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  • Image of Mass Affluence
    Image of Mass Affluence

    Seven New Rules of Marketing to Today's Consumer

    by Brian Johnson, Paul Nunes

    In Mass Affluence, customer management and marketing strategy experts Paul Nunes and Brian Johnson explain that we are witnessing a pendulum swing in marketing from “one-to-one” customer strategies back to mass marketing. But this is mass marketing with a twist: The targeted customers are not the middle class of the post-World War II era. They are richer yet more cautious consumers — and they won’t respond to the strategies that worked with their middle-class predecessors. Based on exte

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  • Image of The Dollarization Discipline
    Image of The Dollarization Discipline

    How Smart Companies Create Customer Value... and Profit from It

    by Richard Gregory, Jeffrey Fox

    In The Dollarization Discipline, marketing guru Jeffrey J. Fox and management consultant Richard C. Gregory describe how organizations can measure and explain the financial impact of noncost benefits, including increased market share, increased sales volume, and increased pricing power. The authors explain that “dollarization” should be a discipline that businesses apply across a broad set of sales, marketing and management activities, forcing organizations to be customer-focused and cu

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  • Image of Knowledge@Wharton
    Image of Knowledge@Wharton

    On Building Corporate Value

    by Mukul Pandya, Robert E. Mittelstaedt Jr., Harbir Singh, Eric Clemons

    The Internet can be a powerful tool if companies and consumers learn how to use it creatively and imaginatively. Case studies and articles from Wharton’s [email protected] online journal support the authors’ strategies for building value through the Internet — including how to use the Web’s inherent communication, brokerage, and integration effects to your advantage.

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  • Image of Working GlobeSmart
    Image of Working GlobeSmart

    12 People Skills for Doing Business Across Borders

    by Ernest Gundling

    Gundling presents a toolkit of the 12 global people skills that international managers, or anyone working with global partners, must acquire. These include interpersonal skills (eg. establishing credibility), group skills (eg. negotiating) and organizational skills (eg. managing change).

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  • Image of Beyond Budgeting
    Image of Beyond Budgeting

    How Managers Can Break Free from the Annual Performance Trap

    by Jeremy Hope, Robin Fraser

    The authors show how to reform the traditional budgeting process, which currently consumes too much time while adding too little value. The problem is traditional budgeting’s focus on fixed targets and performance incentives. The authors argue for replacing centrally controlled, predetermined goals with self-regulating, relative competitive benchmarks and transfer the power and decision-making authority from the center of the organization to the front line.

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