Marknadsföring

This book describes a sales pitch strategy based on the latest scientific findings in brain research that provides salespeople with a blueprint for systematic, non-manipulative, structured customer conversations.Why do negotiations sometimes lead to success and other times not? Why do customers sometimes react positively and sometimes negatively to comparable procedures and decision-making processes? The authors explore all these questions and, using concrete examples from everyday sales practice in conjunction with current findings from brain research, show what kind of communication will ensure your success. They describe how to better interpret the behavior of customers, their typical and individual ways of thinking, and the timing of their decision-making processes. And you will also learn how ethical the process of selling can be if you base it on the right philosophy, a positive image of humanity as well as respect and appreciation and simply let customers buy.If you are in sales and want to optimize your communication with existing and potential customers, this is the book for you

Corporate social responsibility (CSR) is an established management focus of today's companies and organizations of different types, scope and size. Communication practices on CSR and sustainability in the media industry, related theoretical concepts, and empirical foundations have not yet been sufficiently explored. This book focuses on a new normative framework of sustainability, bridging the established debate on public value with the current debate on social impact and the social license to operate in the media industry. With a variety of contributions from theory and practice, the book addresses the dual nature of media and media companies, which simultaneously produce economic and cultural goods and thus bear a "double responsibility": on the one hand, for the way they present reality, monitor and criticize economic and political developments, and bring ethical concerns to the public debate. On the other hand, they bear responsibility for their own activities as companies(license to operate). The book is therefore aimed at readers interested in the journalistic perspective and at executives in the media industry.

Alcanzar la excelencia en las operaciones es posible y la ruta para llegar hasta allí se describe en este libro.En un marco de mercados impredecibles y volátiles, de clientes informados y exigentes, es fundamental que las cadenas de suministro y el área de operaciones estén perfectamente alineadas con las expectativas de los clientes y con la propuesta de valor de las empresas.Las cadenas de suministro y el área de operaciones han dejado de ser un centro de costo para convertirse en una organización donde se crea valor para las compañías y sus clientes. Los mercados requieren que las cadenas de suministro dejen de tener un enfoque interno, para desarrollar un enfoque centrado en el cliente, algo que representa un desafío extraordinario, especialmente para las cadenas de suministro más tradicionales, enmarcadas en organizaciones B2B.La diversificación de las compañías hacia nuevos mercados, la explosión del comercio electrónico y la irrupción de empresas disruptivas han cambiado las necesidades de la clientela, que ahora demanda atributos más diferenciadores. Esta disparidad de atributos no puede ser entregada por un solo modelo de cadena de suministro. La época en la que un solo tipo de organización de cadena de suministro valía para todo ha pasado a la historia.Este libro presenta un modelo de cuatro pasos para alinear la estrategia de operaciones con las expectativas de los clientes, poniendo a disposición herramientas y casos prácticos para diseñar una estrategia de operaciones que permita entregar el valor prometido a los clientes. Este es el primer paso para alcanzar la excelencia en las operaciones.

Dieses Buch zeigt aus neuro- und kommunikationswissenschaftlichen sowie psychologischen Perspektiven auf, wie Reputation von Unternehmen, Organisationen, C-Level-Management oder Aufsichtsrat entsteht und erfolgreich gemanagt werden kann.Ihren guten Ruf in der Öffentlichkeit können insbesondere Unternehmen zwar durch die Konsistenz aus Unternehmensrealität und -kommunikation bewirtschaften ¿ aber alleine in den Köpfen der Menschen wird über die Reputation entschieden. Nur wer versteht, wie sie bei Stakeholdern genau entsteht und welche Wirkmechanismen dabei zum Tragen kommen, wird auch künftig erfolgreich als Unternehmen kommunizieren und das öffentliche Urteil über die eigenen Wesenszüge ¿ die Reputation ¿ positiv gestalten. Autorinnen und Autoren aus Wissenschaft und Praxis teilen in diesem Werk ihren Erfahrungs- und Wissensfundus, um Reputation als auslösende Wirkkraft im Gehirn für gewünschtes menschliches Handeln im Sinne vonUnternehmen zu erläutern. Die Autorinnen und Autoren liefern ganzheitliche, aber auch überraschende Perspektiven, neue Zusammenhänge und Insights sowie hilfreiche Praxistipps.

