• Advertising & Promotion • Brand Management • Business Logistics • Business To Business Marketing

• Consumer Behavior • Customer Relationship Management • International Marketing and others...

Business Marketing Exploring Marketing Foundations of Marketing, Introduction to Marketing,

Management, International Research, International 3e International Edition, 10e
Edition, 10e Edition, 10e Pride • Ferrell McDaniel • Lamb • Hair
Hutt • Speh Zikmund • Babin refer to p.26 refer to p.27
refer to p.7 refer to p.19

Sourcing and Supply Sales Managment Encyclopedia of Brands and Their

Chain Management, Hair • Anderson • Mehta • Marketing Campaigns Companies
International Edition, 4e Babin refer to p.R13 refer to p.R14
Handfield • Monczka • refer to p.40
Giunipero • Patterson
refer to p.36

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CVR_Mktg_SL.indd 1 1/7/09 3:18:11 PM
 Catalog Info
Contents It includes titles in Marketing from the following publishers:

• Cengage Learning Asia

Academic •
•
Cengage Learning Australia
Cengage Learning EMEA
• South-Western Cengage Learning

Marketing For lecturers, please contact your Cengage Learning Representative

Advertising & Promotion .......................................................................2 or our Singapore Office for ancillaries to adopted texts.
Brand Management.................................................................................5
Business Logistics ....................................................................................6
Business to Business Marketing...........................................................7 Prices
Consumer Behavior .................................................................................8 Order form/pricelist is available upon request through Cengage
Customer Relationship Management ...............................................10 Learning Representative.
International Marketing ........................................................................11
Special prices are available for class adoption. Please contact your
Internet Marketing ................................................................................ 14 Cengage Learning Representative, listed in the inside backcover of
Marketing Channels .............................................................................. 16 this catalog for information on class adoption.
Marketing Management ...................................................................... 16
Marketing Research .............................................................................. 17
Marketing Strategy ............................................................................... 22 Orders
Non-Profit Marketing ...........................................................................25 Please send your orders directly to:
Principles of Marketing ........................................................................25
Cengage Learning Asia Pte Ltd
Public Relations ......................................................................................32
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Purchasing ...............................................................................................35 #01-01 UIC Building
Relationship Marketing ........................................................................37 Singapore 068808
Retailing ...................................................................................................38 Tel: (65) 6410 1200 Fax: (65) 6410 1208
email: asia.info@cengage.com
Sales Management ................................................................................39
Attn: Customer Service
Selling ......................................................................................................40
Services Marketing ............................................................................... 42
Sports Marketing ...................................................................................43 e-Learning Helpdesk
Combined Author/Title Index ........................................................... i-iii
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ifc_Mktg_SL.indd 1 1/7/09 2:46:20 PM

 CENGAGE LEARNING
ASIA SECTIONAL
CATALOG
2009 - 2010
Marketing

01-43_Mkt_SL.indd 1 1/6/09 6:28:54 PM

 Marketing advertising & promotion
ADVERTISING & PROMOTION
New Edition!
ADVERTISING AND INTEGRATED BRAND
PROMOTION, INTERNATIONAL EDITION,
5E
Thomas O’Guinn, University of Wisconsin-Madison; Chris Allen, University of
Cincinnati; Richard J. Semenik, Montana State University
Powerful and practical, current and cutting-edge, ADVERTISING
AND INTEGRATED BRAND PROMOTION, 5e captures the thrill of
advertising with its integrated learning experience, solid theory,
real-world examples, and coverage of emerging trends. Like other
aspects of business, good advertising is the result of hard work and
careful planning. The new edition of Advertising and Integrated Brand
Promotion illustrates how to best accomplish this.
NEW TO THIS EDITION:
• Cutting-Edge Coverage: Extensively revised and updated, the new fifth edition
covers the most current topics, latest issues, and emerging trends from the
field. It offers new coverage of Web 2.0, expanded discussions on branded
entertainment, greater integration of the importance of globalization, and
much more
• PowerPoint® with Video: This edition’s PowerPoint® presentation for the
instructor is of the highest quality possible. Prepared by text author Rich
Semenik, the all-new PowerPoint® package includes embedded video from
recent ads, bringing classroom lectures to life! The presentation includes
additional ads as well as non-ad-exhibits. All ads are accompanied with
commentary on how they illustrate theory and concepts presented in the
text and at least one inductive question to spark classroom discussion
• Expanded Visuals: A hallmark feature of ADVERTISING AND INTEGRATED
BRAND PROMOTION is its highly visual presentation, which provides
students with a captivating backdrop to see how advertising concepts are
applied. The eye-catching fifth edition includes more than 500 ads and
exhibits. High-quality paper combined with a dynamic, magazine-style
presentation enhances the visual impact of each ad
FEATURES:
• Leader in Brand Strategy: The first to emphasize Integrated Brand Promotion
(IBP), ADVERTISING AND INTEGRATED BRAND PROMOTION continues to
lead the field, highlighting how advertising and promotion are developed and
deployed to build brand awareness and affinity. The entire advertising and
promotion trade is focused on using promotional tools to build the brand,
and the fifth edition reflects that emphasis. It integrates IBP throughout
each chapter to emphasize the importance of building brand awareness in
advertising.
• Practical Structure: While setting the standard for coverage of new
media topics, the text’s strength lies in its compelling presentation of the
fundamentals of advertising, which includes all the key issues involved
2 www.cengageasia.com
01-43_Mkt_SL.indd 2
in preparing a sound advertising plan. Following the same process as an
advertising agency, the book is structured into logical parts that reflect the
way advertising and IBP are developed and executed in practice: The Process,
The Planning, The Preparation, and The Placement--the 4 P’s of advertising.
• International Integration: Drawing examples straight from today’s global
marketplace, the text provides an insightful, real-world look at the numerous
challenges advertisers face internationally. International issues are among the
most frequently featured topics in the text and receive dedicated coverage
in the Globalization boxes found in most chapters, reflecting the continuing
change in business through globalization.
• Practical Tips & Tools: Doing it right is what it all comes down to in advertising,
and unique “Doing it Right” features found in nearly every chapter illustrate
the practical steps students must take to effectively execute key concepts.
This detailed feature ensures students can successfully put theory into real-
world action.
CONTENTS:
PART ONE: THE PROCESS: ADVERTISING AND INTEGRATED BRAND
PROMOTION IN BUSINESS AND SOCIETY. 1. The World of Advertising and
Integrated Brand Promotion. 2. The Structure of the Advertising Industry:
Advertisers, Advertising Agencies, and Support Organizations. 3. The Evolution
of Promoting and Advertising Brands. 4. Social, Ethical, and Regulatory Aspects
of Advertising. PART TWO: THE PLANNING: ANALYZING THE ADVERTISING
AND INTEGRATED BRAND PROMOTION ENVIRONMENT. 5. Advertising,
Integrated Brand Promotion, and Consumer Behavior. 6. Market Segmentation,
Positioning, and the Value Proposition. 7. Advertising and Promotion Research.
8. Planning Advertising and Integrated Brand Promotion. 9. Advertising
Planning: An International Perspective. PART THREE: PREPARING THE
MESSAGE. 10. Creativity, Advertising, and the Brand. 11. Message Strategy. 12.
Copywriting. 13. Art Direction and Production. PART FOUR: PLACING THE
MESSAGE IN CONVENTIONAL AND NEW MEDIA. 14. Media Strategy and
Planning for Advertising and IBP. 15. Media Planning: Print, Television, and
Radio. 16. Media Planning: Advertising and IBP on the Internet. PART FIVE:
INTEGRATED BRAND PROMOTION. 17.Support Media, Sales Promotion, and
Point of Purchase Advertising. 18. Event Sponsorship, Product Placements, and
Branded Entertainment. 19. Direct Marketing and Personal Selling. 20. Public
Relations, Influencer Marketing, and Corporate Advertising.Glossary. Name/
Brand/Company Index. Subject Index. Credits.
©2009, 750pp, Paperback, ISBN-10: 0324568673, ISBN-13: 9780324568677, South-Western
ADVERTISING CAMPAIGN STRATEGY,
INTERNATIONAL EDITION, 4E
Donald Parente, Middle Tennessee State University
ADVERTISING CAMPAIGN STRATEGY not only illustrates what
effective advertising campaigns are, but also demonstrates how
to successfully execute them. A comprehensive and detailed
campaign guide is outlined to take students step-by-step through
the advertising process. This text is a perfect addition to a principles
of advertising text.
NEW TO THIS EDITION:
• Mass Customization and Personalization Coverage: Chapter 1 now includes
new coverage on Mass Customization and Personalization, a contemporary
philosophy that has progressively led companies to develop and provide
products to smaller and narrower segments of the market, and in many cases
to individuals.
• Revised Chapter 9: Chapter 9, “Enhancing the Marketing Communication
Mix,” has been updated extensively and now includes a new section on
Marketing in the DVR (digital video recorder) Environment.
• Up-to-Date: The text has been updated to include the most current examples,
figures, and exhibits in the text providing readers with the most current
information possible.
1/6/09 6:28:55 PM

