogical features give students a clear handle on what they need to focus on to be successful in the course. Chapter Objectives identify key concepts in the reading to follow, while Questions for Review and Discussion, Application Exercises, and Internet Exercises prompt students to complete a variety of tasks, allowing them to apply chapter concepts in meaningful ways. FEATURES: • To keep students apprised of the latest developments in market research, the authors have added cutting-edge topics such as online surveys in Chapter 10 and extensive coverage of data mining in Chapter 15. • Many Opening Vignettes are new or substantially revised. Based on interesting and up-to-date examples from the world of business, these boxes engage students with coverage of high-profile companies such as Volvo, Eddie Bauer, and The Gap. • Case in Point sections appear after the introduction of each major topic to reinforce key information with detailed examples. New cases include Amazon. com and McDonald’s. • Research in Use boxes provide a variety of real-world examples--often featuring offbeat or unique scenarios--that in some instances have been researched firsthand by the authors. New boxes include a discussion of researchers who mine “blogs” for useful data and an exploration of how Hyundai measures marketing effectiveness in India. • Several new End-of-Chapter Cases--including GM and Burger King--consider various companies’ experiences obtaining and using marketing research. • A comprehensive supplements program includes a wealth of instructor resources to aid in course preparation. Student resources include SurveyZ, an online survey program, and SPSS software. SPSS screen shots with brief tutorials provide students with step-by-step, easy-to-follow guidelines for using this important data analysis tool.
CONTENTS: I. Introduction to Marketing Research. 1. The Nature and Scope of Marketing Research. 2. The Marketing Research Process. 3. Types of Marketing Research. II. Data Collection: Types and Methods. 4. Secondary Data. 5. Using Geographic Information Systems for Marketing Research. 6. Primary-Data Collection. 7. Qualitative Research. 8. Experimentation in Marketing Research. III. Data
MARKETING RESEARCH, INTERNATIONAL EDITION, 9E Methodological Foundations Gilbert A. Churchill, University of Wisconsin; Dawn Iacobucci, Northwestern University
This market leader has established itself as a classic through seven previous editions by presenting superior, balanced coverage of both the qualitative and quantitative aspects of marketing research. FEATURES: • Increased emphasis on the Internet, and its impact on the field of marketing research through comparisons between Web-based survey research and traditional survey techniques such as mail surveys and phone interviews. • Extensive treatment of cutting-edge topics such as data-mining, ethics in the field of marketing research, international marketing research, and current managerial trends for effective decision-making in the field. • A modular design enhances teaching flexibility by placing some of the more complex information in appendices immediately after the chapter to allow individual professors complete control over the amount and depth of the material covered during the course.
CONTENTS: PART I. MARKETING RESEARCH, THE RESEARCH PROCESS AND PROBLEM DEFINITION. 1. Marketing Research: A Pervasive Activity. 2. Alternative Approaches to Marketing Intelligence. 3. The Research Process and Problem Formulation. Cases for Part 1. PART II. DETERMINE RESEARCH DESIGN. 4. Research Design. 5. Causal Designs. Cases for Part 2. PART III. DESIGN DATA-COLLECTION METHOD AND FORMS. 6. Data Collection: Secondary Data. Appendix 6A: Secondary Data Sources. 7. Data Collection: Primary Data. 8. Data-Collection Forms. 9. Attitude Measurement. Appendix 9A: Psychological Measurement. Cases for Part 3. PART IV. SAMPLE DESIGN AND DATA COLLECTION. 10. Sampling Procedures. 11. Sample Size. 12. Collecting the Data: Field Procedures and Nonsampling Errors. Cases for Part 4. PART V. ANALYSIS AND INTERPRETATION OF DATA. 13. Data Analysis: Preliminary Steps. Appendix 13A: Chi-Square Tests. Appendix 13B: Avery Sporting Goods. 14. Data Analysis: Basic Questions. Appendix 14A: Hypothesis Testing. 15. Data Analysis: Examination of Differences. Appendix 15A: Analysis of Variance. Appendix 15B: Analysis of Catalog-Buying Data. 16. Data Analysis: Investigation of Association. Appendix 16A: Nonparametric Measures of Association. Appendix 16B: Analysis of Catalog-Buying Data. 17. Multivariate Data Analysis: Discriminant Analysis, Factor Analysis, Cluster Analysis, and Multidimensional Scaling. Appendix 17A: More Multivariate Statistical Techniques. Appendix 17B: Analysis of Catalog-Buying Data. Cases for Part 5. PART VI. THE RESEARCH REPORT. 18. The Research Report. ©2005, 1006pp, Paperback, ISBN-10: 0324225091, ISBN-13: 9780324225099, South-Western
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marketing research | marketing strategy
UNDERSTANDING AND DESIGNING MARKETING RESEARCH, 2E
MARKETING STRATEGY
John R. Webb, University of Strathclyde
Understanding and Designing Marketing Research is an introduction to that varied, and sometimes complicated, array of techniques which is known collectively as marketing research. The second edition has been completely revised and up-dated to include the implications of technology, how the increasing use and influence of computers, via their connection to the Internet and the use of software packages such as Atlas-ti, Scolari and NUDIST, are having on how market researchers work. The Marketing Research Quality Standard Association standards are discussed and many more cases and actual examples of marketing research being used in practice have been included. Statistics and technical jargon have been kept to a minimum making Understanding and Designing Marketing Research invaluable for readers who seek a clear and concise exposition of the topic so that they may interpret, commission and use research in business. Suitable for students on a business qualification at degree or diploma level, or practitioners who commission marketing research from specialist agencies who need an overview of the techniques available. FEATURES: • Designed for people who will need to commission and then understand market research, not do it themselves • Introduces all of the major MR quantitative analysis packages to aid understanding, e.g. ATLAS-TI, SCOLARI and NUDIST • Easy to understand, with occasional flashes of humour to keep the reader amused
CONTENTS: 1. Research For Marketing. 2. The Process of Research. 3. Secondary Data - Uses and Limitations. 4. The Process of Sampling. 5. Survey and Panel/Sydicated Research. 6. Questionnaire Design. 7. Qualitative Research. 8. Measurement and Scales. 9. Attitudes and Their Measurement. 10. Experimentation. 11. Writing and Reading Research Reports. 12. Commissioning Market Research. 13. International Marketing Research. Appendix: Statistics and Sampling.
AUSTRALIAN CASE STUDIES IN STRATEGIC MARKETING Michael Clemes, Lincoln University
Australian Case Studies in Strategic Marketing is a resource for university and TAFE students of marketing management. It includes topical cases that require students to assume the role of marketing manager or consultant in diverse service and industry contexts, and to integrate their classroom learning to provide workable solutions and strategies to address problems and opportunities currently facing Australian marketers both domestically and internationally. FEATURES: • This textbook reflects both the traditional and new environments faced by marketers today, and includes: • 26 comprehensive cases which apply marketing concepts to an extensive range and breadth of business situations facing Australian marketing practitioners in the new millennium • Chapters on the Australian macro-marketing environment, services and international marketing, and a student guide to mastering case study analysis
CONTENTS: Preface. Acknowledgements. Overview of the text. Case Study Grid. 1. Perspectives on the Australian Macromarketing Environment. 2. Services Marketing. 3. International Marketing: A Conceptual Framework. 4. A Guide to Mastering Case Study Analysis. 5. Understanding marketing. 6. Marketing Planning and Research. 7. Marketing Opportunities. 8. Marketing Segmentation and Demand. 9. Marketing Mix. 10. Managing and Controlling the Marketing Management Process. 11. International Maketing. 12. Services Marketing. 13. Retailing. 14. Tourism Marketing. ©2006, 193pp, Paperback, ISBN-10: 017012892X, ISBN-13: 9780170128926, Cengage Learning Australia
©2002, 390pp, Paperback, ISBN-10: 1861525761, ISBN-13: 9781861525765, Cengage Learning EMEA
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marketing strategy
MARKETING CHANGES
Marketing
MARKETING STRATEGY, INTERNATIONAL EDITION, 4E
Susan Hart, University of Strathclyde
Marketing Changes is a core text for students at undergraduate level and on specialised Marketing Masters degrees taking a Marketing Strategy course or another ‘capstone’ or ‘honours’ course in the subject. It brings the student up-to-date with current marketing thought and practice without imposing the standard and rather tired theory used in most US texts or using the inaccessible and overly critical approach adopted by alternative, specialised monographs. The first section puts current marketing thought into context and examines the most dramatic recent changes to the business and Marketing environment. Section II deals with changing approaches to marketing’s role in organisations, in particular the various schools of thought which challenge the 4 Ps so beloved of standard marketing texts - relationship marketing, networks and post-modern marketing thought. The final section deals with operational changes in marketing research, communications strategies, new product development, e-marketing and performance measurement. FEATURES: • Website linking chapters to primary literature/sources and updates for fastmoving chapters • Contributors at the cutting-edge of current marketing thinking
CONTENTS: PART I: THE CHANGING CONTEXT OF MARKETING. 1. Introduction and Overview of ‘Marketing Changes’, Susan Hart. 2. International Economic and Environmental Changes, Pavlos Dimitratos, Frank McDonald and Heinz Tuslemann. 3. Consumer Changes, Gillian Hogg. 4. Changes in the Supply Chain, John Fernie. PART II: CHANGING APPROACHES TO MARKETING’S ROLE IN THE ORGANISATION. 5. Market-based Organizational Learning, Rob E. Morgan. 6. Multiple Perspectives on Market Orientation’s Domain Specification: Implications for Theory Development and Knowledge Accumulation, John W. Cadogan. 7. Relationship Marketing, Lisa O’Malley. 8. Marketing through Alliances and Networks, Eleanor Shaw. 9. Postmodern Marketing: Abutting for Beginners, Stephen Brown. PART III: MARKETING OPERATIONS. 10. Market Research and Knowledge, Christine Ennew. 11. Market Segmentation: Changes and Challenges, Sally Dibb. 12. New Product Development: A Marketing Agenda for Change, Nikos Tzokas, Susan Hart and Michael Saren. 13. Marketing Communications Changes, Martin Evans. 14. ‘Customer-led’ Strategic Internet Marketing, Jim Hamill and Alan Stevenson. 15. Measuring Market Performance, Tim Ambler and Stefano Puntoni. References. Index. ©2003, 416pp, Paperback, ISBN-10: 1861526733, ISBN-13: 9781861526731, Cengage Learning EMEA
O. C. Ferrell, Colorado State University; Michael Hartline, Florida State University
Marketing Strategy is presented from a perspective that guides strategic marketing management in the social, economic, and technological arenas in which businesses function today. This text helps students develop a customer-oriented market strategy and market plan, including cases. It is an appropriate text for the capstone course in Marketing or the MBA level course in Marketing. NEW TO THIS EDITION: • Brand New Chapter on Ethics, Social and Legal Issues: Chapter 12, “Ethical, Social, and Legal Issues in Marketing Strategy,” has been added to cover the role of these important issues in developing marketing strategy. This coverage is both timely and important in light of several corporate scandals over the last several years. • All Cases New or Revised: The new edition of Marketing Strategy contains a total of twenty cases -- half of which are completely new to this edition and include companies such as, Krispy Kreme and JPeterman Company, the other half have been revised and include Saturn, Mattel and more.
FEATURES: • Emphasis on the Marketing Plan: This edition contains a continued emphasis on the marketing plan, including the how and why of each of its component parts. The SWOT analysis, “strengths, weaknesses, opportunities, and threats,” approach to marketing planning is powerful and easy to use. • Focus on the Creative Process & Relationship Building: The book involves a practical, straightforward approach to analyzing, planning, and implementing marketing strategies focusing on the creative process involved in applying the knowledge and concepts of marketing to the development and implementation of marketing strategy. Strategic planning not only is a process for achieving organizational goals, but also as a means to build long-term relationships with customers. ©2008, 656pp, Paperback, ISBN-10: 032454426X, ISBN-13: 9780324544268, South-Western
STRATEGIC MARKETING ANALYSIS, 2E Genevieve Healy, St George College of TAFE
This second edition of Strategic Marketing Analysis offers students an in-depth understanding of a variety of strategic marketing planning tools that can be applied to either a small business or a multinational organisation. New case studies and review questions also give students the opportunity to apply the strategic marketing models and to develop marketing strategies. Suitable for both university and TAFE students, Strategic Marketing Analysis 2e is accessible to students exposed to high-level management practices for the first time after having undertaken an introductory marketing subject. FEATURES: • Three NEW integrated case studies with review questions provide students with the opportunity to apply the theory covered in each chapter • NEW sample marketing plans give students an insight into the marketing planning process • Boxed text examples illustrate theories and applications
CONTENTS: 1. The strategic planning process. 2. SWOT (or TOWS) analysis. 3. Portfolio models. 4. The strategic planning gap and growth strategies. 5. Five forces
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(industry structure) model. 6. Competitive generic strategies. 7. Value through brand equity and value adding. 8. Competitive market positions and related strategies. 9. Strategic alliances and networks. 10. Marketing program evaluation. ©2008, ISBN-10: 017013606X, ISBN-13: 9780170136068, Cengage Learning Australia
STRATEGIC MARKETING DECISIONS IN GLOBAL MARKETS Isobel Doole, Sheffield Hallam University; Robin Lowe, Sheffield Hallam University
The focus of this text is on strategic marketing decision making in a global context. To achieve sustainable growth in markets that are becoming increasingly global or to merely survive in domestic markets that are increasingly attacked by international players, it is essential for organisations to understand the complexity and diversity of international marketing and for their managers to develop the skills, aptitudes and knowledge that are necessary in order to complete effectively. This book meets the needs of marketing students and practitioners in an up-to-date and innovative manner. It recognises the increasing time pressures of both students and managers and so strives to maintain the readability and clarity through a straightforward and logical structure that will enable them to apply their learning to the tasks ahead. FEATURES: • Analyses and evaluates an organisation’s competitive market position in relation to investment decisions made concerning the organisation’s marketing based assets. • Identifies the changing bases of competitive advantage and how these might be leveraged across geographically diverse markets. • Identifies strategic options and critically evaluates the implications of strategic marketing decisions in relation to shareholder value. • Evaluates the role of brands, innovation, integrated marketing communications, alliances, the value chain, customer relationships and services in contributing added value to the customer. • Demonstrates the ability to develop innovative and creative solutions to enhance an organisations’ global competitive position.
STRATEGIC MARKETING PLANNING, 2E Peter Reed, Monash University
A marketing strategy serves as the foundation of a marketing plan. A marketing plan contains a list of specific actions required to successfully implement a specific marketing strategy. A marketing plan is a written document that details the actions necessary to achieve a specified marketing objective. It can be for a product or service, a brand or a product line. Strategic Marketing Planning, 2e provides a step-by-step guide to each stage of the marketing plan and strategy development process. It helps to bridge the gap between the theory learnt and the practice of writing a marketing plan. The text emphasises the role of strategic marketing planning at the business-unit level of operation within the broader strategic-marketing process and thus covers only a niche area within that subject area. NEW TO THIS EDITION: • New discussion of recent conceptual and practical developments in the field of marketing (Ch 1) • New discussion of the roles of marketing departments (Ch 3) • Clarification of how marketing objectives and higher level strategies need to be presented in a strategic marketing plan (Ch 4) • New content on stealth marketing (Ch 1, 9 & 11) • Expansion of section concerning marketing communication models - based on models developed by Reed and Ewing (Ch 9) • Revised and clearer section concerning IMC budget and IMC mix resource allocation (Ch 9) • Elaboration of implementation processes and marketing metrics as a part of the evaluation and control processes (Ch 12) • Inclusion of a new section for writing an abbreviated version of a strategic marketing plan (Ch 13)
FEATURES: • Clear and concise language and presentation • Bridges the gap between the theory and practice of writing a marketing plan • Complements and supplements marketing principles textbooks
CONTENTS: CONTENTS: 1. The Challenge to Strategic Marketing Decision Makers. 2. Building a Learning Capability for Effective Strategic Decision Making. 3. The Dynamic Marketing Environment. 4. Financial Appraisal for Strategic Marketing Decisions. 5. Redefining the Strategic Marketing Direction. 6. Building a Presence in the Global Market. 7. Achieving Fast Growth Through Innovation. 8. Adding Value Through Leveraging Tangible and Intangible Assets. 9. Refocusing the Portfolio to Exploit New Market Opportunities. 10. Integrating Communications to Build Relationships. 11. Adding Stakeholder Value Through the Extended Organisation. 12. Issues in Measuring Marketing Performance and Stakeholder Value.
1 The changing world of marketing. 2 The process of planning and strategy formation. 3 Strategy analysis – the process of preparing a situation analysis. 4 Strategy development – setting marketing objectives and developing marketing strategies. 5 Marketing strategies – target marketing, product/brand positioning and marketing mix. 6 Product strategies. 7 Pricing strategies. 8 Distribution and channel management strategies. 9 Integrated marketing communication strategies. 10 Advertising strategies and tactics. 11 Other integrated marketing communication tools. 12 Strategic marketing management. 13 Writing the strategic marketing plan. ©2007, 336pp, Paperback, 9780170128650, Cengage Learning AustraliaISBN-10: 0170128652
©2005, 342pp, Paperback, ISBN-10: 184480142X, ISBN-13: 9781844801428, Cengage Learning EMEA
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non-proft marketing | principles of marketing
NON-PROFIT MARKETING
Marketing
PRINCIPLES OF MARKETING
THE NEW GLOBAL BRANDS Managing Non-Government Organizations in the 21st Century John Quelch, Harvard Business School; Nathalie Laidler-Kylander, Harvard Business School
THE NEW GLOBAL BRANDS: MANAGING NON-GOVERNMENT ORGANIZATIONS IN THE 21ST CENTURY includes twelve Harvard Business School cases involving not-for-profit agencies and how these agencies establish brand identities worldwide. Agencies include Doctors Without Borders, Peace Winds Japan, CARE USA, and Oxfam America. Professors Quelch and Laidler examine these aid agencies in terms of their success or struggles with traditional marketing issues such as establishing brand identity, identifying the organizational mission, communicating brand meaning, and leveraging brand values. FEATURES: • Harvard Business School Cases: This text illustrates key points through the use of Harvard Cases. Readers learn through application involving nonprofit organizations and how they establish brand identities worldwide. • Teaching Notes: This text is accompanied by Teaching Notes for the instructor, providing additional comments and suggestions for the cases in the text.
CONTENTS: Introduction PART 1. Mission and Strategy. Case 1: Starting Out:Peace Winds Japan. Case 2: Redefining Mission:Amnesty International. Case 3: Mission, Strategy and Organization:Oxfam America. PART 2: Progress and Performance. Case 4: Managing Organic Growth:BRAC. Case 5: Growing Through Partnering:ACCION International. Case 6: Assessing Performance: International Federation of Red Cross and Red Crescent Societies. PART 3: Brand Meaning. Case 7: Understanding Brand Meaning:UNICEF. Case 8: Communicating Brand Meaning:CARE USA. Case 9: Managing Dual Brands:The BRAC and Aarong Commercial Brands. PART 4: Brand Value. Case 10: Assessing Brand Value: Habitat for Humanity International:Brand Valuation. Case 11: Leveraging Brand Value:WWF. Case 12:Sustaining Brand Value: Médecins Sans Frontières. ©2006, 324ppp, Hardbound, ISBN-10: 032432023X, ISBN-13: 9780324320237, South-Western
New Edition! ESSENTIALS OF MARKETING, 3E Jane Summers, University of Southern Queensland; Michael Gardner, University of Southern Queensland; Charles Lamb, Texas Christian University; Joseph F. Hair, Louisiana State University
Covering introductory marketing theory in a concise and wellstructured format, this fully revised and updated third Asia Pacific edition of Essentials of Marketing enables students to easily understand and apply the principles of marketing. Providing a wealth of contemporary local and global examples, the text has also been restructured to present a consumer-oriented focus allowing students to better relate key concepts to their own experiences in the marketplace. Essentials of Marketing 3e paves the way for students to harness the power of marketing. FEATURES: • Updated content and examples (e.g. MarineMax, Virgin Mobile, Apple Red). New Chapter 2 - The Marketing Environment - provides an improved marketing orientation near the start of the book. • End-of-chapter and end-of-part material simplified and restructured for greater clarity. • 6 new Australian and NZ end-of-part case studies (e.g. David Jones, Google AdWords) included in the textbook, supplemented with 7 US case studies. • Restructured table of contents: new Chapter 2 (The Marketing Environment); text is now 14 chapters rather than 13. • A wealth of end-of-chapter and end-of-part material, including multiplechoice questions, short-answer questions, mini case studies and case studies with questions. • Global Perspectives, Entrepreneurial Insights and Ethics in Marketing boxes. • Marketing plan material in textbook refers to online marketing plan workbook. • Margin definitions, end-of-chapter list of key terms, glossary.
CONTENTS: PART 1: An introduction to marketing. 1. An overview of marketing. 2. The marketing environment. PART 2: Customer information. 3. Consumer decisionmaking. 4. Business decision-making. 5. Segmenting and targeting markets. 6. Marketing information and market research. PART 3: Managing the marketing elements: product and distribution decisions. 7. Product and services concepts. 8. Developing and managing products. 9. Marketing channels and logistics decisions. PART 4: Managing the marketing elements: integrated marketing communication and pricing decisions. 10. Integrated marketing communication (IMC). 11. Promotions mix. 12. Pricing concepts. PART 5: The world of marketing.
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13. Global marketing. 14. Marketing strategy. ©2009, Paperback, ISBN-10: 0170137325, ISBN-13: 9780170137324 , Cengage Learning Australia
New Edition! ESSENTIALS OF MARKETING, INTERNATIONAL EDITION, 6E Charles Lamb, Texas Christian University; Joseph Hair, Louisiana State University; Carl McDaniel, University of Texas, Arlington
ESSENTIALS OF MARKETING “takes you there”--helping you achieve complete marketing success--by delivering the best the market has to offer: cutting-edge coverage, powerful learning tools, captivating examples, and innovative applications that ensure that you not only understand marketing concepts but also know how to effectively apply them to real-world practice. Packed with choices, the book offers unequaled flexibility and exceptional tools to meet a variety of learning styles.
in more than one place, students see marketing in action in a wide range of contexts, giving them real-world knowledge of how companies apply marketing concepts to their organizations. ESSENTIALS OF MARKETING, 9e, is the only text that includes applications at the end of each chapter-materials that ensure that students know how to apply marketing concepts, not just memorize materials. • Entrepreneurship Cases: Ten new cases on such captivating companies as Netflix, Camelbak, MySpace.com, Kandy Kastle, Current TV, and “WICKED The Musical” round out the spellbinding slate of end-of-chapter cases in ESSENTIALS OF MARKETING, 9e. The cases illustrate exciting marketing success stories while enabling students to apply what they’ve learned to real marketing scenarios. All-new Marketing Miscues and Critical Thinking Cases give students an opportunity to work through marketing challenges facing current companies.
CONTENTS: Part 1: THE WORLD OF MARKETING. 1. An Overview of Marketing. Career Appendix. Marketing Plan Appendix. 2. Strategic Planning for Competitive Advantage. 3. Social Responsibility, Ethics, and the Marketing Environment. 4. Developing a Global Vision. Part 2: ANALYZING MARKETING OPPORTUNITIES. 5. Consumer Decision Making. 6. Business Marketing. 7. Segmenting and Targeting Markets. 8. Decision Support Systems and Marketing Research. Part 3: PRODUCT AND DISTRIBUTION DECISIONS. 9. Product Concepts. 10. Developing and Managing Products. 11. Marketing Channels and Supply Chain Management. 12. Retailing. Part 4: PROMOTION AND PRICING DECISIONS. 13. Marketing Communications and Advertising. 14. Public Relations, Sales Promotion, and Personal Selling. 15. Pricing Concepts. ©2009, 576pp, Paperbound, ISBN-10: 0324584423, ISBN-13: 9780324584424, South-Western
NEW TO THIS EDITION: • All-New Videos: Nineteen all-new video segments spotlight interesting and successful companies such as Kodak, ReadyMadeMag, Method, Sephora, and Vans. Each company is profiled over several chapters so that students gain an appreciation of the complexity of the marketing issues covered throughout the book. Segments run 10 minutes each on average and are supported by complete teaching notes in the Instructor’s Manual. • Certified Test Bank: The new Certified Test Bank underwent a meticulous peer review and proofreading process to ensure superior quality. Twenty professors reviewed the testing materials and verified the relevance and quality of each item before files were professionally proofread. Providing instructors with the best test questions on the market, the test bank includes more than 3,500 true/false, multiple-choice, scenario, and essay questions. Tagged to AACSB guidelines, testing materials are organized around the learning objectives and will feed into CengageNOW™. • Integrated Internet Coverage: In response to reviewer and user feedback, the authors eliminated the online Internet marketing chapter and integrated all of its content into appropriate chapters throughout the text. Internet marketing concepts are now strategically addressed in related discussions of marketing fundamentals, and students learn all of the principles of marketing topics in a logical order. As they learn the materials, students can see, through vivid examples, how the concepts are applied to actual companies.
