SECTIONAL CATALOG 2013 - 2014
MARKETING
CENGAGE LEARNING ASIA | www.cengageasia.com
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Contents
Marketing
Advertising/Promotion .....................................2
B2B/Industrial Marketing .................................9
Business Logistics ............................................ 10
Consumer Behavior ......................................... 12
International Marketing ................................. 16
Internet Marketing ......................................... 20
Marketing Channels ........................................22
Marketing in Society ....................................... 23
Marketing Management ................................ 24
Marketing Research ......................................... 25
Marketing Strategy ..........................................34
Pricing .................................................................38
Principles of Marketing.................................. 40
Purchasing..........................................................50
Retailing .............................................................52
Selling.................................................................. 53
Sales Management...........................................54
Services Marketing .......................................... 55
Social Media Marketing ..................................58
Combined Author/Title Index ...................... 60
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to traditional textbooks
ADVERTISING/PROMOTION
CONTENTS
ADVERTISING AGE
The Principles of Advertising and Marketing
Communication at Work, International Edition
Esther Thorson, University of Missouri; Margaret Duffy, University of
Missouri
This book is the perfect accompaniment to any of the
Advertising and IMC advertising texts. It can serve
as a standalone textbook for introductory courses
as well. For instructors, it offers the opportunity to
engage students theoretically and practically and in a
cost-effective way. The emphasis on applying research
and theory to practice is shown graphically through
literally hundreds of examples and outside references.
Students will find the book to be accessible and easy
to understand while rigorous in its investigation of
communication practices.
1. What is Advertising and What New Forms is it Taking?
2. Business Structures in the Advertising Industry. 3.
Important Times in Advertising History. 4. Ethical and
Regulatory Contexts of Advertising. 5. Theory About
How Advertising Works. 6. Segmentation, Brand
Positioning, and Defining the Brand Value Proposition. 7.
Research: The Magic Ingredient in Effective Advertising.
8. Advertising and Promotion Management and
Planning. 9. Advertising Planning—an International
Perspective. 10. The Creative Strategy of Advertising
Messages. 11. Telling a Story that Showcases the Creative
Strategy: Creative Advertising Executions. 12. Creative
Copywriting. 13. Creative Design and Visuals. 14. Media
Planning. 15. Media Planning for Traditional Advertising
Media. 16. Media Planning for the Internet and Other
Digital Media. 17. Promotions and their relationship to
advertising. 18. Public Relations and Advertising. 19.
Integrated Marketing Communication. 20. Advertising’s
Future.
© 2012, 224pp, Paperback, 9781111970468, South-Western
College
FEATURES
• The book is as timely as a text can be—rooted in the
“real world” that students and practitioners really
want.
• The book is not the classic 12-pound advertising
textbook. It presents solid concepts in a way that’s
affordable, lively, readable and full of example and
anecdotes that show, don’t tell.
• It acquaints students with Ad Age as a significant and
authoritative news and opinion source for everything
relating to advertising and marketing communication.
• The book powerfully links today’s advertising and
strategic communication to the world of theory and
solid marketing research to reveal what works in
today’s environment.
• The book can be used as an affordable stand-alone
textbook for survey and introductory advertising
and IMC courses, or used as a valuable supplement
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ADVERTISING AND PROMOTIONS, 6E
An Integrated Brand Approach, International Edition
Richard J. Semenik, Montana State University - Bozeman; Chris Allen,
University of Cincinnati; Thomas O’Guinn, University of WisconsinMadison; Hans Rüdiger Kaufmann
Show your students how good advertising is the result
of hard work and careful planning with the exciting new
ADVERTISING AND PROMOTIONS: AN INTEGRATED
BRAND APPROACH, 6E, International Edition from
leading authors Semenik/Allen/O’Guinn. This clearly
written text brings a solid understanding of advertising
strategy to life with more dynamic visuals and graphic
www.cengageasia.com
International Edition
examples than ever before. More than 500 of today’s
most contemporary ads and exhibits help provide
the innovative, integrated learning experience your
students need for advertising results and business
success. A leader for its emphasis on integrated
brand promotion, this edition combines a compelling
presentation of the fundamentals of advertising with
invigorating coverage of contemporary topics and the
latest advertising trends. In-depth coverage of social
media, new coverage of design thinking, an emphasis
on globalization and more cutting-edge coverage
exemplifies advertising’s latest developments in today’s
digital society. Packed with practical applications and
insights, the book presents concepts in the context
of real advertising practice – as the book’s contents
follows the same process as an actual advertising
agency.
NEW TO THIS EDITION
• NEW CHAPTER DEMONSTRATES HOW TO BRING
THE CREATIVE TO LIFE THROUGHOUT EACH
PROCESS. A new full chapter (Ch. 11) “Executing the
Creative” in this edition describes in detail the actual
efforts involved in bringing the “creative” to life
through copywriting, art direction and production.
The chapter thoroughly discusses print, broadcast and
digital/interactive copy formats to prepare students
to work with various options.
• NEW SOCIAL MEDIA BOXES EMPHASIZE THE
IMPACT AND IMPORTANCE OF THIS GROWING
MODE OF COMMUNICATION. Key intriguing feature
boxes woven throughout this edition highlight the
impact of social media and its growing influence in
today’s advertising industry.
• NEW PROJECT-BASED ACTIVITIES PROVIDE
PRACTICAL, REAL EXPEREINCE WORKING IN
GROUPS. Your students can expand their advertising
knowledge with challenging, practical new projectbased group projects at the end of each part.
Students work together in teams to complete work
that emphasizes many of today’s well known, actual
companies.
• NEW COVERAGE OF DESIGN THINKING TEACHES
STUDENTS HOW TO EFFECTIVELY DEVELOP
CREATIVE SOLUTIONS. Your students learn how to
creatively and consistently resolve problems or issues
with extraordinary results using concepts from this
edition’s new coverage of design thinking in Chapter
International Edition
7, “Advertising and Promotion Research.”
FEATURES
• CUTTING-EDGE COVERAGE HIGHLIGHTS TODAY’S
MOST CURRENT TOPICS AND EMERGING TRENDS.
This extensively revised, updated new edition
highlights the latest topics, the most contemporary
social media issues, and emerging trends from
the field. Introduce your students to the world of
advertising as it happens today with new coverage
of advertising media, design thinking, exhibits that
highlight the latest advertising examples, and other
advancements.
• EXPANDED VISUALS AND THE LATEST AD EXAMPLES
BRING LEARNING TO LIFE. A hallmark feature
of this dynamic text, this edition’s highly visual
presentation provides a captivating backdrop that
clearly exemplifies how advertising concepts are
applied. More than 500 captivating ads and exhibits
are highlighted within a magazine-style presentation
that further enhances the visual impact of each ad.
• A LEADER IN BRAND STRATEGY, THIS EDITION
CONTINUES TO BE AMONG FIRST TO INTRODUCE
EMERGING TRENDS. The first to emphasize Integrated
Brand Promotion (IBP), this innovative text continues
to lead the field -- highlighting how advertising and
promotion are developed and deployed to build brand
awareness and affinity. This new edition reflects
how today’s entire advertising and promotion trade
focuses on using promotional tools to build the
brand. Brand Promotion integrated throughout each
chapter emphasizes the importance of building brand
awareness in advertising.
• INTEGRATED INTERNATIONAL COVERAGE
HIGHLIGHTS GLOBAL ADVERTISING ISSUES.
Drawing recent examples straight from today’s global
marketplace, this edition provides real world insights
as the authors apply their international experience to
the numerous global challenges facing advertisers.
This edition frequently features international topics
throughout the text in addition to specialized
Globalization boxes that reflect the continuing impact
of globalization on business today.
CONTENTS
PART I: ADVERTISING AND INTEGRATED BRAND
PROMOTION IN BUSINESS AND SOCIETY. 1. The
World of Advertising and Integrated Brand Promotion.
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3
2. The Global Structure of the Advertising and
Promotion Industry: Advertisers, Agencies, Media
and Support Organizations. 3. Regulatory, Social
and Ethical Aspects of Advertising and Promotion
in the Global Market. 4. The History of Advertising
and Brand Promotion. PART II: ANALYZING THE
ENVIRONMENT FOR ADVERTISING AND INTEGRATED
BRAND PROMOTION. 5. Advertising, Consumer
Behavior, and Integrated Brand Promotion. 6. Market
Segmentation, Positioning, and the Value Proposition
7. Research in Advertising and Promotion. 8. Planning
for Advertising and Integrated Brand Promotion. PART
III: THE CREATIVE PROCESS. 9. Managing Creativity
in Advertising and Integrated Brand Promotion. 10.
Creative Message Strategy. 11. Executing the Creative.
PART IV: PLACING THE MESSAGE IN CONVENTIONAL
AND “NEW” MEDIA. 12. Media Planning Essentials. 13.
Media Planning: Newspapers, Magazines, Television,
and Radio. 14. Media Planning: Advertising and IBP in
Digital/Interactive Media Project Based Activity for Part
IV. PART V: INTEGRATED BRAND PROMOTION 15. Sales
Promotion, Point-of-Purchase Advertising, and Support
Media. 16. Event Sponsorship, Product Placements, and
Branded Entertainment. 17. Integrating Direct Marketing
and Personal Selling. 18. Public Relations, Influencer
Marketing, and Corporate Advertising. Project Based
Activities. Project One. Project Two. Project Three.
Project Four. Project Five.
© 2012, 752pp, Paperback, 9780538479868, South-Western
College
ADVERTISING AND SALES PROMOTION
Ken Kaser, Clements High School, Sugarland TX
ADVERTISING AND SALES PROMOTION is a
comprehensive introduction to the principles and
practices of advertising. The course explores the
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social, ethical, and legal issues of advertising, historical
influences, strategies, and media decision processes as
well as integrated marketing communications. Students
will gain knowledge of techniques used in current
advertising, including print, broadcast, and digital. The
text provides an overview of how communication tools
can be used to reach target audiences and increase
consumer knowledge. A student ACTIVITIES AND
PROJECTS supplement as well as COURSEMATE add
content and value to the product family.
FEATURES
• A student ACTIVITIES AND PROJECTS supplement
as well as COURSEMATE add content and value to
the product family.
• COURSEMATE provides instructors with all of the
reporting tools needed to track student engagement,
while students can access interactive study tools in
a dynamic, online learning environment. It includes
an enhanced eBook providing students with an
interactive, online-only version of the printed
textbook, a Student Learning Pathway, customized
to the book, featuring a variety of integrated digital
media, and has a simple, user-friendly interface.
• This text brings a solid understanding of advertising
strategy to life with dynamic visuals and graphic
examples to provide the innovative, integrated
learning experience your students need for winning
advertising results and business success.
• Sharpen Your 21st Century Skills offers 21st Century
learning skill-building information with activities that
help encourage critical thinking.
• Make Academic Connections provides the integrated
curriculum activities that show students how
advertising concepts relate to other courses of study.
• Impact Advertising is a case study of a real ad
campaign, followed by thought-provoking questions,
that captures the student’s interest and introduces
the concepts in each chapter.
• Focus on Advertising uses real advertising examples
to introduce and reinforce concepts covered in each
lesson for better comprehension.
• Spotlight on Success, found in every chapter, describes
advertising success stories of real companies.
• Advertisements and illustrations provide real-world
examples that make the content interesting, relevant,
and tangible for students.
www.cengageasia.com
International Edition
CONTENTS
1. What Is Advertising? 2. Consumer Behavior. 3. The
Basics Of Marketing. 4. Product And Price Planning.
5. Distribution Planning. 6. Promotion Planning. 7.
Advertising Media. 8. Effective Advertising And Sales
Promotion. 9. Communicating Effective Advertising And
Promotional Messages. 10. Management Of Effective
Advertising. 11. Consumer-Oriented Advertising And
Sales Promotion. 12. The Economics Of Advertising.
13. Legal And Ethical Issues Affecting Advertising. 14.
Advertising In A Multicultural Market. 15. Planning Your
Future In Advertising.
© 2013, 480pp, Hardback, 9781111573232, South-Western
detail.
• Written to reflect the market’s current interdisciplinary
plan approach vs. previously an advertising plan with
some IMC components offered as support.
• Written with the new consumer mindset and new
media landscape in mind.
• Chapter 1 - Overview of advertising in the digital era.
• Chapter 2- Niche market section (e.g., info on
Hispanic, African American, LGBT markets, etc.)
from previous chapter 9 moved to consumer research
section. Additional demo/psychographic and media
data added.
• Chapter 3 - Discussion of IBISWorld and Mintel added
to market sources.
• Chapter 6 - Additional, detailed discussion on how
to craft a creative brief, including agency formats
and examples.
• New ad examples in the discussion of positioning and
strategic direction.
CONTENTS
ADVERTISING CAMPAIGN STRATEGY, 5E
A Guide to Marketing Communication Plans,
International Edition
Donald Parente, Middle Tennessee State University; Kirsten
Strausbaugh, University of Georgia
ADVERTISING CAMPAIGN STRATEGY, 5e, International
Edition 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.
1. Advertising from a Marketing Communications
Perspective. 2. The Research Foundation Part One:
Understanding Clients and Buyers. 3. The Research
Foundation Part Two: 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. Integrated Communications. 8. Enhancing
the Marketing Communication Mix. 9. Communication
Planning: Media Strategy and Tactics. 10. Evaluating the
Effectiveness of the Campaign. 11. Preparing the Plans
Book. 12. Preparing a Winning Presentation.
© 2013, 432pp, Paperback, 9781133588931, South-Western
College
FEATURES
• Updated campaign references and ad examples
throughout.
• Updated dat a throughout- MRI, consumer
demographics/psychographics, etc.
• Added play to the creative process throughout–
including discussion of creative briefs, brainstorming,
concepts, and creative executions– to a level that
equals already existing research, strategy, and media
International Edition
www.cengageasia.com
5
PROMOTION AND OTHER ASPECTS OF INTEGRATED
MARKETING COMMUNICATIONS, 9E International
Edition addresses this growing area in sales and
marketing, highlighting methods and specific
activities for students.
• Expanded Intellectual Property: Ignite classroom
discussions about brands as intellectual property, and
the potential legal issues to watch out for in business.
FEATURES
ADVERTISING PROMOTION AND OTHER
ASPECTS OF INTEGRATED MARKETING
COMMUNICATIONS, INTERNATIONAL
EDITION, 9E
Terence A. Shimp, University of South Carolina; J. Craig Andrews,
Marquette University
Market-leading ADVERTISING PROMOTION AND
OTHER ASPECTS OF INTEGRATED MARKETING
COMMUNICATIONS, 9E International Edition discusses
all aspects of marketing communications, from timehonored methods to the newest developments in the
field. Comprehensive treatment of the fundamentals
focuses on advertising and promotion, including
planning, branding, media buying, sales, public
relations, and much more. Emerging topics get special
attention in this edition, such as the enormous
popularity of social media outlets, online and digital
practices, viral communications, and personal selling,
along with all of their effects on traditional marketing.
NEW TO THIS EDITION
• All-New Social Media Coverage: Analyzing the effects
of social media on the economy and traditional media,
this new chapter broadens student interest in a topic
they know well.
• Place-Based Marketing Integration: Mobile phones
have given place-based marketing a key spot in
I.M.C. today and ADVERTISING PROMOTION AND
OTHER ASPECTS OF INTEGRATED MARKETING
COMMUNICATIONS, 9E International Edition
seamlessly integrates their applications throughout
the readings.
• Insightful Privacy Discussions: Embracing the digital
age often means trading privacy for progress, and the
text asks students to evaluate the ethical and other
considerations of doing so.
• New Personal Selling Chapter: ADVERTISING
6
• Up-to-Date Material: ADVERTISING PROMOTION
AND OTHER ASPECTS OF INTEGRATED MARKETING
COMMUNICATIONS, 9E International Edition
discusses the latest I.M.C. methods, research, and
practices--including social, ethical, regulatory,
and international dimensions--to give students a
comprehensive picture of I.M.C. today.
• Emerging Practices: I.M.C. coverage would not be
complete without discussions of online, mobile,
viral, and social media practices and options, making
INTEGRATED MARKETING COMMUNICATIONS IN
ADVERTISING AND PROMOTION, 9E International
Edition the most current text of its kind.
• Interesting Insights: Chapter-opening features
entitled, “Marcom Insights” introduce students to the
topics with practical, professional guidance.
• Contemporary Ads: Turning products into household
names, campaigns in the readings demonstrate
effective advertising, while special “I.M.C. Focus”
boxed features draw student attention to a variety of
brilliant ads, and illustrate key I.M.C. concepts with
real-company situations.
• Global Features: “Global Focus” boxed features
enhance the text’s global marketing perspective,
and spotlight unique international applications and
impacts on I.M.C. campaigns.
CONTENTS
PART I: THE PRACTICE AND ENVIRONMENT OF
INTEGRATED MARKETING COMMUNICATIONS
(I.M.C.). 1. An Overview of Integrated Marketing
Communications. 2. Enhancing Brand Equity and
Accountability. 3. Brand Adoption, Brand Naming
and Intellectual Property Issues. 4. Environmental,
Regulatory and Ethical Issues. PART II: FUNDAMENTAL
I.M.C. PLANNING BACKGROUND AND DECISIONS.
5. Segmentation and Targeting in I.M.C. 6. The
Communications Process and Consumer Behavior. 7. The
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International Edition
Role of Persuasion in I.M.C. 8. I.M.C. Objective Setting
and Budgeting. PART III: ADVERTISING MANAGEMENT
AND NEW MEDIA CHOICES. 9. An Overview of
Advertising Management. 10. Effective and Creative
Ad Messages. 11. Endorsers and Message Appeals
in Advertising. 12. Traditional Ad Media. 13. Online
Advertising. 14. Social Media. 15. Direct Advertising
and Other Media. 16. Media Planning and Analysis. 17.
Measuring Ad Message Effectiveness. PART IV: SALES
PROMOTION MANAGEMENT. 18. Sales Promotion
Overview and the Role of Trade Promotion. 19.
Consumer Sales Promotion: Sampling and Couponing.
20. Consumer Sales Promotion: Premiums and other
Promotions. PART V: OTHER I.M.C. TOOLS. 21. Public
Relations, Buzz Marketing, and Sponsorships. 22.
Packaging, POP Communications, and Signage. 23.
Personal Selling.
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© 2013, 688pp, Paperback, 9781133191421, South-Western
College
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requiring students to resolve an IMC quandary or
explain campaign outcomes. By thinking of ways to
resolve the IMC Challenge students are encouraged
to relate learning objectives and key chapter concepts
to their application in real-life scenarios. A resolution
to the IMC Challenge is outlined in the Answering
the Challenge section at the end of each chapter.
Companies discussed include Wrigleys, Tourism
Australia, Dominos’ Pizza, Pedigree, Red Bull
Ethics in IMC : explores on the role of ethics in
IMC for example Telling the truth in marketing
communications; Advertising to children; Does
disease awareness advertising create medical
conditions?; Misleading ‘environmentally friendly’
claims; Price comparison advertising; If SPAM is
unethical why does it work for some companies?
Conceptual Framework: each Part opens with an
integrative model explaining IMC process and
highlighting material to be covered in the upcoming
Part
End of Chapter Group Activities: link to further online
internet projects enables students to expand their
understanding beyond basic concepts
End of Part Case Studies: 2 new cases for each Part
Each new copy offers 6 month access to wealth
of student on-line revision and learning tools:
Coursemate + Search Me! marketing. Includes a series
of new local videos to help students link IMC theory
to practical business outcomes
FEATURES
INTEGRATED MARKETING
COMMUNICATIONS, 3E
Third Asia Pacific Edition with Student Resource Access
12 Months
Bill Chitty, Murdoch University; Nigel Barker, University of Adelaide;
Michael Valos, Deakin University; Terence A. Shimp, University of
South Carolina
This 3rd edition of Integrated Marketing
Communications continues to offer comprehensive
and focussed coverage of the Asia Pacific marketing
communications environment
NEW TO THIS EDITION
• Table of contents restructured to provide an even
stronger IMC framework for the text
• IMC Challenge: each chapter opens with a real
world vignette that concludes with a IMC Challenge
International Edition
• IMC in Action: 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 and International Focus: highlight
local and international companies and their specific
marketing decisions
• End of Chapter Discussion Questions provides
students with the opportunity to check their
understanding and apply the theory learnt
CONTENTS
Part 1: The marketing communication process 1.
Integrated marketing communications and brand
equity enhancement 2. The communication process 3.
Persuasion in marketing communications 4. Market
segmentation and brand positioning Part 2: Advertising
management 5. Advertising management 6. Advertising
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7
strategy and implementation Part 3: Media strategies
7. Broadcast media 8. Print and support media 9.
Digital marketing 10. Media planning and analysis Part
4: Elements of integrated marketing communications
11. Direct marketing 12. Sales promotion 13. Marketing
public relations and sponsorship marketing 14. Personal
selling 15. Evaluating advertising effectiveness
© 2012, 496pp, Paperback, 9780170191548, Cengage Learning
Australia
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“interruptive to engagement” in response to social
media and other forms of consumer control over
media.
Discussion of the last decade’s media consolidation
removed to make room for more on social media and
Web 2.0.
Added restructuring of agencies for greater efficiency.
Section on 2000–Present expanded to include
coverage of the recessions of this period.
New example of branded entertainment in Lady Gaga
video (replaces James Bond/BMW and Friends/Pepsi).
Updated reference to Southwest Airlines’ success in
implementing a consistent positioning strategy.
New example of micro-sponsorships as a way to
link a brand to a cause to deliver emotional benefits
(replaces survey about cause-related marketing).
New reference to recent sources of political/social
turmoil in the discussion of advertising and “social
rift”.
CONTENTS
PROMO2 (WITH MARKETING
COURSEMATE WITH EBOOK PRINTED
ACCESS CARD), 2E
Thomas O’Guinn, University of Wisconsin-Madison; Chris Allen,
University of Cincinnati; Richard J. Semenik, Montana State University
- Bozeman
Created by the continuous feedback of a “studenttested, faculty-approved” process, PROMO 2e delivers
a visually appealing, succinct print component, tearout review cards for students and instructors and
a consistent online offering with CourseMate that
includes an eBook in addition to a set of interactive
digital tools all at a value-based price and proven to
increase retention and outcomes. PROMO 2e employs
relevant ads, exhibits, and photographs to capture your
students’ interest and through its concise writing style,
gives them a solid understanding of promotion along
with the challenges facing the promotion, advertising,
and marketing industries.
PART I: THE PROCESS OF BRAND PROMOTION IN
MARKETING. 1. The World of Integrated Marketing
Communication. 2. The Promotion Industr y.
3. The Evolution of Promoting Brands. PART II:
UNDERSTANDING THE MARKET AND ENVIRONMENT
FOR PROMOTING BRANDS. 4. Understanding the
Marketing Environment: Segmentation, Targeting,
and Positioning. 5. Understanding Buyer Behavior and
the Communication Process. 6. The Regulatory and
Ethical Environment of Promotions. 7. The International
Market Environment for Brand Promotion. PART III:
THE TOOLS, EVALUATION, AND MEASUREMENT
OF BRAND PROMOTION. 8. Messaging and Media
Strategies. 9. The Internet. 10. Direct Marketing. 11.
