2423 Posts Found

Is a satisfied customer a loyal customer? Not necessarily says the author of two books on CRM, who in this article makes the important point that satisfied customers can defect but customers who have a strong relationship rarely do.

Content: Article | Author: Ian Gordon | Source: Ivey Business Journal | Subjects: Customer Related, Management, Marketing / Sales

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Can You Afford Not To? Throughout the world, Muslims are becoming increasingly active as investors and manufacturers, bankers and traders, competitors and suppliers, and becoming real partners in a global economic system. Muslims comprise one of the fastest growing consumer markets in the world and, hence, represent a major growth opportunity for businesses around the world.

Content: Article | Authors: Dirk Buchta, Martin Walker, Tracey Reuter | Source: Kearney | Subjects: Demographics, International, Miscellaneous

Juggling thousands or even millions of price points calls for common systems, greater transparency in performance, and an organizational balance between centralization and decentralization.

Content: Article | Authors: Andrew H. Kincheloe, Dieter Kiewell, J. Kevin Bright | Source: McKinsey Quarterly | Subjects: Marketing / Sales, Pricing

If you handle pay-per-click (PPC) advertising, this is your ultimate reconnaissance tool. Use it to find out how much is being spent on PPC advertising by category or industry… or you may prefer to drill down and discover how much a competitor is spending per day on PPC, plus the number of clicks their site is receiving per day, the average position of their ad … [ Read more ]

Content: Online Resource | Subjects: Competitive Intelligence, Market Research, Marketing / Sales

What are your customers thinking? Wouldn’t it be great to identify what they want in a product or service? Business owners understand the value of market research for uncovering customer needs and desires, yet the cost is often prohibitive for companies on a small budget, where research is considered too expensive and time-consuming.

According to author Lloyd Corder, a seasoned marketing research strategist, you can conduct … [ Read more ]

Content: Book | Author: Lloyd Corder | Subjects: Market Research, Small Business

Marketers spend a billion dollars a year targeting influentials. Duncan Watts says they’re wasting their money.

Content: Article | Authors: Clive Thompson, Duncan J. Watts | Source: Fast Company | Subjects: Best Practices, Marketing / Sales

Just as city planners use master plans to stimulate healthy growth, a “Customer Community Master Plan” enables marketers to develop an overall customer interaction plan.

Content: Article | Author: Adrian C. Ott | Source: MarketingProfs | Subjects: Customer Related, Marketing / Sales

Marketing creates strategic value in two ways: connecting customers and markets to the organization by influencing awareness and behavior, and connecting the organization to customers and markets by creating customer knowledge within the organization.

Content: Quotation | Authors: Christine Cutten, Vikram Mahidhar | Sources: Deloitte, Journal of Integrated Marketing Communications | Subject: Marketing / Sales

If you want a great referral, you must ask somebody who already trusts you. Read about the three types of these people and get some additional pointers to make the process easier.

Content: Article | Author: Geoffrey James | Source: BNET | Subject: Marketing / Sales

Joanne Black, author of “No More Cold Calling,” shares a simple five-step process for what to say to build up your business through referrals.

Content: Article | Author: Geoffrey James | Source: BNET | Subject: Marketing / Sales

As with any corporate endeavor, marketing programs require a system of evaluation to ensure the most effective resource allocation. Clarity of corporate goals, linkages to proper measures, a design that integrates cross-functional and inter-firm aspects and support systems that capture and report timely results all play a crucial role in the measurement design. Above all, the design must align with strategic intent and accurately … [ Read more ]

Content: Article | Authors: Christine Cutten, Vikram Mahidhar | Sources: Deloitte, Journal of Integrated Marketing Communications | Subject: Marketing / Sales

Companies have more power to create value through pricing – including raising prices, even under weak economic and strong competitive conditions – than many realize. Companies that focus their organizations on what we call precision pricing typically boost EBIT margins by three to five points, and sometimes by as much as ten points. Moreover, they score these gains fast. The key is to conduct continuous, … [ Read more ]

Content: Article | Authors: J. Kevin Bright, James P. Andrew | Source: Boston Consulting Group (BCG) | Subject: Pricing

This article provides an overview of Profiting from Proliferation, a new book by The McKinsey Quarterly on how companies should respond to the challenges posed by rising complexity in today’s marketing environment—which is characterized by increasingly fragmented customer segments, the declining effectiveness of traditional media, and a constantly expanding number of distribution touchpoints. The contents of the entire book are available for download.

Content: Article | Authors: David C. Court, Riiber Knudsen, Thomas D. French | Source: McKinsey Quarterly | Subjects: Management, Marketing / Sales

Facing saturation and cutthroat competition in long-established markets, many multinational companies are seeking new markets. Yet until recently, they have largely ignored the more than 5 billion low-income consumers, thinking these consumers have no money to spend or are impossible to reach. Now several companies are disproving these perceptions.

Content: Article | Authors: Peter Pfeiffer, Sven Massen, Ulrich Bombka | Source: Kearney | Subjects: Demographics, International, Strategy

Naming. Doesn’t matter what you’re naming—your product, your business, your Web site or heck, even your child (which happens to be my current project), your choice is important. Here, you’ll find a flock of ideas, strategies, and tools to make your name discovery a little easier.

Content: Article | Author: Scott Trimble | Source: MarketingProfs | Subject: Marketing / Sales

Generations at Work is intended to help you bridge the gap or, more accurately, gaps between people of different ages who work at your company. What’s so vexing about the workplace is that four different groups are vying for roles and recognition. There are the veterans, boomers, Xers, and the nexters. The people in each cohort, the book argues, have more in common than just … [ Read more ]

Content: Book | Authors: Bob Filipczak, Claire Raines, Ron Zemke | Subjects: Demographics, Human Resources, Management, Organizational Behavior

A new book on workplace tensions among four generations — veterans, boomers, Xers, and nexters — explains why it’s so difficult for all of us to get along. So do you have a problem with that?

Content: Related Content | Author: Katharine Mieszkowski | Source: Fast Company | Subjects: Demographics, Human Resources, Management, Organizational Behavior

How Coach learned to know, not guess, what customers want.

Content: Case Study | Author: Adrian J. Slywotzky | Source: Oliver Wyman | Subjects: Customer Related, Management, Marketing / Sales | Company: Coach

Like death and taxes, commoditization of your products is a given. Marketing professor John Quelch offers tips for delaying the inevitable and dealing with it once it arrives.

Content: Article | Author: John A. Quelch | Source: Harvard Business School (HBS) Working Knowledge | Subject: Marketing / Sales