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Fusion for Profit: How Marketing and Finance Can Work Together to Create Value

Sharan Jagpal and Shireen Jagpal

Published in print:
2008
Published Online:
September 2008
ISBN:
9780195371055
eISBN:
9780199870745
Item type:
book
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780195371055.001.0001
Subject:
Business and Management, Marketing

This book shows how to fuse marketing, finance, and other disciplines to improve performance for the corporation or organization. Specifically, it shows decision makers at different levels in the ... More


How Does Consumer Behavior Affect Marketing Policy?

Sharan Jagpal

in Fusion for Profit: How Marketing and Finance Can Work Together to Create Value

Published in print:
2008
Published Online:
September 2008
ISBN:
9780195371055
eISBN:
9780199870745
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780195371055.003.0011
Subject:
Business and Management, Marketing

This chapter compares different models of consumer behavior including standard economic theory and alternative behavioral theories such as prospect theory and assimilation-contrast theory. It shows ... More


Mergers and Acquisitions

Sharan Jagpal

in Fusion for Profit: How Marketing and Finance Can Work Together to Create Value

Published in print:
2008
Published Online:
September 2008
ISBN:
9780195371055
eISBN:
9780199870745
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780195371055.003.0022
Subject:
Business and Management, Marketing

This chapter shows how the firm can use marketing-finance fusion to evaluate mergers and acquisition strategies. It examines the potential gains from mergers, the history of mergers and acquisitions, ... More


Retaining Customers: Customer Value, Satisfaction, and Service Quality

Grahame R. Dowling

in The Art and Science of Marketing: Marketing for Marketing Managers

Published in print:
2004
Published Online:
October 2011
ISBN:
9780199269617
eISBN:
9780191699429
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199269617.003.0010
Subject:
Business and Management, Marketing

This chapter focuses on programmes to increase the likelihood that a customer will continue to buy the organization's products and services, to develop customer loyalty, or reduce customer churn. The ... More


Retaining Customers: Customer Relationship Management

Grahame R. Dowling

in The Art and Science of Marketing: Marketing for Marketing Managers

Published in print:
2004
Published Online:
October 2011
ISBN:
9780199269617
eISBN:
9780191699429
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199269617.003.0011
Subject:
Business and Management, Marketing

This chapter looks in detail at customer relationship management (CRM) as a more holistic approach to customer retention. It is premised on the belief that developing a relationship with customers is ... More


Attaining Customers: Creating, Communicating, and Delivering Customer Value

Grahame R. Dowling

in The Art and Science of Marketing: Marketing for Marketing Managers

Published in print:
2004
Published Online:
October 2011
ISBN:
9780199269617
eISBN:
9780191699429
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199269617.003.0008
Subject:
Business and Management, Marketing

This chapter examines the issue of customer acquisition. It explores how an organization makes an offer to its target consumers that will entice them to buy and keep buying. Part A of this chapter ... More


Hospitality Branding

Chekitan S. Dev

Published in print:
2012
Published Online:
August 2016
ISBN:
9780801452031
eISBN:
9780801465703
Item type:
book
Publisher:
Cornell University Press
DOI:
10.7591/cornell/9780801452031.001.0001
Subject:
Business and Management, Marketing

In recent years the brand has moved squarely into the spotlight as the key to success in the hospitality industry. Business strategy once began with marketing and incorporated branding as one of its ... More


Capturing Customer Value: Pricing and Selling

Grahame R. Dowling

in The Art and Science of Marketing: Marketing for Marketing Managers

Published in print:
2004
Published Online:
October 2011
ISBN:
9780199269617
eISBN:
9780191699429
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199269617.003.0009
Subject:
Business and Management, Marketing

This chapter examines the task of assessing the value of the offer and looks at how to capture this value. Price setting is one of the most complicated of all the marketing activities. In practice, ... More


The Art and Science of Marketing: Marketing for Marketing Managers

Grahame Dowling

Published in print:
2004
Published Online:
October 2011
ISBN:
9780199269617
eISBN:
9780191699429
Item type:
book
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199269617.001.0001
Subject:
Business and Management, Marketing

If an organization has customers, it needs to understand marketing. To achieve the best results from marketing requires a subtle blend of art and science. It can also benefit from recommendations for ... More


Tap: Unlocking the Mobile Economy

Anindya Ghose

Published in print:
2017
Published Online:
January 2018
ISBN:
9780262036276
eISBN:
9780262340427
Item type:
book
Publisher:
The MIT Press
DOI:
10.7551/mitpress/9780262036276.001.0001
Subject:
Business and Management, Marketing

Consumers create a data trail by tapping their phones; businesses can tap into this trail to harness the power of the more than three trillion dollar mobile economy. According to this book's author, ... More