FEATURES: • Integrated Instructor Support: For instructors, the Integrated Learning System ties chapter learning objectives to the instructor supplements--enabling professors to easily plan their course using the learning objectives. As a result, instructors spend less time preparing for class and make more effective use of the time they are in class. • Real-World Marketing: Global and ethics boxes, opening vignettes, videos, cases, and ethics applications are packed with examples of marketing issues facing a multitude of well-known companies. Because no company is profiled
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New Edition! FOUNDATIONS OF MARKETING, 3E William M. Pride, Texas A&M University; O. C. Ferrell, University of New Mexico
Foundations of Marketing offers a concise, straightforward approach to basic marketing concepts and strategies, while providing instructors with the flexibility to integrate supplemental resources or activities into their courses. Providing comprehensive coverage in a consolidated format, Pride and Ferrell highlight topics in ethics, e-marketing, and customer relationship management while incorporating up-to-date research and examples throughout. In addition to a well-respected, distinguished author team, authoritative coverage, and comprehensive yet consolidated coverage, the Third Edition includes new advertisements, photos, and screen shots throughout the text; GlobalEdge features that pose questions about marketing in a global context and encourage online exploration; and Opening Vignettes that feature engaging companies intended to spark student interest. Foundations of Marketing Online, 3/e, is a multimedia eBook created to meet the needs of interactive learners. The eBook contains the same material as the printed text but is priced
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at nearly half the standard retail price of the paperback. The six-month eBook passkey subscription includes access to all the online and premium online content available with CL MarketingSPACE. FEATURES: • New! CL MarketingSPACE encompasses the interactive online products and services integrated with Cengage Learning Marketing textbook programs. Students and instructors can access CL MarketingSPACE content through text-specific Student and Instructor Websites and via online learning platforms, including Eduspace, Cengage Learning’s online Course Management System, and Blackboard/WebCT. • New! Companies featured in the text program include HM Satellite Radio, Google, IKEA, Harley-Davidson, Starbury Ones, Napster, Hard Rock Café, and BMW’s Mini Coopers. • New! And Now, Back to... end-of-chapter features reintroduce Opening Vignette scenarios and ask students to apply chapter-specific concepts to company-specific issues. • New! Topics ranging from ethics and global marketing to building customer relationships are strategically placed as boxed features to emphasize chapter concepts and grab student interest. These new boxes read and look like magazine articles, and work to stimulate the imagination of the reader. Highlighted companies include Cereality, Arctic Monkeys, Second Life, Apple’s iPod, Wicked (the musical), Netflix, and Microsoft’s xBox. • Video Cases at the end of each chapter help students understand the application of chapter concepts. Featured companies include Travelocity, New Belgium Brewery, JetBlue, New Balance, REI, and Vail Resorts. A DVD guide is available on the CL MarketingSPACE Instructor Website. • The Plan, an interactive marketing plan and videos, allows students to follow a fictitious mountain bike company as they prepare to launch a new product. • New! New! Foundations of Marketing, 3/e, is also available in a new condensed version--Marketing Express. This brief, full color, contemporary textbook includes a passkey to access premium online content available with CL MarketingSPACE. Marketing Express does not include the extra end-ofchapter exercises or introductory materials, offering greater flexibility for those who prefer a briefer text with limited pedagogy.
CONTENTS: 1. Strategic Marketing and Its Environment. 2. Customer-Driven Strategic Marketing. 3. Planning Marketing Strategies. 4. The Marketing Environment, Social Responsibility, and Ethics. 5. Using Technology for Consumer Relationships in a Global Environment. 6. E-Marketing and Customer Relationship Management. 7. Global Markets and International Marketing. 8. Target Market Selection and Research. 9. Marketing Research and Information Systems. 10. Target Markets: Segmentation and Evaluation. 11. Customer Behavior. 12. Consumer Buying Behavior. 13. Business Markets and Buying Behavior. 14. Product Decisions. 15. Product, Branding, and Packaging Concepts. 16. Developing and Managing Goods and Services. 17. Pricing Decisions. 18. Pricing Fundamentals. 19. Pricing Management. 20. Distribution Decisions. 21. Marketing Channels and Supply Chain Management. 22. Retailing, Direct Marketing and Wholesaling. 23. Promotion Decisions. 24. Integrated Marketing Communications. 25. Advertising and Public Relations. 26. Personal Selling and Sales Promotion. ©2009, 592pp, Paperbound, ISBN-10: 0618973370, ISBN-13: 9780618973378, South-Western
New Edition! INTRODUCTION TO MARKETING, INTERNATIONAL EDITION, 10E Carl McDaniel, University of Texas, Arlington; Charles W. Lamb, Texas Christian University; Joseph Hair, Louisiana State University
INTRODUCTION TO MARKETING, 10e “Takes You There”--helping students and instructors achieve complete marketing success--by delivering the best the market has to offer: cutting-edge coverage, powerful teaching and learning tools, captivating examples, and innovative applications that ensure students not only understand marketing concepts, but also know how to effectively apply them to real-world practice. NEW TO THIS EDITION: • New “Anatomy of” Feature: For several chapters in the Tenth Edition of Introduction to Marketing, International Edition, we have created a unique graphic that illustrates a particular chapter concept. Each “Anatomy of” is set on full page and uses photography to show how the elements of a concept connect. The Tenth Edition includes anatomies of a multinational company, buying decision, packaging design, product life cycle, store layout, integrated marketing campaign, and more. Anatomies help students visualize the connection between marketing concepts and their real-world application. • Annotated Marketing Plan Appendix: Positioned after chapter 2 the thorough-and real--marketing plan from E-Motion software helps students better understand the level of detail needed in plotting out a marketing strategy. • By the Numbers Feature: Interesting statistics and figures are pulled from the text to engage students and highlight key marketing concepts.
FEATURES: • Integrated Instructor Support: For instructors, the Integrated Learning System ties chapter learning objectives to the instructor supplements--enabling professors to easily plan their course using the learning objectives. As a result, instructors spend less time preparing for class and are able to make more effective use of the time they are in class. • Real-World Marketing: Global and ethics boxes, opening vignettes, videos, cases, and ethics applications are packed with examples of marketing issues facing a multitude of well-known companies. Because no company is profiled in more than one place, students see marketing in action in a wide-range of contexts, giving them real-world knowledge of how companies apply marketing concepts to their organizations. Introduction to Marketing, 10e, International Edition, is the only text that includes applications at the end of each chapter--materials that ensure students know how to apply marketing concepts, not just memorize materials. • Entrepreneurship Cases: Ten cases on such captivating companies as Netflix, Camelbak, MySpace.com, Kandy Kastle, CurrentTV, and “Wicked The Musical” round out the spellbinding slate of end-of-chapter cases. The cases illustrate exciting marketing success stories while enabling students to apply what they’ve learned to real marketing scenarios. All-new Marketing Miscues and Critical Thinking Cases also give students an opportunity to work through marketing challenges facing current companies.
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CONTENTS: Part I: THE WORLD OF MARKETING. 1. An Overview of Marketing. 2. Strategic Planning for Competitive Advantage. 3. Ethics and Social Responsibility. 4. The Marketing Environment. 5. Developing a Global Vision. Part II: ANALYZING MARKETING OPPORTUNITIES. 6. Consumer Decision Making. 7. Business Marketing. 8. Segmenting and Targeting Markets. 9. Decision Support Systems and Marketing Research.Part III: PRODUCT DECISIONS. 10. Product Concepts. 11. Developing and Managing Products. 12. Services and Nonprofit Organization Marketing. Part IV: DISTRIBUTION DECISIONS. 13. Marketing Channels. 14. Supply Chain Management. 15. Retailing. Part V: PROMOTION AND COMMUNICATION STRATEGIES. 16. Promotional Planning for Competitive Advantage. 17. Advertising and Public Relations. 18. Sales Promotion and Personal Selling. Part VI: PRICING DECISIONS. 19. Pricing Concepts. 20. Setting the Right Price. Part VII: TECHNOLOGY-DRIVEN MARKETING. 21. Consumer Relationship Management (CRM). ©2009, 736pp, Paperbound, ISBN-10: 0324599315, ISBN-13: 9780324599312, South-Western
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DECA Performance Indicators - core performance indicators and supporting performance indicators -- applicable to the chapter content to help students prepare for competitive events. Visual Focus features an actual advertisement with a brief description, explaining the connection to the chapter and focus questions and helping students tie chapter content to the real world. SOS or Skills for Occupational Success is a full-page feature that introduces a basic skill such as communicating with charts and graphs, being an effective listener, evaluating information sources, writing a news release, and making a persuasive presentation, developing skills necessary in today’s world of work. Planning a Career in . . . provides information about a career tied to one of the 16 career clusters, including a brief description of the career, employment outlook, job titles, skills needed, and a short scenario about what it’s like to work in this career. Each ends with a “What About You?” question encouraging students to begin to think about a career choice. Virtual Marketing offers specific information about how the Internet is changing traditional ways of marketing. World View is a multi-cultural feature that discusses marketing techniques in the rest of the world.
CONTENTS:
New Edition! MARKETING, 3E
1. Marketing Today and Tomorrow.2. Socially Responsive Marketing.3. Marketing Builds on Economics.4. The Basics of Marketing.5. Gathering and Using Marketing Information.6. Marketing Starts with Customers.7. Competition is Everywhere.8. E-Commerce and Virtual Marketing.9. Marketing Strategy Planning.10. Begin With a New Product.11. Services Need Marketing.12. Business to Business Marketing.13. Getting Products to Customers.14. Determining the Best Price.15. Promotion Means Effective Communication.16. Be Creative with Advertising.17. Selling Satisfies the Customer.18. Moving into a Global Economy.19. Managing Marketing Risks.20. Marketing Requires Money.21. Entrepreneurship and Marketing.22. Take Control with Management.23. Planning Your Marketing Career. ©2009, 720pp, Hardcover, ISBN 10: 0538446641, ISBN-13: 9780538446648, South-Western
James L. Burrow, North Carolina State University, Raleigh, NC
MARKETING 3E is the program that introduces students to the foundations and functions needed to successfully market goods, services and ideas to consumers. While studying business foundations, economics, selling, human relations, communications, distribution, promotion, product planning, and pricing, they will also see marketing as a career choice from a “big picture” perspective. Because most marketing programs have active DECA memberships, there is a strong correlation of content to DECA’s performance indicators. NEW TO THIS EDITION: • This text offers the most comprehensive DECA Prep available with a strong correlation of content to DECA’s Performance Indicators and projects at the end of each chapter that help students with • Updated text now includes even more real-world examples, making the content relevant and tangible for students. • Contemporary marketing topics include marketing technology and the Internet, global marketing, ethics, and entrepreneurship. • Working in Teams is a new short margin feature with activities that focus on marketing and promote teamwork. • Fast Facts is a new short margin feature that includes thought-provoking business facts and statistics adding interest to the topic being covered.
FEATURES: • The content reflects the National Marketing Education Standards, the Career Clusters, and the A*S*K Institute, enabling this text to be identified by customers as adhering to district and state administrators’ expectations. • Chapter content is presented in 2-4 lessons with reviews provided at point of use making learning more manageable for students. • Prepare for Performance, found in the beginning of each chapter, lists
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MARKETING PRINCIPLES AND BEST PRACTICES, INTERNATIONAL EDITION, 3E K. Hoffman, Colorado State University; Michael R. Czinkota, Georgetown University; Peter R. Dickson, Florida International University; Patrick Dunne, Texas Tech University
New Edition! MARKETING EXPRESS, 3E William M. Pride, Texas A&M University; O. C. Ferrell, University of New Mexico
Marketing Express is a new condensed version of Pride/Ferrell Foundations of Marketing, 3/e. Marketing Express does not include the extra end-of-chapter exercises or introductory materials of Foundations, offering greater flexibility for those who prefer a briefer text with limited pedagogy. Marketing Express includes solid, traditional coverage of marketing’s 4Ps as well as coverage of today’s “hot” marketing topics, including ethics, e-marketing, and customer relationship management. The design includes advertisements, photos, screen shots and boxes throughout the text to grab student interest and help make the content real and relevant to today’s students. FEATURES: • Opening Vignettes feature companies and products familiar to students, such as Satellite Radio, Google, IKEA, Harley-Davidson, Starbury Ones, Napster, Hard Rock Café, and BMW’s Mini Coopers. • Boxed features are strategically placed to emphasize chapter concepts and grab student interest. These new boxes read and look like magazine articles, and work to stimulate the imagination of the reader, while tying the chapter topic to a real world scenario. Examples of highlighted companies and brands include: Cereality, rock band Arctic Monkeys, Second Life, Apple’s iPod, Wicked (the musical), Netflix, and Microsoft’s xBox. • The Plan, an interactive marketing plan and videos, allows students to follow a fictitious mountain bike company as they prepare to launch a new product. • This full color, contemporary textbook includes a passkey to access premium online content available with CL MarketingSPACE.
Voice of the Expert! Marketing Principles and Best Practices, 3e combines the expertise of the best teachers and most accomplished scholars in marketing. These experts have collaborated in writing a leading-edge, contemporary principles of marketing textbook. Each chapter explains and illustrates the best practices from every facet of marketing and is written by an authority in that field. CONTENTS: PART ONE: THE MARKETING ENVIRONMENT. 1. Introduction to Marketing. K. Douglas Hoffman, Colorado State University. 2. Strategic and Marketing Planning. K. Douglas Hoffman, Colorado State University. 3. Marketing Ethics and Social Responsibility. Peter R. Dickson, Florida International University. 4. International Marketing. Michael R. Czinkota, Georgetown University. Ilkka A. Ronkainen, Georgetown University. PART TWO: UNDERSTANDING THE MARKET. 5. Marketing Research and Information Systems. Peter R. Dickson, Florida International University. 6. Consumer Behavior. Jagdish N. Sheth, Emory University. Balaji C. Kirshnan, University of Memphis. 7. Business-to-Business Marketing. Michael D. Hutt, Arizona State University. Thomas W. Speh, Miami University-Ohio. 8. Marketing Segmentation and Target Markets. Penny Simpson, University of Texas-Pan American. PART THREE: PRODUCT STRATEGY. 9. Marketing’s Role in New Product Development and Product Decisions. Abbie Griffin, University of Illinois - Urbana-Champaign. 10. Services Marketing. K. Douglas Hoffman, Colorado State University. PART FOUR: DISTRIBUTION STRATEGY. 11. Marketing Channels and Distribution. Bert Rosenbloom, Drexel University. 12. Retailing and Wholesaling. Patrick Dunne, Texas Tech University. Robert F. Lusch, Texas Christian University. PART FIVE: INTEGRATED MARKETING COMMUNICATIONS AND PRICING STRATEGY. 13. Integrated Marketing Communications: Advertising, Promotions, and Other MarCom Tools. Terence A. Shimp, University of South Carolina. 14. Personal Selling and Sales Management. Judy A. Siguaw, Cornell University. 15. Pricing Strategies and Determination. Joel E. Urbany, University of Notre Dame. Appendix A. Marketing Arithmetic. ©2005, 640pp, Hardcover, ISBN-10: 0324225180, ISBN-13: 9780324225181, South-Western
CONTENTS: 1. Customer-Driven Strategic Marketing. 2. Planning Marketing Strategies. 3. The Marketing Environment, Social Responsibility, and Ethics4. E-Marketing and Customer Relationship Management. 5. Global Markets and International Marketing. 6. Marketing Research and Information Systems. 7. Target Markets: Segmentation and Evaluation. 8. Consumer Buying Behavior. 9. Business Markets and Buying Behavior. 10. Product, Branding, and Packaging Concepts. 11. Developing and Managing Goods and Services. 12. Pricing Fundamentals. 13. Pricing Management. 14. Marketing Channels and Supply-Chain Management. 15. Retailing, Direct Marketing, and Wholesaling. 16. Integrated Marketing Communications. 17. Advertising and Public Relations. 18. Personal Selling and Sales Promotion. ©2009, 480pp, Paperbound, ISBN-10: 0547060033, ISBN-13: 9780547060033, South-Western
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for use in class, with homework assignments, or for individual enrichment.
CONTENTS:
Cover Not Available New Edition! MARKETING, INTERNATIONAL EDITION, 15E William M. Pride, Texas A&M University; O.C. Ferrell, University of New Mexico
Perfect for students of all backgrounds and interest levels, Pride and Ferrell’s MARKETING combines a thorough overview of essential marketing principles with a visually engaging, readerfriendly presentation. This popular, proven text and a full range of supplemental learning resources (including podcasts, videos, and an interactive marketing plan) provide students with the knowledge and decision making skills they’ll need to succeed in today’s competitive business environment. It includes coverage of current marketing strategies and concepts, as well as extensive real-world examples, including material on globalization, customer relationship management, supply chain management, and the latest e-commerce models. The new edition also incorporates important topics drawn from the rapidly changing world of modern business, including social and environmental responsibility, entrepreneurship, and pop culture marketing. NEW TO THIS EDITION: • Opening vignettes now include accompanying podcasts of recorded interviews with the featured marketing innovators, allowing students to hear marketing executives recount their experiences in their own words to provide an interesting and effective illustration of the text material’s realworld applications. • A new sports/entertainment boxed feature highlights relevant examples from sports, music, and movies, drawing clear and compelling connections between marketing principles and the pop culture students know and enjoy. • An updated supplements package consists of a wide variety of teaching and learning resources that use cutting-edge technology, appealing design, and modern multimedia to meet the diverse needs of today’s instructors and students. • Housed in the HM Marketing Space, a Marketing Instructor’s Guide to YouTube will help instructors who are looking for the latest video content or very specific or hard-to-find clips.
• Learning objectives outlined at the beginning of each chapter provide guidelines instructors can use in preparing lectures or class activities, and they can help students focus their reading and study more effectively. • Discussion and review questions at the end of each chapter encourage further study and exploration of chapter content, while application questions enhance students’ comprehension of important topics. • Eight strategic cases conclude the major sections of the text by requiring students to review and apply concepts covered in the previous chapters in order to answer questions related to each case. • Two in-depth cases at the end of each chapter help students understand and apply key concepts, and one of the cases is related to a video segment suitable
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©2010, 736pp, Paperback, ISBN-10: 0324834268, ISBN-13: 9780324834260, South-Western
New Edition! MKTG 3.0 2009 EDITION (WITH REVIEW CARD AND PRINTED ACCESS CARD), 3E Charles W. Lamb, Texas Christian University; Joseph F. Hair, Louisiana State University; Kennesaw State University; Carl McDaniel, University of Texas, Arlington
MKTG 3.0 delivers exactly what today’s students need -- and want. How do we know? We asked. Wanting to build upon the success of MKTG we solicited feedback from thousands of students and hundreds of faculty about their experience with MKTG to understand how we might improve upon a winner. The result is MKTG 3.0. New examples, a more open page design, and even better technology, still delivered at an incredibly low price. A teaching and learning solution unlike any other! FEATURES:
FEATURES:
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Part 1: Marketing Strategy and Customer Relationships.1. An Overview of Strategic Marketing.2. Planning, Implementing, and Controlling Marketing Strategies.Part 2: Environmental Forces and Social and Ethical Responsibilities.3. The Marketing Environment.4. Social Responsibility and Ethics in Marketing. Part 3: Using Information, Technology, and Target Market Analysis.5. Marketing Research and Information Systems.6. Target Markets: Segmentation, Evaluation, and Positioning.Part 4: Customer Behavior.7. Consumer Buying Behavior.8. Business Markets and Buying Behavior.9. Reaching Global Markets.Part 5: Product Decisions.10. Product Concepts.11. Developing and Managing Products.12. Branding and Packaging.13. Services Marketing.Part 6: Distribution Decisions.14. Marketing Channels and Supply-Chain Management.15. Retailing, Direct Marketing, and Wholesaling.Part 7: Promotion Decisions.16. Integrated Marketing Communications.17. Advertising and Public Relations.18. Personal Selling and Sales Promotion.Part 8: Pricing Decisions.19. Pricing Concepts.20. Setting Prices.Appendix A: Careers in Marketing.Appendix B: Financial Analysis in Marketing.Appendix C: Sample Marketing Plan.
• What Do You Think: Each chapter opens with one question poll to personalize the chapter topic for students. Each question is fun and helps students get a sense of their own marketing behavior and attitudes, such as whether or not they enjoy shopping, if they like looking for deals, if they use coupons, and more. For professors, “What Do You Think” provides an interesting way to begin the chapter that is meaningful for students. • Engaging Layout: The hallmark of MKTG is visually engaging design implemented with pedagogic sensibilities. Photos and graphics help the text come alive for visual learners and enrich the presentation of the material. Headers are easy to follow, allowing students to quickly identify the main concepts in the chapter and how they relate to each other. • Chapter in Review card for each Student Edition chapter: Twenty individual,
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detachable cards each contain all the pertinent review information from the corresponding chapter. Terms, definitions, section summaries, and important diagrams are all on one card for students to use as prompts as they study for the course. The first card shows students how to integrate the card into a well-rounded, layered study program. • Prep Card for each Instructor Edition chapter: Twenty individual, detachable cards each contain a quick overview of the corresponding chapter from a teaching perspective: chapter outline, topics covered, terms covered, PowerPoint highlights, video teaching notes, additional examples not found in the student or instructor editions, assignments, and more to help you plan and deliver your course efficiently. • 4ltrpress.cengage.com/mktg: A full suite of unique learning tools is available to students at 4ltrpress.cengage.com/mktg with the purchase of a new book. Quizzes, audio downloads, video podcasts, and more are only a click away.
CONTENTS: Part One: THE WORLD OF MARKETING1. Overview of Marketing. 2. Strategic Planning for Competitive Advantage. 3. Social Responsibility, Ethics, and the Marketing Environment. 4. Developing a Global Vision. Part Two: ANALYZING MARKET OPPORTUNITIES. 5. Consumer Decision Making. 6. Business Marketing. 7. Segmenting and Targeting Markets. 8. Decision Support Systems and Marketing Research. Part Three: PRODUCT DECISIONS. 9. Product Concepts. 10. Developing and Managing Products. 11. Services and Nonprofit Organization Marketing. Part Four: PLACE (DISTRIBUTION) DECISIONS. 12. Marketing Channels and Supply Chain Management.13. Retailing.Part Five: PROMOTION DECISIONS. 14. Integrated Marketing Communication. 15. Advertising and Public Relations. 16. Sales Promotion and Personal Selling. Part Six: PRICING DECISIONS. 17. Pricing Concepts. 18. Setting the Right Price. Part Seven: TECHNOLOGY-DRIVEN MARKETING. 19. Customer Relationship Management. ©2010, 400pp, Paperbound, ISBN-10: 0324789289, ISBN-13: 9780324789287, South-Western
PRINCIPLES AND PRACTICE OF MARKETING Jim Blythe, University of Glamorgan
Marketing
FEATURES: • Uses the 7 P approach to marketing as a baseline but shows the limits of theoretical pigeon-holing throughout by highlighting critical and alternate theories • Emphasis on how marketing is applied in the real world; SME coverage will make this immediately relevant for many students • Focus on marketing successes and failures shows how marketers can learn effectively from other companies’ mistakes • Chapter-opening case study setting the scene, revisited at the end of the chapter • Longer case at the end of each chapter. Companies include L’Oreal, McKinsey, Elf Acquitaine, P&O Ferries, Claims Direct, Richer Sounds, the marketing of the Euro, IMG Sports, Proctor & Gambell, TXU Energy, Norbert Dentressangle, Pronuptia, Volkswagen, OPODO, Paradores de Espana etc • Chapter boxes on e-marketing and on global issues • Four-colour text with a wealth of product, service and topic illustrations • Full, competitive, value-added website for lecturers and students, and packaged with Web CT • Wide range of European, South African, Asian and Australasian examples and case studies • Deliberately provocative Talking Points in each chapter to stimulate argument and class discussion • Contributions from other disciplines, eg economics and psychology, so often overlooked in other texts
CONTENTS: PART I: CONCEPTS AND CONTEXTS. 1. Managing the Exchange Process. 2. The Marketing Environment. 3. Marketing Domains. PART II: MARKETS AND PEOPLE. 4. Consumer Behaviour. 5. Organisational Buying Behaviour. 6. Segmenting and Targeting. 7. Marketing Information and Research. 8. Communications Theories. 9. International Marketing. PART III: STRATEGY. 10. Creating Competitive Advantage. 11. Building Customer Relationships. PART IV: TACTICS. 12. Product Portfolio. 13. New Product Development. 14. Pricing. 15. Advertising. 16. Public Relations and Sponsorship. 17. Selling and Key-Account Management. 18. Exhibitions and Sales Promotion. 19. Direct and Online Marketing. 20. Managing Channels. 21. Intermediaries. 22. People, Processes and Physical Evidence. ©2006, 800pp, Paperback, ISBN-10: 1844801209, ISBN-13: 9781844801206, Cengage Learning EMEA
Over the past twenty years or so, marketing has become one of the most popular and exciting disciplines in most business schools and universities. The reasons for this lie in the fact that we are all consumers. Understanding how the exchanges between sellers and buyers operate, and understanding what motivates people to buy, are subjects which all of us can relate to. Perhaps less creditably, marketing has been seen as a kind of magic wand for making businesses succeed: many company directors seem to think that bringing in a top-class marketer will make customers flock in. In fact, marketers are not magicians, and merely drafting in someone with marketing expertise will not make any difference to a firm’s success unless it is backed up with a real concern for, and understanding of, customer needs. The intention of this book is to explain the received wisdom about marketing, and at the same time provide the counter-arguments which moderate the debate. Principles & Practice of Marketing examines what marketing will and will not do, and seeks to strike a balance between academic thinking and practical experience. It is an ideal introduction for students new to marketing and to business generally, whether at undergraduate or postgraduate level. The author writes in an engaging, student-friendly style and he provides a wealth of interesting and relevant real world examples to show students how practice and theory overlap.