Sales Promotion and Point of Purchase. 12. Sponsorship,
Product Placements, and Branded Entertainment. 13.
Public Relations, Influencer Marketing, Social Media,
and Corporate Advertising. 14. Personal Selling and
Sales Management. 15. Measuring the Effectiveness of
Brand Promotions.
NEW TO THIS EDITION
• Updated examples of technology and popular culture
in the opening vignette.
• New example of advertising new products (Snuggies
in place of Uncle Ben’s Rice Bowls).
• Added the idea that promotion is moving from
8
© 2013, 368pp, Paperback, 9781133626176, South-Western
College
www.cengageasia.com
International Edition
B2B/INDUSTRIAL MARKETING
BUSINESS MARKETING MANAGEMENT,
11E
B2B, International Edition
Michael D. Hutt, Arizona State University; Thomas W. Speh, Miami
University - Ohio
Reflecting the latest trends and issues, marketleading BUSINESS MARKETING MANAGEMENT: B2B,
11E, International Edition delivers comprehensive,
cutting-edge coverage that equips readers with a
solid understanding of today’s dynamic B2B market.
Highlighting the similarities--and emphasizing the
differences--between consumer goods and B2B
marketing, this proven 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. Its managerial approach
ties chapter concepts directly to real-world decision
making. The new edition includes additional emphasis
on automated B2B practices and the impact of the
Internet. A well-balanced mix of cases equips students
with a variety of hands-on applications. It is an excellent
text for undergraduate as well as MBA-level courses.
NEW TO THIS EDITION
• Packed with practical, real-world examples, the
11th Edition offers cutting-edge coverage of all the
standard industrial marketing topics.
• The authors include addition material on automated
B2B practices that are being facilitated with the
Internet.
• All-new Chapter 6 focuses on organizational demand
analysis.
FEATURES
International Edition
• Helping students make the most of their study time,
each chapter provides an overview, highlights key
concepts, and includes several carefully chosen
examples of contemporary business marketing in
practice as well as a cogent summary and a set of
proactive discussion questions.
• Emphasizing relationship marketing strategies, the
text offers expansive coverage of the drivers of
relationship marketing effectiveness and the financial
impact of relationship marketing programs.
• A timely and richly illustrated discussion highlights
the determinants and social ingredients of strategic
alliance success.
• Specific steps are outlined for building and managing
a profitable B2B brand.
• Specific metrics are presented for measuring the
impact of marketing strategy decisions on firm
performance.
• The text’s value-based approach for pricing offers a
framework for identifying and measuring value by
customer segment.
• Coverage of customer-centered approached to
channel design illustrates how to design channels
from the bottom up, rather than the top down.
CONTENTS
PART I: THE ENVIRONMENT OF BUSINESS MARKETING.
1. A Business Marketing Perspective. 2. The Business
Markets: 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. 6. Organizational Demand Analysis. PART IV:
FORMULATING BUSINESS MARKETING STRATEGY. 7.
Business Marketing Planning: Strategic Perspectives.
8. Business Marketing Strategies for Global Markets.
9. Managing Products for Business Markets. 10.
Managing Innovation and New Industrial Product
Development. 11. Managing Services for Business
Markets. 12. Managing Business Marketing Channels. 13.
E-Commerce Strategies for Business Markets. 14. Supply
Chain Strategies. 15. Pricing Strategy for Business
Markets. 16. Business Marketing Communications:
Advertising and Sales Promotion. 17. Business
Marketing Communications: Managing the Personal
Selling Function. PART V: EVALUATING BUSINESS
www.cengageasia.com
9
MARKETING STRATEGY AND PERFORMANCE. 18.
Controlling Business Marketing Strategies.
© 2013, 480pp, Paperback, 9781133189572, South-Western
College
BUSINESS LOGISTICS
relative to the fast changing business environment.
• Chapter 10 is updated to include the latest
transportation strategies and current data on
transportation spending, performance, and modal
splits.
• Chapter 15 introduces a sustainable approach to
Supply Chain Management and the benefits of a low
impact business practice in greater detail.
• Chapter 16 highlights contemporary changes and
trends in the supply chain and logistics environments,
and discusses major areas of priority for the future.
FEATURES
MANAGING SUPPLY CHAINS, 9E
A Logistics Approach, International Edition
John J. Coyle, Pennsylvania State University; C. John Langley, Jr.,
Pennsylvania State University; Robert A. Novack, Pennsylvania State
University; Brian J. Gibson, Auburn University
MANAGING SUPPLY CHAINS: A LOGISTICS
APPROACH, 9E, International Edition refined its focus
on the supply chain approach by blending logistics
theory with practical applications. Each chapter opens
with “Supply Chain Profiles” vignettes introducing
students to real-world companies, people, and events.
New and updated “On the Line” boxed features are
applied examples providing students with hands-on
managerial experience of the chapter’s topics. “Supply
Chain Technology” boxes appear throughout the text,
helping students relate technological developments
to supply chain management concepts and logistics
practices while taking in consideration global changes.
Short Cases at the end of each chapter are updated and
build on what students have learned in the chapter.
NEW TO THIS EDITION
• Updated “Supply Chain Profiles” vignettes at the
beginning of each chapter introduce familiar realworld companies, people, and events.
• Revised and expanded “Supply Chain Technology”
boxes throughout the text relate technological
developments to supply chain management concepts
and logistics practice with a deeper global view
10
• MANAGING SUPPLY CHAINS: A LOGISTICS
APPROACH, 9E, International Edition refined its
focus on the supply chain approach, one of the latest
developments in logistics management.
• “Supply Chain Profiles” vignettes at the beginning of
each chapter that introduce topics to students using
familiar real-world companies, people, and events
• Practical applications of supply chain management
are provided using new and updated “On the Line”
boxed featuring hands-on managerial experience of
the chapter’s topics.
• Short Cases at the end of each chapter helps students
build their knowledge by applying the principles
learned in the chapter.
CONTENTS
Part I. 1. Supply Chain Management: An overview. 2. Role
of Logistics in Supply Chain. Part II. 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. 7. Demand Management. 8.
Order Management and Customer Service. 9. Managing
Inventory in the Supply Chain. 10. Transportation –
Managing the Flow of the Supply Chain. 11. Distribution
– Managing Fulfillment Operations. Part IV. 12. Supply
Chain Network Analysis and Design. 13. Sourcing
Materials and Services. 14. Operations – Producing
Goods and Services. 15. Managing Reverse Flows in the
Supply Chain. 16. Strategic Challenges and Change for
Supply Chains.
© 2013, 720pp, Paperback, 9781111533922, South-Western
College
www.cengageasia.com
International Edition
MANAGEMENT OF TRANSPORTATION,
INTERNATIONAL EDITION, 7E
John J. Coyle, Pennsylvania State University; Robert A. Novack,
Pennsylvania State University; Brian Gibson, Auburn University;
Edward J. Bardi, University of Toledo
Taking a managerial approach, MANAGEMENT OF
TRANSPORTATION, 7e, International Edition gives
students the tools to successfully adapt to this fast-paced
and rapidly changing industry. The text is organized into
three parts. Part I provides a framework and foundation
for the role of transportation from a micro and macro
perspective in supply chains. Discussions include
both the theoretical and managerial dimensions of
transportation in supply chains, including regulation
and public policy. Part II focuses on the providers of
transportation, offering an industry overview, operating
and service characteristics, cost structure, and current
challenges and issues. Part III focuses on a variety of
critical transportation management issues, providing
insightful discussions of the strategic activities and
challenges involved in the movement of goods through
the supply chain.
NEW TO THIS EDITION
• New co-author Dr. Brian Gibson adds exciting new
insights to transportation and highlights some of
the latest practices and emerging trends in the
field. An accomplished instructor, he has received
multiple awards for outstanding teaching, research,
and outreach—most notably the 2006 Auburn
University Alumni Association Undergraduate
Teaching Excellence Award. Dr. Gibson also serves
in leadership roles for the Council for Supply Chain
Management Professionals, the Distribution Business
Management Association, and the Retail Industry
Leaders Association.
• Thoroughly revised and updated, the exciting new
International Edition
Seventh Edition has been reorganized to be more
student friendly than ever. The four chapters in
Part I equip readers with a thorough overview of
transportation, while the four chapters in Part II focus
on the providers of transportation. Part III includes
six chapters highlighting emerging transportation
management issues.
• All-new Chapter 14, Issues and Challenges of Global
Supply Chains, offers real-world insight into current
and emerging challenges facing global supply chains.
• In every chapter, four new boxed features deliver
the latest technology, trends, and examples from
the field. Transportation Profile opening vignettes
introduce students to chapter concepts through
familiar, real-world examples. On the Line features
provide applied, concrete examples that give students
hands-on managerial experience with chapter topics.
Transportation Technology boxes help readers relate
technological developments to transportation
management concepts. Global Perspectives highlight
the activities and importance of transportation
outside of the United States.
FEATURES
• Comprehensive Coverage: MANAGEMENT OF
TRANSPORTATION, 7e, International Edition delivers
thorough coverage of current domestic and global
transportation trends. The U.S. has seen an increased
importance placed on transportation security both
within and outside its borders, and the dramatic
volatility in worldwide fuel prices has put a strain
on transportation costs and capacity. These events
illustrate that transportation may be the most
critical—and most vulnerable—component of global
supply chains.
• Rich Applications: Increased group and individual
projects and activities keep students involved and
engaged with hands-on learning.
• Current: The new edition is completely up to date.
Examples, boxes, and tables have been thoroughly
updated to reflect the latest industry information.
• End-of-Chapter Material: Ideal for homework
assignments or lively in-class discussions, endof-chapter material includes a Summary, Study
Questions, and two Cases with Case Questions
that require students to apply chapter concepts to
real-world scenarios and think critically about the
concepts.
www.cengageasia.com
11
CONTENTS
PART I. 1. Transportation’s Role in SCM. 2. Transportation’s
Role in the Economy. 3. Transportation’s Role in Global
Trade Planning. 4. Transportation’s Role in in Global
Trade Execution. PART II. 5. The Motor Carrier Industry.
6. The Railroad Industry. 7. The Airline Industry. 8. The
Bulk Carrier Industries. PART III. 9. 3PL and Special
Service Providers. 10. Costing and Pricing Issues. 11.
Carrier Strategies. 12. Information Management and
Technology. 13. Shipper Strategies. 14. Transportation
Challenges and Issues.
© 2011, 560pp, Paperback, 9780324789201, South-Western
College
CONSUMER BEHAVIOR
CB5 (WITH MARKETING COURSEMATE
WITH EBOOK PRINTED ACCESS CARD), 5E
Barry J. Babin, Louisiana Tech University; Eric Harris, Pittsburg State
University
Created through a “student-tested, faculty-approved”
review process with over 250 students and faculty, CB5
is an engaging and accessible solution to accommodate
the diverse lifestyles of today’s learners at a valuebased price. Award-winning authors Babin and Harris
cover essential consumer behavior topics through
a unique concept-driven presentation enhanced by
online resources that appeal to today’s students
and encourage participation. New end-of-part cases
highlight today’s challenges, and the latest consumer
behavior statistics and contemporary examples in
this edition reflect the most recent developments in
business. New content demonstrates how the recent
recession, green marketing, and natural disasters
impact contemporary consumer behavior. Convenient
12
chapter-by-chapter student study cards and unique
Instructor Prep Cards help you easily transition to this
new edition. The CB5 CourseMate interactive online
resources bring concepts to life with learning and
study tools that ensure student engagement. In an
unforgettable presentation focused on students’ needs,
CB5 brings consumer behavior to life.
NEW TO THIS EDITION
• NEW CONSUMER BEHAVIOR CONTENT REMAINS
RELEVANT TO TODAY’S TIMES. You’ll find new
content surrounding the census, the recession, green
marketing, and social media as they affect consumer
behavior.
• NEW INSTRUCTOR PREP CARDS MAKE TRANSITION
TO THIS EDITION EASY. You’ll also find time-saving,
convenient chapter overviews and outlines; lists of
terms and topics; PowerPoint® highlights; video
teaching notes; and additional examples to help you
plan and deliver your course efficiently.
• NEW PART CASE STUDIES REFLECT TODAY’S MOST
CHALLENGING CONSUMER ISSUES. New cases at
the end of each part bring a diversity of contemporary
business challenges to the forefront.
• NEW COVERAGE PREPARES READERS TO MAXIMIZE
TODAY’S SOCIAL NETWORKING AND SOCIAL
MEDIA TOOLS.
FEATURES
• DYNAMIC COURSEMATE WEBSITE BRINGS COURSE
CONCEPTS TO LIFE. Watch student comprehension
soar as CourseMate delivers what today’s students
need. CourseMate for CB5 includes an interactive
e-Book and interactive teaching and learning tools,
including quizzes, flash cards, videos, games, and
cases.
• Engagement Tracker, a first-of-its-kind tool, monitors
student engagement in your course.
• AN INNOVATIVE COMBINATION DELIVERS
CONTENT BOTH IN PRINT AND ONLINE.
• SHORTER COMPREHENSIVE CHAPTERS
COMMUNICATE CONSUMER BEHAVIOR CONCEPTS
IN A NEW MODERN DESIGN.
• CHAPTER-IN-REVIEW CARDS AT THE BACK OF THE
STUDENT EDITION PROVIDE A PORTABLE STUDY
TOOL FOR STUDENTS.
CONTENTS
www.cengageasia.com
International Edition
Part I: INTRODUCTION. 1. What Is CB and Why Should
I Care? 2. Value and the Consumer Behavior Value
Framework. Part 1 Case Studies. Part II: INTERNAL
INFLUENCERS. 3. Consumer Learning Starts Here:
Perception. 4. Comprehension, Memory, and Cognitive
Learning. 5. Motivations and Emotion: Driving Consumer
Behavior. 6. Personality, Lifestyles, and the SelfConcept. 7. Attitudes and Attitude Change. Part 2
Case Studies. Part III: EXTERNAL INFLUENCERS.
8. Group and Interpersonal Influence. 9. Consumer
Culture. 10. Microcultures. Part 3 Case Studies. Part IV:
CONSUMPTION PROCESS. 11. Consumers in Situations.
12. Decision Making I: Need Recognition and Search. 13.
Decision Making II: Alternative Evaluation and Choice.
Part 4 Case Studies. Part V: CONSUMPTION AND
BEYOND. 14. Consumption to Satisfaction. 15. Consumer
Relationships. 16. Consumer and Marketing Misbehavior.
Part 5 Case Studies.
© 2014, 352pp, Paperback, 9781133629689, South-Western
College
CONSUMER BEHAVIOR
Roger D. Blackwell, Ohio State University; Paul W. Miniard, Florida
International University; James F. Engel, Eastern College; Pai Di-ching;
Norjaya Mohd. Yasin; Wan Jooria Hood
Consumer Behavior offers a practical approach to
help students apply consumer behavior principles
to their studies in business and marketing. This
multi-disciplinary field can tempt both students and
instructors to stray from the basic business principles
they should take away from the course. The authors
keep 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. The book sets
out to explore why as well as how consumers make
International Edition
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.
FEATURES
• Buyer Beware”: This feature, found in all chapters,
focuses on educating readers about how to be better
consumers, as well as how to do a better job in
analyzing and influencing consumer behavior.
• “Consumer Behavior and Marketing”: This feature,
which appears throughout the text, provides
contemporary examples of how the actions of a
variety of companies and industries are shaped by
consumer behavior.
• “Market Facts”: These facts provide the reader with
an up-to-date understanding of various aspects of
the marketplace.
• Case studies: Fifteen case studies of retailing and
services companies from Asia, Europe, Africa, and the
United States are included in the text. Among them,
Amazon and Facebook are two cases that introduce
students to consumer behavior on the Internet.
• Case studies: Fifteen case studies of retailing and
services companies from Asia, Europe, Africa, and the
United States are included in the text. Among them,
Amazon and Facebook are two cases that introduce
students to consumer behavior on the Internet.
• Bayesian analysis: This concept has been around
for several centuries, but has recently gained
widespread interest among marketers so it has been
included in Chapter 2, “Creating Customer-Centric
Organizations”.
CONTENTS
PART 1. Introduction to Consumer Behavior 1. Consumer
Behavior and Consumer Research. 2. Creating Marketing
Strategies for Customer-Centric Organizations. PART
2. 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 3. Individual
Determinants of Consumer Behavior. 7. Consumer
Motivation. 8. Consumer Beliefs, Feelings, Attitudes,
and Intentions. PART 4. Environmental Influences
on Consumer Behavior. 9. Culture, Ethnicity, Social
Class, Family and Household Influences. 10. Group
www.cengageasia.com
13
and Personal Influence. PART 5. Influencing Consumer
Behavior. 11. Making Contact. 12. Shaping Consumers’
Opinions. 13. Helping Consumers to Remember. Case
1: Amazon.com. Case 2: Volvo YCC (Your Concept
Car). Case 3: Equitec. Case 4: Family Furniture. Case 5:
Facebook.com. Case 6: Aldi. Case 7: Pick ‘n Pay. Case
8: Battle of the Beers. Case 9: T-Mobile USA. Case 10:
Creating Brands That Last. Case 11: i.CON (Singapore).
Case 12: CrimsonCup. Case 13: National Christmas Tree
Association. Case 14: Deciding Where to Deliver Our
Baby: Weighing the Pros and Cons. Case 15: Marketing
to Women.
© 2012, 672pp, 9789814336918, Cengage Learning Asia
• The order of chapters in Part 4 has been changed
and material within these chapters has been
carefully reorganized to reflect the latest thinking
about the role of social influences, consumer
diversity, household and social class influences, and
psychographics.
• Chapter 17 has been significantly revised to cover the
increased attention being paid to the way businesses
and consumers make a difference through marketing
and social responsibility.
• New opening examples and new closing cases provide
a global and local focus, illustrating a wide range of
marketing challenges and opportunities in the United
States and in other countries.
• Important new themes represented throughout
the book include increased consumer power,
shifts in the consumer society, and the changing
role of technology-driven developments such as
neuroscience, social media, and mobile marketing.
FEATURES
CONSUMER BEHAVIOR, INTERNATIONAL
EDITION, 6E
Wayne D. Hoyer, University of Texas, Austin; Deborah J. MacInnis,
University of Southern California; Rik Pieters, Tilburg University
CONSUMER BEHAVIOR, 6E, International Edition
combines a foundation in key concepts from marketing,
psychology, sociology, and anthropology 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 social media influences, increased
consumer power, emerging neuroscience findings, and
emotion in consumer decision making. In addition, the
Sixth Edition includes an increased emphasis on social
responsibility and ethics in marketing.
NEW TO THIS EDITION
CONTENTS
• Chapters 3, 4, and 7 have been combined into two
chapters to more clearly show the way exposure,
perception, memory, comprehension, and knowledge
are related, while streamlining coverage.
14
• A conceptual model in each chapter helps students
understand how that chapter’s key topics relate to one
another and how these topics connect to coverage in
other chapters.
• Marketing Implication sections show students how
various consumer behavior concepts can be applied
to the practice of marketing, including essential
functions such as market segmentation, target market
selection, positioning, and decisions on promotion,
price, product, and place.
• 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.
• 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.
• Exhibits illustrate how consumer behavior concepts
apply to U.S. and international marketing situations.
Part I: AN INTRODUCTION TO CONSUMER BEHAVIOR.
1. Understanding Consumer Behavior. Appendix:
Developing Information about Consumer Behavior.
Part II: THE PSYCHOLOGICAL CORE. 2. Motivation,
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International Edition
Ability, and Opportunity. 3. Exposure, Attention, and
Perception. 4. Memory, Knowledge, and Comprehension
5. Attitudes Based on High Effort. 6. Attitudes Based
on Low Effort. Part III: THE PROCESS OF MAKING
DECISIONS. 7. Problem Recognition and Information
Search. 8. Judgment and Decision Making Based on
High Effort. 9. Judgment and Decision Making Based
on Low Effort. 10. Post-Decision Processes. Part IV:
THE CONSUMER’S CULTURE. 11. Social Influences
on Consumer Behavior 12. Consumer Diversity. 13.
Household Influences and Social Class Influences. 14.
Psychographics: Values, Personality, and Lifestyles.
Part V: CONSUMER BEHAVIOR OUTCOMES AND
ISSUES. 16. Adoption of, Resistance to, and Diffusion
of Innovations. 17. Symbolic Consumer Behavior. 18.
Ethics, Social Responsibility, and the Consumer Society.
ONLINE CHAPTER: Consumerism and Public Policy.
© 2013, 560pp, Paperback, 9781133274490, South-Western
College
CONSUMER BEHAVIOR: SCIENCE AND
PRACTICE, INTERNATIONAL EDITION
Frank Kardes, University of Cincinnati ; Thomas Cline, Saint Vincent
College; Maria Cronley, Miami (Ohio) University
This wide-ranging yet focused text provides an
informative introduction to consumer behavior
supported by in-depth, scientifically grounded coverage
of key principles and applications. CONSUMER
BEHAVIOR: SCIENCE AND PRACTICE, 1e, International
Edition devotes ample attention to “classic” consumer
behavior topics, including consumer information
processing, consumer decision making, persuasion,
and the role of culture and society on consumer
behavior. In addition, this innovative new text explores
important current topics and trends relevant to
modern consumer behavior, such as international and
International Edition
ethical perspectives, an examination of contemporary
media, and a discussion of online tactics and branding
strategies. This versatile text strikes an ideal balance
among theoretical concepts, cutting-edge research
findings, and applied real-world examples that illustrate
how successful businesses apply consumer behavior
to develop better products and services, market them
more effectively, and achieve a sustainable competitive
advantage.
FEATURES
• CONSUMER BEHAVIOR: SCIENCE AND PRACTICE,
1e, International Edition focuses on why and how
consumers make specific decisions and behave in
certain ways, exploring what motivates them, captures
their attention, and retains their loyalty (turning mere
“customers” into “fans” of an organization). In addition
to thorough coverage of key consumer behavior
principles, the text features unique managerial
application sections related to relevant advertising,
marketing research, and marketing management
decisions.
• The first four parts opens with an interview with a
well-respected consumer researcher to stimulate
student interest and introduce key topics in an
engaging, conversational way.
• Chapters in each part includes a link to a short video
case and a set of applied questions to help summarize
and reinforce key material within the text.
• Every chapter includes innovative and appealing
learning resources such as “Marketing in Action”
features that illustrate consumer behavior concepts
through stories of real companies, products, and
situations; “Eye on International” segments that
discuss applications of consumer behavior concepts
in international contexts; and “Ethics” boxes to raise
student awareness of ethical issues and stimulate
classroom discussion.
• Numerous photographs, advertisements, and
illustrations of products, package designs, and
consumers in action help to bring chapter concepts
to life and increase student interest and involvement
in the material.
