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Market-Based Management: Strategies for Growing Customer Value and Profitability, by Roger J. Best
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Using an applied approach that focuses on market orientation, marketing strategy and market-based management, this book features coverage of the fundamental need for businesses to attract, satisfy and retain customers. It examines market-driven strategy, customer satisfaction and profitable growth. It emphasizes market-based management with a focus on the linkages between marketing strategy and profitability, cash flow and shareholder value.
- Sales Rank: #7256780 in Books
- Published on: 1996-12-27
- Original language: English
- Number of items: 1
- Dimensions: 9.25" h x 7.25" w x .75" l, 1.41 pounds
- Binding: Paperback
- 424 pages
From the Publisher
Using an applied approach that focuses on market orientation, marketing strategy and market-based management, Best details the connections between a market-driven strategy and profitable growth.
From the Back Cover
Using an applied approach that focuses on market orientation, marketing strategy, and market-based management, this book details the connections between a market-driven strategy, customer-value, and profitable growth. It outlines the tools and techniques for delivering higher levels of customer satisfaction, marketing productivity and efficiency, and overall profitability and shareholder value. Contains consumer examples throughout. Market-Based Management. Market Definition Potential, and Demand. Customer Analysis and Value Creation. Market Segmentation and Segmentation Strategies. Competitor Analysis and Competitive Position. Product Positioning and Product Strategies. Market-Based Pricing and Pricing Strategies. Marketing Channels and Sales Systems. Marketing Communications and Customer Response. Offensive Marketing Strategies. Defensive Marketing Strategies. Global Marketing Strategies. Developing a Marketing Plan. Strategy Implementation and Performance Metrics. Market-Based Strategies and Profitable Growth. For marketing managers.
Most helpful customer reviews
0 of 0 people found the following review helpful.
Rental book cover has heavy usage and first page of ...
By Andrew Huntsman
Rental book cover has heavy usage and first page of book was crinkled up. Book doesn't have writing in it but does show much usage for a rental.
0 of 0 people found the following review helpful.
Five Stars
By Amazon Customer
:)
2 of 3 people found the following review helpful.
Great material and ideas... needs a little fine tuning in later editions
By Cathy R.
This is a very pricey book for an MBA course of mine. It's got great concepts and a very quantitative method for evaluating marketing, which is great because when marketing programs are the first to get cut in the budget, it's nice to have proof of how effective they are. The author also has a compatible website with additional tools for marketing.
Still, I think that the book is really dense with not enough real-world examples. Also, the graphs alluded to on one page are found on a different page, which makes it difficult to follow along (sometimes graphs are in the future, and others they have already been shown).
His methods are great in theory, but a lot of them would be impossible to configure in real life. For example, when does anyone truly know the true market attractiveness score? It's an estimate, at best. Great start, though. I hope that the 6th edition is a little better organized...
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