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principles of marketing | public relations
• The text is supported by a full suite of teaching and learning supplements, including a Test Bank with more than 4,000 questions categorized by chapter objective, difficulty level, question type, and AACSB and Rubin/Dierdorff requirements; an updated Instructor’s Manual with detailed lecture outlines, collaborative learning exercises, answers to end-of-chapter questions, and a media guide; and PowerPoint® presentations.
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CONTENTS:
New Edition! PRINCIPLES OF CONTEMPORARY MARKETING, INTERNATIONAL EDITION, 14E Louis Boone, University of South Alabama; David Kurtz, University of Arkansas
Over the years, Boone and Kurtz’s CONTEMPORARY MARKETING has proven to be the premier teaching and learning solution for principles of marketing courses. With each groundbreaking new edition, this bestseller only grows stronger, building on past milestones with exciting new innovations. The all-new Fourteenth Edition continues the Boone and Kurtz tradition of delivering the most technologically advanced, student-friendly, instructor-supported text available. Current, relevant, and cutting-edge, CONTEMPORARY MARKETING remains in a class by itself.
Part I: DESIGNING CUSTOMER-ORIENTED MARKETING STRATEGIES. 1. Marketing: The Art and Science of Satisfying Customers. 2. Strategic Planning in Contemporary Marketing. 3. The Marketing Environment, Ethics, and Social Responsibility. 4. E-Business: Managing the Customer Experience. Part II: UNDERSTANDING BUYERS AND MARKETS. 5. Consumer Behavior. 6. Business-to-Business (B2B) Marketing. 7. Global Marketing. Part III: TARGET MARKET SELECTION. 8. Marketing Research and Sales Forecasting. 9. Market Segmentation, Targeting, and Positioning. 10. Relationship Marketing and Customer Relationship Management (CRM). Part IV: PRODUCT DECISIONS. 11. Product and Service Strategies. 12. Developing and Managing Brand and Product Categories. Part V: DISTRIBUTION DECISIONS. 13. Marketing Channels and Supply Chain Management. 14. Retailers, Wholesalers, and Direct Marketers. Part VI: PROMOTIONAL DECISIONS. 15. Integrated Marketing Communications. 16. Advertising and Public Relations. 17. Personal Selling and Sales Promotion. Part VII: PRICING DECISIONS.18. Pricing Concepts.19. Pricing Strategies. Appendix A: Your Career in Marketing. Appendix B: Developing an Effective Marketing Plan. Appendix C: Financial Analysis in Marketing. ©2010, 784pp, Casebound, ISBN-10: 032482808X, ISBN-13: 9780324828085, South-Western
PUBLIC RELATIONS
NEW TO THIS EDITION: • The Fourteenth Edition includes extensive coverage of an important new topic in the marketing world--green marketing. Throughout the text, opening vignettes, boxed features, cases, and references--conveniently designated by an eye-catching green leaf icon--discuss how the trend to “go green” has affected the world of marketing. • Greensburg, Inc. is a series of videos describing the rebuilding of Greensburg, Kansas, as a model green community following a tornado. In addition to interviews with town leaders and various other residents, the videos include case segments with critical-thinking questions designed to provoke classroom discussion and interaction. • Brand-new end-of-chapter video cases for every chapter focus on the processes, strategies, and procedures of successful real-world companies in order to bring key concepts from the chapter to life for students. • New photographs and advertisements throughout the text add currency, interest, and concept reinforcement, making the new edition even more effective for visual learners and today’s media-savvy students. • The Fourteenth Edition retains the popular “Evolution of a Brand” pedagogical element, giving readers an in-depth look at the success stories of brands that have effectively maintained their coveted position as market leaders over the course of time.
FEATURES: • The “Voice of Experience” feature presents interviews with real-life marketers focusing on their triumphs, failures, and advice, giving students a solid understanding of how real-world marketers work and what they do to achieve lasting success throughout their careers. • In addition to promoting learning throughout each chapter, Boone and Kurtz incorporate highly effective end-of-chapter self-quizzes called “Assurance of Learning Reviews,” which include questions designed to quickly assess students’ understanding of key concepts. • Each chapter contains an “Etiquette Tips for Marketing Professionals” box addressing important aspects of proper business etiquette, including communications, business dinners, and even the most effective way to build strong customer relationships.
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PUBLIC RELATIONS The Complete Guide Joe Marconi, Author of 11 books on Marketing and PR, including The Publicity Handbook and Crisis Marketing
With the rise of integrated marketing communications (IMC) and the decline of paid media, the importance of public relations is on the upswing. Companies are realizing the benefit of speaking with “one voice” in both paid media and nonpaid efforts. And as media rates continue to rise though response rates fall - and potential buyers are less moved by what they view as “sales messages” - effective PR will only grow more vital. An excellent resource for professionals in every field, Public Relations: The Complete Guide provides a valuable handson reference for professionals ranging from midlevel marketing and sales managers to senior-level executives. FEATURES: • Comprehensive Coverage: Public Relations: The Complete Guide offers basic and comprehensive coverage of all the strategies and tactics of PR. Its thorough explanations of concepts and philosophies are coupled with profitable how-to advice and guidelines. • Practical Insight: Packed with valuable information, practical guidelines are offered for defining PR goals, using proven tools, working with the media, responding to critics, determining how much PR should cost, evaluating PR results, and much more. • Emerging Issues: New and emerging trends and issues in PR are covered, including a special focus on electronic and Internet/Web-based strategies and tactics. It also offers in-depth coverage of effective strategic planning, writing, and presentations.
CONTENTS:
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I. THE THEORY AND PRACTICE OF PUBLIC RELATIONS 1. Public Relations: Art or Science? 2. The Public Relations Plan 3. The Public(s) 4. Public Relations and the Marketing Mix 5. Focusing on the Message 6. Crafting an Image 7. Taking Stock: Understanding Investor Relations 8. Employee Relations: The Power Inside 9. Publicity: Imagination and Energy 10. Choosing a PR Agency 11. Public Relations and the Media 12. For the Good of the Cause: PR and Social Responsibility 13. Public Relations, Ethics, and the Culture of the Times 14. Strictly Speaking: Speechwriting, Speakers, Public Relations and the Pen 15. Crisis Management and PR 16. Measuring the Effectiveness of Public Relations II. PUBLIC RELATIONS PORTFOLIO Postscript Bibliography Index ©2004, 386pp, Hardcover, ISBN-10: 0324203047, ISBN-13: 9780324203042, South-Western
items to motivate class interaction. • Presented as a touchstone for integrity in the practice of public relations, the latest Public Relations Society of America Code of Ethics is featured in an appendix.
CONTENTS: Part I: SOLVING PUBLIC RELATIONS PROBLEMS. 1. Public Relations in Action. 2. A Public Relations Process. Part II: REACHING MAJOR AUDIENCES. 3. Media Relations. 4. Internal Communications. 5. Community Relations. 6. Public Affairs and Government Relations. 7. Investor and Financial Relations. 8. Consumer Relations. 9. International Public Relations. 10. Relations with Special Publics. Part III: EMERGENCY PUBLIC RELATIONS. 11. Emergency Public Relations. Part IV: BEYOND PUBLIC RELATIONS. 12. Integrated Marketing Communications. Appendix I: Questions for Class Discussion and Case Analysis. Appendix II: PRSA Member Code of Ethics 2000.Index. ©2010, 464pp, Paperback, ISBN-10: 0495567825, ISBN-13: 9780495567820, Wadsworth
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PUBLIC RELATIONS IN ASIA An Anthology
New Edition! PUBLIC RELATIONS CASES, INTERNATIONAL EDITION, 8E Jerry A. Hendrix, American University
Intended for the public relations case studies course; may also be used in advanced public relations and public relations management courses offered at the junior/senior level and often serves as a capstone of the public relations sequence. This course is generally required for PR majors and minors. This course can be found in departments of journalism, mass communication, and marketing and is offered primarily at four-year colleges and universities. NEW TO THIS EDITION: • In order to give students the most current examples of award-winning communication campaigns, all but one of the thirty cases are new to this edition. Most of the cases were winners of the Public Relations Society of America’s prestigious Silver Anvil Award contest, and therefore constitute some of the finest examples of public relations practices available. • Chapter 1 also includes a section on new technology and the importance of ethics in public relations. • The Instructor’s Manual for the eighth edition has been expanded with additional material from many of the cases and updated scenarios for class exercises and discussions.
FEATURES: • The text presents cases by following the ROPE Process of Public Relations as devised by author Jerry Hendrix: Research of initial topics, establishment of Objectives, Programming, and Evaluation of the campaign’s success. • Hendrix and Hayes show students how to analyze the strengths and weaknesses of successful cases, and then create ways to make them even better. • Praised for its thorough inception-to-evaluation coverage, the text systematically presents the entire execution of each case, from initial research efforts to finished results or evaluation. • Chapter 1, “Public Relations in Action,” offers in-depth coverage of the ethics involved with practicing PR, as well as a section on new technologies. • The “Questions for Class Discussion and Case Analysis” appendix provides
Krishnamurthy Sriramesh, Nanyang Technological University
Cengage Learning Asia Title
This is a unique textbook on Public Relations in Asia which uses a unified framework of specific variables (culture, political system, level of economic development, level of activism, and nature of media) in discussing the nature of public relations in ten Asian countries. In addition, public relations practice is contextualized through a discussion of the relationship between socio-economic variables and public relations strategies and techniques in each country. This is a useful guide to students majoring in public relations at departments of communication, journalism and mass communication, and also, to the increasing number of communication professionals who are required to operate in the Asian market. FEATURES: • Contains comprehensive information on the history, development and role of public relations in 10 Asian countries. • Highlights the linkage between public relations and the socio-economic environment of each country, as well as the critical impact of infra-structural elements on public relations. • Case Studies describing the problems faced by organizations, and how they used public relations to meet these challenges.
CONTENTS: Contents. The Contributors. Preface. 1. Public Relations Practice and Research in Asia: A Conceptual Framework by Krishnamurthy Sriramesh, Nanyang Technological University (Singapore). 2. Glocalization: Public Relations in China in the Era of Change by Chun-ju Flora Hung, Hong Kong Baptist University (Hong Kong) and Yi-Ru Regina Chen. 3. Public Relations in India: A Profession in Transition by Nilanjana Bardhan, Southern Illinois University-Carbondale (USA) and Krishnamurthy Sriramesh, Nanyang Technological University (Singapore). 4. Public Relations in Hong Kong: An Evolving Field in a Fast-Changing City by Ni Chen, Hong Kong Baptist University (Hong Kong). 5. Public Relations in the Philippines: A Cultural, Historical, Political, and Socio-economic Perspective by Zenaida Sarabia-Panol, Middle Tennessee State University (USA) and Caterina Lorenzo-Molo, University of Asia and the Pacific (Philippines). 6. Public Relations on Taiwan: Evolving with the Infrastructure by Bey-Ling Sha, University of Maryland, College Park (USA) and Yi-Hui Huang, National Chenchi University (Taiwan). 7. Public Relations in Saudi Arabia by Hamoud Al-Badr, Shura Council (Saudi Arabia). 8. Public Relations in Malaysia from its Colonial Past to Current Practice by Syed Arabi Idid, International Islamic University Malaysia (Malaysia). 9. In Search of
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Professional Public Relations: Hong Bo and Public Relations in South Korea by Samsup Jo, Texas Tech University (USA) and Jooho Kim, Cheil Communications (S. Korea). 10. The Development of Public Relations in Indonesia by Elizabeth Goenawan Ananto, Trisakti University (Indonesia). 11. From Propaganda to Strategic Communication: The Continuing Evolution of the Public Relations Profession in Thailand by Daradirek Ekachai, Marquette University, Milwaukee (USA) and Rosechongporn Komolsevin, Bangkok University (Thailand). 12. Epilogue: The Need for Multiculturism in Public Relations Education in Asia by Krishnamurthy Sriramesh, Nanyang Technological University. ©2004, 352pp, Hardback, ISBN-10: 9812437851, ISBN-13: 9789812437853, Cengage Learning Asia
PUBLIC RELATIONS WRITING, INTERNATIONAL EDITION, 8E
©2008, 512pp, Paperback, ISBN-10: 0495566772, ISBN-13: 9780495566779, Wadsworth
Form and Style Doug Newsom, Texas Christian University; Jim Haynes, QuickSilver Interactive Group Inc.
PUBLIC RELATIONS WRITING: FORM AND STYLE combines the practical approach of a trade book with the fundamental principles and theories of Public Relations to provide students with the essential techniques and methods needed to write with understanding and purpose. The text guides students through a logical progression of PR writing, starting with an explanation of how this kind of writing is unique, and by exploring the legal and ethical obligations. The writing principles section, which covers both style and techniques, is followed by Public Relations writing assignments that students are likely to be exposed to early in their jobs: emails, memos, letters, reports and proposals, backgrounders and position papers. Writing for mass media and the more complex Public Relations writing functions, including media kits, media pitches, print and online newsletters, brochures, magazines, including those online, and annual reports are also covered in this thorough and comprehensive guide. NEW TO THIS EDITION: • Updated examples and exercises throughout the text such as a graphic illustration of a PR plan, new doublespeak quiz and global emphases throughout. Additional exercises are in an exercise book accompanying the instructor’s manual. • Updated information on the use of new technologies in PR strategies includes discussions of Podcasting, RSS feeds, Webinars, Web-based video blogs, makes the text more relevant for today’s student. • Expanded coverage of issues of multicultural sensitivity (Chapters 2 and 6) gives students more opportunities to learn how to be appropriate and responsible in public relations matters. • Expanded coverage of Ezines and electronic dissemination of newsletters (Chapter 17) provides students with a broader spectrum of PR strategies, giving them a stronger background for future studies and their careers.
FEATURES: • Reviewers consistently praise the clarity, comprehensiveness, and practicality of this text. • End-of-chapter exercises guide students through real-world examples of public relations in action to demonstrate and expand upon chapter topics, asking students to practice what they have learned. • Updated examples and illustrations provide effective models for a variety of purposes (i.e., media fact sheets, email, position papers, media kits, media pitches, etc.). • Chapter 2 on ethics and law helps students develop a sense of personal responsibility in the practice of public relations.
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CONTENTS: Part I: PR WRITING: ROLE AND RESPONSIBILITY. 1. Public Relations and the Writer. 2. Ethical and Legal Responsibilities of the PR Writer. 3. Persuasion. 4. Research for the Public Relations Writer. 5. The Public Relations Planning Process. Part II: WRITING PRINCIPLES. 6. Writing to Clarify and Simplify the Complex: Style and Content. 7. Grammar, Spelling and Punctuation. Part III: WRITING FOR SELECT PUBLICS. 8. Email, Memos, Letters, Reports and Proposals. Part IV: WRITING FOR MASS MEDIA PUBLICS. 9. News Releases for Print Media. 10. News for Broadcasting. 11. Features for Print and Broadcasting. 12. Message Design Concepts. 13. Writing Advertising Copy. Part V: WRITING FOR A MEDIA MIX. 14. Writing for the Internet. 15. Media Kits and Media Pitches. 16. Speeches and Other Presentations. 17. Newsletters. 18. Brochures. 19. Magazines and Annual Reports. 20. Crisis Communication. Appendix A: Readability Formulas. Appendix B: Copy Fitting.
THE MARKETER’S GUIDE TO PUBLIC RELATIONS IN THE 21ST CENTURY Thomas L. Harris; Patricia T. Whalen
The phenomenal marketing success of such diverse products as Apple’s iPod, the Harry Potter books, the Toyota Prius, Sony’s Playstation 2, the “Star Wars” films, Botox and Viagra had one thing in common. They were all driven by public relations. Advertising was used later only to maintain the brands that PR had made a huge success. As traditional advertising loses its effectiveness, marketers are turning to marketing public relations to create excitement in the marketplace. In the twenty-first century, public relations has assumed an essential role in the marketing of goods and services, institutions and individuals, governments and non governmental organizations. MPR is moving into an explosive growth stage because companies increasingly recognize that mass advertising, especially network advertising is prohibitively expensive and ineffective. This powerful new book delivers the tools to help marketing executives design successful strategies and tactics that maximize awareness, communicate product benefits dramatically and motivate consumers and business to business customers to act. FEATURES: • Promo Magazine listed the first edition of this book as one of the top 25 PR books of the past century. • MPR helps readers find where their customers are, place marketing messages “next to them,” and improve response to customer needs in the way consumers want. • Marketing programs across industry are struggling with return on investment issues, especially in the area of PR. This book delivers the tools for success.
CONTENTS: Foreword by Philip Kotler. Preface by Thomas L. Harris. Part I: UNDERSTANDING MARKETING PUBLIC RELATIONS. 1 The MPR Explosion/Marketplace Factors Driving MPR (TH). 2. The Trust Factor (PW). 3. MPR in Integrated Marketing (PW). 4. How MPR Adds Value: Push, Pull, Pass (TH). 5. Circumstances for Success: The Harris Grid (TH). 6. MPR Opportunities in Traditional Media (PW). 7. MPR On-line Opportunities (PW). 8. Experiential Marketing, Building Buzz, Placing Products (PW). Part II: USING MARKETING PUBLIC RELATIONS. 9. MPR Classics (Ivory Soap, Mustang, Cabbage Patch Kids, Walkman, Prozac) (TH). 10. Target Marketing: From Demographics to Lifestyle (PW). 11. Multi Cultural Marketing (PW). 12. Global Marketing Public Relations (TH). 13. Internal Marketing: Reaching a Critical Audience (PW). 14. Introducing New Products (VW, Viagra, Botox, Segway, McDonald’s Salads, Harry Potter, Two Buck Chuck, Playstation 2, Star Wars. (TH). 15. Place Marketing (Starbucks, Krispy Kreme, Legoland, American Girl) (TH). 16. Maintaining Brands - Events, Sponsorships and Making Advertising
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News (TH). 17. Societal Marketing Public Relations (PW). 18. Spokespersons Celebrities and CEOs as Salesman (TH). 19. Whalen 7-Step Strategic Plan (PW). 20. MPR Tactics from A to Z (TH). 21. The Bottom Line: Measurement and Evaluation (PW). 22. Putting It All Together: MPR in the Integrated Mix (PW). 23. The Future of Marketing Public Relations (TH): MPR vs. CPR. Centralized vs. Decentralized. Internal vs. External. Local vs. Global. Integration vs. Cross Selling. Accountability vs. Blind Faith. ©2006, 304pp, ISBN-10: 0324312105, ISBN-13: 9780324312102, South-Western
Marketing
PURCHASING INTERNATIONAL PURCHASING AND MANAGEMENT Alan Branch, Formerly Visiting Lecturer at Cardiff University
THE PR STYLEGUIDE, 2E Formats for Public Relations Practice Barbara Diggs-Brown, American University
A concise and student-friendly handbook, THE PR STYLEGUIDE serves as a complete style guide and reference tool for PR students and practitioners. Assisting students in presenting messages that display great form and style, THE PR STYLEGUIDE addresses the most widely used and accepted practices in developing PR pieces providing many visual examples and a breakdown of the goals for each piece. FEATURES: • A wealth of updated and expanded topics, including Pitching and Pitching Letters, Media Advisories/Alerts, Audio News Releases, Ethics, and more. • Expanded chapter on Websites (Ch. 16), including discussions of using email for news releases, using a section of a website as a “newsroom,” and the new phenomena of using video email. • Updated coverage of Electronic Press Kits. • Encourages students to make strategic public relations choices using the best forms and styles through examples, explanations and actual PR pieces. • Consistent chapter structure continually reinforces the desired goal of each media type: What is it? Who Gets It? What Does It Do? How Does It Help? What are the Pitfalls? How Should It Look? Where Should It Go? Did It Work? Here It Is!
• The final section, “Toolbox,” explores a variety of techniques and terminology used in PR practice. These examples span from basic media types such as memos, letters and e-mails to more sophisticated missives such as reports, proposals and presentations.CONTENTS:
Branch takes the reader through the initial rationale of a company business to buy overseas, the selection and negotiation processes, the importing/exporting methodology, and finally the logistics of distribution and payment. Particular emphasis is also placed upon risk areas, the competitive environment and future trends. International Purchasing and Management includes a series of case studies; additional features on cargo insurance, Inco Terms 2000 and import customs practice planning, and an appendix of trade terms and abbreviations. This book will prove essential for CIPS, BTEC and degree courses on International Trade and Marketing, Retail Buying, Logistics and Purchasing, as well as for courses by trade associations and Chambers of Commerce, and as an ‘aide memoire’ to importers and overseas buyers. FEATURES: • First book to be written on international purchasing • Innovative focus: offers a practical overview of the mechanics of international purchasing • Each chapter provides a case study focus
CONTENTS: 1. Rationale of International Purchasing. 2. Market Research and Selection. 3. Overseas Culture and Marketing Environment. 4. Buying Strategy and Planning. 5. Logistics and Globalization. 6. Negotiating the Contract I. 7. Negotiating the Contract II. 8. Import Finance. 9. Import Documentation. 10. International Physical Distribution Strategy and Management I. 11. International Physical Distribution Strategy and Management II. 12. Cargo Insurance. 13. Import Customs Practice. 14. Processing the Imported Consignment. 15. International Purchasing Facilitation. ©2001, 342pp, Paperback, ISBN-10: 1861525117, ISBN-13: 9781861525116, Cengage Learning EMEA
1. Introduction. 2. Annual Reports. 3. Audio News Release (ANRs). 4. Brochures. 5. Communication Audits. 6. Direct Mail. 7. Media Kits. 8. Media Lists. 9. Media Tours. 10. Newsletters. 11. News Releases. 12. Opinion-Editorials (Op-Eds). 13. Public Service Announcements (PSAs). 14. Speeches. 15. Video News Releases (VNRs). 16. Web Sites. 17. Toolbox. ©2007, 256pp, Spiral Bound, ISBN-10: 0495006432, ISBN-13: 9780495006435, Wadsworth
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PURCHASING AND SUPPLY CHAIN MANAGEMENT, 4E Arjan van Weele, Eindhoven University of Technology
Purchasing and Supply Chain Management provides a highly structured and comprehensive approach to the fundamental principles and practice of purchasing and supply chain management. It adopts a rigorous managerial perspective on the process of purchasing and analyses its role, position and importance within business processes. The book is logically structured into three distinct sections: analysis, strategy and planning, and practice. Learning objectives, varied and interesting case studies, thought provoking discussion questions, chapter summaries and the use of a highly accessible style and language reinforce the reader’s understanding of the core management issues and concepts. NEW TO THIS EDITION:
New Edition! SOURCING AND SUPPLY CHAIN MANAGEMENT, INTERNATIONAL EDITION, 4E Robert B. Handfield, North Carolina State University; Robert M. Monczka, Arizona State University; Larry C. Giunipero, Florida State University; James L. Patterson, Western Illinois University
• New chapter on buying for retail • New chapter on outsourcing and risk management • New comprehensive and updated companion website
FEATURES: • A wealth of new material on key areas: supply chain management, purchasing and the internet, outsourcing, and benchmarking • International cases in each chapter • New chapters on E-Commerce and electronic purchasing and on public procurement
CONTENTS: PART I: ANALYSIS. 1. The role of purchasing in the supply chain. 2. Industrial buying behaviour: decision making in purchasing. 3. The purchasing process: the buyer’s role. 4. Markets and products. 5. The purchasing management process. 6. Purchasing intellegence and market research. PART II: STRATEGY AND PLANNING. 7. Outsourcing and risk management. 8. Purchasing and business strategy. 9. Sourcing strategy: getting better results from suppliers. 10. Purchasing and supply strategy: electronic marketplaces and e-procurement. 11. Purchasing, new product development and quality control. 12. Purchasing and supply chain management. 13. Getting organized for purchasing. 14. Purchasing performance measurement. PART III: PRACTICE. 15. Supplier assessment: cost approaches and techniques. 16. Negotiating techniques and rules of conduct. 17. Buying for retail companies. 18. Facility management and buying of services. 19. Public procurement and EC directives. Bibliography. Index. ©2005, 416pp, Paperback, ISBN-10: 1844800245, ISBN-13: 9781844800247, Cengage Learning EMEA
SOURCING AND SUPPLY CHAIN MANAGEMENT, 4E International Edition is a turnkey solution for providing current and thorough coverage for this critical area of the supply chain. This book is not only a text but a reference as well, and is established as one of the leading-edge strategy and purchasing books. You’ll gain contextual insights and knowledge into the strategies, processes, and practices of purchasing through use of the many cases and examples. Because of their relationships with executives and practitioners worldwide, the authors are able to present unique and up-to-date insights that lead to greater understanding of the purchasing process. FEATURES: • This text is the culmination of the authors’ ongoing discussions with purchasing and supply chain managers across various industries around the world. • The revision maintains its managerial perspective of the core tasks and challenges required to effectively manage the purchasing function within the context of the integrated supply chain. • This edition provides a hands-on, applied approach that has been thoroughly tested with student audiences to ensure learning success. • Key topics include: cross-functional teaming; purchasing and supply performance measurement; supplier integration into new product development; automated purchasing; B2B e-commerce; contracting and Internet law; enterprise resource planning (ERP); and future directions in purchasing. • The concept of teaming is emphasized throughout this book. Many of the case exercises require a team effort on the part of the students. This text assists students entering the workforce in understanding purchasing on major functional activities.
