Buyer Attitudes and Brand Choice Behavior

Business & Money

Day, George S.

Marketing & Sales

Free Pr

A winner of the American Marketing Association Foundation’s Berry-AMA 2011 Book Prize for the best book in marketing! 
Shareholder value . . . core competence . . .six sigma . . . right sizing . . . These influential strategy ideas have lured many companies into a dangerous internal focus, viewing the world from the inside out. As a result, companies lose sight of the market, which leads to poor results over the long run. Inside-out thinking distracts companies from the core purpose of a business: to create and serve customers. 
Fulfilling that purpose can be done only by approaching strategy from the outside in. In this refreshing look at creating enduring business value, two business school professors from The Wharton School and The Fuqua School of Business, Duke University, challenge you to shift your perspective. They demonstrate that companies that adopt--and fight to keep--an outside-in view focused on customer value have grown revenue, profit, and shareholder value through both boom and bust business cycles. 
Applying years of research, George S. Day and Christine Moorman illustrate that an outside-in view requires constant vigilance and focus on four customer value imperatives:
<ul>
<li>Be a customer value leader </li>
<li>Innovate new value for customers </li>
<li>Capitalize on the customer as an asset </li>
<li>Capitalize on the brand as an asset</li>
</ul>
Only companies that operate with an outside-in view from the C-suite to the front lines can expect to maximize and profit from customer value. 
Strategy from the Outside In puts you ahead of the competition and, just as important, keeps you there. Visit www.strategyfromtheoutsidein.com Praise for Strategy from the Outside In 
"Throughout P&amp;G's long history, we have focused on the four customer value imperatives outlined in this excellent book―and are as committed to them today as ever. This is essential reading for leaders focused on making a positive difference in the world and, as a direct result, delivering growth for both the near and long term." ―Robert A. McDonald, Chairman, President, and CEO, The Procter &amp; Gamble Company "Strategy from the Outside In is thought-provoking, practical, and full of ideas on how to strengthen your company's customer value proposition." ―Tom Lynch, CEO, Tyco Electronics Corporation "American Express's success has rested largely on our ability to focus on our customers and adapt to their changing needs over the past 160 years. Strategy from the Outside In is an insightful book with practical advice about how to do just that." ―Jud Linville, President and CEO Consumer Services, American Express "An in-depth look into the basic premise of what, in my view, makes successful business. Certainly worth reading once and then once every year to remind all of us what keeps us in business. For marketers, a great benchmark to help focus on how to add value most effectively." ―Geert van Kuyck, Executive Vice President and Chief Marketing Officer, Royal Philips Electronics "Sam Walton said 'there's only one boss--the customer'. At Walmart we try to stay focused on that every day. But how? Strategy from the Outside In provides a blueprint for how to build a trusted brand based on consistently providing superior value to customers." ―Stephen Quinn, Chief Marketing Officer, Walmart "Getting your company to organize around what customers value most sounds easy in theory, but it's very hard to do consistently well. Day and Moorman provide a thoughtful, realistic, and actionable blueprint for delivering the most value to your most valuable customers." ―Beth Comstock, Chief Marketing Officer, GE "Only a few books can really help marketing professionals make a difference in their organization. Strategy from the Outside In falls into this category. Creating superior customer value is or should be a priority of all marketers. Here, Day and Moorman provide a clear path for delivering on such value. Most important, their work is based on the real-world successes (and failures) of organizations which they have studied." ―Dennis Dunlap, CEO, American Marketing Association "Strategy from the Outside In offers a refreshing reminder that answers to managers' most pressing questions always start by looking outside the organization and meeting consumer needs better than the other guys! It provides a combination of solid evidence and user-friendly frameworks that can be put to use immediately. A must-read not only for today's challenged CMO but for the rest of the C-suite as a guiding framework for the entire enterprise." ―Rob Malcolm, President, Global Marketing, Sales and Innovation, Diageo PLC 
"Strategy from the Outside In provides a handbook to re-imagine a business through the eyes of customers. It is full of current case studies, research, and practical frameworks that senior marketers can use to refine their own thinking and influence their colleagues." ―Greg Gordon, SVP Consumer Marketing, Liberty Mutual "Day and Moorman advise companies to leave their comfortable positions of controlling their businesses to the uncomfortable position of allowing their customers control. This is a book only for companies courageous enough to listen to their customers instead of themselves." ―Ron Nicol, Senior Partner and Managing Director, Boston Consulting Group

