For undergraduate courses in Principles of Marketing.Why do students love this book? This is the only book that makes marketing REAL to them by using real people-real marketers. Like most introductory books, all fundamental marketing concepts are covered with an emphasis on emerging topics, but this is the only book where students get up close and personal with real marketers. In each chapter, students learn marketing fundamentals plus explore a particular challenge that a real marketer has faced, see the choices available, find out what other marketers suggest, and discover the choice made-and the results of this choice. This is marketing on the front lines-from a personal, not a company, perspective. This is not a book that sees as its mission getting students to memorize key terms. It's a book that is conversational and lively, that helps students think like real marketers. The authors developed the Third Edition and its teaching resource package with extensive input and ideas from instructors, students, and marketing professionals from around the world.
I. MAKING MARKETING VALUE DECISIONS.
1. Virtual Value: Welcome to the World of Marketing.
2. Strategic Planning: Making Choices in a Wired World.
3. Decision Making in the New Era of Marketing: Ethics Quality and the Marketing Environment.
4. Think Globally and Act Locally: Marketing in a Multinational Environment.
II. IDENTIFYING MARKETS AND UNDERSTANDING CUSTOMERS' NEEDS FOR VALUE.
5. Marketing Information and Research: Analyzing the Business Environment Offline and Online.
6. Why People Buy: Consumer Behavior and Peer-to-Peer E-Commerce.
7. Why Organizations Buy: Business-to-Business Markets and B2B E-Commerce.
8. Sharpening the Focus: Target Marketing Strategies and Customer Relationship Management.
III. CREATING THE VALUE OFFER.
9. Creating the Product.
10. Managing the Product.
11. Marketing What Isn't There: Intangibles and Services.
12. Pricing the Product.
13. Pricing Methods.
IV. COMMUNICATING THE VALUE OFFER.
14. Conversing with the Customer: Promotional Strategy, Interactive Marketing and Database Marketing.
15. Advertising, Direct Marketing and M-Commerce.
16. Public Relations, Sales Promotion and Personal Selling.
V. DELIVERING THE VALUE OFFER.
17. Value Chain Management: Channels of Distribution, Logistics and Wholesaling.
18. Offline Retailing and B2C E-Commerce.
Appendix A: A Sample Marketing Plan: Computer Friendly Stuff.
Appendix B: Marketing Math.