The Nature of Marketing Management

Grahame R. Dowling

in The Art and Science of Marketing: Marketing for Marketing Managers

Published in print:
2004
Published Online:
October 2011
ISBN:
9780199269617
eISBN:
9780191699429
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199269617.003.0001
Subject:
Business and Management, Marketing

This chapter explains the nature of marketing management. Marketing is the management of the exchanges between an organization and its stakeholders — customers, employees, community groups, and ... More


Analysing Buyer Behaviour

Grahame R. Dowling

in The Art and Science of Marketing: Marketing for Marketing Managers

Published in print:
2004
Published Online:
October 2011
ISBN:
9780199269617
eISBN:
9780191699429
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199269617.003.0004
Subject:
Business and Management, Marketing

This chapter analyses buyer behaviour, taking an outside-inside view of the organization. It looks at buyer behaviour from the perspective of a marketing manager. Part A describes some simple data ... More


Positioning and Branding

Grahame R. Dowling

in The Art and Science of Marketing: Marketing for Marketing Managers

Published in print:
2004
Published Online:
October 2011
ISBN:
9780199269617
eISBN:
9780191699429
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199269617.003.0007
Subject:
Business and Management, Marketing

This chapter examines brands, often one of the organization's key strategic marketing assets. The management of brands is of fundamental concern to marketers. For sellers, they are a means of legally ... More


9. 9. Customer Co-production from Social Factory to Brand: Learning from Italian Fashion

Adam Arvidsson and Giannino Malossi

in Inside Marketing: Practices, Ideologies, Devices

Published in print:
2011
Published Online:
May 2011
ISBN:
9780199576746
eISBN:
9780191724916
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780199576746.003.0010
Subject:
Business and Management, Marketing

This chapter attempts to address historicize forms of customer co-production. Drawing on the development of Italian fashion, it presents two historical ideal types of how customers have been ... More


Achieving a Strategic Sales Focus: Contemporary Issues and Future Challenges

Kenneth Le Meunier-FitzHugh and Tony Douglas

Published in print:
2016
Published Online:
August 2016
ISBN:
9780198706632
eISBN:
9780191826061
Item type:
book
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780198706632.001.0001
Subject:
Business and Management, Strategy, Marketing

This book considers how the sales function informs business strategy. There are many books that address how to manage the sales team tactically, however, this text addresses how sales can help ... More


Customer relationships and lifetime management

Tony Douglas and Kenneth Le Meunier-FitzHugh

in Achieving a Strategic Sales Focus: Contemporary Issues and Future Challenges

Published in print:
2016
Published Online:
August 2016
ISBN:
9780198706632
eISBN:
9780191826061
Item type:
chapter
Publisher:
Oxford University Press
DOI:
10.1093/acprof:oso/9780198706632.003.0003
Subject:
Business and Management, Strategy, Marketing

The chapter considers the sales organization’s responses to increasing customer demands. Proactive customer management is required throughout the customer’s interaction with the organization. Keeping ... More


Hospitality Marketing and Branding: Past and Future

Chekitan S. Dev

in Hospitality Branding

Published in print:
2012
Published Online:
August 2016
ISBN:
9780801452031
eISBN:
9780801465703
Item type:
chapter
Publisher:
Cornell University Press
DOI:
10.7591/cornell/9780801452031.003.0001
Subject:
Business and Management, Marketing

This chapter discusses the evolution of hospitality marketing over the past fifty years by reviewing key marketing developments by decade, particularly as seen through the pages of the Cornell ... More


Brand Strategies

Chekitan S. Dev

in Hospitality Branding

Published in print:
2012
Published Online:
August 2016
ISBN:
9780801452031
eISBN:
9780801465703
Item type:
chapter
Publisher:
Cornell University Press
DOI:
10.7591/cornell/9780801452031.003.0007
Subject:
Business and Management, Marketing

Adopting a market orientation means that a brand commits itself to satisfying customer needs over the long run. Such an orientation combines three main components: a customer orientation, through ... More


Brand Positioning

Chekitan S. Dev

in Hospitality Branding

Published in print:
2012
Published Online:
August 2016
ISBN:
9780801452031
eISBN:
9780801465703
Item type:
chapter
Publisher:
Cornell University Press
DOI:
10.7591/cornell/9780801452031.003.0010
Subject:
Business and Management, Marketing

A hotel brand's unique selling proposition—the argument it makes to convince travelers to book its hotels instead of someone else's properties—is known as its market position. The position comprises ... More


Brand Extensions and Customer Loyalty

Chekitan S. Dev

in Hospitality Branding

Published in print:
2012
Published Online:
August 2016
ISBN:
9780801452031
eISBN:
9780801465703
Item type:
chapter
Publisher:
Cornell University Press
DOI:
10.7591/cornell/9780801452031.003.0011
Subject:
Business and Management, Marketing

Brand extension is the practice of introducing a new brand (differentiated by market segment) using a well-established brand name as leverage. Most major hotel companies have at least one brand ... More


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