FEATURES:
• Effective and Strategic Campaign Process: The approach of Advertising
Campaign Strategy, is to offer a detailed examination of the campaign process,
from start to finish, with a special emphasis on the analytical and strategic
elements that are likely to lead to effective and successful campaigns.
• Marketing Communication Campaign Emphasis: Smart companies begin with
the premise that they are planning a marketing communications campaign -
not an advertising campaign. This assumption not only helps companies avoid
over-reliance on advertising, but it also helps them proactively consider other
promotional options as part of a unified selling message. This text shows
how to seamlessly integrate communication tools, such as, sales promotions,
direct marketing, and public relations with an advertising program, rather
than merely combine these, to end with a successful strategy.
• Campaign Progress Checklist: Found at the end of each chapter, the
“Campaign Progress Checklist” allows readers to confirm that they
understand and have covered all of the topics in that particular chapter in
order to have a successful campaign.
• Technology: Technology and the Internet are rapidly and dramatically
changing the way in which companies are doing business. We have integrated
this coverage throughout the text, as well as up-dated it to reflect changes
in the industry for the fourth edition.
• National Student Advertising Competition (NSAC): In the fourth edition,
advice and in-depth coverage is given of the NSAC and AAF (American
Advertising Federation).
CONTENTS:
1. Advertising from a Marketing Communications Perspective. 2. The Research
Foundation I: Understanding Clients and Consumers. 3. The Research Foundation
II: Market, Product, and Competitive Analyses. 4. Appraising Opportunities
and Setting Objectives. 5. Building the Marketing Communication Strategy. 6.
Developing a Creative Strategy that Moves People. 7. Media Strategy and Tactics.
8. Integrated Communications. 9. Enhancing the Marketing Communication
Mix. 10. Evaluating the Effectiveness of the Campaign. 11. Preparing the Plans
Book. 12. Preparing a Winning Presentation.
©2006, 432pp, Paperback, ISBN-10: 0324422822, ISBN-13: 9780324422825, South-Western
CAMPAIGN PLANNER FOR INTEGRATED
BRAND COMMUNICATIONS, 3E
Shay Sayre, California State University at Fullerton
Campaign Planner for Integrated Brand Communications is designed
to help students prepare and present a professional campaign in
conjunction with their advertising, promotion, or IMC text. Using a
10-step guide, this workbook clearly explains the process of planning
and executing a successful campaign. Students have the option
of working alone or in teams to complete the workbook activities.
Students working in teams will be exposed to and learn about specific
agency roles as they create their campaign.
FEATURES:
• Brand New “Clients” and Companies: The new edition is up-to-date with
new companies that students are familiar with and can relate to. Companies
include: Monster Energy Drink, Calloway Gold Equipment, Public Broadcast
System, Napster Online and new student examples based upon Toni &
Guy.
• Valuable Real-Life Experience: In order to complete their campaign, students
are required to profile a target market, conduct primary and secondary
research, analyze the competition, develop an industry overview, evaluate
the product/service, and prepare media plans, creative strategies and
promotions.
• Guided Plans Book Development: Drawing on completed worksheets,
students are asked to construct an end-of-term written proposal containing
their recommendations for a successful campaign. Instructions on how
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01-43_Mkt_SL.indd 3
advertising & promotion Marketing
to prepare and assemble a plans book provide students with important
information needed to complete this activity.
• Perfect for Instructors!: Student team-leaders are able to collect assignments,
take attendance and evaluate member participation in both small and large
classes. By placing responsibility for administration of the group activity on
the students, instructors are free to concentrate on advising and can avoid
the cumbersome tracking activity associated with team supervision.
• Role Playing: Students have the option of working alone or in teams to
complete the assignments. Students working in teams are asked to assume
specific agency roles to complete their portion of the campaign.
• Theory In Action: Simulating the real-life process that agencies use to develop
a campaign, the exercises contained in this workbook allow students to
see how objectives translate into strategies, and how strategies are then
developed into usable tactics.
• Student Resources: A tally sheet, sample surveys, and directions on how to
conduct informational interviews are included to help students complete
the research process.
CONTENTS:
SECTION 1: WHAT WE’RE DOING. A. Why Use the Campaign Planner. B.
How We Use the Planner. C. Defining a Campaign. D. Defining a Plans Book.
E. Where Do We Start? F. Hand-Holding Stuff. SECTION 2:WHO WE WORK
FOR AND WHAT WE DO A. Picking A Client. B. Choosing an Agency Role and
Following the Rules. C. Team-Building Activities SECTION 3: KEEPING TRACK
A. Scheduling and Conducting Agency Meetings. B. Meeting Rosters. SECTION
4: LET’S GET GOING A. Planning Activities B. Execution Activities SECTION 5:
HELPFUL HINTS AND XTRA CREDIT A. Research Tips. B. B. Execution Tips C.
Presentation Tips D. Information Interview E. Reading Assignment. SECTION
6: PUTTING IT ALL TOGETHER A. Assembling the Plans Book. B. Student
Campaign - Bed Head Boutique.
©2005, 160pp, Softcover, ISBN-10: 0324321473, ISBN-13: 9780324321470, South-Western
INTEGRATED MARKETING
COMMUNICATION, 2E
Bill Chitty, Murdoch University; Nigel Barker, University of Adelaide; Terence A.
Shimp, University of South Carolina
This second edition of Integrated Marketing Communications
continues to offer comprehensive and focussed coverage of the Asia
Pacific marketing communications environment.
Emphasising the importance of Integrated Marketing Communications
(IMC), the text examines the borader implications of advertising and
then the range of media ued to communicate with target audiences.
Students are introduced to the latest technology-based marketing
communications such as Internet social networks, email advertising
and behavioural targeting, followed by many distinct IMC elements
beyond adverstising, such as PR and personal selling.
The detailed and accessible explanation of IMC is closely aligned to
real-world marketing practices (IMC in Action boxes) and supported
by new local and international case studies (Asia Pacific Focus and
Global Focus boxes), enabling students to gain a solid theoretical
foundation and a clear understanding of practical applications.
FEATURES:
• Focus of IMC on consumer products now extended to also cover services
and not-for-profit areas.
• New Chapter 10 examines the latest technology-based media developments
in marketing communications, including the Internet social networks such as
Facebook and MySpace, virtual worlds, web logs, search engine advertising,
email advertising, and advertising via behavioural targeting.
• New local and international case study material at the end of each Part.
3
1/6/09 6:28:55 PM
 Marketing advertising & promotion
Organisations covered include Road and Traffic Authority (NSW), World
Vision, Water Corporation (WA), Video Ezy and Adelaide Crows (SA).
• The fifteen-chapter structure is well-suited to a one-semester course.
• ‘IMC in Action’ boxes give students the chance to review how IMC is put
into practice through an insight into strategies implemented by a variety of
companies.
• ‘Asia Pacific Focus’ boxes and ‘International Focus’ boxes highlight local and
international companies and their specific marketing decisions.
CONTENTS:
Part 1 The marketing communication process. Chapter 1 Integrated marketing
communications and brand equity enhancement. Chapter 2 The communication
process. Chapter 3 Persuasion in marketing communications. Chapter 4 Market
segmentation and brand positioning. Part 2 Advertising management. Chapter
5 Advertising management. Chapter 6 Advertising strategy and implementation.
Chapter 7 Evaluating advertising effectiveness. Part 3 Media strategies.Chapter
8 Broadcast media. Chapter 9 Print and support media. Chapter 10 Technology-
based marketing communications. Chapter 11 Media planning and analysis.
Part 4 Elements of integrated marketing communications. Chapter 12 Direct
marketing. Chapter 13 Sales promotion. Chapter 14 Marketing public relations
and sponsorship marketing. Chapter 15 Personal selling.
©2006, ISBN-10: 0170136671, ISBN-13: 9780170136679 , Cengage Learning Australia
Cover
Not
Available
New Edition!
INTEGRATED MARKETING
COMMUNICATIONS IN ADVERTISING
AND PROMOTION, INTERNATIONAL
EDITION, 8E
Terence Shimp, University of South Carolina
The eighth edition of Shimp’s market-leading text fully integrates
all aspects of marketing communication. While continuing to
focus on the time honored IMC methods, the text reflects new
academic literature and practitioner developments in the field.
Some reorganization along with comprehensive treatment on the
fundamentals of advertising and promotion are the focus of the
revision. Changes include earlier coverage of new brands, the latest in
various forms of Internet advertising, a new chapter on PR and word-
of-mouth management, and expanded coverage environmental issues
regarding global warming and sustainability in a newly-organized
ethics chapter.
NEW TO THIS EDITION:
• Contemporary Ads: Approximately 90% of the ads are new to this edition.
These contemporary ads illustrate concepts and provide examples to the
reader of effective advertising as part of a successful IMC campaign.
• Earlier coverage of new brands
• Current coverage of various forms of Internet advertising
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01-43_Mkt_SL.indd 4
• New chapter on PR and word-of-mouth management.
• Expanded coverage of environmental issues regarding global warming and
sustainability in a newly-organized ethics chapter
FEATURES:
• Marcom Insights: Each chapter opens with a factual anecdote about a real
company that relates to the coverage within the chapter. Marcom Challenges
serve to pique students’ interest and set the stage for the chapter ahead
by providing examples of advertising strategies for a range of successful
products.
• IMC Focus: The new edition draws student attention to a variety of brilliant
ad campaigns that have successfully turned products into household names.
These features illustrate key IMC concepts within each chapter by using
real-company situations that showcase how various aspects of marketing
communications are put into practice.
• Global Focus: Global Focus boxes enhance the text’s global marketing
perspective and spotlight the international impact of and application of IMC
campaigns.
• Comprehensive Ancillary Package: The extensive package includes the
Instructor’s Manual, completely revised written Test Bank, Computerized
Test Bank, Instructor’s CD-ROM, market-leading PowerPoint Presentation
slides, and an updated Video package.
CONTENTS:
PART ONE: INTEGRATED MARKETING COMMUNICATIONS: PROCESSES,
BRAND EQUITY, AND THE MARCOM ENVIRONMENT. Chapter 1: Overview
of Integrated Marketing Communications and the MarCom Process. Chapter
2: MarCom’’s Challenges: Enhancing Brand Equity, Influencing Behavior, and
Being Accountable. Chapter 3: Ethical, Regulatory, and Environmental Issues
in Marketing Communications. PART TWO: THE FUNDAMENTAL MARCOM
DECISIONS: TARGETING, POSITIONING, OBJECTIVE SETTING, AND
BUDGETING. Chapter 4: MarCom Targeting. Chapter 5: MarCom Positioning.
Chapter 6 MarCom Objective Setting And Budgeting. PART THREE: MARCOM
FOR NEW PRODUCTS, STORE SIGNAGE, AND POINT-OF-PURCHASE
COMMUNICATIONS. Chapter 7: Facilitation of Product Adoption, and Brand
Naming and Packaging. Chapter 8: On- and Off-Premise Signage and Point-of-
Purchase Communications. PART FOUR: ADVERTISING MANAGEMENT. Chapter
9: Overview of Advertising Management: Messages, Media, and Measurement.
Chapter 10: Creating Effective and Creative Advertising Messages. Chapter 11:
Selecting Message Appeals and Endorsers. Chapter 12: Assessing Ad Message
Effectiveness. Chapter 13: Planning for and Analyzing Advertising Media. Chapter
14: Using Traditional Advertising Media. Chapter 15: Employing the Internet
for Advertising. Chapter 16: Using Other Alternative Advertising Media. PART
FIVE: SALES PROMOTION MANAGEMENT, MARKETING-ORIENTED PUBLIC
RELATIONS, AND SPONSORSHIPS. Chapter 17: Sales Promotion and the Role
of Trade Promotions. Chapter 18: Consumer-Oriented Promotions: Sampling and
Couponing. Chapter 19: Consumer-Oriented Sales Promotions: Premiums and
other Promotional Methods. Chapter 20: Marketing-Oriented Public Relations
and Sponsorships.
©2010, 640pp, Softcover, ISBN-10: 0324665318, ISBN-13: 9780324665314, South-Western
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 advertising & promotion | brand management
SALES PROMOTION
Tony Yeshin, University of Greenwich
Sales Promotion is a survey text that provides a sound academic
underpinning of sales promotion, illustrated by a variety of current
examples drawn from recent promotions worldwide, current sales
promotion campaigns and underpinned with wide references to
academic journals. Sales Promotion is suitable for undergraduate
students of Marketing, in particular Advertising and Marketing
Communications and postgraduate students on marketing-led
Masters.
FEATURES:
• The most comprehensive and up-to-date UK text on sales promotion, covering
all techniques and providing detailed explanations of key debates and issues
pertaining to sales promotion practice.
• Provides a chapter on the theories underpinning sales promotion practice and
incorporates coverage of essential topics including internet sales promotional
techniques and current legal issues.
• Illustrated with contemporary UK, European and international examples of
Sales Promotion practice.
• Packed with an extensive range of detailed real-world case studies covering
sales promotion in a wide range of companies including: Playstation,
Guinness, Cadbury’s, Avon and Tesco.
• Complete pedagogy to help students to understand theory and practice.
• Companion website with PowerPoint slides, weblinks, and additional case
material gives added value to lecturers and students.
©2006, 288pp, Paperback, ISBN-10: 1844801616, ISBN-13: 9781844801619, Cengage Learning EMEA
BRAND MANAGEMENT
BRAND BABBLE
Sense and Nonsense About Branding
Don Schultz, Medill School of Journalism, Northwestern University; Heidi Schultz,
Agora Inc., Evanston, IL
Brand Babble: Sense and Nonsense about Branding is about both
the “good news” and the “bad news” of branding. And, it’s vitally
important to the success of your business. As long-time branding
authors, educators, and investigators, the Schultz’s explode an array
of myths that have been passing and passed on as “branding wisdom.”
They show that a brand will not rescue a flawed business concept, is
not owned by one group or individual, nor does it depend on “media-
by-the-ton” spending. The authors show how every successful brand
is the sum of relationships between buyer and seller and explain
how marketers best communicate with their customers through an
integrated approach that reflects the nature of that relationship. Those
approaches sets the stage for value-based branding that delivers the
best value proposition to customers and increases the bottom-line,
financial value of the brand to the organization and its owners and
shareholders. That, today, is the “currency” of value-based branding.
Getting to it is merely a matter of cutting through all the Brand
Babble, all the nonsense about brands and branding that is posing as
new marketing insight. This book will be the essential ingredient in
more insightful, easier, and, most important, more profitable branding
work for both your company and your customers.
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01-43_Mkt_SL.indd 5
Marketing
FEATURES:
• Brand Babble: Sense and Nonsense about Branding examines 19 uses and
misuses of brand and brand terminology.
• This book is based on a five-year review of the literature referencing 150
articles.
• It includes analysis or references for more than 150 brands.
CONTENTS:
1. What is a Brand? 2. Who Owns the Brand? 3. Separating Hula Hoops from
Viable Brands 4. Dogs, Pigeons, Focus Groups, and Other Exotic Brand Research
Techniques 5. Mental Models, S-Curves, and Multi-tasking 6. Reification,
Abstractionism, Tribal Dances and Other Mumbo-Jumbo about Brands and
Branding 7. How to Avoid the Mental Model Minefields 8. Magic Words, Mystic
Signs, an Other Incomprehensible Incantations 9. Going Global 10. Birth Pains
and Stretch Marks 11. Media Planning and Buying- An Arcane Science? 12.
Why Branding Doesn’t Take a Ton of Media Spending 13. Brand Tracking in the
Himalayas: Nice to Know, But Not Very Useful as a Brand Measure 14. Searching
for Brand Equity in All the Right Places 15. Future Babble Index
©2004, 156pp, Hardcover, ISBN-10: 0538727144, ISBN-13: 9780538727143, South-Western
VALUE CREATION
Ron Strauss, The Brand Zone; William Neal, SDR Consulting
A company’s most important asset is its brands, but efforts to
measure the return on the investments made in brand building
have been imprecise. Management often treats brand building as
an expense - not an investment - while many investors lack the
tools to accurately assess the value of brand assets. Providing a vivid
roadmap on how brands are built (and destroyed), this resourceful
book delivers rigorous metrics that allow brand-building investments
to be effectively evaluated and managed financially. It illustrates why
brands are financial assets and need to be managed as such, as well
as offers thorough coverage of tangible vs. intangible attributes,
including implications of FAS 142. It also addresses brand metrics for
different audiences - investors, senior managers, brand managers,
sales forces, and employees. Encompassing manufacturers and service
providers, the book offers a thorough guide for implementing a
successful metrics-based brand management program.
FEATURES:
• William Neal is Past Chairman of the Board of Directors of the American
Marketing Association.
• Delivering specific techniques for valuing a brand, this unique book delivers
a detailed blueprint for implementing effective metrics-based brand
management programs.
• Non-industry specific, the book is an excellent resource for brand managers
and marketing executives in industries across the board, as well as CFOs who
need to implement a rigorous methodology to valuate the intangible aspects
of brand equity in concert with FAS 142.
• A Certified Business Communicator (CBC), Ron Strauss speaks regularly on
Values-Based Branding to government agencies, professional associations,
educational institutions, and business groups.
• William Neal is Past Chairman of the Board of the American Marketing
Association and a recipient of the prestigious Parlin Award.
CONTENTS:
Chapter 1: The Need. Chapter 2: What is a Brand? What isn’’t? Chapter 3:
Brands as Financial assets. Chapter 4: Value Creation & Value Creators/Value
Destruction & Value Destroyers. Chapter 5: Current Measurement Systems
and Problems. Chapter 6: What is Brand Value and Brand Equity? Chapter 7:
Brand Loyalty and Brand Performance. Chapter 8: What is Branding? Chapter
9: Brand Process Case Successes. Chapter 10: Implementing the Branding
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 Marketing business logistics
Process. Chapter 11: Value-based Brand Segmentation. Chapter 12: Tracking
Brand Performance. Chapter 13: How to Put Into Practice in the Organization/
Corporation. Chapter 14: Salient Lessons for Marketing Service Providers.
Chapter 15: How the Financial Community Can Apply These Lessons. Chapter
16: How to Use This Book.
©2008, 300pp, Hardcover, ISBN-10: 1587992043, ISBN-13: 9781587992049, South-Western
BUSINESS LOGISTICS
MANAGEMENT OF TRANSPORTATION,
INTERNATIONAL EDITION, 6E
John J Coyle, Pennsylvania State University; Edward J. Bardi, University of Toledo;
Robert A. Novack, Pennsylvania State University
This text is intended to help students understand both the
fundamental role and importance of transportation in companies and
in our society, and the complex environment in which transportation
service is provided today. The authors take a managerial approach
to teaching transportation concepts and issues, providing students
the tools to adapt to this fast-paced and rapidly changing industry.
The text is organized into three parts. Part I contains two chapters,
Transportation, the Supply Chain and the Economy and Transportation
Regulation and Public Policy. In these two chapters the role and
importance of transportation in the supply chain management and
the economy are explored along with an overview of transportation
regulation and public policy. Part II addresses the traditional modes
of transportation including special carriers and global transportation.
There are six chapters that examine the fundamental economic and
operating characteristics of each mode along with special carriers and
global transportation. Part III discusses transportation management
from both the shipper and carrier perspective. The five chapters
give attention to transportation costing and pricing, carrier strategy,
information management and technology, and shipper transportation
management strategy and process.
NEW TO THIS EDITION:
• STOP OFF BOXES: Pertinent transportation issues at real companies are dealt
with in each chapter.
• QUALITY ISSUES AND FUTURE TRENDS: These topics are now integrated
into each chapter and make the text coverage relevant as it uncovers the
most current issues the transportation manager will face in today’s changing
world.
FEATURES:
• RICH ACTIVITIES: Increased group and individual projects and activities keep
students involved and engaged.
• UPDATES: Examples, boxes, and tables have been thoroughly updated to
reflect the latest industry information.
• END-OF-CHAPTER MATERIAL: Summary and Key Terms, both useful study
tools for students in test preparation. Study Questions and a Case with Case
Questions at the end of each chapter provide opportunities for homework
assignments or in-class discussions and require students to apply the chapter
concepts and think critically about the concepts.
CONTENTS:
PART 1: THE ROLE AND IMPORTANCE OF TRANSPORTATION. 1. Transportation,
the Supply Chain, and the Economy. 2. Transportation Regulation and Public
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01-43_Mkt_SL.indd 6
Policy. PART 2. OVERVIEW OF THE TRANSPORTATION PROVIDERS. 3.
Motor Carriers. 4. Railroads. 5. Air Carriers. 6. Domestic Water Carriers and
Pipelines. 7. Intermodal and Special Carriers. 8. Global Transportation. PART 3.
TRANSPORTATION MANAGEMENT. 9. Costing and Pricing in Transportation.
10. Carrier Strategy. 11. Information Management and Technology. 12.
Transportation Management--Shipper Strategy. 13. Transportation Management-
-Shipper Process. PART 4. FUTURE OF TRANSPORTATION. 14. Transportation
in the Future.
©2006, 528pp, Paperback, ISBN-10: 0324314434, ISBN-13: 978 0324314434, South-Western
New Edition!
MANAGING SUPPLY CHAINS,
INTERNATIONAL EDITION (WITH
STUDENT CD-ROM), 8E
A Logistics Approach
C. John Langley, Jr., Georgia Institute of Technology; John J. Coyle, Pennsylvania
State University; Brian J. Gibson, Auburn University; Robert A. Novack,
Pennsylvania State University
The eighth edition of MANAGING SUPPLY CHAINS: A LOGISTICS
APPROACH, 8e International Edition has refined its focus on the
supply chain approach, one of the latest developments in logistics
management. Its strategic managerial focus blends logistics theory
with practical applications and includes updated material on the latest
technology, transportation regulations, pricing, and other issues.
NEW TO THIS EDITION:
• The eighth edition continues to refine the focus from logistics to supply chain
management. It provides new and updated “Supply Chain Profiles,” vignettes
at the beginning of each chapter that introduce students to the chapter’s
topics through familiar real-world companies, people, and events.
• The text demonstrates practical application of supply chain management
through new and updated “On the Line” boxed features, which are applied
examples that provide students with hands-on managerial experience of the
chapter’s topics.
• Revised and expanded “Supply Chain Technology” boxes throughout the text
help students relate technological developments to supply chain management
concepts and logistics practices. Students build their knowledge chapter
by chapter through revised and expanded Short Cases at the end of each
chapter.
CONTENTS:
1. Supply Chain Management: An Overview. 2. Role of Logistics in Supply
Chains. Part II: OPENER. 3. Global Dimensions of Supply Chains. 4. Supply
Chain Relationships. 5. Supply Chain Performance Measurement and Financial
Analysis. 6. Supply Chain Technology--Managing Information Flows. Part III:
OPENER.7. Demand Management and Customer Service. 8. The Transportation
System. 9. Transportation Managemen.t10. Inventory Decision Making. 11.
Warehousing Decisions. Part IV: OPENER. 12. Network Design and Facility
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Location. 13. Procurement and Supply Management. 14. Operations--Producing
Goods and Services. 15. Managing Reverse Flows in the Supply Chain. Part V:
OPENER. 16. Strategic Challenges and Change for Supply Chains. Selected
Supply Chain Publications.Directory of Trade and Professional Organizations
in Logistics. Cases. Careers in Supply Chain Management. Glossary. Name
Index. Subject Index.
©2009, 736pp, Paperbound, ISBN-10: 032466267X, ISBN-13: 9780324662672, South-Western
BUSINESS TO BUSINESS
MARKETING
New Edition!
BUSINESS MARKETING MANAGEMENT,
INTERNATIONAL EDITION, 10E
B2B
Michael D. Hutt, Arizona State University; Thomas W. Speh, Miami University -
Ohio
BUSINESS MARKETING MANAGEMENT, 10th Edition is structured
to provide a complete and timely treatment of business marketing
while minimizing the degree of overlap with other courses in the
marketing curriculum. This comprehensive market leader highlights
the similarities between consumer goods and business-to-business
marketing; presents a managerial rather than a descriptive treatment
of business marketing; and reflects the growing body of literature
and emerging trends in business marketing practice. Each chapter
provides an overview, highlights key concepts, and includes several
carefully chosen examples of contemporary business marketing
practice as well as a cogent summary and a set of proactive discussion
questions. For this edition, a number of international cases have
been specifically selected for inclusion in the International Edition.
These will appear only in the International Edition and not in the
domestic.
NEW TO THIS EDITION:
• Relationship Marketing Strategies: new and expanded coverage of the
drivers of relationship marketing effectiveness and the financial impact of
relationship marketing programs.
• Strategic Alliances: a timely and richly illustrated discussion of the
determinants and social ingredients of alliance success.
• Strong B2B Brands: specific steps for building and managing a profitable B2B
brand.
• Marketing Performance Measurement: a timely treatment of specific
metrics for measuring the impact of marketing strategy decisions on firm
performance.
• A Value-Based Approach for Pricing: a timely description of a framework for
identifying and measuring value by customer segment.
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01-43_Mkt_SL.indd 7
business to business marketing Marketing
• A Customer-Centered Approach to Channel Design: a fresh approach for
designing channels from the bottom up, rather than the top down.
• Other new topics of interest: the new edition includes expanded treatment
of customer experience management, corporate entrepreneurship, strategic
positioning, and the emerging trends in online advertising strategies.
• Chapters combined: Based on review feedback, the previous edition’s
chapters on segmenting the business market and organizational demand
analysis have been combined to one comprehensive chapter-Segmenting
the Business Market and Estimating Segment Demand.
FEATURES:
• Managerial Perspective: The authors present a managerial rather than a
descriptive treatment of business marketing, tying text material directly
to business marketing management decision-making. Students see the
relevance of material to the decision-making process that managers face.
• Consumer Goods and B2B Marketing: Highlighting the similarities and
emphasizing the differences between consumer goods and business-to-
business marketing, this text focuses on market analysis, organizational
buying behavior, relationship management, and the ensuing adjustments
required in the marketing strategy elements used to reach organizational
customers.
• End-of-Text Cases: A well-balanced mix of cases found at the end of the book
enables instructors to tailor the course to their own students and teaching
preferences. The cases, which vary in length but are longer than the end-of-
chapter cases, feature prominent companies and isolate one or more business
marketing problems for students to analyze.
• Chapter Objectives: Each chapter opens with a short overview, which includes
key learning objectives that students should be aware of and understand
after reading the chapter.
• End-of-Chapter Summary: Every chapter concludes with a summary of the
key concepts and learning objectives highlighted at the beginning of each
chapter, helping students to recognize the key issues discussed.
CONTENTS:
PREFACE.PART I: THE ENVIRONMENT OF BUSINESS MARKETING. 1. A
Business Marketing Perspective. 2. The Business Market: Perspectives on the
Organizational Buyer. PART II: MANAGING RELATIONSHIPS IN BUSINESS
MARKETING. 3. Organizational Buying Behavior. 4. Customer Relationship
Management Strategies for Business Markets. PART III: ASSESSING MARKET
OPPORTUNITIES. 5. Segmenting the Business Market and Estimating Segment
Demand. PART IV: FORMULATING BUSINESS MARKETING STRATEGY. 6.
Business Marketing Planning: Strategic Perspectives. 7. Business Marketing
Strategies for Global Markets. 8. Managing Products for Business Markets. 9.
Managing Innovation and New Industrial Product Development. 10. Managing
Services for Business Markets. 11. Managing Business Marketing Channels. 12.
E-Commerce Strategies for Business Markets. 13. Supply Chain Strategies. 14.
Pricing Strategy for Business Markets. 15. Business Marketing Communications:
Advertising and Sales Promotion.16. Business Marketing Communications:
Managing the Personal Selling Function. PART V: EVALUATING BUSINESS
MARKETING STRATEGY AND PERFORMANCE. 17. Marketing Performance
Measurement. Cases. Glossary. Index.
©2010, 688pp, Softcover, ISBN-10: 0324581637, ISBN-13: 9780324581638, South-Western
7
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 Marketing consumer behavior
CONSUMER BEHAVIOR
Cover
Not
Available
New Edition!
CONSUMER BEHAVIOR, INTERNATIONAL
EDITION, 5E
Wayne D. Hoyer, University of Texas, Austin; Deborah J. MacInnis, University of
Southern California
Ideal for marketing, psychology, or social sciences courses at the
undergraduate or graduate level, CONSUMER BEHAVIOR combines a
strong foundation in key concepts with a highly practical focus on real-
world applications for today’s business environment. The new edition
of this popular, pioneering text incorporates the latest cutting-edge
research and current business practices, including extensive coverage
of emotion in consumer decision making. In addition, the Fifth Edition
includes an increased emphasis on public policy and ethical issues--
both extremely timely topics in today’s corporate climate. With even
more real-world examples and application exercises, including new
cases at the end of each chapter, CONSUMER BEHAVIOR provides a
thorough, yet engaging and enjoyable guide to this essential subject,
enabling students and professionals alike to master the skills they
need to succeed.
NEW TO THIS EDITION:
• The current edition features new cases to conclude every chapter, providing
interesting and highly relevant examples to help students appreciate the
real-world applications of the course material.
• A wide range of support materials is now available to supplement the text,
simplify course preparation and management, and enhance student learning.
Examples include Associated Press news content, a fully revised video case
program, and new consumer behavior data analysis activities.
• An enhanced PowerPoint® program includes additional ads, built-in videos,
Web links, and CRS content to make it even easier to prepare engaging and
effective lectures using interactive technology and media perfect for today’s
students.
• New research findings on the impact of emotion on consumer behavior are
integrated within every chapter, including a special focus on how emotion
affects decisions about low-involvement products and services.
• The Fifth Edition includes a more streamlined structure consisting of 18
chapters organized to provide a thorough and effective presentation of the
material in a more reader-friendly, convenient format sure to appeal to today’s
busy and budget-conscious students.
FEATURES:
• Discussion questions at the end of every chapter encourage students to recall
and analyze what they have learned and apply the concepts to real-world
situations.
• Conceptual models open each chapter by clearly depicting key topics, showing
how they relate to one another, and illustrating how they relate to topics
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01-43_Mkt_SL.indd 8
covered in other chapters.
• Marketing Implication sections illustrate how various consumer behavior
concepts can be applied to the practice of marketing, including essential
functions such as market segmentation, target market selection, positioning,
marketing research, and decisions on promotion, price, product, and place.
• A robust, text-specific technology package includes an Instructor Web
site, HM Class Prep with HM Testing, basic and premium PowerPoint®
presentations with ads and video clips, an electronic test bank, an online
instructor’s resource manual, courses in Blackboard and WebCT, videos, and
a student Web site with ACE self-tests.
• Online exercises provide extensive interaction with real advertisements,
consumer data, and marketing strategies; relate chapter concepts to concrete
experiences from students’ lives; and explore how chapter concepts can be
used in the workplace.
CONTENTS:
Part I: AN INTRODUCTION TO CONSUMER BEHAVIOR.1. Understanding
Consumer Behavior. Part II: THE PSYCHOLOGICAL CORE.2. Motivation, Ability,
and Opportunity. 3. Exposure, Attention, and Perception. 4. Knowledge and
Understanding. 5. Attitudes and Emotion Based on High Consumer Effort. 6.
Attitudes and Emotion Based on Low Consumer Effort. 7. Memory and Retrieval.
Part III: THE PROCESS OF MAKING DECISIONS.8. Problem Recognition and
Information Search. 9. Judgment and Decision Making Based on High Consumer
Effort. 10. Judgment and Decision Making Based on Low Consumer Effort. 11.
Post-Decision Processes.Part IV: THE CONSUMER’S CULTURE.12. Consumer
Diversity. 13. Social Class and Household Influences. 14. Psychographics: Values,
Personality, and Lifestyles. 15. Social Influences on Consumer Behavior.Part
V: CONSUMER BEHAVIOR OUTCOMES.16. Adoption of, Resistance to, and
Diffusion of Innovations. 17. Symbolic Consumer Behavior. 18. Ethics and the
Dark Side of Consumer Behavior and Marketing.
©2010, 672pp, Casebound, ISBN-10: 0324834276, ISBN-13: 9780324834277, South-Western
CONSUMER BEHAVIOR, INTERNATIONAL
EDITION, 10E
Roger Blackwell, Ohio State University; Paul W. Miniard, Florida International
University; James F. Engel, Eastern College
CONSUMER BEHAVIOR, 10e offers a practical, business approach,
designed to help students apply consumer behavior principles to their
studies in business and marketing, to their future business careers,
and also to their private lives, as consumers. This multi-disciplinary
field can tempt both students and instructors to stray from the
basic business principles they should take away from the course.
Blackwell keeps students focused on consumer decision making as
it applies specifically to an overall understanding of business theory
and practices through the CDP (Consumer Decision Process) model.
CONSUMER BEHAVIOR 10e focuses on why as well as how consumers
make specific decisions and behave in certain ways - what motivates
them, what captures their attention, and what retains their loyalty,
turning “customers” into “fans” of an organization.
NEW TO THIS EDITION:
• Current Consumer Behavior Topics: New applications of consumer behavior
are covered in this edition, including viral marketing, e-mail marketing,
mobile marketing, blogging, podcasting, advergaming, self-knowledge,
phishing, framing, perceived scarcity, customer lifetime value, and many
more, keeping readers up-to-date on the most current trends and activities
in the marketplace.
• Increased Coverage on Services: Health care is discussed throughout this
edition for the first time since it is a hot topic and one out of five consumers’
dollars is spent on this service, as are other services which are now more
important than cars, computers and other products in creating jobs in the
American and other economies.
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• Expanded Coverage on Brand Strategy and Equity: Brand strategies and the
creation of brand equity are topics of increasing attention among marketers,
and the coverage of these topics has been increased in this edition, including
turning customers into “fans.” There is also expanded coverage on minority
marketing segments, especially Latino markets.
FEATURES:
• The text’s consistent focus on economic, demographic, and sociocultural
trends helps orient students to the many aspects impacting buyer behavior
and long-term strategic planning.
• Flexibility of EKB model to be adapted by professors in order to structure
the course around important consumer behavior topics.
• Concise Coverage: While not losing any important topics in consumer
behavior, the text has been condensed into 16 chapters.
• Brand new cases, as well as new PowerPoint CD-ROM, bring concepts and
theories of consumer behavior to life.
• EKB model, as well as core chapter information, has been updated to reflect
technology’s impact on consumer behavior.
• Text includes the most up-to-date research in the field of consumer behavior
and in important CB topics such as decision-making. New information of
psychological processes and their affects on CB has been included.
• Brand New Cases: New cases highlight companies and organizations such as
Volvo, Equitec, Amazon.com, Pick ‘n Pay, Maroon 5, National Christmas Tree
Association, and Crimson Cup providing readers the opportunity to apply
the knowledge gained from the text, many applicable to global strategic
situations.
• Data sets and Exercises: “Equitec,” one of the new cases in the tenth edition
includes exercises will allow students to determine what happens to the
marketing plan – advertising, inventory, etc - by adding additional variables
to understanding consumers, for all of the variables shown in the Consumer
Dynamics pyramid. Students see first hand how changing variable impacts
decision-making in an organization.
CONTENTS:
Part I: INTRODUCTION TO CONSUMER BEHAVIOR. 1. Consumer Behavior and
Consumer Research. 2. Creating Marketing Strategies for Customer-Centric
Organizations. Part II: CONSUMER DECISION MAKING. 3. The Consumer
Decision Process. 4. Pre-Purchase Processes: Need Recognition, Search and
Pre-Purchase Evaluation. 5. Purchase. 6. Post-Purchase Processes: Consumption
and Post-Consumption Evaluations. Part III: INDIVIDUAL DETERMINANTS OF
CONSUMER BEHAVIOR. 7. Demographics, Psychographics and Personality. 8.
Consumer Motivation. 9. Consumer Knowledge. 10. Consumer Beliefs, Feelings,
Attitudes and Intentions. Part IV: INFLUENCING CONSUMER BEHAVIOR. 11.
Culture, Ethnicity and Social Class. 12. Family and Household Influences. 13.
Group and Personal Influence. Part V: INFLUENCING CONSUMER BEHAVIOR.
14. Making Contact. 15. Shaping Consumers’ Opinions. 16. Helping Consumers
to Remember.
©2006, 832pp, Paperback, ISBN-10: 0324378327, ISBN-13: 9780324378320, South-Western
CONSUMER BEHAVIOUR
Ray Wright, Ashcroft International Business School
Consumer Behaviour is an accessible introduction to the psychology
of marketing for students pursuing a marketing major. It covers
the psychological foundations of marketing and sets them in an
international perspective.
FEATURES:
• Explicit linkage between CB and Marketing Research (some non-specialist
courses are combining these options)
• Short text suitable for modular or single semester courses
• Complete lecturer package not offered by other short texts
• Coverage of B2B customer behaviour
• Focus on the Internet and electronic marketing throughout the book
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01-43_Mkt_SL.indd 9
consumer behavior Marketing
• European & Asian cases
CONTENTS:
1. The Background to Buyer Behaviour. 2..The Role of Information and Marketing
Research in Understanding Buyer Behaviour. 3. Perception. 4. Learning. 5.
Motivation. 6. Attitude. 7. Personality. 8. Social Influences. 9. Life Style. 10. The
Influence of the Marketing Mix. 11. Future Developments.
©2006, 448pp, Paperback, ISBN-10: 1844801381, ISBN-13: 9781844801381, Cengage Learning EMEA
CONSUMER BEHAVIOUR
An Asia Pacific Approach
Roger Blackwell , retired, formerly of Ohio State University; Clare D’Souza , La
Trobe University; Mehdi Taghian , Deakin Business School; Paul Miniard , Florida
International University
This is the first Asia Pacific adaptation of Blackwell, Consumer
Behaviour, a US text that is well recognised for its logical structure
and good level of detail. The Asia Pacific adaptation will maintain the
strong foundations of the US text while providing a range of local and
international examples to engage students from diverse backgrounds.
This adaptation is designed to appeal to students from across the
Asia Pacific region. A visually appealing and easy to read text, it takes
a practical approach to help students apply consumer behaviour
principles to their business and marketing studies. This text will have
many more case studies than the original US book, with case studies
in every chapter and longer cases at the end of each part.
FEATURES:
• Comprehensive yet easy and enjoyable to read
• Visually engaging text design, including lots of local advertisements
• Local examples and advertisements featured throughout
• Marketing Strategy formulation at the conclusion of each chapter
• New chapter on consumer protection
• Case studies at the end of each chapter
CONTENTS:
PART I Introduction To Consumer Behaviour. Chapter 1 Consumer Behaviour
and Consumer Research. Chapter 2 How Consumer Analysis Affects Business
Strategy. PART II Consumer Decision Making. Chapter 3 The Consumer Decision
Process. Chapter 4 Pre-Purchase Processes: Need Recognition, Search,
and Evaluation. Chapter 5 Purchase. Chapter 6 Post-Purchase Processes:
Consumption and Evaluation. PART III Individual Determinants of Consumer
Behaviour. Chapter 7 Demographics, Psychographics, and Personality. Chapter 8
Consumer Motivation. Chapter 9 Consumer Knowledge. Chapter 10 Consumer
Intentions, Attitudes, Beliefs, and Feelings. PART IV Environmental Influences
on Consumer Behaviour. Chapter 11 Culture, Ethnicity, and Social Class. Chapter
12 Family and Household Influences. Chapter 13 Group and Personal Influence.
PART V Influencing Consumer Behaviour. Chapter 14 Making Contact. Chapter
15 Shaping Consumers’ Opinions. Chapter 16 Helping Consumers to Remember.
Chapter 17 Consumerism.
©2006, 656pp, ISBN-10: 0170129772, ISBN-13: 9780170129770, Cengage Learning Australia
9
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 Marketing consumer behavior | customer relationship management
CUSTOMER BEHAVIOR, 2E
A Managerial Perspective
Jagdish Sheth, Emory University; Banwari Mittal, Northern Kentucky University
Now in a completely revamped second edition, the authors of
Customer Behavior have adapted the content, length, and end-of-
chapter materials to produce a new text that is tailored specifically
to upper level 4-year, or graduate level programs. Its managerial
approach focuses on the household consumer and on the business
customer. This text goes beyond the conventional subject matter
of consumer behavior textbooks, focusing not only on the role of
customers as buyers, but also on their roles as users and payers.
NEW TO THIS EDITION:
• Completely Revised and Reduced Length: The second edition of Customer
Behavior has been reduced from twenty to thirteen chapters, creating a text
that is more manageable at the upper level. The text primarily focuses on
customer behavior from a managerial perspective, emphasizing marketing
strategy and marketing management, making this more appropriate for the
upper level, or graduate level courses.
• Managerial Focus: The second edition teaches from a managerial perspective
and emphasizes how this relates to the study of customer behavior, allowing
students to read and understand concepts and examples that they would
encounter as a manager of a business. It discusses how managers can
implement marketing programs to create and deliver customer values based
on customer behavior concepts covered throughout the text.
FEATURES:
• Customer Value Framework: Customer Behavior adopts a Customer Values
Framework to demonstrate how customer behavior is driven by the market
values that customers seek, helping readers to understand the decision-
making process. The six-values framework offers marketers an avenue
to practice the relationship orientation and, as a result, achieve customer
satisfaction and retention.
• 3 Roles Framework: This text recognizes that a person may play one or more
of the business customer roles: user, payer, or buyer. The text goes beyond
the conventional way of applying consumer behavior concepts to the end
user by focusing on how they apply to payers and buyers as well.
• Traditional Topics: Customer Behavior addresses both the traditional topics
in customer behavior such as climate, ecology, and genetics, while also
delving into more unconventional subjects such as relationship-based buying,
institutional buying, and online customer behavior.
• Opening Vignettes: Each chapter opens with an interesting vignette, all of
which have been updated, setting the stage for the chapter and engaging
the reader from the beginning.
• Window on Practice: Integrated throughout the text, “Window on Practice”
boxes have been updated for this edition and provide readers with various
examples of how the concepts discussed in the text are played out with
real-world corporations.
• Window on Research: These boxed features, updated for this new edition, are
integrated throughout each chapter and provide current research on topics
covered in the chapter, giving readers examples to learn from and study.
CONTENTS:
PART ONE. CUSTOMER BEHAVIOR: POWER, SCOPE, AND CONTEXT. 1. The
Customer: Key to Market Success. 2. Determinants of Customer Behavior-
Personal Factors and Market Environment. 3. Trends in Determinants of
Customer Behavior. PART TWO. FOUNDATIONS OF CUSTOMER BEHAVIOR.
4. The Customer as a Perceiver and Learner. 5. Customer Motivation: Needs,
Emotions, and Psychographics. 6. Customer Attitudes: Cognitive and Affective.
7. Researching Customer Behavior. PART THREE. CUSTOMER DECISIONS
AND RELATIONSHIPS. 8. Individual Customer Decision Making. 9. Institution
Customer Decision Making: Household, Business and Government. 10.
Relationship Based Buying. PART FOUR. BUILDING LOYALTY AND CUSTOMER
VALUE. 11. Customer Loyalty to Products, Brands and Stores. 12. Online Customer
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01-43_Mkt_SL.indd 10
Behavior. 13. Creating Market Values for the Customer.
©2004, 512pp, Hardcover, ISBN-10: 0030343364, ISBN-13: 9780030343360, South-Western
CUSTOMER RELATIONSHIP
MANAGEMENT
PRINCIPLES OF CUSTOMER
RELATIONSHIP MANAGEMENT,
INTERNATIONAL EDITION
Roger J Baran, DePaul University; Robert Galka, DePaul University; Daniel P
Strunk, DePaul University
The textbook is lively and will hold students’ interest with its unusual
and interesting vignettes from the gaming, hotel, banking, airline,
charge-card, supermarket, retailing, and package goods industries.
This book acquaints students with the various approaches and
applications but does not dwell on the underlying statistics. A second
approach focuses on the strategic side of customer relationship
management. The text provides students with an understanding
of Customer Relationship Management and its application in the
business fields of marketing and sales.
FEATURES:
• Exercises found at the end of each chapter provide a transition from theory to
action whereby the instructor can lead the student in development of action
plans and subsequent implementation, measurement and development of a
continuous improvement strategy.
• “Theory Aside” boxed features capitalize on the authors’ rich experience in
business, affording students glimpses into how the theories of customer
relationship management play out in the real world.
• The authors provide up-to-date empirical findings, usually found only in
research journal articles, to provide readers with the most recent information
available on concepts such as service quality, loyalty programs, impact of
retention on profits, etc. It is likely that even faculty immersed in the field
will find new information on CRM they haven’t seen before.
CONTENTS:
Part One: CRM THEORY AND DEVELOPMENT. 1. Principles of Customer
Relationship Marketing. 2. History and Development of CRM. 3. Relationship
Marketing & Customer Relationship Management. 4. Organization & CRM. Part
Two: DATA, INFORMATION, AND KNOWLEDGE MANAGEMENT. 5. CRM and
Data Management. 6. Technology and Data Platforms. 7. Database and Customer
Data Development. Part Three: CRM: IMPACT ON SALES AND MARKETING
STRATEGY. 8. Sales Strategy & CRM. 9. CRM Technology and Sales. 10. Marketing
Strategy and CRM. 11. CRM, Marketing Automation, & Communication. Part
Four: CRM EVALUATION. 12. CRM Program Measurement & Tools. Part Five:
PRIVACY, ETHICS, AND GLOBAL CONSIDERATIONS. 13. Privacy Considerations
& Issues. Part Six: CRM NEW HORIZONS. 14. The Future of CRM.
©2008, 528pp, Softcover, ISBN-10: 1439039100, ISBN-13: 9781439039106, South-Western
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INTERNATIONAL MARKETING
EXPORT PRACTICE AND MANAGEMENT,
5E
Alan Branch, Formerly Visiting Lecturer at Cardiff University
The market leader in its field, retailing in over 200 countries, this
internationally renowned text is firmly established as the essential
guide to export practice and management.
Now in its fifth edition, Export Practice and Management continues
to focus on developing an export strategy in a pragmatic, professional
and profitable manner in a competitive international environment.
The contents have been thoroughly updated and reflect the many
changes in the constantly-evolving global marketplace. It takes full
account of future trends in the conduct of international trade and
its increasing complexity.
Export Practice and Management is ideal for students of International
Business and Management and International Marketing. Practitioners
will also find this book invaluable when completing professional
examinations such as the Chartered Institute of Marketing, the
Chartered Institute of Purchasing and Supply, the Institute of Export,
the Institute of Chartered Shipbrokers and the Chartered Institute
of Logistics and Transport.
FEATURES:
• Incorporates a dedicated chapter on Logistics and Globalisation
• Integration of E-commerce throughout the text
• Includes coverage of EU enlargement
• Additional case studies, review questions and recommended further reading
to help students understand theory and practice
• Updated companion website for lecturers and students
• A new chapter covering the legal aspects of export
CONTENTS:
1. International Trade. 2. Advantages of Trading Overseas and the Role of the
Export and Shipping Office. 3. Characteristics of International Transport Modes:
1. 4. Characteristics of International Transport Modes: 2. 5. Multi-Modalism . 6.
Logistics and Globalisation. 7. Freight Rates. 8. Export Cargo Packaging, Stowage,
Marketing and Dangerous Cargo Shipments. 9. Export Customs Practice.
10. Cargo Insurance. 11. Credit Insurance. 12. Export Finance. 13. Transport
Distribution Analysis. 14. Export Documentation. 15. Processing the Export
Order. 16. Electronic Commerce and Paperless Trading. 17. Export Market Entry
Options, Culture and Strategies. 18. European Union. 19. International Trade Law.
20. International Physical Distribution/Logistics Strategy and Management.
©2006, 512pp, Paperback, ISBN-10: 1844800814, ISBN-13: 9781844800810, Cengage Learning EMEA
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01-43_Mkt_SL.indd 11
international marketing Marketing
GLOBAL MARKETING MANAGEMENT, 5E
John A Quelch, Associate Dean for International Development, Harvard
University; Christopher Bartlett, Professor, Harvard Business School
GLOBAL MARKETING MANAGEMENT uses Harvard cases to examine
the factors that affect marketing of goods and services worldwide.
Emphasis is on marketing strategies of domestic marketers to
international operations and the institutional structure that exists in
international markets. Marketing strategies of corporate operations
within the global arena are also examined.
The greatest challenge to the complex new demands of the
expanded, global marketplace comes in developing the organizational
capabilities and managerial competencies to implement a clearly
defined strategic intent. Global Marketing Management’s cases
provide real examples of these challenges by presenting the issues
faced by domestic companies such as Bausch & Lomb, Reebok, Gillete,
DHL, and international firms such as Tesco, Plc, Silvio Napoli, Bajaj
Auto. These cases help readers gain an understanding of real-world
marking in the international environment.
FEATURES:
• Harvard Business School Cases: This text illustrates key points through the
use of Harvard Cases. The student will learn about marketing strategies of
familiar domestic companies (Bausch & Lomb, Reebok, Gillette, DHL, etc.) and
international firms (Tesco, Plc, Silvio Napoli, Bajaj Auto, etc.), to gain a better
understanding of real-world marketing in the international environment.
• Instructor’s Manual: The Instructor’s Manual contains resources designed
to streamline and maximize the effectiveness of your course preparation by
providing teaching notes for all cases.
CONTENTS:
Part I. Designing Strategies for Global Competition 1. Philips vs. Matsushita: A
New Century, A New Round 2. Global Wine Wars: New World Challenges The Old
(A) 3. Tesco Plc 4. Li & Fung: Beyond “Filling in the Mosaic” 1995-1998 5. Hikma
Pharmaceuticals Part II. Global Expansion Strategies 6. Bajaj Auto Ltd. 7. Mary
Kay Cosmetics: Asian Market Entry 8. Real Madrid Club De Futbol 9. Brioni 10.
BRL Hardy: Globalizing an Australian Wine Company Part III. Global Marketing
Programs 11. Sony Corporation: Car Navigation Systems 12. Planet Reebok 13.
Heineken NV: Global Branding and Advertising 14. DHL Worldwide Express 15.
Acer America: Development of the Aspire Part IV. Marketing in Emerging Markets
16. Zucamor S.A.: Global Competition in Argentina 17. Jollibee Food Corporation
(A) 18. Harlequin Romances – Poland 19. Gillette Indonesia 20. Koc Holding:
Arcelik White Goods Part V. Managing International Partners and Alliances 21.
Loctite Corporation – International Distribution 22. Pechazur 23. Milkpak Limited
– International Joint Venture 24. MasterCard and World Championship Soccer
25. WWF Part VI. Organizing and Controlling Global Marketing Operations 26.
P & G Japan: The SK-II Globalization Project 27. Silvio Napoli at Schindler India
28. Samsung Electronics Company: Global Marketing Operations 29. Bausch &
Lomb: Regional Organization Part VII. Social Enterprise and Global Marketing
30. Genzyme’s Gaucher Initiative: Global Risk And Responsibility 31. IBM On
Demand Community 32. Accion International 33. Amnesty International
©2006, 688pp, Paperbound, ISBN-10: 0324322844, ISBN-13: 9780324322842, South-Western
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 Marketing international marketing
GLOBAL MARKETING: AN INTERACTIVE
APPROACH, 2E
Kate Gillespie, University of Texas at Austin; Jean-Pierre Jeannet, Babson College
and International Institute for Management; H. David Hennessey, Babson College
and Ashridge Management College
Created specifically for undergraduate students, this concise text
covers the essential concepts of global marketing with the aid of
extensive real-life examples and cases. Global Marketing offers
balanced coverage of developed and developing markets, including
insights into the often-overlooked markets of Africa, Latin America,
and the Middle East. Written with the student in mind, the Second
Edition features comprehensive coverage of current topics based on
the authors’ extensive research and consulting experience. An early
introduction to culture and marketing prepares students to integrate
cultural analysis throughout the course. A chapter dedicated to the
understanding of global and local competitors sets the stage for
ongoing discussion of both buyers and competitors in an increasingly
competitive global market.
FEATURES:
• A student-friendly, four-color design features up-to-date photographs, maps,
and advertisements that engage students in the material.
• Each chapter includes up to three brief cases that challenge students to
further apply chapter concepts. Cases new to the Second Edition include
“Textile Trauma,” “The Global Baby Bust, “ and “The New Cola Wars.”
• Updated coverage of evolving issues in global marketing includes insights
and frameworks from recent academic and consulting research. Coverage
of new topics concerns global brands, outsourcing, consumer animosity, and
social versus commercial global marketing.
• The Online Study Center offers ACE practice tests, links for further exploration
of issues in global marketing, and a course-length Country Market Project.
The Online Teaching Center includes tips from experienced instructors in
the Country Market Report guide.
• A considerably expanded test bank--now with over 1,500 questions--includes
both factual and applied questions.
• Each chapter features an opening vignette with brief anecdotes about global
issues or companies; an outline of chapter topics; a set of learning objectives,
which help students identify and assimilate important concepts; and two
closing cases, which challenge students to apply what they have learned.
• World Beat boxed inserts offer timely, real-world examples from high-profile
companies in Europe, Asia, Africa, the Middle East, and the Americas.
CONTENTS:
1. Introduction to Global Marketing. I. Understanding the Global Marketing
Environment. 2. The Global Economy. 3. Cultural and Social Forces. 4. Political
and Regulatory Climate. II. Analyzing Global Opportunities. 5. Global Markets.
6. Global Competitors. 7. Global Marketing Research. III. Developing Global
Participation Strategies. 8. Global Market Participation. 9. Global Market
Entry Strategies. IV. Designing Global Marketing Programs. 10. Global Product
Strategies. 11. Global Strategies for Services, Brands, and Social Marketing. 12.
Pricing for International and Global Markets. 13. Managing Global Distribution
Channels. 14. Global Promotion Strategies. 15. Managing Global Advertising. V.
Managing the Global Marketing Effort. 16. Organizing for Global Marketing.
©2007, 640pp, Paperbound, ISBN-10: 0618659536, ISBN-13: 9780618659531, South-Western
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INTERNATIONAL MARKETING, 3E
Hans Muhlbacher, University of Innsbruck; Lee Dahringer, Butler University;
Helmuth Leihs, Management Consultant
International Marketing: A Global Perspective examines the main
issues facing companies that want to compete successfully in the
global marketplace. It combines extensive coverage of the relevant
theories with a practical approach to the issues and broadens the
way business students view international markets and marketing..
Using real-world case studies and vignettes centred on contemporary
problems and issues, International Marketing: A Global Perspective
will be ideal for undergraduates, MBA students and students following
executive courses in international marketing or strategy.
Unlike many US and European texts International Marketing: A
Global Perspective does not look out at the international scene
from just one standpoint; rather it examines the way businesses go
international from a variety of different countries and continents,
for instance, from Asia to Europe, Europe to North American and
Latin America to the US.
The new edition has been brought completely up-to-date and has a
full range of ancillary material for lecturers and students.
NEW TO THIS EDITION:
• Restructured Part I “Strategic Analyses” including an updated chapter on the
Firm’s Competitive Position
• Newly written Part II “Basic Strategic Decisions” including new chapters on
the Intended Strategic Position, Rules of Business Behaviour and Resource
Allocation
• A rewritten chapter on International Product Management
• Up-to-date coverage of European integration throughout the text
• Numerous real world examples from Chinese businesses
• New Case Studies at the end of each Part
• Inclusion of Tool Boxes which outline the successful tools that have been
implemented in international markets
• Extended coverage of Internet use in international marketing
• A companion website available at www.thomsonlearning.co.uk/muhlbacher3
provides valuable interactive resources for students and lecturers
FEATURES:
• A managerial, decision- and process-oriented perspective
• Uses real-world case studies and vignettes centred on contemporary
problems and issues
• Encourages the student to be sensitive to how each element in the
international marketing mix affects the others
CONTENTS:
PART I: STRATEGIC ANALYSES. 1. Introduction: The Challenge of Globalization.
2. Potential Market Assessment: Determination of Attractive Markets. 3.
Assessing the Potential Markets: The Economic Environment. 4. Assessing
Potential Markets; The Political and Legal Environment. 5. Assessing Potential
Markets: The Cultural Environment. 6. Assessing the Operating Environment:
The Firms Competitive Position. 7. International Market Intelligence. PART II:
BASIC STRATEGIC DECISIONS. 8. The Intended Strategic Position. 9. Rules
of Business Behaviour. 10. Resource Allocation. PART III: BUILDING AND
SUSTAINING THE INTENDED GLOBAL POSITION. 11. International Product
Management. 12. International Distribution Management. 13. International Sales
Management. 14. International Marketing Logistics. 15. International Market
Communication. 16. International Price Management. 17. International Marketing
Planning and Budgeting.
©2006, 800pp, Paperback, ISBN-10: 1844801322, ISBN-13: 9781844801329, Cengage Learning EMEA
www.cengageasia.com
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INTERNATIONAL MARKETING STRATEGY,
5E
Analysis, Development and Implementation
Isobel Doole, Sheffield Hallam University; Robin Lowe, Sheffield Hallam
University
This new and revised edition ensures the best-selling textbook
International Marketing Strategy continues to meet the needs of the
international marketing student and practitioner in an up-to-date
and innovative manner. It succeeds in maintaining the clarity of
the previous editions while incorporating new and original material
which ensures its continued status as the number one UK text on
international marketing.
FEATURES:
• The book is divided into three main subject areas: analysis, strategy
development and implementation.
• Includes a great many short and medium-length cases and vignettes
• Comes with a full ancilary package including instructor’s manual, powerpoints,
and case notes.
CONTENTS:
PART 1: ANALYSIS1. An introduction to international marketing2. The
international trading environment3. Social and cultural considerations on
international markets4. International marketing research and opportunity
analysisPART 2: STRATEGY DEVELOPMENT5. International niche marketing
strategies for small and medium-sized businesses6. Global strategies7. Market
entry strategies8. International product and service managementPART
3: IMPLEMENTATION9. Internal communications10. The management of
international distribution and logistics11. Pricing for international markets12.
International marketing implementation through enabling technologies
©2008, 480pp, Paperback, ISBN-10: 1844807630, ISBN-13: 9781844807635, Cengage Learning EMEA
INTERNATIONAL MARKETING, FIRST
ASIA-PACIFIC EDITION
Michael R. Czinkota, Georgetown University; Illka A. Ronkainen, Georgetown
University; Catherine Sutton-Brady, University of Sydney, Australia; Tim Beal,
Victoria University of Wellington, New Zealand
Thoroughly adapted to concentrate on issues that face marketers
in the Asia Pacific region, this first Asia Pacific edition of Czinkota
and Ronkainen’s International Marketing combines the outstanding
theoretical base of the original text with relevant Australian, New
Zealand and Asian case studies and examples. The text examines
the unique conditions in which businesses from this region operate,
highlighting the challenges faced by these businesses trading with
and exporting to other parts of the world.
Students are provided with a comprehensive overview of both the
theory and application of international marketing, including an
examination of the distinct issues that affect a range of enterprises
from start-up operations to small, medium and multinational
firms. Sequenced into four parts, the text covers the international
environment, international market entry, international marketing
mix and the planning and future development of international
marketing
FEATURES:
• Restructured into 15 chapters to better suit the requirements of a semester-
length course
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01-43_Mkt_SL.indd 13
international marketing Marketing
• Sixteen new regional and international end-of-part case studies
• Latest statistics and coverage of international trade policy relevant to the
Asia Pacific
• International Marketplace boxes link theories to familiar and interesting
region and local examples that local students can relate to
CONTENTS:
Part 1: The International Environment. Chapter 1: Introduction to International
Marketing. Chapter 2: The Economic Environment. Chapter 3: Trade Institutions
and Trade Policy. Chapter 4: The Political and Legal Environment. Chapter 5: The
Cultural Environment. Part 2: International Market Entry. Chapter 6: Building
the Knowledge Base. Chapter 7: Foreign Market Entry. Chapter 8: Channels
of Distribution and Logistics. Part 3: International Marketing Mix. Chapter 9:
Product Policy and Adaptation in International Markets. Chapter 10: Product and
Brand Management in International Markets. Chapter 11: Services Marketing.
Chapter 12: Pricing in International Markets. Chapter 13: International Marketing
Communication. Part 4: Planning and Future Development. Chapter 14:
International Marketing Strategy, Planning, Implementation and Control.
Chapter 15: The Future of International Marketing.
©2008, ISBN-10: 017013007X, ISBN-13: 9780170130073, Cengage Learning Australia
INTERNATIONAL MARKETING,
INTERNATIONAL EDITION, 8E
Michael R. Czinkota, Georgetown University; Illka A. Ronkainen, Georgetown
University
INTERNATIONAL MARKETING, 8e, is a completely up-to-date text
for one of the most dynamic upper-level and graduate courses
in marketing departments today. It offers the entire range of
international marketing topics beginning with start-up operations,
continuing with new market entry considerations, and concluding
with the international issues confronting giant global marketers.
The text is designed for the undergraduate student with prior
exposure to the marketing field. Because of its in-depth coverage,
it also presents an excellent challenge for graduate instruction and
executive education.
NEW TO THIS EDITION:
• Streamlined Table of Contents: The eighth edition has been streamlined to
eighteen chapters, making the text more manageable without losing any core
material. The authors have done so to balance the workload for the reader
but without taking shortcuts. The authors have combined topics, eliminated
redundancies, and tightened content wherever appropriate. The result is a
shorter, crisper text of better quality.
• Current Topics: The eighth edition addresses controversies surrounding issues
such as globalization, terrorism and international aid, as well as includes
increased focus on ethics and corporate citizenship and a strengthened
discussion of intellectual property rights.
• Focus on the Physical Environment and Geography:. Updated maps provide
context in terms of social and economic data. An appendix addresses directly
the relationship between geography and international marketing.
• Developing Economies: This edition gives increased attention to developing
economies and economies in transition. In particular, this edition focuses
on the evolving role of the World Trade Organization and the push for the
conclusion of the Doha Round.
• New cases: Following each part of the text are a variety of cases, three
quarters of which are either new or updated especially for this edition, that
present students with real business situations. All cases address the activities
of actual or former companies and cover a broad geographic spectrum.
• Video cases: Video cases are located within the case section and are available
on DVD for instructors. These cases further illustrate chapter topics and have
been expanded from previous editions to contain the most current companies
and issues.
• Updated Vignettes: Almost all of the opening vignettes in the eighth edition
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 Marketing internet marketing
are brand new, highlighting the most innovative, as well as classic, examples
to set the stage for the chapter discussion and elucidate chapter topics.
CONTENTS:
Part I: THE INTERNATIONAL MARKETING ENVIRONMENT. 1. The Global
Marketing Imperative. Appendix A: The Basics of Marketing. Appendix B:
Geography and Global Warming. 2. Trade Institutions and Trade Policy. 3. The
Cultural Environment. 4. The Economic Environment. 5. The Political and Legal
Environment. Cases: The Catfish Dispute. Trick or Treat. Marketing Cigarettes
and Tobacco. IKEA. Car Financing in China. Part II: INTERNATIONAL MARKET
ENTRY AND DEVELOPMENT. 6. Strategic Planning. 7. Marketing Organization,
Implementation and Control. 8. Research. 9. Market Entry and Expansion. Cases:
Damar International. Polar-Adidas. Parker Pen. Part III: EXPORT MARKETING
MIX. 10. Product Adaptation. 11. Export Pricing. 12. Marketing Communication. 13.
Distribution Management. Cases: Dr. Eris - Cosmetics from Poland. Imaginarium.
Joemarin. Gray Ferrari. Part IV: THE GLOBAL MARKETING MIX. 14. Global
Product Management and Branding. 15. Global Services. 16. Global Logistics
and Materials Management. 17. Global Pricing. 18. Global Promotion. Appendix
C: Careers in International Marketing. Cases: International Marketing and the
NBA. Oil for Food. Blood Free Diamonds. Novia Scotia. F-18 Offset.
©2007, 720pp, Softcover, ISBN-10: 0324361157, ISBN-13: 9780324361155, South-Western
INTERNET MARKETING
E-BUSINESS: STRATEGIC THINKING AND
PRACTICE, 2E
Brahm Canzer, John Abbott College and McGill University
This comprehensive introduction to e-business centers on four key
areas of strategic planning--technology, management, marketing,
and finance. Canzer focuses on what students need to know about
developing, managing, and maintaining a successful e-business,
rather than the technical logistics of setting up a site, making the
text ideal for e-business courses or principles of marketing and
management courses. Case studies and examples illustrate how
theory is successfully translated into real-life business scenarios,
spotlighting companies including eBay, Google, and Amazon.The
e-Business Web Site has been updated to provide even more helpful
information and online learning opportunities, including additional
case studies, a monthly journal digest highlighting articles from
accessible publications and Web Sites to keep students abreast
of the latest developments in the e-business world, and links to
additional resources.
FEATURES:
• A model e-business plan is offered on the Students’ Web Site and provides
a template that students can use to launch an actual B2B firm.
• “The Internet and Related Technologies” chapter has been transferred to
the Web Site, providing a solid introductory chapter to the history and
development of the Internet.
©2006, 368pp, Casebound, ISBN-10: 0618519882, ISBN-13: 9780618519880, South-Western
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ELECTRONIC MARKETING, 2E
Integrating Electronic Resources into the Marketing Process
Joel Reedy , University of South Florida; Shauna Schullo , University of South
Florida
This innovative and exciting new edition of Electronic Marketing
combines the traditional proven marketing process of situation
analysis, marketing planning, and marketing implementation to
introduce the enhanced speed, accuracy, and target ability of
electronic marketing resources. Electronic Marketing is the ideal
guide for the marketing student to understand and integrate
electronic resources into the learning process.
FEATURES:
• E-Marketing Case History: Integrated throughout the text, “E-Marketing Case
History” includes examples of real companies using electronic solutions to
solve marketing and communications dilemmas.
• E-Marketing in Action: These features provide examples of real companies
using the Internet or electronic resources to enhance company marketing
and communications.
• Now You Know: These boxes integrated throughout the text provide readers
with information concerning issues such as netiquette, tips on gathering
information from the Internet, checklists for developing virtual storefronts,
keys to building successful Web sites, hackers, and protecting customer
privacy.
CONTENTS:
PART I. THE CONCEPTS OF ELECTRONIC MARKETING. 1. Introduction to the
Resources of Electronic Marketing. 2. Concept of Electronic Commerce and
the Traditional Marketing Process. 3. Marketing Planning Stage for Online
Activities. 4. The Actions of Marketing Implementation. PART II. INTEGRATING
ELECTRONIC MARKETING RESOURCES. 5. An Introduction to the Internet.
6. Concept of the Virtual Store for Marketing Products and Services. 7. The
Tools of Electronic Marketing Resources. 8. Segmenting and Analyzing the
Target Market. 9. Integrating the Promotional Mix. PART III. IMPLEMENTING
THE E-COMMERCE STRATEGY. 10. Using the Internet. 11. Web Page Design.
12. Capturing Customer Profiles and Data Management. 13. Considerations for
Ongoing Customer Communications. PART IV. INTEGRATING THE MARKETING
AND E-COMMERCE CONCEPT. 14. Establishing and Promoting the Virtual Store.
15. Security on the E-Commerce Site. PART V. SPECIAL TOPICS. 16. Considerations
for E-Business Situations. 17. The Edge of Business-to-Business Activities. 18.
Implications to the International Marketing Program. 19. The Ethics of Electronic
Marketing. 20. The Future of Electronic Marketing Resources. Appendices.
©2004, 592pp, Paperbound, ISBN-10: 0324175957, ISBN-13: 9780324175950, South-Western
FARCE TO FORCE
Building Profitable E-Commerce Strategies
Sarah McCue, World Trade Organization
Though it’s a powerful driving force for commerce, early misuse
and misapplication of business principles can lead to bad business
practices — as well as perceptions that the Internet is not a viable
sales channel. Farce to Force sets the record straight. Written by an
author extremely well versed in the dynamics of e-business, this
timely, insightful book takes the reader step-by-step through the
process of choosing the right e-commerce strategy and building a plan
to achieve success. It is packed with helpful templates and powerful
techniques to implement effective strategy, as well as examples
of successful e-commerce marketing techniques and additional
resources to build programs.
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FEATURES:
• Strategic Focus: McCue takes an in-depth look at the key trends and critical
success factors that impact e-commerce strategy and offers numerous
resources to help companies build and strengthen their e-commerce
strategies.
• Myths Dispelled: Providing insight into unique challenges that face companies
involved in e-commerce, Building E-Commerce Strategies offers thorough
discussions of the myths and lessons learned through the mistakes made
in recent e-commerce history, helping readers learn from the mishaps of
others.
• e-Insider Insight: In addition, prominent e-commerce thought leaders offer
their opinions on future e-commerce trends and key issues.
CONTENTS:
1. Introduction. 2. E-Commerce: Force or Farce? 3. The E-Commerce Challenges
Faced by SMEs. 4. Trends in E-Commerce. 5. Research. 6. The 5Cs of
E-Commerce:Islands of Excellence/Thrivers. 7. Success Factors. 8. Developing
an E-Commerce Strategy. 9. The Secrets of E-Commerce. 10. Enhance Your EQ. 11.
Enlightened Networking..12. The Future of E-Commerce. 13. Actions for Thought
Leaders. Bibliography.
©2006, 304pp, Hardcover, ISBN-10: 0538726776, ISBN-13: 9780538726771, South-Western
INTERNET MARKETING AND
E-COMMERCE, INTERNATIONAL
EDITION, 2E
Ward Hanson, Stanford University
INTERNET MARKETING & E-COMMERCE, 2e, continues where the
previous edition left off: emphasizing rigor instead of hype, illustrating
leading practices by leading companies, showing how extensive use
of research results to support conclusions, and paying close attention
to what is unique about online marketing. The new edition continues
to show how the Internet is creating value for customers and
profits for companies, and, most importantly, it shows how Internet
Marketing fits into the rest of an organization’s marketing strategy.
Reflecting the lessons of the last few years, INTERNET MARKETING
& E-COMMERCE looks at Internet marketing as from the view of large
companies, small business, and online startups.
NEW TO THIS EDITION:
• New Customer Equity & Brand Building Chapters: Chapter 5, “Customer
Equity,” and Chapter 6, “Brand Building Online,” are completely new to
this edition. Chapter 5 focuses on matching Internet strategy and tactics to
customer acquisition, retention, and development. And Chapter 6 focuses
on building brands online which is especially valuable for traditional package
goods and brand-oriented companies.
• New Chapters on “Search Marketing and Keyword Advertising” and on
“Permission Marketing”: New Chapter 12, “Search Marketing and Keyword
Advertising is especially important for small business. Also new Chapter 9,
“Permission Marketing,” where the text focuses on critical issues involving
the right to send marketing messages and building consumer trust and
familiarity.
• New Online Retailing and Business-to-Business Chapters: Chapter 15, “Online
Retailing,” addresses how to know what products to sell online successfully
and the new Chapter 17, “Business-to-Business Selling,” is how the Internet
is used to affect group buying decisions and supply chain decision making.
• Social Marketing Coverage: The new edition also includes contemporary
content on social marketing online, or important lessons learned in health
education, fundraising and campaigning, and other persuasive social
marketing activities with in the Internet.
• Technology Trends and Issues: The second edition expands on a close working
knowledge of technology, technology companies, leading edge practitioners,
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01-43_Mkt_SL.indd 15
internet marketing Marketing
and the proper role of technology in marketing. This includes important
new developments such as, the wide range of Internet devices (cell phones,
wireless devices, interactive entertainment), technology standards that
permit more intelligent content, security and privacy concerns, and coverage
on web services supporting e-commerce and online marketing.
• Current Topics and Brand New Chapters: The second edition includes new
chapters and content addressing the evolving world of Internet Marketing.
Chapter 6, “Online Branding,” discusses the highly-important concept of
domain branding and its benefit to those business attempting to create
a successful presence in the online marketplace. Chapter 7, “Credibility,
Usability, and Persuasion,” includes coverage on persuasive technologies,
usability testing, and the establishment of credibility necessary for every
company. Chapter 10, “Creating Commitment,” details the significance
of sustaining customer loyalty. Finally, Chapter 11, “Innovating,” discusses
standards, modularity, speed, and how these concepts affect Internet
Marketing and those companies who utilize it.
• In-depth e-Commerce Coverage: Part 3 of the text is entirely new to the
second edition integrating e-Commerce coverage with Internet Marketing.
The topics and chapters discussed include: Chapter 13, “Etailing,” which
discusses growth and economics, iPACE, and multi-channel shopping;
Chapter 14, “B-to-C e-Commerce,” discusses channel conflict, consumer
education, how to utilize B-to-C to reach new markets; and Chapter 15,
“B-to-B e-Commerce” discusses e-Procurement, Supply Chain Integration,
and Collaboration. Chapter 16, “Tools and Systems,” discusses hosted
solutions, industrial strength systems, and competitive advantage. Finally,
the last chapter in Part 3, “Global Challenges” details with issues of privacy,
intellectual property, and alliances.
• Full Supplements Package and 4-Color Design: The new edition of Internet
Marketing & e-Commerce now includes a reader-friendly 4-color design,
allowing for ads, pictures and web pages to pop. The second edition also
includes new support items, such as a brand new instructor’s manual and
powerpoint presentation to help instructors prepare and teaching their
course.
• Unique Global Orientation: Every chapter touches on international issues
and how they pertain to the dynamic online environment integrating global
coverage throughout the text. For examples, the new edition addresses global
issues resulting from the diversity and depth of worldwide Internet usage.
FEATURES:
• Internet Strategy: The Principles of Internet Marketing does not focus on the
Internet as a separate entity, but fits Internet strategy into the organization’s
overall marketing framework.
• Focus of the Internet: Gives students a solid understanding of the technology
behind the Internet and of how technological change alters marketing
strategies and tactics. The text also teaches how the use of the Internet can
improve quality and customer support, allows companies to personalize
products and messages, generate traffic, build community, price in real-time,
and create new channels.
• Comprehensive Web Site: An integral part of the learning experience, the
text web site includes classroom-tested suggestions for combining on-line
content into the class. The web site includes web links, online quizzing,
downloads to instructor supplements and more.
CONTENTS:
PART I: FOUNDATIONS. 1. Introduction. 2. A Digital World. 3. Networks. 4.
Individuals. PART II: ESSENTIAL SKILLS. 5. Business Models. 6. Online Branding.
7. Credibility, Usability, and Persuasion. 8. Traffic Building. 9. Learning and
Personalizing. 10. Creating Commitment. 11. Innovating. 12. Pricing and the
Net. PART III: e-COMMERCE. 13. Etailing. 14. B-to-C e-Commerce. 15. B-to-B
e-Commerce. 16. Tools and Systems. 17. Global Challenges.
©2007, Paperback, ISBN-10: 0324422814, ISBN-13: 9780324422818, South-Western
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 Marketing internet marketing | marketing channels | marketing management
INTERNET MARKETING: FOUNDATIONS
AND APPLICATIONS, 2E
Carolyn F. Siegel, Eastern Kentucky University
Siegel offers a comprehensive textbook--complemented by
extensive online support--for the fastest growing section of the
curriculum across the country. Complete integration of print and web
components allows the accompanying site to act as an extension of
the text. Interactive cases, project-based activities, and new content
is regularly updated by the author.
FEATURES:
• All opening cases feature real-world company examples. In addition, the
Competitive Case study at the end of each chapter focuses on a competitor
to the company featured in the opening case. This bookend feature promotes
critical thinking and application of chapter concepts.
• Content highlights include extensive coverage of B2C (Business to Consumer)
and B2B (Business to Business) marketing models, with many examples.
• Discussion of how to implement a Web marketing plan includes the creation
and design of content.
• The textbook web site provides updated links to sources cited in the chapters.
Online appendices allow for frequent updates.
CONTENTS:
Module I. An Introduction to the Internet and the Environment of Internet
Marketing. 1. A Marketing Perspective in the Internet Age. 2. Internet
Fundamentals: Operations, Management, the Web, and Wireless. 3. Identifying
Internet Users. 4. Taking Marketing to the Net. 5. Legal and Ethical Issues; Privacy
and Security Concerns. 6. Taking Internet Marketing International. Module
II. Information for Competitive Marketing Advantage. 7. Taking Marketing
Research to the Net. 8. Using Data Tools to Enhance Performance. Module.
III. The Internet Marketing Mix. 9. Product in the Internet Marketing Mix. 10.
Price in the Internet Marketing Mix. 11. Place in the Internet Marketing Mix. 12.
Promotion in the Internet Marketing Mix. Module IV. Internet Marketing Action
Plans. 13. The Web Marketing Plan. 14. Marketing Site Development: Content,
Design, and Construction.
©2006, 448pp, Casebound, ISBN-10: 0618519998, ISBN-13: 9780618519996, South-Western
MARKETING CHANNELS
MARKETING CHANNELS, 7E
A Management View
Bert Rosenbloom, Drexel University
Marketing Channels: A Management View, a market leader, is
known to provide a management focus and managerial framework
to the field of marketing channels. Theory, research, and practice
are covered thoroughly and blended into a discussion that stresses
decision making implications. This new edition reflects global,
socio-cultural, and technological changes that have taken place
within the industry.
FEATURES:
• Multi-Channel Strategy Perspective: Not only does this text come with a
separate and complete chapter on channel strategy, the “heart” of channel
management, beginning in chapter one the text looks at multi-channel
strategy perspectives, while also integrating competitor strategy using
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marketing channels throughout the text.
• Up-To-Date: The new edition of the text, brings the field of marketing
channels to life through an abundance of all new examples, providing readers
with the most current real-world examples and content. There are a number
of new examples in the area of services, business-to-business, and integrated
channels.
• Cases: Through extensive use of case studies, students are provided the
opportunity to see market channeling in action with real companies. The
text contains approximately twenty-five cases, of which about a third have
been updated for the seventh edition.
• Issues for Discussion: Mini-cases, found at the end of each chapter, reflect
the most recent developments affecting marketing channels. These mini-
cases use real-life examples, about half of these are completely new to this
edition.
• Focus on Channels: The chapter opening vignettes have been completely
rewritten and updated for this new edition to stimulate the reader’s interest
and set the stage for the chapter. Opening vignettes include, Altoids,
Seinfeld, Dell, The Three Tenors, and more.
• Electronic Marketing Chapter Heavily Revised: The chapter on electronic
marketing channels has been heavily revised to reflect the integrated
convergence of electronic and conventional channels providing readers with
the most current concepts in the field.
• Integrated E-Commerce: E-commerce, online selling, and electronic
marketing have been heavily integrated throughout this text to reflect the
technological changes within the industry.
• Revised Chapter 18: Chapter 18, “International Channel Perspectives,” has
been extensively revised to reflect globalization with new international
examples and up-to-date content.
• Extensive References: Throughout the text, there are an extensive amount
of references to marketing journals and literature in the field.
CONTENTS:
1. Marketing Channel Concepts. 2. The Channel Participants. 3. The Environment
of Marketing Channels. 4. Behavioral Processes in Marketing Channels. 5.
Strategy in Marketing Channels. 6. Designing the Marketing Channel. 7.
Selecting the Channel Members. 8. Target Markets and Channel Design
Strategy. 9. Motivating the Channel Members. 10. Product Issues in Channel
Management. 11. Pricing Issues in Channel Management. 12. Promotion through
the Marketing Channel. 13. Logistics and Channel Management. 14. Evaluating
Channel Member Performance. 15. Electronic Marketing Channels. 16. Direct
Selling and Direct Marketing Channel Systems. 17. Marketing Channels for
Services. 18. International Channel Perspectives.
©2004, 688pp, Hardcover, ISBN-10: 0324186932, ISBN-13: 9780324186932, South-Western
MARKETING MANAGEMENT
MARKETING MANAGEMENT, 2E
Michael Czinkota, Georgetown University; Masaaki Kotabe , Temple University
A marketing management course shouldn’t be treated like a principles
class. And an upper-level text doesn’t need to be written like an
encyclopedia. That’s why Marketing Management, 2e takes a direct,
“no bull” approach, bringing concepts to life without dry explanations
and unnecessary “extra” information. Theoretical and practical
considerations are balanced throughout. Coverage of critical and
contemporary marketing topics includes integration of e-commerce
and a unique chapter on estimating marketing demand.
CONTENTS:
1. An Overview of Marketing 2. Marketing Planning 3. Understanding the
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 marketing management | marketing research
Environment and the Competition 4. Understanding the Buyer 5. Marketing
Research and Information 6. Estimating Marketing Demand 7. Market
Segmentation, Positioning, and Branding 8. Product and Service Decisions 9. New
Products 10. Pricing Decisions 11. Distribution and Supply Chain Management 12.
Designing Effective Promotion and Advertising Strategies 13. Direct Marketing,
Sales Promotion, and Public Relations 14. Selling and Sales Management 15. The
Future of Marketing
©2001, 624pp, Hardbound, ISBN-10: 0324022034, ISBN-13: 9780324022032, South-Western
New!
MARKETING MANAGEMENT (WITH
QUALTRICS INFO CARD AND BIND-IN
PRINTED ACCESS CARD)
Dawn Iacobucci, Vanderbilt University
Marketing Management, Student Edition focuses on the essential
concepts and tools necessary to answer important Marketing
Management questions. A concise visually compelling textbook with
a suite of valuable online assets, Marketing Management, Student
Edition is an effective new approach to teaching and learning
Marketing Management.
CONTENTS:
Part I - MARKETING STRATEGY. 1. What is Marketing? 2. Marketing Segmentation.
3. Targeting. 4. Positioning. Part II - PRODUCT POSITIONING. 5. Products: Goods
and Services. 6. Brands. 7. New Products. Part III - POSITIONING VIA PRICE,
PLACE, AND PROMOTION. 8. - Pricing. 9. Channels of Distribution and Business
Marketing Networks and Logistics. 10. Integrated Marketing Communications:
The Advertising Message. 11. Advertising Media and Integrated Marketing
Communications. Part IV - POSITIONING: ASSESSMENT THROUGH THE
CUSTOMER LENS. 12. Customer Evaluations. 13. Marketing Research Tools. Part
V - CAPSTONE. 14. Marketing Strategy. 15. Marketing Plans.
©2010, 288pp, Paperbound, ISBN-10: 0324784430, ISBN-13: 9780324784435, South-Western
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Marketing
MARKETING RESEARCH
Cover
Not
Available
New Edition!
BASIC MARKETING RESEARCH,
INTERNATIONAL EDITION, 7E
Gilbert A. Churchill, University of Wisconsin; Tom J. Brown, Oklahoma State
University
Marketing Research deals with the design, collection, analysis, and
reporting of data relevant to a firm’s current and future needs. The
trend in Marketing Research, aside from using the Internet to quickly
capture marketing data, is the focus on the marketing research
student as a manager of marketing research and not actually a
practitioner of marketing research. This course is typically found
in 4-year and MBA programs, and is taught out of the marketing
department.
NEW TO THIS EDITION:
• Managerial Framework: A fresh emphasis in this edition is an explicit focus
on what marketing research means for managers. Not everyone will go
on to careers in marketing research, but virtually everyone will encounter
marketing research or public opinion polling results in their business careers
or everyday lives. This book breaks down the research process into the
basic stages followed in doing marketing research, allowing it to be broken
into digestible bites that help aspiring market researchers and managers
understand the larger picture.
• Up-to-Date Coverage of Topics: The new edition includes expanded or
new information on topics such as regression, sample size issues, math
index measures, sales forecasting, attitude measurement, and the use of
the Internet providing readers with the most up-to-date and complete
information available.
• The Manager’s Focus: These short sections throughout each chapter provide
insights into how the information in a particular section is relevant to
marketing managers. The goal is to emphasize the role of marketing managers
in the research process and to offer guidelines for achieving the most usable
results. Some examples include how to determine if a focus group is useful
(chapter 5), understanding different levels of measurement (chapter 12), and
how non-sampling errors enter a study (chapter 17).
• Managerial Emphasis: Chapter One, “Role of Marketing Research” has been
revised so that readers see that marketing research is not only about the
quantitative data, but also shows how marketing research applies to decisions
that they may make, whether it be business or personal.
• Revised Chapter 12, Designing the Questionnaire or Observation Form:
Chapter 12 has improved its treatment of developing diagnostic and
hypothesis formulation skills and reduced content on scale development
coverage simplifying the chapter by deleting unnecessary detail for
undergraduates.
• Chapter 13, Measurement Basics: In response to reviewer comments, Chapter
13 has reduced its coverage of validity issues to simplify the concepts for
readers.
17
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 Marketing marketing research
• Combined Sampling Basics and Methods: Chapters 15 and 16 have been
combined into one chapter, Chapter 15, “Sampling Basics and Methods” to
simplify complex topics.
• New End-of-Part Cases: The cases at the end of each part have been revised
and new ones added for the sixth edition, assisting readers in developing their
own evaluation and analytical skills. They are also useful in demonstrating
the universal application of marketing research techniques.
• Data Collection Focus: Chapters 18, 19 and 20 present a straightforward
overview of practical issues in data collection and the beginning stages of
data analysis. While, the previous edition focused on technical or theoretical
details, often to the exclusion of practical considerations, these completely
revised chapters now focus on important information such as building
codebooks, entering data, what to do about missing data, and calculating
response rates.
FEATURES:
• Research Window: The Research Windows provide a view of what is happening
in the world of marketing research, describe what is happening at specific
companies, and offer some specific how-to tips. They serve to engage readers’
interest in the chapter topic, and to provide further depth of information.
• Ethical Dilemma: Integrated throughout the text, these boxes provide readers
with insights on various ethical issues arising in the field of marketing
research.
• Research Project: At the end of each part readers have the opportunity to do
a research project that is discussed throughout the text. The project concerns
retailers’ attitudes toward advertising in various media. This continuing
project provides readers with a real, hands-on perspective as to how research
is actually conducted.
• Learning Objectives: A set of learning objectives in each chapter highlights
the most important topics covered in the chapter. The learning objectives
are repeated in the margins in the chapter where the topics are discussed,
and are then reinforced in point by point in the chapter summary.
• Data sets on Website: Found on the text’s website, students are provided with
the data sets that they will need in order to complete selected end-of-part
cases. These data sets are available for SPSS and Excel.
CONTENTS:
Part I: INTRODUCTION TO MARKETING RESEARCH AND PROBLEM
DEFINITION.1. Role of Marketing Research.2. Gathering Marketing
Intelligence: The Systems Approach.3. Gathering Marketing Intelligence:
The Project Approach.4. Problem Formulation.Part II: RESEARCH DESIGN.5.
Types of Research Design and Exploratory Research.6. Descriptive and Causal
Research Designs.Part III: DATA COLLECTION METHODS.7. Secondary Data.8.
Standardized Marketing Information Services.9. Collecting Primary Data.10.
Collecting Information by Communication.11. Collecting Information by
Observation.Part IV: DATA COLLECTION FORMS.12. Asking Good Questions:
Measurement Basics.13. Measuring Attitudes and Other Variables.14. Designing
the Questionnaire or Observation Form.Part V: SAMPLING AND DATA
COLLECTION.15. Developing the Sampling Plan.16. Determining Sample Size.17.
Collecting the Data: Nonsampling Errors and Response Rate Calculation.Part
VI: DATA ANALYSIS.18. Data Analysis: Preliminary Steps.19. Data Analysis:
Analyzing Individual Variables and Basics of Hypothesis Testing.20. Data Analysis:
Analyzing Multiple Variables Simultaneously.Part VII: RESEARCH REPORTS.21.
The Research Report.
©2010, 612pp, Softcover, ISBN-10: 032478547X, ISBN-13: 9780324785470, South-Western
18
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New Edition!
ESSENTIALS OF MARKETING RESEARCH,
INTERNATIONAL EDITION, 4E
William Zikmund, Oklahoma State University; Barry J. Babin, The University of
Southern Mississippi
Marketing Research deals with the design, collection, analysis, and
reporting of data relevant to a firm’s current and future needs. The
trend in Marketing Research, aside from using the Internet to quickly
capture marketing data, is the focus on the marketing research
student as a manager of marketing research and not actually a
practitioner of marketing research. This course is typically found
in 4-year and MBA programs, and is taught out of the marketing
department.
NEW TO THIS EDITION:
• A Simplified Approach: This approach has been taken to emphasize significant
content material and issues, which will reinforce positive student learning
outcomes. Moreover, this simplified approach continues into the analytical
chapters, which now deemphaisize statistical theory and detail and focus
more on practical statistical application.
• Integrated Technology Information: Practically every chapter includes
significant coverage of Internet related topics. Most chapters also include
review questions and activities that get research students involved with the
Internet in a relevant way.
• New Chapter Vignettes: Each chapter sets the stage with a story relevant
to the topics discussed in that particular chapter. The vignettes include
real world companies, as well as “slice of life” stories describing a business
person’s struggle to make smart
• Increased Coverage on International Issues: The increased international
examples will increase awareness of research issues beyond North
America
• New Case Materials: Nearly all chapters include at least one new end-of-
chapter case, as well as several new end-of-book cases.
FEATURES:
• Writing Style: An accessible, interesting writing style continues as a hallmark
of this book. With a careful balance between theory and practice and a
sprinkling of interesting examples and anecdotes, the writing style helps
clarify and simplify the market research process rather than making it a
mystery
• Statistical Approach: A review of statistical theory in Chapter 13 provides
students with an overview of the basic aspects of statistics. Because this text
stresses managerial applications more than statistical theory, students are
given some basic tools to perform common data analysis. More sophisticated
data analysis approaches are left for further reference.
• Research Snapshots: These features, integrated throughout the text, explore
marketing research processes in a variety of modern businesses situations
ranging from natural disasters to international food. The boxes also illustrate
research techniques and applications in a step-by-step fashion. Examples of
companies highlighted include, Proctor & Gamble, Hidden Valley Ranch, and
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Home Depot.
• Learning Objectives: Each chapter begins with a concise list of learning
objectives that emphasize the core areas of competency that the student
should master before proceeding to the next chapter. Instructors will find
these useful in assessment of both student outcomes as well as course or
program outcomes.
• Key Terms: Key terms are found within the chapter as well as in the margins
to help students recognize and retain important marketing research and
statistical terminology. Learning the vocabulary of marketing research is
essential to understanding the topics presented.
CONTENTS:
PART I: INTRODUCTION. 1. The Role of Marketing Research. 2. Information
Systems and Knowledge Management. 3. The Marketing Research Process: An
Overview. 4. The Human Side of Marketing Research: Organizational and Ethical
Issues. PART II: DESIGNING RESEARCH STUDIES. 5. Exploratory Research and
Qualitative Analysis. 6. Secondary Data Research in a Digital Age. 7. Survey
Research. 8. Observation. 9. Experimental Research .PART III: MEASUREMENT.
10. Measurement and Attitude Measurement. 11. Questionnaire Design.PART
IV: SAMPLING AND STATISTICAL THEORY. 12. Sampling Designs and Sampling
Procedures. 13. Determination of Sample Size: A Review of Statistical Theory.
PART V: ANALYSIS AND REPORTING. 14. Basic Data Analysis. 15. Differences
Between Groups and Relationships Among Variables. 16. Communicating
Research Results: Research Report, Oral Presentation, and Research Follow-
Up. PART VI: COMPREHENSIVE CASES WITH COMPUTERIZED DATABASES.
Appendix: Statistical Tables.
©2010, 432pp, Paperbound, ISBN-10: 0324593759, ISBN-13: 9780324593754, South-Western
New Edition!
EXPLORING MARKETING RESEARCH,
INTERNATIONAL EDITION, 10E
William Zikmund, Oklahoma State University; Barry Babin, The University of
Southern Mississippi
EXPLORING MARKETING RESEARCH deals with the design,
collection, analysis, and reporting of marketing research data relevant
to a firm’s current and future needs. The text focuses on students as
managers, not practitioners, of marketing research. Students learn
about traditional types of marketing research, such as designing
questionnaires, as well as the latest technological developments that
facilitate marketing research including data collection devices, data
analysis tools, and practical approaches to data analysis. In addition,
this edition places more emphasis on ethical and international issues
relating to marketing research.
NEW TO THIS EDITION:
• Practically every chapter includes significant coverage of Internet-related
topics, and most chapters also include review questions and activities that
get students involved with the Internet in a relevant way.
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01-43_Mkt_SL.indd 19
marketing research Marketing
• Survey This! Feature - Students respond to an online questionnaire using
Qualtrics software. The questionnaire involves students’ opinions, activities,
and interests regarding numerous eveyday behaviors ranging from study
habits to involvement with social networking. The resuting data are made
available to instructors and students.
• Tips of the Trade - Each chapter contains a useful list of important tips that
correspond to the particular stage of the research process. The Tips provide
information addressing practical questions such as interview length, question
wording, interviewer involvement, sample size requirements, and guides for
data reliability and validity as well as useful tips for testing hypotheses using
inferential statistics.
• New Chapter Vignettes-Each chapter opens with a story relevant to the
material featured in that particular chapter. Some of these vignettes involve
famous brands and companies, so the reader may well be familiar with some
of the topics. Other vignettes involve “slice of life” stories describing a
businessperson’s struggle to make smart decisions
• A Simplified Approach and Style-The boxed material, chapter objectives, and
end-of-chapter materials are now presented in a simplified form that allows
greater focus on the truly important information.
• Increased Coverage on International Business Issues-The examples and
illustrations make much greater use of international business.
• Greater Attention to Qualitative Research-More and more companies
are benefitting from qualitative research. In response to this important
phenomenon, Chapter 6 was rewritten previously in the ninth edition to
focus more exclusively on qualitative research.
FEATURES:
• Writing Style: An accessible, interesting writing style continues as a hallmark
of this book. With a careful balance between theory and practice and a
sprinkling of interesting examples and anecdotes, the writing style helps
clarify and simplify the market research process rather than making it a
mystery
• Research Snapshots: These features, integrated throughout the text, explore
marketing research processes in a variety of modern businesses situations
ranging from natural disasters to international food. The boxes also illustrate
research techniques and applications in a step-by-step fashion. Examples of
companies highlighted include, Proctor & Gamble, Hidden Valley Ranch, and
Home Depot.
• Learning Objectives: Each chapter begins with a concise list of learning
objectives that emphasize the core areas of competency that the student
should master before proceeding to the next chapter. Instructors will find
these useful in assessment of both student outcomes as well as course or
program outcomes.
• Key Terms: Key terms are found within the chapter as well as in the margins
to help students recognize and retain important marketing research and
statistical terminology. Learning the vocabulary of marketing research is
essential to understanding the topics presented.
CONTENTS:
Preface. Part I: INTRODUCTION. 1. The Role of Marketing Research. 2.
Information Systems and Knowledge Management. 3. The Marketing Research
Process. 4. The Human Side of Marketing Research: Organizational and Ethical
Issues. Part II: BEGINNING STAGES OF THE RESEARCH PROCESS. 5. Problem
Definition: Jump-Starting the Research Process. 6. Qualitative Research Tools.
7. Secondary Data Research in a Digital Age. Part III: RESEARCH DESIGNS FOR
COLLECTING PRIMARY DATA. 8. Survey Research: An Overview. 9. Survey
Research: Basic Methods of Communication with Respondents. 10. Observation.
11. Experimental Research: An Overview.12. Test-Markets and Experimental
Design. Part IV: MEASUREMENT CONCEPTS.13. Measurement. 14. Attitude
Measurement. 15. Questionnaire Design. Part V: SAMPLING AND FIELDWORK.
16. Sampling Designs and Sampling Procedures. 17. Determination of Sample
Size: A Review of Statistical Theory. 18. Fieldwork.Part VI: DATA ANALYSIS AND
PRESENTATION. 19. Editing and Coding: Transforming Raw Data into Information.
20. Basic Data Analysis: Descriptive Statistics. 21. Univariate Statistical Analysis.
22. Bivariate Statistical Analysis: Differences Between Two Variables. 23. Bivariate
Statistical Analysis: Measures of Association. 24. Introducing Multivariate
Statistical Analysis. 25. Communicating Research Results: Research Report,
19
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 Marketing marketing research
Oral Presentation, and Research Follow-Up. Part VII: COMPREHENSIVE CASES
WITH COMPUTERIZED DATABASES. Appendix: Statistical Tables.Glossary of
Frequently Used Symbols. Glossary - Endnotes.
©2010, 848pp, Paperback, ISBN-10: 0324788614, ISBN-13: 9780324788617, South-Western
INTRODUCTION TO ONLINE COMPANY
RESEARCH
Chris Dobson, F1 Services, Inc.
The research techniques in Introduction to Online Company Research
focus on finding information about a specific company - whether
it’s a competitor, customer, potential partner, or an adversary in a
lawsuit. These techniques provide an efficient and straightforward
way to gather reliable information that is readily available from a
variety of dependable sources. The volume instructs readers on
effective search techniques and cost-effective information sources.
All of the major online company data sources are critically reviewed
and value-rated. Like all the titles in the Business Research Series,
this book is conveniently divided into four sections containing a
number of business research applications that can be used for both
in-house research training and reference. Internet research can
be quick, easy, and abundant - but also challenging. Research sites
sometimes come and go, and sources can be questionable. The
Business Research Solutions Series provides comprehensive business
and financial research reference guides and online training manuals
to bridge a major gap in the field of online research methodology. This
resourceful and innovative multi-volume series of reference guides
teaches readers how to approach a research problem, how to select
the best online sources, and how to effectively use these sources.
It also suggests alternate low-cost solutions for many standard
questions and problems. A must-have for professionals involved
in company research, these invaluable tools provide step-by-step
advice on how to analyze, interpret, and present data for informed
decision-making.
CONTENTS:
1. Introduction to Company Research Strategies, Search Technique, and Data
Resources. 2. Research Case Studies on Company Information. 3. Company
Research Problems and Solutions. 4. Company Research Data Source Evaluations
and Reviews. Appendix A: Directory of Online business Data Sources. Appendix
B: Directory of Online Business Data Publishers. Appendix C: Business Data
Source Rating Survey. Appendix D: Contributor. Biographies. Index.
©2004, 392pp, Hardcover, ISBN-10: 0538726830, ISBN-13: 9780538726832, South-Western
20
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INTRODUCTION TO ONLINE
COMPETITIVE INTELLIGENCE RESEARCH
Conor Vibert, Acadia University in Wolfville, Nova Scotia
Introduction to Online Competitive Intelligence Research gives
you the tools you need to stay ahead of your competitor’s moves.
Numerous research problem scenarios and cases with suggested
search strategies are included. Step-by-step methodology takes you
through the CI research process, including planning and direction,
data collection, analysis and dissemination. One section provides
insight into how your firm might protect itself from the unwanted
CI efforts of competitors. Like all the titles in the Business Research
Series, this book contains a number of business research applications
that can be used for both in-house research training and reference.
Internet research can be quick, easy, and effective, but also
challenging. The Business Research Solutions Series provides business
and financial research reference guides and online training manuals
to bridge a major gap in the field of online research methodology.
These invaluable tools provide step-by-step advice on how to analyze,
interpret, and collect data for informed decision-making.
CONTENTS:
1. Introduction 2. A Primer on Competitive Intelligence 3. Protecting Your
Company From Competitive Intelligence 4. Case Studies 5. Company Research
Problems and Solutions 6. Review of Online Information Sources Chapter
References
©2004, 330pp, Hardcover, ISBN-10: 0538726806, ISBN-13: 9780538726801, South-Western
INTRODUCTION TO ONLINE MARKET
AND INDUSTRY RESEARCH
Cynthia Shamel, President of Shamel Information Services; Cynthia Shamel,
Special Libraries Association
Introduction to Online Market and Industry Research provides
workable search strategies and valuable data source information to
both inexperienced and experienced industry researchers. Market
research strategies offer business managers a precise picture
of the environment in which they operate and thus supporting
informed decision making. Critical data source reviews lead to
cost-effective purchase decisions for research managers. Like all
the titles in the Business Research Series, this book is conveniently
divided into four sections containing a number of business research
applications that can be used for both in-house research training
and reference. Internet research can be quick, easy, and abundant
- but also challenging. Research sites sometimes come and go, and
sources can be questionable. The Business Research Solutions Series
provides comprehensive business and financial research reference
guides and online training manuals to bridge a major gap in the field
of online research methodology. This resourceful and innovative
multi-series of reference guides teaches readers how to approach a
research problem, how to select the best online sources, and how
to effectively use these sources. It also suggests alternate low-cost
solutions for many standard questions and problems. A must-have
for professionals involved in business research, these invaluable tools
provide step-by-step advice on how to analyze, interpret, and present
data for informed decision-making.
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CONTENTS:
1. Definition and Strategy 2. Research Case Study on Rocky Mountain Country
Club 3. Market and Industry Research Problems and Solutions 4. Market and
Industry Research Data Source Evaluations and Reviews Appendices A: Directory
of Online Business Data Sources Appendices B: Directory of Online Business
Data Publishers Appendices C: Business Data Source Rating Survey Appendices
D: Contributor Biographies Index
©2004, 450pp, Hardcover, ISBN-10: 0538726849, ISBN-13: 9780538726849, South-Western
MARKETING RESEARCH, 2E
A. Parasuraman, University of Miami; Dhruv Grewal , Babson College; R.
Krishnan, University of Miami
In Marketing Research, the authors offer undergraduate and MBA
students a compelling introduction to the field with extensive use of
global, technology, service, and small business examples. Distinctive
features include integrated coverage of technology tools and
statistical analysis, current research, and a strong focus on strategy.
To reinforce the text’s emphasis on technology, each new copy of the
text can be packaged with SPSS software containing data sets--created
by the authors--specifically related to examples and tutorials from the
chapters on data analysis. The Second Edition features an appealing
design and open layout, making an often challenging subject more
engaging for students. Through current examples and cases, students
gain an understanding of the role of marketing research in the
business world. Pedagogical features give students a clear handle on
what they need to focus on to be successful in the course. Chapter
Objectives identify key concepts in the reading to follow, while
Questions for Review and Discussion, Application Exercises, and
Internet Exercises prompt students to complete a variety of tasks,
allowing them to apply chapter concepts in meaningful ways.
FEATURES:
• To keep students apprised of the latest developments in market research, the
authors have added cutting-edge topics such as online surveys in Chapter
10 and extensive coverage of data mining in Chapter 15.
• Many Opening Vignettes are new or substantially revised. Based on
interesting and up-to-date examples from the world of business, these boxes
engage students with coverage of high-profile companies such as Volvo, Eddie
Bauer, and The Gap.
• Case in Point sections appear after the introduction of each major topic to
reinforce key information with detailed examples. New cases include Amazon.
com and McDonald’s.
• Research in Use boxes provide a variety of real-world examples--often
featuring offbeat or unique scenarios--that in some instances have been
researched firsthand by the authors. New boxes include a discussion of
researchers who mine “blogs” for useful data and an exploration of how
Hyundai measures marketing effectiveness in India.
• Several new End-of-Chapter Cases--including GM and Burger King--consider
various companies’ experiences obtaining and using marketing research.
• A comprehensive supplements program includes a wealth of instructor
resources to aid in course preparation. Student resources include SurveyZ,
an online survey program, and SPSS software. SPSS screen shots with brief
tutorials provide students with step-by-step, easy-to-follow guidelines for
using this important data analysis tool.
CONTENTS:
I. Introduction to Marketing Research. 1. The Nature and Scope of Marketing
Research. 2. The Marketing Research Process. 3. Types of Marketing Research.
II. Data Collection: Types and Methods. 4. Secondary Data. 5. Using Geographic
Information Systems for Marketing Research. 6. Primary-Data Collection. 7.
Qualitative Research. 8. Experimentation in Marketing Research. III. Data
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marketing research Marketing
Collection: Measurement Instruments and Sampling. 9. Measurement and
Scaling. 10. Questionnaire Design. 11. Sampling Foundations. IV. Data Analysis.
12. Quality Control and Initial Analysis of Data. 13. Hypothesis Testing. 14.
Examining Associations: Correlation and Regression. 15. Overview of Other
Multivariate Techniques. V. Communicating with Research Users. 16. Presenting
Research Results.
©2007, 672pp, Casebound, ISBN-10: 0618660631, ISBN-13: 9780618660636, South-Western
New Edition in July 2009!
MARKETING RESEARCH,
INTERNATIONAL EDITION, 9E
Methodological Foundations
Gilbert A. Churchill, University of Wisconsin; Dawn Iacobucci, Northwestern
University
This market leader has established itself as a classic through seven
previous editions by presenting superior, balanced coverage of both
the qualitative and quantitative aspects of marketing research.
FEATURES:
• Increased emphasis on the Internet, and its impact on the field of marketing
research through comparisons between Web-based survey research and
traditional survey techniques such as mail surveys and phone interviews.
• Extensive treatment of cutting-edge topics such as data-mining, ethics in the
field of marketing research, international marketing research, and current
managerial trends for effective decision-making in the field.
• A modular design enhances teaching flexibility by placing some of the more
complex information in appendices immediately after the chapter to allow
individual professors complete control over the amount and depth of the
material covered during the course.
CONTENTS:
PART I. MARKETING RESEARCH, THE RESEARCH PROCESS AND PROBLEM
DEFINITION. 1. Marketing Research: A Pervasive Activity. 2. Alternative
Approaches to Marketing Intelligence. 3. The Research Process and Problem
Formulation. Cases for Part 1. PART II. DETERMINE RESEARCH DESIGN.
4. Research Design. 5. Causal Designs. Cases for Part 2. PART III. DESIGN
DATA-COLLECTION METHOD AND FORMS. 6. Data Collection: Secondary
Data. Appendix 6A: Secondary Data Sources. 7. Data Collection: Primary
Data. 8. Data-Collection Forms. 9. Attitude Measurement. Appendix 9A:
Psychological Measurement. Cases for Part 3. PART IV. SAMPLE DESIGN AND
DATA COLLECTION. 10. Sampling Procedures. 11. Sample Size. 12. Collecting
the Data: Field Procedures and Nonsampling Errors. Cases for Part 4. PART
V. ANALYSIS AND INTERPRETATION OF DATA. 13. Data Analysis: Preliminary
Steps. Appendix 13A: Chi-Square Tests. Appendix 13B: Avery Sporting Goods.
14. Data Analysis: Basic Questions. Appendix 14A: Hypothesis Testing. 15. Data
Analysis: Examination of Differences. Appendix 15A: Analysis of Variance.
Appendix 15B: Analysis of Catalog-Buying Data. 16. Data Analysis: Investigation
of Association. Appendix 16A: Nonparametric Measures of Association.
Appendix 16B: Analysis of Catalog-Buying Data. 17. Multivariate Data Analysis:
Discriminant Analysis, Factor Analysis, Cluster Analysis, and Multidimensional
Scaling. Appendix 17A: More Multivariate Statistical Techniques. Appendix 17B:
Analysis of Catalog-Buying Data. Cases for Part 5. PART VI. THE RESEARCH
REPORT. 18. The Research Report.
©2005, 1006pp, Paperback, ISBN-10: 0324225091, ISBN-13: 9780324225099, South-Western
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 Marketing marketing research | marketing strategy
UNDERSTANDING AND DESIGNING
MARKETING RESEARCH, 2E
John R. Webb, University of Strathclyde
Understanding and Designing Marketing Research is an introduction
to that varied, and sometimes complicated, array of techniques which
is known collectively as marketing research. The second edition has
been completely revised and up-dated to include the implications of
technology, how the increasing use and influence of computers, via
their connection to the Internet and the use of software packages such
as Atlas-ti, Scolari and NUDIST, are having on how market researchers
work. The Marketing Research Quality Standard Association standards
are discussed and many more cases and actual examples of marketing
research being used in practice have been included. Statistics and
technical jargon have been kept to a minimum making Understanding
and Designing Marketing Research invaluable for readers who seek a
clear and concise exposition of the topic so that they may interpret,
commission and use research in business. Suitable for students on
a business qualification at degree or diploma level, or practitioners
who commission marketing research from specialist agencies who
need an overview of the techniques available.
FEATURES:
• Designed for people who will need to commission and then understand
market research, not do it themselves
• Introduces all of the major MR quantitative analysis packages to aid
understanding, e.g. ATLAS-TI, SCOLARI and NUDIST
• Easy to understand, with occasional flashes of humour to keep the reader
amused
CONTENTS:
1. Research For Marketing. 2. The Process of Research. 3. Secondary Data - Uses
and Limitations. 4. The Process of Sampling. 5. Survey and Panel/Sydicated
Research. 6. Questionnaire Design. 7. Qualitative Research. 8. Measurement and
Scales. 9. Attitudes and Their Measurement. 10. Experimentation. 11. Writing and
Reading Research Reports. 12. Commissioning Market Research. 13. International
Marketing Research. Appendix: Statistics and Sampling.
©2002, 390pp, Paperback, ISBN-10: 1861525761, ISBN-13: 9781861525765, Cengage Learning EMEA
22
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MARKETING STRATEGY
AUSTRALIAN CASE STUDIES IN
STRATEGIC MARKETING
Michael Clemes, Lincoln University
Australian Case Studies in Strategic Marketing is a resource for
university and TAFE students of marketing management. It includes
topical cases that require students to assume the role of marketing
manager or consultant in diverse service and industry contexts, and
to integrate their classroom learning to provide workable solutions
and strategies to address problems and opportunities currently facing
Australian marketers both domestically and internationally.
FEATURES:
• This textbook reflects both the traditional and new environments faced by
marketers today, and includes:
• 26 comprehensive cases which apply marketing concepts to an extensive
range and breadth of business situations facing Australian marketing
practitioners in the new millennium
• Chapters on the Australian macro-marketing environment, services and
international marketing, and a student guide to mastering case study
analysis
CONTENTS:
Preface. Acknowledgements. Overview of the text. Case Study Grid. 1.
Perspectives on the Australian Macromarketing Environment. 2. Services
Marketing. 3. International Marketing: A Conceptual Framework. 4. A Guide
to Mastering Case Study Analysis. 5. Understanding marketing. 6. Marketing
Planning and Research. 7. Marketing Opportunities. 8. Marketing Segmentation
and Demand. 9. Marketing Mix. 10. Managing and Controlling the Marketing
Management Process. 11. International Maketing. 12. Services Marketing. 13.
Retailing. 14. Tourism Marketing.
©2006, 193pp, Paperback, ISBN-10: 017012892X, ISBN-13: 9780170128926, Cengage Learning Australia
www.cengageasia.com
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MARKETING CHANGES
Susan Hart, University of Strathclyde
Marketing Changes is a core text for students at undergraduate level
and on specialised Marketing Masters degrees taking a Marketing
Strategy course or another ‘capstone’ or ‘honours’ course in the
subject. It brings the student up-to-date with current marketing
thought and practice without imposing the standard and rather tired
theory used in most US texts or using the inaccessible and overly
critical approach adopted by alternative, specialised monographs.
The first section puts current marketing thought into context and
examines the most dramatic recent changes to the business and
Marketing environment. Section II deals with changing approaches
to marketing’s role in organisations, in particular the various schools
of thought which challenge the 4 Ps so beloved of standard marketing
texts - relationship marketing, networks and post-modern marketing
thought. The final section deals with operational changes in marketing
research, communications strategies, new product development,
e-marketing and performance measurement.
FEATURES:
• Website linking chapters to primary literature/sources and updates for fast-
moving chapters
• Contributors at the cutting-edge of current marketing thinking
CONTENTS:
PART I: THE CHANGING CONTEXT OF MARKETING. 1. Introduction and
Overview of ‘Marketing Changes’, Susan Hart. 2. International Economic
and Environmental Changes, Pavlos Dimitratos, Frank McDonald and Heinz
Tuslemann. 3. Consumer Changes, Gillian Hogg. 4. Changes in the Supply
Chain, John Fernie. PART II: CHANGING APPROACHES TO MARKETING’S
ROLE IN THE ORGANISATION. 5. Market-based Organizational Learning, Rob E.
Morgan. 6. Multiple Perspectives on Market Orientation’s Domain Specification:
Implications for Theory Development and Knowledge Accumulation, John
W. Cadogan. 7. Relationship Marketing, Lisa O’Malley. 8. Marketing through
Alliances and Networks, Eleanor Shaw. 9. Postmodern Marketing: Abutting for
Beginners, Stephen Brown. PART III: MARKETING OPERATIONS. 10. Market
Research and Knowledge, Christine Ennew. 11. Market Segmentation: Changes
and Challenges, Sally Dibb. 12. New Product Development: A Marketing
Agenda for Change, Nikos Tzokas, Susan Hart and Michael Saren. 13. Marketing
Communications Changes, Martin Evans. 14. ‘Customer-led’ Strategic Internet
Marketing, Jim Hamill and Alan Stevenson. 15. Measuring Market Performance,
Tim Ambler and Stefano Puntoni. References. Index.
©2003, 416pp, Paperback, ISBN-10: 1861526733, ISBN-13: 9781861526731, Cengage Learning EMEA
www.cengageasia.com
01-43_Mkt_SL.indd 23
marketing strategy Marketing
MARKETING STRATEGY, INTERNATIONAL
EDITION, 4E
O. C. Ferrell, Colorado State University; Michael Hartline, Florida State University
Marketing Strategy is presented from a perspective that guides
strategic marketing management in the social, economic, and
technological arenas in which businesses function today. This text
helps students develop a customer-oriented market strategy and
market plan, including cases. It is an appropriate text for the capstone
course in Marketing or the MBA level course in Marketing.
NEW TO THIS EDITION:
• Brand New Chapter on Ethics, Social and Legal Issues: Chapter 12, “Ethical,
Social, and Legal Issues in Marketing Strategy,” has been added to cover
the role of these important issues in developing marketing strategy. This
coverage is both timely and important in light of several corporate scandals
over the last several years.
• All Cases New or Revised: The new edition of Marketing Strategy contains
a total of twenty cases -- half of which are completely new to this edition
and include companies such as, Krispy Kreme and JPeterman Company, the
other half have been revised and include Saturn, Mattel and more.
FEATURES:
• Emphasis on the Marketing Plan: This edition contains a continued emphasis
on the marketing plan, including the how and why of each of its component
parts. The SWOT analysis, “strengths, weaknesses, opportunities, and threats,”
approach to marketing planning is powerful and easy to use.
• Focus on the Creative Process & Relationship Building: The book involves a
practical, straightforward approach to analyzing, planning, and implementing
marketing strategies focusing on the creative process involved in applying
the knowledge and concepts of marketing to the development and
implementation of marketing strategy. Strategic planning not only is a process
for achieving organizational goals, but also as a means to build long-term
relationships with customers.
©2008, 656pp, Paperback, ISBN-10: 032454426X, ISBN-13: 9780324544268, South-Western
STRATEGIC MARKETING ANALYSIS, 2E
Genevieve Healy, St George College of TAFE
This second edition of Strategic Marketing Analysis offers students an
in-depth understanding of a variety of strategic marketing planning
tools that can be applied to either a small business or a multinational
organisation.
New case studies and review questions also give students the
opportunity to apply the strategic marketing models and to develop
marketing strategies. Suitable for both university and TAFE students,
Strategic Marketing Analysis 2e is accessible to students exposed
to high-level management practices for the first time after having
undertaken an introductory marketing subject.
FEATURES:
• Three NEW integrated case studies with review questions provide students
with the opportunity to apply the theory covered in each chapter
• NEW sample marketing plans give students an insight into the marketing
planning process
• Boxed text examples illustrate theories and applications
CONTENTS:
1. The strategic planning process. 2. SWOT (or TOWS) analysis. 3. Portfolio
models. 4. The strategic planning gap and growth strategies. 5. Five forces
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 Marketing marketing strategy
(industry structure) model. 6. Competitive generic strategies. 7. Value
through brand equity and value adding. 8. Competitive market positions and
related strategies. 9. Strategic alliances and networks. 10. Marketing program
evaluation.
©2008, ISBN-10: 017013606X, ISBN-13: 9780170136068, Cengage Learning Australia
STRATEGIC MARKETING DECISIONS IN
GLOBAL MARKETS
Isobel Doole, Sheffield Hallam University; Robin Lowe, Sheffield Hallam
University
The focus of this text is on strategic marketing decision making in
a global context. To achieve sustainable growth in markets that are
becoming increasingly global or to merely survive in domestic markets
that are increasingly attacked by international players, it is essential
for organisations to understand the complexity and diversity of
international marketing and for their managers to develop the skills,
aptitudes and knowledge that are necessary in order to complete
effectively. This book meets the needs of marketing students and
practitioners in an up-to-date and innovative manner. It recognises
the increasing time pressures of both students and managers
and so strives to maintain the readability and clarity through a
straightforward and logical structure that will enable them to apply
their learning to the tasks ahead.
FEATURES:
• Analyses and evaluates an organisation’s competitive market position
in relation to investment decisions made concerning the organisation’s
marketing based assets.
• Identifies the changing bases of competitive advantage and how these might
be leveraged across geographically diverse markets.
• Identifies strategic options and critically evaluates the implications of
strategic marketing decisions in relation to shareholder value.
• Evaluates the role of brands, innovation, integrated marketing communications,
alliances, the value chain, customer relationships and services in contributing
added value to the customer.
• Demonstrates the ability to develop innovative and creative solutions to
enhance an organisations’ global competitive position.
CONTENTS:
1. The Challenge to Strategic Marketing Decision Makers. 2. Building a Learning
Capability for Effective Strategic Decision Making. 3. The Dynamic Marketing
Environment. 4. Financial Appraisal for Strategic Marketing Decisions. 5.
Redefining the Strategic Marketing Direction. 6. Building a Presence in the
Global Market. 7. Achieving Fast Growth Through Innovation. 8. Adding Value
Through Leveraging Tangible and Intangible Assets. 9. Refocusing the Portfolio
to Exploit New Market Opportunities. 10. Integrating Communications to Build
Relationships. 11. Adding Stakeholder Value Through the Extended Organisation.
12. Issues in Measuring Marketing Performance and Stakeholder Value.
©2005, 342pp, Paperback, ISBN-10: 184480142X, ISBN-13: 9781844801428, Cengage Learning EMEA
24
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STRATEGIC MARKETING PLANNING, 2E
Peter Reed, Monash University
A marketing strategy serves as the foundation of a marketing plan.
A marketing plan contains a list of specific actions required to
successfully implement a specific marketing strategy. A marketing
plan is a written document that details the actions necessary to
achieve a specified marketing objective. It can be for a product or
service, a brand or a product line.
Strategic Marketing Planning, 2e provides a step-by-step guide to
each stage of the marketing plan and strategy development process.
It helps to bridge the gap between the theory learnt and the practice
of writing a marketing plan. The text emphasises the role of strategic
marketing planning at the business-unit level of operation within the
broader strategic-marketing process and thus covers only a niche area
within that subject area.
NEW TO THIS EDITION:
• New discussion of recent conceptual and practical developments in the field
of marketing (Ch 1)
• New discussion of the roles of marketing departments (Ch 3)
• Clarification of how marketing objectives and higher level strategies need
to be presented in a strategic marketing plan (Ch 4)
• New content on stealth marketing (Ch 1, 9 & 11)
• Expansion of section concerning marketing communication models - based
on models developed by Reed and Ewing (Ch 9)
• Revised and clearer section concerning IMC budget and IMC mix resource
allocation (Ch 9)
• Elaboration of implementation processes and marketing metrics as a part of
the evaluation and control processes (Ch 12)
• Inclusion of a new section for writing an abbreviated version of a strategic
marketing plan (Ch 13)
FEATURES:
• Clear and concise language and presentation
• Bridges the gap between the theory and practice of writing a marketing
plan
• Complements and supplements marketing principles textbooks
CONTENTS:
1 The changing world of marketing. 2 The process of planning and strategy
formation. 3 Strategy analysis – the process of preparing a situation analysis. 4
Strategy development – setting marketing objectives and developing marketing
strategies. 5 Marketing strategies – target marketing, product/brand positioning
and marketing mix. 6 Product strategies. 7 Pricing strategies. 8 Distribution
and channel management strategies. 9 Integrated marketing communication
strategies. 10 Advertising strategies and tactics. 11 Other integrated marketing
communication tools. 12 Strategic marketing management. 13 Writing the
strategic marketing plan.
©2007, 336pp, Paperback, 9780170128650, Cengage Learning AustraliaISBN-10: 0170128652
www.cengageasia.com
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 non-proft marketing | principles of marketing
NON-PROFIT MARKETING
THE NEW GLOBAL BRANDS
Managing Non-Government Organizations in the 21st Century
John Quelch, Harvard Business School; Nathalie Laidler-Kylander, Harvard
Business School
THE NEW GLOBAL BRANDS: MANAGING NON-GOVERNMENT
ORGANIZATIONS IN THE 21ST CENTURY includes twelve Harvard
Business School cases involving not-for-profit agencies and how
these agencies establish brand identities worldwide. Agencies
include Doctors Without Borders, Peace Winds Japan, CARE USA,
and Oxfam America. Professors Quelch and Laidler examine these
aid agencies in terms of their success or struggles with traditional
marketing issues such as establishing brand identity, identifying
the organizational mission, communicating brand meaning, and
leveraging brand values.
FEATURES:
• Harvard Business School Cases: This text illustrates key points through the
use of Harvard Cases. Readers learn through application involving nonprofit
organizations and how they establish brand identities worldwide.
• Teaching Notes: This text is accompanied by Teaching Notes for the instructor,
providing additional comments and suggestions for the cases in the text.
CONTENTS:
Introduction PART 1. Mission and Strategy. Case 1: Starting Out:Peace Winds
Japan. Case 2: Redefining Mission:Amnesty International. Case 3: Mission,
Strategy and Organization:Oxfam America. PART 2: Progress and Performance.
Case 4: Managing Organic Growth:BRAC. Case 5: Growing Through
Partnering:ACCION International. Case 6: Assessing Performance: International
Federation of Red Cross and Red Crescent Societies. PART 3: Brand Meaning.
Case 7: Understanding Brand Meaning:UNICEF. Case 8: Communicating Brand
Meaning:CARE USA. Case 9: Managing Dual Brands:The BRAC and Aarong
Commercial Brands. PART 4: Brand Value. Case 10: Assessing Brand Value:
Habitat for Humanity International:Brand Valuation. Case 11: Leveraging Brand
Value:WWF. Case 12:Sustaining Brand Value: Médecins Sans Frontières.
©2006, 324ppp, Hardbound, ISBN-10: 032432023X, ISBN-13: 9780324320237, South-Western
www.cengageasia.com
01-43_Mkt_SL.indd 25
Marketing
PRINCIPLES OF MARKETING
New Edition!
ESSENTIALS OF MARKETING, 3E
Jane Summers, University of Southern Queensland; Michael Gardner, University
of Southern Queensland; Charles Lamb, Texas Christian University; Joseph F.
Hair, Louisiana State University
Covering introductory marketing theory in a concise and well-
structured format, this fully revised and updated third Asia Pacific
edition of Essentials of Marketing enables students to easily
understand and apply the principles of marketing.
Providing a wealth of contemporary local and global examples, the
text has also been restructured to present a consumer-oriented
focus allowing students to better relate key concepts to their own
experiences in the marketplace.
Essentials of Marketing 3e paves the way for students to harness the
power of marketing.
FEATURES:
• Updated content and examples (e.g. MarineMax, Virgin Mobile, Apple
Red). New Chapter 2 - The Marketing Environment - provides an improved
marketing orientation near the start of the book.
• End-of-chapter and end-of-part material simplified and restructured for
greater clarity.
• 6 new Australian and NZ end-of-part case studies (e.g. David Jones, Google
AdWords) included in the textbook, supplemented with 7 US case studies.
• Restructured table of contents: new Chapter 2 (The Marketing Environment);
text is now 14 chapters rather than 13.
• A wealth of end-of-chapter and end-of-part material, including multiple-
choice questions, short-answer questions, mini case studies and case studies
with questions.
• Global Perspectives, Entrepreneurial Insights and Ethics in Marketing
boxes.
• Marketing plan material in textbook refers to online marketing plan
workbook.
• Margin definitions, end-of-chapter list of key terms, glossary.
CONTENTS:
PART 1: An introduction to marketing. 1. An overview of marketing. 2. The
marketing environment. PART 2: Customer information. 3. Consumer decision-
making. 4. Business decision-making. 5. Segmenting and targeting markets. 6.
Marketing information and market research. PART 3: Managing the marketing
elements: product and distribution decisions. 7. Product and services concepts.
8. Developing and managing products. 9. Marketing channels and logistics
decisions. PART 4: Managing the marketing elements: integrated marketing
communication and pricing decisions. 10. Integrated marketing communication
(IMC). 11. Promotions mix. 12. Pricing concepts. PART 5: The world of marketing.
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 Marketing principles of marketing
13. Global marketing. 14. Marketing strategy.
©2009, Paperback, ISBN-10: 0170137325, ISBN-13: 9780170137324 , Cengage Learning Australia
New Edition!
ESSENTIALS OF MARKETING,
INTERNATIONAL EDITION, 6E
Charles Lamb, Texas Christian University; Joseph Hair, Louisiana State University;
Carl McDaniel, University of Texas, Arlington
ESSENTIALS OF MARKETING “takes you there”--helping you achieve
complete marketing success--by delivering the best the market has
to offer: cutting-edge coverage, powerful learning tools, captivating
examples, and innovative applications that ensure that you not only
understand marketing concepts but also know how to effectively
apply them to real-world practice. Packed with choices, the book
offers unequaled flexibility and exceptional tools to meet a variety
of learning styles.
NEW TO THIS EDITION:
• All-New Videos: Nineteen all-new video segments spotlight interesting and
successful companies such as Kodak, ReadyMadeMag, Method, Sephora, and
Vans. Each company is profiled over several chapters so that students gain an
appreciation of the complexity of the marketing issues covered throughout
the book. Segments run 10 minutes each on average and are supported by
complete teaching notes in the Instructor’s Manual.
• Certified Test Bank: The new Certified Test Bank underwent a meticulous
peer review and proofreading process to ensure superior quality. Twenty
professors reviewed the testing materials and verified the relevance and
quality of each item before files were professionally proofread. Providing
instructors with the best test questions on the market, the test bank includes
more than 3,500 true/false, multiple-choice, scenario, and essay questions.
Tagged to AACSB guidelines, testing materials are organized around the
learning objectives and will feed into CengageNOW™.
• Integrated Internet Coverage: In response to reviewer and user feedback, the
authors eliminated the online Internet marketing chapter and integrated all of
its content into appropriate chapters throughout the text. Internet marketing
concepts are now strategically addressed in related discussions of marketing
fundamentals, and students learn all of the principles of marketing topics in
a logical order. As they learn the materials, students can see, through vivid
examples, how the concepts are applied to actual companies.
FEATURES:
• Integrated Instructor Support: For instructors, the Integrated Learning System
ties chapter learning objectives to the instructor supplements--enabling
professors to easily plan their course using the learning objectives. As a result,
instructors spend less time preparing for class and make more effective use
of the time they are in class.
• Real-World Marketing: Global and ethics boxes, opening vignettes, videos,
cases, and ethics applications are packed with examples of marketing issues
facing a multitude of well-known companies. Because no company is profiled
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01-43_Mkt_SL.indd 26
in more than one place, students see marketing in action in a wide range
of contexts, giving them real-world knowledge of how companies apply
marketing concepts to their organizations. ESSENTIALS OF MARKETING,
9e, is the only text that includes applications at the end of each chapter--
materials that ensure that students know how to apply marketing concepts,
not just memorize materials.
• Entrepreneurship Cases: Ten new cases on such captivating companies as
Netflix, Camelbak, MySpace.com, Kandy Kastle, Current TV, and “WICKED
The Musical” round out the spellbinding slate of end-of-chapter cases in
ESSENTIALS OF MARKETING, 9e. The cases illustrate exciting marketing
success stories while enabling students to apply what they’ve learned to
real marketing scenarios. All-new Marketing Miscues and Critical Thinking
Cases give students an opportunity to work through marketing challenges
facing current companies.
CONTENTS:
Part 1: THE WORLD OF MARKETING. 1. An Overview of Marketing. Career
Appendix. Marketing Plan Appendix. 2. Strategic Planning for Competitive
Advantage. 3. Social Responsibility, Ethics, and the Marketing Environment. 4.
Developing a Global Vision. Part 2: ANALYZING MARKETING OPPORTUNITIES.
5. Consumer Decision Making. 6. Business Marketing. 7. Segmenting and
Targeting Markets. 8. Decision Support Systems and Marketing Research.
Part 3: PRODUCT AND DISTRIBUTION DECISIONS. 9. Product Concepts. 10.
Developing and Managing Products. 11. Marketing Channels and Supply Chain
Management. 12. Retailing. Part 4: PROMOTION AND PRICING DECISIONS.
13. Marketing Communications and Advertising. 14. Public Relations, Sales
Promotion, and Personal Selling. 15. Pricing Concepts.
©2009, 576pp, Paperbound, ISBN-10: 0324584423, ISBN-13: 9780324584424, South-Western
New Edition!
FOUNDATIONS OF MARKETING, 3E
William M. Pride, Texas A&M University; O. C. Ferrell, University of New Mexico
Foundations of Marketing offers a concise, straightforward approach
to basic marketing concepts and strategies, while providing
instructors with the flexibility to integrate supplemental resources
or activities into their courses. Providing comprehensive coverage
in a consolidated format, Pride and Ferrell highlight topics in
ethics, e-marketing, and customer relationship management while
incorporating up-to-date research and examples throughout. In
addition to a well-respected, distinguished author team, authoritative
coverage, and comprehensive yet consolidated coverage, the Third
Edition includes new advertisements, photos, and screen shots
throughout the text; GlobalEdge features that pose questions about
marketing in a global context and encourage online exploration; and
Opening Vignettes that feature engaging companies intended to
spark student interest. Foundations of Marketing Online, 3/e, is a
multimedia eBook created to meet the needs of interactive learners.
The eBook contains the same material as the printed text but is priced
www.cengageasia.com
1/6/09 6:28:57 PM

