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Essentials of Marketing Management | |
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Introduction | |
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Strategic Planning and the Marketing Management Process | |
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The Marketing Concept | |
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What Is Marketing? | |
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What Is Strategic Planning? | |
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Strategic Planning and Marketing Management | |
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The Strategic Planning Process | |
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The Complete Strategic Plan | |
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The Marketing Management Process | |
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Situation Analysis | |
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Marketing Planning | |
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Implementation and Control of the Marketing Plan | |
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Marketing Information Systems and Marketing Research | |
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The Strategic Plan, the Marketing Plan, and Other Functional Area Plans | |
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Marketing's Role in Cross-Functional Strategic Planning | |
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Summary | |
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Appendix | |
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Portfolio Models | |
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Marketing Information, Research, and Understanding the Target Market | |
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Marketing Research: Process and Systems for Decision Making | |
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The Role of Marketing Research | |
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The Marketing Research Process | |
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Purpose of the Research | |
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Plan of the Research | |
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Performance of the Research | |
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Processing of Research Data | |
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Preparation of the Research Report | |
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Limitations of the Research Process | |
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Marketing Information Systems | |
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Summary | |
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Consumer Behavior | |
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Social Influences on Consumer Decision Making | |
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Culture and Subculture | |
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Social Class | |
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Reference Groups and Families | |
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Marketing Influences on Consumer Decision Making | |
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Product Influences | |
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Price Influences | |
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Promotion Influences | |
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Place Influences | |
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Situational Influences on Consumer Decision Making | |
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Psychological Influences on Consumer Decision Making | |
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Product Knowledge | |
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Product Involvement | |
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Consumer Decision Making | |
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Need Recognition | |
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Alternative Search | |
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Alternative Evaluation | |
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Purchase Decision | |
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Postpurchase Evaluation | |
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Summary | |
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Business, Government, and Institutional Buying | |
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Categories of Organizational Buyers | |
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Producers | |
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Intermediaries | |
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Government Agencies | |
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Other Institutions | |
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The Organizational Buying Process | |
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Purchase-Type Influences on Organizational Buying | |
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Straight Rebuy | |
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Modified Rebuy | |
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New Task Purchase | |
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Structural Influences on Organizational Buying | |
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Purchasing Roles | |
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Organization-Specific Factors | |
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Purchasing Policies and Procedures | |
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Behavioral Influences on Organizational Buying | |
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Personal Motivations | |
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Role Perceptions | |
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Stages in the Organizational Buying Process | |
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Organizational Need | |
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Vendor Analysis | |
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Purchase Activities | |
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Postpurchase Evaluation | |
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Summary | |
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Market Segmentation | |
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Delineate the Firm's Current Situation | |
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Determine Consumer Needs and Wants | |
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Divide Markets on Relevant Dimensions | |
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A Priori versus Post Hoc Segmentation | |
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Relevance of Segmentation Dimensions | |
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Bases for Segmentation | |
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Develop Product Positioning | |
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Decide Segmentation Strategy | |
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Design Marketing Mix Strategy | |
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Summary | |
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The Marketing Mix | |
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Product and Brand Strategy | |
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Basic Issues in Product Management | |
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Product Definition | |
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Product Classification | |
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Product Quality and Value | |
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Product Mix and Product Line | |
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Branding and Brand Equity | |
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Packaging | |
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Product Life Cycle | |
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Product Adoption and Diffusion | |
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The Product Audit | |
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Deletions | |
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Product Improvement | |
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Organizing for Product Management | |
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Summary | |
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New Product Planning and Development | |
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New Product Strategy | |
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New Product Planning and Development Process | |
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Idea Generation | |
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Idea Screening | |
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Project Planning | |
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Product Development | |
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Test Marketing | |
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Commercialization | |
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The Importance of Time | |
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Some Important New Product Decisions | |
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Quality Level | |
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Product Features | |
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Product Design | |
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Product Safety | |
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Causes of New Product Failure | |
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Need for Research | |
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Summary | |
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Integrated Marketing Communications | |
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Strategic Goals of Marketing Communication | |
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Create Awareness | |
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Build Positive Images | |
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Identify Prospects | |
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Build Channel Relationships | |
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Retain Customers | |
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The Promotion Mix | |