CONTENTS
Part I: CONSUMER FOCUSED STRATEGY. 1. The Study
of Consumer Behavior. 2. Consumer Segmentation
and Positioning. Part II: HOW CONSUMERS MAKE
www.cengageasia.com
15
DECISIONS. 3. Overview of Consumer Decision
Making. 4. Consumer Evaluation and Choice. 5. Risk and
Consumer Decision Making. Part III: HOW CONSUMERS
PROCESS INFORMATION. 6. Consumer Perception
and Attention. 7. Persuasion: Attitudes and Judgment.
8. Affect and Motivation. 9. The Role of Learning and
Memory. 10. Automatic Information Processing. 11.
The Role of Personality and Self-Concept. Part IV: THE
INFLUENCE OF THE SOCIAL ENVIRONMENT AND
CONTEMPORARY STRATEGIES FOR MARKETERS.
12. The Role of Values and Culture. 13. Persuasion
Through Social Influence. 14. Contemporary Marketing
Strategies. 15. Consumer Behavior Online. 16. Consumer
Behavior and Branding Strategy. Part V: MANAGERIAL
DECISION MAKING. 17. Biases in Managerial Decision
Making. 18. Strategies for Improving Managerial
Decision Making.
© 2011, 480pp, Paperback, 9780538746861, South-Western
College
INTERNATIONAL MARKETING
GLOBAL MARKETING, INTERNATIONAL
EDITION, 3E
Kate Gillespie, University of Texas at Austin; H. David Hennessey,
Babson College and Ashridge Management College, United Kingdom
Written for an undergraduate audience, but also
successfully used in post-graduate courses, this
concise text covers the essential concepts of global
marketing with the aid of extensive real-life examples
and cases. GLOBAL MARKETING, 3e, International
Edition offers balanced coverage of developed and
developing markets, including insights into the oftenoverlooked markets of Africa, Latin America, and the
Middle East. Written with the student in mind, the Third
16
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-todate photographs, maps, and advertisements that
engage students in the material.
• Each chapter includes up to three brief cases, located
at the back of the text, that challenge students
to further apply chapter concepts. Cases new to
the Third Edition include “Diaspora Marketing,”
“Procter & Gamble Targets Emerging Markets,”
“ShanghaiCosmopolitan.com,” “Cars for Emerging
Markets,” and “Fighting Aids in Asia.”
• Updated coverage of evolving issues in global
marketing includes insights and frameworks from
recent academic and consulting research. Coverage
of new topics includes the Japanese cultural paradox,
how global markets are using the new social media,
where marketers can go for government support in
tough economic times, why global marketers use emic
and etic research, halal certification issues, and the
rise of parallel firms.
• The Companion Student Site offers interactive
practice tests, flashcards and crossword puzzles to
help students remember key terms, weblinks for
further exploration of issues in global marketing, and
a course-length Country Market Project.
• A considerably expanded test bank - now with over
1,500 questions - includes both factual and applied
questions. New to this edition are mini-cases
with questions that test student’s ability to apply
knowledge to new situations and to think across
chapters.
CONTENTS
1. Introduction to Global Marketing. Part I:
UNDERSTANDING THE GLOBAL MARKETING
ENVIRONMENT. 2. The Global Economy. 3. Cultural
and Social Forces. 4. Political and Regulatory Climate.
Part II: ANALYZINGGLOBAL OPPORTUNITIES. 5.
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International Edition
Global Markets. 6. Global Competitors. 7. Global
Marketing Research. Part III: DEVELOPING GLOBAL
PARTICIPATION STRATEGIES. 8. Global Market
Participation. 9. Global Market Entry Strategies.
Part 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. Part V: MANAGING
THE GLOBAL MARKETING EFFORT. 16. Organizing for
Global Marketing.
© 2011, 576pp, Paperback, 9780538473392, South-Western
College
INTERNATIONAL MARKETING, 2E
Asia Pacific Edition with Student Resource Access 12
Months
Michael R. Czinkota, Georgetown University; Ilkka A. Ronkainen,
Georgetown University; Catherine Sutton-Brady, The University of
Sydney; Tim Beal, Victoria University New Zealand (retired)
This second Asia Pacific edition of International
Marketing continues to offer up-to-date examples
from Australia, New Zealand and throughout the Asia
Pacific region alongside an international perspective
to provide a truly global context. The text examines
the unique conditions in which businesses from this
region operate, concentrating on the challenges
that face marketers. 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. The ongoing concerns of
the environment and the sustainability of business
are integrated throughout the text. Other important
emergent areas affecting the practice of international
International Edition
marketing, such as corporate social responsibility and
the dominance of social media and e-commerce are also
discussed. To aid class discussions, short case studies
are presented at the end of each chapter as well as a
case for more extensive analysis at the end of each part.
NEW TO THIS EDITION
• Important emergent areas affecting the practice
of international marketing have been integrated.
The environment and the sustainability of business,
corporate social responsibility and the dominance of
social media and e-commerce are all covered.
• Thoroughly updated to include discussion of the
2008-9 global financial crisis and its effect on
international marketing
• A ‘green’ margin icon introduced to highlight
sustainability issues where they are explored in the
text.
• New end-of-chapter critical analysis questions prompt
students to think about issues beyond the coverage
of the text and extend their understanding of key
concepts.
• More local and international cases: End of each
chapter - new short case studies illustrate recent,
relevant applications of international marketing in
practice. Each case study reinforces chapter topics
and challenges students to apply the concepts learnt.
• More local and international cases: End of each part Longer case study encourages more extensive analysis
and critical evaluation. These cases consolidate the
material covered in each Part and test knowledge of
how the topics apply in real world situations
FEATURES
• Up-to-date examples from Australia, New Zealand
and throughout the Asia Pacific region alongside an
international perspective to provide a truly global
context.
• International Marketplace boxes provide examples
of contemporary corporate practices in international
marketing. They illustrate how chapter concepts are
applied in a real business environment.
• A 6 month subscription to Search me! marketing is
provided with this text. Fast and convenient, this
resource provides 24-hour access to full-text articles
updated daily from hundreds of scholarly and popular
journals as well as e-books, magazines and news
papers including The Australian and The New York
www.cengageasia.com
17
Times. You can use the Search me! marketing key
terms listed at the end of each chapter to explore
topics further and find current references for
assignments.
CONTENTS
Part 1: The international environment 1. Introduction to
international marketing Case study: BHP Billiton and Rio
Tinto: Seizing opportunities in China’s dragon economy
2. The economic environment Case study: Giordano in
Taiwan: a 2009 update 3. Trade institutions and trade
policy Case study: New Zealand butter battles European
bureaucracy 4. The political and legal environment
Case study: Honda: a hero in India 5. The cultural
environment Case study: Lonely Planet guides global
explorers Part case study: Car financing in China Part
2: International market entry 6. Building the knowledge
base Case study: IKEA 7. Foreign market entry Case
study: Show me the money: the birth of Singapore’s
gaming industry 8. Channels of distribution and logistics
Case study: Li & Fung Part case study: Honeyland
Manuka from New Zealand: An international new
venture Part 3: International marketing mix 9. Product
policy and adaptation in international markets Case
study: Doc Martens makes strides around the world
10. Product and brand management in international
markets Case study: Guanghzhou Kinetek JingHe
Machine Company Limited 11. Services marketing Case
study: Sound Lounge looks to the future 12. Pricing in
international markets Case study: Damar International
13. International marketing communications Case
study: Blackberry in Indonesia Part case study: iiNet
expands globally while staying home Part 4: Planning
and future development 14. International marketing
strategy, planning, implementation and control Case
study: Costco down under 15. The future of international
marketing Case study: Would JooJoo want an iPad? Part
case study: Denim: from dye to derriere
© 2011, 672pp, Paperback, 9780170186964, Cengage Learning
Australia
18
INTERNATIONAL MARKETING,
INTERNATIONAL EDITION, 10E
Michael R. Czinkota, Georgetown University; Ilkka A. Ronkainen,
Georgetown University
INTERNATIONAL MARKETING, 10E, International
Edition 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
• New Parsimony of Structure: The book now covers
the marketing issues of both small- and medium-sized
firms, as well as multi-national corporations. It does so
by identifying both the similarities and the differences
in marketing activities which result from differences
in size, impact, and resources.
• New Color and Design: The 10th Edition is now in four
colors, which further enhances the readability of the
text and enhances students’ understanding of the key
concepts, especially in the exhibits and maps.
• New Chapters: A series of new chapters in the 10th
Edition produces in-depth analysis covering new
marketing directions and challenges. NEW Chapter 6
focuses on the global consumer. Chapter 16 represents
an entirely new thrust on Social Networks and
Communication. NEW Chapter 17 on Leadership-including responsibility and sustainability. Also newly
revised is the appendix covering how to find one’s
calling in Global Markets.
www.cengageasia.com
International Edition
• New Topics: The 10th Edition addresses new
controversies such as corruption, volatility, and the
need for a reduction in product and brand complexity.
The authors also cover their newly developed
concept of “curative marketing,” which analyzes how
marketing can shape its context, and how it needs to
remedy the problems international marketing issues
and approaches have caused.
• Updated Vignettes: The vignettes--which appear at
the beginning of each chapter and an additional 3 to
4 throughout the chapter--have been condensed and
targeted, so that they permit a tighter focus of analysis
and more challenging class debate. Virtually all of the
vignettes in this edition are brand new or updated.
• New Cases: In this edition, most of the cases following
each Part in the text are either new or updated and
cover a variety of topics.
• New Challenge Us Feature: Appearing at the end of
each chapter, this NEW feature provides a description
of issues for debate, so that classroom discussions can
be elevated and interactive.
Marketing. Part III: THE GLOBAL MARKETING MIX. 11.
Product Management and Global Brands. 12. Marketing
of Services. 13. Advertising, Promotion, and Sales. 14.
Pricing Strategies and Tactics. 15. Global Distribution
and Logistics. Part IV: LEADERSHIP IN GLOBAL
MARKETING. 16. Social Networks and Communication.
17. Leadership: Responsibility and Sustainability. 18. New
Directions and Challenges. Appendix. Finding Your
Calling in Global Markets: Jobs and Careers.
© 2013, 720pp, Paperback, 9781133588399, South-Western
College
FEATURES
• Focus on the Physical Environment and Geography:
Updated maps provide context in terms of social
and economic data, including electronic maps. An
appendix directly addresses the relationship between
geography and international marketing.
• New Cases: Each Part section is followed by 4 cases,
with 2 additional cases online. Presented on a variety
of topics, these cases 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.
CONTENTS
P a r t I : T H E I N T E R N AT I O N A L M A R K E T I N G
ENVIRONMENT. 1. The Global Environment. 2.
International Trade Frameworks and Policy. 3. The
Role of Culture. 4. The Economic Environment. 5. The
Political and Legal Environments. Part II: FINDING
GLOBAL CUSTOMERS. 6. The Global Consumer. 7.
Strategic Planning. 8. Analyzing People and Markets. 9.
Market Entry and Expansion. 10. Organization for Global
International Edition
INTERNATIONAL MARKETING
STRATEGY, 6E
Isabel Doole, Sheffield Business School; Robin Lowe, Sheffield Hallam
University
Now in its sixth edition, the highly respected and
popular textbook has been developed to help the
student learn, understand and practice all of the
elements of the international marketing strategy
process. The main ethos of the text is that a fundamental
element of international marketing is the development
of competitive international marketing strategies which
build upon, leverage and advance an organization’s
competitive position across the globe. The sixth
edition has been completely updated to reflect all key
new developments in international marketing, whilst
also significantly expanding the international coverage
reflecting Europe, the Middle East, Africa and Asia.
FEATURES
• In-depth assessment of how the global economic crisis
has changed the international marketing strategy,
essential for students to understand in full.
• Thought-provoking discussions of corporate social
responsibility, ethical and environmental issues to
www.cengageasia.com
19
•
•
•
•
•
•
ensure that students fully comprehend the latest
developments in international marketing and its
changing focus.
Extensive coverage of small and medium-sized
enterprises examining the skills base needed by global
managers around the world, and the implications of
the strategy development issues.
Boxed real-world ‘Illustrations’ throughout the text
enable the reader to focus on the key issues and
discuss the practical implications of these issues for
international marketing strategy development.
‘Management Challenges’ provide examples of the
kind of practical dilemmas faced by international
marketing managers in their everyday operations.
All chapters conclude with a case study which reflects
the main focus of the chapter, whilst also encouraging
the student to draw on their learning from the chapter.
All Parts conclude with a more comprehensive
‘Integrative Learning Activity’ for the reader
that focuses on international marketing strategy
development.
Attractive full-colour text design with engaging use of
photos and illustrations throughout brings the text to
life, and ensures students are actively engaged with
the material.
CONTENTS
PART 1 ANALYSIS 1. An introduction to international
marketing 2. The international trading environment
3. Social and cultural considerations in international
marketing 4. International marketing research and
opportunity analysis PART 2 STRATEGY DEVELOPMENT
5. International niche marketing strategies for small and
medium-sized enterprises (SMEs) 6. Global strategies
7. Market entry strategies 8. International product and
service management PART 3 IMPLEMENTATION 9.
International communications 10. The management
of international distribution and logistics 11. Pricing
for international markets 12. International marketing
implementation through enabling technologies
© 2012, 472pp, Paperback, 9781408044070, CL EMEA Higher
Education
20
INTERNET MARKETING
INTERNET MARKETING, 3E
Integrating Online and Offline Strategies, International
Edition
Mary-Lou Roberts, Retired Professor of Marketing; Debra Zahay,
Northern Illinois University
INTERNET MARKETING, 3E, International Edition
provides comprehensive coverage of the rapidly
changing field of Internet marketing that is timely
and relevant. It relies on extant marketing theory
where appropriate and introduces many conceptual
frameworks to structure student understanding of
Internet marketing issues. Above all, it works on the
premise that the Internet--whether used as a medium
of communication or as a channel of distribution--is
only one component of the contemporary marketer’s
arsenal. The key issue facing marketers today is
how to best integrate this powerful new component,
continuing developments in Internet marketing
into their strategies and media plans. That ongoing
challenge represents the essential theme of this text.
NEW TO THIS EDITION
• New approaches to student engagement throughout
the text--i.e. new features, new guidelines.
• Expanded emphasis throughout on social media
marketing.
• Two NEW chapters: one on social media marketing,
and one on lead generation and conversion in B2B
markets.
• New Internet Marketing Tools section with completely
updated chapters.
• Illustrations of mobile marketing and apps throughout
with a completely rewritten Mobile Marketing
chapter.
www.cengageasia.com
International Edition
FEATURES
• Information Technology concepts easy to grasp:
Students must understand the basics of the underlying
technology that supports Internet marketing. This text
makes rather complex IT concepts understandable to
the student who has only the required MIS basics.
• Internet marketing is presented throughout as a global
phenomenon: The Internet is a world without walls.
Global material and examples are used throughout
the text integrated by subject matter.
• Internet Exercises give students an opportunity to
explore the topics and discussions in the chapter in
the real-life setting of the Internet.
• Numerous screen captures from the Internet
showcase real-world, and timely relative examples of
concepts from the text.
CONTENTS
Part I: FOUNDATIONS OF INTERNET MARKETING. 1.
Internet Marketing as Part of Marketing Communications
Mix. 2. The Internet Value Chain. 3. Business Models and
Strategies. 4. Direct and Database Foundations. Part II:
ESSENTIAL INTERNET MARKETING TOOLS. 5. Branding
and Video Marketing. 6. Display Advertising and Other
Customer Acquisition Tools. 7. Email Marketing to
Build Consumer and Business Relationships. 8. Search
Marketing–SEO and PPC. 9. Social Media Marketing.
Part III: DEVELOPING INTERNET MARKETING
STRATEGIES AND PROGRAMS. 10. Lead Generation
and Conversion in B2B and B2C Markets. 11. Customer
Relationship Development and Management. 12.
Developing and Maintaining Effective Web Sites. 13.
Customer Service and Support in Web Space. Part IV:
EVALUATING PERFORMANCE AND OPPORTUNITIES.
14. Measuring and Evaluating Web Marketing Programs.
15. Social and Regulatory Issues: Privacy, Security, and
Intellectual Property. 16. Mobile Marketing and Media
Convergence.
© 2013, 512pp, Paperback, 9781133627012, South-Western
College
PRINCIPLES OF INTERNET MARKETING
New Tools and Methods for Web Developers,
International Edition
Jason Miletsky
Principles of Internet Marketing: New Tools and
Methods for Web Developers, International Edition
helps readers understand the “why” behind the “how” of
Web site development. It teaches the importance of the
brand and how that relates to Web site development,
the reasons sites are developed, how they build an
audience, and most importantly, how companies use
the Web to earn revenue and build recognition among
their desired market. You will learn the strategies used
to drive traffic to a site, the tools that are available to
keep audiences coming back (with a focus on social
media tools), and the role marketing plays in the
building a successful Web site.
FEATURES
• Interviews featuring high-profile individuals (such
as Ward Cunningham, and Konstantin Guericke, of
LinkedIn) discussing industry-related topics.
• Screen shots demonstrating different types of
Web marketing from numerous companies and
organizations.
• Tables and statistics illustrating how the Web has
changed and continues to change at a rapid pace.
• Key Terms with definitions at the end of each chapter.
• Review Questions and Projects to assess one’s
retention of the concepts and gain some hands-on
practice on the Web.
CONTENTS
1. An Overview Of The Web. 2. Types Of Web Sites. 3.
Social Media And Social Networking Sites. 4. Blogging.
5. Web-Based Video. 6. Wikis, Rss, Mash-Ups And Virtual
Worlds. 7. Understanding The Brand. 8. Planning And
International Edition
www.cengageasia.com
21
Developing The Site. 9. E-Commerce Sites. 10. Programs
And Languages. 11. Driving Traffic: Marketing Strategies.
12. Capturing And Keeping And Audience. 13. Traffic
Analysis And Measuring For Success.
© 2010, 4pp, Paperback, 9780538745277, Career & Computing
MARKETING CHANNELS
rewritten and updated for this new edition to
stimulate the reader’s interest and set the stage for
the chapter. Opening vignettes include, Amazon.com,
Gazelle, The Beatles distribution methods, Burger
King’s one dollar Whopper Junior, and more.
• This new edition 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-tobusiness, and integrated channels.
• 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.
FEATURES
MARKETING CHANNELS, 8E
A Management View, International Edition
Bert Rosenbloom, Drexel University
Marketing Channels: A Management View, 8e,
International Edition 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, sociocultural, environmental, and technological changes
that have taken place within the industry.
NEW TO THIS EDITION
• Increased emphasis on the role of technology in
marketing channels.
• Increased emphasis on manning the supply chain.
• Increased coverage of global markets, and how
currency fluctuations can affect pricing in multiple
markets and pricing.
• The eighth edition has been heavily revised to bring
the most up-to-date marketing channels coverage.
Major influences in today’s business models, such
as green or sustainable marketing channels as
well as major technology and communications
breakthroughs, are included in this edition.
• The chapter opening vignettes have been completely
22
• Focus on Channels: The chapter opening vignettes
stimulate the reader’s interest with up-to-date
examples that are relevant to today’s students.
• Cases: Through extensive use of case studies,
students are provided the opportunity to see market
channeling in action with real companies.
• Electronic and Sustainable Marketing: Chapter
covering electronic marketing channels and
sustainable business models has been heavily revised
to reflect the integrated convergence of electronic
and conventional channels as well as the advantages
of a sustainable business model.
CONTENTS
Part I: MARKETING CHANNEL SYSTEMS. 1. Marketing
Channel Concepts. 2. Marketing Channel Participants. 3.
The Environment of Marketing Channels. 4. Behavioral
Processes in Marketing Channels. Part II: DEVELOPING
THE MARKETING CHANNEL. 5. Strategy in Marketing
Channels. 6. Designing Marketing Channels. 7. Selecting
Channel Partners. 8. Target Markets and Channel Design
Strategy. Part III: MANAGING MARKETING CHANNELS.
9. Motivating the Channel Members. 10. Product
Issues in Channel Management. 11. Pricing Issues in
Channel Management. 12. Promotion in Marketing
Channels. 13. Logistics and Supply Chain Management
in Marketing Channels. 14. Evaluating Channel Member
Performance. Part IV: ADDITIONAL PERSPECTIVES ON
MARKETING CHANNELS. 15. Online Channel Systems
and Management. 16. Franchise Marketing Channels. 17.
www.cengageasia.com
International Edition
Marketing Channels for Services. 18. Global Marketing
Channels. Part V: CASES.
© 2012, 688pp, Paperback, 9780538477604, South-Western
College
MARKETING IN SOCIETY
GREEN MARKETING MANAGEMENT,
INTERNATIONAL EDITION
Robert Dahlstrom, University of Kentucky
GREEN MARKETING MANAGEMENT, International
Edition helps individuals make informed decisions
about choices that impact the environment. This
insightful new text provides a thorough introduction
to the emerging field of green marketing management,
including a useful exploration of the integral
relationships among marketing strategy and action,
macroeconomic sectors, and the environment. In
addition to providing a detailed look at many green
strategies, from environmentally friendly supply chains
to the environmental implications of product creation,
the text reviews the evolution of marketing and devotes
considerable attention to the conditions for potential
consumers to act in an ecologically responsible manner.
FEATURES
• This insightful text provides a thorough introduction
to the emerging field of green marketing management,
including an exploration of key green strategies,
an overview of the evolution of marketing, and
abundant real-world examples and applications that
students are likely to find compelling, relevant, and
useful—both as business professionals and informed
consumers.
• A u t h o r Ro b e r t D a h l s t r o m d r a w s o n b o t h
International Edition
his considerable expertise in green marketing
management and his extensive teaching experience
to create a text that is rich in content while remaining
accessible and engaging, making this versatile text
well-suited for introductory undergraduate courses
as well as more advanced classes within graduate
programs.
• The text features a highly modular structure, with
every chapter divided into brief, engaging sections
designed to sustain student interest and facilitate
effective learning and review. This structure also
makes the text easy to navigate and extremely
versatile, enabling instructors to tailor readings
precisely to their particular course goals and syllabi.
• Vibrant visual features throughout the text
vividly illustrate and expand on key concepts and
applications to engage students and promote better
comprehension and retention of the text material.
• Taking a broad view without sacrificing detail or
nuance, GREEN MARKETING MANAGEMENT,
International Edition provides an easy-to-follow
blueprint illustrating the integral relationships among
marketing strategy, marketing action, macroeconomic
sectors, and the environment.
CONTENTS
Part I: INTRODUCTION. 1. An Overview of Green
Marketing. 2. An Overview of Strategic Green Planning.
Part II: THE CONSUMPTION-ENVIRONMENT
INTERFACE. 3. The Environment and Consumption. 4.
The Environmental Effects of Consumption. Part III:
PROVIDING VALUE VIA SUSTAINABLE MARKETING
STRATEGIES. 5. Discovering Value via Market Analysis.
6. Communicating Value. 7. Producing Value via
Innovation. 8. Delivering Value via Sustainable Supply
Cycle Strategies. 9. Delivering Value in Retailing. 10.
Declaring Value via Sustainable Pricing Strategies. Part
IV: MACRO-ECONOMIC ENERGY CONSUMPTION.
11. The Role of Household Consumption. 12. Energy
Consumption in the Services Sector. 13. Transportation.