at nearly half the standard retail price of the paperback. The six-month
eBook passkey subscription includes access to all the online and
premium online content available with CL MarketingSPACE.
FEATURES:
• New! CL MarketingSPACE encompasses the interactive online products
and services integrated with Cengage Learning Marketing textbook
programs. Students and instructors can access CL MarketingSPACE content
through text-specific Student and Instructor Websites and via online
learning platforms, including Eduspace, Cengage Learning’s online Course
Management System, and Blackboard/WebCT.
• New! Companies featured in the text program include HM Satellite Radio,
Google, IKEA, Harley-Davidson, Starbury Ones, Napster, Hard Rock Café,
and BMW’s Mini Coopers.
• New! And Now, Back to... end-of-chapter features reintroduce Opening
Vignette scenarios and ask students to apply chapter-specific concepts to
company-specific issues.
• New! Topics ranging from ethics and global marketing to building customer
relationships are strategically placed as boxed features to emphasize chapter
concepts and grab student interest. These new boxes read and look like
magazine articles, and work to stimulate the imagination of the reader.
Highlighted companies include Cereality, Arctic Monkeys, Second Life,
Apple’s iPod, Wicked (the musical), Netflix, and Microsoft’s xBox.
• Video Cases at the end of each chapter help students understand the
application of chapter concepts. Featured companies include Travelocity,
New Belgium Brewery, JetBlue, New Balance, REI, and Vail Resorts. A DVD
guide is available on the CL MarketingSPACE Instructor Website.
• The Plan, an interactive marketing plan and videos, allows students to follow a
fictitious mountain bike company as they prepare to launch a new product.
• New! New! Foundations of Marketing, 3/e, is also available in a new condensed
version--Marketing Express. This brief, full color, contemporary textbook
includes a passkey to access premium online content available with CL
MarketingSPACE. Marketing Express does not include the extra end-of-
chapter exercises or introductory materials, offering greater flexibility for
those who prefer a briefer text with limited pedagogy.
CONTENTS:
1. Strategic Marketing and Its Environment. 2. Customer-Driven Strategic
Marketing. 3. Planning Marketing Strategies. 4. The Marketing Environment,
Social Responsibility, and Ethics. 5. Using Technology for Consumer Relationships
in a Global Environment. 6. E-Marketing and Customer Relationship Management.
7. Global Markets and International Marketing. 8. Target Market Selection and
Research. 9. Marketing Research and Information Systems. 10. Target Markets:
Segmentation and Evaluation. 11. Customer Behavior. 12. Consumer Buying
Behavior. 13. Business Markets and Buying Behavior. 14. Product Decisions.
15. Product, Branding, and Packaging Concepts. 16. Developing and Managing
Goods and Services. 17. Pricing Decisions. 18. Pricing Fundamentals. 19. Pricing
Management. 20. Distribution Decisions. 21. Marketing Channels and Supply
Chain Management. 22. Retailing, Direct Marketing and Wholesaling. 23.
Promotion Decisions. 24. Integrated Marketing Communications. 25. Advertising
and Public Relations. 26. Personal Selling and Sales Promotion.
©2009, 592pp, Paperbound, ISBN-10: 0618973370, ISBN-13: 9780618973378, South-Western
www.cengageasia.com
01-43_Mkt_SL.indd 27
principles of marketing Marketing
New Edition!
INTRODUCTION TO MARKETING,
INTERNATIONAL EDITION, 10E
Carl McDaniel, University of Texas, Arlington; Charles W. Lamb, Texas Christian
University; Joseph Hair, Louisiana State University
INTRODUCTION TO MARKETING, 10e “Takes You There”--helping
students and instructors achieve complete marketing success--by
delivering the best the market has to offer: cutting-edge coverage,
powerful teaching and learning tools, captivating examples, and
innovative applications that ensure students not only understand
marketing concepts, but also know how to effectively apply them
to real-world practice.
NEW TO THIS EDITION:
• New “Anatomy of” Feature: For several chapters in the Tenth Edition of
Introduction to Marketing, International Edition, we have created a unique
graphic that illustrates a particular chapter concept. Each “Anatomy of” is set
on full page and uses photography to show how the elements of a concept
connect. The Tenth Edition includes anatomies of a multinational company,
buying decision, packaging design, product life cycle, store layout, integrated
marketing campaign, and more. Anatomies help students visualize the
connection between marketing concepts and their real-world application.
• Annotated Marketing Plan Appendix: Positioned after chapter 2 the thorough-
-and real--marketing plan from E-Motion software helps students better
understand the level of detail needed in plotting out a marketing strategy.
• By the Numbers Feature: Interesting statistics and figures are pulled from
the text to engage students and highlight key marketing concepts.
FEATURES:
• Integrated Instructor Support: For instructors, the Integrated Learning System
ties chapter learning objectives to the instructor supplements--enabling
professors to easily plan their course using the learning objectives. As a
result, instructors spend less time preparing for class and are able to make
more effective use of the time they are in class.
• Real-World Marketing: Global and ethics boxes, opening vignettes, videos,
cases, and ethics applications are packed with examples of marketing issues
facing a multitude of well-known companies. Because no company is profiled
in more than one place, students see marketing in action in a wide-range
of contexts, giving them real-world knowledge of how companies apply
marketing concepts to their organizations. Introduction to Marketing, 10e,
International Edition, is the only text that includes applications at the end of
each chapter--materials that ensure students know how to apply marketing
concepts, not just memorize materials.
• Entrepreneurship Cases: Ten cases on such captivating companies as Netflix,
Camelbak, MySpace.com, Kandy Kastle, CurrentTV, and “Wicked The Musical”
round out the spellbinding slate of end-of-chapter cases. The cases illustrate
exciting marketing success stories while enabling students to apply what
they’ve learned to real marketing scenarios. All-new Marketing Miscues and
Critical Thinking Cases also give students an opportunity to work through
marketing challenges facing current companies.
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 Marketing principles of marketing