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Integrated Marketing Communications | |
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Advertising: Planning and Strategy | |
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Objectives of Advertising | |
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Advertising Decisions | |
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The Expenditure Question | |
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The Allocation Question | |
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Sales Promotion | |
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Push versus Pull Marketing | |
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Trade Sales Promotions | |
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Consumer Promotions | |
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What Sales Promotion Can and Can't Do | |
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Public Relations | |
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Direct Marketing | |
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Summary | |
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Appendix | |
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Major Federal Agencies Involved in Control of Advertising | |
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Personal Selling, Relationship Building, and Sales Management | |
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Importance of Personal Selling | |
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The Sales Process | |
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Objectives of the Sales Force | |
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The Sales Relationship-Building Process | |
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People Who Support the Sales Force | |
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Managing the Sales and Relationship-Building Process | |
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The Sales Management Task | |
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Controlling the Sales Force | |
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Motivating and Compensating Performance | |
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Summary | |
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Distribution Strategy | |
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The Need for Marketing Intermediaries | |
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Classification of Marketing Intermediaries and Functions | |
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Channels of Distribution | |
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Selecting Channels of Distribution | |
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Specific Considerations | |
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Managing a Channel of Distribution | |
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Relationship Marketing in Channels | |
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Vertical Marketing Systems | |
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Wholesaling | |
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Store and Nonstore Retailing | |
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Store Retailing | |
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Nonstore Retailing | |
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Summary | |
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Pricing Strategy | |
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Demand Influences on Pricing Decisions | |
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Demographic Factors | |
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Psychological Factors | |
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Price Elasticity | |
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Supply Influences on Pricing Decisions | |
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Pricing Objectives | |
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Cost Considerations in Pricing | |
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Product Considerations in Pricing | |
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Environmental Influences on Pricing Decisions | |
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Competition | |
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Government Regulations | |
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A General Pricing Model | |
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Set Pricing Objectives | |
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Evaluate Product-Price Relationships | |
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Estimate Costs and Other Price Limitations | |
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Analyze Profit Potential | |
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Set Initial Price Structure | |
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Change Price as Needed | |
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Summary | |
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Marketing in Special Fields | |
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The Marketing of Services | |
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Important Characteristics of Services | |
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Intangibility | |
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Inseparability | |
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Perishability and Fluctuating Demand | |
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Client Relationship | |
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Customer Effort | |
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Uniformity | |
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Providing Quality Services | |
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Customer Satisfaction Measurement | |
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The Importance of Internal Marketing | |
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Overcoming the Obstacles in Service Marketing | |
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Limited View of Marketing | |
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Limited Competition | |
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Noncreative Management | |
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No Obsolescence | |
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The Service Challenge | |
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Banking | |
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Health Care | |
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Insurance | |
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Travel | |
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Implications for Service Marketers | |
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Summary | |
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Global Marketing | |
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The Competitive Advantage of Nations | |
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Organizing for Global Marketing | |
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Problems with Entering Foreign Markets | |
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Organizing the Multinational Company | |
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Programming for Global Marketing | |
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Global Marketing Research | |
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Global Product Strategy | |
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Global Distribution Strategy | |
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Global Pricing Strategy | |
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Global Advertising and Sales Promotion Strategy | |
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Entry and Growth Strategies for Global Marketing | |
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Summary | |
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Analyzing Marketing Problems and Cases | |
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A Case Analysis Framework | |
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Analyze and Record the Current Situation | |
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Analyze and Record Problem and Their Core Elements | |
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Formulate, Evaluate, and Record Alternative Courses of Action | |
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Select and Record the Chosen Alternative and Implementation Details | |
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Pitfalls to Avoid in Case Analysis | |
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Communicating Case Analyses | |
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The Written Report | |
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The Oral Presentation | |
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Summary | |
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Financial Analysis for Marketing Decisions | |
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Financial Analysis | |
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Break-Even Analysis | |
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Net Present Value Analysis | |
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Ratio Analysis | |
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Summary | |
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Developing Marketing Plans | |
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A Marketing Plan Framework | |
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Title Page | |
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Executive Summary | |
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Table of Contents | |
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Introduction | |
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Situational Analysis | |
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Marketing Planning | |
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Implementation and Control of the Marketing Plan | |
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Summary | |
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Appendix-Financial Analysis | |
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References | |
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Summary | |
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Chapter Notes | |
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Index | |