14. The Role of Industrial Consumption. Part V: GREEN
MARKETING AND SUSTAINABILITY REPORTING. 15.
Monitoring and Reporting Sustainability Efforts.
© 2011, 360pp, Paperback, 9781111530372, South-Western
College
www.cengageasia.com
23
MARKETING MANAGEMENT
MM 4 (WITH MARKETING COURSEMATE
WITH EBOOK PRINTED ACCESS CARD),
4E
Dawn Iacobucci
Created through a “student-tested, faculty-approved”
review process with students and faculty, MM4 is an
engaging and accessible solution to accommodate
the diverse lifestyles of today’s learners at a valuebased price. MM4 employs an integrated marketing
management framework using new and proven learning
features to detail key concepts, and useful exhibits and
graphics further describe key principles. This engaging
book incorporates the latest statistics as well as new
coverage that highlights the importance of social media
and the impact of consumer behavior on successful
marketing management.
NEW TO THIS EDITION
• •NEW MARKETING MANAGEMENT CONTENT
REMAINS RELEVANT TO TODAY’S TIMES. Open any
page of MM4 and you and your students will find the
most current marketing management statistics with
engaging contemporary examples that keep content
applicable to today’s current business challenges and
meaningful to life today.
• NEW INSTRUCTOR PREP CARDS MAKE TRANSITION
TO THIS EDITION EASY. Individual detachable Prep
Cards for each chapter outline specific content
updates and changes from MM3 to help make the
transition to MM4 as seamless as possible. You’ll
also find time-saving, convenient chapter outlines,
discussion questions, video teaching notes, and more
to help you plan and deliver your course efficiently.
• “ANATOMY OF . . . FEATURE” ASSISTS STUDENT
UNDERSTANDING OF SPECIFIC MARKETING
MANAGEMENT PRINCIPLES.
• AN INNOVATIVE COMBINATION DELIVERS KEY
CONTENT BOTH IN PRINT AND ONLINE.
• SHORTER COMPREHENSIVE CHAPTERS
COMMUNICATE MARKETING MANAGEMENT
CONCEPTS IN A MODERN DESIGN.
• CO N T E N T A N D R E S O U R C E S P R O V I D E A
SUPPLEMENT PACKAGE THAT IS SECOND TO NONE.
• TRADITIONAL CONCEPTS PROVIDE SOLID
FOUNDATION IN MARKETING MANAGEMENT.
• NONTRADITIONAL STREAMLINED PRESENTATION
APPEALS TO TODAY’S STUDENTS.
• CHAPTER-IN-REVIEW CARDS AT THE BACK OF THE
STUDENT EDITION PROVIDE STUDENTS WITH A
PORTABLE STUDY TOOL.
CONTENTS
Part I: MARKETING STRATEGY. 1. Why Is Marketing
Management Important? 2. Customer Behavior. 3.
Segmentation. 4. Targeting. 5. Positioning. Part II:
PRODUCT POSITIONING. 6. Goods and Services. 7.
Brands. 8. New Products. Part III: POSITIONING VIA
PRICE, PLACE, PROMOTION. 9. Pricing. 10. Channels of
Distribution and Logistics. 11. Advertising Messages and
Marketing Communications. 12. Integrated Marketing
Communications and Media Choices. 13. Social Media.
Part IV: POSITIONING: ASSESSMENT THROUGH
THE CUSTOMER LENS. 14. Customer Satisfaction and
Customer Relationships. 15. Marketing Research Tools.
Part V: CAPSTONE. 16. Marketing Strategy. 17. Marketing
Plans.
© 2014, 352pp, Paperback, 9781133629382, South-Western
College
FEATURES
24
www.cengageasia.com
International Edition
MARKETING RESEARCH
New Edition Tentatively
in July 2013
BASIC MARKETING RESEARCH,
INTERNATIONAL EDITION (WITH
QUALTRICS PRINTED ACCESS CARD), 7E
Gilbert A. Churchill, University of Wisconsin; Tom J. Brown, Oklahoma
State University
This best-selling introductory marketing research text
has undergone further transition in the sixth edition
to make it even more accessible to students while still
retaining its level of coverage. BASIC MARKETING
RESEARCH, International Edition provides a framework
for the choices and decisions that must be made by
managers-an important aspect of marketing researchbecause decisions made in one stage of the process
have consequences for other stages. Managers
and marketing researchers need to appreciate the
interactions among the parts of the research process so
they can have confidence in a particular research result.
This edition provides readers with an overview of the
information gathering function from the perspective
of the researchers who gather the information and the
marketing managers who use it.
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.
International Edition
• 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.
• Real-World Emphasis: Chapter 4 includes a
presentation of the marketing research process that
Visa managers used to devise and test a new brand
mark. Visa managers worked with us to develop a
thorough overview of the process they employed. In
this chapter we also include an example of a research
request agreement used in a project for a not-forprofit organization.
• Real-World Interviews: In Chapters 1 and 11, we’ve
included interviews with Don Schultz, who gives his
views on the current state of marketing research
within the organization based on his consulting
experiences worldwide (Chapter 1) and offers a
strong recommendation for using behavioral research
techniques (Chapter 11).
• 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.
• 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.
FEATURES
• 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.
• Reworked Chapters on Problem Formulation and
Measurement: Chapter Four, “Problem Formulation,”
has been revised to provide much more structure to
www.cengageasia.com
25
material students often struggle with.
• 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, 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.
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, 624pp, Paperback, 9781439041406, South-Western
College
26
ESSENTIALS OF MARKETING RESEARCH,
INTERNATIONAL EDITION (WITH
QUALTRICS PRINTED ACCESS CARD), 5E
William G. Zikmund, Oklahoma State University; Barry J. Babin,
Louisiana Tech University
Focusing on students as managers, the exciting
new ESSENTIALS OF MARKETING RESEARCH, 5E,
International Edition offers concise yet thorough
coverage that delivers the essential information
students need to skillfully use marketing research
in making effective business decisions. It also
equips readers with the skills to perform basic, core
marketing research tasks. Designed specifically for
instructors who prefer a more concise introduction
to marketing research topics, it succinctly addresses
the design, collection, analysis, and reporting of
marketing research data relevant to a firm’s current
and future needs. Reflecting the latest developments
from the field, the Fifth Edition features an increased
emphasis on behavioral tracking, social networking,
smart phones, and the resulting impact on marketing
research.
NEW TO THIS EDITION
• Emerging Trends: Reflecting the latest developments,
trends, and issues from the field, the new Fifth Edition
is completely up to date. It includes significant new
coverage of behavioral tracking with respect to all the
automatic data that is now collected. It also offers
intriguing discussions of the new ethical situations
posed by GPS tracking available on smart phones.
• More Mobile: The new edition illustrates how
marketing research is changing. Reducing coverage of
in-home telephone interviews and in-person survey
approaches, the author focuses on the prevalence of
mobile phones versus home phones--and the major
implications for marketing researchers.
www.cengageasia.com
International Edition
• Social Networks: An increased emphasis on social
networking is integrated throughout the text,
especially Chapters 2, 7, and 8.
• New Examples: One to two boxed features per chapter
have been thoroughly revised, while a full third of
vignettes are new or significantly revised and updated.
FEATURES
• Student Friendly: ESSENTIALS OF MARKETING
RESEARCH, 5E, International Edition offers balanced
coverage of decision making, qualitative research, and
quantitative research tools. Its signature practical,
easy-to-understand approach reinforces positive
student learning outcomes.
• Hands-on Practice: After illustrating how the Internet
is revolutionizing information systems, ways of
gathering secondary data, survey processes, sampling,
questionnaire design, qualitative analysis, and
communication of results, the text enables students
to get personal experience using technological tools
to build surveys using Qualtrics.
• Real-World Vignettes: Each chapter sets the stage
with a story relevant to the topics discussed within.
Vignettes include real-world companies as well as
“slice of life” stories describing a business person’s
struggle to make smart decisions. Both demonstrate
how research is intertwined with their struggle. These
examples are referred to throughout most of the
chapters, providing readers with a running example.
• International Coverage: Expanded international
examples increase awareness of research issues
beyond North America, exposing domestic students
to global dynamics. Cultural and language barriers
often present challenges for the researcher, and
many readers may work outside the United States or
Canada--making these illustrations very relevant to
future business leaders.
• New Case Material: Almost all chapters include
at least one new end-of-chapter case as well as
several new end-of-book cases. These cases present
interesting, real-life research situations that require
students to make thoughtful decisions. They offer the
opportunity for active participation in the decisionmaking process, one of the most effective forms of
learning. Many of these cases focus on Internet issues
or ethical issues associated with marketing research.
Data sets for Excel and SPSS are included for select
cases on the text web site.
International Edition
• Step-by-Step Guides: Emphasizing managerial
applications more than statistical theory, the text
equips students with basic tools to perform common
data analysis. More sophisticated data analysis
approaches are left for further reference. Readers
learn how to test simple hypotheses involving
differences between means or relationships among
variables. Coverage of cross-tabulation, t-tests,
ANOVA, and regression teaches students these
techniques. Easy-to-follow boxes illustrate how to
use software to analyze data and draw conclusions.
CONTENTS
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: DESIGNING RESEARCH
STUDIES. 5. Qualitative Research. 6. Secondary Data
Research in a Digital Age. 7. Survey Research. 8.
Observation. 9. Conducting Marketing Experiments.
Part III: MEASUREMENT. 10. Measurement and Attitude
Scaling. 11. Questionnaire Design. Part IV: SAMPLING
AND STATISTICAL THEORY. 12. Sampling Designs and
Sampling Procedures. 13. Reviewing Statisical Theory
and Determining Sample Size. Part V: ANALYSIS AND
REPORTING. 14. Basic Data Analysis. 15. Testing for
Differences Between Groups and for Relationships
Among Variables. 16. Communicating Research
Results. PART VI: COMPREHENSIVE CASES WITH
COMPUTERIZED DATABASES. Case 1. Say It Ain’t So!
Is This The Real Thing? Case 2. TABH, INC., Automotive
Consulting. Case 3. Knowing the Way.
© 2013, 480pp, Paperback, 9781133273431, South-Western
College
www.cengageasia.com
27
EXPLORING MARKETING RESEARCH,
INTERNATIONAL EDITION (WITH
QUALTRICS CARD), 10E
William G. Zikmund, Oklahoma State University; Barry J. Babin,
Louisiana Tech University
EXPLORING MARKETING RESEARCH, INTERNATIONAL
EDITION 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.
• Survey This! Feature - Students respond to an
online questionnaire using Qualtrics software. The
questionnaire involves students’ opinions, activities,
and interests regarding numerous everyday behaviors
ranging from study habits to involvement with social
networking. The resulting data are made available to
instructors and students.
• 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
28
validity.
• 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 and demonstrate how research is
intertwined with this struggle.
• 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.
• Chapter 6 was rewritten previously in the ninth edition
to focus more exclusively on qualitative research.
Phenomenology, grounded theory, ethnography, and
case study approaches are now all covered. Several
other chapters now emphasize qualitative research
to a greater extent.
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,
www.cengageasia.com
International Edition
Oral Presentation, and Research Follow-Up. PART VII:
COMPREHENSIVE CASES WITH COMPUTERIZED
DATABASES. Appendix: Statistical Tables. Glossary of
Frequently Used Symbols. Glossary - Endnotes.
© 2010, 736pp, Paperback, 9780324788617, South-Western
College
etc.)
CONTENTS
1. Introduction to Marketing Analytics. 2. Marketing
Segmentation and Cluster Analysis. 3. Perceptual
Maps and Multi-Dimensional Scaling. 4. New Product
Development and Conjoint Analysis. 5. ROI and Market
Tests with Experiments and Analysis of Variance. 6.
Diffusion Models with Market Sizing, Forecasting, and
Customer Lifetime Value. 7. Scanner Data, Brand Choice,
Loyalty and Switching with Logit Models and Logistic
Regressions, CRM, RFM, and Data-Base Marketing.
8. Customer Satisfaction and Path Models. 9. Word
of Mouth and Social Networks. 10. Classic Marketing
Models.
© 2013, 224pp, Paperback, 9781133588108, South-Western
College
MARKETING MODELS, INTERNATIONAL
EDITION
Dawn Iacobucci
One of the larger challenges of teaching modeling
is the issue of balancing quantitative skill sets with
qualitative concepts. Students require familiarity with
specific mathematical concepts and formulas in order
to perform basic tasks. This is a topic that is being
taken very seriously in the discipline. Many companies
routinely collect massive amounts of customer data,
which requires marketing modelers to translate that
data into information that may be used to make factbased strategic and tactical decisions. Marketers are
being challenged to illustrate and demonstrate the
financial return and measurement of their actions and
marketing dashboards and metrics are becoming more
important. This book was itself designed in part from a
customer perspective, and each chapter also covers a
marketing topic using the optimal methods.
FEATURES
• Written to be accessible, useful, and succinct
• Each chapter couples a marketing concept (or two)
with an analytical technique
• Each chapter describes: a) why to use a particular
model, b) what the model is, and c) how to do the
modeling
• The book will include a lot of supplemental materials
online (data sets, examples, homework, references,
International Edition
MARKETING RESEARCH, 10E
Methodological Foundations, International Edition (with
Qualtrics Card)
Dawn Iacobucci; Gilbert A. Churchill, University of Wisconsin
Expect superior, balanced coverage of both qualitative
and quantitative marketing research with this market
leading text from respected marketing authorities Dr.
Dawn Iacobucci and Dr. Gilbert Churchill. Recognized
as the classic authority for today’s marketing research,
MARKETING RESEARCH: METHODOLOGICAL
FOUNDATIONS, 10e, International Edition ensures
your students develop a strong conceptual as well as
practical understanding of marketing research as it
is practiced today. The book’s thorough coverage of
the six stages of the research process provides a solid
marketing research framework while addressing topics
and tools of emerging importance. New Qualtrics™
research activities and coverage of SPSS 17 provide
www.cengageasia.com
29
practice with some of the most popular online survey
tools used in business today.
NEW TO THIS EDITION
• Revised problem sets incorporate SPSS 17: Refined,
effective problem sets throughout this edition now
integrate SPSS 17, giving your students a hands-on
opportunity to apply the marketing research skills
they have learned. Working with this recent version of
SPSS provides crucial practical experience as students
prepare for future success on the job.
• New Qualtrics™ activities provide hands-on practice
with popular online survey tool: Discover a variety
of new activities utilizing the leading Qualtrics™
Web-based survey tool in this edition’s Instructor’s
Manual. Now you can easily give your students handson practice using this online survey tool that is used
extensively today in marketing and business.
• Stronger focus on CRM better prepares students for
effective marketing research today: More focused
coverage of CRM as an ongoing source of consumer
intelligence throughout this new edition ensures your
students gain a thorough understanding of this critical
topic that is so prominent in marketing research today.
• Extended coverage of online social networks reflects
their role in contemporary market research: Thorough
examples of today’s online social networks highlight
their growing influence in today’s marketing research
and equip students to address their marketing
potential fully.
• Fresh new cases familiarize your students with
the latest developments in the field: New, current
cases address areas of growing importance in
marketing research today, including loyalty and
RFM, brand extensions and brand associations,
advertising databases, new products lead-users,
customer satisfaction and CRM, online marketing
research samples, brand equity and pricing, as well
as segmentation studies.
FEATURES
• Proven “Questions to Guide your Learning” Learning
Objectives ensure students focus: Clear, focused
Learning Objectives at the beginning of each chapter
increase student comprehension and ensure your
students concentrate their efforts on key marketing
research skills.
• Margin call-outs highlight key topics and skills: “Key
30
Point” margin notes further direct students’ attention
to today’s most important market research topics.
• “Research Realities” emphasize captivating examples
from today’s businesses: Actual real examples of
research at work in marketing and business today
provide students with a realistic view of what to
expect when they enter the real world.
• Ethical dilemma activities help students apply their
skills: Real ethical challenges facing business today
provide exceptional opportunities for students to
apply what they have learned regarding market
research and the important role of ethics.
• Variety of proven learning features ensure student
comprehension: Discussion Questions, Application
Problems, End-of-Part Cases, and Chapter Appendixes
reinforce learning with hands-on practice and
additional explanations to make certain each student
fully understands the most important topics in
marketing research today.
CONTENTS
Part 1: MARKETINGI RESEARCH AND THE RESEARCH
PROCESS. 1. Marketing Research: It’s Everywhere! 2.
Alternative Approaches to Marketing Intelligence. 3.
The Research Process and Problem Formulation. Part
1 Cases. Case 1-1. Big Brothers of Fairfax County. Case
1-2. Using Loyalty Data at Flowers 4U. Case 1-3. E-Food
and the Online Grocery Competition (A). Case 1-4.
Choosing a Brand Name. Case 1-5. Moving Consumers
from Awareness to Loyalty. Case 1-6. Qualitative Data
from Open-Ended Survey Items: A Service Quality
Example. Case 1-7. Extending a Travel Brand. Part
2: DETERMINING RESEARCH DESIGN. 4. Research
Design, Exploratory Research, and Qualitative Data.
5. Descriptive Research. 6. Casual Designs. Part 2
Cases. Case 2-1. Riverside County Humane Society
(A). Case 2-2. Hotstuff Computer Software (A). Case
2-3. Advertising Agency’s Databank. Case 2-4. Bakhill
Foods. Case 2-5. Internet Advertising and Your Brain
(A). Case 2-6. Customer Relationship Management.
Case 2-7. Ethnography in Practice: The Case of ESPN
Zone, Chicago. Case 2-8. Brand Association Maps. Part
3: DESIGN DATA COLLECTION METHOD AND FORMS.
7. Data Collection: Secondary Data. 8. Data Collection:
Primary Data. 9. Questionnaires and Data Collection
Forms. 10. Attitude Measurement. 10 Appendix.
Psychological Measurement. Part 3 Cases. Case 3-1.
Food and the Online Grocery Competition (B). Case
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International Edition
3-2. Premium Pizza Inc. Case 3-3. CTM Productions (A).
Case 3-4. Comparing Ads Against a Databank. Case 3-5.
Measuring Magazines. Case 3-6. Secondary Data on
Health from CDC. Case 3-7. Critiquing Questionnaires.
Part 4: SAMPLE DESIGNS FOR DATA COLLECTION AND
SAMPLE SIZE. 11. Sampling Procedures. 12. Determining
Sample Size. 13. Field Procedures for Collecting the Data.
Part 4 Cases. Case 4-1. Riverside County Humane Society
(B). Case 4-2. Sampling Lead-Users for New Products.
Case 4-3. Sampling from Your Loyalty Database. Case
4-4. International Differences in the Cost of Data. Case
4-5. Online Samples. Case 4-6. Sampling Gambling.
Part 5: DATA ANALYSIS AND INTERPRETATION. 14.
Preprocessing the Data, and Doing Cross-Tabs. 14
Appendix. Chi-Square and Related Indices. 15. Data
Analysis—Basic Questions. 15 Appendix. Quick Stats
Review. 16. Are My Groups The Same or Different? 16
Appendix. Quick Stats Review. 17. Are These Variables
Related? 18. Multivariate Data Analysis. 18 Appendix.
More Multivariate Statistical Techniques. Part 5 Cases.
Case 5-1. CTM Productions (B). Case 5-2. E-Food and
the Online Grocery Competition©. Case 5-3. Internet
Advertising and Your Brain (B). Case 5-4. A Picture
is Worth a Megabyte of Words: Census Data and
Trends in Lifestyle Purchases. Case 5-5. CountryCable:
Customer Satisfaction Survey Data. Case 5-6. Teeth
Whitening Conjoint Study. Case 5-7. Sports Marketing
and Television Programming. Case 5-8. Repositioning
a Brand. Case 5-9. Conjoint—Branding and Pricing.
Case 5-10. Segmentation Study. Part 6: THE RESEARCH
REPORT. 19. The Research Report.
© 2010, 624pp, Paperback, 9780538743778, South-Western
College
MARKETING RESEARCH FOR BEGINNERS
Dr Khoo Hong Meng, Nanyang Technological University
This book is aimed at providing students and corporate
professionals with some understanding of the basic
principles of marketing research. By setting the
foundation of the necessary skills to conduct research
in the market place, readers will learn how to gather
valid information for better managerial decisionmaking. While most books written on Marketing
Research tend to adopt either an academically rigorous
or generalist approach to the topic, Marketing Research
for Beginners: A Practical Handbook targets readers
who may or may not have any prior knowledge and
experience with its requirements. Furthermore, it is
designed to assist beginners in carrying out marketing
research in a ‘quick, dirty and painless’ way, especially
for those who lack the motivation for it, but have
been tasked to conduct some form of it. It uses a
straightforward, direct and easy-to-follow writing style
to discuss the common research woes that students,
business executives and professionals face in the
research process. Its writing style and design are
intended to maximize readers’ appreciation of research.
A problem solving approach through the use of in-case
activities and questions is used to facilitate readers’
learning experiences. As a ‘handbook for beginners’,
the content will not only help beginners get started
with marketing research, but also provide step-by-step
instructions to hand-hold them in their research.
FEATURES
• OPENING RESEARCH CASE SCENARIOS - To
illustrate how marketing research should be designed
to solve problems.
• KEY QUESTIONS - To highlight the frequently
encountered marketing problems.
• TABLES AND FIGURES - To demonstrate key ideas
International Edition
www.cengageasia.com
31
and concepts in a concise and easy-tofollow manner.
• MARKETING RESEARCH ACTIVITIES - To guide
readers in applying what they have learned to reallife situations.
• END-OF-CHAPTER REVIEW QUESTIONS - To
emphasize the key ideas and concepts taught in each
chapter.
CONTENTS
Acknowledgements. Preface. 1. Introduction to
Marketing Research. 2. Ethical Consideration in
Marketing Research. 3. Getting Started with Marketing
Research. 4. Designing a Marketing Research. 5.
Exploratory Research Design. 6. Descriptive Research
Design. 7. Causal Research Design. 8. Question and
Scale Development. 9. Questionnaire Development.
10. Sampling Design. 11. Research Errors. 12. Fieldwork.
13. Qualitative Data Analysis. 14. Quantitative Data
Analysis – Data Preparation. 15. Quantitative Data
Analysis – Statistical Analysis. 16. Communication of
Research Findings. Bibliography.
© 2012, 9789814392617, Cengage Learning Asia
MODERN MARKETING RESEARCH, 2E
Concepts, Methods, and Cases, International Edition
(with Qualtrics Printed Access Card)
Fred M. Feinberg, University of Michigan; Thomas Kinnear, University
of Michigan; James R. Taylor, University of Michigan
Illustrative and analytical, MODERN MARKETING
RESEARCH: CONCEPTS, METHODS, AND CASES, 2E,
International Edition is a comprehensive introduction
to the practice of marketing research. The text
treats marketing research design as an integrated
process, walking students through each step, from
identifying data sources to analyzing findings with
various statistical methods. Making sense of complex
32
marketing data for students, MODERN MARKETING
RESEARCH: CONCEPTS, METHODS, AND CASES, 2E,
International Edition explains in detail the analytical
and statistical approaches essential in marketing
research, including standard multivariate methods
like Factor, Cluster, and Conjoint Analyses, as well
as the latest Hierarchical Bayes, Heterogeneity, and
Sample Selection techniques. More than three dozen
in-text cases highlight research projects in business
and academic settings, while numerous examples and
special interviews with industry experts give them an
in-depth perspective of marketing research and its
applications in the real world.