CONTENTS: Part I: INTRODUCTION. 1. Introduction to Purchasing and Supply Chain Management. Part II: PURCHASING OPERATIONS AND STRUCTURE. 2. The Purchasing Process. 3. Purchasing Policy and Procedures. 4. Purchasing and Supplier Integration for Competitive Advantage. 5. Purchasing and Supply Chain Organization. Part III: STRATEGIC SOURCING. 6. Purchasing and Category/ Commodity Strategy Development. 7. Supplier Evaluation and Selection. 8. Supplier Quality Management. 9. Supplier Management and Development:
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Creating a World-Class Supply Base. 10. Global Sourcing. Part IV: STRATEGIC SOURCING PROCESSES. 11. Strategic Cost Management. 12. Purchasing and Supply Chain Analysis: Tools and Techniques. 13. Effective Negotiations: Preparation and Execution. 14. Contracting: Developing and Managing Effective Contracts. 15. Purchasing Law and Ethics. Part V: CRITICAL SUPPLY CHAIN ELEMENTS. 16. Managing Supply Chain Inventory and Delivering Perfect Customer Orders. 17. Purchasing Services. 18. Supply Chain Information and E-Systems.19. Sourcing and Supply Performance Measurement and Evaluation. Part VI: FUTURE DIRECTIONS. 20. Purchasing and Supply Chain Changes and Trends.
Marketing
for customer insight. 6. Technological targeting. RELATIONAL MARKETING. 7. Relational interaction. 8. Knowledge Management. 9. Acquisition, retention and loyalty strategies. PART 4: RELATIONAL VEHICLES AND MESSAGES. 10. Relational media. 11. Virtual relationships. 12. Relational messages. PART 5: DIRECT AND RELATIONAL PLANNING WITHIN A SOCIETAL CONTEXT. 13. Customer reactions and the regulation of data-driven marketing. 14. Planning and executing direct relational marketing. ©2004, 544pp, Paperback, ISBN-10: 1861529015, ISBn-13: 9781861529015, Cengage Learning EMEA
RELATIONSHIP MARKETING MANAGEMENT
©2009, 840pp, Paperbound, ISBN-10: 0324381395, ISBN-13: 9780324381399, South-Western
Ed Little, Gloucestershire Business Sch; Ebi Marandi , University of Bournemouth
RELATIONSHIP MARKETING EXPLORING DIRECT AND CUSTOMER RELATIONSHIP MARKETING, 2E Martin Evans, Cardiff Business School; Lisa O’Malley, University of Limerick; Maurice Patterson, University of Limerick
Exploring Direct and Relationship Marketing, offers an invaluable insight into the world of direct and relationship marketing. The new edition has been thoroughly revised and updated and it provides an excellent mix of academic theory and practical application. There is extensive underpinning from theory of the ideas and approaches presented, drawing from practical experience of many companies and practiotioners. It is particularly suitable for undergraduate and postgraduate courses in direct marketing and related courses. Exploring Direct and Relationship Marketing 2/e examines the theory of direct marketing and provides a clear and comprehensive understanding of the issues such as the strategic impact of direct marketing, the sources and use of data that operationalises relationship programmes, the use of interactive media for acquisition, retention and loyalty strategies the impact of technology and implications for organisations and customers of new relational models of interaction. NEW TO THIS EDITION:
Relationship Marketing is growing in popularity as a significant component of Services Marketing courses and as a subject in its own right. Relationship Marketing Management aims to summarize existing work on Relationship Marketing (RM) and to examine the practical application of these concepts. These aims are achived not only by the inclusion of case studies and illustrative examples, but also by devoting four chapters to the planning, implementation and monitoring of RM programmes. Relationship Marketing Management presents a coherent overview of the theory as well as exploring the practicalities of RM. Aimed mainly at postgraduates and senior level undergraduates, the academic content of the book is supported by an extensive review of current literature in respected journals and is presented in a form that is accessible to the students. FEATURES: • Insightful and detailed case studies of small to medium size companies as well as larger multinationals including British Airways, Amazon, First Direct, and ASDA among others. • Learning objectives for each chapter. • Dedicated chapters on the planning, implementation and monitoring of Relationship Marketing programmes. • A whole chapter devoted to the business-to-business sector and key account managment. • Essential and up to date further reading references. • Website including Instructor’s Manual, PowerPoint slides, further cases and discussion questions.
CONTENTS:
• Overview of cross-functional aspects of the move toward CRM and Knowledge Management • Exploration of the nature and role of Relationship Marketing, Customer Relationship Marketing and Customer Relationship Management • New chapter detailing the role of the Internet in building relationships
FEATURES: • Covers all areas of direct marketing and integrates Internet, legal and social aspects • Links direct marketing to other areas of marketing e.g. market research and consumer behaviour • Detailed focus on customer relationship marketing • New updated current case studies integrated within the text linking issues and concepts with the real word • In-theory boxes throughout which examine deeper conceptual issues
Introduction. 1. Criticisms of traditional marketing. 2. Characteristics of RM. 3. Drivers of RM. 4. Planning RM programmes. 5. Implementing RM programmes - strategy, structure and systems. 6. Implementing RM programmes - shared values, staff, skills and style. 7. Monitoring and controlling relationships. 8. Ethical Considerations in RM. 9. Key Account management. 10. Customer relationship management. Case Study - Amazon - the world’s leading e-tailer. Case Study - Tennyson Ltd. Case Study - Parket, Downey and Jagger Solicitors. Case Study - Energy Saving Trust. Index. ©2003, 236pp, Paperback, ISBN-10: 1861529317, ISBN-13: 9781861529312, Cengage Learning EMEA
CONTENTS: PART 1: WHAT IS DIRECT RATIONAL MARKETING? 1. The growth and nature of direct relational marketing. PART 2: DATA AND INFORMATION DRIVERS. 2. Data sources 3. Data Metrics. 4. Testing in direct relational marketing. 5. Marketing research
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retailing
• Completely Up-to-Date: Examples, photographs, figures and content have been updated to reflect changes and trends in the industry.
RETAILING
CONTENTS:
RETAIL MARKETING Malcolm Sullivan, Nottingham Trent University; Dennis Adcoc, University of Coventry
Retail Marketing begins with a thorough examination of the retail industry and then looks at the way marketing principles can address industry challenges. Case studies throughout provide real world examples to assist student learning. Retail Marketing is intended as core reading on specialist Retailing courses, and supplementary reading on courses covering different aspects of marketing. It includes examples and cases from European, Australasian and Asian/Pacific retailing and covers issues that reflect the needs and interests of students from a wide variety of backgrounds. The text has a tactical/ operational emphasis and will appeal to retail practitioners as well as students. FEATURES: • Focuses on the retail industry rather than moulding marketing theory to fit the retail environment • Full coverage of all aspects of retailing, the bad as well as the good • nternational cases and examples
CONTENTS: 1. Introduction History Perspective. 2. The Retail Environment & Different Aspects of Retailing. 3. Shopping Behaviour - Store Choice and In-store Behaviour. 4. Models of Retail Marketing. 5. Retail Tactical Mix - Location. 6. Retail Tactical Mix - Assortment & Pricing Decisions. 7. Retail Tactical Mix - Promotional Decisions. 8. Service As Satisfaction and As a Competitive Advantage in Retailing. 9. Customer Loyalty and Related Issues. 10. Customer Care, Handling Complaints and Service Recovery. 11. Demand Management. 12. Store Design and Layout. 13. Merchandising and Relationships with Suppliers. 14. Control of Retailing Sources and Use of Information for Retail Decisions. 15. Strategic Aspects of Retailing Decisions. 16. Alternative Forms of Retailing and Future Trends in Retailing. ©2002, 368pp, Paperback, ISBN-10: 1861526024, ISBN-13: 9781861526021, Cengage Learning EMEA
RETAILING, INTERNATIONAL EDITION, 6E Patrick M. Dunne, Texas Tech University ; Robert F. Lusch , University of Arizona
Given the influence of the Internet, the continuing growth of the service industry, and the many changes in the world’s economic systems, there has never been a more exciting time to study retailing. Every chapter of RETAILING, 6th Edition includes up-to-date coverage on the latest trends and practices in the industry. Dunne discusses the interrelationship of various activities that retailers face daily and highlight how retailers must use both creativity and analytical skills to solve the problems of today’s fast-paced environment.
Part One: INTRODUCTION TO RETAILING. 1. Perspectives on Retailing. 2. Retail Strategic Planning and Operations Management. Part Two: THE RETAILING ENVIRONMENT. 3. Retail Customers. 4. Evaluating the Competition in Retailing. 5. Managing the Supply Chain. 6. Legal and Ethical Behavior. Part Three: MARKET SELECTION AND LOCATION ANALYSIS. 7. Market Selection and Retail Location Analysis. Part Four: MANAGING RETAIL OPERATIONS. 8. Managing a Retailer’s Finances. 9. Merchandise Buying and Handling. 10. Merchandise Pricing. 11. Advertising and Promotion. 12. Customer Service and Retail Selling. 13. Store Layout and Design. Part Five: RETAIL ADMINISTRATION. 14. Managing People. ©2008, 576pp, Softcover, ISBN-10: 0324364377, ISBN-13: 9780324364378, South-Western
RETAILING: INTEGRATED RETAIL MANAGEMENT James R. Ogden, Kutztown University of Pennsylvania; Denise T. Ogden, Penn State Berks-Lehigh Valley
This undergraduate-level text provides a cohesive introduction to all of the various elements essential for effective retail management: accounting, finance, management, information technology, and marketing. Ogden and Ogden offer an integrated retail management approach that helps students to see the “big picture” by drawing together the activities involved in retailing, and illustrating how key concepts relate to one another through real-world examples. E-tailing coverage appears at appropriate points throughout the text so that students recognize that it uses many of the same business models as traditional retailing. CONTENTS: Note: Each chapter includes an Introduction, a Summary, Key Terms, Questions for Discussion, and an E-tailing Exercise.I. An Introduction to Retailing. 1. The World of Retailing. 2. Customer Value, Services, and Retailing Technologies. 3. An Overview of the Retail Planning and Management. 4. The Retail Environment: A Situational and Competitive Analysis. 5. Evaluation and Identification of Retail Customers. 6. Retailing Information Systems and Research Retail Information Systems. 7. Selecting the Appropriate Market and Location. 8. Financial Aspects of Operations Management. 9. Merchandise Buying and Handling Dollar. 10. Human Resource Management. 11. Pricing in Retailing. 12. Developing an Effective Integrated Marketing Communications Mix. 13. Customer Service in Retailing. 14. Laws and Ethics. 15. Diversity and Trends in Retailing Diversity in the Retail Work Force. Appendix A. Careers in Retailing: Nine Dimensions for Job Acquisition. Appendix B. An In-Depth Case Study: Z-Tech, Inc. (dba Z-Coil) Notes. Glossary. Name Index. Subject Index. ©2005, 544pp, Casebound, ISBN-10: 0618223452, ISBN-13: 9780618223459, South-Western
FEATURES: • Endorsement by the National Retailing Federation: This edition of RETAILING has been backed and endorsed by the National Retailing Federation. • Managing People: This edition contains a brand new chapter, “Managing People,” which deals with important interpersonal management decisions as they relate to retailing, exposing readers to various business situations that they may face in the real-world.
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sales management
Marketing
your return. The book includes a CD-ROM with a cost calculator.
SALES MANAGEMENT
FEATURES:
MANAGING SALES LEADS Turning Cold Prospects into Hot Customers James Obermayer, AdTrack
Sales leads are what successful marketing is all about. That’s where the money is. This book shows how to get the most out of this crucial corporate investment. Good, qualified leads make sales forces more efficient, more effective, and — bottom line —more profitable. Add in today’s tough economy the skills needed to generate and manage leads are even more vital. Offering a research-based, comprehensive treatment of this critically important marketing function, Managing Sales Leads is a powerful, hands-on reference for every manager —from mid-level sales and marketing manager to senior level corporate executive —for virtually every size of company it shows how to get the most out of this crucial corporate investment. FEATURES:
• Insightful: This candid book helps marketing and sales managers understand the true cost of their sales force. • Practical: The authors provide a detailed process that enables managers to analyze their sales force to determine if outsourcing is an option. • Resourceful: The book is packed with helpful tips, extended examples, insightful cases, worksheets, and an Excel workbook to help managers compute and compare costs involved with various scenarios. • Proven: The authors are very well-known for their work and research in the area of manufacturers’ representatives.
CONTENTS: I. THE B2B SALES FORCE: INCOME STATEMENT AND BALANCE SHEET. 2. The True Cost of Fielding a B2B Sales Force. 3. Manufacturers’ Representatives. II. WHEN REPS ARE THE APPROPRIATE CHOICE- AND WHEN NOT. 4. When to use a Rep as the Primary Sales Force- and When Not. 5. When to UUse a Rep in Addition to Other Channels. III. HOW TO DEAL EFFECTIVELY WITH REPS. 6. Economic Arguments Used to Influence Rep Behavior. 7. The Human Factor. 8. How, When, and Why Reps Have Power and Influence in the Market. 9. Building a Long-Term Strategic Alliance with Your Rep. ©2004, 256pp, Hardbound, ISBN-10: 0324207484, ISBN-13: 9780324207484, South-Western
• Maximizing Leads: Executive’s Guide to Managing Sales Leads is devoted to managing the lifeblood of every organization’s marketing effort — sales leads, which are often the most under-appreciated, under-used, and misused corporate assets. Companies spend thousands of dollars gathering sales leads and then squander even more in potential sales by mishandling them. • No Lead Left Unturned: Obermayer’s comprehensive approach offers thorough and practical coverage of every aspect of effective sales lead generation, including sales planning, tough markets, lead-management programs, the media, advertising and publicity, trade shows, mail, telemarketing, and technology. It also offers valuable tips for qualifying and profiling hot leads.
CONTENTS: I. Sales Leads for Marketing and Sales Planning. 1. Sales Leads for Tough Markets. 2. Lead management Super Charges Sales and Marketing. 3. Who Inquires and Why. 4. Launching and Upgrading the Lead-management Program. II. Qualified Leads from all Media. 5. Planning Leads to Reach Selling Goals. 6. Harneess the Lead Power of Advertising and Publicity. 7. Mining Inquiry Gold at Trade Shows. 8. Sete Your Sale in the Mail to Generate Leads. 9. Telemarketing: Ignore It at Your Peril. 10. Qualifying and Profiling Hot Sales Leads. 11. Fulfillment: The First Step in Closing. 12. Selling Your System to Sales. 13. Computerizing Your Lead Managing Edge. 14. Insights Form Inquiries: Closing the Marketing Loop. Appendices. Index.
SALES & KEY ACCOUNT MANAGEMENT Jim Blythe, University of Glamorgan
This new core text focuses on all branches of selling and sales management, from personal selling through to key account management. It focuses on business-to-business selling as well as the sale of consumer products. It also includes a wealth of real examples used throughout the text and four major case studies at the end of each part. Case material is drawn from a range of diverse industries, both MNEs and SMEs--software corporations, major construction projects, cosmetics, small engineering companies and the B2C selling of home improvements and brown goods. FEATURES: • Extended coverage of B2B selling, e-commerce, relationship marketing & selling and key account management • Short mini-cases in every chapter and 4 major cases throughout the book, focusing on companies in the industrial/new technology sectors • Comprehensive website with Excel tools for organizing sales calls, examples of sales databases/contact management etc and other key sales tools
©2004, 256pp, Hardcover, ISBN-10: 0324205465, ISBN-13: 9780324205466, South-Western
CONTENTS:
OUTSOURCING THE SALES FUNCTION The Real Costs of Field Sales Erin Anderson, INSEAD; Bob Trinkle, Private consultant on speaking circuit
This book sheds new light on the personal selling function in businessto-business markets. Well versed in the area of manufacturer’s reps, the authors equip managers with the tools to determine the true costs and benefits of both in-house and outsourced forces. They explain in detail the differences between manufacturer’s reps and company owned, tips for when to use them, how to most effectively work with them to optimize company return, and how to build strategic long-term alliances. The authors offer detailed information about the true costs and benefits of running a sales force and discuss how to effectively work with a manufacturer’s representative to optimize
1. Selling and its Strategic Role. 2. Buyer Behaviour. 3. Preparing to Sell. 4. The Sales Presentation. 5. Selling to Major Accounts. 6. Recruitment. 7. Training. 8. Motivation and Remuneration. 9. Forecasting and Budgeting. 10. Monitoring and Feedback. 11. Internationalisation. 12. Exhibitions and Trade Fairs. 13. Ethics, Consumer Protection and the Law. ©2005, 290pp, Paperback, ISBN-10: 1844800237, ISBN-13: 9781844800230, Cengage Learning EMEA
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sales management | selling
Recruiting and Selecting the Sales Force. 9. Training the Sales Force. 10. Sales Force Leadership. 11. Sales Force Motivation. 12. Sales Force Compensation. 13. Sales Volume, Costs, and Profitability Analysis. 14. Sales Force Performance Evaluation. Notes. Glossary. Subject Index. Name Index. ©2009, 560pp, Casebound, ISBN-10: 0618721010, ISBN-13: 9780618721016, South-Western
SELLING
New! DEVELOPING AND ROLE PLAYING EFFECTIVE SALES PRESENTATIONS, 3E
SALES MANAGEMENT: BUILDING CUSTOMER RELATIONSHIPS AND PARTNERSHIPS
David Sellars , Davenport University
Joseph F. Hair, Louisiana State University; Rolph E. Anderson, Drexel University; Rajiv Mehta, New Jersey Institute of Technology; Barry J. Babin, Louisiana Tech University
Sales Management: Building Customer Relationships and Partnerships is designed to cover all of the basic topics in sales management while emphasizing customer loyalty, customer relationship management, and the effects of technology on the sales function. Because of advances in telecommunications technology, the traditional role of sales managers is evolving toward managing sales people across multiple channels that contact and service customers through a variety of methods. The text reflects current trends and is designed to prepare students for the additional management responsibilities they are likely to encounter in the real world. FEATURES: • Learning Objectives for each chapter reflect chapter organization and structure, providing students with a way to map content and focus learning. Review and Application questions at the end of the chapter are organized according to these objectives, giving students an opportunity to review and apply chapter material. • Inside Sales Management opening profiles feature real sales managers who provide their own on-the-job perspectives on successful selling and sales management strategies. • Sales Management in Action boxes demonstrate how real-world companies are implementing the latest sales concepts and practices. • Internet Exercises prompt students to explore online resources available to sales people and sales managers. • Role Play exercises allow students to experience typical real-world challenges and actively develop their on-the-spot decision-making and communication skills. • In-Basket exercises place students in the role of sales managers, helping them to develop and use critical thinking to solve realistic and challenging problems. • Ethical Dilemma exercises strengthen students’ awareness of ethical issues and their ability to handle difficult situations.
CONTENTS: Note: Each chapter concludes with a Chapter Summary, Review and Application Questions, an Internet Exercise, a Role-Playing Exercise, and an In-Basket Exercise. Chapters 1-9 and 12-14 include an Ethical Dilemma. I. Twenty-FirstCentury Sales Force Management. 1. Introduction to Sales Management and Its Evolving Roles. 2. Managing Ethics in a Sales Environment. 3. Customer Relationship Management and Building Partnerships. 4. The Selling Process. II. Organizing and Developing the Sales Force. 5. Sales Forecasting and Budgeting. 6. Sales Force Planning and Organizing. 7. Time and Territory Management. 8.
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For nearly twenty years, this has been the only text that is entirely dedicated to developing and role playing effective sales presentations. Each student builds and role plays an actual presentation using a simple, learn-by-doing process that is consistent with the techniques of the leading corporate sales trainers. Developing and Role Playing Effective Sales Presentations is designed to be a primary text in an accelerated selling course or a supplement in a semester course in selling or sales management. It has been used by thousands of students in in-seat and online courses as well as sales representatives in corporate training programs. FEATURES: • Concise Supplement: Developing and Role Playing Effective Sales Presentations is a concise paperback text, perfect as a supplement for the sales or sales management course. • Step-by-step Process: Readers are provided with step-by-step instructions on how to develop a professional sales presentation in order to help them simplify the process and deliver it effectively. • Role-Playing: Students can role play each of the four sections of the sales presentation individually (Approach, Securing Desire, Handling Objections, and Closing the Sale), as well as role-play the complete presentation. Roleplaying individual sections keeps students involved and reduces anxiety during the role-play of the entire sales call. • Continuing Case: A continuing case is integrated throughout, involving a state-of-the-art running shoe sold to a sporting goods store. The case illustrates how to apply all concepts, and answers many questions students have about their own presentations. • Completely Updated: All concepts and examples have been updated, reflecting the most current issues in selling. • Worksheets and Forms: Worksheets are provided helping students identify features and benefits, ensuring the presentation appeals to the prospect’s needs and wants. Forms are also included in the text to aid students in planning the sales call in the prescribed manner. • Visual Aid Instruction: Instructions on how to create and effectively use visual aids during the sales presentation are presented, making communications more effective. • Evaluation and Rating: Rating forms in the text are used to assess role plays of each section and the entire presentation. Students can be involved in the evaluation process to reinforce learning of the sales call process. • Internet Assignments: Internet assignments at the end of each chapter direct students to Web sites designed for sales professionals. Students have the opportunity to learn more about what it is like to be a salesperson and the training involved.
CONTENTS: 1. The Sales Presentation Project. 2. Choosing a Product or Service . 3. Information Needed for the Sales Presentation. 4. Prospecting and the Preapproach
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selling
5.Appealing to Prospect Needs. 6. The Approach. 7. Securing Desire. 8. Handling Objections. 9. Closing the Sale and Building Customer Relations. 10. Role Playing and Writing the Complete Sales Presentation. ©2005, 120pp, Paperback, ISBN-10: 0324223978, ISBN-13: 9780324223972, South-Western
PERSONAL SELLING, 2E
Marketing
Resistance and Objections for “Win-Win”. 8. Confirming and Closing the Sale: Start of the Long-Term Relationship. 9. Following Up and Servicing the Account: Building Strategic Partnerships. 10. Understanding and Negotiating with Organizational Buyers. 11. Strategic Understanding of Your Company, Products, Competition, and Markets. 12. Communicating Effectively with Diverse Customers. 13. Managing Your Time and Your Territory. 14. Starting Your Personal Selling Career. ©2007, 560pp, Casebound, ISBN-10: 0618645705, ISBN-13: 9780618645701, South-Western
Building Customer Relationships and Partnerships Rolph E. Anderson, Drexel University; Alan J. Dubinsky, Purdue University; Rajiv Mehta, New Jersey Institute of Technology
In line with students’ current career goals, Personal Selling focuses exclusively on professional business-to-business selling rather than retail selling. Early introduction of the Personal Selling Process (PSP) engages students from the beginning, with tools for converting prospects into customers. The authors’ latest research on customer loyalty and relationship marketing further distinguishes Personal Selling from other titles, which focus less on these pressing issues. Strategies for achieving long-term customer loyalty underscore how attracting, cultivating, and retaining satisfied customers leads to higher profitability for salespeople and their organizations. Clear, conversational writing allows students to easily understand the authors’ research and analysis of the field. The Second Edition includes an updated discussion of technology tools and services that facilitate sales. Chapter 2 explores the behavioral, technological, and managerial forces affecting personal selling today, and discusses numerous inexorable changes within each. In addition to new examples and photos, a new feature follows an actual sales professional through the various aspects of his job. FEATURES: • Chapter 3, “Ethics and Legal Considerations in Personal Selling,” covers ethical issues that arise when dealing with prospects and customers, coworkers, and the company. The chapter also discusses sexual harassment in the workplace. • The authors have enhanced the text’s real-world focus by incorporating current research, examples, and cases from actual companies. • Personal Profiles focus on salespeople from diverse backgrounds, demonstrating that there is no stereotypical profile of a successful salesperson. Five of the profiles are new to this edition and include interviews with representatives from Beiersdorf, DHL, and Samsung. In addition, a specific salesperson is profiled in the core chapters to illustrate the personal selling process. • The Second Edition features a colorful, contemporary design and photographs in every chapter, as well as five icons that signal the following pedagogical features: On the Frontlines, It’s Up to You, From the Command Post, Keeping Up Online, and enhanced online content. • The impact of technology requires today’s sales professional to be more tech savvy than ever. Chapter 2, “Adjusting to the Dynamic Personal Selling Environment,” focuses on the empowerment of salespeople who use the latest technology in order to achieve customer satisfaction and loyalty. The text covers the use of blogs, pod-casting, screen sharing, video conferencing, and personalized e-mails in the sales process. • All chapters conclude with a set of key terms, chapter review questions, topics for thought and class discussion, new role-play exercises, new Internet research exercises, projects for personal growth, and a case. An additional case is found online.