CONTENTS: DECA Performance Indicators - core performance indicators and supporting

performance indicators -- applicable to the chapter content to help students
Part I: THE WORLD OF MARKETING. 1. An Overview of Marketing. 2. Strategic
prepare for competitive events.
Planning for Competitive Advantage. 3. Ethics and Social Responsibility. 4. The
• Visual Focus features an actual advertisement with a brief description,
Marketing Environment. 5. Developing a Global Vision. Part II: ANALYZING
explaining the connection to the chapter and focus questions and helping
MARKETING OPPORTUNITIES. 6. Consumer Decision Making. 7. Business
students tie chapter content to the real world.
Marketing. 8. Segmenting and Targeting Markets. 9. Decision Support
• SOS or Skills for Occupational Success is a full-page feature that introduces a
Systems and Marketing Research.Part III: PRODUCT DECISIONS. 10. Product
basic skill such as communicating with charts and graphs, being an effective
Concepts. 11. Developing and Managing Products. 12. Services and Nonprofit
listener, evaluating information sources, writing a news release, and making
Organization Marketing. Part IV: DISTRIBUTION DECISIONS. 13. Marketing
a persuasive presentation, developing skills necessary in today’s world of
Channels. 14. Supply Chain Management. 15. Retailing. Part V: PROMOTION AND
work.
COMMUNICATION STRATEGIES. 16. Promotional Planning for Competitive
• Planning a Career in . . . provides information about a career tied to one of
Advantage. 17. Advertising and Public Relations. 18. Sales Promotion and Personal
the 16 career clusters, including a brief description of the career, employment
Selling. Part VI: PRICING DECISIONS. 19. Pricing Concepts. 20. Setting the Right
outlook, job titles, skills needed, and a short scenario about what it’s like to
Price. Part VII: TECHNOLOGY-DRIVEN MARKETING. 21. Consumer Relationship
work in this career. Each ends with a “What About You?” question encouraging
Management (CRM).
students to begin to think about a career choice.
©2009, 736pp, Paperbound, ISBN-10: 0324599315, ISBN-13: 9780324599312, South-Western • Virtual Marketing offers specific information about how the Internet is
changing traditional ways of marketing.
• World View is a multi-cultural feature that discusses marketing techniques
in the rest of the world.

CONTENTS:
1. Marketing Today and Tomorrow.2. Socially Responsive Marketing.3. Marketing
Builds on Economics.4. The Basics of Marketing.5. Gathering and Using
Marketing Information.6. Marketing Starts with Customers.7. Competition
is Everywhere.8. E-Commerce and Virtual Marketing.9. Marketing Strategy
Planning.10. Begin With a New Product.11. Services Need Marketing.12. Business
to Business Marketing.13. Getting Products to Customers.14. Determining the
New Edition! Best Price.15. Promotion Means Effective Communication.16. Be Creative with
Advertising.17. Selling Satisfies the Customer.18. Moving into a Global Economy.19.
Managing Marketing Risks.20. Marketing Requires Money.21. Entrepreneurship
and Marketing.22. Take Control with Management.23. Planning Your Marketing
Career.

MARKETING, 3E ©2009, 720pp, Hardcover, ISBN 10: 0538446641, ISBN-13: 9780538446648, South-Western

James L. Burrow, North Carolina State University, Raleigh, NC

MARKETING 3E is the program that introduces students to the

foundations and functions needed to successfully market goods,
services and ideas to consumers. While studying business foundations,
economics, selling, human relations, communications, distribution,
promotion, product planning, and pricing, they will also see marketing
as a career choice from a “big picture” perspective. Because most
marketing programs have active DECA memberships, there is a strong
correlation of content to DECA’s performance indicators.

NEW TO THIS EDITION:

• This text offers the most comprehensive DECA Prep available with a strong
correlation of content to DECA’s Performance Indicators and projects at the
end of each chapter that help students with
• Updated text now includes even more real-world examples, making the
content relevant and tangible for students.
• Contemporary marketing topics include marketing technology and the
Internet, global marketing, ethics, and entrepreneurship.
• Working in Teams is a new short margin feature with activities that focus on
marketing and promote teamwork.
• Fast Facts is a new short margin feature that includes thought-provoking
business facts and statistics adding interest to the topic being covered.

FEATURES:
• The content reflects the National Marketing Education Standards, the Career
Clusters, and the A*S*K Institute, enabling this text to be identified by
customers as adhering to district and state administrators’ expectations.
• Chapter content is presented in 2-4 lessons with reviews provided at point
of use making learning more manageable for students.
• Prepare for Performance, found in the beginning of each chapter, lists

28 www.cengageasia.com

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New Edition!
MARKETING EXPRESS, 3E
William M. Pride, Texas A&M University; O. C. Ferrell, University of New Mexico
Marketing Express is a new condensed version of Pride/Ferrell
Foundations of Marketing, 3/e. Marketing Express does not include
the extra end-of-chapter exercises or introductory materials of
Foundations, offering greater flexibility for those who prefer a
briefer text with limited pedagogy. Marketing Express includes solid,
traditional coverage of marketing’s 4Ps as well as coverage of today’s
“hot” marketing topics, including ethics, e-marketing, and customer
relationship management. The design includes advertisements,
photos, screen shots and boxes throughout the text to grab student
interest and help make the content real and relevant to today’s
students.
FEATURES:
• Opening Vignettes feature companies and products familiar to students, such
as Satellite Radio, Google, IKEA, Harley-Davidson, Starbury Ones, Napster,
Hard Rock Café, and BMW’s Mini Coopers.
• Boxed features are strategically placed to emphasize chapter concepts and
grab student interest. These new boxes read and look like magazine articles,
and work to stimulate the imagination of the reader, while tying the chapter
topic to a real world scenario. Examples of highlighted companies and brands
include: Cereality, rock band Arctic Monkeys, Second Life, Apple’s iPod,
Wicked (the musical), Netflix, and Microsoft’s xBox.
• The Plan, an interactive marketing plan and videos, allows students to follow a
fictitious mountain bike company as they prepare to launch a new product.
• This full color, contemporary textbook includes a passkey to access premium
online content available with CL MarketingSPACE.
CONTENTS:
1. Customer-Driven Strategic Marketing. 2. Planning Marketing Strategies. 3.
The Marketing Environment, Social Responsibility, and Ethics4. E-Marketing
and Customer Relationship Management. 5. Global Markets and International
Marketing. 6. Marketing Research and Information Systems. 7. Target Markets:
Segmentation and Evaluation. 8. Consumer Buying Behavior. 9. Business
Markets and Buying Behavior. 10. Product, Branding, and Packaging Concepts.
11. Developing and Managing Goods and Services. 12. Pricing Fundamentals. 13.
Pricing Management. 14. Marketing Channels and Supply-Chain Management.
15. Retailing, Direct Marketing, and Wholesaling. 16. Integrated Marketing
Communications. 17. Advertising and Public Relations. 18. Personal Selling and
Sales Promotion.
©2009, 480pp, Paperbound, ISBN-10: 0547060033, ISBN-13: 9780547060033, South-Western
www.cengageasia.com
01-43_Mkt_SL.indd 29
principles of marketing Marketing
MARKETING PRINCIPLES AND BEST
PRACTICES, INTERNATIONAL EDITION,
3E
K. Hoffman, Colorado State University; Michael R. Czinkota, Georgetown
University; Peter R. Dickson, Florida International University; Patrick Dunne,
Texas Tech University
Voice of the Expert! Marketing Principles and Best Practices, 3e
combines the expertise of the best teachers and most accomplished
scholars in marketing. These experts have collaborated in writing a
leading-edge, contemporary principles of marketing textbook. Each
chapter explains and illustrates the best practices from every facet
of marketing and is written by an authority in that field.
CONTENTS:
PART ONE: THE MARKETING ENVIRONMENT. 1. Introduction to Marketing.
K. Douglas Hoffman, Colorado State University. 2. Strategic and Marketing
Planning. K. Douglas Hoffman, Colorado State University. 3. Marketing Ethics
and Social Responsibility. Peter R. Dickson, Florida International University. 4.
International Marketing. Michael R. Czinkota, Georgetown University. Ilkka
A. Ronkainen, Georgetown University. PART TWO: UNDERSTANDING THE
MARKET. 5. Marketing Research and Information Systems. Peter R. Dickson,
Florida International University. 6. Consumer Behavior. Jagdish N. Sheth, Emory
University. Balaji C. Kirshnan, University of Memphis. 7. Business-to-Business
Marketing. Michael D. Hutt, Arizona State University. Thomas W. Speh, Miami
University-Ohio. 8. Marketing Segmentation and Target Markets. Penny
Simpson, University of Texas-Pan American. PART THREE: PRODUCT STRATEGY.
9. Marketing’s Role in New Product Development and Product Decisions. Abbie
Griffin, University of Illinois - Urbana-Champaign. 10. Services Marketing. K.
Douglas Hoffman, Colorado State University. PART FOUR: DISTRIBUTION
STRATEGY. 11. Marketing Channels and Distribution. Bert Rosenbloom,
Drexel University. 12. Retailing and Wholesaling. Patrick Dunne, Texas Tech
University. Robert F. Lusch, Texas Christian University. PART FIVE: INTEGRATED
MARKETING COMMUNICATIONS AND PRICING STRATEGY. 13. Integrated
Marketing Communications: Advertising, Promotions, and Other MarCom
Tools. Terence A. Shimp, University of South Carolina. 14. Personal Selling and
Sales Management. Judy A. Siguaw, Cornell University. 15. Pricing Strategies
and Determination. Joel E. Urbany, University of Notre Dame. Appendix A.
Marketing Arithmetic.
©2005, 640pp, Hardcover, ISBN-10: 0324225180, ISBN-13: 9780324225181, South-Western
29
1/6/09 6:28:58 PM
 Marketing principles of marketing
Cover
Not
Available
New Edition!
MARKETING, INTERNATIONAL EDITION,
15E
William M. Pride, Texas A&M University; O.C. Ferrell, University of New Mexico
Perfect for students of all backgrounds and interest levels, Pride
and Ferrell’s MARKETING combines a thorough overview of
essential marketing principles with a visually engaging, reader-
friendly presentation. This popular, proven text and a full range
of supplemental learning resources (including podcasts, videos,
and an interactive marketing plan) provide students with the
knowledge and decision making skills they’ll need to succeed in
today’s competitive business environment. It includes coverage
of current marketing strategies and concepts, as well as extensive
real-world examples, including material on globalization, customer
relationship management, supply chain management, and the latest
e-commerce models. The new edition also incorporates important
topics drawn from the rapidly changing world of modern business,
including social and environmental responsibility, entrepreneurship,
and pop culture marketing.
NEW TO THIS EDITION:
• Opening vignettes now include accompanying podcasts of recorded
interviews with the featured marketing innovators, allowing students to
hear marketing executives recount their experiences in their own words to
provide an interesting and effective illustration of the text material’s real-
world applications.
• A new sports/entertainment boxed feature highlights relevant examples from
sports, music, and movies, drawing clear and compelling connections between
marketing principles and the pop culture students know and enjoy.
• An updated supplements package consists of a wide variety of teaching and
learning resources that use cutting-edge technology, appealing design, and
modern multimedia to meet the diverse needs of today’s instructors and
students.
• Housed in the HM Marketing Space, a Marketing Instructor’s Guide to
YouTube will help instructors who are looking for the latest video content
or very specific or hard-to-find clips.
FEATURES:
• Learning objectives outlined at the beginning of each chapter provide
guidelines instructors can use in preparing lectures or class activities, and
they can help students focus their reading and study more effectively.
• Discussion and review questions at the end of each chapter encourage
further study and exploration of chapter content, while application questions
enhance students’ comprehension of important topics.
• Eight strategic cases conclude the major sections of the text by requiring
students to review and apply concepts covered in the previous chapters in
order to answer questions related to each case.
• Two in-depth cases at the end of each chapter help students understand and
apply key concepts, and one of the cases is related to a video segment suitable
30 www.cengageasia.com
01-43_Mkt_SL.indd 30
for use in class, with homework assignments, or for individual enrichment.
CONTENTS:
Part 1: Marketing Strategy and Customer Relationships.1. An Overview of
Strategic Marketing.2. Planning, Implementing, and Controlling Marketing
Strategies.Part 2: Environmental Forces and Social and Ethical Responsibilities.3.
The Marketing Environment.4. Social Responsibility and Ethics in Marketing.
Part 3: Using Information, Technology, and Target Market Analysis.5. Marketing
Research and Information Systems.6. Target Markets: Segmentation, Evaluation,
and Positioning.Part 4: Customer Behavior.7. Consumer Buying Behavior.8.
Business Markets and Buying Behavior.9. Reaching Global Markets.Part
5: Product Decisions.10. Product Concepts.11. Developing and Managing
Products.12. Branding and Packaging.13. Services Marketing.Part 6: Distribution
Decisions.14. Marketing Channels and Supply-Chain Management.15. Retailing,
Direct Marketing, and Wholesaling.Part 7: Promotion Decisions.16. Integrated
Marketing Communications.17. Advertising and Public Relations.18. Personal
Selling and Sales Promotion.Part 8: Pricing Decisions.19. Pricing Concepts.20.
Setting Prices.Appendix A: Careers in Marketing.Appendix B: Financial Analysis
in Marketing.Appendix C: Sample Marketing Plan.
©2010, 736pp, Paperback, ISBN-10: 0324834268, ISBN-13: 9780324834260, South-Western
New Edition!
MKTG 3.0 2009 EDITION (WITH REVIEW
CARD AND PRINTED ACCESS CARD), 3E
Charles W. Lamb, Texas Christian University; Joseph F. Hair, Louisiana State
University; Kennesaw State University; Carl McDaniel, University of Texas,
Arlington
MKTG 3.0 delivers exactly what today’s students need -- and want.
How do we know? We asked. Wanting to build upon the success
of MKTG we solicited feedback from thousands of students and
hundreds of faculty about their experience with MKTG to understand
how we might improve upon a winner. The result is MKTG 3.0. New
examples, a more open page design, and even better technology, still
delivered at an incredibly low price. A teaching and learning solution
unlike any other!
FEATURES:
• What Do You Think: Each chapter opens with one question poll to personalize
the chapter topic for students. Each question is fun and helps students get
a sense of their own marketing behavior and attitudes, such as whether or
not they enjoy shopping, if they like looking for deals, if they use coupons,
and more. For professors, “What Do You Think” provides an interesting way
to begin the chapter that is meaningful for students.
• Engaging Layout: The hallmark of MKTG is visually engaging design
implemented with pedagogic sensibilities. Photos and graphics help the text
come alive for visual learners and enrich the presentation of the material.
Headers are easy to follow, allowing students to quickly identify the main
concepts in the chapter and how they relate to each other.
• Chapter in Review card for each Student Edition chapter: Twenty individual,
1/6/09 6:28:58 PM
 principles of marketing Marketing

detachable cards each contain all the pertinent review information from the
corresponding chapter. Terms, definitions, section summaries, and important
diagrams are all on one card for students to use as prompts as they study
for the course. The first card shows students how to integrate the card into
a well-rounded, layered study program.
• Prep Card for each Instructor Edition chapter: Twenty individual, detachable
cards each contain a quick overview of the corresponding chapter from
a teaching perspective: chapter outline, topics covered, terms covered,
PowerPoint highlights, video teaching notes, additional examples not found
in the student or instructor editions, assignments, and more to help you plan
and deliver your course efficiently.
• 4ltrpress.cengage.com/mktg: A full suite of unique learning tools is available
to students at 4ltrpress.cengage.com/mktg with the purchase of a new book.
Quizzes, audio downloads, video podcasts, and more are only a click away.
CONTENTS:
Part One: THE WORLD OF MARKETING1. Overview of Marketing. 2. Strategic
Planning for Competitive Advantage. 3. Social Responsibility, Ethics, and the
Marketing Environment. 4. Developing a Global Vision. Part Two: ANALYZING
MARKET OPPORTUNITIES. 5. Consumer Decision Making. 6. Business
Marketing. 7. Segmenting and Targeting Markets. 8. Decision Support Systems
and Marketing Research. Part Three: PRODUCT DECISIONS. 9. Product
Concepts. 10. Developing and Managing Products. 11. Services and Nonprofit
Organization Marketing. Part Four: PLACE (DISTRIBUTION) DECISIONS. 12.
Marketing Channels and Supply Chain Management.13. Retailing.Part Five:
PROMOTION DECISIONS. 14. Integrated Marketing Communication. 15.
Advertising and Public Relations. 16. Sales Promotion and Personal Selling.
Part Six: PRICING DECISIONS. 17. Pricing Concepts. 18. Setting the Right Price.
Part Seven: TECHNOLOGY-DRIVEN MARKETING. 19. Customer Relationship
Management.
©2010, 400pp, Paperbound, ISBN-10: 0324789289, ISBN-13: 9780324789287, South-Western
PRINCIPLES AND PRACTICE OF
MARKETING
Jim Blythe, University of Glamorgan
FEATURES:
• Uses the 7 P approach to marketing as a baseline but shows the limits of
theoretical pigeon-holing throughout by highlighting critical and alternate
theories
• Emphasis on how marketing is applied in the real world; SME coverage will
make this immediately relevant for many students
• Focus on marketing successes and failures shows how marketers can learn
effectively from other companies’ mistakes
• Chapter-opening case study setting the scene, revisited at the end of the
chapter
• Longer case at the end of each chapter. Companies include L’Oreal, McKinsey,
Elf Acquitaine, P&O Ferries, Claims Direct, Richer Sounds, the marketing of
the Euro, IMG Sports, Proctor & Gambell, TXU Energy, Norbert Dentressangle,
Pronuptia, Volkswagen, OPODO, Paradores de Espana etc
• Chapter boxes on e-marketing and on global issues
• Four-colour text with a wealth of product, service and topic illustrations
• Full, competitive, value-added website for lecturers and students, and
packaged with Web CT
• Wide range of European, South African, Asian and Australasian examples
and case studies
• Deliberately provocative Talking Points in each chapter to stimulate argument
and class discussion
• Contributions from other disciplines, eg economics and psychology, so often
overlooked in other texts
CONTENTS:
PART I: CONCEPTS AND CONTEXTS. 1. Managing the Exchange Process. 2. The
Marketing Environment. 3. Marketing Domains. PART II: MARKETS AND PEOPLE.
4. Consumer Behaviour. 5. Organisational Buying Behaviour. 6. Segmenting and
Targeting. 7. Marketing Information and Research. 8. Communications Theories.
9. International Marketing. PART III: STRATEGY. 10. Creating Competitive
Advantage. 11. Building Customer Relationships. PART IV: TACTICS. 12. Product
Portfolio. 13. New Product Development. 14. Pricing. 15. Advertising. 16. Public
Relations and Sponsorship. 17. Selling and Key-Account Management. 18.
Exhibitions and Sales Promotion. 19. Direct and Online Marketing. 20. Managing
Channels. 21. Intermediaries. 22. People, Processes and Physical Evidence.
©2006, 800pp, Paperback, ISBN-10: 1844801209, ISBN-13: 9781844801206, Cengage Learning EMEA

Over the past twenty years or so, marketing has become one of
the most popular and exciting disciplines in most business schools
and universities. The reasons for this lie in the fact that we are all
consumers. Understanding how the exchanges between sellers and
buyers operate, and understanding what motivates people to buy,
are subjects which all of us can relate to.