NEW TO THIS EDITION
• All-New Cases: Two new “capstone cases” illustrate
basic and advanced statistical techniques, and round
out a broad selection of more than 40 cases with
real-world, global marketing data to show students
how to manipulate and use findings.
• Current and Emerging Online Coverage: MODERN
MARKETING RESEARCH: CONCEPTS, METHODS,
AND CASES, 2E, International Edition discusses the
latest online trends in marketing research to keep
students in step with the ever-evolving field.
• Quick-Reference List: This descriptive list of online
marketing resources, databases, and web links is
an up-to-date, “go-to” resource for students in your
course.
• Expanded Statistical Techniques: This edition delivers
even more discussion and illustration of multivariate
techniques, including cluster and discriminant
analyses for segmentation, as well as state-of-the-art
methods like Hierarchical Bayes, heterogeneity, and
various types of conjoint analysis.
• 2010 Census Coverage: Students evaluate the research
methods and data from the 2010 U.S. Census with
the in-depth discussion in MODERN MARKETING
RESEARCH: CONCEPTS, METHODS, AND CASES, 2E,
International Edition.
FEATURES
• Integrated Perspective: Rather than abstract
discussions, MODERN MARKETING RESEARCH:
CONCEPTS, METHODS, AND CASES, 2E, International
Edition uses cases and examples to explain each
aspect and stage of the marketing research process
for a deeper, more comprehensive understanding.
www.cengageasia.com
International Edition
• Managerial, Detailed Approach: This high-level
approach delivers exceptionally detailed coverage
of research methods, particularly for “data-driven
marketing,” a must-know subject in marketing
research today.
• Helpful Data Sets and Instructor Slides: Assign
complete data sets from cases to student teams
and use classroom-tested PowerPoint® lessons to
enhance your lessons.
• Comprehensive Statistical Techniques: Cover all
essential statistical techniques used in marketing
research--starting with basic summary statistics,
through regression, and ending in state-of-the-art
methods--with the most complete and modern text
on the market
• “Special Expert” Features: Interviews of world-class
scholars and industry leaders show students how
marketing research applies to ongoing, real-world
projects.
CONTENTS
1. Purpose and Process of Marketing Research. 2.
Research Design and Data Sources. 3. Measurement in
Marketing Research. 4. Causal Designs and Marketing
Experiments. 5. Data Collection: Exploratory and
Conclusive Research. 6. Designing Surveys and Data
Collection Instruments. 7. Sampling. 8. Data Analysis
and Statistical Methods: Univariate and Bivariate
Analyses. 9. Modeling Multivariate Relationships:
Multiple Regression for Interval, Binary, and Nominal
Dependent Variables. 10. Factor, Cluster, Discriminant,
and Latent Class Analyses. 11. Conjoint Analysis and
Multidimensional Scaling. 12. Advanced Topics, Research
Frontiers, and Preparing the Final Report.
© 2013, 720pp, Paperback, 9781133191025, South-Western
College
International Edition
MR 2 (WITH MARKETING COURSEMATE
WITH EBOOK PRINTED ACCESS CARD),
2E
Tom J. Brown, Oklahoma State University; Tracy A. Suter, Oklahoma
State University
Created through a “student-tested, faculty-approved”
review process, MR2 is an engaging and accessible
solution to accommodate the diverse lifestyles of
today’s learners at a value-based price. MR2 provides
an exciting, innovative approach to Marketing Research
that provides the material needed for a successful
course.
NEW TO THIS EDITION
• UPDATED FAST FACTS: The Fast Facts have been
updated throughout the text.
• NEW RESEARCH REPORT: A new research report is
included in Chapter 14.
• VERIFIED ANALYSES: Verified analyses throughout
the text.
FEATURES
• Thorough coverage of basic research process
(structure is based on well-known book in 8th edition)
with a casual writing style and appealing visuals.
• Access to Qualtrics packaged with MR2. Students can
take an online survey and use the data collected from
the survey to do data analysis. Students can also use
Qualtrics to design and deploy their own surveys.
• An innovative combination of content delivery both
in print and online provides a core text and a wealth
of comprehensive multimedia teaching and learning
assets based on input from student focus groups
and surveys, and from interviews with faculty and
students.
• Shorter, comprehensive chapters in a modern design
present content in a more engaging and accessible
www.cengageasia.com
33
format without minimizing coverage for your course.
• Chapter In Review Cards at the back of the Student
Edition provide students a portable study tool
containing all of the pertinent information for class
preparation.
• Instructor Prep Cards at the back of the Instructor’s
Edition as well as Qualtrics and SPSS Quickstart
guides make preparation simple with detachable
cards for each chapter, offering a quick map of chapter
content, a list of corresponding PowerPoint and
video resources, additional examples, and suggested
assignments and discussion questions to help you
organize chapter content efficiently.
CONTENTS
Brief Contents. 1. Marketing Research: From Data
to Information to Action. 2. The Research Question:
Formulation of the Problem. 3. Exploratory, Descriptive,
and Causal Research Designs. 4. Collecting Secondary
Data from Inside and Outside the Organization. 5.
Collecting Primary Data by Observation. 6. Collecting
Primary Data by Communication. 7. Asking Good
Questions. 8. Designing the Questionnaire. 9.
Developing the Sampling Plan. 10. Data Collection:
Enhancing Response Rates while Limiting Errors. 11. Data
Preparation for Analysis. 12. Analysis & Interpretation:
Individual Variables Independently. 13. Analysis &
Interpretation: Multiple Variables Simultaneously.
14. The Research Report. Endnotes. Index. Chapter
in Review Cards. Qualtrics Quickstart Card. SPSS
Quickstart Card.
© 2014, 240pp, Paperback, 9781133958413, South-Western
College
34
MARKETING STRATEGY
MARKETING
Planning and Strategy with Student Resource Access 12
Months
Subash C. Jain, University of Connecticut, Storrs; George T. Haley,
University of New Haven ; Ranjit Voola, University of Sydney; Mark
Wickham, The University of Tasmania
While retaining its analytical approach and managerial
orientation, this first Asia-Pacific edition of Jain
and Haley’s renowned text Marketing: Planning
and Strategy is strengthened by the integration of
a strategy implementation focus. Having a strong
practical orientation, the text incorporates the relation
of theory to practice as well as a critical aspect through
questioning assumptions and learning through success
and failures.
FEATURES
• A thorough adaptation to reflect the Asia Pacific
context and to consider recent developments due to
the global financial crisis. Emphasis on the practical
implementation of marketing strategies against a
strong theoretical underpinning
• Contemporary and relevant examples to illustrate
theoretical concepts. Companies include Facebook,
Apple, Adidas, NIKE, Google, Fosters, Dell, Coles,
Woolworths, Kraft
• A new 13 chapter structure to better suit the university
semester
• NEW Strategy Implementation boxes in every chapter
demonstrate the practical application of complex
marketing strategy theories
• NEW focus on ethics with dedicated sections in every
chapter
• NEW checklists throughout to highlight important
concepts for reference and verification
www.cengageasia.com
International Edition
• NEW end of chapter internet exercises encourage
students to explore marketing strategy in the online
environment
• NEW end of chapter continuing case study featuring
iconic brand Billabong. A running discussion on the
activities of Billabong in relation to each chapter
topic encourages analysis of the company’s long–term
successes and failures in a sustained manner
• 20 case studies including 15 new local cases.
Featuring companies such as IBM, Mazda, Fosters,
Apple, Powerhouse Museum (Sydney), Oracle, Diary
Australia, Roses Only and Red Bull
plan. Its practical approach to analyzing, planning,
and implementing marketing strategies is based on
the creative process involved in applying marketing
concepts to the development and implementation of
marketing strategy. An emphasis on critical thinking
enables students to understand the essence of how
marketing decisions fit together to create a coherent
strategy. Well-grounded in developing and executing
a marketing plan, the text offers a complete planning
framework, thorough marketing plan worksheets, and
a comprehensive marketing plan example for students
to follow.
NEW TO THIS EDITION
CONTENTS
1. Marketing and the concept of planning and strategy
2. Strategic marketing 3. Corporate appraisal 4.
Understanding competition 5. Focusing on the customer
6. Scanning the environment 7. Measuring strengths
and weaknesses 8. Developing marketing objectives
and goals 9. Strategy selection 10. Portfolio analysis 11.
Organisational structure 12. Strategic tools 13. Market
strategies and the marketing mix cases
© 2012, 570pp, Paperback, 9780170189392, Cengage Learning
Australia
• Updated content: This edition has been thoroughly
updated and revised with expanded coverage
throughout the text of recent events in marketing
practice by well-known global companies.
• Cases: Eight cases are new to this edition, detailing
current and relevant topics and companies, including:
Netflix, Wyndham, Apple, and Chevrolet. The
remaining cases have been fully updated to include
the most current information.
• Length: This edition has been shortened from 12 to
10 chapters, with a better integration of marketing
program elements throughout and a separate chapter
on branding/positioning.
• Versions: Two distinct versions are available this
edition: One that includes the text and cases and one
that is text-only for use with a separate simulation or
case materials.
FEATURES
MARKETING STRATEGY, TEXT AND
CASES, INTERNATIONAL EDITION, 6E
O. C. Ferrell, University of New Mexico; Michael Hartline, Florida
State University
MARKETING STRATEGY, 6e, International Edition
edition emphasizes teaching students to think and act
like marketers. It presents strategy from a perspective
that guides strategic marketing management in the
social, economic, and technological arenas in which
businesses function today--helping students develop
a customer-oriented market strategy and market
International Edition
• There is a focus on the strategic planning process and
the writing of a marketing plan.
• Cases are shorter and focus on strategic issues rather
than number crunching.
• This edition is now a concise 10 chapters in length,
making it easily teachable within a one semester
course.
CONTENTS
Part 1: SETTING THE STAGE FOR MARKETING
STRATEGY. 1. Marketing in Today’s Economy. 2. Strategic
Marketing Planning. Part 2: DISCOVERING MARKET
OPPORTUNITIES. 3. Collecting and Analyzing Marketing
Information. 4. Developing Competitive Advantage
and Strategic Focus. Part 3: DEVELOPING MARKETING
www.cengageasia.com
35
STRATEGY. 5. Customers, Segmentation, and Target
Marketing. 6. The Marketing Program. 7. Branding
and Positioning. Part 4: PUTTING STRATEGY INTO
ACTION. 8. Ethics and Social Responsibility in Marketing
Strategy. 9. Marketing Implementation and Control.
10. Developing and Maintaining Long-Term Customer
Relationships. Part 5: CASES. 1. Gillette: Product and
Marketing Innovation. 2. Monsanto Balances the Needs
and Concerns of Multiple Stakeholders. 3. NASCAR:
A Branding Success. 4. The Indy Racing League (IRL):
Driving for First Place. 5. Netflix. 6. Sigma Marketing:
Innovation in a Changing Environment. 7. Mattel:
Overcoming Marketing and Manufacturing Challenges.
8. New Belgium Brewing (A): Social Responsibility as
a Competitive Advantage. 9. New Belgium Brewing
(B): Developing a Brand Personality. 10. IKEA Looks
to Further Penetrate the U.S. Market. 11. USA Today:
Innovation and Evolution in a Troubled Industry. 12.
Wyndham. 13. FedEx: Building a Global Distribution
Powerhouse. 14. Mistine: Direct Selling in the Thai
Cosmetics Market. 15. BP Focuses on Sustainability
to Repair Its Reputation. 16. Apple. 17. Chevrolet. Part
6: TOOLS FOR DEVELOPING A MARKETING PLAN.
Appendix A: Marketing Plan Worksheets. Appendix B:
Example Marketing Plan (VirPharm, Inc.).
competitive situations. The book contains two parts:
text and cases. The text reviews the state of the art
in marketing strategy, focusing on both research and
concepts. The cases are comprehensive and integrative,
dealing with a broad range of marketing issues. This
book is intended for use in capstone marketing courses
for senior undergraduate or graduate students. <font co
lor=”#ef3c23”><i><b>Exclusively for Sales in Asia Only</
i>!</b></font>
FEATURES
• The text follows a basic model to explain marketing
strategy formulation, focusing on company,
competition, customer, environment, strengths and
weaknesses, strategy development, and strategy
implementation.
• It provides current thoughts and concepts based on
constructs that have taken place in the field.
• A collection of 23 cases which covers a diverse
range of issues, geographic contexts, and industries.
Companies featured include Disneyland, IKEA, Nestle,
and UPS.
• An Instructor’s Manual to offer suggested syllabi,
answers to end-of-chapter questions, suggestions for
further reading, exam questions, and comprehensive
case notes.
© 2014, 800pp, Paperback, 9781285170435, South-Western
College
© 2009, 685pp, 9789814281447, Cengage Learning Asia
STRATEGIC MARKETING
STRATEGIC MARKETING, 3E
Subash C. Jain, University of Connecticut, Storrs; George T. Haley,
University of New Haven
Decision Making and Planning with Student Resource
Access 12 Months
<i>Strategic Marketing</i> by Jain and Haley focuses on
marketing strategy from the viewpoint of the business
unit. It takes an analytic approach to concentrate on
areas of strategic importance, which have significant
implications for the making of policy decisions in
36
Peter Reed, Monash University (Retired)
This fully revised 3rd edition of Strategic Marketing:
Decision-Making and Planning sets a framework for
marketing decision-making as a part of a holistic
approach to an organisation’s strategic management.
www.cengageasia.com
International Edition
It integrates expanded theoretical coverage with
a step-by-step guide to each stage of the strategy
development and management processes. The latest
theories on how marketing strategy is conceptualised
and practiced is examined alongside a framework to
facilitate the practical application of relevant concepts,
tools and techniques. A series of 10 dynamic interactive
modules exploring each stage of the strategic marketing
process are included and new features such as Strategy
in Practice boxes and end-of-chapter Strategy in Action
activities further highlight the connection between
theory and application.
NEW TO THIS EDITION
• New and updated material including: the rise of new
media and its impact on marketing and advertising
strategy
• Chapters fully revised including: Chapter 2 ‘Strategic
thinking and strategic decision-making’ rewritten to
concentrate on the role of marketing in the strategic
management process
• NEW Strategy in Practice boxes demonstrate the
application of theory through practical examples
• NEW end-of-chapter Strategy in Review and Strategy
in Action activities help students to revise as well as
integrate theory with planning practice
• On-line case studies to highlight key ideas, challenges
and the application of marketing strategies.
• A practical and concise approach to strategic
marketing theory and the marketing strategy
development and planning process.
• Each stage of the strategic marketing development
and planning process is tracked by the strategic
marketing model which opens most chapters.
• A summary of strategic issues introduces every
chapter to prepare students for the upcoming material
• Guidelines for writing abbreviated marketing plans as
well as traditional comprehensive reports as well as
new coverage on preparation of strategic marketing
documents and reports
• A CD containing a series of 10 dynamic interactive
modules which explore each stage of the strategic
marketing process. Integrated templates and activities
further encourage students to apply knowledge learnt.
International Edition
© 2010, 350pp, Paperback, 9780170185325, Cengage Learning
Australia
STRATEGIC MARKETING MANAGEMENT
A Process Based Approach
Luiz Moutinho, Glasgow University; Geoff Southern , University of
Glasgow
FEATURES
CONTENTS
1. The changing world of marketing 2. Strategic thinking
and strategic decision-making 3. Strategic analysis 4.
Strategy development – setting marketing objectives
and developing marketing strategies 5. High-level
marketing strategies: segmentation, brand positioning
and the 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 planning report
Strategic Marketing Management: A process based
approach integrates Marketing with other aspects of
Management such as strategy, organisational theory,
strategic financial management and management
accounting, HRM, information systems, corporate
image and communications, operations management
and logistics. It provides students with an overview
of how marketing fits into the overall management
picture. Strategic Marketing Management: a processbased approach draws heavily on Business Process
Re-engineering (BPR), a term which, in the past ten
years, has caught the imagination of the business and
commercial world.
FEATURES
• Integrated coverage of strategic, financial, operational,
and information systems management and how these
different areas relate to marketing as a discipline.
www.cengageasia.com
37
• Carefully selected learning features including, review
questions, case vignettes and chapter summaries.
• A critical look at Business Process Re-engineering
(BPR) and its effect on modern commercial practices.
• Up-to-date coverage of the most recent developments
in marketing including a strategic study of future
trends in marketing management.
• A highly regarded author team drawing on multidisciplinary specialists from Marketing and other
business disciplines.
• Numerous real world mini-cases illustrating key
Marketing Strategy concepts.
CONTENTS
PART I: Introduction: Marketing and Business Processes
1. Marketing and Process Based Management - Luiz
Moutinho and Geoff Southern, University of Glasgow
2. Customer Focused Management - H Timmermans,
E M Van Raaij, Eindhoven University of Technology,
and W F Van Raaij, University of Tilburg PART II:
Future Predicting Processes (Scenario Building and
Forecasting) 3. Environmental Scanning and Strategy
- Luiz Moutinho, University of Glasgow, Fiona Davies,
Cardiff Business School, and Graeme Hutcheson,
University of Manchester 4. Demand Management
(Market and Technology Forecasting) - Luiz Moutinho
and Geoff Southern, University of Glasgow PART III:
Data Management Processes 5. Strategic Corporate
Knowledge - Luiz Moutinho, Andrzej Huczynski, and
Geoff Southern, University of Glasgow 6. Strategic
Information Systems - Alexis Barlow, Peter Duncan,
Kevin Grant, and David Edgar, Glasgow Caledonian
University 7. Marketing Measurement and Analysis
- Graeme Hutcheson, University of Manchester and
Luiz Moutinho, University of Glasgow PART IV: Keeping
existing customer processes: (Order Fulfilment) 8.
Market Value Chain Management - Geoff Southern
and Luiz Moutinho, University of Glasgow 9. Customer
Relationship Management and Marketing Insights Len Tiu Wright, De Montfort University and Merlin
Stone, University of West of England 10. Operations
and Marketing Programming - Luiz Moutinho & Geoff
Southern, University of Glasgow 11. Distribution Product
Category Management and New Delivery Channels
- Andrew Newman and Tony Conway, University of
Manchester PART V: Getting new customers processes:
(Order Acquisition) 12. Market to Collection (Marketing
mix management and Financial Management) - James
38
Wilson and Luiz Moutinho, University of Glasgow
13. Reputation Management (Corporate Image and
Communication) - P. J. Kitchen and Tom Watson,
University of Hull 14. Innovation Management, Time to
market and solutions design. - J László, Széchenyi István
University, and P Judit, University of West Hungary
PART VI: Infrastructure processes: Organisational
Development and Co-ordination. 15. Solutions Design
- G Southern and L Moutinho, University of Glasgow
16. Strategic Planning Effectiveness and Performance
Measurement. - Geoff Southern and Luiz Moutinho,
both University of Glasgow 17. Financial Appropriation
and return (budgeting, allocation of resources)- James
Wilson and Luiz Moutinho, University of Glasgow
18. Strategic Brand Management. - Simon Knox and
Stan Maklan, Cranfield University 19. Managing the
Marketing and e business interface - Prof K H Huarng
and Charles S Chien, Feng Chia University 20. Cross
Boundary and Global (International) Management C.Lucas, Lisbon PART VII: Conclusion: The Future 21.
Future trends in process based marketing management.
- Luiz Moutinho, University of Glasgow and Paulo Rita,
University of Lisbon (ISCTE)
© 2010, 512pp, Paperback, 9781844800001, CL EMEA Higher
Education
PRICING
PRICING STRATEGY
Setting Price Levels, Managing Price Discounts and
Establishing Price Structures, International Edition
Tim Smith, Depaul University
PRICING STRATEGY: SETTING PRICE LEVELS,
MANAGING PRICE DISCOUNTS AND ESTABLISHING
PRICE STRUCTURES, International Edition is written
www.cengageasia.com
International Edition
by Tim J. Smith, recognized pricing thought leader
and successful principal of a respected pricing firm.
The most comprehensive pricing text on the market,
PRICING STRATEGY, International Edition highlights
the stakeholder’s importance in making decisions,
as well as key trade-offs to consider when choosing
between opposing outcomes. Students will gain a
better understanding of the most important influences
to consider when making pricing decisions. This text
strikes an appropriate balance between quantitative
skill sets and the qualitative concepts necessary for
business growth. Core concepts are presented in
chapters with optional appendices that require more
rigorous knowledge of introductory calculus. The book
draws the best thinking from numerous disciplines,
including marketing, economics, and finance, to deliver
a comprehensive presentation that comes alive through
numerous case studies, memorable examples, and
graphs.
FEATURES
• H I G H L I G H T T H E I M P O R TA N C E O F T H E
STAKEHOLDER IN MAKING POWERFUL PRICING
DECISIONS. This unique, comprehensive book
emphasizes the pivotal role of the stakeholder in
making pricing decisions. Students learn which
key trade-offs to consider when selecting between
opposing outcomes as well as which influences should
guide successful decision making.
• LEVERAGE THE BEST THINKING FROM
MULTIPLE DISCIPLINES FOR A COMPREHENSIVE
PRESENTATION. As a field of study, pricing spans
many disciplines. To meet that need, this unique text
leverages the best thinking in marketing, economics,
competitive strategy, consumer behavior, and finance
to deliver a comprehensive presentation on pricing.
• ADDRESS THE CURRENT MAJOR PRICING
DECISIONS FACING EXECUTIVES TODAY. With
this comprehensive approach, you ensure that
students have the skills needed to manage today’s
most pressing price decisions. PRICING STRATEGY,
International Edition is more direct than an economics
text focused on industry-level dynamics or a
marketing text that emphasizes price as one of several
management levers. This text extends beyond the
accounting text that provides the mechanics of
price-to-profit relationships but lacks the strategy
and insight needed to make price decisions. This
International Edition
book goes beyond a strategy text that focuses on
competitive dynamics.
• CHOOSE THE RIGHT LEVEL OF QUANTITATIVE
INSTRUCTION FOR YOUR INDIVIDUAL COURSE.
To strike the right balance of quantitative instruction,
PRICING STRATEGY, International Edition is
structured to allow you to choose the level of
quantitative instruction that is best for your students.
Core chapters in the text are written at a level
appropriate for students familiar with basic algebra.
For more advanced students, the book includes
numerous appendices that require little more than
an introductory level of calculus.
• EMPHASIZE REAL PRICING CONCEPTS THROUGH
NUMEROUS CASE STUDIES, MEMORABLE
EXAMPLES, AND MEANINGFUL GRAPHICS.
Contributing to an effective learning environment
for future or practicing professionals, actual case
studies, significant examples, and clear tables and
graphics further communicate key pricing concepts
from the text.
CONTENTS
Part I: SETTING THE PRICE. 1. Boundaries of a Good
Price. 2. Profit’s Sensitivity to Price. 3. Consumer
Perception Driven Pricing. 4. Price to Value. 5.