New Edition in August 2009! PROFESSIONAL SELLING, 4E A Trust-Based Approach Thomas Ingram, Colorado State University; Raymond LaForge, University of Louisville; Ramon Avila, Ball State University; Charles Schwepker, Jr. Central Missouri State University
PROFESSIONAL SELLING provides comprehensive coverage of contemporary professional selling by integrating recent sales research with leading personal selling practices. Professional Selling’s chapters can be mixed and matched with sales management chapters from Ingram’s SALES MANAGEMENT to create an outstanding customized sales course. This highly experienced author team draws on their industry and academic experience to blend the most recent research findings with illustrated best practices in professional selling. FEATURES: • Role Plays: These role plays help students to act out various selling roles and are identified by role play icons allowing for easy identification. • Customer Relations Focus: Extensive coverage of trust-building in the sales process is integrated in this text, with a focus on establishing, maintaining, and enhancing customer relations. • Self Leadership and Teamwork: Professional Selling integrates self leadership and teamwork skills so that students fully realize professional salespeople’s job responsibilities and their contributions to their employer. • Robust End-of-Module Applications: Each module facilitates student learning and skill-building with complete end-of-module applications. At the end of each module there are sections on: “Understanding Professional Selling Terms” (key terms addressed in the module); “Developing Professional Selling Knowledge” (questions to help readers develop and understand important professional selling issues and relationships); “Building Professional Selling Skills” (exercises in which readers can apply professional selling knowledge learned in the module); and “Making Professional Selling Decisions” (case situations that allow readers to make important professional selling
CONTENTS: I. Overview of Personal Selling. 1. Introduction to Personal Selling: It’s a Great Career! 2. Adjusting to the Dynamic Personal Selling Environment Megatrends. 3. Ethical and Legal Considerations in Personal Selling. 4. Prospecting and Qualifying. 5. Planning the Sales Call: Steps to a Successful Approach. 6. Sales Presentation and Demonstration: The Pivotal Exchange. 7. Negotiating Sales
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selling | services marketing
decisions). ©2008, 480pp, Paperback, ISBN-10: 032453809X, ISBN-13: 9780324538090, South-Western
SELLING ASAP Art, Science, Agility, Performance Eli Jones, University of Houston; Carl Stevens, Carl Stevens and Associates; Larry Chonko, Baylor University
Selling ASAP: Art, Science, Agility, and Performance offers a unique approach to professional selling. It focuses on the importance of viewing a sale not as a one-time encounter but as an opportunity to build a lifetime, mutually beneficial relationship with the customer. In addition to the traditional coverage of the selling process, Selling ASAP includes unique content on processes and techniques of selling. Real-world examples, testimonials from successful sales professionals, and a focus on the latest technology are available to today’s salesperson round out the discussions in the text and make it perfect for today’s professional selling student. FEATURES: • ASAP - Art, Science, Agility and Performance: Jones, Stevens, and Chonko have a unique approach at looking at the sales profession by coining the phrase Selling ASAP, or Art, Science, Agility, and Performance, the key components to what makes a successful salesperson. This book emphasizes that selling is not just a profession, it is an Art - that must be practiced and perfected, a Science - in which there is a process and steps for completing that process, it requires Agility - because a salesperson must be able to adapt to each new selling situation and customer, which enhances sales performance. ©2005, 456pp, Hardcover, ISBN-10: 032418753X, ISBN-13: 9780324187533, South-Western
production. This model likens service workers to actors, the customer to the audience, the business organization to the backstage, and the service environment to the stage where the performance unfolds. This studentfriendly metaphor describes the service experience in familiar, easy-tounderstand terms. • Part openers explain how section concepts relate to services marketing. Each of these vignettes includes an overview, a model illustrating the organization of the section, and brief chapter outlines. The Third Edition highlights a variety of organizations and businesses, including The Weather Channel, the Louvre Museum, Windsor Court Hotel, and Jordan’s Furniture. • The Careers in Services Appendix at the back of the book provides examples of career options in the services industry and resources for additional information. An interactive version of the appendix is available at the Online Study Center.
CONTENTS: Note: Each chapter ends with a Summary and Conclusion, Exercises, an Internet Exercise, and References. I. Foundations of Services Marketing Vignette: The Weather Channel: The Public’s Eye on the Sky. 1. Understanding Services Marketing. 2. Frameworks for Managing the Customer’s Experience. 3. Plugging into the Information Age. 4. Planning and Producing the Service Performance. 5. Designing the Service Setting. 6. Leveraging the People Factor. 7. Managing the Customer Mix. .III. Promising the Interactive Service Experience. Vignette: The Windsor Court Hotel: What Price Excellence? 8. Setting a Price for the Service Rendered. 9. Promoting the Interactive Service Experience. 10. Building Customer Loyalty Through Service Quality. 11. Regaining Customer Confidence. 12. Researching Service Success and Failure. 13. Developing Marketing Strategies for Services. 14. Coping with Fluctuating Demand for Services. 15. Thinking Globally: “It’s a Small World After All”Services and Culture. Appendix: Careers in Services. Glossary. Name Index. Organization Index. Subject Index ©2008, 304pp, Casebound, ISBN-10: 0618641807, ISBN-13: 9780618641802, South-Western
SERVICES MARKETING, INTERNATIONAL EDITION, 3E Concepts, Strategies, and Cases K. Hoffman, Colorado State University; John Bateson, Group Chief Executive Officer, SHL Group plc
SERVICES MARKETING INTERACTIVE SERVICES MARKETING, 3E Raymond P. Fisk, University of New Orleans; Stephen J. Grove, Clemson University; Joby John, Bentley College
Interactive Services Marketing covers the essentials of services marketing--with particular emphasis on the theater model and the impact of technology. The text features a dynamic approach to human interactions--both in face-to-face communication and in connections through technology. The Third Edition focuses on interactions in service environments. The concise text is fully supported by a robust web site, enabling instructors to reinforce the emphasis on technology and allowing students to interact with both the printed text and online material. Pedagogical tools include chapter-opening vignettes, margin notes, end-of-chapter summaries and conclusions, exercises, and Internet activities. FEATURES: • New! Two-to-three Spotlight features per chapter engage students with an interesting variety of subjects and scenarios. Examples include stage actors who help to train doctors, services provided at the Ritz-Carlton, and employees at eBay drop-off stores. • The theater model places the concept of services in the context of a stage
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SERVICES MARKETING: CONCEPTS, STRATEGIES, AND CASES, 3rd Edition offers a managerial perspective of services marketing, with special emphasis on B2B services, technology, and global services. Briefer than competing textbooks, this text also includes cases to further illustrate concepts and offers unique coverage on creating the seamless service firm to support a customer-focused organizational culture. FEATURES: • Up-to-date Content: The third edition includes expanded coverage many current topics and issues affecting business today, specifically on e-business, global services, and B2B issues. • Opening Vignettes: Every chapter opens with a brand new vignette which spotlight service issues in real companies. These real-life situations draw readers in and set the stage for the chapter topics. These vignettes represent a variety of firms, as well as relevant customer service issues from the nine service economy supersectors. Companies and topics include: Westin’s Heavenly Bed, GEICO, Build-A-Bear Workshops and more. • Global Services in Action: These features included in every chapter provide international examples of service marketing concepts and strategies to gain a broader perspective on global issues and examples. Companies featured include: Marriott International, Hong Kong Disneyland, Dell Offshore Technical Support, and more. • Updated Cases: The third edition contains a core set of cases that further illustrate, deepen, and extend the concepts developed in each chapter. These cases, representing a variety of service industries, provide students with an
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sports marketing
Marketing
opportunity to internalize services marketing concepts. • Creating the Seamless Service Firm: A unique chapter on “Creating the Seamless Service Firm” (Chapter 16) describes how each functional area of a firm must act in unison to create a seamless organization and support a customer-focused organizational culture.
CONTENTS: Part I: AN OVERVIEW OF SERVICES MARKETING. 1. An Introduction to Services. 2. An Overview of the Services Sector 3. Fundamental Differences between Goods and Services. 4. Consumer Decision Process in Services Marketing. 5. Ethical Issues in Services Marketing. Part II: SERVICE STRATEGY: MANAGING THE SERVICE ENCOUNTER. 6. Service Delivery Process. 7. The Pricing of Services. 8. Developing the Service Communications Mix. 9. Managing the Firm’s Physical Evidence. 10. People Issues: Managing Service Employees. 11. People Issues: Managing Service Customers. Part III: ASSESSING AND IMPROVING SERVICE DELIVERY. 12. Defining and Measuring Customer Satisfaction. 13. Defining and Measuring Service Quality. 14. Service Failures and Recovery Strategies. 15. Customer Retention. 16. Putting the Pieces together: Creating the Seamless Service Firm. ©2006, 528pp, Softcover, ISBN-10: 0324422830, ISBN-13: 9780324422832, South-Western
SPORTS MARKETING SPORTS AND ENTERTAINMENT MARKETING, 3E Ken Kaser, Clements High School, Sugarland TX; Dotty B. Oelkers, Developing Educational Solutions
SPORTS AND ENTERTAINMENT MARKETING 3E continues to use sports and entertainment topics as the foundation for teaching marketing concepts. Each marketing function is incorporated throughout the text and is highlighted with an icon to indicate how it is used in the marketing process. FEATURES: • Features bring the links between the sports and entertainment industries and marketing into clear focus. • Students learn marketing concepts within the framework of a topic with high levels of interest and excitement. • Video and IRCD provide multimedia supplements that allow instructors to teach to a variety of learning styles.
CONTENTS: 1. What is Sports and Entertainment Marketing? 2. Sports and Entertainment Means Business. 3. The Wide World of Sports and Entertainment. 4. Hit a Home Run with Customers. 5. Marketing-Information Management. 6. The Marketing Game Plan. 7. The Product is Sports and Entertainment. 8. Choose the Channel. 9. The Economics of Supply and Demand. 10. Sports and Entertainment Promotion. 11. Promotional Planning. 12. Selling Sports and Entertainment. 13. Sports and Entertainment Legal Issues. 14. Creating, Owning, and Operating a Business. 15. Scoring a Career. ©2008, 432pp, Paperback, ISBN-10: 0538445157, ISBN-13: 9780538445153, South-Western
www.cengageasia.com
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GALE VIRTUAL REFERENCE LIBRARY
Get anytime/anywhere access to essential reference books… with Gale Virtual Reference Library If you need an online resource that delivers answers to difficult questions quicker than Google…
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If you want to attract patrons to your library and increase circulation and usage of your reference content…
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If you want to make reference relevant again… Then look no further than Gale Virtual Reference Library. With Gale Virtual Reference Library you can adapt your reference collection to your patrons’ changing needs by providing access to more than 1,600 titles in virtually any subject, including health, science, art, history, biography and many more.
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Gale Virtual Reference Library features: • Cross-searchable, full-text references from Gale and more than 40 publishing partners • Scalability – build your electronic reference collection just like you would your print collection
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• Unlimited 24/7 simultaneous availability – The ability to circulate non-circulating reference titles Gale Virtual Reference Library requires no special readers or software, there is no need to login/logout, it doesn’t take up space on your library’s shelves, and there is no subscription to buy. You own the content forever.
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“I love that it allows for the kind of serendipity you used to encounter while doing research. You enter a search topic such as ‘felines’ and you are provided with perfectly on-point sources like U•X•L Encyclopedia of Science but also material from Early Civilizations in the Americas Reference Library that covers some unexpected angles of your subject.” – Anna Yackle, Reference Librarian
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GALE VIRTUAL REFERENCE LIBRARY
From the search results page, users can view a full text article in HTML or PDF format; narrow results by searching within the results list, or by selecting document or publication type; place individual articles in a marked folder for later retrieval.
Highlighted search terms are marked in red wherever they appear for easy identification. Online research activity is at an all-time high. However, students and patrons are constantly let down by search engines leaving them Google-eyed and leading them on a virtual wild-goose chase.
Search Results offer access to: • Table of contents • Index • List of illustrations
Gale Virtual Reference Library transcends those limitations – and the boundaries of traditional eBooks – with information that’s always: • Relevant • Reliable • Credible
Access a document toolbox where users can: • Download a PDF version • Print articles • Send articles to others • Download articles to handheld devices • Generate article citations • Translate articles into eight languages
http://gale.cengage.com/world
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GALE VIRTUAL REFERENCE LIBRARY
Quick and Easy Access to a World of Reference Gale’s unique functionality allows users to easily combine the following criteria to create as broad or narrow a search as they want. • Title
• Full text
• Keyword
• Publication
• Image captions
name
• Publisher
• ISBN
• Author
• Starting page
The PDF version is exactly like getting a page right from the print copy – complete with full images! Books are no longer damaged from being place on the copier. Never be disappointed by a book with missing pages again.
Citations can be generated in MLA, ADA and Plain text or exported to third-party applications like EndNote.
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GALE VIRTUAL REFERENCE LIBRARY
2,300 Titles … and counting Your users will enjoy coverage on a variety of study topics such as health, business, careers and more, with titles such as:
The Gale Encyclopedia of Medicine The 5-vol. Gale Encyclopedia of Medicine fills a gap between introductory resources, such as singlevolume family medical guides, and highly technical professional materials. Consult this authoritative, comprehensive in-depth medical guide for information on medical topics in language accessible to laypersons. eISBN: 9781414404851 International Encyclopedia of the Social Sciences This 9-volume study of social sciences is a successor to the Encyclopedia of the Social Sciences (ESS, 1930-1935) and the initial set of the International Encyclopedia of the Social Sciences (IESS, 1968) — two groundbreaking Macmillan works that “established standards for knowledge in social science research and practice” (CHOICE, 2001). The entirely new International Encyclopedia of the Social Sciences covers scholarship and fields that have emerged and matured since the publication of the original international edition. Like its predecessors, the set meets the needs of high school and college students, researchers inside and outside academia, and lay readers in public libraries. eISBN: 9780028661179
For more information about Gale Virtual Reference Library and to order, visit http://gale.cengage.com/gvrl or contact your Gale Representative.
http://gale.cengage.com/world
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A Alternative Energy T three-volume set introduces students to issues This s surrounding both current energy sources and alternative e energy options. While there is significant discussion of t non-renewable resources now used to meet the the m majority of the world’s energy needs (oil, coal and natural g gas), the primary focus of the set is on newer options t meet the ever-growing demand. These options to include wind and solar energy, fuel cells, hydropower, geothermal power and biomass energy. In addition, more theoretical sources are also explored, including cold fusion, zero point energy and universal forces. eISBN: 9781414405070 Real-Life Math This set helps students better-understand commonly studied math concepts by illustrating their use in everyday life. Everyday tasks – such as buying insurance, constructing a budget, reading graphs, adjusting cooking recipes or planning for retirement – are designed to support the modern mathematics curriculum and contain examples related to the global economy. eISBN: 9781414404998 Business Plans Handbook A collection of actual business plans compiled by entrepreneurs seeking funding for small businesses throughout North America. For those looking for examples of how to approach, structure and compose their own business plans, the Handbook presents 24 sample plans taken from businesses in the manufacturing, retail and service industries — only the company names and addresses have been changed. eISBN: 9781414428895 Encyclopedia of Religion Mircea Eliade’s Encyclopedia of Religion won the American Library Associations’ Dartmouth Medal in 1988 and is widely regarded as the standard reference work in the field. This second edition, which is intended to reflect both changes in academia and in the world since 1987, includes almost all of the 2,750 original entries – many heavily updated – as well as approximately 600 entirely new articles. Preserving the best of Eliade’s cross-cultural approach, while emphasizing religion’s role within everyday life and as a unique experience from culture to culture, this new edition is the definitive work in the field for the 21st century. eISBN: 9780028659978
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GALE DIRECTORY LIBRARY
Use it like a database — own it like a collection
Introducing Gale Directory Library Some of the Gale Directory Library titles include: • Ward’s Business Directory of U.S. Private and Public Companies • Encyclopedia of Associations – National • Encyclopedia of Associations – International • Encyclopedia of Associations – Regional, State & Local • Gale Directory of Publications & Broadcast Media • Directories in Print • Publishers Directory • Encyclopedia of Business Information Sources • Consultants & Consulting Organizations Directory • Gale Directory of Databases • National Directory of Non-Profit Organizations
NOW AVAILABLE TO YOUR PATRONS The global leader in reference publishing for more than 50 years, Gale has long been known for publishing authoritative directories on companies, publishers, associations and more. At long last, these directories are available online. The new Gale Directory Library takes these detailed references off the shelf and makes them available at the click of a mouse 24/7. With Gale Directory Library, researchers can use state-of-the-art functionality to perform a range of data sorting, filtering and exporting. These innovative features, unlike anything seen previously from our directories, make Gale Directory Library the essential tool for research.
• Encyclopedia of Governmental Advisory Organizations • Research Centers Directory • International Research Centers Directory • Directory of Special Libraries & Information Centers • Government Research Centers Directory
Look for the “GDL” symbol throughout this catalog for reference titles that are available online through the Gale Directory Library.
• Find contacts — Finding a company, person, publication (or other kind of entity) is easy. Basic search lets users quickly look up names, search by keyword and browse the full text of your directory holdings. • Generate lists, analyze trends — Export search results and use them in programs like Excel or Word, making the creation of mailing lists a snap. • Cross-searchable — Search across our growing number of directory titles. Each directory can be searched individually by its own unique data fields, or search the entire directory collection.
For more information, contact your Gale Representative visit http://gale.cengage.com/worldDirectoryLibrary/.
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ONLINE DATABASES
BUSINESS
Small Business Resource Center PRACTICAL, REAL-WORLD CONTENT FROM GALE AND THIRD-PARTY PROVIDERS. Small Business Resource Center contains a wealth of resources including the well-known Business Plans Handbook Series. This series contains hundreds of sample business plans created by real-life entrepreneurs, as well as business plan “templates” that students and entrepreneurs can develop on their own. In addition to this series, Small Business Resource Center also offers access to the Encyclopedia of Major Marketing Campaigns, showcasing advertising campaigns and marketing initiatives from some of the world’s best-known businesses – from McDonald’s to Merrill Lynch and many other Gale tiles. To complement these, Small Business Resource Center also features dozens of titles from John Wiley & Sons, including: All the information students and aspiring entrepreneurs want is here – from sample business plans to marketing tips.
• The Unofficial Guide to Marketing your Small Business
NEW At today’s colleges, universities and public libraries two of the most commonly researched topics are “small businesses” and “entrepreneurship.” To meet this growing demand, Gale worked closely with an advisory board comprised of librarians at top public and academic libraries to create Small Business Resource Center.
• Buying and Selling a Business: A Step-by-Step Guide
This comprehensive, online database offers a combination of unparalleled periodical and reference content, covering all major areas of starting and operating a business, including accounting, finance, human resources, management, marketing, tax and more. By helping teach basic skills such as managing financials or writing a business plan, Small Business Resource Center can help speed the learning curve for budding entrepreneurs by offering real-world experiences and examples.
• And many more
DESIGNED FOR STUDENTS – BY LIBRARIANS LIKE YOU
• Consumer Comments
Developed based on librarian feedback, Small Business Resource Center is easy to search and highly intuitive. For users who aren’t sure where to start, a helpful subject guide is available, as well as navigation buttons that allow users to search on business topics, business types, sample business plans, and answers to the most frequently asked questions from a “How To” menu. Users may conduct a standard search based on subject or keyword, or by searching the entire document. More advanced searches based on document type, subject areas or publication can be performed. Results are delivered at the article level in an HTML-based text and graphics format that’s designed for speedy display and easy readability.
• Custom Home
• Entrepreneurial Finance
• Portable MBA in Strategy, 2nd Ed. • The 7 Irrefutable Rules of Small Business Growth • Portable MBA in Entrepreneurship
Small Business Resource Center also includes a wide variety of business journals including: • Better Asset Management • Black Enterprise
• Auditing: A Journal of Practice & Theory • Direct Marketing • Financial Management • Family Business Review • Modern Machines For more information, contact your Gale Representative or visit http://gale.cengage.com/SmallBusiness/.
http://gale.cengage.com/world
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ONLINE DATABASES
Newsletters ASAP
PROMT®
Newsletters ASAP provides library researchers with the timely information and expert perspectives found in today’s most wellread and respected business and industry newsletters. Some of the industries Newsletters ASAP covers include: advertising, marketing and public relations; general business; health and medicine; computers and office automation; food, beverages and nutrition; biotechnology; government and law; pharmaceuticals and cosmetics; and many more. Updated daily, Newsletters ASAP provides instant access to more than 400 full-text newsletters.
Predicast’s Overview of Markets and Technology
For more information, contact your Gale Representative or visit http://gale.cengage.com/world.
For more than 20 years, Predicasts Overview of Markets and Technology has been recognized as the world’s leading multi-industry database for business research. PROMT is noted for comprehensive, reliable and international coverage of companies, products, markets and technologies. In addition, the database features a vast and diverse collection of abstracts and full text from international trade and business journals, industry newsletters, and newspapers. PROMT is the ideal database for conducting first-stop and retrospective searches that answer fundamental and complex business questions, and address a spectrum of business and industry applications. PROMT’s precise and powerful indexing enables searchers to combine products with events and geographic codes, ensuring relevant and focused retrieval. For more information, contact your Gale Representative or visit http://gale.cengage.com/world.
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ONLINE DATABASES
BUSINESS
Business & Industry®
TableBase™
Business & Industry is an acclaimed multi-industry business database with a strong global focus on company, product and industry information. Efficient in concept and design, Business & Industry provides users with indexing that ensures easy and successful searching — plus the valuable facts, figures and trends users will need to gain a strategic and competitive edge. Business & Industry draws its content from more than 1,700 of the world’s most authoritative business publications, including premier trade and business journals, leading industry newsletters, plus a broad collection of regional, national and international newspapers. Business & Industry covers all manufacturing and service industries including the hot new companies, products, brands and applied technologies that are the driving force behind today’s global economy.
Now there’s an easy way to find the tables users want and the strategic data they need, when they need it. TableBase is the database that specializes exclusively in tabular data on companies, industries, products and demographics. Featuring precise indexing, unambiguous table titles and links to full text, there’s nothing like TableBase anywhere. International in scope and covering more than 90 industries, TableBase gives users unprecedented access to thousands of tables that are absolutely indispensable to daily research including:
For more information, contact your Gale Representative or visit http://gale.cengage.com/world.
• Market share
• Company and brand rankings • Imports and exports • Industry and product forecasts • Number of users/outlets • Production and consumption statistics • Trends and demographics
Business & Management Practices
• Usage and capacity • And much more
Business & Management Practices emphasizes the practical side of business and management, namely, how organizations make decisions, adopt and implement new technologies and techniques, and plan for change and expansion. Business & Management Practices offers highly focused coverage of more than 300 core professional and trade journals containing information relevant to the fields of management, planning, production, finance, marketing, information technology and human resources. It also includes management-related articles from more than 300 additional sources. For more information, contact your Gale Representative or visit http://gale.cengage.com/world.
Business & Company Profile ASAP Business & Company Profile ASAP is a comprehensive business periodical collection including more than 200,000 combined directory listings from Graham & Whiteside™ and Ward’s U.S. Business Directory, with an emphasis on private companies. In one fully integrated database, Business and Company Profile ASAP provides access to all the business and management journals, trade journals, newspapers and directories needed for in-depth research on companies, products, markets, industries, economics, and management disciplines. It also provides full-text U.S. and international private and public company directory listings, and full-text PR Newswire releases.
For more information, contact your Gale Representative or visit http://gale.cengage.com/world.
Business Reference Suite Finding relevant business answers has never been easier. Business Reference Suite, an exciting Web-based subscription service, gives you balanced and highly focused full-text coverage of company and industry news, management practices and market research information. By combining the complementary strengths of Business & Industry, Business & Management Practices and TableBase, Gale delivers a comprehensive business research package. Acknowledged for their own distinct focuses and areas of expertise, these databases form a core business reference collection of leading worldwide business sources, plus tens of thousands of tables with strategic data. For more information, contact your Gale Representative or visit http://gale.cengage.com/world.
For more information, contact your Gale Representative or visit http://gale.cengage.com/world.
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ONLINE DATABASES
View corporate profiles, news articles, rankings, financial reports and much more.
Business & Company Resource Center Business & Company Resource Center brings together a wide variety of global business information, enabling users to efficiently research business case studies, competitive intelligence, and career and investment opportunities. The database includes: • Company profiles, including corporate parent/sibling relationships • Industry ranking • Investment reports • Industry statistics • Consumer marketing data • Emerging technology reports • Industry newsletter news and analysis • Global coverage Moreover, a new financials dashboard includes extensive company stock and financial information, charting, audio content, open Web resources and much more. Content highlights include current and historical company stock data, extensive audio content (podcasts and investor conference calls), blogs from the open Web, news articles from the open Web, company press releases and SEC documents. Plus, users can create charts that compare one stock to another, or to a particular index, track their favorite newsfeeds for articles or podcasts by adding them to an RSS reader and share their favorite items via social networking sites like del.icio.us. The dashboard includes five “views” that make navigation easy, and extensive interlinking within the Financials dashboard encourages usage. Plus it offers views into industries, world markets, currency, bank and treasury rates, and much more For more information, contact your Gale Representative or visit http://gale.cengage.com/BusinessRC.