Perhaps less creditably, marketing has been seen as a kind of magic

wand for making businesses succeed: many company directors seem
to think that bringing in a top-class marketer will make customers
flock in. In fact, marketers are not magicians, and merely drafting in
someone with marketing expertise will not make any difference to
a firm’s success unless it is backed up with a real concern for, and
understanding of, customer needs.

The intention of this book is to explain the received wisdom about

marketing, and at the same time provide the counter-arguments
which moderate the debate. Principles & Practice of Marketing
examines what marketing will and will not do, and seeks to strike a
balance between academic thinking and practical experience. It is
an ideal introduction for students new to marketing and to business
generally, whether at undergraduate or postgraduate level. The author
writes in an engaging, student-friendly style and he provides a wealth
of interesting and relevant real world examples to show students how
practice and theory overlap.

www.cengageasia.com 31

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 Marketing principles of marketing | public relations
Cover
Not
Available
New Edition!
PRINCIPLES OF CONTEMPORARY
MARKETING, INTERNATIONAL EDITION,
14E
Louis Boone, University of South Alabama; David Kurtz, University of Arkansas
Over the years, Boone and Kurtz’s CONTEMPORARY MARKETING has
proven to be the premier teaching and learning solution for principles
of marketing courses. With each groundbreaking new edition, this
bestseller only grows stronger, building on past milestones with
exciting new innovations. The all-new Fourteenth Edition continues
the Boone and Kurtz tradition of delivering the most technologically
advanced, student-friendly, instructor-supported text available.
Current, relevant, and cutting-edge, CONTEMPORARY MARKETING
remains in a class by itself.
NEW TO THIS EDITION:
• The Fourteenth Edition includes extensive coverage of an important new
topic in the marketing world--green marketing. Throughout the text, opening
vignettes, boxed features, cases, and references--conveniently designated
by an eye-catching green leaf icon--discuss how the trend to “go green” has
affected the world of marketing.
• Greensburg, Inc. is a series of videos describing the rebuilding of Greensburg,
Kansas, as a model green community following a tornado. In addition to
interviews with town leaders and various other residents, the videos include
case segments with critical-thinking questions designed to provoke classroom
discussion and interaction.
• Brand-new end-of-chapter video cases for every chapter focus on the
processes, strategies, and procedures of successful real-world companies in
order to bring key concepts from the chapter to life for students.
• New photographs and advertisements throughout the text add currency,
interest, and concept reinforcement, making the new edition even more
effective for visual learners and today’s media-savvy students.
• The Fourteenth Edition retains the popular “Evolution of a Brand” pedagogical
element, giving readers an in-depth look at the success stories of brands that
have effectively maintained their coveted position as market leaders over
the course of time.
FEATURES:
• The “Voice of Experience” feature presents interviews with real-life marketers
focusing on their triumphs, failures, and advice, giving students a solid
understanding of how real-world marketers work and what they do to achieve
lasting success throughout their careers.
• In addition to promoting learning throughout each chapter, Boone and Kurtz
incorporate highly effective end-of-chapter self-quizzes called “Assurance
of Learning Reviews,” which include questions designed to quickly assess
students’ understanding of key concepts.
• Each chapter contains an “Etiquette Tips for Marketing Professionals”
box addressing important aspects of proper business etiquette, including
communications, business dinners, and even the most effective way to build
strong customer relationships.
32 www.cengageasia.com
01-43_Mkt_SL.indd 32
• The text is supported by a full suite of teaching and learning supplements,
including a Test Bank with more than 4,000 questions categorized by chapter
objective, difficulty level, question type, and AACSB and Rubin/Dierdorff
requirements; an updated Instructor’s Manual with detailed lecture outlines,
collaborative learning exercises, answers to end-of-chapter questions, and a
media guide; and PowerPoint® presentations.
CONTENTS:
Part I: DESIGNING CUSTOMER-ORIENTED MARKETING STRATEGIES. 1.
Marketing: The Art and Science of Satisfying Customers. 2. Strategic Planning
in Contemporary Marketing. 3. The Marketing Environment, Ethics, and
Social Responsibility. 4. E-Business: Managing the Customer Experience.
Part II: UNDERSTANDING BUYERS AND MARKETS. 5. Consumer Behavior. 6.
Business-to-Business (B2B) Marketing. 7. Global Marketing. Part III: TARGET
MARKET SELECTION. 8. Marketing Research and Sales Forecasting. 9. Market
Segmentation, Targeting, and Positioning. 10. Relationship Marketing and
Customer Relationship Management (CRM). Part IV: PRODUCT DECISIONS. 11.
Product and Service Strategies. 12. Developing and Managing Brand and Product
Categories. Part V: DISTRIBUTION DECISIONS. 13. Marketing Channels and
Supply Chain Management. 14. Retailers, Wholesalers, and Direct Marketers. Part
VI: PROMOTIONAL DECISIONS. 15. Integrated Marketing Communications. 16.
Advertising and Public Relations. 17. Personal Selling and Sales Promotion. Part
VII: PRICING DECISIONS.18. Pricing Concepts.19. Pricing Strategies. Appendix
A: Your Career in Marketing. Appendix B: Developing an Effective Marketing
Plan. Appendix C: Financial Analysis in Marketing.
©2010, 784pp, Casebound, ISBN-10: 032482808X, ISBN-13: 9780324828085, South-Western
PUBLIC RELATIONS
PUBLIC RELATIONS
The Complete Guide
Joe Marconi, Author of 11 books on Marketing and PR, including The Publicity
Handbook and Crisis Marketing
With the rise of integrated marketing communications (IMC) and the
decline of paid media, the importance of public relations is on the
upswing. Companies are realizing the benefit of speaking with “one
voice” in both paid media and nonpaid efforts. And as media rates
continue to rise though response rates fall - and potential buyers are
less moved by what they view as “sales messages” - effective PR will
only grow more vital. An excellent resource for professionals in every
field, Public Relations: The Complete Guide provides a valuable hands-
on reference for professionals ranging from midlevel marketing and
sales managers to senior-level executives.
FEATURES:
• Comprehensive Coverage: Public Relations: The Complete Guide offers
basic and comprehensive coverage of all the strategies and tactics of PR.
Its thorough explanations of concepts and philosophies are coupled with
profitable how-to advice and guidelines.
• Practical Insight: Packed with valuable information, practical guidelines are
offered for defining PR goals, using proven tools, working with the media,
responding to critics, determining how much PR should cost, evaluating PR
results, and much more.
• Emerging Issues: New and emerging trends and issues in PR are covered,
including a special focus on electronic and Internet/Web-based strategies
and tactics. It also offers in-depth coverage of effective strategic planning,
writing, and presentations.
CONTENTS:
1/6/09 6:28:59 PM

I. THE THEORY AND PRACTICE OF PUBLIC RELATIONS 1. Public Relations: Art or
Science? 2. The Public Relations Plan 3. The Public(s) 4. Public Relations and the
Marketing Mix 5. Focusing on the Message 6. Crafting an Image 7. Taking Stock:
Understanding Investor Relations 8. Employee Relations: The Power Inside 9.
Publicity: Imagination and Energy 10. Choosing a PR Agency 11. Public Relations
and the Media 12. For the Good of the Cause: PR and Social Responsibility 13.
Public Relations, Ethics, and the Culture of the Times 14. Strictly Speaking:
Speechwriting, Speakers, Public Relations and the Pen 15. Crisis Management and
PR 16. Measuring the Effectiveness of Public Relations II. PUBLIC RELATIONS
PORTFOLIO Postscript Bibliography Index
©2004, 386pp, Hardcover, ISBN-10: 0324203047, ISBN-13: 9780324203042, South-Western
Cover
Not
Available
New Edition!
PUBLIC RELATIONS CASES,
INTERNATIONAL EDITION, 8E
Jerry A. Hendrix, American University
Intended for the public relations case studies course; may also be used
in advanced public relations and public relations management courses
offered at the junior/senior level and often serves as a capstone of
the public relations sequence. This course is generally required for
PR majors and minors. This course can be found in departments
of journalism, mass communication, and marketing and is offered
primarily at four-year colleges and universities.
NEW TO THIS EDITION:
• In order to give students the most current examples of award-winning
communication campaigns, all but one of the thirty cases are new to this
edition. Most of the cases were winners of the Public Relations Society of
America’s prestigious Silver Anvil Award contest, and therefore constitute
some of the finest examples of public relations practices available.
• Chapter 1 also includes a section on new technology and the importance of
ethics in public relations.
• The Instructor’s Manual for the eighth edition has been expanded with
additional material from many of the cases and updated scenarios for class
exercises and discussions.
FEATURES:
• The text presents cases by following the ROPE Process of Public Relations
as devised by author Jerry Hendrix: Research of initial topics, establishment
of Objectives, Programming, and Evaluation of the campaign’s success.
• Hendrix and Hayes show students how to analyze the strengths and
weaknesses of successful cases, and then create ways to make them even
better.
• Praised for its thorough inception-to-evaluation coverage, the text
systematically presents the entire execution of each case, from initial research
efforts to finished results or evaluation.
• Chapter 1, “Public Relations in Action,” offers in-depth coverage of the ethics
involved with practicing PR, as well as a section on new technologies.
• The “Questions for Class Discussion and Case Analysis” appendix provides
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01-43_Mkt_SL.indd 33
public relations Marketing
items to motivate class interaction.
• Presented as a touchstone for integrity in the practice of public relations,
the latest Public Relations Society of America Code of Ethics is featured in
an appendix.
CONTENTS:
Part I: SOLVING PUBLIC RELATIONS PROBLEMS. 1. Public Relations in Action.
2. A Public Relations Process. Part II: REACHING MAJOR AUDIENCES. 3. Media
Relations. 4. Internal Communications. 5. Community Relations. 6. Public Affairs
and Government Relations. 7. Investor and Financial Relations. 8. Consumer
Relations. 9. International Public Relations. 10. Relations with Special Publics.
Part III: EMERGENCY PUBLIC RELATIONS. 11. Emergency Public Relations. Part
IV: BEYOND PUBLIC RELATIONS. 12. Integrated Marketing Communications.
Appendix I: Questions for Class Discussion and Case Analysis. Appendix II: PRSA
Member Code of Ethics 2000.Index.
©2010, 464pp, Paperback, ISBN-10: 0495567825, ISBN-13: 9780495567820, Wadsworth
PUBLIC RELATIONS IN ASIA
An Anthology Cengage
Krishnamurthy Sriramesh, Nanyang Technological Learning
University Asia Title
This is a unique textbook on Public Relations
in Asia which uses a unified framework
of specific variables (culture, political system, level of economic
development, level of activism, and nature of media) in discussing
the nature of public relations in ten Asian countries. In addition,
public relations practice is contextualized through a discussion
of the relationship between socio-economic variables and public
relations strategies and techniques in each country. This is a useful
guide to students majoring in public relations at departments of
communication, journalism and mass communication, and also, to the
increasing number of communication professionals who are required
to operate in the Asian market.
FEATURES:
• Contains comprehensive information on the history, development and role
of public relations in 10 Asian countries.
• Highlights the linkage between public relations and the socio-economic
environment of each country, as well as the critical impact of infra-structural
elements on public relations.
• Case Studies describing the problems faced by organizations, and how they
used public relations to meet these challenges.
CONTENTS:
Contents. The Contributors. Preface. 1. Public Relations Practice and Research
in Asia: A Conceptual Framework by Krishnamurthy Sriramesh, Nanyang
Technological University (Singapore). 2. Glocalization: Public Relations in China
in the Era of Change
by Chun-ju Flora Hung, Hong Kong Baptist University (Hong Kong) and Yi-Ru
Regina Chen. 3. Public Relations in India: A Profession in Transition by Nilanjana
Bardhan, Southern Illinois University-Carbondale (USA) and Krishnamurthy
Sriramesh, Nanyang Technological University (Singapore). 4. Public Relations
in Hong Kong: An Evolving Field in a Fast-Changing City by Ni Chen, Hong Kong
Baptist University (Hong Kong). 5. Public Relations in the Philippines: A Cultural,
Historical, Political, and Socio-economic Perspective by Zenaida Sarabia-Panol,
Middle Tennessee State University (USA) and Caterina Lorenzo-Molo, University
of Asia and the Pacific (Philippines). 6. Public Relations on Taiwan: Evolving
with the Infrastructure by Bey-Ling Sha, University of Maryland, College Park
(USA) and Yi-Hui Huang, National Chenchi University (Taiwan). 7. Public
Relations in Saudi Arabia by Hamoud Al-Badr, Shura Council (Saudi Arabia). 8.
Public Relations in Malaysia from its Colonial Past to Current Practice by Syed
Arabi Idid, International Islamic University Malaysia (Malaysia). 9. In Search of
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 Marketing public relations
Professional Public Relations: Hong Bo and Public Relations in South Korea by
Samsup Jo, Texas Tech University (USA) and Jooho Kim, Cheil Communications
(S. Korea). 10. The Development of Public Relations in Indonesia by Elizabeth
Goenawan Ananto, Trisakti University (Indonesia). 11. From Propaganda to
Strategic Communication: The Continuing Evolution of the Public Relations
Profession in Thailand by Daradirek Ekachai, Marquette University, Milwaukee
(USA) and Rosechongporn Komolsevin, Bangkok University (Thailand). 12.
Epilogue: The Need for Multiculturism in Public Relations Education in Asia by
Krishnamurthy Sriramesh, Nanyang Technological University.
©2004, 352pp, Hardback, ISBN-10: 9812437851, ISBN-13: 9789812437853, Cengage Learning Asia
PUBLIC RELATIONS WRITING,
INTERNATIONAL EDITION, 8E
Form and Style
Doug Newsom, Texas Christian University; Jim Haynes, QuickSilver Interactive
Group Inc.
PUBLIC RELATIONS WRITING: FORM AND STYLE combines the
practical approach of a trade book with the fundamental principles
and theories of Public Relations to provide students with the essential
techniques and methods needed to write with understanding and
purpose.
The text guides students through a logical progression of PR writing,
starting with an explanation of how this kind of writing is unique, and
by exploring the legal and ethical obligations. The writing principles
section, which covers both style and techniques, is followed by Public
Relations writing assignments that students are likely to be exposed
to early in their jobs: emails, memos, letters, reports and proposals,
backgrounders and position papers. Writing for mass media and the
more complex Public Relations writing functions, including media kits,
media pitches, print and online newsletters, brochures, magazines,
including those online, and annual reports are also covered in this
thorough and comprehensive guide.
NEW TO THIS EDITION:
• Updated examples and exercises throughout the text such as a graphic
illustration of a PR plan, new doublespeak quiz and global emphases
throughout. Additional exercises are in an exercise book accompanying the
instructor’s manual.
• Updated information on the use of new technologies in PR strategies includes
discussions of Podcasting, RSS feeds, Webinars, Web-based video blogs,
makes the text more relevant for today’s student.
• Expanded coverage of issues of multicultural sensitivity (Chapters 2 and
6) gives students more opportunities to learn how to be appropriate and
responsible in public relations matters.
• Expanded coverage of Ezines and electronic dissemination of newsletters
(Chapter 17) provides students with a broader spectrum of PR strategies,
giving them a stronger background for future studies and their careers.
FEATURES:
• Reviewers consistently praise the clarity, comprehensiveness, and practicality
of this text.
• End-of-chapter exercises guide students through real-world examples of
public relations in action to demonstrate and expand upon chapter topics,
asking students to practice what they have learned.
• Updated examples and illustrations provide effective models for a variety of
purposes (i.e., media fact sheets, email, position papers, media kits, media
pitches, etc.).
• Chapter 2 on ethics and law helps students develop a sense of personal
responsibility in the practice of public relations.
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CONTENTS:
Part I: PR WRITING: ROLE AND RESPONSIBILITY. 1. Public Relations and the
Writer. 2. Ethical and Legal Responsibilities of the PR Writer. 3. Persuasion.
4. Research for the Public Relations Writer. 5. The Public Relations Planning
Process. Part II: WRITING PRINCIPLES. 6. Writing to Clarify and Simplify
the Complex: Style and Content. 7. Grammar, Spelling and Punctuation. Part
III: WRITING FOR SELECT PUBLICS. 8. Email, Memos, Letters, Reports and
Proposals. Part IV: WRITING FOR MASS MEDIA PUBLICS. 9. News Releases for
Print Media. 10. News for Broadcasting. 11. Features for Print and Broadcasting.
12. Message Design Concepts. 13. Writing Advertising Copy. Part V: WRITING
FOR A MEDIA MIX. 14. Writing for the Internet. 15. Media Kits and Media
Pitches. 16. Speeches and Other Presentations. 17. Newsletters. 18. Brochures.
19. Magazines and Annual Reports. 20. Crisis Communication. Appendix A:
Readability Formulas. Appendix B: Copy Fitting.
©2008, 512pp, Paperback, ISBN-10: 0495566772, ISBN-13: 9780495566779, Wadsworth
THE MARKETER’S GUIDE TO PUBLIC
RELATIONS IN THE 21ST CENTURY
Thomas L. Harris; Patricia T. Whalen
The phenomenal marketing success of such diverse products as
Apple’s iPod, the Harry Potter books, the Toyota Prius, Sony’s
Playstation 2, the “Star Wars” films, Botox and Viagra had one thing
in common. They were all driven by public relations. Advertising
was used later only to maintain the brands that PR had made a huge
success. As traditional advertising loses its effectiveness, marketers
are turning to marketing public relations to create excitement in
the marketplace. In the twenty-first century, public relations has
assumed an essential role in the marketing of goods and services,
institutions and individuals, governments and non governmental
organizations. MPR is moving into an explosive growth stage because
companies increasingly recognize that mass advertising, especially
network advertising is prohibitively expensive and ineffective. This
powerful new book delivers the tools to help marketing executives
design successful strategies and tactics that maximize awareness,
communicate product benefits dramatically and motivate consumers
and business to business customers to act.
FEATURES:
• Promo Magazine listed the first edition of this book as one of the top 25 PR
books of the past century.
• MPR helps readers find where their customers are, place marketing
messages “next to them,” and improve response to customer needs in the
way consumers want.
• Marketing programs across industry are struggling with return on investment
issues, especially in the area of PR. This book delivers the tools for success.
CONTENTS:
Foreword by Philip Kotler. Preface by Thomas L. Harris. Part I: UNDERSTANDING
MARKETING PUBLIC RELATIONS. 1 The MPR Explosion/Marketplace Factors
Driving MPR (TH). 2. The Trust Factor (PW). 3. MPR in Integrated Marketing (PW).
4. How MPR Adds Value: Push, Pull, Pass (TH). 5. Circumstances for Success:
The Harris Grid (TH). 6. MPR Opportunities in Traditional Media (PW). 7. MPR
On-line Opportunities (PW). 8. Experiential Marketing, Building Buzz, Placing
Products (PW). Part II: USING MARKETING PUBLIC RELATIONS. 9. MPR Classics
(Ivory Soap, Mustang, Cabbage Patch Kids, Walkman, Prozac) (TH). 10. Target
Marketing: From Demographics to Lifestyle (PW). 11. Multi Cultural Marketing
(PW). 12. Global Marketing Public Relations (TH). 13. Internal Marketing: Reaching
a Critical Audience (PW). 14. Introducing New Products (VW, Viagra, Botox,
Segway, McDonald’s Salads, Harry Potter, Two Buck Chuck, Playstation 2, Star
Wars. (TH). 15. Place Marketing (Starbucks, Krispy Kreme, Legoland, American
Girl) (TH). 16. Maintaining Brands - Events, Sponsorships and Making Advertising
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News (TH). 17. Societal Marketing Public Relations (PW). 18. Spokespersons -
Celebrities and CEOs as Salesman (TH). 19. Whalen 7-Step Strategic Plan (PW).
20. MPR Tactics from A to Z (TH). 21. The Bottom Line: Measurement and
Evaluation (PW). 22. Putting It All Together: MPR in the Integrated Mix (PW).
23. The Future of Marketing Public Relations (TH): MPR vs. CPR. Centralized
vs. Decentralized. Internal vs. External. Local vs. Global. Integration vs. Cross
Selling. Accountability vs. Blind Faith.
©2006, 304pp, ISBN-10: 0324312105, ISBN-13: 9780324312102, South-Western
THE PR STYLEGUIDE, 2E
Formats for Public Relations Practice
Barbara Diggs-Brown, American University
A concise and student-friendly handbook, THE PR STYLEGUIDE serves
as a complete style guide and reference tool for PR students and
practitioners. Assisting students in presenting messages that display
great form and style, THE PR STYLEGUIDE addresses the most widely
used and accepted practices in developing PR pieces providing many
visual examples and a breakdown of the goals for each piece.
FEATURES:
• A wealth of updated and expanded topics, including Pitching and Pitching
Letters, Media Advisories/Alerts, Audio News Releases, Ethics, and more.
• Expanded chapter on Websites (Ch. 16), including discussions of using email
for news releases, using a section of a website as a “newsroom,” and the new
phenomena of using video email.
• Updated coverage of Electronic Press Kits.
• Encourages students to make strategic public relations choices using the best
forms and styles through examples, explanations and actual PR pieces.
• Consistent chapter structure continually reinforces the desired goal of each
media type: What is it? Who Gets It? What Does It Do? How Does It Help?
What are the Pitfalls? How Should It Look? Where Should It Go? Did It Work?
Here It Is!
• The final section, “Toolbox,” explores a variety of
techniques and terminology used in PR practice. These
examples span from basic media types such as memos,
letters and e-mails to more sophisticated missives such
as reports, proposals and presentations.CONTENTS:
1. Introduction. 2. Annual Reports. 3. Audio News Release (ANRs). 4. Brochures.
5. Communication Audits. 6. Direct Mail. 7. Media Kits. 8. Media Lists. 9. Media
Tours. 10. Newsletters. 11. News Releases. 12. Opinion-Editorials (Op-Eds). 13.
Public Service Announcements (PSAs). 14. Speeches. 15. Video News Releases
(VNRs). 16. Web Sites. 17. Toolbox.
©2007, 256pp, Spiral Bound, ISBN-10: 0495006432, ISBN-13: 9780495006435, Wadsworth
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01-43_Mkt_SL.indd 35
public relations | purchasing Marketing
PURCHASING
INTERNATIONAL PURCHASING AND
MANAGEMENT
Alan Branch, Formerly Visiting Lecturer at Cardiff University
Branch takes the reader through the initial rationale of a company
business to buy overseas, the selection and negotiation processes,
the importing/exporting methodology, and finally the logistics
of distribution and payment. Particular emphasis is also placed
upon risk areas, the competitive environment and future trends.
International Purchasing and Management includes a series of case
studies; additional features on cargo insurance, Inco Terms 2000 and
import customs practice planning, and an appendix of trade terms
and abbreviations. This book will prove essential for CIPS, BTEC and
degree courses on International Trade and Marketing, Retail Buying,
Logistics and Purchasing, as well as for courses by trade associations
and Chambers of Commerce, and as an ‘aide memoire’ to importers
and overseas buyers.
FEATURES:
• First book to be written on international purchasing
• Innovative focus: offers a practical overview of the mechanics of international
purchasing
• Each chapter provides a case study focus
CONTENTS:
1. Rationale of International Purchasing. 2. Market Research and Selection. 3.
Overseas Culture and Marketing Environment. 4. Buying Strategy and Planning.
5. Logistics and Globalization. 6. Negotiating the Contract I. 7. Negotiating
the Contract II. 8. Import Finance. 9. Import Documentation. 10. International
Physical Distribution Strategy and Management I. 11. International Physical
Distribution Strategy and Management II. 12. Cargo Insurance. 13. Import
Customs Practice. 14. Processing the Imported Consignment. 15. International
Purchasing Facilitation.
©2001, 342pp, Paperback, ISBN-10: 1861525117, ISBN-13: 9781861525116, Cengage Learning EMEA
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 Marketing purchasing
PURCHASING AND SUPPLY CHAIN
MANAGEMENT, 4E
Arjan van Weele, Eindhoven University of Technology
Purchasing and Supply Chain Management provides a highly
structured and comprehensive approach to the fundamental
principles and practice of purchasing and supply chain management.
It adopts a rigorous managerial perspective on the process of
purchasing and analyses its role, position and importance within
business processes. The book is logically structured into three distinct
sections: analysis, strategy and planning, and practice. Learning
objectives, varied and interesting case studies, thought provoking
discussion questions, chapter summaries and the use of a highly
accessible style and language reinforce the reader’s understanding
of the core management issues and concepts.
NEW TO THIS EDITION:
• New chapter on buying for retail
• New chapter on outsourcing and risk management
• New comprehensive and updated companion website
FEATURES:
• A wealth of new material on key areas: supply chain management, purchasing
and the internet, outsourcing, and benchmarking
• International cases in each chapter
• New chapters on E-Commerce and electronic purchasing and on public
procurement
CONTENTS:
PART I: ANALYSIS. 1. The role of purchasing in the supply chain. 2. Industrial
buying behaviour: decision making in purchasing. 3. The purchasing process:
the buyer’s role. 4. Markets and products. 5. The purchasing management
process. 6. Purchasing intellegence and market research. PART II: STRATEGY
AND PLANNING. 7. Outsourcing and risk management. 8. Purchasing and
business strategy. 9. Sourcing strategy: getting better results from suppliers. 10.
Purchasing and supply strategy: electronic marketplaces and e-procurement. 11.
Purchasing, new product development and quality control. 12. Purchasing and
supply chain management. 13. Getting organized for purchasing. 14. Purchasing
performance measurement. PART III: PRACTICE. 15. Supplier assessment: cost
approaches and techniques. 16. Negotiating techniques and rules of conduct.
17. Buying for retail companies. 18. Facility management and buying of services.
19. Public procurement and EC directives. Bibliography. Index.
©2005, 416pp, Paperback, ISBN-10: 1844800245, ISBN-13: 9781844800247, Cengage Learning EMEA
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New Edition!
SOURCING AND SUPPLY CHAIN
MANAGEMENT, INTERNATIONAL
EDITION, 4E
Robert B. Handfield, North Carolina State University; Robert M. Monczka,
Arizona State University; Larry C. Giunipero, Florida State University; James L.
Patterson, Western Illinois University
SOURCING AND SUPPLY CHAIN MANAGEMENT, 4E International
Edition is a turnkey solution for providing current and thorough
coverage for this critical area of the supply chain. This book is not
only a text but a reference as well, and is established as one of the
leading-edge strategy and purchasing books. You’ll gain contextual
insights and knowledge into the strategies, processes, and practices
of purchasing through use of the many cases and examples. Because
of their relationships with executives and practitioners worldwide,
the authors are able to present unique and up-to-date insights that
lead to greater understanding of the purchasing process.
FEATURES:
• This text is the culmination of the authors’ ongoing discussions with
purchasing and supply chain managers across various industries around the
world.
• The revision maintains its managerial perspective of the core tasks and
challenges required to effectively manage the purchasing function within
the context of the integrated supply chain.
• This edition provides a hands-on, applied approach that has been thoroughly
tested with student audiences to ensure learning success.
• Key topics include: cross-functional teaming; purchasing and supply
performance measurement; supplier integration into new product
development; automated purchasing; B2B e-commerce; contracting and
Internet law; enterprise resource planning (ERP); and future directions in
purchasing.
• The concept of teaming is emphasized throughout this book. Many of the
case exercises require a team effort on the part of the students. This text
assists students entering the workforce in understanding purchasing on
major functional activities.
CONTENTS:
Part I: INTRODUCTION. 1. Introduction to Purchasing and Supply Chain
Management. Part II: PURCHASING OPERATIONS AND STRUCTURE. 2. The
Purchasing Process. 3. Purchasing Policy and Procedures. 4. Purchasing and
Supplier Integration for Competitive Advantage. 5. Purchasing and Supply Chain
Organization. Part III: STRATEGIC SOURCING. 6. Purchasing and Category/
Commodity Strategy Development. 7. Supplier Evaluation and Selection. 8.
Supplier Quality Management. 9. Supplier Management and Development:
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Creating a World-Class Supply Base. 10. Global Sourcing. Part IV: STRATEGIC
SOURCING PROCESSES. 11. Strategic Cost Management. 12. Purchasing
and Supply Chain Analysis: Tools and Techniques. 13. Effective Negotiations:
Preparation and Execution. 14. Contracting: Developing and Managing Effective
Contracts. 15. Purchasing Law and Ethics. Part V: CRITICAL SUPPLY CHAIN
ELEMENTS. 16. Managing Supply Chain Inventory and Delivering Perfect
Customer Orders. 17. Purchasing Services. 18. Supply Chain Information and
E-Systems.19. Sourcing and Supply Performance Measurement and Evaluation.
Part VI: FUTURE DIRECTIONS. 20. Purchasing and Supply Chain Changes and
Trends.
©2009, 840pp, Paperbound, ISBN-10: 0324381395, ISBN-13: 9780324381399, South-Western
RELATIONSHIP MARKETING
EXPLORING DIRECT AND CUSTOMER
RELATIONSHIP MARKETING, 2E
Martin Evans, Cardiff Business School; Lisa O’Malley, University of Limerick;
Maurice Patterson, University of Limerick
Exploring Direct and Relationship Marketing, offers an invaluable
insight into the world of direct and relationship marketing. The new
edition has been thoroughly revised and updated and it provides an
excellent mix of academic theory and practical application. There is
extensive underpinning from theory of the ideas and approaches
presented, drawing from practical experience of many companies
and practiotioners. It is particularly suitable for undergraduate
and postgraduate courses in direct marketing and related courses.
Exploring Direct and Relationship Marketing 2/e examines the
theory of direct marketing and provides a clear and comprehensive
understanding of the issues such as the strategic impact of direct
marketing, the sources and use of data that operationalises
relationship programmes, the use of interactive media for acquisition,
retention and loyalty strategies the impact of technology and
implications for organisations and customers of new relational
models of interaction.
NEW TO THIS EDITION:
• Overview of cross-functional aspects of the move toward CRM and
Knowledge Management
• Exploration of the nature and role of Relationship Marketing, Customer
Relationship Marketing and Customer Relationship Management
• New chapter detailing the role of the Internet in building relationships
FEATURES:
• Covers all areas of direct marketing and integrates Internet, legal and social
aspects
• Links direct marketing to other areas of marketing e.g. market research and
consumer behaviour
• Detailed focus on customer relationship marketing
• New updated current case studies integrated within the text linking issues
and concepts with the real word
• In-theory boxes throughout which examine deeper conceptual issues
CONTENTS:
PART 1: WHAT IS DIRECT RATIONAL MARKETING? 1. The growth and nature
of direct relational marketing. PART 2: DATA AND INFORMATION DRIVERS.
2. Data sources
3. Data Metrics. 4. Testing in direct relational marketing. 5. Marketing research
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01-43_Mkt_SL.indd 37
relationship marketing Marketing
for customer insight. 6. Technological targeting. RELATIONAL MARKETING.
7. Relational interaction. 8. Knowledge Management. 9. Acquisition, retention
and loyalty strategies. PART 4: RELATIONAL VEHICLES AND MESSAGES. 10.
Relational media. 11. Virtual relationships. 12. Relational messages. PART 5:
DIRECT AND RELATIONAL PLANNING WITHIN A SOCIETAL CONTEXT. 13.
Customer reactions and the regulation of data-driven marketing. 14. Planning
and executing direct relational marketing.
©2004, 544pp, Paperback, ISBN-10: 1861529015, ISBn-13: 9781861529015, Cengage Learning EMEA
RELATIONSHIP MARKETING
MANAGEMENT
Ed Little, Gloucestershire Business Sch; Ebi Marandi , University of Bournemouth
Relationship Marketing is growing in popularity as a significant
component of Services Marketing courses and as a subject in its
own right. Relationship Marketing Management aims to summarize
existing work on Relationship Marketing (RM) and to examine the
practical application of these concepts. These aims are achived not
only by the inclusion of case studies and illustrative examples, but
also by devoting four chapters to the planning, implementation and
monitoring of RM programmes. Relationship Marketing Management
presents a coherent overview of the theory as well as exploring the
practicalities of RM. Aimed mainly at postgraduates and senior level
undergraduates, the academic content of the book is supported by
an extensive review of current literature in respected journals and is
presented in a form that is accessible to the students.
FEATURES:
• Insightful and detailed case studies of small to medium size companies as
well as larger multinationals including British Airways, Amazon, First Direct,
and ASDA among others.
• Learning objectives for each chapter.
• Dedicated chapters on the planning, implementation and monitoring of
Relationship Marketing programmes.
• A whole chapter devoted to the business-to-business sector and key account
managment.
• Essential and up to date further reading references.
• Website including Instructor’s Manual, PowerPoint slides, further cases and
discussion questions.
CONTENTS:
Introduction. 1. Criticisms of traditional marketing. 2. Characteristics of RM. 3.
Drivers of RM. 4. Planning RM programmes. 5. Implementing RM programmes
- strategy, structure and systems. 6. Implementing RM programmes - shared
values, staff, skills and style. 7. Monitoring and controlling relationships. 8.
Ethical Considerations in RM. 9. Key Account management. 10. Customer
relationship management. Case Study - Amazon - the world’s leading e-tailer.
Case Study - Tennyson Ltd. Case Study - Parket, Downey and Jagger Solicitors.
Case Study - Energy Saving Trust. Index.
©2003, 236pp, Paperback, ISBN-10: 1861529317, ISBN-13: 9781861529312, Cengage Learning EMEA
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 Marketing retailing
RETAILING
RETAIL MARKETING
Malcolm Sullivan, Nottingham Trent University; Dennis Adcoc, University of
Coventry
Retail Marketing begins with a thorough examination of the retail
industry and then looks at the way marketing principles can address
industry challenges. Case studies throughout provide real world
examples to assist student learning. Retail Marketing is intended
as core reading on specialist Retailing courses, and supplementary
reading on courses covering different aspects of marketing. It includes
examples and cases from European, Australasian and Asian/Pacific
retailing and covers issues that reflect the needs and interests of
students from a wide variety of backgrounds. The text has a tactical/
operational emphasis and will appeal to retail practitioners as well
as students.
FEATURES:
• Focuses on the retail industry rather than moulding marketing theory to fit
the retail environment
• Full coverage of all aspects of retailing, the bad as well as the good
• nternational cases and examples
CONTENTS:
1. Introduction History Perspective. 2. The Retail Environment & Different
Aspects of Retailing. 3. Shopping Behaviour - Store Choice and In-store
Behaviour. 4. Models of Retail Marketing. 5. Retail Tactical Mix - Location.
6. Retail Tactical Mix - Assortment & Pricing Decisions. 7. Retail Tactical Mix
- Promotional Decisions. 8. Service As Satisfaction and As a Competitive
Advantage in Retailing. 9. Customer Loyalty and Related Issues. 10. Customer
Care, Handling Complaints and Service Recovery. 11. Demand Management. 12.
Store Design and Layout. 13. Merchandising and Relationships with Suppliers.
14. Control of Retailing Sources and Use of Information for Retail Decisions. 15.
Strategic Aspects of Retailing Decisions. 16. Alternative Forms of Retailing and
Future Trends in Retailing.
©2002, 368pp, Paperback, ISBN-10: 1861526024, ISBN-13: 9781861526021, Cengage Learning EMEA
RETAILING, INTERNATIONAL EDITION,
6E
Patrick M. Dunne, Texas Tech University ; Robert F. Lusch , University of Arizona
Given the influence of the Internet, the continuing growth of the
service industry, and the many changes in the world’s economic
systems, there has never been a more exciting time to study retailing.
Every chapter of RETAILING, 6th Edition includes up-to-date coverage
on the latest trends and practices in the industry. Dunne discusses
the interrelationship of various activities that retailers face daily and
highlight how retailers must use both creativity and analytical skills
to solve the problems of today’s fast-paced environment.
FEATURES:
• Endorsement by the National Retailing Federation: This edition of RETAILING
has been backed and endorsed by the National Retailing Federation.
• Managing People: This edition contains a brand new chapter, “Managing
People,” which deals with important interpersonal management decisions
as they relate to retailing, exposing readers to various business situations
that they may face in the real-world.
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• Completely Up-to-Date: Examples, photographs, figures and content have
been updated to reflect changes and trends in the industry.
CONTENTS:
Part One: INTRODUCTION TO RETAILING. 1. Perspectives on Retailing. 2. Retail
Strategic Planning and Operations Management. Part Two: THE RETAILING
ENVIRONMENT. 3. Retail Customers. 4. Evaluating the Competition in
Retailing. 5. Managing the Supply Chain. 6. Legal and Ethical Behavior. Part
Three: MARKET SELECTION AND LOCATION ANALYSIS. 7. Market Selection
and Retail Location Analysis. Part Four: MANAGING RETAIL OPERATIONS.
8. Managing a Retailer’s Finances. 9. Merchandise Buying and Handling. 10.
Merchandise Pricing. 11. Advertising and Promotion. 12. Customer Service and
Retail Selling. 13. Store Layout and Design. Part Five: RETAIL ADMINISTRATION.
14. Managing People.
©2008, 576pp, Softcover, ISBN-10: 0324364377, ISBN-13: 9780324364378, South-Western
RETAILING: INTEGRATED RETAIL
MANAGEMENT
James R. Ogden, Kutztown University of Pennsylvania; Denise T. Ogden, Penn
State Berks-Lehigh Valley
This undergraduate-level text provides a cohesive introduction to all
of the various elements essential for effective retail management:
accounting, finance, management, information technology, and
marketing. Ogden and Ogden offer an integrated retail management
approach that helps students to see the “big picture” by drawing
together the activities involved in retailing, and illustrating how key
concepts relate to one another through real-world examples. E-tailing
coverage appears at appropriate points throughout the text so that
students recognize that it uses many of the same business models
as traditional retailing.
CONTENTS:
Note: Each chapter includes an Introduction, a Summary, Key Terms, Questions
for Discussion, and an E-tailing Exercise.I. An Introduction to Retailing. 1. The
World of Retailing. 2. Customer Value, Services, and Retailing Technologies. 3.
An Overview of the Retail Planning and Management. 4. The Retail Environment:
A Situational and Competitive Analysis. 5. Evaluation and Identification of Retail
Customers. 6. Retailing Information Systems and Research Retail Information
Systems. 7. Selecting the Appropriate Market and Location. 8. Financial Aspects
of Operations Management. 9. Merchandise Buying and Handling Dollar. 10.
Human Resource Management. 11. Pricing in Retailing. 12. Developing an
Effective Integrated Marketing Communications Mix. 13. Customer Service in
Retailing. 14. Laws and Ethics. 15. Diversity and Trends in Retailing Diversity in
the Retail Work Force. Appendix A. Careers in Retailing: Nine Dimensions for
Job Acquisition. Appendix B. An In-Depth Case Study: Z-Tech, Inc. (dba Z-Coil)
Notes. Glossary. Name Index. Subject Index.
©2005, 544pp, Casebound, ISBN-10: 0618223452, ISBN-13: 9780618223459, South-Western
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SALES MANAGEMENT
MANAGING SALES LEADS
Turning Cold Prospects into Hot Customers
James Obermayer, AdTrack
Sales leads are what successful marketing is all about. That’s where
the money is. This book shows how to get the most out of this crucial
corporate investment. Good, qualified leads make sales forces more
efficient, more effective, and — bottom line —more profitable. Add
in today’s tough economy the skills needed to generate and manage
leads are even more vital. Offering a research-based, comprehensive
treatment of this critically important marketing function, Managing
Sales Leads is a powerful, hands-on reference for every manager
—from mid-level sales and marketing manager to senior level
corporate executive —for virtually every size of company it shows
how to get the most out of this crucial corporate investment.
FEATURES:
• Maximizing Leads: Executive’s Guide to Managing Sales Leads is devoted
to managing the lifeblood of every organization’s marketing effort — sales
leads, which are often the most under-appreciated, under-used, and misused
corporate assets. Companies spend thousands of dollars gathering sales leads
and then squander even more in potential sales by mishandling them.
• No Lead Left Unturned: Obermayer’s comprehensive approach offers
thorough and practical coverage of every aspect of effective sales lead
generation, including sales planning, tough markets, lead-management
programs, the media, advertising and publicity, trade shows, mail,
telemarketing, and technology. It also offers valuable tips for qualifying and
profiling hot leads.
CONTENTS:
I. Sales Leads for Marketing and Sales Planning. 1. Sales Leads for Tough Markets.
2. Lead management Super Charges Sales and Marketing. 3. Who Inquires and
Why. 4. Launching and Upgrading the Lead-management Program. II. Qualified
Leads from all Media. 5. Planning Leads to Reach Selling Goals. 6. Harneess the
Lead Power of Advertising and Publicity. 7. Mining Inquiry Gold at Trade Shows.
8. Sete Your Sale in the Mail to Generate Leads. 9. Telemarketing: Ignore It at
Your Peril. 10. Qualifying and Profiling Hot Sales Leads. 11. Fulfillment: The
First Step in Closing. 12. Selling Your System to Sales. 13. Computerizing Your
Lead Managing Edge. 14. Insights Form Inquiries: Closing the Marketing Loop.
Appendices. Index.
©2004, 256pp, Hardcover, ISBN-10: 0324205465, ISBN-13: 9780324205466, South-Western
OUTSOURCING THE SALES FUNCTION
The Real Costs of Field Sales
Erin Anderson, INSEAD; Bob Trinkle, Private consultant on speaking circuit
This book sheds new light on the personal selling function in business-
to-business markets. Well versed in the area of manufacturer’s reps,
the authors equip managers with the tools to determine the true costs
and benefits of both in-house and outsourced forces. They explain
in detail the differences between manufacturer’s reps and company
owned, tips for when to use them, how to most effectively work
with them to optimize company return, and how to build strategic
long-term alliances. The authors offer detailed information about the
true costs and benefits of running a sales force and discuss how to
effectively work with a manufacturer’s representative to optimize
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sales management Marketing
your return. The book includes a CD-ROM with a cost calculator.
FEATURES:
• Insightful: This candid book helps marketing and sales managers understand
the true cost of their sales force.
• Practical: The authors provide a detailed process that enables managers to
analyze their sales force to determine if outsourcing is an option.
• Resourceful: The book is packed with helpful tips, extended examples,
insightful cases, worksheets, and an Excel workbook to help managers
compute and compare costs involved with various scenarios.
• Proven: The authors are very well-known for their work and research in the
area of manufacturers’ representatives.
CONTENTS:
I. THE B2B SALES FORCE: INCOME STATEMENT AND BALANCE SHEET. 2. The
True Cost of Fielding a B2B Sales Force. 3. Manufacturers’ Representatives. II.
WHEN REPS ARE THE APPROPRIATE CHOICE- AND WHEN NOT. 4. When to
use a Rep as the Primary Sales Force- and When Not. 5. When to UUse a Rep in
Addition to Other Channels. III. HOW TO DEAL EFFECTIVELY WITH REPS. 6.
Economic Arguments Used to Influence Rep Behavior. 7. The Human Factor. 8.
How, When, and Why Reps Have Power and Influence in the Market. 9. Building
a Long-Term Strategic Alliance with Your Rep.
©2004, 256pp, Hardbound, ISBN-10: 0324207484, ISBN-13: 9780324207484, South-Western
SALES & KEY ACCOUNT MANAGEMENT
Jim Blythe, University of Glamorgan
This new core text focuses on all branches of selling and sales
management, from personal selling through to key account
management. It focuses on business-to-business selling as well as the
sale of consumer products. It also includes a wealth of real examples
used throughout the text and four major case studies at the end of
each part. Case material is drawn from a range of diverse industries,
both MNEs and SMEs--software corporations, major construction
projects, cosmetics, small engineering companies and the B2C selling
of home improvements and brown goods.
FEATURES:
• Extended coverage of B2B selling, e-commerce, relationship marketing &
selling and key account management
• Short mini-cases in every chapter and 4 major cases throughout the book,
focusing on companies in the industrial/new technology sectors
• Comprehensive website with Excel tools for organizing sales calls, examples
of sales databases/contact management etc and other key sales tools
CONTENTS:
1. Selling and its Strategic Role. 2. Buyer Behaviour. 3. Preparing to Sell. 4. The
Sales Presentation. 5. Selling to Major Accounts. 6. Recruitment. 7. Training. 8.
Motivation and Remuneration. 9. Forecasting and Budgeting. 10. Monitoring
and Feedback. 11. Internationalisation. 12. Exhibitions and Trade Fairs. 13. Ethics,
Consumer Protection and the Law.
©2005, 290pp, Paperback, ISBN-10: 1844800237, ISBN-13: 9781844800230, Cengage Learning EMEA
39
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 Marketing sales management | selling
New!
SALES MANAGEMENT: BUILDING
CUSTOMER RELATIONSHIPS AND
PARTNERSHIPS
Joseph F. Hair, Louisiana State University; Rolph E. Anderson, Drexel University;
Rajiv Mehta, New Jersey Institute of Technology; Barry J. Babin, Louisiana Tech
University
Sales Management: Building Customer Relationships and Partnerships
is designed to cover all of the basic topics in sales management while
emphasizing customer loyalty, customer relationship management,
and the effects of technology on the sales function. Because of
advances in telecommunications technology, the traditional role
of sales managers is evolving toward managing sales people across
multiple channels that contact and service customers through a
variety of methods. The text reflects current trends and is designed
to prepare students for the additional management responsibilities
they are likely to encounter in the real world.
FEATURES:
• Learning Objectives for each chapter reflect chapter organization and
structure, providing students with a way to map content and focus learning.
Review and Application questions at the end of the chapter are organized
according to these objectives, giving students an opportunity to review and
apply chapter material.
• Inside Sales Management opening profiles feature real sales managers who
provide their own on-the-job perspectives on successful selling and sales
management strategies.
• Sales Management in Action boxes demonstrate how real-world companies
are implementing the latest sales concepts and practices.
• Internet Exercises prompt students to explore online resources available to
sales people and sales managers.
• Role Play exercises allow students to experience typical real-world challenges
and actively develop their on-the-spot decision-making and communication
skills.
• In-Basket exercises place students in the role of sales managers, helping
them to develop and use critical thinking to solve realistic and challenging
problems.
• Ethical Dilemma exercises strengthen students’ awareness of ethical issues
and their ability to handle difficult situations.
CONTENTS:
Note: Each chapter concludes with a Chapter Summary, Review and Application
Questions, an Internet Exercise, a Role-Playing Exercise, and an In-Basket
Exercise. Chapters 1-9 and 12-14 include an Ethical Dilemma. I. Twenty-First-
Century Sales Force Management. 1. Introduction to Sales Management and
Its Evolving Roles. 2. Managing Ethics in a Sales Environment. 3. Customer
Relationship Management and Building Partnerships. 4. The Selling Process. II.
Organizing and Developing the Sales Force. 5. Sales Forecasting and Budgeting.
6. Sales Force Planning and Organizing. 7. Time and Territory Management. 8.
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01-43_Mkt_SL.indd 40
Recruiting and Selecting the Sales Force. 9. Training the Sales Force. 10. Sales
Force Leadership. 11. Sales Force Motivation. 12. Sales Force Compensation.
13. Sales Volume, Costs, and Profitability Analysis. 14. Sales Force Performance
Evaluation. Notes. Glossary. Subject Index. Name Index.
©2009, 560pp, Casebound, ISBN-10: 0618721010, ISBN-13: 9780618721016, South-Western
SELLING
DEVELOPING AND ROLE PLAYING
EFFECTIVE SALES PRESENTATIONS, 3E
David Sellars , Davenport University
For nearly twenty years, this has been the only text that is entirely
dedicated to developing and role playing effective sales presentations.
Each student builds and role plays an actual presentation using a
simple, learn-by-doing process that is consistent with the techniques
of the leading corporate sales trainers. Developing and Role Playing
Effective Sales Presentations is designed to be a primary text in an
accelerated selling course or a supplement in a semester course
in selling or sales management. It has been used by thousands of
students in in-seat and online courses as well as sales representatives
in corporate training programs.
FEATURES:
• Concise Supplement: Developing and Role Playing Effective Sales
Presentations is a concise paperback text, perfect as a supplement for the
sales or sales management course.
• Step-by-step Process: Readers are provided with step-by-step instructions
on how to develop a professional sales presentation in order to help them
simplify the process and deliver it effectively.
• Role-Playing: Students can role play each of the four sections of the sales
presentation individually (Approach, Securing Desire, Handling Objections,
and Closing the Sale), as well as role-play the complete presentation. Role-
playing individual sections keeps students involved and reduces anxiety
during the role-play of the entire sales call.
• Continuing Case: A continuing case is integrated throughout, involving
a state-of-the-art running shoe sold to a sporting goods store. The case
illustrates how to apply all concepts, and answers many questions students
have about their own presentations.
• Completely Updated: All concepts and examples have been updated,
reflecting the most current issues in selling.
• Worksheets and Forms: Worksheets are provided helping students identify
features and benefits, ensuring the presentation appeals to the prospect’s
needs and wants. Forms are also included in the text to aid students in
planning the sales call in the prescribed manner.
• Visual Aid Instruction: Instructions on how to create and effectively use visual
aids during the sales presentation are presented, making communications
more effective.
• Evaluation and Rating: Rating forms in the text are used to assess role plays
of each section and the entire presentation. Students can be involved in the
evaluation process to reinforce learning of the sales call process.
• Internet Assignments: Internet assignments at the end of each chapter direct
students to Web sites designed for sales professionals. Students have the
opportunity to learn more about what it is like to be a salesperson and the
training involved.
CONTENTS:
1. The Sales Presentation Project. 2. Choosing a Product or Service . 3. Information
Needed for the Sales Presentation. 4. Prospecting and the Preapproach
1/6/09 6:28:59 PM

