Business to Business Marketing
“Business to Business Marketing” is the reference handbook for years in the French speaking countries. It encompasses the diverse BtoB contexts and combines the most recent academic research to the best business practices. Hence it is an operational guide to better adapt the marketing techniques and tools to professional targets. Written by experts, Business to Business Marketing provides all the steps of the Marketing Approach in an exhaustive and operational way: • The “surveys marketing” (market watch, innovation management, segmentation) • The “strategy marketing” (positioning, marketing plan and strategic matrices) • The “operational marketing” dealing with the elaboration of the offering (innovative product/service, pricing, sales management),and its valorization (communication, lobbying, networking). Moreover this book is enhancing the increasing role played by the final user in the BtoB value chain. Beside the direct customer organization, three other target types are to be taken into account: • The employees of the customer organization – B to B to Employee (BtoBtoE) • The consumers of the customer organization – B to B to Consumer (BtoBtoC) • The users of the customer organization (energy, transportation utilities, administration…) – B to Administration to User (BtoAtoU). In the business context, customers and diverse stakeholders as well might be targeted, especially in project marketing environment, and complex selling processes, both in terms of relational and transactional activities. Additionally, the recent trends in e-communication are developed, including the use of Internet and Social Medias. Pedagogically oriented, the book is user-friendly, based on numerous examples and business cases, from different sectors and companies (IT, telecom, building industry, aeronautics, catering, car equipment, consultancy, etc.). It presents a lot of visual illustrations. Each chapter encompasses questions and a dedicated business case, delivering an efficient and attractive handbook. Version numérique disponible sur la plateforme NOTO
B to B Branding
BtoC brands have already reached a maturity stage while BtoB brands remain in a fast-growing stage, both in terms of marketing & brand manager positions and in terms of allocated budgets for brand promotion. Consequently, one of the main goals of this book is to provide companies, schools and universities support to better promote their brands. Many organizations are subcontractors depending on their ability to win request for proposals. Without a brand strategy, the candidate company stays invisible in the value chain: no name, no gain! The challenge for organizations is to win the “battle for visibility” in order to put an end to their anonymity status (simple technical partner). From then on, they have to create value through a fitted professional branding policy. There are two ways to create value: the first one comes directly from the selling of products / services made under the brand promoted; the second one comes from the new value of brand funds. In all business sectors and geographic areas, the proportion of intangible assets (brands and patents) keeps increasing in the general company value, to the expense of tangible assets. BtoB brands have to be in sync with this structural evolution. By integrating the latest practices and research results, this academic-rooted book meant for functional purposes defines new strategic paths aiming at managing the B to B brand policy depending on the final target. For the first time, a synthetic and clearly B to B oriented approach offers useful and practical perspectives meant for brand management: BtoB: the target is the client organization and it is impossible to precisely identify the individual beneficiaries BtoBtoC: the brand addresses the client’ consumers of the final products (manufactured by the client organization). This approach is characterized by the strong prescription role of the client company’s marketing department and can be part of a vertical co-branding. BtoBtoE: the final customers of the brand are the employees of the public or private client organization. The goods and services are sold to the latter but are meant for the company’s employees use. In this approach the Human Resources department can have a prescription role. BtoAtoU: The brand does not target a consumer but a user (sometimes called road-user in public transportations). Lobbying techniques are particularly effective in this case. In 10 chapters the characteristics of B to B are dealt with (Chapter 1) particularly those related with the purchase decision process (Chapter 2) and those related to communication means (Chapter 3). The B to B brand (Chapter 4) can exclusively address client (Chapter 5) or be integrated in the professional client’s offer meant for the final consumer in accordance with a BtoBtoC logic (Chapter 6). It can be inserted in more complex transactions with local collectivities addressing citizen-users on the BtoAtoU mode (Chapter 7). It can also be part of a relationship with the client company and its associates in a BtoBtoE approach (Chapter 8). Finally, many « mixed » brands can be classified in both B to C and B to B categories (Chapter 9). Developing an efficient B to B brand strategy boils down to controlling it entirely, from co-branding to by-products management, depending on the final targets (Chapter 10). Aside from functional recommendations, this book contains many examples illustrating these diverse BtoB approaches. Companies such as Atos, Sperian, BVA, JC Decaux, Dupont Protection, Tyvek, Airbus, Thales, Altran, Essilor-Varilux, Gore-Tex, PWC, Sodexo, Kimberly-Clark, Acova, Air Liquide, Tetra Pak, Serflex, Elis, Intel, Latécoère, Nomen, Technal, Tekelec, Veolia, Valeo, Vinci, Eiffage, Legrand, Lycra, 3M, Adobe, Adecco, Arkema portray the notions and techniques developed. By contacting in priority current strategic executives (CEO, Marketing & Business Development Director, Brand Manager) and future strategic executives (MBA executive programs), this book provides useful practical tools to teachers and university/business and management school/engineering school students who wish to master brand policy in the BtoB context.