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BUSINESS: GENERAL
Business Plans Handbook
Business Rankings Annual
CHOICE Outstanding Academic Book
RUSA Outstanding Reference Source
NEW VOLUMES
Business Plans Handbook is a collection of actual business plans compiled by entrepreneurs seeking funding for small businesses throughout North America. Each volume presents approximately 25 sample plans taken from businesses in the manufacturing, retail and service industries — only the company names and addresses have been changed. Vol. 11. About 675 pp. 2006. ISBN 978-0-7876-6681-1. (0-7876-6681-5)*. Order #GML00108-185085.
Vol. 11. Now available. eBook ISBN 978-1-4144-0466-0. (1-4144-0466-2)*. Order #GML00108-223171.
Vol. 12. About 675 pp. 2006. ISBN 978-0-7876-6682-8. (0-7876-6682-3)*. Order #GML00108-185086.
Vol. 12. Now available. eBook ISBN 978-1-4144-0985-6. (1-4144-0985-0)*. Order #GML00108-226031.
Vol. 13. About 675 pp. 2007. ISBN 978-0-7876-6683-5. (0-7876-6683-1)*. Order #GML00108-185087.
Vol. 13. 2007. Now available. eBook ISBN 978-1-4144-2889-5. (1-4144-2889-8)*. Order #GML00108-233119.
Vol. 14. About 675 pp. Ready August 2008. ISBN 978-0-7876-9503-3. (0-7876-9503-3)*. Order #GML00108-199628.
Vol. 14. Ready August 2008. eBook ISBN 978-1-4144-3750-7. (1-4144-3750-1)*. Order #GML00108-240625.
U.S. $192.00/vol.
Visit gale.com/gvrl for eBook pricing.
NEW EDITION Working from a bibliographic file Gale editors have built over the years, we have culled thousands of business ranking items from periodicals, newspapers, financial services, directories, statistical annuals and other printed material. The “top ten” of each of these rankings appear in each volume, grouped under standard subject headings for easy browsing. Each edition includes approximately 5,000 entries. Includes a cumulative index to previous editions, published as a separate volume. 2008 Ed. About 2,000 pp. in 2 vols. 2007. ISBN 978-0-7876-9519-4 (0-7876-9519-X)*. Order #GML00108-199644. 2009 Ed. About 2,000 pp. in 2 vols. Ready September 2008. ISBN 978-1-4144-0770-8 (1-4144-0770-X)*. Order #GML00108-226228. U.S. $465.00/2-vol. set. (Includes index.)
Encyclopedia of Business Information Sources NEW EDITION Each updated edition of this detailed resource identifies nearly 35,000 live, print and electronic sources of information listed under more than 1,100 alphabetically arranged subjects — industries and business concepts and practices. Edited by business information expert James Woy.
Previous volumes available in both print and eBook formats. Please contact your Gale Representative.
Consultants & Consulting Organizations Directory NEW EDITION Approximately 26,000 firms and individuals — more than 1,000 new to each edition of this invaluable directory — are listed, arranged into subject sections covering 14 general fields of consulting activity ranging from agriculture to computer technology. In all, more than 400 specialties are represented, including finance, computers, fundraising and many others. Entries provide complete contact information as well as concise descriptions of each organization’s activities. Includes a free inter-edition supplement.
23rd Ed. About 1,200 pp. Ready March 2008. ISBN 978-0-7876-9703-7 (0-7876-9703-6)*. Order #GML00108-199828. U.S. $500.00/edition.
GALE eBOOKS 31st Ed. About 3,000 pp. in 2 vols. Ready January 2008. ISBN 978-0-7876-9546-0 (0-7876-9546-7)*. Order #GML00108-199671. U.S. $1,090.00/2-vol. set. (includes mid-year supplement)
Many of these great references are also available electronically through the Gale Virtual Reference Library (see p. R3). From literature, history and science to biography, law and business, you can now provide often-requested titles to multiple users 24 hours a day. Look for the symbol throughout this catalog to identify these titles. For more information and a complete list of titles visit http://gale.cengage.com/gvrl.
http://gale.cengage.com/world
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BUSINESS: GENERAL
The Encyclopedia of Management
Small Business Sourcebook NEW EDITION In this annual twovolume annotated guide, you’ll discover more than 27,000 listings of live and print sources of information designed to facilitate the start-up, development and growth of specific small businesses, as well as more than 29,000 similar listings for small business topics.
NEW EDITION
This updated fifth edition of Encyclopedia of Management covers more than 300 topics in management theories and applications, written by academics and business professionals. All information has been reviewed and edited by the esteemed Dr. Marilyn M. Helms, sesquicentennial endowed chair and professor of management at Dalton State College. 5th Ed. About 1,000 pp. 2006. ISBN 978-0-7876-6556-2. (0-7876-6556-8)*. Order #GML00108-182577.
5th Ed. Now available. eBook ISBN 978-1-4144-0478-3. (1-4144-0478-6)*. Order #GML00108-223179.
6th Ed. About 1,000 pp. Ready November 2008. ISBN 978-1-4144-0691-6. (1-4144-0691-6)*. Order #GML00108-225901.
6th Ed. Ready November 2008. eBook ISBN 978-1-4144-3803-0. (1-4144-3803-6)*. Order #GML00108-240679.
U.S. $329.00/edition.
Visit gale.com/gvrl for eBook pricing.
22nd Ed. About 3,900 pp. in 2 vols. 2007. ISBN 978-0-7876-8856-1 (0-7876-8856-8)*. Order #GML00108-193759. U.S. $499.00/2-vol. set. 23rd Ed. About 3,900 pp. in 2 vols.. Ready January 2008. ISBN 978-0-7876-9950-5 (0-7876-9950-0)*. Order #GML00108-220081. U.S. $535.00/2-vol. set. 24th Ed. About 3,900 pp. in 2 vols.. Ready October 2008. ISBN 978-1-4144-2175-9 (1-4144-2175-3)*. Order #GML00108-230941. U.S. $550.00/2-vol. set.
Encyclopedia of Products & Industries — Manufacturing NEW TITLE Encyclopedia of Products & Industries is designed to assist college students who need to research products and the relationships between products and their industries. It will help users explore various aspects of a product, the manufacturers, suppliers, immediate and adjacent industries and markets. This 2-volume set will emphasize manufacturers of durable goods such as tires, automobiles, appliances, business equipment, home furnishings and sporting goods. Tables, charts and statistics augment essays and include market size, market share and market segments each product is sold into. 1st Ed. About 1200 pp. in 2 vols. 2007. ISBN 978-1-4144-2983-0 (1-4144-2983-5)*. Order #GML00108-233623. U.S. $740.00.
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Business Organizations, Agencies, and Publications Directory Business Organizations, Agencies, and Publications Directory is a comprehensive and convenient guide to a wide range of business information sources. In addition to a wealth of business publication listings, Business Organizations, Agencies, and Publications Directory includes thousands of organizations and agencies that promote, coordinate, represent, study, and serve business and industry worldwide. Each revised and updated edition includes more than 40,000 entries. New features include expanded Canadian coverage; e-mail addresses, Web sites and URLs added to the contact information; and broader coverage in many of its 32 chapters. 19th Ed. About 2,200 pp. 2006. ISBN 978-0-7876-7829-6 (0-7876-7829-5)*. Order #GML00108-192733. U.S. $664.00.
http://gale.cengage.com/world
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BUSINESS: GENERAL
Company Profiles for Students The three volumes in the first edition covered approximately 280 of the prominent companies most studied by students. Entries follow a standard set of rubrics to facilitate comparison between companies. Company logos, illustrations and ticker symbols, current market share, new products and where to write for an annual report also are included. The third volume provides coverage of an additional 125 companies. 1st Ed. About 2,400 pp. in 3 vols. 19992003. ISBN 978-0-7876-4890-9. (0-7876-4890-6)*. Order #GML00108-114934. U.S. $369.00/3-vol. set.
Now available. eBook ISBN 978-0-7876-9268-1. (0-7876-9268-9)*. Order #GML00108-197879. Visit gale.com/gvrl for eBook pricing.
Volumes also available individually. Contact your Gale Representative for details.
Encyclopedia of Small Business Library Journal Best Reference Source
This convenient and exhaustive print reference source is designed to provide entrepreneurs with how-to information that they can apply to their own business. The Encyclopedia contains detailed articles and overviews of all the key information needs of small business owners, including financing; financial planning; business plan creation; market analysis; sales strategy; tax planning and more. 3rd Ed. About 1,200 pp. in 2 vols. 2006. ISBN 978-0-7876-9112-7. (0-7876-9112-7)*. Order #GML00108-194858. U.S. $550.00/2-vol. set.
Encyclopedia of Business and Finance “Accessible to high-school and college students, laypersons, business people, and researchers, this outstanding reference work will quickly become a classic and will be well used in all types of libraries.” — Reference Books Bulletin/Booklist (June 1 & 15, 2001)
Designed for the nonspecialist, the Encyclopedia of Business and Finance is a complete reference covering finance and banking; accounting; marketing; management; and information systems. Contributors include academics and business scholars from leading business programs. The new completely revised second edition includes 315 signed essays. 2nd Ed. 794 pp. in 2 vols. 2006. ISBN 978-0-02-866061-5. (0-02-866061-7)*. Order #GML00108-221050. U.S. $367.00/2-vol. set.
Now available. eBook ISBN 978-0-02-866081-3. (0-02-866081-1)*. Order #GML00108-225994. Visit gale.com/gvrl for eBook pricing.
Encyclopedia of Major Marketing Campaigns “This compilation delivers admirably on the promises in its introduction and should be held by every public, special, or university library that serves marketing or advertising professionals or students.” — Library Journal (May 15, 2000; on the first edition)
The second volume explores nearly 475 major marketing and advertising campaigns from 1999-2006. Entries profile recent print, radio, television, billboard and Internet campaigns. Each essay discusses the historical context of the campaign, the target market, the competition, marketing strategy, and the outcome. Photos and sidebars enhance the text. Vol. 2 About 2,000 pp. 2006. ISBN 978-0-7876-7356-7. (0-7876-7356-0)*. Order #GML00108-186421. U.S. $356.00.
Everyday Finance Economics, Personal Money Management & Entrepreneurship NEW TITLE Everyday Finance: Economics, Personal Money Management, and Entrepreneurship provides a mix of basic and practical information on economics, personal money management, and starting a business. The authors show how various financial institutions and the stock market work; shed light on social security; examine basic business and accounting practices; and demonstrate how to manage and make money in everyday life.
Everyday Finance contains 300 topical entries ranging in length from 250 to 1,500 words that are organized into 3 units: How the Economy Works, Personal Finance: Buying, Borrowing, Saving, and Insuring, and The World of Business. This set includes more than 200 photographs and 40 charts; extensive cross-references; sources for further study; and a cumulative general index. 1st Ed. Ready April 2008. ISBN 978-1-4144-1049-4. (1-4144-1049-2)*. Order #GML00108-226269. U.S. $195.00.
1st Ed. Ready July 2008. eBook ISBN 978-1-4144-2929-8. (1-4144-2929-0)*. Order #GML00108-233164. Visit gale.com/gvrl for eBook pricing.
Small Business Resource Center — access business plans, legal forms, anything for a small business entrepreneur online. See p.R7.
Now available. eBook ISBN 978-1-4144-0607-7. (1-4144-0607-X)*. Order #GML00108-224029. Visit gale.com/gvrl for eBook pricing.
http://gale.cengage.com/world
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Now available. eBook ISBN 978-1-4144-1040-1. (1-4144-1040-9)*. Order #GML00108-225995. Visit gale.com/gvrl for eBook pricing.
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BUSINESS: U.S.
American Wholesalers and Distributors Directory
Encyclopedia of American Industries
NEW EDITION American Wholesalers and Distributors Directory provides detailed listings for more than 30,000 large and small wholesalers and distributors throughout the U.S and Puerto Rico. Entries include the name and address of the organization; phone and fax numbers; company e-mail and URL addresses; SIC code; principal product lines; total number of employees; estimated annual sales volume; and a list of principal officers with titles and personal e-mail addresses when available.
The fourth edition of this widely acclaimed business reference provides detailed, comprehensive information on a wide range of industries in every realm of American business. Volume 1 provides separate coverage of approximately 460 manufacturing industries. Volume 2 presents more than 500 essays covering the vast array of service and non-manufacturing industries in the U.S. Essays are organized by SIC code but also note NAICS code(s) in each essay.
17th Ed. About 1,900 pp. Ready March 2008. ISBN 978-1-4144-0656-5 (1-4144-0656-8)*. Order #GML00108-225597. U.S. $335.00/edition.
4th Ed. About 3,500 pp. in 2 vols. 2005. ISBN 978-0-7876-9061-8. (0-7876-9061-9)*. Order #GML00707-194212. U.S. $778.00/2-vol. set.
Brands and Their Companies
Now available. eBook ISBN 978-0-7876-9370-1. (0-7876-9370-7)*. Order #GML00707-198537. Visit gale.com/gvrl for eBook pricing.
Also available individually. Contact your Cengage Gale Representative for details.
NEW EDITION This source lists manufacturers and distributors from small businesses to large corporations, from both the public and private sectors, offering complete coverage of more than 426,000 U.S. consumer brands; 115,000 manufacturers, importers or distributors; and companies that are out of business as well as brands that are no longer in production or are now considered generic. 30th Ed. in 3-vols. Ready January 2008. ISBN 978-0-7876-9990-1 (0-7876-9990-X)*. Order #GML00108-220121. U.S. $1,196.003-vols. set. (includes mid-year supplement)
Companies and Their Brands NEW EDITION This convenient rearrangement of Brands and Their Companies is an alphabetical list sorted by manufacturers, distributors and importers.
Manufacturing & Distribution USA NEW EDITION Manufacturing & Distribution USA presents statistics on more than 600 NAICS classifications in the manufacturing, wholesaling and retail industries. Information is compiled from the most recent government publications and includes projections, maps and graphics. This new edition also features enhanced coverage of input-output data by industrial sector when available as well as classifications of leading public and private corporations in each industry. 4th Ed. About 2,500 pp. in 3 vols. 2006. ISBN 978-0-7876-7440-3. (0-7876-7440-0)*. Order #GML00108-187021. U.S. $435.00/3-vol. set. 5th Ed. About 2,500 pp. in 3 vols. Ready September 2008. ISBN 978-1-4144-0867-5. (1-4144-0867-6)*. Order #GML00108-226191. U.S. $467.00/3-vol. set.
Now available. eBook ISBN 978-1-4144-1268-9. (1-4144-1268-1)*. Order #GML00108-226797.
5th Ed. Ready September 2008. eBook ISBN 978-1-4144-3829-0. (1-4144-3829-X)*. Order #GML00108-240703. Visit gale.com/gvrl for eBook pricing.
30th Ed. About 3,200 pp. in 2 vols. Ready January 2008. ISBN 978-0-7876-9994-9 (0-7876-9994-2)*. Order #GML00108-220125. U.S. $820.00/2-vol. set.
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http://gale.cengage.com/world
1/6/09 6:44:36 PM
BUSINESS: U.S.
National Directory of Minority-Owned Business Firms NEW EDITION
Detailed entries furnish up to 17 points of data on more than 47,000 minority business enterprises. Includes complete address, contact name, minority type, date founded, certification status, trading area, business description, number of employees and sales volume. Published by Business Research Services. Distributed to all markets worldwide non-exclusively by Gale. 14th Ed. About 1,100 pp. 2007. ISBN 978-0-933527-85-0. (0-933527-85-3)*. Order #GML00108-239463. U.S. $295.00.
National Directory of Woman-Owned Business Firms NEW EDITION
More than 28,000 entries include up to 17 points of data about each firm. Each business listing is arranged first by alphabet, then by SIC code and business description, and geographically by state and city locations. Published by Business Research Services. Distributed to all markets worldwide non-exclusively by Gale. 14th Ed. About 1,100 pp. 2007. ISBN 978-0-933527-86-7. (0-933527-86-1)*. Order #GML00108-239464. U.S. $295.00.
F & S Index® — United States F & S Index — United States provides a compilation of company, product and industry information from financial publications, business-oriented newspapers, trade magazines and special reports. Published monthly with quarterly and annual cumulated editions. 2007 Cumulative. 2007. ISBN 978-1-4144-0071-6 (1-4144-0071-3)*. Order #GML00108-220344. U.S. $1,917.00/edition. 2008 Subscription. Ready February 2008. ISBN 978-1-4144-0723-4 (1-4144-0723-8)*. Order #GML00108-226076. U.S. $1,917.00/edition.
Consumer USA Published by Euromonitor International NEW EDITION ◆ This annually updated resource provides you with a textual overview of economic, social and consumer market trends in the U.S., focusing on such aspects as international trade and the role of the U.S. within both the North American region and globally, together with analysis of macroeconomic indicators, marketing and demographic trends. Next, you’ll find a broad range of statistics outlining major marketing parameters, including demographic data, ownership rates for key consumer goods and retailing information. Lastly, it combines extensive coverage of 330 consumer markets, including volume and value sales data, market sizes in per capita and volume and value terms, together with forecasts. Published by Euromonitor International. Distributed to libraries in North America exclusively and to other markets in North America and Australasia non-exclusively by Gale. 12th Ed. 2008. About 400 pp. 2007. ISBN 978-1-84264-448-5 (1-84264-448-3)*. Order #GML00108-234234. 13th Ed. 2008. About 400 pp. Ready November 2008. ISBN TBD (TBD)*. Order #GML00108-239470. U.S. $995.00/edition.
Encyclopedia of the History of American Management Presents an informative overview of key figures in the development of North American management, covering management practices, economic development and business culture in the United States and beyond. Edited by University of Exeter’s Morgan Witzel, honorary senior fellow at the school of business and economics, and written by more than 50 contributors from colleges and universities worldwide, contain more than 260 biographical entries that provide key insight on how the figure’s work and/or management style has impacted today’s business practices. Published by Thoemmes Continuum. Distributed to all markets worldwide non-exclusively by Gale. 1st Ed. 564 pp. 2005. ISBN 978-1-84371-131-5 (1-84371-131-1)*. Order #GML00108-224561. U.S. $195.00.
Business & Company Resource Center — access up-to-date business, company and industry information online. See p.R10.
http://gale.cengage.com/world
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BUSINESS: US / INTERNATIONAL
Ward’s Business Directory of U.S. Private and Public Companies NEW EDITION
Ward’s now lists more than 112,000 companies, 90% of which are private. Volumes 1, 2 and 3 provide current company information in a single A-Z arrangement. Volume 4 is a geographic company listing, offering at-a-glance evaluations of industry activity through rankings and analysis. Consult Volume 5 for national rankings by sales within SIC codes at the 4-digit level; Volume 8 presents these rankings by NAICS codes. Volumes 6 and 7 rank companies in each state by sales within 4-digit SIC codes and provide brief evaluations of industry activity of leading companies for each state. Also available on CD-ROM and on GDL.
BUSINESS: INTERNATIONAL
Source: Euromonitor Published by Euromonitor international NEW TITLE ◆ Formerly known as the World Directory of Marketing Information Sources, the fully revised title from Euromonitor International provides details on the key business research organizations across 82 countries worldwide. This directory has full contact details for more than 22,000 providers of marketing information from around the world, including trade associations, market research publishers, trade development bodies and official organizations. 1st Ed. in 3 vols. Ready February 2008. ISBN 978-1-84264-459-1 (1-84264-459-9)*. Order #GML00108-239079. U.S. $1,890.00.
50th Ed. About 18,000 pp. in 8 vols. 2007. Vols. 1-8. ISBN 978-0-7876-8996-4 (0-7876-8996-3)*. Order #GML00108-193899. U.S. $3,385.00/8-vol. set. (Includes inter-edition supplement.) Vols. 1-5. ISBN 978-0-7876-9017-5 (0-7876-9017-1)*. Order #GML00108-193920. U.S. $2,875.00/5-vol. set. (Includes inter-edition supplement.)
◆ Euromonitor International products are distributed to libraries in North America exclusively and to all other markets worldwide non-exclusively by GaleTM.
Vols. 1-4. ISBN 978-0-7876-9011-3 (0-7876-9011-2)*. Order #GML00108-193914. U.S. $2,540.00/4-vol. set. Vol. 5. ISBN 978-0-7876-9014-4 (0-7876-9014-7)*. Order #GML00108-193917. U.S. $1,345.00. Vols. 6-7. ISBN 978-0-7876-9008-3 (0-7876-9008-2)*. Order #GML00108-193911. U.S. $1,345.00/2-vol. set. Vol. 8. ISBN 978-0-7876-9020-5 (0-7876-9020-1)*. Order #GML00108-193923. U.S. $910.00. 51st Ed. About 18,000 pp. in 8-vols. Ready August 2008. ISBN 978-1-4144-0005-1 (1-4144-0005-5)*. Order #GML00108-220136. U.S. $3,622.00/8-vol. set. (includes inter-edition supplement) Vols. 1-5. Ready August 2008. ISBN 978-1-4144-0015-0 (1-4144-0015-2)*. Order #GML00108-220146. U.S. $3,076.00/5-vol. set. (includes inter-edition supplement) Vols.1-4. Ready August 2008. ISBN 978-1-4144-0013-6 (1-4144-0013-6)*. Order #GML00108-220144. U.S. $2,718.00/4-vol. set. Vol. 5. Ready August 2008. ISBN 978-1-4144-0014-3 (1-4144-0014-4)*. Order #GML00108-220145. U.S. $1,439.00. Vols. 6-7. Ready August 2008. ISBN 978-1-4144-0012-9 (1-4144-0012-8)*. Order #GML00108-220143. U.S. $1,439.00/2-vol. set. Vol. 8. Ready August 2008. ISBN 978-1-4144-0016-7 (1-4144-0016-0)*. Order #GML00108-220147. U.S. $974.00.
GALE eBOOKS Many of these great references are also available electronically through the Gale Virtual Reference Library (see p. R3). From literature, history and science to biography, law and business, you can now provide often-requested titles to multiple users 24 hours a day. Look for the symbol throughout this catalog to identify these titles. For more information and a complete list of titles visit http://gale.cengage.com/gvrl.
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http://gale.cengage.com/world
1/6/09 6:44:39 PM
BUSINESS: INTERNATIONAL
Consumer Asia
Consumer International
Published by Euromonitor International
Published by Euromonitor International
NEW EDITION
◆ Fully updated and expanded, the latest edition
of Consumer Asia now contains more statistical data than ever and is the tool to consult for Asian consumer intelligence. Country coverage includes China, Hong Kong, India, Indonesia, Malaysia, Philippines, Singapore, South Korea, Taiwan, Thailand and Vietnam. 15th Ed. About 630 pp. Ready January 2008. ISBN 978-1-8426-4456-0 (1-8426-4456-4)*. Order #GML00108-234236. U.S. $995.00.
NEW EDITION ◆ This regularly updated compendium provides detailed statistical profiles of 24 major non-European markets. These range from major world economies such as the USA and Japan, to less-developed but fast-growing countries in Latin America and the Pacific Rim. Product data commences with an overview of basic parameters and then covers the major consumer goods categories.
Consumer China
14th Ed. About 530 pp. 2007. ISBN: 978-1-84264-435-5 (1-84264-435-1)*. Order #GML00108-234240.
Published by Euromonitor International
15th Ed. About 530 pp. Ready August 2008. ISBN TBD (TBD)*. Order #GML00108-239469.
◆ Consumer China provides an analysis of market opportunities in China and presents a wide range of statistical information covering marketing parameters and specific data on key consumer markets. This new edition is fully updated, expanded and revised.
U.S. $995.00/edition.
Consumer Latin America Published by Euromonitor International NEW EDITION ◆ Consumer Latin America presents the latest facts and figures necessary to conduct successful business operations in any of the six countries covered (Argentina, Brazil, Chile, Colombia, Mexico and Venezuela).
14th Ed. About 200 pp. 2007. ISBN 978-1-84264-450-8. (1-84264-450-5)*. Order #GML00108-234235. U.S. $995.00.
Consumer Eastern Europe Published by Euromonitor International NEW EDITION
◆ Country-by-country
profiles examine important marketing parameters, including demographics, economic indicators, advertising and media access, consumer expenditure and retail distribution in Eastern Europe.
15th Ed. About 400 pp. 2007. ISBN 978-1-8426-4445-4 (1-8426-4445-9)*. Order #GML00108-234238. 16th Ed. About 400 pp. Ready October 2008. ISBN TBD (TBD)*. Order #GML00108-239472. U.S. $995.00/edition.
Consumer Western Europe Published by Euromonitor International NEW EDITION ◆ Covering 240 standardized product categories from around the world, Consumer Western Europe not only brings together otherwise scattered data on value and volume market sizes in 16 West European countries, it also provides users with valuable trend data and expertly calculated forecasts with which to plan future strategies.