Dieses Buch zeigt, wie die CEO-Reputation als strategischer Faktor in kleinen und mittelgroßen Unternehmen gezielt gemanagt werden kann. Denn CEOs sind die ersten und obersten Botschafter:innen eines Unternehmens und ihr Verhalten beeinflusst die Reputation wesentlich. Mit ihrer Persönlichkeit, ihrer Kommunikation und ihrem Auftritt repräsentieren CEOs das Unternehmen nach innen und außen ¿ bewusst und unbewusst. CEO-Branding sollte daher nicht als zufälliger Nebeneffekt betrachtet werden, sondern als entscheidender strategischer Hebel. Die Autorin hat fünf Erfolgsfaktoren und eine Formel für erfolgreiches CEO-Branding entwickelt und in der Praxis vielfach erprobt: Strategie, Persönlichkeit, Kongruenz, Botschaft und Konzept. Auf Basis dieser Faktoren lässt sich ein strukturiertes, zielführendes und messbares CEO-Branding entwickeln, das Unternehmen einen nachhaltigen Wettbewerbsvorteil bringt. Außerdem: Experteninterviews zeigen auf, wie das Thema in der Praxis angegangen werden muss.

Dieses Buch befasst sich mit dem Total Revenue Management (TRM), einem aufkommenden Konzept im Revenue Management, das die bestehenden Prinzipien und Instrumente des Revenue Managements in alle Gewinnbereiche einbezieht. Es ist ein professioneller Leitfaden für denoptimalen und innovativen Einsatz von TRM, um Wettbewerbsvorteile zu erzielen. Der Leser erhält einen umfassenden Einblick in die Strategien, Instrumente und Prinzipien des TRM, einschließlich bestehender und neu entstehender Ertragsströme entlang der Wertschöpfungskette. Der Autor bietet eine transparente und ganzheitliche Erklärung von Preisstrategien, Segmentierungsmethoden und Vertriebsprinzipien, die die Umsetzung von TRM in Unternehmen ermöglichen.

Dieses Buch zeigt, wie Verantwortliche auf allen Unternehmensebenen die Herausforderungen einer nachhaltigen Unternehmensführung souverän meistern können. Hierzu werden konkrete Handlungskonzepte präsentiert.Der Klimawandel und die Endlichkeit natürlicher Ressourcen fordern weltweit bereits ihren Tribut. Ein Umdenken in Richtung ökologischer Nachhaltigkeit ist nicht nur auf globaler Ebene dringend notwendig. Auch die Ausrichtung unternehmerischer Strategien wird zunehmend durch die gesellschaftspolitische Handlungsmoral von Kunden und Stakeholdern bestimmt, bei denen ökonomische und gesellschaftspolitische Interessen im Einklang mit sozialen und ökologischen Herausforderungen stehen müssen. Anhand des Drei-Säulen-Modells für Nachhaltigkeit (Triple Bottom Line) und weiterführender Themenbereiche (wie z.B. Lieferkettengesetz und ESG-Kriterien) zeigt der Autor praxisnah auf, wie sich Unternehmen diesen großen Herausforderungen erfolgreich und langfristig stellen können. Der Schlüssel zum Erfolg liegt dabei in einem auf allen Unternehmensebenen definierten und gelebten Wertewandel in Richtung ökologischer, sozialer und wirtschaftlicher Nachhaltigkeit. Nicola Oudejans, Lehrgangsleitung Chief Digital Officer an der Universität für Weiterbildung Krems/Donau-Universität KremsDer InhaltNachhaltigkeit in der Unternehmensführung und auf KundenseiteInstitutionelle und rechtliche Rahmenbedingungen eines nachhaltigen AgierensIntegration von Nachhaltigkeitskonzepten in die Purpose-Definition von UnternehmenIdentifikation und Ausschöpfung von Nachhaltigkeitspotenzialen in der eigenen WertschöpfungsketteErschließung von Nachhaltigkeitspotenzialen im Marketing und bei der MarkenführungMonitoring und Controlling zur Sicherstellung einer nachhaltigen UnternehmensführungDos & Don¿ts einer nachhaltigen UnternehmensführungEntwicklung einer Green Journey für das eigeneUnternehmen

Sustainable Management: The Complete Guide to Principles and Practice is both a core textbook, and a guide for teachers in one convenient volume.

Shariah governance assumes the primary instrument through which Islamic Banking Institutions (IBIs) ensure the Islamicity of their products, services, operations, and internal environments. It is considered to be one the fundamental elements that differentiates IBIs from their traditional counterparts.Shariah Governance in Islamic Banking Institutions provides a critical overview of the key aspects pertaining to Shariah governance within Islamic financial institutions and presents a detailed analysis of its conceptual background. The authors have identified the unique issues that have emerged due to the integration of Shariah, namely the involvement of the Shariah supervisory board (SSB), in the corporate governance arrangements of Islamic banks. These issues relate to disclosure, transparency, independency, consistency, confidentiality, competency, and reputation. The book details the doctrines of Shariah pronouncements in Islamic banks, the importance of having a central advisory board at a regulatory level in the standardization of Islamic banking practices, as well as the competence required for Shariah supervisory board members. It provides a critical analysis of the Shariah governance framework in Pakistan and introduces the authors' vision of an ideal Shariah governance framework. Furthermore, the chapters offer guidance in promoting effective policies for improving Shariah governance.This is one of the core challenges facing Islamic banks, namely, to ensure compliance with faith and provide legitimacy to the business of IBIs, and as such, the book will appeal to both the research and professional communities.