5.Appealing to Prospect Needs. 6. The Approach. 7. Securing Desire. 8. Handling
Objections. 9. Closing the Sale and Building Customer Relations. 10. Role Playing
and Writing the Complete Sales Presentation.
©2005, 120pp, Paperback, ISBN-10: 0324223978, ISBN-13: 9780324223972, South-Western
PERSONAL SELLING, 2E
Building Customer Relationships and Partnerships
Rolph E. Anderson, Drexel University; Alan J. Dubinsky, Purdue University; Rajiv
Mehta, New Jersey Institute of Technology
In line with students’ current career goals, Personal Selling focuses
exclusively on professional business-to-business selling rather than
retail selling. Early introduction of the Personal Selling Process (PSP)
engages students from the beginning, with tools for converting
prospects into customers. The authors’ latest research on customer
loyalty and relationship marketing further distinguishes Personal
Selling from other titles, which focus less on these pressing issues.
Strategies for achieving long-term customer loyalty underscore how
attracting, cultivating, and retaining satisfied customers leads to
higher profitability for salespeople and their organizations. Clear,
conversational writing allows students to easily understand the
authors’ research and analysis of the field. The Second Edition
includes an updated discussion of technology tools and services
that facilitate sales. Chapter 2 explores the behavioral, technological,
and managerial forces affecting personal selling today, and
discusses numerous inexorable changes within each. In addition
to new examples and photos, a new feature follows an actual sales
professional through the various aspects of his job.
FEATURES:
• Chapter 3, “Ethics and Legal Considerations in Personal Selling,” covers
ethical issues that arise when dealing with prospects and customers, co-
workers, and the company. The chapter also discusses sexual harassment in
the workplace.
• The authors have enhanced the text’s real-world focus by incorporating
current research, examples, and cases from actual companies.
• Personal Profiles focus on salespeople from diverse backgrounds,
demonstrating that there is no stereotypical profile of a successful
salesperson. Five of the profiles are new to this edition and include interviews
with representatives from Beiersdorf, DHL, and Samsung. In addition, a
specific salesperson is profiled in the core chapters to illustrate the personal
selling process.
• The Second Edition features a colorful, contemporary design and photographs
in every chapter, as well as five icons that signal the following pedagogical
features: On the Frontlines, It’s Up to You, From the Command Post, Keeping
Up Online, and enhanced online content.
• The impact of technology requires today’s sales professional to be more
tech savvy than ever. Chapter 2, “Adjusting to the Dynamic Personal Selling
Environment,” focuses on the empowerment of salespeople who use the
latest technology in order to achieve customer satisfaction and loyalty. The
text covers the use of blogs, pod-casting, screen sharing, video conferencing,
and personalized e-mails in the sales process.
• All chapters conclude with a set of key terms, chapter review questions,
topics for thought and class discussion, new role-play exercises, new Internet
research exercises, projects for personal growth, and a case. An additional
case is found online.
CONTENTS:
I. Overview of Personal Selling. 1. Introduction to Personal Selling: It’s a Great
Career! 2. Adjusting to the Dynamic Personal Selling Environment Megatrends.
3. Ethical and Legal Considerations in Personal Selling. 4. Prospecting and
Qualifying. 5. Planning the Sales Call: Steps to a Successful Approach. 6. Sales
Presentation and Demonstration: The Pivotal Exchange. 7. Negotiating Sales
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selling Marketing
Resistance and Objections for “Win-Win”. 8. Confirming and Closing the
Sale: Start of the Long-Term Relationship. 9. Following Up and Servicing the
Account: Building Strategic Partnerships. 10. Understanding and Negotiating
with Organizational Buyers. 11. Strategic Understanding of Your Company,
Products, Competition, and Markets. 12. Communicating Effectively with
Diverse Customers. 13. Managing Your Time and Your Territory. 14. Starting
Your Personal Selling Career.
©2007, 560pp, Casebound, ISBN-10: 0618645705, ISBN-13: 9780618645701, South-Western
New Edition in August 2009!
PROFESSIONAL SELLING, 4E
A Trust-Based Approach
Thomas Ingram, Colorado State University; Raymond LaForge, University of
Louisville; Ramon Avila, Ball State University; Charles Schwepker, Jr. Central
Missouri State University
PROFESSIONAL SELLING provides comprehensive coverage of
contemporary professional selling by integrating recent sales research
with leading personal selling practices. Professional Selling’s chapters
can be mixed and matched with sales management chapters from
Ingram’s SALES MANAGEMENT to create an outstanding customized
sales course. This highly experienced author team draws on their
industry and academic experience to blend the most recent research
findings with illustrated best practices in professional selling.
FEATURES:
• Role Plays: These role plays help students to act out various selling roles and
are identified by role play icons allowing for easy identification.
• Customer Relations Focus: Extensive coverage of trust-building in the sales
process is integrated in this text, with a focus on establishing, maintaining,
and enhancing customer relations.
• Self Leadership and Teamwork: Professional Selling integrates self leadership
and teamwork skills so that students fully realize professional salespeople’s
job responsibilities and their contributions to their employer.
• Robust End-of-Module Applications: Each module facilitates student learning
and skill-building with complete end-of-module applications. At the end of
each module there are sections on: “Understanding Professional Selling
Terms” (key terms addressed in the module); “Developing Professional Selling
Knowledge” (questions to help readers develop and understand important
professional selling issues and relationships); “Building Professional Selling
Skills” (exercises in which readers can apply professional selling knowledge
learned in the module); and “Making Professional Selling Decisions”
(case situations that allow readers to make important professional selling
41
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 Marketing selling | services marketing
decisions).
©2008, 480pp, Paperback, ISBN-10: 032453809X, ISBN-13: 9780324538090, South-Western
SELLING ASAP
Art, Science, Agility, Performance
Eli Jones, University of Houston; Carl Stevens, Carl Stevens and Associates; Larry
Chonko, Baylor University
Selling ASAP: Art, Science, Agility, and Performance offers a unique
approach to professional selling. It focuses on the importance of
viewing a sale not as a one-time encounter but as an opportunity to
build a lifetime, mutually beneficial relationship with the customer.
In addition to the traditional coverage of the selling process, Selling
ASAP includes unique content on processes and techniques of
selling. Real-world examples, testimonials from successful sales
professionals, and a focus on the latest technology are available to
today’s salesperson round out the discussions in the text and make
it perfect for today’s professional selling student.
FEATURES:
• ASAP - Art, Science, Agility and Performance: Jones, Stevens, and Chonko have
a unique approach at looking at the sales profession by coining the phrase
Selling ASAP, or Art, Science, Agility, and Performance, the key components
to what makes a successful salesperson. This book emphasizes that selling
is not just a profession, it is an Art - that must be practiced and perfected, a
Science - in which there is a process and steps for completing that process,
it requires Agility - because a salesperson must be able to adapt to each new
selling situation and customer, which enhances sales performance.
©2005, 456pp, Hardcover, ISBN-10: 032418753X, ISBN-13: 9780324187533, South-Western
SERVICES MARKETING
INTERACTIVE SERVICES MARKETING, 3E
Raymond P. Fisk, University of New Orleans; Stephen J. Grove, Clemson
University; Joby John, Bentley College
Interactive Services Marketing covers the essentials of services
marketing--with particular emphasis on the theater model and the
impact of technology. The text features a dynamic approach to human
interactions--both in face-to-face communication and in connections
through technology. The Third Edition focuses on interactions
in service environments. The concise text is fully supported by a
robust web site, enabling instructors to reinforce the emphasis on
technology and allowing students to interact with both the printed
text and online material. Pedagogical tools include chapter-opening
vignettes, margin notes, end-of-chapter summaries and conclusions,
exercises, and Internet activities.
FEATURES:
• New! Two-to-three Spotlight features per chapter engage students with
an interesting variety of subjects and scenarios. Examples include stage
actors who help to train doctors, services provided at the Ritz-Carlton, and
employees at eBay drop-off stores.
• The theater model places the concept of services in the context of a stage
42
01-43_Mkt_SL.indd 42
production. This model likens service workers to actors, the customer to
the audience, the business organization to the backstage, and the service
environment to the stage where the performance unfolds. This student-
friendly metaphor describes the service experience in familiar, easy-to-
understand terms.
• Part openers explain how section concepts relate to services marketing. Each
of these vignettes includes an overview, a model illustrating the organization
of the section, and brief chapter outlines. The Third Edition highlights a variety
of organizations and businesses, including The Weather Channel, the Louvre
Museum, Windsor Court Hotel, and Jordan’s Furniture.
• The Careers in Services Appendix at the back of the book provides examples
of career options in the services industry and resources for additional
information. An interactive version of the appendix is available at the Online
Study Center.
CONTENTS:
Note: Each chapter ends with a Summary and Conclusion, Exercises, an Internet
Exercise, and References. I. Foundations of Services Marketing Vignette:
The Weather Channel: The Public’s Eye on the Sky. 1. Understanding Services
Marketing. 2. Frameworks for Managing the Customer’s Experience. 3. Plugging
into the Information Age. 4. Planning and Producing the Service Performance.
5. Designing the Service Setting. 6. Leveraging the People Factor. 7. Managing
the Customer Mix. .III. Promising the Interactive Service Experience. Vignette:
The Windsor Court Hotel: What Price Excellence? 8. Setting a Price for the
Service Rendered. 9. Promoting the Interactive Service Experience. 10. Building
Customer Loyalty Through Service Quality. 11. Regaining Customer Confidence.
12. Researching Service Success and Failure. 13. Developing Marketing Strategies
for Services. 14. Coping with Fluctuating Demand for Services. 15. Thinking
Globally: “It’s a Small World After All”Services and Culture. Appendix: Careers
in Services. Glossary. Name Index. Organization Index. Subject Index
©2008, 304pp, Casebound, ISBN-10: 0618641807, ISBN-13: 9780618641802, South-Western
SERVICES MARKETING, INTERNATIONAL
EDITION, 3E
Concepts, Strategies, and Cases
K. Hoffman, Colorado State University; John Bateson, Group Chief Executive
Officer, SHL Group plc
SERVICES MARKETING: CONCEPTS, STRATEGIES, AND CASES, 3rd
Edition offers a managerial perspective of services marketing, with
special emphasis on B2B services, technology, and global services.
Briefer than competing textbooks, this text also includes cases to
further illustrate concepts and offers unique coverage on creating the
seamless service firm to support a customer-focused organizational
culture.
FEATURES:
• Up-to-date Content: The third edition includes expanded coverage many
current topics and issues affecting business today, specifically on e-business,
global services, and B2B issues.
• Opening Vignettes: Every chapter opens with a brand new vignette which
spotlight service issues in real companies. These real-life situations draw
readers in and set the stage for the chapter topics. These vignettes represent
a variety of firms, as well as relevant customer service issues from the nine
service economy supersectors. Companies and topics include: Westin’s
Heavenly Bed, GEICO, Build-A-Bear Workshops and more.
• Global Services in Action: These features included in every chapter provide
international examples of service marketing concepts and strategies to gain
a broader perspective on global issues and examples. Companies featured
include: Marriott International, Hong Kong Disneyland, Dell Offshore
Technical Support, and more.
• Updated Cases: The third edition contains a core set of cases that further
illustrate, deepen, and extend the concepts developed in each chapter. These
cases, representing a variety of service industries, provide students with an
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1/6/09 6:29:00 PM
 sports marketing Marketing

opportunity to internalize services marketing concepts.

• Creating the Seamless Service Firm: A unique chapter on “Creating the
Seamless Service Firm” (Chapter 16) describes how each functional area of
a firm must act in unison to create a seamless organization and support a
customer-focused organizational culture.

CONTENTS:
Part I: AN OVERVIEW OF SERVICES MARKETING. 1. An Introduction to Services.
2. An Overview of the Services Sector 3. Fundamental Differences between
Goods and Services. 4. Consumer Decision Process in Services Marketing. 5.
Ethical Issues in Services Marketing. Part II: SERVICE STRATEGY: MANAGING
THE SERVICE ENCOUNTER. 6. Service Delivery Process. 7. The Pricing of Services.
8. Developing the Service Communications Mix. 9. Managing the Firm’s Physical
Evidence. 10. People Issues: Managing Service Employees. 11. People Issues:
Managing Service Customers. Part III: ASSESSING AND IMPROVING SERVICE
DELIVERY. 12. Defining and Measuring Customer Satisfaction. 13. Defining and
Measuring Service Quality. 14. Service Failures and Recovery Strategies. 15.
Customer Retention. 16. Putting the Pieces together: Creating the Seamless
Service Firm.
©2006, 528pp, Softcover, ISBN-10: 0324422830, ISBN-13: 9780324422832, South-Western

SPORTS MARKETING

SPORTS AND ENTERTAINMENT

MARKETING, 3E
Ken Kaser, Clements High School, Sugarland TX; Dotty B. Oelkers, Developing
Educational Solutions

SPORTS AND ENTERTAINMENT MARKETING 3E continues to use

sports and entertainment topics as the foundation for teaching
marketing concepts. Each marketing function is incorporated
throughout the text and is highlighted with an icon to indicate how
it is used in the marketing process.

FEATURES:
• Features bring the links between the sports and entertainment industries
and marketing into clear focus.
• Students learn marketing concepts within the framework of a topic with high
levels of interest and excitement.
• Video and IRCD provide multimedia supplements that allow instructors to
teach to a variety of learning styles.

CONTENTS:
1. What is Sports and Entertainment Marketing? 2. Sports and Entertainment
Means Business. 3. The Wide World of Sports and Entertainment. 4. Hit a
Home Run with Customers. 5. Marketing-Information Management. 6. The
Marketing Game Plan. 7. The Product is Sports and Entertainment. 8. Choose the
Channel. 9. The Economics of Supply and Demand. 10. Sports and Entertainment
Promotion. 11. Promotional Planning. 12. Selling Sports and Entertainment. 13.
Sports and Entertainment Legal Issues. 14. Creating, Owning, and Operating a
Business. 15. Scoring a Career.
©2008, 432pp, Paperback, ISBN-10: 0538445157, ISBN-13: 9780538445153, South-Western

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information on medical topics in language accessible
to laypersons.
eISBN: 9781414404851
International Encyclopedia of the Social Sciences
This 9-volume study of social sciences is a successor
to the Encyclopedia of the Social Sciences (ESS,
1930-1935) and the initial set of the International
Encyclopedia of the Social Sciences (IESS, 1968)
— two groundbreaking Macmillan works that
“established standards for knowledge in social
science research and practice” (CHOICE, 2001).
The entirely new International Encyclopedia of
the Social Sciences covers scholarship and fields
that have emerged and matured since the
publication of the original international edition. Like
its predecessors, the set meets the needs
of high school and college students, researchers
inside and outside academia, and lay readers in
public libraries.
eISBN: 9780028661179
For more information about Gale Virtual Reference Library
and to order, visit http://gale.cengage.com/gvrl or contact
your Gale Representative.
http://gale.cengage.com/world
02-10_LR_SL.indd 5
A
Alternative Energy
T three-volume set introduces students to issues
This
s
surrounding both current energy sources and alternative
e
energy options. While there is significant discussion of
t non-renewable resources now used to meet the
the
m
majority of the world’s energy needs (oil, coal and natural
g
gas), the primary focus of the set is on newer options
t meet the ever-growing demand. These options
to
include wind and solar energy, fuel cells, hydropower,
geothermal power and biomass energy. In addition,
more theoretical sources are also explored, including cold
fusion, zero point energy and universal forces.
eISBN: 9781414405070
Real-Life Math
This set helps students better-understand commonly
studied math concepts by illustrating their use in
everyday life. Everyday tasks – such as buying insurance,
constructing a budget, reading graphs, adjusting cooking
recipes or planning for retirement – are designed to
support the modern mathematics curriculum and contain
examples related to the global economy.
eISBN: 9781414404998
Business Plans Handbook
A collection of actual business plans compiled by
entrepreneurs seeking funding for small businesses
throughout North America. For those looking for
examples of how to approach, structure and
compose their own business plans, the Handbook
presents 24 sample plans taken from businesses
in the manufacturing, retail and service industries
— only the company names and addresses have
been changed. eISBN: 9781414428895
Encyclopedia of Religion
Mircea Eliade’s Encyclopedia of Religion won the
American Library Associations’ Dartmouth Medal in 1988
and is widely regarded as the standard reference work in
the field. This second edition, which is intended to reflect
both changes in academia and in the world since 1987,
includes almost all of the 2,750 original entries – many
heavily updated – as well as approximately 600 entirely
new articles. Preserving the best of Eliade’s cross-cultural
approach, while emphasizing religion’s role within
everyday life and as a unique experience from culture to
culture, this new edition is the definitive work in the field
for the 21st century.
eISBN: 9780028659978
R5
1/6/09 6:32:43 PM
 GALE DIRECTORY LIBRARY

Use it like a database — own it like a collection

Introducing Gale Directory Library

Some of the Gale Directory Library titles include:
• Ward’s Business Directory of U.S. Private and Public Companies
• Encyclopedia of Associations – National
• Encyclopedia of Associations – International
• Encyclopedia of Associations – Regional, State & Local
• Gale Directory of Publications & Broadcast Media
• Directories in Print
• Publishers Directory
• Encyclopedia of Business Information Sources
• Consultants & Consulting Organizations Directory
• Gale Directory of Databases
• National Directory of Non-Profit Organizations
• Encyclopedia of Governmental Advisory Organizations
NOW AVAILABLE TO YOUR PATRONS • Research Centers Directory
The global leader in reference publishing for more than 50 years,
• International Research Centers Directory
Gale has long been known for publishing authoritative directories
on companies, publishers, associations and more. At long last, these • Directory of Special Libraries & Information Centers
directories are available online. The new Gale Directory Library takes
• Government Research Centers Directory
these detailed references off the shelf and makes them available at
the click of a mouse 24/7.
With Gale Directory Library, researchers can use state-of-the-art
functionality to perform a range of data sorting, filtering and Look for the “GDL” symbol throughout this
exporting. These innovative features, unlike anything seen previously catalog for reference titles that are available
from our directories, make Gale Directory Library the essential tool for online through the Gale Directory Library.
research.
• Find contacts — Finding a company, person, publication (or
other kind of entity) is easy. Basic search lets users quickly look
up names, search by keyword and browse the full text of your
directory holdings.
• Generate lists, analyze trends — Export search results and use them
in programs like Excel or Word, making the creation of mailing lists
a snap.
• Cross-searchable — Search across our growing number of directory
titles. Each directory can be searched individually by its own unique
data fields, or search the entire directory collection.

For more information, contact your Gale Representative

visit http://gale.cengage.com/worldDirectoryLibrary/.

R6 http://gale.cengage.com/world

02-10_LR_SL.indd 6 1/6/09 6:32:46 PM


BUSINESS
Small Business Resource Center
All the information students and aspiring entrepreneurs want is
here – from sample business plans to marketing tips.
NEW At today’s colleges, universities and public libraries two of
the most commonly researched topics are “small businesses” and
“entrepreneurship.” To meet this growing demand, Gale worked
closely with an advisory board comprised of librarians at top public
and academic libraries to create Small Business Resource Center.
This comprehensive, online database offers a combination of
unparalleled periodical and reference content, covering all major
areas of starting and operating a business, including accounting,
finance, human resources, management, marketing, tax and more.
By helping teach basic skills such as managing financials or writing
a business plan, Small Business Resource Center can help speed
the learning curve for budding entrepreneurs by offering real-world
experiences and examples.
DESIGNED FOR STUDENTS – BY LIBRARIANS LIKE YOU
Developed based on librarian feedback, Small Business Resource
Center is easy to search and highly intuitive. For users who aren’t
sure where to start, a helpful subject guide is available, as well as
navigation buttons that allow users to search on business topics,
business types, sample business plans, and answers to the most
frequently asked questions from a “How To” menu. Users may
conduct a standard search based on subject or keyword, or by
searching the entire document. More advanced searches based on
document type, subject areas or publication can be performed.
Results are delivered at the article level in an HTML-based text
and graphics format that’s designed for speedy display and easy
readability.
http://gale.cengage.com/world
02-10_LR_SL.indd 7
ONLINE DATABASES
PRACTICAL, REAL-WORLD CONTENT FROM GALE
AND THIRD-PARTY PROVIDERS.
Small Business Resource Center contains a wealth of resources
including the well-known Business Plans Handbook Series. This
series contains hundreds of sample business plans created by
real-life entrepreneurs, as well as business plan “templates” that
students and entrepreneurs can develop on their own. In addition
to this series, Small Business Resource Center also offers access
to the Encyclopedia of Major Marketing Campaigns, showcasing
advertising campaigns and marketing initiatives from some of the
world’s best-known businesses – from McDonald’s to Merrill Lynch
and many other Gale tiles. To complement these, Small Business
Resource Center also features dozens of titles from John Wiley &
Sons, including:
• The Unofficial Guide to Marketing your Small Business
• Entrepreneurial Finance
• Buying and Selling a Business: A Step-by-Step Guide
• Portable MBA in Strategy, 2nd Ed.
• The 7 Irrefutable Rules of Small Business Growth
• Portable MBA in Entrepreneurship
• And many more
Small Business Resource Center also includes a wide variety of
business journals including:
• Better Asset Management
• Black Enterprise
• Consumer Comments
• Custom Home
• Auditing: A Journal of Practice & Theory
• Direct Marketing
• Financial Management
• Family Business Review
• Modern Machines
For more information, contact your Gale Representative
or visit http://gale.cengage.com/SmallBusiness/.
R7
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 ONLINE DATABASES
Newsletters ASAP
Newsletters ASAP provides library researchers with the timely
information and expert perspectives found in today’s most well-
read and respected business and industry newsletters. Some
of the industries Newsletters ASAP covers include: advertising,
marketing and public relations; general business; health and
medicine; computers and office automation; food, beverages and
nutrition; biotechnology; government and law; pharmaceuticals
and cosmetics; and many more. Updated daily, Newsletters ASAP
provides instant access to more than 400 full-text newsletters.
For more information, contact your Gale Representative
or visit http://gale.cengage.com/world.
R8 http://gale.cengage.com/world
02-10_LR_SL.indd 8
PROMT®
Predicast’s Overview of Markets and Technology
For more than 20 years, Predicasts Overview of Markets and
Technology has been recognized as the world’s leading multi-industry
database for business research. PROMT is noted for comprehensive,
reliable and international coverage of companies, products, markets
and technologies. In addition, the database features a vast and
diverse collection of abstracts and full text from international trade
and business journals, industry newsletters, and newspapers. PROMT
is the ideal database for conducting first-stop and retrospective
searches that answer fundamental and complex business questions,
and address a spectrum of business and industry applications.
PROMT’s precise and powerful indexing enables searchers to
combine products with events and geographic codes, ensuring
relevant and focused retrieval.
For more information, contact your Gale Representative
or visit http://gale.cengage.com/world.
1/6/09 6:32:50 PM

BUSINESS
Business & Industry®
Business & Industry is an acclaimed multi-industry business
database with a strong global focus on company, product and
industry information. Efficient in concept and design, Business
& Industry provides users with indexing that ensures easy and
successful searching — plus the valuable facts, figures and trends
users will need to gain a strategic and competitive edge. Business
& Industry draws its content from more than 1,700 of the world’s
most authoritative business publications, including premier trade
and business journals, leading industry newsletters, plus a broad
collection of regional, national and international newspapers.
Business & Industry covers all manufacturing and service industries
including the hot new companies, products, brands and applied
technologies that are the driving force behind today’s global economy.
For more information, contact your Gale Representative
or visit http://gale.cengage.com/world.
Business & Management Practices
Business & Management Practices emphasizes the practical side
of business and management, namely, how organizations make
decisions, adopt and implement new technologies and techniques,
and plan for change and expansion. Business & Management
Practices offers highly focused coverage of more than 300 core
professional and trade journals containing information relevant
to the fields of management, planning, production, finance,
marketing, information technology and human resources. It also
includes management-related articles from more than
300 additional sources.
For more information, contact your Gale Representative
or visit http://gale.cengage.com/world.
Business & Company Profile ASAP
Business & Company Profile ASAP is a comprehensive business
periodical collection including more than 200,000 combined
directory listings from Graham & Whiteside™ and Ward’s U.S.
Business Directory, with an emphasis on private companies. In
one fully integrated database, Business and Company Profile ASAP
provides access to all the business and management journals,
trade journals, newspapers and directories needed for in-depth
research on companies, products, markets, industries, economics,
and management disciplines. It also provides full-text U.S. and
international private and public company directory listings, and
full-text PR Newswire releases.
For more information, contact your Gale Representative
or visit http://gale.cengage.com/world.
http://gale.cengage.com/world
02-10_LR_SL.indd 9
ONLINE DATABASES
TableBase™
Now there’s an easy way to find the tables users want and the
strategic data they need, when they need it. TableBase is the
database that specializes exclusively in tabular data on companies,
industries, products and demographics. Featuring precise indexing,
unambiguous table titles and links to full text, there’s nothing like
TableBase anywhere. International in scope and covering more
than 90 industries, TableBase gives users unprecedented access
to thousands of tables that are absolutely indispensable to daily
research including:
• Company and brand rankings
• Imports and exports
• Industry and product forecasts
• Market share
• Number of users/outlets
• Production and consumption statistics
• Trends and demographics
• Usage and capacity
• And much more
For more information, contact your Gale Representative
or visit http://gale.cengage.com/world.
Business Reference Suite
Finding relevant business answers has never been easier. Business
Reference Suite, an exciting Web-based subscription service, gives
you balanced and highly focused full-text coverage of company
and industry news, management practices and market research
information. By combining the complementary strengths of Business
& Industry, Business & Management Practices and TableBase, Gale
delivers a comprehensive business research package. Acknowledged
for their own distinct focuses and areas of expertise, these
databases form a core business reference collection of leading
worldwide business sources, plus tens of thousands of tables
with strategic data.
For more information, contact your Gale Representative
or visit http://gale.cengage.com/world.
R9
1/6/09 6:32:51 PM
 ONLINE DATABASES

View corporate profiles, news articles, rankings, financial reports and much more.