Psychological Influences to Price Sensitivity. Part II:
MANAGING PRICE VARIANCES. 6. Price Segmentation.
7. Price Promotions. 8. Discount Management. Part III:
ESTABLISHING PRICE STRUCTURES. 9. Price Structures
and Multipart Tariffs. 10. Add-ons and Accessories. 11.
Versioning. 12. Bundling. 13. Subscriptions and Customer
Lifetime Value. 14. Yield Management. Part IV: PRICING
STRATEGY. 15. Competition and Pricing. 16. Product Life
Cycle Pricing. 17. Pricing Decisions and the Law.
© 2012, 344pp, Paperback, 9781111571290, South-Western
College
www.cengageasia.com
39
Geoffrey B. Small.
• All new end-of-part video cases focus on Korilla BBQ.
Korilla BBQ has been featured on Food Network
“Great Food Truck Race” the past two seasons.
These all new video cases will focus on how this
revolutionary company has used social media to
become not only the hottest food truck in New York
City, but begin to grow globally.
PRINCIPLES OF MARKETING
FEATURES
CONTEMPORARY MARKETING,
INTERNATIONAL EDITION, 16E
Louis E. Boone, University of South Alabama; David L. Kurtz ,
University of Arkansas
CONTEMPORARY MARKETING 16E, International
Edition has proven to be the premier teaching
and learning solution for principles of marketing
courses. This best seller only grows stronger with
each groundbreaking new edition, building on past
milestones with exciting new innovations. The allnew Sixteenth 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,16E, International
Edition remains in a class by itself.
NEW TO THIS EDITION
• CONTEMPORARY MARKETING, 16E, International
Edition includes extensive coverage of social media
marketing. Throughout the text, opening vignettes,
boxed features, cases, and references discuss how
the trend toward social media has affected the entire
world of marketing.
• All new Opening Vignettes and “Evolution of a Brand”
features give 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.
• All-new end-of-chapter video cases 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. Featured
companies include BoltBus, Ski Butternut, and
40
• Each chapter contains a “Career Readiness” feature
addressing important aspects of proper business
etiquette, including communication, business dinners,
and the most effective way to build strong customer
relationships.
• “Assessment Checks” are included at the end of each
section of the text, giving students the chance to
quickly assess learning.
• Highly effective end-of-chapter self-quizzes called
“Assurance of Learning Review” include questions
designed to quickly assess students’ understanding
of key concepts.
• 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, Bloom’s taxonomy, and
AACSB and Rubin/Dierdorff requirements.
• A completely revised online student assessment suite
of solutions are available to help enhance student
understanding of the material and give the instructor
the ability to manage classes, assignments and track
student progress through a variety of platforms.
• CourseMate brings course concepts to life with a
simple and elegant interactive supplement that allows
students to learn interactively, study and prepare
for exams. CourseMate also includes an integrated
e-book, interactive teaching and learning tools
including quizzes, interactive flashcards, video case
and interactive simulation homework assignments,
and more.
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. Social Media: Living
in the Connected World. 5. E-Business: Managing the
www.cengageasia.com
International Edition
Customer Experience. PART II: UNDERSTANDING
BUYERS AND MARKETS. 6. Consumer Behavior. 7.
Business-to-Business (B2B) Marketing. 8. Global
Marketing. PART III: TARGET MARKET SOLUTIONS.
9. Market Segmentation, Targeting, and Positioning.
10. Marketing Research and Sales Forecasting. 11.
Relationship Marketing and Customer Relationship
Management (CRM). PART IV: PRODUCT DECISIONS.
12. Product and Service Strategies. 13. Developing and
Managing Brand and Product Categories. PART V:
DISTRIBUTION DECISIONS. 14. Marketing Channels and
Supply Chain Management. 15. Retailers, Wholesalers,
and Direct Marketers. PART VI: PROMOTIONAL
DECISIONS. 16. Integrated Marketing Communications,
Advertising, and Public Relations. 17. Personal Selling
and Sales Promotion. PART VII: PRICING DECISIONS.
18. Pricing Concepts. 19. Pricing Strategies. Appendix
A: Developing an Effective Marketing Plan. Appendix
B: Financial Analysis in Marketing.
© 2014, 784pp, Paperback, 9781285092591, South-Western
College
and gets them thinking about their own decisions in the
consumer marketplace. Loaded with helpful learning
features like detailed appendices, cases, vignettes,
boxed features, and videos, INTRODUCTION TO
MARKETING, 12E, International Edition gives students
countless opportunities to develop and apply critical
thinking skills while acquiring the marketing knowledge
essential in the business world.
NEW TO THIS EDITION
• Exciting Social Media and Marketing Chapter: A hot
topic in marketing today, social media comes with
unique challenges and opportunities. INTRODUCTION
TO MARKETING, 12E, International Edition uses pop
culture to examine the growing trend, discussing Lady
Gaga’s successful self-marketing campaign, Korean
BBQ food trucks, Adobe’s Facebook Real or Fake
campaign, and many other examples.
• Marketing Metrics Boxes: New feature boxes illustrate
how profitability and other standards of measurement
lead to business decisions, giving a mathematical
foundation to the decision-making process as it
applies to distribution, product development, pricing,
and all aspects of the marketing mix.
• Annotated Marketing Plan Appendix: Positioned after
Chapter 2, the actual marketing plan from E-Motion
Software helps students understand the level of detail
needed to plot out an effective marketing strategy.
FEATURES
INTRODUCTION TO MARKETING,
INTERNATIONAL EDITION, 12E
Carl McDaniel, University of Texas, Arlington; Charles W. Lamb, Texas
Christian University; Joe F. Hair, Louisiana State University
Engaging and thorough, INTRODUCTION TO
MARKETING, 12E, International Edition shows
students how marketing principles affect their dayto-day lives, as well as their significant influence on
business decisions. Core topics include the social
marketing phenomenon, entrepreneurship, C.R.M.,
global perspectives, and ethics, as well as in-depth
discussions on key tools of the trade, such as metrics
and the marketing plan. Intriguing coverage of
newsworthy events clarifies the readings for students
International Edition
• Integrated Instructor Support: Spend less time
preparing for class and make more of your time
in it with the Integrated Learning System, which
ties chapter learning objectives to the instructor
supplements—for faster, easier planning!
• Real-World Companies: Packed with examples and
applications, INTRODUCTION TO MARKETING,
12E, International Edition demonstrates global
perspectives, customer experience, ethics, and other
marketing-related issues through profiles of actual
companies, giving students a close-up perspective of
modern marketing in action.
• Entrepreneurship Cases: Ten cases on such captivating
companies as Harmonix’s Guitar Hero, Disney,
NFL International, Time Warner-Viacom, HBO’s
True Blood, Burger King, and others round out the
spellbinding slate of cases throughout the text. The
cases illustrate exciting marketing success stories
www.cengageasia.com
41
while enabling students to apply what they have
learned to real marketing scenarios.
CONTENTS
PART I: THE WORLD OF MARKETING. 1. An Overview
of Marketing. 2. Strategic Planning for Competitive
Advantage. 3. Ethics and Social Responsibility. 4. The
Marketing Environment. 5. Developing a Global Vision.
PART II: ANALYZING MARKETING OPPORTUNITIES.
6. Consumer Decision Making. 7. Business Marketing.
8. Segmenting and Targeting Markets. 9. Decision
Support Systems and Marketing Research. PART III:
PRODUCT DECISIONS. 10. Product Concepts. 11.
Developing and Managing Products. 12. Services
and Nonprofit Organization Marketing. PART IV:
DISTRIBUTION DECISIONS. 13. Marketing Channels.
14. Supply Chain Management. 15. Retailing. PART V:
PROMOTION AND COMMUNICATIONS STRATEGIES.
16. Promotional Planning for Competitive Advantage. 17.
Advertising and Public Relations. 18. Sales Promotion
and Personal Selling. PART VI: PRICING DECISIONS.
19. Pricing Concepts. 20. Setting the Right Price. PART
VII: TECHNOLOGY-DRIVEN MARKETING. 21. Customer
Relationship Management (C.R.M.). 22. Social Media
and Marketing.
© 2013, 928pp, Paperback, 9781133273875, South-Western
College
MARKETING ESSENTIALS,
INTERNATIONAL EDITION, 7E
Carl McDaniel, University of Texas, Arlington; Charles W. Lamb, Texas
Christian University; Joe F. Hair, Louisiana State University
Help your students achieve marketing success by
delivering the best up-to-the-minute coverage of
key marketing topics available in this complete, yet
brief, latest edition of MARKETING ESSENTIALS, 7e,
42
International Edition by award-winning instructors and
leading authors McDaniel/Lamb/Hair. MARKETING
ESSENTIALS, 7E, International Edition uses a fresh,
streamlined design to focus on 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.
This edition now visually illustrates key marketing
concepts and showcases the customer experience
with an engaging writing style punctuated by the most
recent marketing statistics and figures.
NEW TO THIS EDITION
• NEW PRINTED AND ONLINE MARKETING PLAN
EXERCISES GUIDE STUDENTS IN APPLYING
CONCEPTS. A series of end-of-chapter Marketing Plan
Exercises, as well as Marketing Plan Worksheets on
the text’s companion website, encourage students to
apply the marketing principles and strategies they’ve
just learned.
• NEW ANNOTATED MARKETING PLAN APPENDIX
DEMONSTRATES HOW TO USE THE BOOK’S
CONCEPTS TO CREATE A PROFESSIONAL PLAN. A
new Marketing Plan Appendix, early in the text after
Chapter 2, uses annotations that connect each part of
a professional marketing plan to material throughout
this edition.
• N E W “ G LO B A L P E R S P E C T I V E S ’ F E AT U R E
HIGHLIGHTS MARKETING ISSUES THROUGHOUT
VARIOUS CONTINENTS. Intriguing, new “Global
Perspectives” boxes provide expanded global
examples of marketing issues facing companies
throughout the world. Each box concludes with
thought-provoking questions carefully prepared to
stimulate class discussion.
• REVISED “ETHICS IN MARKETING” FEATURE
FOCUSES ON CRITICAL DECISION-MAKING SKILLS.
This streamlined edition continues a strong emphasis
on ethics. Revised “Ethics in Marketing” boxes
throughout offer intriguing questions that guide
students through ethical decision making.
• NEW “CUSTOMER EXPERIENCE” SHOWCASES
CURRENT EXAMPLES OF CONSUMERS IN ACTION.
New, exciting feature boxes in each chapter
demonstrate some of today’s most current examples
of the Customer Experience in action and highlight
the chapter’s topic at work.
• NEW “ANATOMY OF” FEATURE GRAPHICALLY
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International Edition
ILLUSTRATES KEY MARKETING CONCEPTS. These
new, full-page unique graphics use captivating
photography to clearly illustrate particular concepts
in select chapters. Each “Anatomy Of” demonstrates
how the elements of a key marketing concept connect.
• NEW “BY THE NUMBERS” REFLECTS TODAY’S MOST
RECENT STATISTICS AND MARKETING FIGURES.
This edition punctuates key marketing concepts with
interesting statistics and figures that reflect today’s
most recent developments and make concepts more
memorable for your students.
© 2012, 672pp, Paperback, 9781111221928, South-Western
College
FEATURES
• INTEGRATED INSTRUCTOR SUPPORT ENSURES
TIME-EFFICIENT, COHESIVE PREPARATION. The
hallmark Lamb/Hair/McDaniel Integrated Learning
System organizes all instructor supplements and
teaching materials around the chapter learning
objectives for a cohesive, structured course.
• WEALTH OF INTERACTIVE TOOLS ENABLES
POWERFUL LECTURES. Create a lively learning
environment as you engage and involve students.
CengageNOW™ guides you in developing lectures
around your students’ comprehension of key
concepts. Business & Company Resource Center
delivers the latest examples for discussion. In
additional PowerPoint® slides includes step-by-step
teaching notes with hundreds of full-color images,
embedded videos, and hyperlinks to online activities
for use during class.
CONTENTS
PART I: THE WORLD OF MARKETING. 1. An Overview
of Marketing. Career Appendix. 2. Strategic Planning
for Competitive Advantage. 3. Ethics and Social
Responsibility. 4. The Marketing Environment. 5.
Developing a Global Vision. PART II: ANALYZING
MARKETING OPPORTUNITIES. 6. Consumer Decision
Making. 7. Business Marketing. 8. Segmenting and
Targeting Markets. 9. Decision Support Systems
and Marketing Research. PART III: PRODUCT AND
DISTRIBUTION DECISIONS. 10. Product Concepts.
11. Developing and Managing Products. 12. Marketing
Channels and Supply Chain Management. 13. Retailing.
PART IV: PROMOTION AND PRICING DECISIONS. 14.
Marketing Communications and Advertising. 15. Public
Relations, Sales Promotion, and Personal Selling. 16.
Pricing Concepts.
International Edition
MARKETING FOUNDATIONS,
INTERNATIONAL EDITION, 5E
G. Tomas M. Hult, Michigan State University; William M. Pride, Texas
A&M University; O. C. Ferrell, University of New Mexico
MARKETING FOUNDATIONS, 5E, International
Edition delivers the essentials and latest trends
in marketing with strong visuals and exciting,
timely discussions. Its extensive coverage of current
marketing strategies and concepts includes social
media, entrepreneurship, sustainability, globalization,
customer relationship management, supply chain
management, and e-commerce models. Emerging
topics, such as social and environmental responsibility,
entrepreneurship, and marketing during transitional
times resonate especially well with today’s students,
who find themselves in a fast-paced, evolving business
world. Hult enhances this edition by offering up a
unique, global perspective through real-world examples
and commentary on significant international-specific
marketing concepts and practices. MARKETING
FOUNDATIONS, 5E, International Edition comes to
life for students with captivating photos, screenshots,
advertisements, and examples from real life, while
modern learning supplements, such as self-testing,
videos, and an interactive marketing plan help them
develop critical, decision-making skills.
NEW TO THIS EDITION
• New Opening Vignettes: These “Marketing
Perspectives” vignettes depict real businesses today,
and help students envision themselves in exciting
marketing careers.
• Current Social Media Coverage: Recognizing the
power of social media and its growing influence in
www.cengageasia.com
43
marketing strategy, MARKETING FOUNDATIONS,
5th Edition delves into this significant trend in the
marketplace with up-to-the-minute information.
• “Marketing Debate” Feature: This all-new chapter
feature requires students to apply marketing
principles to actual situations in business, and use
critical thinking skills to solve problems.
• Emerging Trends in Marketing: Focusing on
the changing landscape of marketing, this new,
boxed feature highlights the latest trends, such as
globalization, social media, and more.
• Key Updates and Revisions: Every boxed feature in
the 5th Edition has been updated or replaced to make
the readings relevant to today’s students, while Video
Cases come at the end of every chapter to support
and add interest to the material.
III: CUSTOMER BEHAVIOR AND E-MARKETING. 6.
Consumer Behavior. 7. Business Buying Behavior. 8.
International Marketing. 9. Digital Marketing and
Social Media. Part IV: PRODUCT DECISIONS. 10.
Product Decisions. 11. Developing and Managing
Goods and Services. Part V: PRICING DECISIONS. 12.
Strategic Pricing Management. 13. Pricing Decisions.
Part VI: DISTRIBUTION DECISIONS. 14. Supply-Chain
Management and Marketing Channels. 15. Retailing,
Wholesaling and Direct Marketing. Part VII. Promotion
Decisions. 16. Integrated Marketing Communications.
17. Advertising and Public Relations. 18. Personal Selling
and Sales Promotion.
© 2013, 736pp, Paperback, 9781133190974, South-Western
College
FEATURES
• Proven Approach: Concise and straightforward,
FOUNDATIONS OF MARKETING, 5th Edition
introduces students to basic marketing concepts and
strategies, while providing instructors flexibility to
integrate supplemental resources or activities into
their lessons.
• Consolidated Presentation: Providing comprehensive
coverage in an abbreviated format, the text highlights
ethics, e-marketing, and customer relationship
management, and supports these key topics with
up-to-date research and examples.
• Experienced Author Team: Respected, distinguished
authors, Pride and Ferrell are known around the
world for their decades of marketing and consulting
expertise.
• Stunning Visuals: Strategically placed advertisements,
photos, and screen shots balance the readings and add
modern-day context for students.
• Perspective-Building Feature: Insightful “GlobalEdge”
chapter features pose questions to students about
marketing in a global context, and encourage them
to explore the internet for answers.
CONTENTS
Part I: MARKETING STRATEGY AND ENVIRONMENT.
1. Strategic Marketing Management. 2. Developing
& Implementing Marketing Strategies. 3. The Global
Marketing Environment. Part II: MARKETING RESEARCH
AND TARGET MARKET ANALYSIS. 4. Information For
Marketing Research. 5. Selecting Target Markets. Part
44
MARKETING PRINCIPLES
First Asia Pacific Edition with Student Resource Access
12 Months
William M. Pride, Texas A&M University; O. C. Ferrell, University of
New Mexico; Bryan Lukas, University of Melbourne; Sharon Schembri,
Griffith University
This first edition of Marketing Principles offers a
concise, straightforward approach to basic marketing
concepts and strategies
FEATURES
• Strong theme on market orientation throughout
the book. Students learn to be in touch with the
dynamic environment, be alert to trends in the
market place and to adapt how they practice and
apply marketing. Chapter 8: Market-oriented product
decisions, Chapter 10: Market Oriented pricing
decisions, Chapter 11: Market-oriented distribution
decisions, and Chapter 12: Market-oriented promotion
decisions, and theory and practical cases throughout
all underline this theme
www.cengageasia.com
International Edition
• Comprehensive treatment of the expanded marketing
mix - People, Physical Evidence, Process and
Partnerships.The eight expanded marketing-mix
variables can be used to achieve competitive
advantage, positive word-of-mouth communication,
brand loyalty or differentiation, and positive attitude.
Students learn to use the extended mix variables in
any organisation, to achieve organisational goals
• Add currency to your teaching with integration of
emerging contemporary themes such as technology,
globalisation, services, ethics
• Icons integrated throughout the text lead students
to relevant online activities that support and extend
the chapter concepts
• Box features: Sustainable Marketing - explores
marketing activities that focus on sustainability,
Ethical Marketing - focuses on the role of ethics in
marketing decisions, Marketing in Action explores
practical applications of marketing in the real world by
profiling businesses, people and projects and Market
in Transition - reflects how marketing is changing and
adapting to new technology, competitive forces, and
to a global economy
• Each chapter opens with a vignette that concludes
with a Marketing Challenge to encourage students
to evaluate how key chapter concepts apply in reallife scenarios. Companies, products and services
explored include ABC3, Aldi and Costco, Wet n’Wild,
Amazon and the pricing of the Kindle, Metlink, Kubota
Australia, Weetbix, Penguin, Wikid Travel
• Help students contextualise! Each chapter ends with
a case study giving a regional or global example. Eight
new cases written by Asia Pacific academics: The
Australian Dairy Industry, The Legend of the HarleyDavidson Brand, Direct Selling Mistine Cosmetics
in Thailand, Revitalising the Cadbury Roses Brand
Through Promotion, The New Vic (Brisbane), Stormy
Ride for Queensland’s Tourism Industry, Using
Reference Groups to Encourage Social Change, Bill’s
Lockups (NZ)
• Engage students with online resources and empower
research. Each new copy offers 12 months access to
a raft of student online revision and learning tools:
CNOW provides diagnostic tests and interactive
resources including a marketing plan, audio
summaries, videos and animations; Search Me!
marketing provides full text journal articles, new and
International Edition
resources, powered by Gale; eBook of the textbook
included
CONTENTS
Part 1: An overview of marketing 1. Customer-focused
marketing 2. Marketing planning and strategy 3. Market
research and information systems Part 2: Understanding
markets 4. Consumer behaviour 5. Target markets and
relationship marketing 6. Business markets and buying
behaviour Part 3: The expanded marketing mix 7. The
power of branding 8. Market-oriented product decisions
9. Developing and managing goods and services 10.
Market-oriented pricing decisions 11. Market-oriented
distribution decisions 12. Market-oriented promotional
decisions; integrating marketing communications 13.
Developing and managing the integrated marketing
communications mix 14. Expanding the marketing mix
© 2012, 600pp, Paperback, 9780170190862, Cengage Learning
Australia
MARKETING, COPYRIGHT UPDATE, 3E
James L. Burrow, North Carolina State University
MARKETING 3E has been updated for 2011! This
copyright 2012 edition includes a new Social Media
Unit as well as a Math Review Appendix. MARKETING
3E presents marketing as a set of skills and knowledge
combined with economics, finance, and career
planning to create strategic plans. Students learn the
foundations and functions needed to successfully
market goods, services, and ideas to consumers.
Professional development, customer service, and
technology are presented as keys to students’ success.
Increased emphasis on careers is also included with the
incorporation of Career Clusters.
FEATURES
www.cengageasia.com
45
• As the prevalence of Social Media continues to rise,
a new unit has been added with activities to help
students recognize the ways in which social media can
help marketers respond to and attract the attention
of their target audience.
• The new Math Review Appendix will help students
solve many of the end-of-chapter problems as well
as other common arithmetic problems they may
encounter in business.
• 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 with competitive events.
• Prepare for Performance, found in the beginning
of each chapter, lists DECA Performance Indicators
-- core performance indicators and supporting
performance indicators -- applicable to the chapter
content to help students prepare for competitive
events.
• Visual Focus features an actual advertisement with
a brief description, explaining the connection to the
chapter and focus questions and helping students tie
chapter content to the real world.
• SOS or Skills for Occupational Success is a fullpage feature that introduces a basic skill such as
communicating with charts and graphs, being an
effective listener, evaluating information sources,
writing a news release, and making a persuasive
presentation, developing skills necessary in today’s
world of work.
• Planning a Career in . . . provides information about a
career tied to one of the 16 career clusters, including a
brief description of the career, employment outlook,
job titles, skills needed, and a short scenario about
what it’s like to work in this career. Each ends with a
“What About You?” question encouraging students
to begin to think about a career choice.
• 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.
• Updated text now includes even more real-world
examples, making the content relevant and tangible
for students.
CONTENTS
46
Social Media Unit. 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 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. Math Review. Glossary.
Index.
© 2012, 736pp, Hardback, 9781133108146, South-Western
MARKETING, INTERNATIONAL EDITION,
17E
G. Tomas M. Hult, Michigan State University; 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 2014,
International Edition 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 eLectures, 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.
MARKETING 2014, International Edition includes the
most current coverage of marketing strategies and
concepts with extensive real-world examples including
www.cengageasia.com
International Edition
material on social networking and digital marketing.
This edition has an updated chapter on digital media
and social networking that incorporates the latest
research and trends in the ever-changing environment
of e-marketing. You will find important topics drawn
from the rapidly changing world of modern business
including social and environmental responsibility,
sustainability, globalization, entrepreneurship, and
marketing through transitional times.
NEW TO THIS EDITION
• NEW: Comprehensive end-of-part “Role Play Team
Case Exercises.” This role-play team exercise is
designed to simulate actual marketing decisionmaking in the real world. Students will represent
various organization roles and stakeholders to
understand the importance of marketing decisions.