Strategy from the Outside In: Profiting from Customer Value

Moorman, Christine

Management & Leadership

McGraw=Hill

How organizations can anticipate threats, spot opportunities, and act faster when the time is right; with rich examples including Adobe, MasterCard, and Amazon.
When turbulence is the new normal, an organization's survival depends on vigilant leadership that can anticipate threats, spot opportunities, and act quickly when the time is right. In See Sooner, Act Faster, strategy experts George Day and Paul Schoemaker offer tools for thriving when digital advances intensify turbulence. 
Vigilant firms have greater foresight than their rivals, while vulnerable firms often miss early signals of external threats and organizational challenges. Charles Schwab, for example, was early to see and act on the promise of “robo-advisors”; Honeywell, on the other hand, stumbled when Nest Labs came out first with a “smart” thermostat. Day and Schoemaker show leaders how to assess their vigilance capabilities and cultivate insight and foresight throughout their organizations. They draw on a range of cases, including Adobe and Intuit's move to the cloud, Shell's investment in clean energy, and MasterCard's early recognition of digital challenges. 
Day and Schoemaker describe how to allocate the scarce resource of attention, how to detect weak signals and separate them from background noise, and how to respond strategically before competitors do. The challenge is not just to act faster but to act wisely, and the authors suggest ways to create dynamic portfolios of options. Finally, they offer an action agenda, with tips for fostering vigilance and agility throughout an organization. The rewards are stronger market positions, higher profits and growth, more motivated employees, and organization longevity.

See Sooner, Act Faster: How Vigilant Leaders Thrive in an Era of Digital Turbulence (Management on the Cutting Edge)

Schoemaker, Paul J.H.

The MIT Press

Strategic Market Planning: The Pursuit of Competitive Advantage

West Group

Analysis for Strategic Market Decisions (West Series on Strategic Market Management)

Thomson Learning

This text takes a "macro-micro-macro" approach toward communicating the intricacies of marketing research and its usefulness to the marketing organization. The book begins with a macro-level treatment of what marketing research is, where it fits within an organization, and how it helps in managerial decision-making. The body of the text takes a micro-level approach, detailing each step of the marketing research process using a decision-oriented perspective. The authors wrap up with a macro-level treatment of the applications of marketing research. As with previous editions, the text provides thorough coverage of the most advanced and current marketing research methodologies, point out their limitations, as well their potential for enhancing research results.

Marketing Research

Aaker, David A.

KUMAR, V.

wiley

Marketing Research offers the best approach toward communicating the intricacies of this field and its usefulness to the marketing organization. "Macro-micro-macro" in design, and fitting for students in the intermediate or advanced courses, this highly-regarded text focuses on market intelligence, strategy, theory, and application. The new tenth edition retains its coverage of the most advanced and current marketing research methodologies and points out their limitations, as well their potential for enhancing research results. It also brings to the forefront the relevance of marketing intelligence, the power of the Internet in marketing research applications, and much more.

Leone, Robert

Managers all over the world make decisions on product and service related issues on a regular basis. Defining, generating, managing and interpreting information becomes an integral part of every organization. Readers of this book are presented with an overview of the major steps in the marketing research process. The book starts by detailing the importance of marketing research and the role it plays in the organization and how it helps with managerial decision making. The book then takes a micro-level approach, detailing each step of the marketing research process. The applications of marketing research, such as brand equity, customer satisfaction, and relationship marketing as also covered.

Essentials of Marketing Research, 2nd Edition with SPSS 17.0

Marketing Research: The Second Pacific Rim edition reflectscontemporary developments and examples in Marketing Research. Thetext maintains the strengths of the original Aaker, Kumar and Daytext, and is presented in an engaging and accessible style. Avisual map evolves throughout the text, guiding students throughthe entire marketing research process step by step. 
The text retains a clear focus on marketing research as a toolfor helping organisations achieve their goals, and uses themacro-micro approach of reviewing the entire research processbefore considering each component part in detail. The focus is onunderstanding and conducting market research as the basis formaking sound business decisions.

Marketing Research: The Second Pacific Rim Edition

Stewart, David W.

Lawley, Meredith

Essentials of Marketing Research

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