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Cases in Marketing Management

by Kenneth E Clow and Donald Baack SAGE Publications, Inc
Pub Date:
Pbk 560 pages
AU$147.00 NZ$151.30
Product Status: Available in Approx 14 days
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The SAGE Text and Cases Series, featuring IVEY Cases is a co-publishing partnership between SAGE Publications and the Richard Ivey School of Business at The University of Western Ontario. Due to their popularity in more than 60 countries, approximately 200 new cases are added to the Ivey School of Business library each year. Each of the casebooks comes equipped with instructoras resources on CD-ROM. These affordable collections will not only help students connect to real-world situations, but will benefit corporations seeking continued education in the field as well. Cases in Marketing Management is a unique collection of 40 cases from Ivey Publishing. This casebook helps students gain a better understanding of marketing management by providing them with a look at the complex issues that marketing managers and professionals deal with on a regular basis. Key Features Presents real-world cases related to marketing management: Cases illustrate the complex nature of marketing management in organizations from around the world. Provides current cases: The majority of the included cases are from 2009 and 2010, and all of the cases were published or updated after 2007, providing students with an up-to-date look at the companies and issues presented. Generates classroom discussion: Cases let students grapple with actual decisions that real-world managers have faced. Offers much more than a packet of cases: The editors provide summaries of concepts, helpful discussion questions, and readings for each chapter.

Preface Acknowledgments 1. The Nature of Marketing Management Chantale and Clinton Call for Service 2. Market Analysis GENICON: A Surgical Strike into Emerging Markets Hyundaicard s Marketing Strategy Terracycle Inc. 3. Data Warehousing Air Miles Canada: Rebranding the Air Miles Reward Program Conroy s Acura: Lifetime Customer Value and Return on Marketing 4. Building a Customer-Oriented Marketing Department A Difficult Hiring Decision at Central Bank Boman Communications 5. Customer Acquisition Strategies and Tactics Ruth s Chris: The High Stakes of International Expansion The Ultimate Fighting Championships (UFC): The Evolution of a Sport Best Buy, Inc.: Dual Branding in China 6. Pricing Hanson Production: Pricing for Opening Day SyMed Development, Inc. Arvind Mills: Re-Evaluating Profitability 7. Advertising, Alternative and Direct Marketing La Hacienda Del Sol Shoppers Stop: Targeting the Young 8. Sales Promotions SC Johnson: Planning Coupon Promotions Phillips Food, Inc.: Introducing King Crab to the Trade Boots: Hair Care Sales Promotion 9. Personal Selling Global Source Healthcare: Allocating Sales Resources Spectrum Brands, Inc.: The Sales Force Dilemma BioMed Co. Ltd.: Designing a New Sales Compensation Plan 10. Internal Communications Retail Execution: Linens N Things GDR versus Kodak: Bart Film Scanner 11. External Communications Wal-Mart Puerto Rico: Promoting Development through a Public-Private Partnership Hips Feel Good: Dove s Campaign for Real Beauty New Balance: Developing an Integrated CSR Strategy 12. Distribution and Supply Chain Management YvesCreations, LLC.: Alex Goes to Hollywood Eureka Forbes, LTC: Growing the Water Purifier Business Kraft Foods: The Coffee Pod Launch 13. Web Site and Internet Management Entrepreneurs at Twitter Anduro Marketing: Internet Services vs. Software Sales Molson Canada: Social Media Marketing 14. Customer Retention and Recovery Ten Thousand Villages of Cincinnati: The First Year and Beyond Personal Shoppers at Sears: The Elf Initiative 15. Marketing Control Microsoft and the Xbox 360 Ring of Death Kenexa About the Editors

"I think this is an exciting and very comprehensive case book - it looks very interesting. I do not find any deficiencies. I think the authors have thought the content through - and attempted to find a well-rounded and inclusive variety of cases."
Kenneth Clow is a Professor of Marketing and holds the Biedenharn Endowed Chair of Business in the College of Business Administration at the University of Louisiana at Monroe. Previously, he served as Dean at both the University of Louisiana at Monroe and the University of North Carolina at Pembroke. He teaching career began at Pittsburg State University where he also served as the MBA Director. He obtained his Ph.D. from the University of Arkansas in 1992. Dr. Clow has published a total of 190 articles in academic journals and proceedings and has written 13 textbooks. He has published articles in journals such as Journal of Services Marketing, Services Marketing Quarterly, Journal of Business Research, Marketing Management Journal, Journal of Economics and Finance Education, International Journal of Business, Marketing, and Decision Sciences, Journal of Internet Commerce, Health Marketing Quarterly, and Journal of Restaurant and Foodservices Marketing. Books co-authored by Professor Clow include Integrated Advertising, Promotion, and Marketing Communications, 4th edition (Prentice Hall), Concise Encyclopedia of Advertising (Haworth), Essentials of Marketing, 3rd edition (Cengage), Services Marketing, 2nd edition (Atomic Dog), Concise Encyclopedia of Professional Services Marketing (Routledge, Taylor and Francis Group), The IMC PlanPro Handbook, and Marketing Management (SAGE). Donald Baack holds the rank of University Professor of management at Pittsburg (Kansas) State University, where he has taught since 1988. He previously held positions at Southwest Missouri State University, Missouri Southern State College, and Dana College. Baack received his Ph.D. from the University of Nebraska in 1987. His primary area of study was Organization and Management Theory. Professor Baack is a Consulting Editor for the Journal of Managerial Issues and has published in the journal. He has also published in Human Relations, Journal of High Technology Management Research, Journal of Ministry Marketing and Management, Journal of Management Inquiry, Journal of Customer Service in Marketing, Journal of Professional Services Marketing, Journal of Global Awareness, Journal of Business Ethics, Journal of Euromarketing, Journal of Nonprofit and Public Sector Marketing, and the Journal of Advertising Research. Dr. Baack has authored Organizational Behavior (Dame), International Business (Glencoe/McGraw-Hill), and Integrated Advertising, Promotion, and Marketing Communications (Prentice Hall, co-author to Kenneth D. Clow). Clow and Baack also wrote the Concise Encyclopedia of Advertising (Haworth). Baack and his son Daniel W. Baack recently prepared a series of 10 modules entitled 'Ethics Across the Curriculum' for Pearson Custom Publishing. He also published three popular press books in the area of romance/self help. Baack has been active in the Southwest Academy of Management for many years, serving as its President in 1996. He was nominated for SWAM's Distinguished Educator award in 2007 and 2008. He is married (Pamela) with three children.