• NEW: More emphasis on quantifiable and analytic
information gathering as it pertains to key marketing
planning.
• NEW: All new opening vignettes that emphasize the
themes of this edition—sustainability, marketing
during transitional times, entrepreneurship, and social
responsibility and ethics.
• NEW: All new boxed features focusing on sustainability,
marketing during transitional times (focusing on
economic issues and the growth of digital marketing/
social media), and entrepreneurial marketing. These
include “Marketing Insights,” “Emerging Trends in
Marketing,” “Green Marketing,” “Entrepreneurship
in Marketing,” and “Marketing Debate.”
• NEW: Increased emphasis on critical thinking through
application-based questions and an expanded focus
on illustrating to students what it takes to build an
effective marketing plan.
• NEW: End-of-chapter video cases, cases, and Strategic
Cases new to the Pride/Ferrell program; all have
been written with the most recent research. New
companies include Threadless, The Melt sandwich
shop, Whole Foods, Axe, Caterpillar, and the Indy
Racing League.
• New: The “Careers in Marketing” appendix (A) is
now an interactive online resource that will allow
students to assess their occupational skills to point
them toward appropriate career opportunities, search
for employment opportunities and internships,
prepare a resume, and practice interviewing through
programmed scenarios.
International Edition
FEATURES
• Marketing Debate. This edition capitalizes on several
moments to enhance student critical thinking and
realization of relevance. The Marketing Debate
presents controversial marketing issues and asks
students to take a stance on such important topics as
genetically modified products, credit card practices,
social networking on the job, virtual employment, and
advertising puffery.
• Entrepreneurship in Marketing allows students to
see that successful business and marketing practices
are not strictly confined to a corporate environment.
With a good idea and strong marketing strategies, a
successful business can be for anyone!
• “Emerging Trends in Marketing” boxed feature
highlights the role marketers play in organizational
success during transitional times, including topics
on the digital era boom, the economic collapse, the
evolving consumer, and the ever-changing global
market. Featured subjects include virtual products,
biofuels, mobile marketing, Netflix, and Zipcar.
CONTENTS
Part 1: MARKETING STRATEGY AND CUSTOMER
RELATIONSHIPS. 1. An Overview of Strategic Marketing.
2. Planning, Implementing, and Evaluating Marketing
Strategies. Part 2: ENVIRONMENTAL FORCES AND
SOCIAL AND ETHICAL RESPONSIBILITIES. 3. The
Marketing Environment. 4. Social Responsibility and
Ethics in Marketing. Part 3: MARKETING RESEARCH
AND TARGET MARKET ANALYSIS. 5. Marketing
Research and Information Systems. 6. Target Markets:
Segmentation and Evaluation. Part 4: CUSTOMER
BEHAVIOR AND E-MARKETING. 7. Consumer Buying
Behavior. 8. Business Markets and Buying Behavior.
9. Reaching Global Markets. 10. Digital Marketing and
Social Networking. Part 5: PRODUCT DECISIONS.
11. Product Concepts. 12. Developing and Managing
Products. 13. Services Marketing. 14. Branding and
Packaging. Part 6: DISTRIBUTION DECISIONS. 15.
Marketing Channels and Supply-Chain Management.
16. Retailing, Direct Marketing, and Wholesaling. Part
7: PROMOTION DECISIONS. 17. Integrated Marketing
Communications. 18. Advertising and Public Relations.
19. Personal Selling and Sales Promotion. Part 8:
PRICING DECISIONS. 20. Pricing Concepts. 21. Setting
Prices. Appendix A Careers in Marketing(will be an
interactive online Career assessment resource for
www.cengageasia.com
47
students). Appendix B Financial Analysis in Marketing.
Appendix C Sample Marketing Plan. Glossary. Name
Index. Organization Index. Subject Index.
© 2014, 800pp, Paperback, 9781285092607, South-Western
College
MKTG 7 (WITH MARKETING
COURSEMATE WITH EBOOK AND
CAREER TRANSITIONS PRINTED ACCESS
CARD), 7E
Charles W. Lamb, Texas Christian University; Joe F. Hair, Louisiana
State University; Carl McDaniel, University of Texas, Arlington
Created through a “student-tested, faculty-approved”
review process with direct input from students and
faculty, MKTG7 is an engaging and accessible solution
to accommodate the diverse lifestyles of today’s
learners at a value-based price. MKTG7 employs
up-to-date, relevant examples from a wide range of
independent upstarts and larger companies students
love. MKTG7 also offers a dynamic range of web-based
review and testing products to facilitate today’s onthe-go lifestyle. From chapter by chapter prep-cards
and full PowerPoint decks to interactive video quizzing
and relevant case-studies, MKTG7 makes reaching out
to students a breeze.
FEATURES
NEW TO THIS EDITION
• NEW TABLE OF CONTENTS: MKTG7 features a
new table of contents with a focus on customer
relationship management throughout the text. Social
Media and Marketing is now prominently featured in
Part Five: Promotion.
• NEW EXAMPLES: New examples are found in boxes
throughout the book and include Apple, Google, Avon,
the Seattle Seahawks, and more.
• NEW COMPANIES: New companies are integrated
48
into the running text, with strategic decisions by
Target, Reebok’s mission to put shoes on feet in India,
PBS in Britain, Uniqlo’s Uniqlock and much more.
• UPDATED CONTENT: MKTG7 has new information
throughout the text. Some key new sections are:
The marketing channels chapter (13) and Retailing
chapter (15) have been combined as Chapter 14 to
focus on the changing retail landscape, with a new
focus on electronic channels and retailing. Chapter
7 has new information about trends in content
marketing by B-to-B marketers, as well as how they
monitor conversion rates. Chapter 15 (Marketing
Communications) incorporates social media into
the fabric of promotion, including a new goal of
promotion: Connecting.
• UPDATED NUMBERING SYSTEM: MKTG7 implements
an updated numbering system that allows professors
to easily assign student readings without using page
numbers—making it easier for students to access their
textbook on the device of their choice.
• CENGAGENOW: CengageNOW is an online course
management system that gives you more control
in less time and delivers better student outcomes.
CengageNOW includes book-specific resources that
can be assigned and graded automatically, along with
a menu of multi-media tools for students. Flexible
assignments, automatic grading, and an exportable
gradebook with reports save you valuable time. The
Personalized Study Plan diagnostic tool empowers
students to master concepts, prepare for exams, and
become more involved in class. An interactive eBook
is automatically integrated within CengageNOW,
providing students with price flexibility for your
course! Also, available upon request, CengageNOW
can be integrated with a variety of Learning
Management Systems (i.e. BlackBoard).
• An innovative combination of content delivery both
in print and online provides a core text and a wealth
of comprehensive multimedia teaching and learning
assets based on input from student focus groups and
surveys, and from interviews with students.
• Shorter, comprehensive chapters in a modern design
present content in a more engaging and accessible
format without minimizing coverage for your course.
• Chapter In Review Cards at the back of the Student
Editions provide students a portable study tool
www.cengageasia.com
International Edition
containing all of the pertinent information for class
preparation.
CONTENTS
PART I. THE WORLD OF MARKETING. 1. An Overview
of Marketing. 2. Strategic Planning for Competitive
Advantage. 3. Ethics and Social Responsibility. 4. The
Marketing Environment. 5. Developing a Global Vision.
PART II. ANALYZING MARKET OPPORTUNITIES. 6.
onsumer Decision Making. 7. Business Marketing.
8. Segmenting and Targeting Markets. 9. Marketing
Research. PART III. PRODUCT DECISIONS. 10. Product
Concepts. 11. Developing and Managing Products.
12. Services and Nonprofit Organization Marketing.
PART IV. DISTRIBUTION DECISIONS. 13. Supply Chain
Management. 14. Marketing Channels and Retailing.
PART V. PROMOTION AND COMMUNICATION
STRATEGIES. 15. Marketing Communications. 16.
Advertising, Public Relations, and Sales Promotion.
17. Personal Selling and Sales Management. 18. Social
Media and Marketing. PART VI. PRICING DECISIONS.
19. Pricing Concepts. 20. Setting the Right Price.
© 2014, 400pp, Paperback, 9781285091860, South-Western
College
new way to both teach and learn, MKTG2 is designed
to truly connect with today’s busy, tech-savvy student.
Students have access to online interactive quizzing,
videos, podcasts, flashcards, marketing plan, games
and more. An accessible, easy-to-read text along with
tear out review cards complete a package which helps
students to learn important concepts faster. MKTG
delivers a fresh approach to give students what they
need and want in a text.
NEW TO THIS EDITION
• A visual preface explains to students and instructors
how to get maximum benefit from both the text and
the accompanying resources
• Restructured table of contents: 4 Parts, 15 Chapters
• An additional chapter that covers branding
• Review cards summarise learning outcomes and
contain key terms with definitions
FEATURES
• Integration of text with online resources – Study Tools
highlighted
• Clear definitions of complex terminology, both in text
and on review cards
• Discussions on sustainability in marketing
• Highlighting ethics for marketing students
• Mapped to VET competencies for VET users
• Detailed instructor manual
CONTENTS
MKTG2, 2E
Asia Pacific Edition
Charles W. Lamb, Texas Christian University; Joe F. Hair, Louisiana
State University; Carl McDaniel, University of Texas, Arlington; Jane
Summers, University of Southern Queensland
A unique approach to learning the principles of
marketing, MKTG2 is the second Asia-Pacific edition
of a proven, innovative solution to enhance the
learning experience. Expanded content, supported
by a suite of online learning aids, equips students
with the tools required to successfully undertake an
introductory marketing course. Continuing to pave a
International Edition
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. Market information and marketing
research Part 3: Managing the marketing mix 7.
Goods and Services 8. Branding 9. Developing and
managing products 10. Marketing channels and logistics
decisions 11. Integrated marketing communication: IMC
12. Promotions mix 13. Pricing Part 4: The world of
marketing 14. Global marketing 15. Marketing strategy
© 2013, 336pp, Paperback, 9780170193566, Cengage Learning
Australia
www.cengageasia.com
49
• New coverage of the most recent changes to European
procurement law
• New Integrative Cases, crafted by the author or
supplied by premium vendors, appear at the end
of each part section to consolidate key themes and
principles
• New key term definitions populated throughout the
chapters, in addition to a Glossary, aid navigation
through this acronym-heavy subject
• A companion website boosts learning with support
materials including Revision Questions, Case
Weblinks, Instructor’s Manual, PowerPoint Slides,
Extra Case Studies – all available in a variety of VLE
cartridges including Blackboard/WebCT and Moodle.
PURCHASING
PURCHASING AND SUPPLY CHAIN
MANAGEMENT, 5E
CONTENTS
Analysis, Strategy, Planning and Practice
Arjan van Weele, Eindhoven University of Technology
In an era of unprecedented turbulence and change,
Arjan J. van Weele’s market-leading textbook keeps you
up-to-speed with the latest developments in purchasing
and supply chain management theory and practice.
Employing a flexible managerial perspective,
Purchasing and Supply Chain Management, 5th Edition
walks you through the core concepts, strategy, and
implementation to provide the complete introduction
for modern courses.
Global examples from organizations including Volvo,
Intel, Shell, Sony and Tesco reveal the practical
challenges of today’s purchasing processes, while
the latest research insights add a critical perspective
throughout. New chapters on services buying,
socially responsible purchasing and category sourcing
strategies - amongst many other wholly revised
sections - reflect the latest developments, while new
Integrative Cases consolidate your learning to leave
you ready for purchasing in the 21st century.
Preface Part I: INTRODUCTION. 1. Introduction to
PART ONE: CORE CONCEPTS. Chapter 1: The role of
purchasing in the value chain. Chapter 2: Industrial
buying behaviour: decision-making in purchasing.
Chapter 3: The purchasing management process.
Chapter 4: Purchasing and facilities management.
Chapter 5: Buying business services. Chapter 6:
Public procurement. Chapter 7: Market structures
and supply market research. PART TWO: STRATEGY
AND PLANNING. Chapter 8: Outsourcing and risk
management. Chapter 9: Purchasing and business
strategy. Chapter 10: Category sourcing: getting better
performance from suppliers. Chapter 11: Purchasing,
innovation and quality management. Chapter 12:
Purchasing, logistics and supply chain management.
Chapter 13: Organization and structure of purchasing.
Chapter 14: Performance measurement and governance
in purchasing. PART THREE: IMPLEMENTATION.
Chapter 15: Preparing for partnership with suppliers:
cost approaches and techniques. Chapter 16: Buying and
supply management in retail. Chapter 17: Purchasing,
corporate social responsibility and ethics.
© 2010, 418pp, Paperback, 9781408018965, CL EMEA Higher
Education
FEATURES
• Boosted coverage on a range of vital topics including:
socially responsible purchasing, public procurement,
collaborative supplier relationships and e-procurement
• A carefully refined structure, based on recent market
feedback, that has streamlined coverage and aligned
the text to the latest curriculum outlines
50
www.cengageasia.com
International Edition
SOURCING AND SUPPLY CHAIN
MANAGEMENT, INTERNATIONAL
EDITION, 5E
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
Introduce students to the critical role of purchasing
in the supply chain with one of today’s leading-edge
strategy and purchasing books—Handfield/Monczka/
Giunipero/Patterson’s SOURCING AND SUPPLY
CHAIN MANAGEMENT, 5E, International Edition.
This turnkey solution provides current and complete
coverage that makes it not only a useful text, but also
a valuable professional reference tool for students. This
edition presents the most recent critical developments
in the field, such as cases from emerging healthcare
and the service industries as well as procure-to-pay
redesign, supply risk, innovation, sustainability, and
collaboration. Students examine the most important
changes in supply management today and the impact of
the recent recession and ongoing business uncertainty
on continuous cost and value management across the
supply chain. This leading author team draws from
firsthand experience and their relationships with
executives and practitioners worldwide to present
unique, up-to-date insights that enable students to
better understand today’s purchasing process. This
edition’s numerous cases and memorable examples
help students gain contextual insights and knowledge
into the strategies, processes, and practices of
purchasing. As future managers, students become
better equipped with a thorough understanding of the
impact that purchasing and supply chain management
have on the competitive success and profitability of
today’s organizations.
NEW TO THIS EDITION
International Edition
• NEW AND UPDATED VIGNETTES AND EXAMPLES
REFLECT THE LATEST DEVELOPMENTS FROM TOP
PURCHASING EXECUTIVES WORLDWIDE. The
authors have tapped into their industry connections
worldwide to present insights and memorable
examples from leading purchasing executives
and the latest research initiatives. Students gain
a better understanding of the most recent critical
developments in the field as well as the impact of the
recent recession and ongoing business uncertainty on
today’s supply chain.
• NUMEROUS NEW “GOOD PRACTICE” EXAMPLES
ILLUSTRATE STELLAR CASES OF THE CHAPTERS’
TOPICS IN ACTION. Intriguing “Good Practice”
examples at the conclusion of each chapter integrate
the chapter’s topics while exemplifying some of the
latest developments in purchasing and supply chain
management today.
• U P DAT E D C E N T E R- L E D O R G A N I Z AT I O N
DISCUSSIONS GIVE STUDENTS A BET TER
UNDERSTANDING OF THIS NEW, EFFECTIVE
MODEL OF PROCUREMENT. Students gain a better
understanding of the advantages, challenges, and
flexibility that today’s center-led organizational model
can provide.
• THE LATEST RESEARCH REFLECTS TODAY’S NEW
DEVELOPMENTS IN SUPPLY CHAIN MANAGEMENT
AND PURCHASING. Students gain a better
understanding of the latest changes, such as the
procure-to-pay (P2P) process covered in Chapter 2.
• UPDATES DETAIL THE ROLE OF CORPORATE SOCIAL
RESPONSIBILITY IN PROCUREMENT TODAY. New
coverage in Chapter 3 addresses sustainability as
an important component of purchasing policy and
procedures. This edition also lists the best companies
for social responsibility and diversity in procurement.
• UPDATED COVERAGE OF STRATEGIC CATEGORY
M A N A G E M E N T D I S C U S S E S T H E L AT E S T
DEVELOPMENTS AND STRATEGIES. New discussion
in Chapter 6 explores how the economic recession is
impacting category management strategies. A new
section discusses how to perform market intelligence
and risk assessments for category management.
This edition also examines tools for stakeholder
engagement, a critical component of category
management.
• NEW COVERAGE DISCUSSES INSOURCING VERSUS
www.cengageasia.com
51
OUTSOURCING AS A COMPONENT OF STRATEGY.
In this edition, students are able to more clearly
compare the advantages and disadvantages of
insourcing versus outsourcing as they examine fresh
examples that demonstrate the effectiveness of
Boeing Corporation insourcing more of its operations.
• NEW COVERAGE PREPARES STUDENTS TO WORK
EFFECTIVELY WITH SUPPLIERS. This edition now
examines the basic contents of a Supplier Quality
Manual in Chapter 8. A new section on “The Seven
Wastes” discusses programs such as Honda’s BP
process (Chapter 8).
CONTENTS
Preface Part I: INTRODUCTION. 1. Introduction to
Purchasing and Supply Chain Management. Part II:
PURCHASING OPERATIONS AND STRUCTURE. 2. The
Purchasing and Supply Process. 3. Purchasing Policy
and Procedures. 4. Supply Management Integration for
Competitive Advantage. 5. Purchasing and Supply Chain
Organization. Part III: STRATEGIC SOURCING. 6. Supply
Management and Commodity Strategy Development. 7.
Supplier Evaluation and Selection. 8. Purchasing Analysis:
Tools and Techniques. 9. Supplier Quality Management.
10. Supplier Management and Development: Creating a
World-Class Supply Base. 11. Worldwide Sourcing. Part
IV: STRATEGIC SOURCING PROCESS. 12. Strategic
Cost Management. 13. Negotiation. 14. Contract
Management. 15. Purchasing Law and Ethics. Part V:
CRITICAL SUPPLY CHAIN ELEMENTS. 16. Lean Supply
Chain Management: Concepts and Applications. 17.
Purchasing Services. 18. Supply Chain Information
Systems and Electronic commerce. 19. Performance
Measurement and Evaluation. Part VI: FUTURE
DIRECTIONS. 20. Emergining Purchasing and Supply
Chain Strategy Strategies. Cases. Index.
© 2012, 880pp, Paperback, 9781111532819, South-Western
College
RETAILING
RETAILING, INTERNATIONAL EDITION,
8E
Patrick M. Dunne, Texas Tech University; Robert F. Lusch, University of
Arizona; James R. Carver , Auburn University
The new, RETAILING, 8E, International Edition combines
the text’s signature in-depth coverage of fundamental
retailing principles with cutting-edge updates on
the latest trends and practices in today’s fast-paced
retail market. This book emphasizes the creative and
analytical aspects of retailing, with special emphasis
on the impact of the Internet and continuing changes
in the global economy. Authors Dunne, Lusch, and
Carver draw on their expertise as seasoned instructors
and retail authorities, including abundant, real-world
examples and case studies to help students understand
the intricacies of retail management. Endorsed by
the National Retailing Federation, RETAILING, 8E,
International Edition features a conversational writing
style and a vibrant, full-color format with strong student
appeal, as well as a streamlined structure of 14 chapters
that can easily be covered in one term. The text also
includes a built-in study guide with review questions,
writing and speaking exercises, cases covering diverse
retail operations, an interactive spreadsheet case, and
other activities to give students hands-on experience
applying key concepts and developing the creativity
and analytical skills required for a successful career in
the retail industry.
NEW TO THIS EDITION
• Cases for chapters and Parts of book helps students
apply theories and concepts to actual retail firms such
as Macy’s, Buffalo Wild Wings, Zumiez and Target.
• Boxed inserts are included on service retailing, new
52
www.cengageasia.com
International Edition
trends, and the inside story of how decisions and
strategy is developed at actual retail enterprises.
This provides the student with more in-depth retail
industry examples, recent trends and developments
that will get them more engaged in learning. It also
exposes the student to new trends, services, and
global aspects of retailing and makes course more
practical and interesting. End of chapter study guide
and learning exercises assist the student in developing
communication skills and critical thinking. Helps
student to understand what it takes to launch a retail
business and involves the student in field projects to
gain further insight.
• The House spreadsheet software enables the student
to develop in-depth knowledge of how retail decisions
influence a firm’s performance.
• Retail Strategy Focus (in both chapter 2 and concluding
chapter 14) puts the student in the driver’s seat in
terms of strategic action in retailing.
Management. Part II: THE RETAILING ENVIROMENT.
3. Retail Customers. 4. Evaluating the Competition
in Retailing. 5. Managing the Supply Chain. 6. Legal
and Ethical Behavior. Part III: Market Selection and
Location Analysis. 7. Market Selection and Retail
Location Analysis. Part IV: 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 V:
Retail Administration. 14. Managing People. Appendix.
Glossary. Endnotes. Subject Index. URL Index.
© 2014, 648pp, Paperback, 9781285091136, South-Western
College
SELLING
FEATURES
• Included in every chapter, unique boxed features
relate real-world examples to text material, often
while incorporating humor or highlighting innovative
business strategies. “Retailing: The Inside Story”
presents interesting details of a specific retailing event
or decision, while “Global Retailing” highlights key
trends and events in international retailing. “What’s
New?” explores the impact of technology (especially
the Internet) on retailers, and “Service Retailing”
addresses issues unique to service providers.
• Each chapter closes with a thorough study guide,
including review, discussion, and multiple-choice
questions tied to learning objectives, while Writing
and Speaking Exercises (mini cases) help instructors
bolster oral/written communication skills and
teamwork, and a Retail Project requires students to
visit a library or Web site to complete exercises.
• Covering the spectrum of retail operations, case
studies integrated throughout the text present
important retailing issues through real-world stories
of department stores, specialty shops, direct retailing,
hardware stores, grocers, discount and convenience
stores, and more.
CONTENTS
Part I: INTRODUCTION TO RETAILING. 1. Perspectives
on Retailing. 2. Retail Strategic Planning and Operations
International Edition
SELL (WITH MARKETING COURSEMATE
WITH EBOOK PRINTED ACCESS CARD), 3E
Thomas N. Ingram, Colorado State University; Raymond W. LaForge,
University of Louisville; Ramon A. Avila, Ball State University; Charles
H. Schwepker, University of Central Missouri
Created through a “student-tested, faculty-approved”
review process with over 200 students and faculty,
SELL 3 is an engaging and accessible solution to
accommodate the diverse lifestyles of today’s learners
at a value-based price. SELL 3 employs a comprehensive
coverage of contemporary professional selling in an
interesting and challenging manner. Including relational
consultative selling, the text is organized on a more
contemporary relationship-selling process that the
author team has tested in, and developed for, major
selling organizations.
NEW TO THIS EDITION
• Extended coverage on Closing and Business to
www.cengageasia.com
53
Consumer selling.
• New Appendix on Professional Selling career
opportunities and the value of selling skills the non
Professional Selling career.
• Ethical Dilemma boxes are now online too! Now
students can see what other students are thinking
about these Ethical Dilemmas.