15th Ed. About 600 pp. 2007. ISBN 978-1-84264-436-2 (1-84264-436-X)*. Order #GML00108-234241. 16th Ed. About 600 pp. Ready August 2008. ISBN TBD (TBD)*. Order #GML00108-239468. U.S. $995.00/edition.
Consumer Middle East Published by Euromonitor International NEW EDITION
◆ Consumer Middle East
provides authoritative market data for more than 100 consumer sectors in five countries: Egypt, Israel, Saudi Arabia, Turkey and the United Arab Emirates.
10th Ed. About 325 pp. Ready February 2008. ISBN 978-1-84264-457-7. (1-84264-457-2)*. Order #GML00707-234237. U.S. $995.00/edition.
23rd Ed. About 620 pp. 2007. ISBN 978-1-84264-434-8 (1-84264-434-3)*. Order #GML00108-199378. 24th Ed. About 620 pp. Ready July 2008. ISBN TBD (TBD)*. Order #GML00108-239481. U.S. $995.00/edition.
◆ Euromonitor International products are distributed to libraries in North America exclusively and to all other markets worldwide non-exclusively by GaleTM.
http://gale.cengage.com/world
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BUSINESS: INTERNATIONAL
International Directory of Company Histories
Vol. 89. 2007. ISBN 978-1-55862-593-8. (1-55862-593-3)*. Order #GML00108-220180.
Vol. 89. Now available. eBook ISBN 978-1-4144-2973-1. (1-4144-2973-8)*. Order #GML00108-233337.
NEW VOLUMES This multi-volume series provides detailed histories of more than 8,500 of the most influential companies worldwide.
Vol. 90. 2007. ISBN 978-1-55862-594-5. (1-55862-594-1)*. Order #GML00108-220181.
Vol. 90. Now available. eBook ISBN 978-1-4144-2974-8. (1-4144-2974-6)*. Order #GML00108-233338.
Vol. 91. Ready February 2008. ISBN 978-1-55862-612-6. (1-55862-612-3)*. Order #GML00108-226215.
Vol. 91. Ready February 2008. eBook ISBN 978-1-4144-2975-5. (1-4144-2975-4)*. Order #GML00108-233339.
Vol. 92. Ready March 2008. ISBN 978-1-55862-613-3. (1-55862-613-1)*. Order #GML00108-226216.
Vol. 92. Ready March 2008. eBook ISBN 978-1-4144-2976-2. (1-4144-2976-2)*. Order #GML00108-233340.
Vol. 93. Ready May 2008. ISBN 978-1-55862-614-0. (1-5586-2614-X)*. Order #GML00108-226217.
Vol. 93. Ready May 2008. eBook ISBN 978-1-4144-2977-9. (1-4144-2977-0)*. Order #GML00108-233341.
Vol. 94. Ready July 2008. ISBN 978-1-55862-615-7. (1-55862-615-8)*. Order #GML00108-226218.
Vol. 94. Ready July 2008. eBook ISBN 978-1-4144-2978-6. (1-4144-2978-9)*. Order #GML00108-233342.
Vol. 95. Ready August 2008. ISBN 978-1-55862-616-4. (1-5586-2616-6)*. Order #GML00108-226219.
Vol. 95. Ready August 2008. eBook ISBN 978-1-4144-2979-3. (1-4144-2979-7)*. Order #GML00108-233343.
Vol. 96. Ready September 2008. ISBN 978-1-55862-617-1. (1-55862-617-4)*. Order #GML00108-226220.
Vol. 96. Ready September 2008. eBook ISBN 978-1-4144-2980-9. (1-4144-2980-0)*. Order #GML00108-233344.
Vol. 97. Ready November 2008. ISBN 978-1-55862-618-8. (1-55862-618-2)*. Order #GML00108-226221.
Vol. 97. Ready November 2008. eBook ISBN 978-1-4144-2981-6. (1-4144-2981-9)*. Order #GML00108-233345.
Vol. 98. Ready December 2008. ISBN 978-1-55862-619-5. (1-5586-2619-0)*. Order #GML00108-226222.
Vol. 98. Ready December 2008. eBook ISBN 978-1-4144-2982-3. (1-4144-2982-7)*. Order #GML00108-233346.
U.S. $259.00/vol.
Visit gale.com/gvrl for eBook pricing.
About 700 pp./vol. Vol. 75. 2006. ISBN 978-1-55862-579-2. (1-55862-579-8)*. Order #GML00108-220168.
Vol. 75. Now available. eBook ISBN 978-1-55862-623-2. (1-55862-623-9)*. Order #GML00108-226002.
Vol. 76. 2006. ISBN 978-1-55862-580-8. (1-55862-580-1)*. Order #GML00108-220169.
Vol. 76. Now available. eBook ISBN 978-1-55862-624-9. (1-55862-624-7)*. Order #GML00108-226003.
Vol. 77. 2006. ISBN 978-1-55862-581-5. (1-55862-581-X)*. Order #GML00108-220170.
Vol. 77. Now available. eBook ISBN 978-1-55862-625-6. (1-55862-625-5)*. Order #GML00108-226004.
Vol. 78. 2006. ISBN 978-1-55862-582-2. (1-55862-582-8)*. Order #GML00108-220171.
Vol. 78. Now available. eBook ISBN 978-1-55862-626-3. (1-55862-626-3)*. Order #GML00108-226005.
Vol. 79. 2006. ISBN 978-1-55862-583-9. (1-55862-583-6)*. Order #GML00108-220172.
Vol. 79. Now available. eBook ISBN 978-1-55862-627-0. (1-55862-627-1)*. Order #GML00108-226006.
Vol. 80. 2006. ISBN 978-1-55862-584-6. (1-55862-584-4)*. Order #GML00108-220173.
Vol. 80. Now available. eBook ISBN 978-1-55862-628-7. (1-55862-628-X)*. Order #GML00108-226007.
Vol. 81. 2006. ISBN 978-1-55862-585-3. (1-55862-585-2)*. Order #GML00108-220174.
Vol. 81. Now available. eBook ISBN 978-1-55862-629-4. (1-55862-629-8)*. Order #GML00108-226008.
Vol. 82. 2006. ISBN 978-1-55862-586-0. (1-55862-586-0)*. Order #GML00108-220175.
Vol. 82. Now available. eBook ISBN 978-1-55862-630-0. (1-55862-630-1)*. Order #GML00108-226009.
Vol. 83. 2007. ISBN 978-1-55862-587-7. (1-55862-587-9)*. Order #GML00108-220176.
Vol. 83. Now available. eBook ISBN 978-1-4144-2967-0. (1-4144-2967-3)*. Order #GML00108-233331.
Vol. 84. 2007. ISBN 978-1-55862-588-4. (1-55862-588-7)*. Order #GML00108-220177.
Vol. 84. Now available. eBook ISBN 978-1-4144-2968-7. (1-4144-2968-1)*. Order #GML00108-233332.
Vol. 85. 2007. ISBN 978-1-55862-589-1. (1-55862-589-5)*. Order #GML00108-220178.
Vol. 85. Now available. eBook ISBN 978-1-4144-2969-4. (1-4144-2969-X)*. Order #GML00108-233333.
Vol. 86. 2007. ISBN 978-1-55862-590-7. (1-55862-590-9)*. Order #GML00108-220186.
Vol. 86. Now available. eBook ISBN 978-1-4144-2970-0. (1-4144-2970-3)*. Order #GML00108-233334.
Vol. 87. 2007. ISBN 978-1-55862-591-4. (1-55862-591-7)*. Order #GML00108-200187.
Vol. 87. Now available. eBook ISBN 978-1-4144-2971-7. (1-4144-2971-1)*. Order #GML00108-233335.
Vol. 88. 2007. ISBN 978-1-55862-592-1. (1-55862-592-5)*. Order #GML00108-220179.
Vol. 88. Now available. eBook ISBN 978-1-4144-2972-4. (1-4144-2972-X)*. Order #GML00108-233336.
U.S. $259.00/vol.
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Entire backfile now available online on Gale Virtual Reference Library!
eBook Vols 1-58 available as set. Please contact your Gale Representative for pricing. eBook ISBN: 978-1-55862-703-1 Order # GML00108-239473 Previous volumes available in both print and eBook formats. Please contact your Gale Representative.
Bundle Now Now you may order eBooks in addition to print titles and enjoy special discounts. Contact your Library Sales Representative for details or email
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1/6/09 6:44:42 PM
BUSINESS: INTERNATIONAL
European Marketing Data and Statistics
International Marketing Data & Statistics
Published by Euromonitor International
Published by Euromonitor International
◆ This acclaimed annual compendium of statistical information on 44 countries of Western and Eastern Europe provides a wealth of detailed information. Data is presented in spreadsheet format and a number of extrapolated tables have been included, together with graphs, marketing maps and diagrams. The data coverage includes a considerable number of long-term trends, which permits the analysis of socioeconomic patterns over a longer time span as a basis for forecasting. The inclusion of figures from the most recent complete year for key parameters ensures that up-to-date information is available for analysis. NEW EDITION
43rd Ed. About 475 pp. 2007. ISBN 978-1-8426-4453-9 (1-8426-4-453-X)*. Order #GML00108-234273. 44th Ed. About 475 pp. Ready December 2008. ISBN TBD (TBD)*. Order #GML00108-239482.
NEW EDITION ◆ This companion volume to Euromonitor’s European Marketing Data & Statistics contains statistical coverage for 161 countries around the world outside Europe. With data on business and marketing parameters, including education, consumer expenditure and population trends and forecasts, this handbook is an excellent starting point for international market information. Comprehensively indexed, with a directory of information sources, it is a proven and indispensable marketing tool. 32nd Ed. About 600 pp. 2007. ISBN 978-1-84264-454-6 (1-84264-454-8)*. Order #GML00108-234274. 33rd Ed. About 600 pp. Ready December 2008. ISBN TBD (TBD)*. Order #GML00108-239484. U.S. $650.00/edition.
Market Share Reporter
U.S. $650.00/edition.
World Retail Data and Statistics Published by Euromonitor International NEW EDITION ◆ This new publication allows instant access to an extensive range of hard-to-find yet essential retailing data. The single volume offers users with detailed information spanning 51 countries worldwide. Data is presented in a series of clear and concise tables, making it easy to compare trends across countries and regions. Use World Retail Data and Statistics to target sales opportunities; model distribution trends; track global retailing movements; pinpoint new outlets; forecast trends; formulate new strategies; develop sales plans; and more.
NEW EDITION Providing global coverage in a new, two-volume format, Market Share Reporter presents comparative business statistics in a clear, straightforward manner, providing an overview of international companies, products and services. A convenient arrangement by four-digit SIC code helps business decisionmakers and researchers easily access needed data for more than 2,000 entries. Each entry features a descriptive title; data and market description; a list of producers/products along with their market share; and more. (Previously published as Market Share Reporter and World Market Share Reporter.) 2007 Ed. About 1,000 pp. in 2 vols. 2006. ISBN 978-0-7876-8609-3 (0-7876-8609-3)*. Order #GML00108-193512. 2008 Ed. About 1,000 pp. in 2 vols. 2007. ISBN 978-0-7876-8610-9 (0-7876-8610-7)*. Order #GML00108-193513. 2009 Ed. About 1,000 pp. Ready September 2008. ISBN 978-1-4144-0871-2 (1-4144-0871-4)*. Order #GML00108-226237. U.S. $588.00/2-vol. set.
Telecommunications Directory
4th Ed. About 300 pp. 2006. ISBN 978-1-8426-4428-7 (1-84264-428-9)*. Order #GML00108-230423.
NEW EDITION Telecommunications Directory provides detailed information on more than 9,000 global telecommunications companies providing a range of products and services.
5th Ed. About 300 pp. Ready September 2008. ISBN TBD (TBD)*. Order #GML00108-239488. U.S. $645.00/edition.
17th Ed. About 2,500 pp. in 2 vols. 2007. ISBN 978-0-7876-8097-8 (0-7876-8097-4)*. Order #GML00108-193000. U.S. $750.00/2-vol. set. 18th Ed. About 2,500 pp. Ready May 2008. ISBN 978-0-7876-9626-9 (0-7876-9626-9)*. Order #GML00108-199751. U.S. $803.00/2-vol. set.
http://gale.cengage.com/world
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BUSINESS: INTERNATIONAL
Trade Shows Worldwide NEW EDITION Each edition of this annual resource includes listings for more than 10,000 trade shows; approximately 6,000 trade show sponsoring organizations; and more than 5,900 facilities, services and information sources on trade shows and exhibitions held in the United States and around the globe.
24th Ed. About 1,900 pp. 2007. ISBN 978-0-7876-8969-8 (0-7876-8969-6)*. Order #GML00108-193872. U.S. $480.00. 25th Ed. About 1,900 pp. Ready June 2008. ISBN 978-0-7876-9997-0 (0-7876-9997-7)*. Order #GML00108-220128. U.S. $500.00.
World Consumer Lifestyles Databook: Key Trends Published by Euromonitor International NEW EDITION ◆ A statistical book focusing on people rather than products, this publication presents population segments, lifestyle indicators and socioeconomic parameters for 71 countries, giving you a complete understanding of consumers worldwide. Examples of data captured: crime and medical statistics, population for major cities, number of children per household, marital status, migration numbers, household dwelling types, number of pets per household and more. Data is displayed in tabular format, and coverage spans 11 years. 7th Ed. About 500 pp. Ready March 2008. ISBN 978-1-8426-4-466-9 (1-84264-466-1)*. Order #GML00108-234239. U.S. $1,190.00.
World Environmental Databook Published by Euromonitor International
◆ The World Environmental Databook presents a wealth of up-to-date environmental statistics across 71 countries worldwide. It provides an insight into the state of the environment of each nation and includes detailed data on land area, agricultural use and output, energy resources, output and consumption, pollution, waste management, pesticide consumption and conservation. Identify trends between countries and make comparisons such as which countries are the most environmentally friendly or which are causing the most pollution. The inclusion of a series of unique comparative world environmental rankings allows you to compare the relative position of each of the 71 countries. 1st Ed. 2006. ISBN 978-1-8426-4396-9. (1-84264-396-7)*. Order #GML00108-230443. U.S. $650.00.
World Income Distribution Published by Euromonitor International NEW EDITION ◆ If you want to know how many households have an income in a given income bracket or the income of a specific age group (15-19 year olds for example), or indeed how many households fit into a certain income band, then World Income Distribution has the answers. All data is fully comparable over 71 countries, making this an invaluable research tool for anyone looking to understand and analyze income patterns worldwide. 5th Ed. About 350 pp. 2007. ISBN 978-1-84264-440-9 (1-84264-440-8)*. Order #GML00108-234270. 6th Ed. About 350 pp.. Ready September 2008. ISBN TBD (TBD)*. Order #GML00108-239489. U.S. $995.00/edition.
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World Directory of Business Information Libraries Edition 6 Published by Euromonitor International
◆ Industry magazines, newsletters and journals are invaluable information sources when researching new markets and promoting products to new customers. In this specialist directory we list 1,700 trade and business journals, providing full contact details for the publisher, together with coverage, readership, frequency, price and circulation. Much more than a media directory, this title is a powerful business research tool. 6th Ed. About 350 pp. 2007. ISBN 978-1-84264-415-7 (1-84264-415-7)*. Order #GML00108-230429. U.S. $650.00.
World Directory of Business Information Web Sites Published by Euromonitor International
◆ The latest edition of the World Directory of Business Information Web Sites gives full details of more than 1,500 authoritative sources of business data which are available free on the Internet. Global in scope, it covers all major types of business information, including official statistics, trade association statistics, market research reports, online surveys, top company rankings and company and brand information. 7th Ed. About 200 pp. 2007. ISBN 978-1-84264-383-9 (1-84264-383-5)*. Order #GML00108-226424. U.S. $690.00.
◆ Euromonitor International products are distributed to libraries in North America exclusively and to all other markets worldwide non-exclusively by GaleTM.
http://gale.cengage.com/world
1/6/09 6:44:44 PM
BUSINESS: INTERNATIONAL
World’s Major Companies Series Published by Graham & Whiteside
The Major Companies directories provide quality company information on the leading businesses worldwide. These directories are packed with essential facts and contacts, including address, phone and fax numbers; e-mail and Web addresses; listings of a company’s activities, parents, subsidiaries and agents, brands and trademarks; and financial information for the previous two years. NEW EDITION
Major Companies of Europe 2009 28th Ed. About 5,250 pp. in 7 vols. Ready December 2008. ISBN: 978-1-86099-539-2 (1-86099-539-X)*. Order #GML00108-239499. U.S. $3,220.00/vol. Also available individually: Vol. 1: Southern Europe - Cypress, Greece, Italy, Israel, Malta, Portugal, Spain, Turkey. ISBN: 978-1-86099-532-3 (1-86099-532-2)*. Order #GML00108-239500. Vol. 2: France. ISBN: 978-1-86099-533-0 (1-86099-533-0)*. Order #GML00108-239501. Vol. 3: Germany. ISBN: 978-1-86099-534-7 (1-86099-534-9)*. Order #GML00108-239502. Vol. 4: Benelux Region - Austria, Belgium, Liechtenstein, Luxembourg, Netherlands, Switzerland. ISBN: 978-1-86099-535-4 (1-86099-535-7)*. Order #GML00108-239503. Vol. 5: Scandinavia - Denmark, Finland, Iceland, Norway, Sweden. ISBN: 978-1-86099-536-1 (1-86099-536-5)*. Order #GML00108-239504. Vol. 6: Central Europe – Bulgaria, Czech Republic, Estonia, Hungary, Latvia, Lithuania, Poland, Romania, Slovakia, Slovenia. ISBN: 978-1-86099-537-8 (1-86099-537-3)*. Order #GML00108-239505. Vol. 7: United Kingdom and Ireland. ISBN: 978-1-86099-538-5 (1-86099-538-1)*. Order #GML00108-239506. U.S. $590.00/vol. Major Companies of the Arab World 32nd Ed.: 2009. About 1,300 pp. Ready December 2008. ISBN: 978-1-86099-531-6 (1-86099-531-4)*. Order #GML00108-239492. U.S. $1,400.00. Major Companies of Central & Eastern Europe and the Commonwealth of Independent States 2009 Ed. About 1,300 pp. Ready November 2008. ISBN: 978-1-86099-545-3 (1-86099-545-4)*. Order #GML00108-239498. U.S. $1,530.00. Major Companies of Asia and Australasia 25th Ed.: 2009. About 3,200 pp. in 4 vols. Ready December 2008. ISBN: 978-1-86099-544-6 (1-86099-544-6)*. Order #GML00108-239494. U.S. $2,990.00/4-vol. set. Also available individually: Vol. 1: South East Asia - Brunei, Cambodia, Indonesia, Laos, Malaysia, Myanmar, Philippines, Singapore, Thailand, Vietnam. ISBN: 978-1-86099-540-8 (1-86099-540-3)*. Order #GML00108-239495. U.S. $910.00. Vol. 2: East Asia - People’s Republic of China, Hong Kong, Japan, South Korea, North Korea, Mongolia, Taiwan. ISBN: 978-1-86099-541-5 (1-86099-541-1)*. Order #GML00108-239496. U.S. $1,000.00. Vol. 3: Australasia - Australia, New Zealand, Papua New Guinea. ISBN: 978-1-86099-542-2 (1-86099-542-X)*. Order #GML00108-239497. U.S. $620.00. Vol. 4: Southwest Asia - Bangladesh, Bhutan, India, Nepal, Pakistan, Sri Lanka. ISBN: 978-1-86099-543-9 (1-86099-543-8)*. Order #GML00108-239493. U.S. $810.00.
Major Companies of Africa South of the Sahara 2009 Ed. About 1,300 pp. Ready December 2008. ISBN: 978-1-86099-546-0 (1-86099-546-2)*. Order #GML00108- 239491. U.S. $810.00. Major Companies of Latin America and the Caribbean 2009 Ed. About 1,400 pp. Ready December 2008. ISBN: 978-1-86099-547-7 (1-86099-547-0)*. Order #GML00108-239507. U.S. $1,200.00. Major Chemical and Petrochemical Companies of the World 10th Ed.: 2008. About 1,500 pp. Ready June 2008. ISBN: 978-1-86099-522-4 (1-86099-522-5)*. Order #GML00108-239490. U.S. $1,280.00. Major Energy Companies of the World 11th Ed.: 2008. About 700 pp. Ready May 2008. ISBN: 978-1-86099-523-1 (1-86099-523-3)*. Order #GML00108-239508. U.S. $1,280.00. Major Financial Institutions of the World 11th Ed.: 2008. About 1,900 pp. in 2 vols. Ready May 2008. ISBN: 978-1-86099-526-2 (1-86099-526-8)*. Order #GML00108-239509. U.S. $1,280.00. Major Food and Drink Companies of the World 11th Ed.: 2008. About 1,700 pp. Ready May 2008. ISBN: 978-1-86099-527-9 (1-86099-527-6)*. Order #GML00108-239523. U.S. $1,280.00. Major Information Technology Companies of the World 10th Ed.: 2008. About 700 pp. Ready May 2008. ISBN: 978-1-86099-528-6 (1-86099-528-4)*. Order #GML00108-239512. U.S. $1,280.00. Major Pharmaceutical & Biotechnology Companies of the World 10th Ed.: 2008. About 700 pp. Ready May 2008. ISBN: 978-1-86099-529-3 (1-86099-529-2)*. Order #GML00108-239513. U.S. $1,280.00. Major Telecommunications Companies of the World 11th Ed.: 2008. About 1,000 pp. Ready May 2008. ISBN: 978-1-86099-521-7 (1-86099-521-7)*. Order #GML00108-239514. U.S. $1,280.00.
Graham & Whiteside™ products are distributed to libraries worldwide and to other markets in the U.S. and Canada exclusively by Gale.
◆ Euromonitor International products are distributed to libraries in North America exclusively and to all other markets worldwide non-exclusively by GaleTM.
http://gale.cengage.com/world
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BUSINESS: INTERNATIONAL
World Directory of Trade and Business Associations
World Economic Factbook
Edition 5
“Highly recommended to academic research libraries.” — American Reference Books Annual 1999 (on a previous edition)
Published by Euromonitor International
Published by Euromonitor International “Definitive resource.” — What’s New in Advertising & Marketing (March 1995)
◆ Trade and business associations have always been excellent sources of information. The World Directory of Trade and Business Associations profiles trade and business associations across many countries and market sectors. This resource not only provides contact information, but also covers the activities of thousands of international trade and business associations. 5th Ed. About 350 pp. 2007. ISBN 978-1-84264-414-0 (1-84264-414-9)*. Order #GML00108-230428. U.S. $650.00.
NEW EDITION ◆ This indispensable handbook presents essential economic, demographic and political information on 205 of the world’s principal countries. The World Economic Factbook provides current information on geographic location, details of chief industries, exports, imports and much more. Each country entry includes the most current statistical data on: Average Household Size, Life Expectancy, Urban Population and more. 16th Ed. About 350 pp. Ready December 2008. ISBN TBD (TBD)*. Order #GML00108-239487. U.S. $650.00/edition.
World Directory of Trade and Business Journals Edition 3
Global Market Share Planner Series
Published by Euromonitor International
◆ Industry magazines, newsletters and journals are invaluable information sources when researching new markets and promoting products to new customers. In this specialist directory we list 1,700 trade and business journals, providing full contact details for the publisher, together with coverage, readership, frequency, price and circulation. Much more than a media directory, this title is a powerful business research tool. 3rd Ed. About 450 pp. 2007. ISBN 978-1-84264-416-4 (1-84264-416-5)*. Order #GML00108-230441. U.S. $650.00.
Use the Global Market Share Planner Series titles to identify the top companies dominating world markets using Euromonitor’s unique rankings: Once you have identified the companies of interest, you can find a profile of the parent company plus other key subsidiaries in the Americas, Europe and South Africa, and Asia Pacific. Use these profiles to understand their strategies for success. There are many company directories available, but the strength of this series is the selectivity and detail of the information. You can be sure of identifying the top companies in each sector, and you will get a real understanding of company structures (who owns what), the brands available in different markets and company shares. 5th Ed. About 3,000 pp. in 6 vols. Ready March 2008. Available individually:
• Market Share Tracker (volume 1) • World Leading Global Brand Owners (volume 2) • Major Market Share Companies: Americas (volume 3) • Major Market Share Companies: Western Europe (volume 4) • Major Market Share Companies: Asia-Pacific (volume 5) • Major Market Share Companies: Eastern Europe, Middle East and South Africa (volume 6)
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http://gale.cengage.com/world
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BUSINESS: INTERNATIONAL
Major Market Share Companies: Asia Pacific
◆
Market Share Tracker Published by Euromonitor International NEW EDITION ◆ Provides market share data for leading consumer brand-owning companies for the top 4,500 companies across 30 countries worldwide.
Published by Euromonitor International NEW EDITION
◆ This directory is
a guide to the leading brand-owning companies operating in the Asia-Pacific region.
5th Ed. About 500 pp. Ready February 2008. ISBN 978-1-84264-460-7 (1-84264-460-2)*. Order #GML00108-239080. U.S. $1,495.00.
