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Essentials of Marketing Management [With Booklet]
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Table of Contents

Part One Introduction to Marketing Management Chapter 01 Marketing in Today's Global Business Milieu Chapter 02 Elements of Marketing Strategy and Planning Part Two Information Drives Marketing Decision Making Chapter 03 Perspectives on CRM and Marketing Metrics Chapter 04 Managing Marketing Information Chapter 05 Understanding Customers: Business-to-Consumer Markets Chapter 06 Understanding Customers: Business-to-Business Markets Part Three Developing the Value Offering Chapter 07 Segmentation, Target Marketing, Positioning Chapter 08 The Product Experience: Product Strategy and Building the Brand Chapter 09 The Product Experience: New-Product Development and Service Chapter 10 Managing Pricing Decisions Part Four Communicating and Delivering the Value Offering Chapter 11 Managing Marketing Channels and the Supply Chain Chapter 12 Points of Customer Interface: Bricks and Clicks Chapter 13 Integrated Marketing Communications: Promotional Strategy, Advertising, Sales Promotion, and Public Relations Chapter 14 Integrated Marketing Communications: Personal Selling, Direct Marketing, and Interactive Marketing Glossary Endnotes Credits Index

About the Author

Charles Harwood Professor of Marketing and Strategy in the Crummer Graduate School of Business at Rollins College, Winter Park, Florida. He earned his Ph.D. in marketing from Oklahoma State University. Greg's industry experience includes 13 years in selling and sales management, product management, and retailing with companies such as Warner Lambert, Mennen, and Target Stores. When he left Warner Lambert in 1986 to enter academe, he was the manager of the top-performing sales district in the United States. In addition, he has served as a consultant and trainer for a variety of organizations in both the private and public sectors, primarily in the areas of marketing planning, strategy development, and service quality. Mark W. Johnston is the Alan and Sandra Gerry Professor of Marketing and Ethics in the Roy E. Crummer Graduate School of Business at Rollins College in Winter Park, Florida. He earned his Ph.D. in Marketing in 1986 from Texas A&M University. Prior to receiving his doctorate, he worked in industry as a sales representative for a leading distributor of photographic equipment. His research has been published in a number of professional journals including Journal of Marketing Research, Journal of Applied Psychology, Journal of Business Ethics, Journal of Marketing Education, Journal of Personal Selling & Sales Management and many others. Mark is also an active member in the American Marketing Association and Academy of Marketing Science. Mark has been retained as a consultant for firms in a number of industries including personal health care, chemical, transportation, hospitality, and telecommunications. He has consulted on a wide range of issues involving strategic business development, sales force structure and performance, international market opportunities, and ethical decision-making. Mark also works with MBA students on consulting projects around the world for companies such as Tupperware, Disney, and Johnson & Johnson. He has conducted seminars globally on a range of topics including the strategic role of selling in the organization, developing an ethical framework for decision-making, improving business unit performance, and structuring an effective international marketing department. Mark continues to provide specialized seminars to top managers on strategic marketing issues. For more than two decades Mark has taught Marketing Management working with thousands of students. His hands-on, real world approach to marketing management has earned him a number of teaching awards.

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