• Professional Selling in the 21st Century boxed feature
has been updated to reflect the current trends,
techniques, and best practices in the Professional
Selling world.
• New opening vignettes have been introduced to
some of the chapters to reflect current changes in
the Professional Selling industry.
Dialog. 6. Planning Sales Dialog and Presentations. 7.
Sales Dialog: Creating and Communicating Value. 8.
Addressing Concerns and Earning Commitment. 9.
Expanding Customer Relationships. 10. Adding Value:
Self-Leadership and Teamwork. 11. Sales Management
and Sales 2.0.
© 2013, 304pp, Paperback, 9781133188322, South-Western
College
SALES MANAGEMENT
FEATURES
• Making Professional Selling Decisions. Each chapter
concludes with one case and two role play activities.
Both, cases and role plays are designed to allow
students make professional selling decisions applying
the set of skills learned in this course. These cases and
role plays are based on real-life scenarios and illustrate
various selling situations.
• The trust-based sales philosophy is the key foundation
of this text. This model covers interesting topics
such as intense price competition, establishing
collaborative dialogues based on the buyer’s situation
and needs, creating value and developing long-term
relationships, strengthening sales call introductions,
among others, under an ethical umbrella and trustbased philosophy.
• Video package. The video package was developed
specifically for this text and provides illustrative
role-plays for students and faculty to use. The
videos illustrate techniques and selling styles of two
individuals competing for the same account.
• Role-Plays, Cases, and Continuing Cases. Based on
real-life scenarios of salespeople, Role-Plays, Cases
and Continuing Case build and enhance students’
critical thinking and mastery of selling concepts
through hands-on practical activities. Role-Plays
and Cases are located at the end of chapter and the
Continuing Cases are located at the end of book.
Building Customer Relationships and Partnerships,
International Edition
Joe F. Hair, Louisiana State University; Rolph E. Anderson, Drexel
University; Barry J. Babin, Louisiana Tech University; Rajiv Mehta,
New Jersey Institute of Technology
SALES MANAGEMENT: BUILDING CUSTOMER
RELATIONSHIPS AND PARTNERSHIPS, International
Edition 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
CONTENTS
1. Overview of Personal Selling. 2. Building the Trust and
Sales Ethics. 3. Understanding Buyers. 4. Communication
Skills. 5. Strategic Prospecting and Preparing for Sales
54
SALES MANAGEMENT
• Learning Objectives for each chapter reflect chapter
organization and structure, providing students with
a way to map content and focus learning. Review
www.cengageasia.com
International Edition
•
•
•
•
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-thejob 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 onthe-spot decision-making and communication skills.
CONTENTS
PART 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.
PART II: ORGANIZING AND DEVELOPING THE SALES
FORCE. 5. Sales Forecasting and Budgeting. 6. Sales
Force Planning and Organizing. 7. Time and Territory
Management. 8. Recruiting and Selecting the Sales
Force. PART III: MANAGING AND DIRECTING SALES
FORCE EFFORTS. 9. Training the Sales Force. 10. Sales
Force Leadership. 11. Sales Force Motivation. 12. Sales
Force Compensation. PART IV: CONTROLLING AND
EVALUATING SALES FORCE PERFORMANCE. 13. Sales
Volume, Costs, and Profitability Analysis. 14. Sales Force
Performance Evaluation.
© 2009, 560pp, Paperback, 9780538743921, South-Western
College
SERVICES MARKETING
SERVICES MARKETING, INTERNATIONAL
EDITION, 4E
John E.G. Bateson; K. Douglas Hoffman, Colorado State University
Bateson and Hoffman’s SERVICES MARKETING, 4e,
International Edition examines the use of services
marketing as a competitive tool from a uniquely broad
perspective. The text explores services marketing
not only as an essential focus for service firms,
but also as a source of competitive advantage for
companies that market tangible products. As a result,
real-world examples throughout the text feature a
wide array of businesses representing a variety of
industries both within and beyond the nine service
economy supersectors: education and health services,
financial activities, government, information, leisure
and hospitality, professional and business services,
transportation and utilities, wholesale and retail trade,
and “other services.” The Fourth Edition of this proven
text draws on cutting-edge data to cover important
current issues such as business-to-business services,
technology, and the global market, giving students
valuable insights and skills to help them succeed in
today’s business environment. The text also maintains
its popular, reader-friendly style and the streamlined
structure that makes it perfect for courses of all types
within both semester and quarter schedules.
NEW TO THIS EDITION
• The Fourth Edition features significant updates
and revisions to every chapter to deliver the latest
in services marketing concepts and practices,
including updated coverage of topics such as
managing employees, managing service customers,
implementing ser vice recover y programs,
International Edition
www.cengageasia.com
55
•
•
•
•
understanding service supersectors and ethical
considerations, and creating a world-class service
culture.
A new boxed feature dedicated to Sustainability
& Services in Action, included in every chapter,
addresses sustainable services marketing practices
across a variety of global industries, making this
groundbreaking services marketing text one of
the first to incorporate sustainability as a key
emphasis from start to finish. Topics include LEED
Rating systems, the cost of going green, TerraPass,
TreeHugger, consumer motivations to recycle, the
triple-bottom-line, and more.
Each chapter opens with a new vignette that
spotlights service issues in real companies, using
compelling real-life situations to draw in readers and
set the stage for chapter topics. Featured companies
include NetFlix, Ticketmaster, Frontier Airlines, Vail
Resorts, Harrah’s, Google, Geico, “Dinner in the Sky,”
and RateMyProfessor.com.
Unique to this market, Bateson and Hoffman have
created a YouTube Video Library with links to more
than 50 videos illustrating key service concepts that
are cross-referenced by chapter. The library includes
both humorous and serious videos selected for
their potential to bring services marketing practices
alive in the classroom and create a more interactive
atmosphere for learning.
New “in Action” boxed features on E-Services,
Global Services, and Sustainability & Services
effectively integrate considerations of technology
and the Internet, the global market, sustainability,
and ethics throughout the text as a complement
to comprehensive coverage of the latest services
marketing concepts and practices.
FEATURES
• Ten review questions follow each chapter to help
students revisit key concepts, reinforce their
understanding and application of the chapter content,
and prepare for class assignments and exams.
Answers to the review questions are provided in the
Instructor’s Manual.
• Each chapter concludes with a brief, engaging,
and informative case that further illustrates and
extends the concepts developed in the chapter by
exploring their relevance to real-world companies
and industries.
56
• Key terms within each chapter are highlighted in
the text and defined in the adjacent margin, while a
glossary at the end of the chapter collects all terms
and definitions in a convenient list for easy review
and reference.
• Every chapter opens with a managerially oriented,
thought-provoking quote that pertains to chapter
content and sets an immediate practical tone.
Examples include “Washrooms will always tell if
your company cares about its customers,” and “The
bitterness of poor quality is remembered long after
the sweetness of low price has faded from memory.”
CONTENTS
PART I: AN OVERVIEW OF SERVICES MARKETING
(THE ESSENTIALS OF SERVICES MARKETING: INSIDE
THE BOX) 1: Understanding the Service Experience
2: Traditional Service Supersectors and Ethical
Considerations 3: Unique Discrepancies between
Goods and Services 4: Consumer Decision Making in
Services Marketing PART II: THE TACTICAL SERVICES
MARKETING MIX (DEVELOPING EFFECTIVE SERVICES
MARKETING STRATEGIES) 5: Focus on Service Processes
6: Considerations for Services Pricing 7: Effective
Service Promotions 8: Managing the Servicescape
and Other Physical Evidence 9: People as Strategy:
Managing Service Personnel 10: People as Strategy:
Managing Service Consumers PART III: IMPLEMENTING
SUCCESSFUL SERVICE STRATEGIES (ASSESSING
AND IMPROVING THE SERVICE EXPERIENCE) 11: The
Essentials of Customer Satisfaction Measurement 12:
Service Quality: Identifying and Rectifying the Gaps 13:
Managing Service Failures and Implementing Effective
Recovery Strategies 14: Strategies for Facilitating
Customer Loyalty & Retention 15: Pulling the Pieces
Together: Creating a World Class Service Culture.
© 2011, 488pp, Paperback, 9780538476454, South-Western
College
www.cengageasia.com
International Edition
SERVICES MARKETING, INTERNATIONAL
EDITION, 4E
Raymond P. Fisk, University of New Orleans; Stephen J. Grove,
Clemson University; Joby John, Bentley College
Services Marketing, 4e, International Edition
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 Fourth Edition focuses on interactions in service
environments. This 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.
NEW TO THIS EDITION
• All chapters have been revised and updated.
• Material has been rearranged within some chapters
to reflect a more logical flow.
• Includes up-to-date examples of technology, especially
with respect to social media.
• Includes updated references, but retains the necessary
classics that are considered a primary reference
source for given topics.
• All opening vignettes have been either fully updated,
or are new to this edition.
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 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.
• 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 Careers in Services Appendix at the back of
the book provides examples of career options in
the services industry and resources for additional
information.
CONTENTS
I. FOUNDATIONS OF SERVICES MARKETING. 1.
Understanding Services Marketing. 2. Frameworks for
Managing the Customer’s Experience. 3. Plugging into
the Information Age. II. CREATING THE INTERACTIVE
EXPERIENCE. 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. 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 Through Customer
Service and Service Recovery. 12. Researching Service
Success and Failure. V. MANAGEMENT ISSUES IN
SERVICES MARKETING. 13. Developing Marketing
Strategies for Services. 14. Coping with Fluctuating
Demand for Services. 15. Thinking Globally: “It’s a Small
World After All”.
© 2014, 305pp, Paperback, 9781285193908, South-Western
College
FEATURES
• 2-3 Spotlight features per chapter engage students
with an interesting variety of subjects and scenarios.
Examples of new spotlights include theater training
for medical doctors, the smart phone mobile cash
register, and Barcodes in health care services.
International Edition
www.cengageasia.com
57
measurements, along with various ways to estimate
an organization’s return on investment in social media
marketing activities.
SOCIAL MEDIA MARKETING
FEATURES
SOCIAL MEDIA MARKETING
A Strategic Approach, International Edition
Melissa S. Barker, Spokane Falls Community College; Donald I. Barker,
Spokane Falls Community College; Nicholas F. Bormann, George
Mason University; Krista E. Neher, Cincinnati State Technical and
Community College
S O C I A L M E D I A M A R K E T I N G : A S T R AT E G I C
APPROACH, International Edition promises to be
the seminal textbook in the field with its distinctive
conceptual foundation and practical approach
to developing successful social media marketing
plans. A proven eight-step social media planning
model provides students with a cumulative learning
experience, showing them how to construct social
media strategies that achieve desired marketing goals.
These marketing goals shape the development of
tailored social media strategies. Special attention is
given to the most effective techniques for identifying
targeted marketing on the social web, with emphasis
on the creation of personas that represent the critical
online market segments for a company. Students
discover how to put these well-defined personas to
work in selecting the optimal social media platforms for
reaching an organization’s marketing goals. Students
are taught rules of engagement and social media ethics
for behaving properly as marketers on the social web.
With these guidelines in mind, the most productive
marketing tactics for each type of major social media
platform are examined in depth. These platformspecific tactics, along with all the proceeding material
in the book, are brought together in the final chapter
to create a comprehensive social media marketing plan,
with detailed explanations and illustrations from a real
world plan. In addition, students are introduced to the
most useful quantitative and qualitative social media
58
• The major structural framework for the textbook is
a comprehensive eight-step strategy for developing
a winning social media marketing plan. The student
learns how to listen to the social web to identify
marketing opportunities and potential target
audiences, then is shown how to set marketing goals
and strategies to take advantage of these factors, as
well as selecting the optimal social media tools and
implementation tactics to execute, monitor, and tune
social media marketing campaigns for success.
• Each step in this distinctive social media planning
model is presented in a way that creates a powerful
cumulative learning experience for the student,
resulting in a richly textured overview of the
conceptual and practical knowledge necessary
to effectively implement social media marketing
initiatives.
• Chapters use numerous landmark case studies that
highlight the best practices in social media marketing,
featuring forward-thinking Fortune 500 companies,
innovative small businesses, and adaptive non-profit
organizations.
• Each chapter concludes with exercises that reinforce
key concepts by providing topics for classroom
discussion. These topics focus on how to apply
marketing tactics to the major types of social media
platforms, such as blogs, social networks, video and
photo sharing sites, microblogs (Twitter), podcasts,
social news sites, online communities, and article
directories.
• The final chapter and appendix draw on all the key
information presented throughout the textbook to
provide detailed explanations and illustrations of how
to apply the eight-step social media planning model
in constructing an extensive real world social media
marketing plan.
CONTENTS
1. Why Social Media? 2. Goals and Strategies. 3.
Identifying Target Audiences. 4. Rules of Engagement
for Social Media. 5. Publishing Blogs. 6. Publishing
Podcasts & Webinars. 7. Publishing Articles, White
Papers and E-Books. 8. Sharing Videos. 9. Sharing Photos
www.cengageasia.com
International Edition
and Images. 10. Social Networks. 11. Microblogging. 12.
Discussion Boards, Social News Sites, and Q&A Sites. 13.
Mobile Computing & Location Marketing . 14. Social
Media Monitoring Tools. 15. Social Media Marketing
Plan. Appendix: Sample Social Media Marketing Plan.
© 2013, 400pp, Paperback, 9781133589273, South-Western
College
International Edition
www.cengageasia.com
59
Combined Author/Title Index
A
F
Advertising Age, International Edition, p.2
Advertising Campaign Strategy, International Edition, 5e, p.5
Advertising Promotion and Other Aspects of Integrated
Marketing Communications, International Edition, 9e, p.6
Advertising and Promotions, International Edition, 6e, p.2
Advertising and Sales Promotion, p.4
Feinberg/Kinnear/Taylor, Modern Marketing Research,
International Edition, 2e, p.32
Ferrell/Hartline, Marketing Strategy, Text and Cases,
International Edition, 6e, p.35
Fisk/Grove/John, Services Marketing, International Edition, 4e,
p.57
B
G
Babin/Harris, CB5 (with Marketing CourseMate with eBook
Printed Access Card), 5e, p.12
Barker/Barker/Bormann/Neher, Social Media Marketing,
International Edition, p.58
Basic Marketing Research, International Edition (with Qualtrics
Printed Access Card), 7e, p.25
Bateson/Hoffman, Services Marketing, International Edition,
4e p.55
Blackwell/Miniard/Engel/Di-ching, Consumer Behavior, p.13
Boone/Kurtz, Contemporary Marketing, International Edition,
16e, p.40
Brown/Suter, MR 2 (with Marketing CourseMate with eBook
Printed Access Card), 2e, p.33
Burrow, Marketing, Copyright Update, 3e, p.45
Business Marketing Management, International Edition, 11e, p.9
Gillespie/Hennessey, Global Marketing, International Edition,
3e, p.16
Global Marketing, International Edition, 3e, p.16
Green Marketing Management, International Edition, p.23
C
CB5 (with Marketing CourseMate with eBook Printed Access
Card), 5e, p.12
Chitty/Barker/Valos/Shimp, Integrated Marketing
Communications, 3e, p.7
Churchill/Brown, Basic Marketing Research, International
Edition (with Qualtrics Printed Access Card), 7e, p.25
Consumer Behavior, p.13
Consumer Behavior, International Edition, 6e, p.14
Consumer Behavior: Science and Practice, International Edition,
p.15
Contemporary Marketing, International Edition, 16e, p.40
Coyle/Langley/Novack/Gibson, Managing Supply Chains,
International Edition, 9e, p.10
Coyle/Novack/Gibson/Bardi, Management of Transportation,
International Edition, 7e, p.11
Czinkota/Ronkainen, International Marketing, International
Edition, 10e, p.18
Czinkota/Ronkainen/Sutton-Brady/Beal, International
Marketing, 2e, p.17
H
Hair/Anderson/Babin/Mehta, Sales Management,
International Edition, p.54
Handfield/Monczka/Giunipero/Patterson, Sourcing and
Supply Chain Management, International Edition, 5e, p.51
Hoyer/MacInnis/Pieters, Consumer Behavior, International
Edition, 6e, p.14
Hult/Pride/Ferrell, Marketing Foundations, International
Edition, 5e, p.49
Hult/Pride/Ferrell, Marketing, International Edition, 17e, p.46
Hutt/Speh, Business Marketing Management, International
Edition, 11e, p.9
I
Iacobucci, MM 4 (with Marketing CourseMate with eBook
Printed Access Card), 4e, p.50
Iacobucci, Marketing Models, International Edition, p.29
Iacobucci/Churchill, Marketing Research, International Edition,
10e, p.29
Ingram/LaForge/Avila/Schwepker, SELL (with Marketing
CourseMate with eBook Printed Access Card), 3e, p.53
Integrated Marketing Communications, 3e, p.7
International Marketing Strategy, 6e, p.19
International Marketing, 2e, p.17
International Marketing, International Edition, 10e, p.18
Internet Marketing, International Edition, 3e, p.20
Introduction to Marketing, International Edition, 12e, p.41
J
Jain/Haley, Strategic Marketing, p.36
Jain/Haley/Voola/Wickham, Marketing, p.34
D
Dahlstrom, Green Marketing Management, International
Edition, p.23
Doole/Lowe, International Marketing Strategy, 6e, p.19
Dunne/Lusch/Carver, Retailing, International Edition, 8e, p.52
E
K
Kardes/Cline/Cronley, Consumer Behavior: Science and
Practice, International Edition, p.13
Kaser, Advertising and Sales Promotion, p.4
Khoo, Marketing Research for Beginners, p.31
Essentials of Marketing Research, International Edition (with
Qualtrics Printed Access Card), 5e, p.26
Exploring Marketing Research, International Edition (with
Qualtrics Card), 10e, p.28
60
www.cengageasia.com
Combined Author/Title Index
L
S
Lamb/Hair/McDaniel, MKTG 7 (with Marketing CourseMate
with eBook and Career Transitions Printed Access Card), 7e,
p.48
Lamb/Hair/McDaniel/Summers, MKTG2, 2e, p.49
SELL (with Marketing CourseMate with eBook Printed Access
Card), 3e, p.55
Sales Management, International Edition, p.54
Semenik/Allen/O’Guinn/Kaufmann, Advertising and
Promotions, 6e, p.2
Services Marketing, International Edition, 4e, p.55
Services Marketing, International Edition, 4e, p.57
Shimp/Andrews, Advertising Promotion and Other Aspects
of Integrated Marketing Communications, International
Edition, 9e, p.6
Smith, Pricing Strategy, International Edition, p.38
Social Media Marketing, International Edition, p.58
Sourcing and Supply Chain Management, International Edition,
5e, p.51
Strategic Marketing, p.36
Strategic Marketing Management, p.37
Strategic Marketing, 3e, p.36
M
MKTG 7 (with Marketing CourseMate with eBook and Career
Transitions Printed Access Card), 7e, p.48
MM 4 (with Marketing CourseMate with eBook Printed Access
Card), 4e, p.24
MR 2 (with Marketing CourseMate with eBook Printed Access
Card), 2e, p.33
Management of Transportation, International Edition, 7e, p.11
Managing Supply Chains, 9e, p.10
Marketing, p.34
Marketing Channels, International Edition, 8e, p.22
Marketing Essentials, International Edition, 7e, p.42
Marketing Foundations, International Edition, 5e, p.43
Marketing Models, International Edition, p.29
Marketing Principles, p.44
Marketing Research for Beginners, p.31
Marketing Research, International Edition, 10e, p.29
Marketing Strategy, Text and Cases, International Edition, 6e,
p.35
Marketing, Copyright Update, 3e, p.45
Marketing, International Edition, 17e, p.46
McDaniel/Lamb/Hair, Introduction to Marketing,
International Edition, 12e, p.41
McDaniel/Lamb/Hair, Marketing Essentials, International
Edition, 7e, p.42
Miletsky, Principles of Internet Marketing, International
Edition, p.21
MKTG2, 2e, p.49
Modern Marketing Research, 2e, p.32
Moutinho/Southern, Strategic Marketing Management, p.37
T
Thorson/Duffy, Advertising Age, International Edition, p.2
V
Van Weele, Purchasing and Supply Chain Management, 5e, p.50
Z
Zikmund/Babin, Essentials of Marketing Research,
International Edition (with Qualtrics Printed Access Card),
5e, p.26
Zikmund/Babin, Exploring Marketing Research, International
Edition (with Qualtrics Card), 10e, p.28
O
O’Guinn/Allen/Semenik, PROMO2 (with Marketing
CourseMate with eBook Printed Access Card), 2e, p.8
P
PROMO2 (with Marketing CourseMate with eBook Printed
Access Card), 2e, p.8
Parente/Strausbaugh, Advertising Campaign Strategy,
International Edition, 5e, p.5
Pricing Strategy, International Edition, p.41
Principles of Internet Marketing, International Edition, p.21
Pride/Ferrell/Lukas/Schembri, Marketing Principles, p.44
Purchasing and Supply Chain Management, 5e, p.50
R
Reed, Strategic Marketing, 3e, p.36
Retailing, International Edition, 8e, p.52
Roberts/Zahay, Internet Marketing, International Edition, 3e,
p.20
Rosenbloom, Marketing Channels, International Edition, 8e,
p.22
www.cengageasia.com
61
ORDER FORM /
PRICE LIST
QTY
YEAR ISBN NO.
AUTHOR TITLE/EDITION
PAGE NO.
PRICE(USD)
A
__
2012
9781111970468
Thorson
Advertising Age, International Edition
p.2
41.95
__
2012
9780538479868
Semenik
Advertising and Promotions, International Edition, 6e
p.2
292.95
__
2013
9781111573232
Kaser
Advertising and Sales Promotion
p.4
86.95
__
2013
9781133588931
Parente
Advertising Campaign Strategy, International Edition 5e
p.5
235.95
__
2013
9781133191421
Shimp
Advertising Promotion and Other Aspects of Integrated
Marketing Communications, International Edition, 9e
p.6
308.95
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2010
9781439041406
Churchill
Basic Marketing Research, International Edition (with
Qualtrics Printed Access Card), 7e
p.25
285.95
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2013
9781133189572
Hutt
Business Marketing Management, International Edition, 11e
p.9
327.95
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2014
9781133629689
Babin
CB5 (with Marketing CourseMate with eBook Printed
Access Card), 5e
p.12
79.95
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2012
9789814336918
Blackwell
Consumer Behavior
p.13
119.95
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2013
9781133274490
Hoyer
Consumer Behavior, International Edition, 6e
p.14
320.95
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2011
9780538746861
Kardes
Consumer Behavior: Science and Practice, International
Edition
p.15
271.95
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2014
9781285092591
Boone
Contemporary Marketing, International Edition, 16e
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272.95
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9781133273431
Zikmund
Essentials of Marketing Research, International Edition
(with Qualtrics Printed Access Card), 5e
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247.95
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2010
9780324788617
Zikmund
Exploring Marketing Research, International Edition (with
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p.28
351.95
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9780538473392
Gillespie
Global Marketing, International Edition, 3e
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318.95
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2011
9781111530372
Dahlstrom
Green Marketing Management, International Edition
p.23
98.95
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C
E
G
I
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2012
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