5th Ed. About 500 pp. Ready March 2008. ISBN 978-1-84264-463-8 (1-84264-463-7)*. Order #GML00108-199383. U.S. $1,295.00.
Major Market Share Companies: Americas Major Market Share Companies: Eastern Europe, Middle East and South Africa Published by Euromonitor International NEW EDITION ◆ This directory is a guide to the leading brand-owning companies operating in Eastern Europe, the Middle East and South Africa. 3rd Ed. About 500 pp. Ready March 2008. ISBN 978-1-84264-464-5 (1-84264-464-5)*. Order #GML00108-239081. U.S. $1,295.00.
Published by Euromonitor International NEW EDITION ◆ This directory is a guide to the leading brandowning companies operating in North America and Latin America. Country coverage: Argentina, Brazil, Canada, Chile, Mexico, USA and Venezuela. 5th Ed. About 500 pp. Ready February 2008. ISBN 978-1-84264-461-4 (1-84264-461-0)*. Order #GML00108-199381. U.S. $1,295.00.
Major Market Share Companies: Western Europe
World Leading Global Brand Owners
Published by Euromonitor International
Published by Euromonitor International
NEW EDITION
◆ This director is a guide
NEW EDITION ◆ World Leading Global Brand Owners provides in-depth profiles of the leading 200 consumer brand-owning companies operating around the world.
to the leading brand-owning companies operating in Western Europe. 5th Ed. About 1,000 pp. in 2 vols. Ready March 2008. ISBN 978-1-84264-462-1 (1-84264-462-9)*. Order #GML00108-199385. U.S. $1,295.00/2-vol. set.
5th Ed. About 600 pp. Ready March 2008. ISBN 978-1-84264-465-2 (1-84264-465-3)*. Order #GML00108-221064. U.S. $1,495.00.
◆ Euromonitor International products are distributed to libraries in North America exclusively and to all other markets worldwide non-exclusively by GaleTM.
http://gale.cengage.com/world
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BUSINESS: INTERNATIONAL
Asian Marketing Data & Statistics
African Marketing Data and Statistics
Published by Euromonitor International
NEW TITLE ◆ This brand new title from Euromonitor International is now available. African Marketing Data and Statistics is a compendium of detailed demographic and economic statistical information covering over 50 countries of Africa. It provides a wealth of detailed and up-to-date statistical information relevant to international marketing planning. Data is presented in spreadsheet format assisting in comparative analysis of key statistics and economic indicators such as population, home ownership, gross domestic product (GDP), annual rates of inflation, and much more.
NEW EDITION
◆ Asia Marketing Data
& Statistics allows you to compile detailed demographic and economic profiles of 45 Asian countries, making it an extremely valuable reference and powerful marketing tool. Whether you need to know the number of Internet hosts in Japan, trends in unemployment rates in Malaysia or new registration of passenger cars in Singapore, your answers can all be found in this resource. 3rd Ed. About 400 pp. 2007. ISBN 978-1-84264-433-1 (1-84264-433-5)*. Order #GML00108-239072. U.S. $595.00.
Biographical Dictionary of British Economists This set of international scholarship spans 600 years of British economics, including profiles of the most current figures at work today. Under the guidance of University of Edinburgh’s Donald Rutherford, the contributions of more than 150 specialists worldwide are compiled into this single, comprehensive resource. With more than 600 biographical entries, providing biographical sketches, analysis and assessment of the writer’s doctrines, ideas and contributions, helping to place the author in historical context and highlight influences.
Published by Euromonitor International
The data coverage includes a considerable number of long-term trends (dating back to 1980 as available), which permits the analysis of socioeconomic trends over a longer time span as a basis for forecasting. African Marketing Data and Statistics provides essential country statistics at your fingertips making it a great place to start investigating international markets. Other key features include: • Unique monthly and quarterly datasets for all 52 countries listed • 27 years of data, allowing examination of historical as well as recent trends • Standardized definitions for quick country-by-country comparisons • Socio-political summaries for each country 1st Ed. 2007. ISBN 978-1-84264-431-7. (1-84264-431-9)*. Order #GML00108- 239070. U.S. $595.00.
International Marketing Forecasts
Published by Thoemmes Continuum. Distributed to all markets worldwide non-exclusively by Gale. 1st Ed. 1,330 pp. in 2 vols. 2005. ISBN 978-1-84371-030-1 (1-84371-030-7)*. Order #GML00108-224558. U.S. $790.00/2-vol. set.
European Marketing Forecasts Published by Euromonitor International NEW EDITION
◆ Expert analysts bring
you solid projections on the outlook for consumer markets in European countries. Not only does this statistical compendium concentrate on providing market size forecasts for 330 consumer products by value and volume, but it also provides expert estimates to 2016 on essential socioeconomic parameters. An essential reference for long-range planning, the volume’s data is drawn from industry study groups, trade associations, specialist publishers and Euromonitor’s own research.
Published by Euromonitor International “Once again Euromonitor brings its considerable expertise and knowledge to bear upon an area of international business information. Can serve as an excellent source for international marketing data and trends for both business and academic users.” — American Reference Books Annual 1999 (on a previous edition) NEW EDITION ◆ Hundreds of organizations throughout the world produce forecasts. During the course of research, Euromonitor has assessed these sources in order to assemble a collection of the most authoritative and useful market predictions. International Marketing Forecasts brings together consumer market forecasts and socioeconomic forecasts from 29 non-European countries. In this unique handbook, you can access growth predictions to 2007 for 330 consumer products and up to 2015 for socioeconomic indicators. Coverage includes Australia, Canada, China, Japan, South Africa, the United States and others. 11th Ed. About 400 pp. 2007. ISBN 978-1-84264-447-8 (1-84264-447-5)*. Order #GML00108-234269.
11th Ed. About 400 pp. 2007. ISBN 978-1-84264-446-1 (1-84264-446-7)*. Order #GML00108-234242.
12th Ed. About 400 pp. Ready November 2008. ISBN TBD (TBD)*. Order #GML00108-239485.
12th Ed. About 400 pp. Ready November 2008 ISBN TBD (TBD)*. Order #GML00108-239483. U.S. $995.00/edition.
U.S. $995.00/edition.
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http://gale.cengage.com/world
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BUSINESS: INTERNATIONAL
F & S Index® — Europe
Trade Unions of the World
NEW EDITION ◆ F & S Index – Europe offers company, product and industry information from financial publications, business-oriented newspapers, trade magazines and special reports. Each issue contains valuable information on corporate acquisitions and mergers, new products, technological developments and social and political factors affecting business in Europe.
This comprehensive resource covers trade unions in every independent country in the world. Entries feature detailed coverage of key unions; details of trade union centers, including contact information; Web site URLs; international affiliations; discussion of the political and economic backgrounds against which the unions operate; an overview of trade unionism; and more.
2007 Cumulative Edition. 2007. ISBN 978-1-4144-0041-9 (1-4144-0041-1)*. Order #GML00108-220320. 2008 Subscription. Ready February 2008. ISBN 978-1-4144-0693-0. (1-4144-0693-2)*. Order #GML00108-1414406932.
Published by John Harper Publishing. Distributed to markets in North America exclusively and to other markets worldwide non-exclusively by Gale. 6th Ed. 432 pp. 2005. ISBN 978-0-95438-115-8. (0-95438-115-7)*. Order #GML00108-224896. U.S. $160.00.
Now available. eBook ISBN 978-0-95511-442-7. (0-95511-442-X)*. Order #GML00108-226957. Visit gale.com/gvrl for eBook pricing.
U.S. $1,917.00/subscription. Previous subscriptions also available. Contact your Gale Representative for details.
GALE eBOOKS
F & S Index® — International NEW EDITION
◆ F & S Index – International draws pertinent
business information of companies, industries and products in Canada, Latin America, Africa, the Middle East, Asia and Oceania from the leading business and financial publications. Each issue contains valuable information on corporate acquisitions and mergers, new products, technological developments and social and political factors affecting business around the globe.
Many of these great references are also available electronically through the Gale Virtual Reference Library (see p. 3). From literature, history and science to biography, law and business, you can now provide often-requested titles to multiple users 24 hours a day. Look for the symbol throughout this catalog to identify these titles. For more information and a complete list of titles visit http://gale.cengage.com/gvrl.
2007 Cumulative Edition. 2007. ISBN 978-1-4144-0056-3 (1-4144-0056-X)*. Order #GML00108-220349. 2008 Subscription. Ready February 2008. ISBN 978-1-4144-0708-1 (1-4144-0708-4)*. Order #GML00108-225918. U.S. $1,917.00/subscription. Previous editions also available. Contact your Gale Representative for details.
◆ Euromonitor International products are distributed to libraries in North America exclusively and to all other markets worldwide non-exclusively by GaleTM.
Latin American Marketing Data and Statistics
Trade Associations and Professional Bodies of the Continental European Union
Published by Euromonitor International NEW EDITION ◆ This updated edition from Euromonitor allows you to compile detailed demographic and economic profiles for 43 countries, making it an extremely valuable reference and powerful marketing tool. Many different sources are contacted to research this data, including international organizations such as the IMF and UN, as well as national statistical offices and national trade associations. The value of the book is that the research is presented in easy-to-use tables that allow comparisons between countries. At a glance you can compare similarities and differences in population, home ownership, expenditure trends, crime statistics and much more. 3rd Ed. About 400 pp. 2007. ISBN 978-1-84264-432-4 (1-84264-432-7)*. Order #GML00108-239071. U.S. $595.00.
Published by Graham & Whiteside™ NEW EDITION ◆ This directory provides essential information on more than 5,000 trade associations and professional bodies in the Continental European Union. Typical entries include: name; address; telephone and fax numbers; e-mail and Web site addresses; number of members; year founded; number of staff; contact name; fee; library type; details of meetings and conventions; and a description of activities. 4th Ed. About 800 pp. 2006. ISBN 978-1-86099-476-0 (1-86099-476-8)*. Order #GML00108-221075. U.S. $320.00. 5th Ed. About 800 pp. Ready September 2008. ISBN TBD (TBD)*. Order #GML00108-239515. U.S. $350.00.
http://gale.cengage.com/world
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BUSINESS: INTERNATIONAL
Trade Associations and Professional Bodies of the United Kingdom and Eire
World Cosmetics and Toiletries Marketing Directory
Published by Graham & Whiteside™
NEW EDITION ◆ The World Cosmetics and Toiletries Marketing Directory is a unique, one-stop guide for all those interested in this lucrative industry. Containing vital information for more than 3,200 key contacts, users can easily locate possible partners, define competitors, generate sales leads and access expert insights into new markets.
NEW EDITION
◆ This directory
provides essential information on more than 4,500 trade associations and professional bodies in the United Kingdom and Ireland. Typical listings include name; address; telephone and fax numbers; e-mail and Web site addresses; number of members; year founded; number of staff; contact name; fee; details of meetings and conventions; and a description of activities. 19th Ed. About 800 pp. 2007. ISBN 978-1-86099-503-3 (1-86099-503-9)*. Order #GML00108-234295. U.S. $320.00.
Graham & Whiteside™ products are distributed to libraries worldwide and to other markets in the U.S. and Canada exclusively by Gale.
World Consumer Spending Published by Euromonitor International NEW EDITION ◆ This title is a compilation of up-to-date statistics on income and earning power, and consumer expenditure patterns in 71 countries worldwide. You’ll find coverage of gross and disposable income, savings, average earnings and income by age group. It also provides detailed information on how consumers spend their income across more than 70 key sectors — including household expenditure, clothing and footwear, housing, fuel and power, transport and communication, recreation, entertainment and education. Data is presented in standardized units, allowing you to make comparisons between countries in seconds. Formerly titled World Consumer Expenditure Patterns. 8th Ed. About 500 pp. 2007. ISBN 978-1-84264-439-3 (1-84264-439-4)*. Order #GML00108-234271. 9th Ed. About 500 pp. Ready September 2008. ISBN TBD (TBD)*. Order #GML00108-239486.
World Drinks Marketing Directory Published by Euromonitor International NEW EDITION ◆ The World Drinks Marketing Directory has profiles of the leading drinks companies worldwide, authoritative market analysis on the industry from acknowledged experts, and sources to consult for further information. As well as full contact details, the Directory contains company key events, financial information, annual growth, company market shares, major subsidiaries and leading brands for leading players in the industry. 5th Ed. About 600 pp. in 2 vols Ready January 2008. ISBN 978-1-84264-438-6 (1-84264-438-6)*. Order #GML00108-234276. U.S. $1,450.00/2-vol. set.
World Food Marketing Directory Published by Euromonitor International NEW EDITION ◆ World Food Marketing Directory is the definitive information source on the global food industry. In a single book you can find all the information you need on all aspects of the industry. It has profiles of the leading food companies worldwide, together with authoritative market analysis on the industry from acknowledged experts, and sources to consult for further information.
World Economic Prospects
Who Buys What
Published by Euromonitor International
Identifying International Spending Patterns by Lifestyle Group
NEW EDITION ◆ World Economic Prospects provides qualitative data on the countries that account for the majority of the world’s gross domestic product. The guide begins with a rankings section that presents comparative rankings of: GDP, GDP per capita, short-term growth prospects, growth of economically active population and more. Each country section provides: strategic overview; political stability and risk analysis; economic situation and prospects; and more. 6th Ed. About 300 pp. Ready January 2008. ISBN 978-1-84264-458-4 (1-84264-458-0)*. Order #GML00108-239078. U.S. $650.00.
11-26_LR_SL.indd 26
5th Ed. About 600 pp. 2007. ISBN:978-1-84264-437-9 (1-84264-437-8)*. Order #GML00108-234275. U.S. $1,450.00.
5th Ed. About 1,000 pp. in 2 vols. Ready January 2008. ISBN 978-1-84264-455-3 (1-84264-455-6)*. Order #GML00108-234279. U.S. $1,450.00/2-vol. set.
U.S. $995.00/edition.
R26
Published by Euromonitor International
Published by Euromonitor International
◆ This new title provides vital data on consumer purchasing behavior by analyzing markets and countries on the basis of lifestyle consumer groups. It provides an insight into how age, life stage, education and gender affect consumer product purchasing in different countries. Who Buys What is essential when planning marketing and advertising strategies as well as helping with new product development. 1st Ed. About 1,000 pp. in 2 vols. 2006. ISBN 978-1-84264-382-2 (1-84264-382-7)*. Order #GML00108-226379. U.S. $1,500.00/2-vol. set.
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Combined Author/Title Index A
D
Advertising and Integrated Brand Promotion, International Edition, 5e, p.2 Advertising Campaign Strategy, International Edition, 4e, p.2 Anderson/Dubinsky/Mehta, Personal Selling, 2e, p.41 Anderson/Trinkle, Outsourcing the Sales Function, p.39 Australian Case Studies in Strategic Marketing, p.22
Developing and Role Playing Effective Sales Presentations, 3e, p.40 Diggs-Brown, The PR StyleGuide, 2e, p.35 Dobson, Introduction to Online Company Research, p.20 Doole/Lowe, International Marketing Strategy, 5e, p.13 Doole/Lowe, Strategic Marketing Decisions in Global Markets, p.24 Dunne/Lusch, Retailing, International Edition, 6e, p.38
B
E
Baran/Galka/Strunk, Principles of Customer Relationship Management, International Edition, p.10 Basic Marketing Research, International Edition, 7e, p.17 Blackwell/D’Souza/Taghian/Miniard, Consumer Behaviour, p.9 Blackwell/Miniard/Engel, Consumer Behavior, International Edition, 10e, p.8 Blythe, Principles and Practice of Marketing, p.31 Blythe, Sales & Key Account Management, p.39 Boone/Kurtz, Principles of Contemporary Marketing, International Edition, 14e, p.32 Branch, Export Practice and Management, 5e, p.11 Branch, International Purchasing and Management, p.35 Brand Babble, p.5 Burrow, Marketing, 3e, p.28 Business Marketing Management, International Edition, 10e, p.7
E-Business: Strategic Thinking and Practice, 2e, p.14 Electronic Marketing, 2e, p.14 Essentials of Marketing, 3e, p.25 Essentials of Marketing Research, International Edition, 4e, p.18 Essentials of Marketing, International Edition, 6e, p.26 Evans/O’Malley/Patterson, Exploring Direct and Customer Relationship Marketing, 2e, p.37 Exploring Direct and Customer Relationship Marketing, 2e, p.37 Exploring Marketing Research, International Edition, 10e, p.19 Export Practice and Management, 5e, p.11
C Campaign Planner for Integrated Brand Communications, 3e, p.3 Canzer, E-Business: Strategic Thinking and Practice, 2e, p.14 Chitty/Barker/Shimp, Integrated Marketing Communication, 2e, p.3 Churchill/Brown, Basic Marketing Research, International Edition, 7e, p.17 Churchill/Iacobucci, Marketing Research, International Edition, 9e, p.21 Clemes, Australian Case Studies in Strategic Marketing, p.22 Consumer Behavior, International Edition, 5e, p.8 Consumer Behavior, International Edition, 10e, p.8 Consumer Behaviour, p.9 Consumer Behaviour, p.9 Coyle/Bardi/Novack, Management of Transportation, International Edition, 6e, p.6 Customer Behavior, 2e, p.10 Czinkota/Kotabe, Marketing Management, 2e, p.16 Czinkota/Ronkainen, International Marketing, International Edition, 8e, p.13 Czinkota/Ronkainen/Sutton-Brady/Beal, International Marketing, First Asia-Pacific Edition, p.13
F Farce to Force, p.14 Ferrell/Hartline, Marketing Strategy, International Edition, 4e, p.23 Fisk/Grove/John, Interactive Services Marketing, 3e, p.42 Foundations of Marketing, 3e, p.26
G Gillespie/Jeannet/Hennessey, Global Marketing: An Interactive Approach, 2e, p.12 Global Marketing Management, 5e, p.11 Global Marketing: An Interactive Approach, 2e, p.12
H Hair/Anderson/Mehta/Babin, Sales Management: Building Customer Relationships and Partnerships, p.40 Handfield/Monczka/Giunipero/Patterson, Sourcing and Supply Chain Management, International Edition, 4e, p.36 Hanson, Internet Marketing and E-Commerce, International Edition, 2e, p.15 Harris/Whalen, The Marketer’s Guide to Public Relations in the 21st Century, p.34 Hart, Marketing Changes, p.23 Healy, Strategic Marketing Analysis, 2e, p.23 Hendrix, Public Relations Cases, International Edition, 8e, p.33 Hoffman/Bateson, Services Marketing, International Edition, 3e, p.42 Hoffman/Czinkota/Dickson/Dunne, Marketing Principles and Best Practices, International Edition, 3e, p.29 Hoyer/MacInnis, Consumer Behavior, International Edition, 5e, p.8 Hutt/Speh, Business Marketing Management, International Edition, 10e, p.7
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Combined Author/Title Index I Iacobucci, Marketing Management (with Qualtrics Info Card and Bind-In Printed Access Card), p.17 Ingram/LaForge/Avila/Schwepker, Professional Selling, 4e, p.41 Integrated Marketing Communication, 2e, p.3 Integrated Marketing Communications in Advertising and Promotion, International Edition, 8e, p.4 Interactive Services Marketing, 3e, p.42 International Marketing, 3e, p.12 International Marketing Strategy, 5e, p.13 International Marketing, First Asia-Pacific Edition, p.13 International Marketing, International Edition, 8e, p.13 International Purchasing and Management, p.35 Internet Marketing and E-Commerce, International Edition, 2e, p.15 Internet Marketing: Foundations and Applications, 2e, p.16 Introduction to Marketing, International Edition, 10e, p.27 Introduction to Online Company Research, p.20 Introduction to Online Competitive Intelligence Research, p.20 Introduction to Online Market and Industry Research, p.20
J
Marketing Research, 2e, p.21 Marketing Research, International Edition, 9e, p.21 Marketing Strategy, International Edition, 4e, p.23 Marketing, International Edition, 15e, p.30 McCue, Farce to Force, p.14 McDaniel/Lamb/Hair, Introduction to Marketing, International Edition, 10e, p.27 MKTG 3.0 2009 Edition (with Review Card and Printed Access Card), , 3e, p.30 Muhlbacher/Dahringer/Leihs, International Marketing, 3e, p.12
N Newsom/Haynes, Public Relations Writing, International Edition, 8e, p.34
O O’Guinn/Allen/Semenik, Advertising and Integrated Brand Promotion, International Edition, 5e, p.2 Obermayer, Managing Sales Leads, p.39 Ogden/Ogden, Retailing: Integrated Retail Management, p.38 Outsourcing the Sales Function, p.39
Jones/Stevens/Chonko, Selling ASAP, p.42
P
K Kaser/Oelkers, Sports and Entertainment Marketing, 3e, p.43
L Lamb/Hair/McDaniel, Essentials of Marketing, International Edition, 6e, p.26 Lamb/Hair/McDaniel, MKTG 3.0 2009 Edition (with Review Card and Printed Access Card), , 3e, p.30 Langley/Coyle/Gibson/Novack, Managing Supply Chains, International Edition (with Student CD-ROM), 8e, p.6 Little/Marandi, Relationship Marketing Management, p.37
M Management of Transportation, International Edition, 6e, p.6 Managing Sales Leads, p.39 Managing Supply Chains, International Edition (with Student CD-ROM), 8e, p.6 Marconi, Public Relations, p.32 Marketing, 3e, p.28 Marketing Changes, p.23 Marketing Channels, 7e, p.16 Marketing Express, 3e, p.29 Marketing Management, 2e, p.16 Marketing Management (with Qualtrics Info Card and Bind-In Printed Access Card), p.17 Marketing Principles and Best Practices, International Edition, 3e, p.29
ii
i-iii_Mkt_Ind_SL.indd ii
Parasuraman/Grewal/Krishnan, Marketing Research, 2e, p.21 Parente, Advertising Campaign Strategy, International Edition, 4e, p.2 Personal Selling, 2e, p.41 Pride/Ferrell, Foundations of Marketing, 3e, p.26 Pride/Ferrell, Marketing Express, 3e, p.29 Pride/Ferrell, Marketing, International Edition, 15e, p.30 Principles and Practice of Marketing, p.31 Principles of Contemporary Marketing, International Edition, 14e, p.32 Principles of Customer Relationship Management, International Edition, p.10 Professional Selling, 4e, p.41 Public Relations, p.32 Public Relations Cases, International Edition, 8e, p.33 Public Relations in Asia, p.33 Public Relations Writing, International Edition, 8e, p.34 Purchasing and Supply Chain Management, 4e, p.36
Q Quelch/Bartlett, Global Marketing Management, 5e, p.11 Quelch/Laidler-Kylander, The New Global Brands, p.25
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Combined Author/Title Index R
W
Reed, Strategic Marketing Planning, 2e, p.24 Reedy/Schullo, Electronic Marketing, 2e, p.14 Relationship Marketing Management, p.37 Retail Marketing, p.38 Retailing, International Edition, 6e, p.38 Retailing: Integrated Retail Management, p.38 Rosenbloom, Marketing Channels, 7e, p.16
Webb, Understanding and Designing Marketing Research, 2e, p.22 Weele, Purchasing and Supply Chain Management, 4e, p.36 Wright, Consumer Behaviour, p.9
Y Yeshin, Sales Promotion, p.5
S
Z
Sales & Key Account Management, p.39 Sales Management: Building Customer Relationships and Partnerships, p.40 Sales Promotion, p.5 Sayre, Campaign Planner for Integrated Brand Communications, 3e, p.3 Schultz/Schultz, Brand Babble, p.5 Sellars, Developing and Role Playing Effective Sales Presentations, 3e, p.40 Selling ASAP, p.42 Services Marketing, International Edition, 3e, p.42 Shamel/Shamel, Introduction to Online Market and Industry Research, p.20 Sheth/Mittal, Customer Behavior, 2e, p.10 Shimp, Integrated Marketing Communications in Advertising and Promotion, International Edition, 8e, p.4 Siegel, Internet Marketing: Foundations and Applications, 2e, p.16 Sourcing and Supply Chain Management, International Edition, 4e, p.36 Sports and Entertainment Marketing, 3e, p.43 Sriramesh, Public Relations in Asia, p.33 Strategic Marketing Analysis, 2e, p.23 Strategic Marketing Decisions in Global Markets, p.24 Strategic Marketing Planning, 2e, p.24 Strauss/Neal, Value Creation, p.5 Sullivan/Adcoc, Retail Marketing, p.38 Summers/Gardner/Lamb/Hair, Essentials of Marketing, 3e, p.25
Zikmund/Babin, Essentials of Marketing Research, International Edition, 4e, p.18 Zikmund/Bain, Exploring Marketing Research, International Edition, 10e, p.19
T The Marketer’s Guide to Public Relations in the 21st Century, p.34 The New Global Brands, p.25 The PR StyleGuide, 2e, p.35
U Understanding and Designing Marketing Research, 2e, p.22
V Value Creation, p.5 Vibert, Introduction to Online Competitive Intelligence Research, p.20
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• Advertising & Promotion • Brand Management • Business Logistics • Business To Business Marketing • Consumer Behavior • Customer Relationship Management • International Marketing and others...
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
Sourcing and Supply Chain Management, International Edition, 4e Handfield • 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
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