This book examines the 2020 campaign and election in the United States of America from the perspective of political marketing, always intrinsic to democratic elections. Whether focused on the development of campaign strategy, its implementation via various communication media, or how well that communication resonates and mobilizes the electorate, marketing is central to political campaigning.The election of 2020 was arguably one of the most unique in recent memory. The campaign took place in a context which included a pandemic that prevented normal campaigning for much of the year, a historically unpopular and polarizing incumbent president and continued adaptation on the part of all political actors and citizens to a rapidly changing communication environment. Chapters in this book, by well-respected scholars in the field, focus on various aspects of this reality. This includes discussion of how candidates use various social media platforms, what effects the social media campaign has on citizens and legacy media, as well as how well marketing efforts resonate with citizens.Political Marketing and the Election of 2020 will interest students, scholars, and researchers of political marketing, political communication, parties and elections, and American politics. The chapters in this book were originally published in the Journal of Political Marketing.

Drawing back on the ever-evolving stakeholder management theory, this book responds to calls for more empirical research into the managerial sense making of the stakeholder concept. The book explores how managers make sense of stakeholder management, especially in complex and challenging business contexts.

Belonging to the realm of intelligent technologies, it is increasingly accepted that artificial intelligence (AI) has evolved from being merely a development standpoint in computer science. Indeed, recent reports and academic publications show that we are clearly on the path toward pervasive AI in both business and society. Organizations must adopt AI to maintain a competitive advantage and explore opportunities for unprecedented innovation. This book focuses on understanding the wide range of opportunities as well as the spectrum of challenges AI brings in different business contexts and society at large.The book highlights novel and high-quality research in data science and business analytics and examines the current and future impact of AI in business and society. The authors bridge the gap between business and technical perspectives and demonstrate the potential (and actual) impact on society. Embracing applied, qualitative, and quantitative research as well as field experiments and data analysis, the book covers a broad range of topics including but not limited to human-centered AI, product and process innovation, corporate governance, AI and ethics, organizational performance, and entrepreneurship.This comprehensive book will be a valuable resource for researchers, academics, and postgraduate students across AI, technology and innovation management, and a wide range of business disciplines.

The central idea of this book is that entrepreneurial development and small business development are connected. Entrepreneurship is lauded as an engine of growth (economic development and job creation), with small businesses often contributing to new job creation.

The central idea of this book is that entrepreneurial development and small business development are connected. Entrepreneurship is lauded as an engine of growth (economic development and job creation), with small businesses often contributing to new job creation.

The Belt and Road Initiative (BRI) is a major development strategy launched by the Chinese government with the goal of fostering economic cooperation among countries along the proposed routes. The BRI marks a new era in which multinational enterprises (MNEs) from developing countries are beginning to take primary responsibility for driving global flows of outward foreign direct investment (OFDI). Among hotly debated topics on how the BRI is reshaping the global competitive landscape, corporate social responsibility (CSR) reporting practices of Chinese MNEs along the Belt and Road are noteworthy but relatively less discussed.This book investigates how do Chinese MNEs engage with, define, and implement CSR under such an enormous cooperative initiative through analyzing their CSR reporting practices in the BRI host countries. Besides this, opportunities and challenges of the BRI investments for sustainable development in host countries are examined. The book provides critical insights into the current institutional architecture for CSR reporting to promote sustainable development. It also highlights the importance of stakeholders' capacities to sustain, enact, and execute strict CSR disclosure laws and regulations.The findings mark important implications, particularly in view of growing concerns about international reputational damage of unsustainable OFDI. The book is suitable for researchers, undergraduate and postgraduate students in the fields of CSR, sustainability development, accounting, and international business; as well as others who are keen on the latest development of the BRI in relation to other developing and least-developed countries.

Many new challenges including competitiveness are emerging for sustainable business during this era of disruption. This book analyses these challenges to sustainable development and growth and addresses the impact of corporate social responsibility on the competitiveness of organisations.

This book offers a collection of scholarly writing on the meanings of happiness in relation to consumption. The chapters in this volume explore how material practices link to structures of power and exploitation. The chapters in this book were originally published in Consumption Markets & Culture.