Business & Company Resource Center

Business & Company Resource Center brings together a wide variety of global business information, enabling users to efficiently research
business case studies, competitive intelligence, and career and investment opportunities.
The database includes:
• Company profiles, including corporate parent/sibling relationships
• Industry ranking
• Investment reports
• Industry statistics
• Consumer marketing data
• Emerging technology reports
• Industry newsletter news and analysis
• Global coverage
Moreover, a new financials dashboard includes extensive company stock and financial information, charting, audio content, open Web
resources and much more.
Content highlights include current and historical company stock data, extensive audio content (podcasts and investor conference calls), blogs
from the open Web, news articles from the open Web, company press releases and SEC documents.
Plus, users can create charts that compare one stock to another, or to a particular index, track their favorite newsfeeds for articles or podcasts
by adding them to an RSS reader and share their favorite items via social networking sites like del.icio.us.
The dashboard includes five “views” that make navigation easy, and extensive interlinking within the Financials dashboard encourages usage.
Plus it offers views into industries, world markets, currency, bank and treasury rates, and much more
For more information, contact your Gale Representative
or visit http://gale.cengage.com/BusinessRC.

R10 http://gale.cengage.com/world

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 BUSINESS: GENERAL

Business Plans Handbook Business Rankings Annual

CHOICE Outstanding Academic Book RUSA Outstanding Reference Source

NEW VOLUMES Business Plans NEW EDITION Working from a

Handbook is a collection of actual business bibliographic file Gale editors have built
plans compiled by entrepreneurs seeking over the years, we have culled thousands
funding for small businesses throughout of business ranking items from periodicals,
North America. Each volume presents newspapers, financial services, directories,
approximately 25 sample plans taken statistical annuals and other printed
from businesses in the manufacturing, retail material. The “top ten” of each of these
and service industries — only the company rankings appear in each volume, grouped
names and addresses have been changed. under standard subject headings for easy browsing. Each edition
includes approximately 5,000 entries. Includes a cumulative index to
Vol. 11. About 675 pp. 2006. Vol. 11. Now available.
ISBN 978-0-7876-6681-1. eBook ISBN 978-1-4144-0466-0. previous editions, published as a separate volume.
(0-7876-6681-5)*. (1-4144-0466-2)*. 2008 Ed. About 2,000 pp. in 2 vols. 2007.
Order #GML00108-185085. Order #GML00108-223171. ISBN 978-0-7876-9519-4 (0-7876-9519-X)*. Order #GML00108-199644.
Vol. 12. About 675 pp. 2006. Vol. 12. Now available. 2009 Ed. About 2,000 pp. in 2 vols. Ready September 2008.
ISBN 978-0-7876-6682-8. eBook ISBN 978-1-4144-0985-6. ISBN 978-1-4144-0770-8 (1-4144-0770-X)*. Order #GML00108-226228.
(0-7876-6682-3)*. (1-4144-0985-0)*.
U.S. $465.00/2-vol. set. (Includes index.)
Order #GML00108-185086. Order #GML00108-226031.
Vol. 13. About 675 pp. 2007. Vol. 13. 2007. Now available.
ISBN 978-0-7876-6683-5.
(0-7876-6683-1)*.
eBook ISBN 978-1-4144-2889-5.
(1-4144-2889-8)*.
Encyclopedia of Business
Order #GML00108-185087. Order #GML00108-233119. Information Sources
Vol. 14. About 675 pp.
NEW EDITION Each updated edition
Ready August 2008. Vol. 14. Ready August 2008.
ISBN 978-0-7876-9503-3. eBook ISBN 978-1-4144-3750-7. of this detailed resource identifies nearly
(0-7876-9503-3)*. (1-4144-3750-1)*. 35,000 live, print and electronic sources
Order #GML00108-199628. Order #GML00108-240625. of information listed under more than
U.S. $192.00/vol. Visit gale.com/gvrl for eBook pricing. 1,100 alphabetically arranged subjects
— industries and business concepts and
Previous volumes available in both print and eBook formats. Please contact your
Gale Representative.
practices. Edited by business information
expert James Woy.

Consultants & Consulting

Organizations Directory 23rd Ed. About 1,200 pp. Ready March 2008.
ISBN 978-0-7876-9703-7 (0-7876-9703-6)*. Order #GML00108-199828.
NEW EDITION Approximately 26,000 firms and individuals — U.S. $500.00/edition.
more than 1,000 new to each edition of this invaluable directory —
are listed, arranged into subject sections covering 14 general fields of
consulting activity ranging from agriculture to computer technology.
In all, more than 400 specialties are represented, including finance,
computers, fundraising and many others. Entries provide complete
contact information as well as concise descriptions of each
organization’s activities. Includes a free inter-edition supplement.

31st Ed. About 3,000 pp. in 2 vols. Ready January 2008.
ISBN 978-0-7876-9546-0 (0-7876-9546-7)*. Order #GML00108-199671.
U.S. $1,090.00/2-vol. set. (includes mid-year supplement)
GALE eBOOKS
Many of these great references are also available
electronically through the Gale Virtual Reference
Library (see p. R3). From literature, history and science
to biography, law and business, you can now provide
often-requested titles to multiple users 24 hours a
day. Look for the symbol throughout this catalog
to identify these titles. For more information and a
complete list of titles visit http://gale.cengage.com/gvrl.

http://gale.cengage.com/world R11

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 BUSINESS: GENERAL

The Encyclopedia Small Business Sourcebook

of Management NEW EDITION In this annual two-
NEW EDITION volume annotated guide, you’ll discover
This updated fifth edition of Encyclopedia of
more than 27,000 listings of live and print
Management covers more than 300 topics in management theories
sources of information designed to facilitate
and applications, written by academics and business professionals.
the start-up, development and growth of
All information has been reviewed and edited by the esteemed
specific small businesses, as well as more
Dr. Marilyn M. Helms, sesquicentennial endowed chair and
than 29,000 similar listings for small
professor of management at Dalton State College.
business topics.
5th Ed. About 1,000 pp. 2006. 5th Ed. Now available.
ISBN 978-0-7876-6556-2. eBook ISBN 978-1-4144-0478-3.
(0-7876-6556-8)*. (1-4144-0478-6)*. 22nd Ed. About 3,900 pp. in 2 vols. 2007.
Order #GML00108-182577. Order #GML00108-223179. ISBN 978-0-7876-8856-1 (0-7876-8856-8)*. Order #GML00108-193759.
U.S. $499.00/2-vol. set.
6th Ed. About 1,000 pp.
Ready November 2008. 6th Ed. Ready November 2008. 23rd Ed. About 3,900 pp. in 2 vols.. Ready January 2008.
ISBN 978-1-4144-0691-6. eBook ISBN 978-1-4144-3803-0. ISBN 978-0-7876-9950-5 (0-7876-9950-0)*. Order #GML00108-220081.
(1-4144-0691-6)*. (1-4144-3803-6)*. U.S. $535.00/2-vol. set.
Order #GML00108-225901. Order #GML00108-240679. 24th Ed. About 3,900 pp. in 2 vols.. Ready October 2008.
ISBN 978-1-4144-2175-9 (1-4144-2175-3)*. Order #GML00108-230941.
U.S. $329.00/edition. Visit gale.com/gvrl for eBook pricing.
U.S. $550.00/2-vol. set.

Encyclopedia of
Business Organizations,
Products & Industries —
Agencies, and
Manufacturing
Publications Directory
NEW TITLE Encyclopedia of
Business Organizations, Agencies, and
Products & Industries is designed to assist
Publications Directory is a comprehensive
college students who need to research
and convenient guide to a wide range of
products and the relationships between
business information sources. In addition
products and their industries. It will help
to a wealth of business publication listings,
users explore various aspects of a product,
Business Organizations, Agencies, and
the manufacturers, suppliers, immediate
Publications Directory includes thousands
and adjacent industries and markets. This 2-volume set will
of organizations and agencies that promote, coordinate, represent,
emphasize manufacturers of durable goods such as tires, automobiles,
study, and serve business and industry worldwide. Each revised and
appliances, business equipment, home furnishings and sporting goods.
updated edition includes more than 40,000 entries. New features
Tables, charts and statistics augment essays and include market size,
include expanded Canadian coverage; e-mail addresses, Web sites
market share and market segments each product is sold into.
and URLs added to the contact information; and broader coverage in
1st Ed. About 1200 pp. in 2 vols. 2007.
many of its 32 chapters.
ISBN 978-1-4144-2983-0 (1-4144-2983-5)*. Order #GML00108-233623.
U.S. $740.00. 19th Ed. About 2,200 pp. 2006.
ISBN 978-0-7876-7829-6 (0-7876-7829-5)*. Order #GML00108-192733.
U.S. $664.00.

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Company Profiles
for Students
The three volumes in the first edition
covered approximately 280 of the prominent
companies most studied by students. Entries
follow a standard set of rubrics to facilitate
comparison between companies. Company
logos, illustrations and ticker symbols, current
market share, new products and where to
write for an annual report also are included.
The third volume provides coverage of an additional 125 companies.
1st Ed. About 2,400 pp. in 3 vols. 1999-
2003. Now available.
ISBN 978-0-7876-4890-9. eBook ISBN 978-0-7876-9268-1.
(0-7876-4890-6)*. (0-7876-9268-9)*.
Order #GML00108-114934. Order #GML00108-197879.
U.S. $369.00/3-vol. set. Visit gale.com/gvrl for eBook pricing.
Volumes also available individually. Contact your Gale Representative for details.
Encyclopedia
of Business and Finance
“Accessible to high-school and college
students, laypersons, business people, and
researchers, this outstanding reference
work will quickly become a classic and
will be well used in all types of libraries.”
— Reference Books Bulletin/Booklist
(June 1 & 15, 2001)
Designed for the nonspecialist, the
Encyclopedia of Business and Finance is a complete reference
covering finance and banking; accounting; marketing; management;
and information systems. Contributors include academics and
business scholars from leading business programs. The new
completely revised second edition includes 315 signed essays.
2nd Ed. 794 pp. in 2 vols. 2006. Now available.
ISBN 978-0-02-866061-5. eBook ISBN 978-0-02-866081-3.
(0-02-866061-7)*. (0-02-866081-1)*.
Order #GML00108-221050. Order #GML00108-225994.
U.S. $367.00/2-vol. set. Visit gale.com/gvrl for eBook pricing.
Encyclopedia of Major
Marketing Campaigns
“This compilation delivers admirably on
the promises in its introduction and
should be held by every public, special, or
university library that serves marketing or
advertising professionals or students.”
— Library Journal
(May 15, 2000; on the first edition)
The second volume explores nearly
475 major marketing and advertising campaigns from 1999-2006.
Entries profile recent print, radio, television, billboard and Internet
campaigns. Each essay discusses the historical context of the
campaign, the target market, the competition, marketing strategy,
and the outcome. Photos and sidebars enhance the text.
Vol. 2 About 2,000 pp. 2006. Now available.
ISBN 978-0-7876-7356-7. eBook ISBN 978-1-4144-0607-7.
(0-7876-7356-0)*. (1-4144-0607-X)*.
Order #GML00108-186421. Order #GML00108-224029.
U.S. $356.00. Visit gale.com/gvrl for eBook pricing.
http://gale.cengage.com/world
11-26_LR_SL.indd 13
BUSINESS: GENERAL
Encyclopedia
of Small Business
Library Journal Best Reference Source
This convenient and exhaustive print
reference source is designed to provide
entrepreneurs with how-to information that
they can apply to their own business. The
Encyclopedia contains detailed articles and
overviews of all the key information needs of
small business owners, including financing;
financial planning; business plan creation; market analysis; sales
strategy; tax planning and more.
3rd Ed. About 1,200 pp. in 2 vols. 2006. Now available.
ISBN 978-0-7876-9112-7. eBook ISBN 978-1-4144-1040-1.
(0-7876-9112-7)*. (1-4144-1040-9)*.
Order #GML00108-194858. Order #GML00108-225995.
U.S. $550.00/2-vol. set. Visit gale.com/gvrl for eBook pricing.
Everyday Finance
Economics, Personal Money
Management & Entrepreneurship
NEW TITLE Everyday Finance:
Economics, Personal Money Management,
and Entrepreneurship provides a mix
of basic and practical information on
economics, personal money management,
and starting a business. The authors show
how various financial institutions and the
stock market work; shed light on social security; examine basic
business and accounting practices; and demonstrate how to manage
and make money in everyday life.
Everyday Finance contains 300 topical entries ranging in length
from 250 to 1,500 words that are organized into 3 units: How the
Economy Works, Personal Finance: Buying, Borrowing, Saving, and
Insuring, and The World of Business.
This set includes more than 200 photographs and 40 charts;
extensive cross-references; sources for further study; and a
cumulative general index.
1st Ed. Ready April 2008. 1st Ed. Ready July 2008.
ISBN 978-1-4144-1049-4. eBook ISBN 978-1-4144-2929-8.
(1-4144-1049-2)*. (1-4144-2929-0)*.
Order #GML00108-226269. Order #GML00108-233164.
U.S. $195.00. Visit gale.com/gvrl for eBook pricing.
Small Business Resource Center —
access business plans, legal forms, anything for a small business
entrepreneur online. See p.R7.
R13
1/6/09 6:44:34 PM
 BUSINESS: U.S.
American Wholesalers and
Distributors Directory
NEW EDITION American Wholesalers
and Distributors Directory provides detailed
listings for more than 30,000
large and small wholesalers and distributors
throughout the U.S and Puerto Rico.
Entries include the name and address of
the organization; phone and fax numbers;
company e-mail and URL addresses; SIC
code; principal product lines; total number of employees; estimated
annual sales volume; and a list of principal officers with titles and
personal e-mail addresses when available.
17th Ed. About 1,900 pp. Ready March 2008.
ISBN 978-1-4144-0656-5 (1-4144-0656-8)*. Order #GML00108-225597.
U.S. $335.00/edition.
Brands and Their
Companies
NEW EDITION This source lists
manufacturers and distributors from
small businesses to large corporations,
from both the public and private sectors,
offering complete coverage of more than
426,000 U.S. consumer brands; 115,000
manufacturers, importers or distributors;
and companies that are out of business
as well as brands that are no longer in production or are now
considered generic.
30th Ed. in 3-vols. Ready January 2008.
ISBN 978-0-7876-9990-1 (0-7876-9990-X)*. Order #GML00108-220121.
U.S. $1,196.003-vols. set. (includes mid-year supplement)
Companies
and Their Brands
NEW EDITION This convenient
rearrangement of Brands and Their
Companies is an alphabetical list sorted by
manufacturers, distributors and importers.
30th Ed. About 3,200 pp. in 2 vols. Ready January 2008.
ISBN 978-0-7876-9994-9 (0-7876-9994-2)*. Order #GML00108-220125.
U.S. $820.00/2-vol. set.
R14 http://gale.cengage.com/world
11-26_LR_SL.indd 14
Encyclopedia of
American Industries
The fourth edition of this widely
acclaimed business reference provides
detailed, comprehensive information on
a wide range of industries in every realm
of American business. Volume 1 provides
separate coverage of approximately 460
manufacturing industries. Volume 2 presents
more than 500 essays covering the vast array
of service and non-manufacturing industries in the U.S. Essays are
organized by SIC code but also note NAICS code(s) in each essay.
4th Ed. About 3,500 pp. in 2 vols. 2005. Now available.
ISBN 978-0-7876-9061-8. eBook ISBN 978-0-7876-9370-1.
(0-7876-9061-9)*. (0-7876-9370-7)*.
Order #GML00707-194212. Order #GML00707-198537.
U.S. $778.00/2-vol. set. Visit gale.com/gvrl for eBook pricing.
Also available individually. Contact your Cengage Gale Representative for details.
Manufacturing &
Distribution USA
NEW EDITION Manufacturing
& Distribution USA presents statistics on
more than 600 NAICS classifications in
the manufacturing, wholesaling and retail
industries. Information is compiled from
the most recent government publications and
includes projections, maps and graphics. This
new edition also features enhanced coverage
of input-output data by industrial sector when available as well as
classifications of leading public and private corporations in each industry.
4th Ed. About 2,500 pp. in 3 vols. 2006. Now available.
ISBN 978-0-7876-7440-3.
(0-7876-7440-0)*.
eBook ISBN 978-1-4144-1268-9.
(1-4144-1268-1)*.
Order #GML00108-187021. Order #GML00108-226797.
U.S. $435.00/3-vol. set.
5th Ed. About 2,500 pp. in 3 vols.
Ready September 2008. 5th Ed. Ready September 2008.
ISBN 978-1-4144-0867-5. eBook ISBN 978-1-4144-3829-0.
(1-4144-0867-6)*. (1-4144-3829-X)*.
Order #GML00108-226191. Order #GML00108-240703.
U.S. $467.00/3-vol. set. Visit gale.com/gvrl for eBook pricing.
1/6/09 6:44:36 PM

National Directory of
Minority-Owned
Business Firms
NEW EDITION
Detailed entries furnish
up to 17 points of data on more than
47,000 minority business enterprises.
Includes complete address, contact name,
minority type, date founded, certification
status, trading area, business description,
number of employees and sales volume.
Published by Business Research Services. Distributed to all markets worldwide
non-exclusively by Gale.
14th Ed. About 1,100 pp. 2007.
ISBN 978-0-933527-85-0. (0-933527-85-3)*. Order #GML00108-239463.
U.S. $295.00.
National Directory
of Woman-Owned
Business Firms
NEW EDITION More than 28,000
entries include up to 17 points of data about
each firm. Each business listing is arranged
first by alphabet, then by SIC code and
business description, and geographically by
state and city locations.
Published by Business Research Services. Distributed to all markets worldwide
non-exclusively by Gale.
14th Ed. About 1,100 pp. 2007.
ISBN 978-0-933527-86-7. (0-933527-86-1)*. Order #GML00108-239464.
U.S. $295.00.
F & S Index® —
United States
F & S Index — United States provides
a compilation of company, product and
industry information from financial
publications, business-oriented newspapers,
trade magazines and special reports.
Published monthly with quarterly and
annual cumulated editions.
2007 Cumulative. 2007.
ISBN 978-1-4144-0071-6 (1-4144-0071-3)*. Order #GML00108-220344.
U.S. $1,917.00/edition.
2008 Subscription. Ready February 2008.
ISBN 978-1-4144-0723-4 (1-4144-0723-8)*. Order #GML00108-226076.
U.S. $1,917.00/edition.
http://gale.cengage.com/world
11-26_LR_SL.indd 15
BUSINESS: U.S.
Consumer USA
Published by Euromonitor International
NEW EDITION ◆ This annually updated
resource provides you with a textual
overview of economic, social and consumer
market trends in the U.S., focusing on such
aspects as international trade and the role
of the U.S. within both the North American
region and globally, together with analysis
of macroeconomic indicators, marketing
and demographic trends. Next, you’ll find a broad range of statistics
outlining major marketing parameters, including demographic data,
ownership rates for key consumer goods and retailing information.
Lastly, it combines extensive coverage of 330 consumer markets,
including volume and value sales data, market sizes in per capita and
volume and value terms, together with forecasts.
Published by Euromonitor International. Distributed to libraries in North America
exclusively and to other markets in North America and Australasia non-exclusively
by Gale.
12th Ed. 2008. About 400 pp. 2007.
ISBN 978-1-84264-448-5 (1-84264-448-3)*. Order #GML00108-234234.
13th Ed. 2008. About 400 pp. Ready November 2008.
ISBN TBD (TBD)*. Order #GML00108-239470.
U.S. $995.00/edition.
Encyclopedia of the History
of American Management
Presents an informative overview of
key figures in the development of
North American management, covering
management practices, economic
development and business culture in the
United States and beyond. Edited by
University of Exeter’s Morgan Witzel,
honorary senior fellow at the school of business and economics,
and written by more than 50 contributors from colleges and
universities worldwide, contain more than 260 biographical
entries that provide key insight on how the figure’s work and/or
management style has impacted today’s business practices.
Published by Thoemmes Continuum. Distributed to all markets worldwide
non-exclusively by Gale.
1st Ed. 564 pp. 2005.
ISBN 978-1-84371-131-5 (1-84371-131-1)*. Order #GML00108-224561.
U.S. $195.00.
Business & Company Resource Center —
access up-to-date business, company and
industry information online. See p.R10.
R15
1/6/09 6:44:38 PM
 BUSINESS: US / INTERNATIONAL

Ward’s Business Directory

of U.S. Private and
Public Companies
NEW EDITION
Ward’s now lists more than
112,000 companies, 90% of which are private.
Volumes 1, 2 and 3 provide current company
information in a single A-Z arrangement.
Volume 4 is a geographic company listing,
offering at-a-glance evaluations of industry
activity through rankings and analysis. Consult
Volume 5 for national rankings by sales within SIC codes at the 4-digit
level; Volume 8 presents these rankings by NAICS codes. Volumes 6 and
7 rank companies in each state by sales within 4-digit SIC codes and
provide brief evaluations of industry activity of leading companies for each
state. Also available on CD-ROM and on GDL.
BUSINESS: INTERNATIONAL
Source: Euromonitor
Published by Euromonitor international
NEW TITLE ◆ Formerly known as the World Directory of
Marketing Information Sources, the fully revised title from Euromonitor
International provides details on the key business research organizations
across 82 countries worldwide. This directory has full contact details for
more than 22,000 providers of marketing information from around the
world, including trade associations, market research publishers, trade
development bodies and official organizations.
1st Ed. in 3 vols. Ready February 2008.
ISBN 978-1-84264-459-1 (1-84264-459-9)*. Order #GML00108-239079.
U.S. $1,890.00.

50th Ed. About 18,000 pp. in 8 vols. 2007.

Vols. 1-8. ISBN 978-0-7876-8996-4 (0-7876-8996-3)*. Order #GML00108-193899.
U.S. $3,385.00/8-vol. set. (Includes inter-edition supplement.) ◆ Euromonitor International products are distributed to
Vols. 1-5. ISBN 978-0-7876-9017-5 (0-7876-9017-1)*. Order #GML00108-193920. libraries in North America exclusively and to all other markets
U.S. $2,875.00/5-vol. set. (Includes inter-edition supplement.) worldwide non-exclusively by GaleTM.
Vols. 1-4. ISBN 978-0-7876-9011-3 (0-7876-9011-2)*. Order #GML00108-193914.
U.S. $2,540.00/4-vol. set.
Vol. 5. ISBN 978-0-7876-9014-4 (0-7876-9014-7)*. Order #GML00108-193917.
U.S. $1,345.00.
Vols. 6-7. ISBN 978-0-7876-9008-3 (0-7876-9008-2)*. Order #GML00108-193911.
U.S. $1,345.00/2-vol. set.
Vol. 8. ISBN 978-0-7876-9020-5 (0-7876-9020-1)*. Order #GML00108-193923.
U.S. $910.00.

51st Ed. About 18,000 pp. in 8-vols. Ready August 2008.

ISBN 978-1-4144-0005-1 (1-4144-0005-5)*. Order #GML00108-220136.
U.S. $3,622.00/8-vol. set. (includes inter-edition supplement)
Vols. 1-5. Ready August 2008. ISBN 978-1-4144-0015-0 (1-4144-0015-2)*.
Order #GML00108-220146.
U.S. $3,076.00/5-vol. set. (includes inter-edition supplement)

Vols.1-4. Ready August 2008. ISBN 978-1-4144-0013-6 (1-4144-0013-6)*.

Order #GML00108-220144.
U.S. $2,718.00/4-vol. set.
Vol. 5. Ready August 2008. ISBN 978-1-4144-0014-3 (1-4144-0014-4)*.
Order #GML00108-220145.
U.S. $1,439.00.

Vols. 6-7. Ready August 2008. ISBN 978-1-4144-0012-9 (1-4144-0012-8)*.

Order #GML00108-220143.
U.S. $1,439.00/2-vol. set.

Vol. 8. Ready August 2008. ISBN 978-1-4144-0016-7 (1-4144-0016-0)*.

Order #GML00108-220147.
U.S. $974.00. GALE eBOOKS

Many of these great references are also available

electronically through the Gale Virtual Reference
Library (see p. R3). From literature, history and science
to biography, law and business, you can now provide
often-requested titles to multiple users 24 hours a
day. Look for the symbol throughout this catalog
to identify these titles. For more information and a
complete list of titles visit http://gale.cengage.com/gvrl.

R16 http://gale.cengage.com/world

11-26_LR_SL.indd 16 1/6/09 6:44:39 PM


Consumer Asia
Published by Euromonitor International
NEW EDITION ◆ Fully updated and expanded, the latest edition
of Consumer Asia now contains more statistical data than ever and is
the tool to consult for Asian consumer intelligence. Country coverage
includes China, Hong Kong, India, Indonesia, Malaysia, Philippines,
Singapore, South Korea, Taiwan, Thailand and Vietnam.
15th Ed. About 630 pp. Ready January 2008.
ISBN 978-1-8426-4456-0 (1-8426-4456-4)*. Order #GML00108-234236.
U.S. $995.00.
Consumer China
Published by Euromonitor International
◆ Consumer China provides an analysis of
market opportunities in China and presents
a wide range of statistical information
covering marketing parameters and specific
data on key consumer markets. This new
edition is fully updated, expanded and
revised.
14th Ed. About 200 pp. 2007.
ISBN 978-1-84264-450-8. (1-84264-450-5)*. Order #GML00108-234235.
U.S. $995.00.
Consumer Eastern Europe
Published by Euromonitor International
NEW EDITION ◆ Country-by-country
profiles examine important marketing
parameters, including demographics,
economic indicators, advertising and
media access, consumer expenditure
and retail distribution in Eastern Europe.
15th Ed. About 600 pp. 2007.
ISBN 978-1-84264-436-2 (1-84264-436-X)*. Order #GML00108-234241.
16th Ed. About 600 pp. Ready August 2008.
ISBN TBD (TBD)*. Order #GML00108-239468.
U.S. $995.00/edition.
Consumer Middle East
Published by Euromonitor International
NEW EDITION ◆ Consumer Middle East
provides authoritative market data for more
than 100 consumer sectors in five countries:
Egypt, Israel, Saudi Arabia, Turkey and the
United Arab Emirates.
10th Ed. About 325 pp. Ready February 2008.
ISBN 978-1-84264-457-7. (1-84264-457-2)*. Order #GML00707-234237.
U.S. $995.00/edition.
http://gale.cengage.com/world
11-26_LR_SL.indd 17
BUSINESS: INTERNATIONAL
Consumer International
Published by Euromonitor International
NEW EDITION ◆ This regularly
updated compendium provides detailed
statistical profiles of 24 major non-European
markets. These range from major world
economies such as the USA and Japan, to
less-developed but fast-growing countries in
Latin America and the Pacific Rim. Product
data commences with an overview of basic
parameters and then covers the major consumer goods categories.
14th Ed. About 530 pp. 2007.
ISBN: 978-1-84264-435-5 (1-84264-435-1)*. Order #GML00108-234240.
15th Ed. About 530 pp. Ready August 2008.
ISBN TBD (TBD)*. Order #GML00108-239469.
U.S. $995.00/edition.
Consumer
Latin America
Published by Euromonitor International
NEW EDITION ◆ Consumer Latin America
presents the latest facts and figures necessary to
conduct successful business operations in any
of the six countries covered (Argentina, Brazil,
Chile, Colombia, Mexico and Venezuela).
15th Ed. About 400 pp. 2007.
ISBN 978-1-8426-4445-4 (1-8426-4445-9)*. Order #GML00108-234238.
16th Ed. About 400 pp. Ready October 2008.
ISBN TBD (TBD)*. Order #GML00108-239472.
U.S. $995.00/edition.
Consumer Western Europe
Published by Euromonitor International
NEW EDITION ◆ Covering 240
standardized product categories from
around the world, Consumer Western
Europe not only brings together otherwise
scattered data on value and volume market
sizes in 16 West European countries, it also
provides users with valuable trend data and
expertly calculated forecasts with which to
plan future strategies.
23rd Ed. About 620 pp. 2007.
ISBN 978-1-84264-434-8 (1-84264-434-3)*. Order #GML00108-199378.
24th Ed. About 620 pp. Ready July 2008.
ISBN TBD (TBD)*. Order #GML00108-239481.
U.S. $995.00/edition.
◆ Euromonitor International products are distributed to
libraries in North America exclusively and to all other markets
worldwide non-exclusively by GaleTM.
R17
1/6/09 6:44:40 PM
 BUSINESS: INTERNATIONAL

Vol. 89. 2007. Vol. 89. Now available.

International Directory
of Company Histories
NEW VOLUMES
series provides detailed histories of
more than 8,500 of the most influential
companies worldwide.
About 700 pp./vol.
Vol. 75. 2006.
ISBN 978-1-55862-579-2.
(1-55862-579-8)*.
Order #GML00108-220168.
Vol. 76. 2006.
ISBN 978-1-55862-580-8.
(1-55862-580-1)*.
Order #GML00108-220169.
Vol. 77. 2006.
ISBN 978-1-55862-581-5.
(1-55862-581-X)*.
Order #GML00108-220170.
Vol. 78. 2006.
ISBN 978-1-55862-582-2.
(1-55862-582-8)*.
Order #GML00108-220171.
Vol. 79. 2006.
ISBN 978-1-55862-583-9.
(1-55862-583-6)*.
Order #GML00108-220172.
Vol. 80. 2006.
ISBN 978-1-55862-584-6.
(1-55862-584-4)*.
Order #GML00108-220173.
Vol. 81. 2006.
ISBN 978-1-55862-585-3.
(1-55862-585-2)*.
Order #GML00108-220174.
Vol. 82. 2006.
ISBN 978-1-55862-586-0.
(1-55862-586-0)*.
Order #GML00108-220175.
Vol. 83. 2007.
ISBN 978-1-55862-587-7.
(1-55862-587-9)*.
Order #GML00108-220176.
Vol. 84. 2007.
ISBN 978-1-55862-588-4.
(1-55862-588-7)*.
Order #GML00108-220177.
Vol. 85. 2007.
ISBN 978-1-55862-589-1.
(1-55862-589-5)*.
Order #GML00108-220178.
Vol. 86. 2007.
ISBN 978-1-55862-590-7.
(1-55862-590-9)*.
Order #GML00108-220186.
Vol. 87. 2007.
ISBN 978-1-55862-591-4.
(1-55862-591-7)*.
Order #GML00108-200187.
Vol. 88. 2007.
ISBN 978-1-55862-592-1.
(1-55862-592-5)*.
Order #GML00108-220179.
This multi-volume
Vol. 75. Now available.
eBook ISBN 978-1-55862-623-2.
(1-55862-623-9)*.
Order #GML00108-226002.
Vol. 76. Now available.
eBook ISBN 978-1-55862-624-9.
(1-55862-624-7)*.
Order #GML00108-226003.
Vol. 77. Now available.
eBook ISBN 978-1-55862-625-6.
(1-55862-625-5)*.
Order #GML00108-226004.
Vol. 78. Now available.
eBook ISBN 978-1-55862-626-3.
(1-55862-626-3)*.
Order #GML00108-226005.
Vol. 79. Now available.
eBook ISBN 978-1-55862-627-0.
(1-55862-627-1)*.
Order #GML00108-226006.
Vol. 80. Now available.
eBook ISBN 978-1-55862-628-7.
(1-55862-628-X)*.
Order #GML00108-226007.
Vol. 81. Now available.
eBook ISBN 978-1-55862-629-4.
(1-55862-629-8)*.
Order #GML00108-226008.
Vol. 82. Now available.
eBook ISBN 978-1-55862-630-0.
(1-55862-630-1)*.
Order #GML00108-226009.
Vol. 83. Now available.
eBook ISBN 978-1-4144-2967-0.
(1-4144-2967-3)*.
Order #GML00108-233331.
Vol. 84. Now available.
eBook ISBN 978-1-4144-2968-7.
(1-4144-2968-1)*.
Order #GML00108-233332.
Vol. 85. Now available.
eBook ISBN 978-1-4144-2969-4.
(1-4144-2969-X)*.
Order #GML00108-233333.
Vol. 86. Now available.
eBook ISBN 978-1-4144-2970-0.
(1-4144-2970-3)*.
Order #GML00108-233334.
Vol. 87. Now available.
eBook ISBN 978-1-4144-2971-7.
(1-4144-2971-1)*.
Order #GML00108-233335.
Vol. 88. Now available.
eBook ISBN 978-1-4144-2972-4.
(1-4144-2972-X)*.
Order #GML00108-233336.
ISBN 978-1-55862-593-8. eBook ISBN 978-1-4144-2973-1.
(1-55862-593-3)*.
Order #GML00108-220180.
(1-4144-2973-8)*.
Order #GML00108-233337.
Vol. 90. 2007. Vol. 90. Now available.
ISBN 978-1-55862-594-5. eBook ISBN 978-1-4144-2974-8.
(1-55862-594-1)*. (1-4144-2974-6)*.
Order #GML00108-220181. Order #GML00108-233338.
Vol. 91. Ready February 2008. Vol. 91. Ready February 2008.
ISBN 978-1-55862-612-6. eBook ISBN 978-1-4144-2975-5.
(1-55862-612-3)*. (1-4144-2975-4)*.
Order #GML00108-226215. Order #GML00108-233339.
Vol. 92. Ready March 2008. Vol. 92. Ready March 2008.
ISBN 978-1-55862-613-3. eBook ISBN 978-1-4144-2976-2.
(1-55862-613-1)*. (1-4144-2976-2)*.
Order #GML00108-226216. Order #GML00108-233340.
Vol. 93. Ready May 2008. Vol. 93. Ready May 2008.
ISBN 978-1-55862-614-0. eBook ISBN 978-1-4144-2977-9.
(1-5586-2614-X)*. (1-4144-2977-0)*.
Order #GML00108-226217. Order #GML00108-233341.
Vol. 94. Ready July 2008. Vol. 94. Ready July 2008.
ISBN 978-1-55862-615-7. eBook ISBN 978-1-4144-2978-6.
(1-55862-615-8)*. (1-4144-2978-9)*.
Order #GML00108-226218. Order #GML00108-233342.
Vol. 95. Ready August 2008. Vol. 95. Ready August 2008.
ISBN 978-1-55862-616-4. eBook ISBN 978-1-4144-2979-3.
(1-5586-2616-6)*. (1-4144-2979-7)*.
Order #GML00108-226219. Order #GML00108-233343.
Vol. 96. Ready September 2008. Vol. 96. Ready September 2008.
ISBN 978-1-55862-617-1. eBook ISBN 978-1-4144-2980-9.
(1-55862-617-4)*. (1-4144-2980-0)*.
Order #GML00108-226220. Order #GML00108-233344.
Vol. 97. Ready November 2008. Vol. 97. Ready November 2008.
ISBN 978-1-55862-618-8. eBook ISBN 978-1-4144-2981-6.
(1-55862-618-2)*. (1-4144-2981-9)*.
Order #GML00108-226221. Order #GML00108-233345.
Vol. 98. Ready December 2008. Vol. 98. Ready December 2008.
ISBN 978-1-55862-619-5. eBook ISBN 978-1-4144-2982-3.
(1-5586-2619-0)*. (1-4144-2982-7)*.
Order #GML00108-226222. Order #GML00108-233346.
U.S. $259.00/vol. Visit gale.com/gvrl for eBook pricing.
Entire backfile now available online on Gale Virtual Reference Library!
eBook Vols 1-58 available as set.
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eBook ISBN: 978-1-55862-703-1 Order # GML00108-239473
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R18 http://gale.cengage.com/world

11-26_LR_SL.indd 18 1/6/09 6:44:42 PM


European Marketing
Data and Statistics
Published by Euromonitor International
NEW EDITION ◆ This acclaimed annual
compendium of statistical information on
44 countries of Western and Eastern Europe
provides a wealth of detailed information.
Data is presented in spreadsheet format
and a number of extrapolated tables have
been included, together with graphs,
marketing maps and diagrams. The data coverage includes a
considerable number of long-term trends, which permits the analysis
of socioeconomic patterns over a longer time span as a basis for
forecasting. The inclusion of figures from the most recent complete
year for key parameters ensures that up-to-date information is
available for analysis.
43rd Ed. About 475 pp. 2007.
ISBN 978-1-8426-4453-9 (1-8426-4-453-X)*. Order #GML00108-234273.
44th Ed. About 475 pp. Ready December 2008.
ISBN TBD (TBD)*. Order #GML00108-239482.
U.S. $650.00/edition.
World Retail
Data and Statistics
Published by Euromonitor International
NEW EDITION ◆ This new publication
allows instant access to an extensive range
of hard-to-find yet essential retailing
data. The single volume offers users with
detailed information spanning 51 countries
worldwide. Data is presented in a series of
clear and concise tables, making it easy to
compare trends across countries and regions. Use World Retail Data
and Statistics to target sales opportunities; model distribution trends;
track global retailing movements; pinpoint new outlets; forecast
trends; formulate new strategies; develop sales plans; and more.
4th Ed. About 300 pp. 2006.
ISBN 978-1-8426-4428-7 (1-84264-428-9)*. Order #GML00108-230423.
5th Ed. About 300 pp. Ready September 2008.
ISBN TBD (TBD)*. Order #GML00108-239488.
U.S. $645.00/edition.
http://gale.cengage.com/world
11-26_LR_SL.indd 19
BUSINESS: INTERNATIONAL
International Marketing
Data & Statistics
Published by Euromonitor International
NEW EDITION ◆ This companion
volume to Euromonitor’s European
Marketing Data & Statistics contains
statistical coverage for 161 countries
around the world outside Europe.
With data on business and marketing
parameters, including education, consumer
expenditure and population trends and forecasts, this handbook
is an excellent starting point for international market information.
Comprehensively indexed, with a directory of information sources,
it is a proven and indispensable marketing tool.
32nd Ed. About 600 pp. 2007.
ISBN 978-1-84264-454-6 (1-84264-454-8)*. Order #GML00108-234274.
33rd Ed. About 600 pp. Ready December 2008.
ISBN TBD (TBD)*. Order #GML00108-239484.
U.S. $650.00/edition.
Market Share Reporter
NEW EDITION Providing global coverage in a new, two-volume
format, Market Share Reporter presents comparative business
statistics in a clear, straightforward manner, providing an overview
of international companies, products and services. A convenient
arrangement by four-digit SIC code helps business decisionmakers
and researchers easily access needed data for more than 2,000
entries. Each entry features a descriptive title; data and market
description; a list of producers/products along with their market
share; and more. (Previously published as Market Share Reporter
and World Market Share Reporter.)
2007 Ed. About 1,000 pp. in 2 vols. 2006.
ISBN 978-0-7876-8609-3 (0-7876-8609-3)*. Order #GML00108-193512.
2008 Ed. About 1,000 pp. in 2 vols. 2007.
ISBN 978-0-7876-8610-9 (0-7876-8610-7)*. Order #GML00108-193513.
2009 Ed. About 1,000 pp. Ready September 2008.
ISBN 978-1-4144-0871-2 (1-4144-0871-4)*. Order #GML00108-226237.
U.S. $588.00/2-vol. set.
Telecommunications
Directory
NEW EDITION Telecommunications
Directory provides detailed information on
more than 9,000 global telecommunications
companies providing a range of products
and services.
17th Ed. About 2,500 pp. in 2 vols. 2007.
ISBN 978-0-7876-8097-8 (0-7876-8097-4)*. Order #GML00108-193000.
U.S. $750.00/2-vol. set.
18th Ed. About 2,500 pp. Ready May 2008.
ISBN 978-0-7876-9626-9 (0-7876-9626-9)*. Order #GML00108-199751.
U.S. $803.00/2-vol. set.
R19
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 BUSINESS: INTERNATIONAL
Trade Shows Worldwide
NEW EDITION Each edition of this
annual resource includes listings for more
than 10,000 trade shows; approximately
6,000 trade show sponsoring organizations;
and more than 5,900 facilities, services and
information sources on trade shows and
exhibitions held in the United States and
around the globe.
24th Ed. About 1,900 pp. 2007.
ISBN 978-0-7876-8969-8 (0-7876-8969-6)*. Order #GML00108-193872.
U.S. $480.00.
25th Ed. About 1,900 pp. Ready June 2008.
ISBN 978-0-7876-9997-0 (0-7876-9997-7)*. Order #GML00108-220128.
U.S. $500.00.
World Environmental Databook
Published by Euromonitor International
◆ The World Environmental Databook presents a wealth of
up-to-date environmental statistics across 71 countries worldwide.
It provides an insight into the state of the environment of each
nation and includes detailed data on land area, agricultural use and
output, energy resources, output and consumption, pollution, waste
management, pesticide consumption and conservation. Identify
trends between countries and make comparisons such as which
countries are the most environmentally friendly or which are causing
the most pollution. The inclusion of a series of unique comparative
world environmental rankings allows you to compare the relative
position of each of the 71 countries.
1st Ed. 2006.
ISBN 978-1-8426-4396-9. (1-84264-396-7)*. Order #GML00108-230443.
U.S. $650.00.
World Income Distribution
Published by Euromonitor International
NEW EDITION ◆ If you want to know
how many households have an income in
a given income bracket or the income of
a specific age group (15-19 year olds for
example), or indeed how many households
fit into a certain income band, then World
Income Distribution has the answers. All
data is fully comparable over 71 countries,
making this an invaluable research tool for anyone looking to
understand and analyze income patterns worldwide.
5th Ed. About 350 pp. 2007.
ISBN 978-1-84264-440-9 (1-84264-440-8)*. Order #GML00108-234270.
6th Ed. About 350 pp.. Ready September 2008.
ISBN TBD (TBD)*. Order #GML00108-239489.
U.S. $995.00/edition.
R20 http://gale.cengage.com/world
11-26_LR_SL.indd 20
World Consumer Lifestyles
Databook: Key Trends
Published by Euromonitor International
NEW EDITION ◆ A statistical book
focusing on people rather than products, this
publication presents population segments,
lifestyle indicators and socioeconomic
parameters for 71 countries, giving you
a complete understanding of consumers
worldwide. Examples of data captured: crime
and medical statistics, population for major cities, number of children
per household, marital status, migration numbers, household dwelling
types, number of pets per household and more. Data is displayed in
tabular format, and coverage spans 11 years.
7th Ed. About 500 pp. Ready March 2008.
ISBN 978-1-8426-4-466-9 (1-84264-466-1)*. Order #GML00108-234239.
U.S. $1,190.00.
World Directory of Business
Information Libraries
Edition 6
Published by Euromonitor International
◆ Industry magazines, newsletters and journals are invaluable
information sources when researching new markets and promoting
products to new customers. In this specialist directory we list 1,700 trade
and business journals, providing full contact details for the publisher,
together with coverage, readership, frequency, price and circulation.
Much more than a media directory, this title is a powerful business
research tool.
6th Ed. About 350 pp. 2007.
ISBN 978-1-84264-415-7 (1-84264-415-7)*. Order #GML00108-230429.
U.S. $650.00.
World Directory of Business
Information Web Sites
Published by Euromonitor International
◆ The latest edition of the World Directory of Business Information
Web Sites gives full details of more than 1,500 authoritative sources of
business data which are available free on the Internet. Global in scope,
it covers all major types of business information, including official
statistics, trade association statistics, market research reports, online
surveys, top company rankings and company and brand information.
7th Ed. About 200 pp. 2007.
ISBN 978-1-84264-383-9 (1-84264-383-5)*. Order #GML00108-226424.
U.S. $690.00.
◆ Euromonitor International products are distributed to
libraries in North America exclusively and to all other markets
worldwide non-exclusively by GaleTM.
1/6/09 6:44:44 PM
 BUSINESS: INTERNATIONAL