Strategic Integrated Marketing Communications
This exciting and comprehensive new textbook deals with all aspects of integrated marketing communication from a strategic perspective. Integrated Marketing Communications is planning in a systematic way to determine the most effective and consistent message for appropriate target audiences. The book shows clearly that this is rarely achieved in organisations where the needs of the brand can become lost in managerial needs to pursue IMC budgets- i.e. the share of the internal pie is more important than the external impact. It demonstrates that IMC is not just the utilisation of multiple communications options in a campaign but depends on- * Effective brands having the right positioning and brand attitude * The use of IMC to ensure that that all aspects of the brand communications reinforce the brand message consistently * That IMC is ensures that all marketing communications for brands also support the company's overall identity, image and reputation
Making Buying Decisions 3rd Edition
This text is designed for use in a buying course with a heavy math emphasis. The book first presents merchandising concepts in a simple, understandable way and shows students how they can use computerized spreadsheets to perform related merchandising math operations. Activities then ask the student to apply what they've learned by solving merchandising problems using spreadsheets that are included on the enclosed CD-Rom. Students will learn how the computer can help minimize the time it takes to perform repetitive calculations. By constructing and using spreadsheets for each mathematical operation, they will develop a better understanding of the merchandising concepts they're studying. This manual is designed to accompany the text Retail Buying, also by Richard Clodfelter.New to this Edition -- New and revised mathematical assignments -- Blank assignment forms included on the CD-Rom -- Increased coordination with companion text Retail Buying: From Basics to FashionCD-ROM Features-- Microsoft Excel® spreadsheets containing formulas -- PC and Mac compatible -- Instructor's Guide includes teaching suggestions, goals, & lecture outlines
Peter Lamborn Wilson proposes a set of heresies, a culture of resistance, that dispels the false image of Islam as monolithic, puritan, and two-dimensional. Here is the story of the African-American noble Drew Ali, the founder of "Black Islam" in this country, and of the violent end of his struggle for "love, truth, peace, freedom, and justice." Another essay deals with Satan and "Satanism" in Esoteric Islam; and another offers a scathing critique of "Authority" and sexual misery in modern Puritanist Islam. "The Anti-caliph" evokes a hot mix of Ibn Arabi's tantric mysticism and the revolutionary teachings of the "Assassins." The title essay, "Sacred Drift," roves through the history and poetics of Sufi travel, from Ibn Khaldun to Rimbaud in Abyssinia to the Situationists. A "Romantic" view of Islam is taken to radical extremes; the exotic may not be "True," but it's certainly a relief from academic propaganda and the obscene banality of simulation. Peter Lamborn Wilson lives in New York and works for Semiotext(e) magazine, Pacifica Radio, and the Jack Kerouac School of Disembodied Poetics. A long decade in the Orient (1968-1981) inspires his writing, including The Drunken Universe: An Anthology of Persian Sufi Poetry and Scandal: Essays in Islamic Heresy.
Strategic Advertising Management
Strategic Advertising Management provides the firm foundation you need to understand the effective strategic planning of advertising and other marketing communications. Renowned experts in the field, the authors draw on their extensive experience to present the essential principles ofcommunication that demonstrate how advertising works. Using real world examples and case studies from a variety of international brands and companies, such as Samsung, McDonalds and Disney, the authors have created a resource that clearly illustrates how theory is put in to practice, and how strategic advertising operates in a global economy. The new edition features more coverage of social media, viral, and online advertising throughout, and a dedicated chapter on 'Digital Media,' ensuring that the book continues to offer students the most complete guide to the rapidly evolving landscape of the advertising industry. Online Resource Centre For Students: * Flashcard glossary* Additional questions* Further reading updates* Web links * Video links to adverts exemplifying strategies discussed in the book, short films from advertising companies and relevant documentariesFor Lecturers: * Suggested IPA case histories* Suggested classroom exercises* PowerPoint slides
Thoroughly revised, this fourth edition of a hugely successful text provides students of American studies with the perfect background and introductory information on contemporary American life. This fourth edition covers all the central dimensions of American society from geography and the environment, government and politics, to religion, education, media and the arts. American Civilization: covers all core American studies topics at introductory level contains essential historical background for American studies students at the start of the twenty-first century analyzes gender, class and race, and America's cosmopolitan population contains photos, case studies, questions and terms for discussion, and suggests websites for further research. With new illustrations and case studies, this edition of American Civilization also examines the second Gulf War, the War on Terror and the 2004 presidential election.
A History of French Literature
This magnificent volume provides a complete history of the literature of France from its origins to the present day, taking us beyond traditional definitions of ‘literature' into the world of the best-seller and, beyond words, to graphic fiction and cinema Presents a definitive history of the literature of France from its origins to the present day. Incorporates coverage of Francophone writing in Europe, Canada, the West Indies and North and Sub-Saharan Africa. Links the development of literature to the mentalities and social conditions which produced it. Takes us beyond “literature” to study graphic fiction, cinema and the bestseller. Maps the rise of the Intellectual, and in so doing charts a progression from literary doctrine to critical theory.
Business Marketing Management B2B
Reflecting the latest trends and issues, market-leading BUSINESS MARKETING MANAGEMENT: B2B, 11e delivers comprehensive, cutting-edge coverage that equips readers with a solid understanding of today's dynamic B2B market. Highlighting the similarities--and emphasizing the differences--between consumer goods and B2B marketing, this proven 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. Its managerial approach ties chapter concepts directly to real-world decision making. The new edition includes additional emphasis on automated B2B practices and the impact of the Internet. A well-balanced mix of cases equips students with a variety of hands-on applications. With its complete and timely treatment of business marketing, BUSINESS MARKETING MANAGEMENT minimizes the overlap with other marketing courses. It is an excellent text for undergraduate as well as MBA-level courses. Important Notice: Media content referenced within the product description or the product text may not be available in the ebook version.
Chinese Youth in Transition
Featuring original research findings from a key Chinese national research centre, this book provides researchers with cutting-edge, reliable and comprehensive information about children and youth in modern China. Coverage spans a wide range of critical issues, including: children's physical and mental development, leisure and consumption choices and juvenile delinquency.