Precision Marketing : The New Rules for Attracting, Retaining, and Leveraging Profitable Customers

by Jeff Zabin; Gresh Brebach; Foreword by: Philip Kotler (J. L. Kellogg Graduate School of Management, Northwestern Univ.)

• ISBN13: 9780471648222
• ISBN10: 0471648221
• Format: eBook
• Copyright: 2004-03-01
• Publisher: WILEY

Summary

Today, the pressure to demonstrate Marketing ROI has never been greater, and many companies are taking a more scientific approach to marketing, and treating it as a true business discipline. This means applying more rigor to capturing, analyzing and manipulating customer data, and delivering narrowly-defined messages designed to resonate with customers' specific wants and needs. This process is called precision marketing. Based on extensive research and their own experience working with some of the world's largest and most progressive marketing organizations, Jeff Zabin and co-author Gresh Brebach show how precision marketing can yield enormous business value. Writing in an engaging style that touches on everything from Renaissance thinking to Minority Report, they provide a definitive roadmap for combining precision marketing with mass marketing to cut costs, grow revenues, and create an overall competitive advantage.

Author Biography

Jeff Zabin is Director of Marketing in the Global Marketing Solutions group at Fair Isaac Gresh Brebach is President of the Brebach Group

Table of Contents

Acknowledgments.

Foreword by Philip Kotler.

Introduction.

1. The Rise of Precision Marketing.

2. The Precision Marketing Cycle.

3. Exploiting the Data.

4. Precision Marketing in the Age of Gaia.

5. Fifteen Minutes of Privacy?

6. The Precision Marketing Future.

Notes.

Index.

About the Authors.