World’s Major Major Companies of Africa South of the Sahara

Companies Series
Published by Graham & Whiteside
NEW EDITION The Major Companies
directories provide quality company
information on the leading businesses
2009 Ed. About 1,300 pp. Ready December 2008.
ISBN: 978-1-86099-546-0 (1-86099-546-2)*. Order #GML00108- 239491.
U.S. $810.00.
Major Companies of Latin America and the Caribbean
2009 Ed. About 1,400 pp. Ready December 2008.
ISBN: 978-1-86099-547-7 (1-86099-547-0)*. Order #GML00108-239507.
U.S. $1,200.00.

worldwide. These directories are
packed with essential facts and contacts,
including address, phone and fax
numbers; e-mail and Web addresses; listings
of a company’s activities, parents, subsidiaries and agents, brands and
trademarks; and financial information for the previous two years.
Major Companies of Europe 2009
28th Ed. About 5,250 pp. in 7 vols. Ready December 2008.
ISBN: 978-1-86099-539-2 (1-86099-539-X)*. Order #GML00108-239499.
U.S. $3,220.00/vol.
Also available individually:
Vol. 1: Southern Europe - Cypress, Greece, Italy, Israel, Malta, Portugal, Spain, Turkey.
ISBN: 978-1-86099-532-3 (1-86099-532-2)*. Order #GML00108-239500.
Vol. 2: France.
ISBN: 978-1-86099-533-0 (1-86099-533-0)*. Order #GML00108-239501.
Vol. 3: Germany.
ISBN: 978-1-86099-534-7 (1-86099-534-9)*. Order #GML00108-239502.
Vol. 4: Benelux Region - Austria, Belgium, Liechtenstein, Luxembourg,
Netherlands, Switzerland.
ISBN: 978-1-86099-535-4 (1-86099-535-7)*. Order #GML00108-239503.
Vol. 5: Scandinavia - Denmark, Finland, Iceland, Norway, Sweden.
ISBN: 978-1-86099-536-1 (1-86099-536-5)*. Order #GML00108-239504.
Vol. 6: Central Europe – Bulgaria, Czech Republic, Estonia, Hungary, Latvia, Lithuania,
Poland, Romania, Slovakia, Slovenia.
ISBN: 978-1-86099-537-8 (1-86099-537-3)*. Order #GML00108-239505.
Vol. 7: United Kingdom and Ireland.
ISBN: 978-1-86099-538-5 (1-86099-538-1)*. Order #GML00108-239506.
U.S. $590.00/vol.
Major Companies of the Arab World
32nd Ed.: 2009. About 1,300 pp. Ready December 2008.
ISBN: 978-1-86099-531-6 (1-86099-531-4)*. Order #GML00108-239492.
U.S. $1,400.00.
Major Chemical and Petrochemical Companies of the World
10th Ed.: 2008. About 1,500 pp. Ready June 2008.
ISBN: 978-1-86099-522-4 (1-86099-522-5)*. Order #GML00108-239490.
U.S. $1,280.00.
Major Energy Companies of the World
11th Ed.: 2008. About 700 pp. Ready May 2008.
ISBN: 978-1-86099-523-1 (1-86099-523-3)*. Order #GML00108-239508.
U.S. $1,280.00.
Major Financial Institutions of the World
11th Ed.: 2008. About 1,900 pp. in 2 vols. Ready May 2008.
ISBN: 978-1-86099-526-2 (1-86099-526-8)*. Order #GML00108-239509.
U.S. $1,280.00.
Major Food and Drink Companies of the World
11th Ed.: 2008. About 1,700 pp. Ready May 2008.
ISBN: 978-1-86099-527-9 (1-86099-527-6)*. Order #GML00108-239523.
U.S. $1,280.00.
Major Information Technology Companies of the World
10th Ed.: 2008. About 700 pp. Ready May 2008.
ISBN: 978-1-86099-528-6 (1-86099-528-4)*. Order #GML00108-239512.
U.S. $1,280.00.
Major Pharmaceutical & Biotechnology Companies of the World
10th Ed.: 2008. About 700 pp. Ready May 2008.
ISBN: 978-1-86099-529-3 (1-86099-529-2)*. Order #GML00108-239513.
U.S. $1,280.00.
Major Telecommunications Companies of the World
11th Ed.: 2008. About 1,000 pp. Ready May 2008.
ISBN: 978-1-86099-521-7 (1-86099-521-7)*. Order #GML00108-239514.
U.S. $1,280.00.

Major Companies of Central & Eastern Europe

and the Commonwealth of Independent States
2009 Ed. About 1,300 pp. Ready November 2008.
ISBN: 978-1-86099-545-3 (1-86099-545-4)*. Order #GML00108-239498.
U.S. $1,530.00.
Graham & Whiteside™ products are distributed to
Major Companies of Asia and Australasia libraries worldwide and to other markets in the U.S.
25th Ed.: 2009. About 3,200 pp. in 4 vols. Ready December 2008. and Canada exclusively by Gale.
ISBN: 978-1-86099-544-6 (1-86099-544-6)*. Order #GML00108-239494.
U.S. $2,990.00/4-vol. set.
Also available individually:
Vol. 1: South East Asia - Brunei, Cambodia, Indonesia, Laos, Malaysia,
Myanmar, Philippines, Singapore, Thailand, Vietnam.
ISBN: 978-1-86099-540-8 (1-86099-540-3)*. Order #GML00108-239495.
U.S. $910.00.
Vol. 2: East Asia - People’s Republic of China, Hong Kong, Japan, South Korea, North
Korea, Mongolia, Taiwan.
ISBN: 978-1-86099-541-5 (1-86099-541-1)*. Order #GML00108-239496.
U.S. $1,000.00.
Vol. 3: Australasia - Australia, New Zealand, Papua New Guinea.
ISBN: 978-1-86099-542-2 (1-86099-542-X)*. Order #GML00108-239497.
U.S. $620.00. ◆ Euromonitor International products are distributed to
Vol. 4: Southwest Asia - Bangladesh, Bhutan, India, Nepal, Pakistan, Sri Lanka. libraries in North America exclusively and to all other markets
ISBN: 978-1-86099-543-9 (1-86099-543-8)*. Order #GML00108-239493. worldwide non-exclusively by GaleTM.
U.S. $810.00.

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 BUSINESS: INTERNATIONAL

World Directory of Trade and World Economic Factbook

Business Associations
Edition 5
Published by Euromonitor International
“Definitive resource.”
— What’s New in Advertising & Marketing (March 1995)
◆ Trade and business associations have always been excellent sources
of information. The World Directory of Trade and Business Associations
profiles trade and business associations across many countries and
market sectors. This resource not only provides contact information,
but also covers the activities of thousands of international trade and
business associations.
5th Ed. About 350 pp. 2007.
ISBN 978-1-84264-414-0 (1-84264-414-9)*. Order #GML00108-230428.
U.S. $650.00.
World Directory of Trade and
Business Journals
Edition 3
Published by Euromonitor International
◆ Industry magazines, newsletters and journals are invaluable
information sources when researching new markets and promoting
products to new customers. In this specialist directory we list 1,700 trade
and business journals, providing full contact details for the publisher,
together with coverage, readership, frequency, price and circulation.
Much more than a media directory, this title is a powerful business
research tool.
3rd Ed. About 450 pp. 2007.
ISBN 978-1-84264-416-4 (1-84264-416-5)*. Order #GML00108-230441.
U.S. $650.00.
Published by Euromonitor International
“Highly recommended to academic
research libraries.”
— American Reference Books Annual 1999
(on a previous edition)
NEW EDITION ◆ This indispensable
handbook presents essential economic,
demographic and political information on
205 of the world’s principal countries. The
World Economic Factbook provides current information on geographic
location, details of chief industries, exports, imports and much more.
Each country entry includes the most current statistical data on: Average
Household Size, Life Expectancy, Urban Population and more.
16th Ed. About 350 pp. Ready December 2008.
ISBN TBD (TBD)*. Order #GML00108-239487.
U.S. $650.00/edition.
Global Market Share Planner Series
Use the Global Market Share Planner Series titles to identify the
top companies dominating world markets using Euromonitor’s
unique rankings:
Once you have identified the companies of interest, you can find
a profile of the parent company plus other key subsidiaries in the
Americas, Europe and South Africa, and Asia Pacific. Use these
profiles to understand their strategies for success.
There are many company directories available, but the strength of
this series is the selectivity and detail of the information. You can
be sure of identifying the top companies in each sector, and you will
get a real understanding of company structures (who owns what),
the brands available in different markets and company shares.
5th Ed. About 3,000 pp. in 6 vols. Ready March 2008.
Available individually:
• Market Share Tracker (volume 1)
• World Leading Global Brand Owners (volume 2)
• Major Market Share Companies: Americas (volume 3)
• Major Market Share Companies: Western Europe (volume 4)
• Major Market Share Companies: Asia-Pacific (volume 5)
• Major Market Share Companies: Eastern Europe, Middle East
and South Africa (volume 6)

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 BUSINESS: INTERNATIONAL

◆
Major Market Share Market Share Tracker
Companies: Asia Pacific Published by Euromonitor International
Published by Euromonitor International NEW EDITION ◆ Provides market share
NEW EDITION ◆ This directory is data for leading consumer brand-owning
a guide to the leading brand-owning companies for the top 4,500 companies
companies operating in the Asia-Pacific across 30 countries worldwide.
region.
5th Ed. About 500 pp. Ready February 2008.
5th Ed. About 500 pp. Ready March 2008. ISBN 978-1-84264-460-7 (1-84264-460-2)*.
ISBN 978-1-84264-463-8 (1-84264-463-7)*. Order #GML00108-239080.
Order #GML00108-199383. U.S. $1,495.00.
U.S. $1,295.00.

Major Market Share Companies: Americas

Major Market Share Companies: Eastern Published by Euromonitor International
Europe, Middle East and South Africa NEW EDITION ◆ This directory is a guide to the leading brand-
owning companies operating in North America and Latin America.
Published by Euromonitor International
Country coverage: Argentina, Brazil, Canada, Chile, Mexico,
NEW EDITION ◆ This directory is a guide to the leading USA and Venezuela.
brand-owning companies operating in Eastern Europe, the Middle
East and South Africa. 5th Ed. About 500 pp. Ready February 2008.
ISBN 978-1-84264-461-4 (1-84264-461-0)*. Order #GML00108-199381.
3rd Ed. About 500 pp. Ready March 2008. U.S. $1,295.00.
ISBN 978-1-84264-464-5 (1-84264-464-5)*. Order #GML00108-239081.
U.S. $1,295.00.

Major Market Share World Leading

Companies: Western Europe Global Brand Owners
Published by Euromonitor International Published by Euromonitor International
NEW EDITION ◆ This director is a guide NEW EDITION ◆ World Leading Global
to the leading brand-owning companies
Brand Owners provides in-depth profiles
operating in Western Europe.
of the leading 200 consumer brand-owning
5th Ed. About 1,000 pp. in 2 vols. Ready March 2008.
companies operating around the world.
ISBN 978-1-84264-462-1 (1-84264-462-9)*.
Order #GML00108-199385. 5th Ed. About 600 pp. Ready March 2008.
U.S. $1,295.00/2-vol. set. ISBN 978-1-84264-465-2 (1-84264-465-3)*. Order #GML00108-221064.
U.S. $1,495.00.

◆ Euromonitor International products are distributed to

libraries in North America exclusively and to all other markets
worldwide non-exclusively by GaleTM.

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 BUSINESS: INTERNATIONAL
Asian Marketing Data
& Statistics
Published by Euromonitor International
NEW EDITION ◆ Asia Marketing Data
& Statistics allows you to compile detailed
demographic and economic profiles of 45
Asian countries, making it an extremely
valuable reference and powerful marketing
tool. Whether you need to know the
number of Internet hosts in Japan, trends in
unemployment rates in Malaysia or new registration of passenger cars
in Singapore, your answers can all be found in this resource.
3rd Ed. About 400 pp. 2007.
ISBN 978-1-84264-433-1 (1-84264-433-5)*. Order #GML00108-239072.
U.S. $595.00.
Biographical Dictionary
of British Economists
This set of international scholarship spans
600 years of British economics, including
profiles of the most current figures at work
today. Under the guidance of University
of Edinburgh’s Donald Rutherford, the
contributions of more than 150 specialists
worldwide are compiled into this single,
comprehensive resource. With more than 600
biographical entries, providing biographical sketches, analysis and
assessment of the writer’s doctrines, ideas and contributions, helping
to place the author in historical context and highlight influences.
Published by Thoemmes Continuum. Distributed to all markets worldwide
non-exclusively by Gale.
1st Ed. 1,330 pp. in 2 vols. 2005.
ISBN 978-1-84371-030-1 (1-84371-030-7)*. Order #GML00108-224558.
U.S. $790.00/2-vol. set.
European
Marketing Forecasts
Published by Euromonitor International
NEW EDITION ◆ Expert analysts bring
you solid projections on the outlook for
consumer markets in European countries.
Not only does this statistical compendium
concentrate on providing market size
forecasts for 330 consumer products by
value and volume, but it also provides
expert estimates to 2016 on essential socioeconomic parameters. An
essential reference for long-range planning, the volume’s data is
drawn from industry study groups, trade associations, specialist
publishers and Euromonitor’s own research.
11th Ed. About 400 pp. 2007.
ISBN 978-1-84264-446-1 (1-84264-446-7)*. Order #GML00108-234242.
12th Ed. About 400 pp. Ready November 2008
ISBN TBD (TBD)*. Order #GML00108-239483.
U.S. $995.00/edition.
R24 http://gale.cengage.com/world
11-26_LR_SL.indd 24
African Marketing Data and Statistics
Published by Euromonitor International
NEW TITLE ◆ This brand new title from Euromonitor
International is now available. African Marketing Data and Statistics
is a compendium of detailed demographic and economic statistical
information covering over 50 countries of Africa. It provides a
wealth of detailed and up-to-date statistical information relevant to
international marketing planning. Data is presented in spreadsheet
format assisting in comparative analysis of key statistics and economic
indicators such as population, home ownership, gross domestic
product (GDP), annual rates of inflation, and much more.
The data coverage includes a considerable number of long-term
trends (dating back to 1980 as available), which permits the analysis
of socioeconomic trends over a longer time span as a basis for
forecasting. African Marketing Data and Statistics provides essential
country statistics at your fingertips making it a great place to start
investigating international markets.
Other key features include:
• Unique monthly and quarterly datasets for all 52 countries listed
• 27 years of data, allowing examination of historical as well
as recent trends
• Standardized definitions for quick country-by-country comparisons
• Socio-political summaries for each country
1st Ed. 2007.
ISBN 978-1-84264-431-7. (1-84264-431-9)*. Order #GML00108- 239070.
U.S. $595.00.
International
Marketing Forecasts
Published by Euromonitor International
“Once again Euromonitor brings its
considerable expertise and knowledge
to bear upon an area of international
business information. Can serve as
an excellent source for international
marketing data and trends for both
business and academic users.”
— American Reference Books Annual 1999 (on a previous edition)
NEW EDITION ◆ Hundreds of organizations throughout
the world produce forecasts. During the course of research,
Euromonitor has assessed these sources in order to assemble a
collection of the most authoritative and useful market predictions.
International Marketing Forecasts brings together consumer market
forecasts and socioeconomic forecasts from 29 non-European
countries. In this unique handbook, you can access growth
predictions to 2007 for 330 consumer products and up to 2015 for
socioeconomic indicators. Coverage includes Australia, Canada,
China, Japan, South Africa, the United States and others.
11th Ed. About 400 pp. 2007.
ISBN 978-1-84264-447-8 (1-84264-447-5)*. Order #GML00108-234269.
12th Ed. About 400 pp. Ready November 2008.
ISBN TBD (TBD)*. Order #GML00108-239485.
U.S. $995.00/edition.
1/6/09 6:44:50 PM
 BUSINESS: INTERNATIONAL

F & S Index® — Europe Trade Unions of the World

NEW EDITION ◆ F & S Index – Europe
offers company, product and industry
information from financial publications,
business-oriented newspapers, trade
magazines and special reports. Each issue
contains valuable information on corporate
acquisitions and mergers, new products,
technological developments and social and
political factors affecting business in Europe.
2007 Cumulative Edition. 2007.
ISBN 978-1-4144-0041-9 (1-4144-0041-1)*. Order #GML00108-220320.
2008 Subscription. Ready February 2008.
ISBN 978-1-4144-0693-0. (1-4144-0693-2)*. Order #GML00108-1414406932.
This comprehensive resource covers trade unions in every
independent country in the world. Entries feature detailed coverage
of key unions; details of trade union centers, including contact
information; Web site URLs; international affiliations; discussion
of the political and economic backgrounds against which the
unions operate; an overview of trade unionism; and more.
Published by John Harper Publishing. Distributed to markets in North America
exclusively and to other markets worldwide non-exclusively by Gale.
6th Ed. 432 pp. 2005. Now available.
ISBN 978-0-95438-115-8. eBook ISBN 978-0-95511-442-7.
(0-95438-115-7)*. (0-95511-442-X)*.
Order #GML00108-224896. Order #GML00108-226957.
U.S. $160.00. Visit gale.com/gvrl for eBook pricing.

U.S. $1,917.00/subscription.

Previous subscriptions also available. Contact your Gale Representative for details.
GALE eBOOKS
F & S Index® — International
Many of these great references are also available
NEW EDITION ◆ F & S Index – International draws pertinent
electronically through the Gale Virtual Reference
business information of companies, industries and products in Canada,
Latin America, Africa,
Library (see p. 3). From literature, history and science
the Middle East, Asia and Oceania from the leading business and financial to biography, law and business, you can now provide
publications. Each issue contains valuable information on corporate often-requested titles to multiple users 24 hours a
acquisitions and mergers, new products, technological developments and day. Look for the symbol throughout this catalog
social and political factors affecting business around the globe. to identify these titles. For more information and a
complete list of titles visit http://gale.cengage.com/gvrl.
2007 Cumulative Edition. 2007.
ISBN 978-1-4144-0056-3 (1-4144-0056-X)*. Order #GML00108-220349.
2008 Subscription. Ready February 2008.
ISBN 978-1-4144-0708-1 (1-4144-0708-4)*. Order #GML00108-225918.

U.S. $1,917.00/subscription.
◆ Euromonitor International products are distributed to
Previous editions also available. Contact your Gale Representative for details.
libraries in North America exclusively and to all other markets
worldwide non-exclusively by GaleTM.

Latin American Marketing

Data and Statistics
Published by Euromonitor International
Trade Associations
NEW EDITION ◆ This updated edition and Professional Bodies
from Euromonitor allows you to compile of the Continental
detailed demographic and economic profiles for European Union
43 countries, making it an extremely valuable
reference and powerful marketing tool. Many Published by Graham & Whiteside™
different sources are contacted to research this NEW EDITION ◆ This directory provides
data, including international organizations essential information on more than 5,000
such as the IMF and UN, as well as national statistical offices and trade associations and professional bodies
national trade associations. The value of the book is that the research in the Continental European Union. Typical
is presented in easy-to-use tables that allow comparisons between
entries include: name; address; telephone
countries. At a glance you can compare similarities and differences
and fax numbers; e-mail and Web site addresses; number of
in population, home ownership, expenditure trends, crime statistics and
members; year founded; number of staff; contact name; fee; library type;
much more.
details of meetings and conventions; and a description of activities.
3rd Ed. About 400 pp. 2007.
4th Ed. About 800 pp. 2006.
ISBN 978-1-84264-432-4 (1-84264-432-7)*. Order #GML00108-239071.
ISBN 978-1-86099-476-0 (1-86099-476-8)*. Order #GML00108-221075.
U.S. $595.00.
U.S. $320.00.
5th Ed. About 800 pp. Ready September 2008.
ISBN TBD (TBD)*. Order #GML00108-239515.
U.S. $350.00.

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 BUSINESS: INTERNATIONAL
Trade Associations and
Professional Bodies of the
United Kingdom and Eire
Published by Graham & Whiteside™
NEW EDITION ◆ This directory
provides essential information on
more than 4,500 trade associations
and professional bodies in the United
Kingdom and Ireland. Typical listings
include name; address; telephone and fax
numbers; e-mail and Web site addresses; number of members;
year founded; number of staff; contact name; fee; details of
meetings and conventions; and a description of activities.
19th Ed. About 800 pp. 2007.
ISBN 978-1-86099-503-3 (1-86099-503-9)*. Order #GML00108-234295.
U.S. $320.00.
Graham & Whiteside™ products are distributed to
libraries worldwide and to other markets in the U.S.
and Canada exclusively by Gale.
World Consumer Spending
Published by Euromonitor International
NEW EDITION ◆ This title is a
compilation of up-to-date statistics on
income and earning power, and consumer
expenditure patterns in 71 countries
worldwide. You’ll find coverage of gross
and disposable income, savings, average
earnings and income by age group. It
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sectors — including household expenditure, clothing and footwear,
housing, fuel and power, transport and communication, recreation,
entertainment and education. Data is presented in standardized units,
allowing you to make comparisons between countries in seconds.
Formerly titled World Consumer Expenditure Patterns.
8th Ed. About 500 pp. 2007.
ISBN 978-1-84264-439-3 (1-84264-439-4)*. Order #GML00108-234271.
9th Ed. About 500 pp. Ready September 2008.
ISBN TBD (TBD)*. Order #GML00108-239486.
U.S. $995.00/edition.
World Economic Prospects
Published by Euromonitor International
NEW EDITION ◆ World Economic
Prospects provides qualitative data on the
countries that account for the majority
of the world’s gross domestic product.
The guide begins with a rankings section
that presents comparative rankings of:
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population and more. Each country section provides: strategic
overview; political stability and risk analysis; economic situation and
prospects; and more.
6th Ed. About 300 pp. Ready January 2008.
ISBN 978-1-84264-458-4 (1-84264-458-0)*. Order #GML00108-239078.
U.S. $650.00.
R26 http://gale.cengage.com/world
11-26_LR_SL.indd 26
World Cosmetics and Toiletries
Marketing Directory
Published by Euromonitor International
NEW EDITION ◆ The World Cosmetics and Toiletries Marketing
Directory is a unique, one-stop guide for all those interested
in this lucrative industry. Containing vital information for more than
3,200 key contacts, users can easily locate possible partners, define
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5th Ed. About 600 pp. 2007.
ISBN:978-1-84264-437-9 (1-84264-437-8)*. Order #GML00108-234275.
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World Drinks Marketing Directory
Published by Euromonitor International
NEW EDITION ◆ The World Drinks Marketing Directory has
profiles of the leading drinks companies worldwide, authoritative
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sources to consult for further information. As well as full contact
details, the Directory contains company key events, financial
information, annual growth, company market shares, major
subsidiaries and leading brands for leading players in the industry.
5th Ed. About 600 pp. in 2 vols Ready January 2008.
ISBN 978-1-84264-438-6 (1-84264-438-6)*. Order #GML00108-234276.
U.S. $1,450.00/2-vol. set.
World Food Marketing Directory
Published by Euromonitor International
NEW EDITION ◆ World Food Marketing Directory is the
definitive information source on the global food industry. In a single
book you can find all the information you need on all aspects of the
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information.
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ISBN 978-1-84264-455-3 (1-84264-455-6)*. Order #GML00108-234279.
U.S. $1,450.00/2-vol. set.
Who Buys What
Identifying International Spending Patterns by Lifestyle Group
Published by Euromonitor International
◆ This new title provides vital data on consumer purchasing
behavior by analyzing markets and countries on the basis of
lifestyle consumer groups. It provides an insight into how age,
life stage, education and gender affect consumer product purchasing
in different countries. Who Buys What is essential when planning
marketing and advertising strategies as well as helping with new
product development.
1st Ed. About 1,000 pp. in 2 vols. 2006.
ISBN 978-1-84264-382-2 (1-84264-382-7)*. Order #GML00108-226379.
U.S. $1,500.00/2-vol. set.
1/6/09 6:44:53 PM
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9783598440229 IFLA Publications 120/121: Management, Marketing and Promotion of Library Services K.G. Saur Available Now
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9781412953894 Modern Biomedical Devices Business Environments in a Global Market 4V Sage Available Now
9780313347580 Money for Minors: A Student's Guide to Economics Greenwood Available Now
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9781599041070 Social Implications and Challenges of E-Business Idea Group Available Now
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9780810859340 The Airline Encyclopedia: 1909-2000 3V Scarecrow Press Available Now
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9780313350337 Toyota Greenwood Available in October 2009
9780955114427 Trade Unions of the World; 6th ed. John Harper Available Now
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A D
Advertising and Integrated Brand Promotion, International Edition, 5e, p.2
Advertising Campaign Strategy, International Edition, 4e, p.2
Anderson/Dubinsky/Mehta, Personal Selling, 2e, p.41
Anderson/Trinkle, Outsourcing the Sales Function, p.39
Australian Case Studies in Strategic Marketing, p.22
B E
Baran/Galka/Strunk, Principles of Customer Relationship Management,
International Edition, p.10
Basic Marketing Research, International Edition, 7e, p.17
Blackwell/D’Souza/Taghian/Miniard, Consumer Behaviour, p.9
Blackwell/Miniard/Engel, Consumer Behavior, International Edition, 10e,
p.8
Blythe, Principles and Practice of Marketing, p.31
Blythe, Sales & Key Account Management, p.39
Boone/Kurtz, Principles of Contemporary Marketing, International Edition,
14e, p.32
Branch, Export Practice and Management, 5e, p.11
Branch, International Purchasing and Management, p.35
Brand Babble, p.5
Burrow, Marketing, 3e, p.28
Business Marketing Management, International Edition, 10e, p.7
C Foundations of Marketing, 3e, p.26
Campaign Planner for Integrated Brand Communications, 3e, p.3
Canzer, E-Business: Strategic Thinking and Practice, 2e, p.14
Chitty/Barker/Shimp, Integrated Marketing Communication, 2e, p.3
Churchill/Brown, Basic Marketing Research, International Edition, 7e, p.17
Churchill/Iacobucci, Marketing Research, International Edition, 9e, p.21
Clemes, Australian Case Studies in Strategic Marketing, p.22
Consumer Behavior, International Edition, 5e, p.8
Consumer Behavior, International Edition, 10e, p.8
Consumer Behaviour, p.9
Consumer Behaviour, p.9
Coyle/Bardi/Novack, Management of Transportation, International
Edition, 6e, p.6
Customer Behavior, 2e, p.10
Czinkota/Kotabe, Marketing Management, 2e, p.16
Czinkota/Ronkainen, International Marketing, International Edition, 8e,
p.13
Czinkota/Ronkainen/Sutton-Brady/Beal, International Marketing, First
Asia-Pacific Edition, p.13
www.cengageasia.com
i-iii_Mkt_Ind_SL.indd i
Combined Author/Title Index
Developing and Role Playing Effective Sales Presentations, 3e, p.40
Diggs-Brown, The PR StyleGuide, 2e, p.35
Dobson, Introduction to Online Company Research, p.20
Doole/Lowe, International Marketing Strategy, 5e, p.13
Doole/Lowe, Strategic Marketing Decisions in Global Markets, p.24
Dunne/Lusch, Retailing, International Edition, 6e, p.38
E-Business: Strategic Thinking and Practice, 2e, p.14
Electronic Marketing, 2e, p.14
Essentials of Marketing, 3e, p.25
Essentials of Marketing Research, International Edition, 4e, p.18
Essentials of Marketing, International Edition, 6e, p.26
Evans/O’Malley/Patterson, Exploring Direct and Customer Relationship
Marketing, 2e, p.37
Exploring Direct and Customer Relationship Marketing, 2e, p.37
Exploring Marketing Research, International Edition, 10e, p.19
Export Practice and Management, 5e, p.11
F
Farce to Force, p.14
Ferrell/Hartline, Marketing Strategy, International Edition, 4e, p.23
Fisk/Grove/John, Interactive Services Marketing, 3e, p.42
G
Gillespie/Jeannet/Hennessey, Global Marketing: An Interactive Approach,
2e, p.12
Global Marketing Management, 5e, p.11
Global Marketing: An Interactive Approach, 2e, p.12
H
Hair/Anderson/Mehta/Babin, Sales Management: Building Customer
Relationships and Partnerships, p.40
Handfield/Monczka/Giunipero/Patterson, Sourcing and Supply Chain
Management, International Edition, 4e, p.36
Hanson, Internet Marketing and E-Commerce, International Edition, 2e,
p.15
Harris/Whalen, The Marketer’s Guide to Public Relations in the 21st
Century, p.34
Hart, Marketing Changes, p.23
Healy, Strategic Marketing Analysis, 2e, p.23
Hendrix, Public Relations Cases, International Edition, 8e, p.33
Hoffman/Bateson, Services Marketing, International Edition, 3e, p.42
Hoffman/Czinkota/Dickson/Dunne, Marketing Principles and Best
Practices, International Edition, 3e, p.29
Hoyer/MacInnis, Consumer Behavior, International Edition, 5e, p.8
Hutt/Speh, Business Marketing Management, International Edition, 10e,
p.7
i
1/6/09 6:48:17 PM
 Combined Author/Title Index

I Marketing Research, 2e, p.21

Iacobucci, Marketing Management (with Qualtrics Info Card and Bind-In
Printed Access Card), p.17
Ingram/LaForge/Avila/Schwepker, Professional Selling, 4e, p.41
Integrated Marketing Communication, 2e, p.3
Integrated Marketing Communications in Advertising and Promotion,
International Edition, 8e, p.4
Interactive Services Marketing, 3e, p.42
International Marketing, 3e, p.12
International Marketing Strategy, 5e, p.13
International Marketing, First Asia-Pacific Edition, p.13
International Marketing, International Edition, 8e, p.13
International Purchasing and Management, p.35
Internet Marketing and E-Commerce, International Edition, 2e, p.15
Internet Marketing: Foundations and Applications, 2e, p.16
Introduction to Marketing, International Edition, 10e, p.27
Introduction to Online Company Research, p.20
Introduction to Online Competitive Intelligence Research, p.20
Introduction to Online Market and Industry Research, p.20
J Ogden/Ogden, Retailing: Integrated Retail Management, p.38
Jones/Stevens/Chonko, Selling ASAP, p.42
Marketing Research, International Edition, 9e, p.21
Marketing Strategy, International Edition, 4e, p.23
Marketing, International Edition, 15e, p.30
McCue, Farce to Force, p.14
McDaniel/Lamb/Hair, Introduction to Marketing, International Edition,
10e, p.27
MKTG 3.0 2009 Edition (with Review Card and Printed Access Card), , 3e,
p.30
Muhlbacher/Dahringer/Leihs, International Marketing, 3e, p.12
N
Newsom/Haynes, Public Relations Writing, International Edition, 8e, p.34
O
O’Guinn/Allen/Semenik, Advertising and Integrated Brand Promotion,
International Edition, 5e, p.2
Obermayer, Managing Sales Leads, p.39
Outsourcing the Sales Function, p.39

P
K
Parasuraman/Grewal/Krishnan, Marketing Research, 2e, p.21
Kaser/Oelkers, Sports and Entertainment Marketing, 3e, p.43 Parente, Advertising Campaign Strategy, International Edition, 4e, p.2
Personal Selling, 2e, p.41
Pride/Ferrell, Foundations of Marketing, 3e, p.26
L Pride/Ferrell, Marketing Express, 3e, p.29
Pride/Ferrell, Marketing, International Edition, 15e, p.30
Lamb/Hair/McDaniel, Essentials of Marketing, International Edition, 6e, Principles and Practice of Marketing, p.31
p.26 Principles of Contemporary Marketing, International Edition, 14e, p.32
Lamb/Hair/McDaniel, MKTG 3.0 2009 Edition (with Review Card and Principles of Customer Relationship Management, International Edition,
Printed Access Card), , 3e, p.30 p.10
Langley/Coyle/Gibson/Novack, Managing Supply Chains, International Professional Selling, 4e, p.41
Edition (with Student CD-ROM), 8e, p.6 Public Relations, p.32
Little/Marandi, Relationship Marketing Management, p.37 Public Relations Cases, International Edition, 8e, p.33
Public Relations in Asia, p.33
Public Relations Writing, International Edition, 8e, p.34
M Purchasing and Supply Chain Management, 4e, p.36

Management of Transportation, International Edition, 6e, p.6

Managing Sales Leads, p.39 Q
Managing Supply Chains, International Edition (with Student CD-ROM),
8e, p.6 Quelch/Bartlett, Global Marketing Management, 5e, p.11
Marconi, Public Relations, p.32 Quelch/Laidler-Kylander, The New Global Brands, p.25
Marketing, 3e, p.28
Marketing Changes, p.23
Marketing Channels, 7e, p.16
Marketing Express, 3e, p.29
Marketing Management, 2e, p.16
Marketing Management (with Qualtrics Info Card and Bind-In Printed
Access Card), p.17
Marketing Principles and Best Practices, International Edition, 3e, p.29

ii www.cengageasia.com

i-iii_Mkt_Ind_SL.indd ii 1/6/09 6:48:18 PM

 Combined Author/Title Index

R W
Reed, Strategic Marketing Planning, 2e, p.24 Webb, Understanding and Designing Marketing Research, 2e, p.22
Reedy/Schullo, Electronic Marketing, 2e, p.14 Weele, Purchasing and Supply Chain Management, 4e, p.36
Relationship Marketing Management, p.37 Wright, Consumer Behaviour, p.9
Retail Marketing, p.38
Retailing, International Edition, 6e, p.38
Retailing: Integrated Retail Management, p.38 Y
Rosenbloom, Marketing Channels, 7e, p.16
Yeshin, Sales Promotion, p.5

S
Z
Sales & Key Account Management, p.39
Sales Management: Building Customer Relationships and Partnerships, Zikmund/Babin, Essentials of Marketing Research, International Edition,
p.40 4e, p.18
Sales Promotion, p.5 Zikmund/Bain, Exploring Marketing Research, International Edition, 10e,
Sayre, Campaign Planner for Integrated Brand Communications, 3e, p.3 p.19
Schultz/Schultz, Brand Babble, p.5
Sellars, Developing and Role Playing Effective Sales Presentations, 3e, p.40
Selling ASAP, p.42
Services Marketing, International Edition, 3e, p.42
Shamel/Shamel, Introduction to Online Market and Industry Research,
p.20
Sheth/Mittal, Customer Behavior, 2e, p.10
Shimp, Integrated Marketing Communications in Advertising and
Promotion, International Edition, 8e, p.4
Siegel, Internet Marketing: Foundations and Applications, 2e, p.16
Sourcing and Supply Chain Management, International Edition, 4e, p.36
Sports and Entertainment Marketing, 3e, p.43
Sriramesh, Public Relations in Asia, p.33
Strategic Marketing Analysis, 2e, p.23
Strategic Marketing Decisions in Global Markets, p.24
Strategic Marketing Planning, 2e, p.24
Strauss/Neal, Value Creation, p.5
Sullivan/Adcoc, Retail Marketing, p.38
Summers/Gardner/Lamb/Hair, Essentials of Marketing, 3e, p.25

T
The Marketer’s Guide to Public Relations in the 21st Century, p.34
The New Global Brands, p.25
The PR StyleGuide, 2e, p.35

U
Understanding and Designing Marketing Research, 2e, p.22

V
Value Creation, p.5
Vibert, Introduction to Online Competitive Intelligence Research, p.20

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 • Advertising & Promotion • Brand Management • Business Logistics • Business To Business Marketing
• Consumer Behavior • Customer Relationship Management • International Marketing and others...

Business Marketing Exploring Marketing Foundations of Marketing, Introduction to Marketing,

Management, International Research, International 3e International Edition, 10e
Edition, 10e Edition, 10e Pride • Ferrell McDaniel • Lamb • Hair
Hutt • Speh Zikmund • Babin refer to p.26 refer to p.27
refer to p.7 refer to p.19

Sourcing and Supply Sales Managment Encyclopedia of Brands and Their

Chain Management, Hair • Anderson • Mehta • Marketing Campaigns Companies
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