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BACK TO CONTENTS MARKETING Principles of Marketing: Global and Southern African Perspectives ISBN: 9781770255616 Authors: Philip Kotler and Gary Armstrong with Madéle Tait (editor), Justin Beneke, Khantilal Bhowan, Sarah Blake, Elsamari Botha, Shahida Cassim, Johan de Jager, Nicole Frey, Richard George, Maha Golestaneh, Debbie Human, Nthabaleng Ramille, Mornay Roberts-Lombard, Chantall Rootman, Robert Rugimbana, Johan van Zyl, Debbie Vigar-Ellis and Marius Wait Copyright: 2010 Extent: 720pp Format: Soft cover E-BOOK AVAILABLE IN 2013 Description Retaining the solid theoretical foundation of the international edition, this text helps students understand the complex marketing environment in which Southern African firms operate. A team of academics has adapted the text by integrating recent South African research, data, examples and case studies. This edition retains the practical, approachable and accessible style of the original text, which makes for an engaging and informative book. Its content coverage, while broad, is also in-depth, and it skillfully integrates both local and global examples. Contents 1: Marketing: Managing profitable customer relationships 2: Firm and marketing strategy: Partnering to build customer relationships 3: The marketing environment 4: Managing marketing information 5: Consumer markets and consumer buyer behaviours 6: Business markets and business buyer behaviour 7: Customer-driven marketing strategy: Creating value for target customers 8: Product, services, and branding strategy 9: New product development and product life-cycle strategies 10: Pricing products: Understanding and capturing customer value 11: Pricing products: Pricing strategies 12: Marketing channels and supply chain management 13: Retailing and wholesaling 14: Communicating customer value: Integrated marketing communications strategy 15: Advertising and Public Relations 16: Personal selling and sales promotion 17: Direct and online marketing: Building direct customer relationships 18: Creating competitive advantage 19: The global marketplace 20: Marketing ethics and social responsibility Fresh Perspectives Marketing ISBN: 9781868912902 Authors: Adele Berndt, Kerry Chipp, Lorinda Hern, Zenobia Ismail, HB Klopper, Daniel Petzer, Mornay Roberts- Lombard, Devashni Subramani and Myles Wakeham Copyright: 2006 Extent: 492pp Format: Soft cover Description Fresh Perspectives Marketing is a comprehensive introductory marketing text for undergraduate students. It is divided into four key sections (Marketing, markets and the environment; Understanding your market; The marketing mix; Beyond the marketing mix) and offers relevant South African material and all the pedagogical features that characterise the Fresh Perspectives series. Contents 1: Overview of marketing 2: The marketing environment 3: The macro environment 4: Managing the environment 5: Understanding consumer behaviour 6: Market selection 7: Marketing research 8: Products 9: Services 10: Price 11: Promotion 12: Placement 13: Integration through branding 14: Relationship marketing and customer relationship management 15: Retailing 16: Business-to-business marketing 17: E-commerce 18: Social issues in marketing 19: Special applications in marketing 20: Marketing as an organisational function Marketing 20
BACK TO CONTENTS Applied Strategic Marketing, 4 th edition ISBN: 9781775781271 Authors: Chris Jooste, Johan Strydom, Flip du Plessis and Adele Berndt (editors) Copyright: 2011 Extent: 512pp Format: Soft cover Description Applied Strategic Marketing discusses the strategic role of marketing management in modern organisations. The focus is on how managers choose and manage the markets they serve, how they handle competition and what strategies they devise in order to build brand value and customer relationships. This book guides the reader through the different phases of the strategic planning process and provides a framework for designing and implementing a marketing plan. Building on the success of the third edition’s chapters on Customer Analysis, Brand and Relationship Building Strategies and Measurements of Marketing Strategies, the revised fourth edition also deals with contemporary issues such as Globalisation, Sustainability and Innovation. Applied Strategic Marketing is anchored in the South African environment and discusses the impact of global trends. This book offers great value to students and practitioners of strategic marketing. Features • Chapter outcomes outline key content and skills • Strategy in action scenarios illustrate application of concepts • Examples support learning • Expanded mini case studies place ideas in context • Chapter summaries assist students in preparing for tests and examinations • For the reader’s reflection sections evaluate fundamental theories • Three large case studies on sustainability, product, and B2B on the lecturer resource CD • Full colour sections engage learners. Contents 1: The nature of strategic marketing Part One 2: Macroenvironmental analysis 3: Market analysis 4: Customer analysis 5: Competitor analysis 6: Internal analysis Part Two 7: Strategic marketing planning 8: Identification of a sustainable competitive advantage 9: Competitive strategies 10: Strategies in the product life cycle 11: Global strategies 12: Relationship-building strategies 13: Brand strategies 14: Building brand and customer equity Part Three 15: Strategy implementation and control 15: Measurement of marketing strategies and processes Sales Management, 3 rd edition ISBN: 9780796225870 Authors: Brian Connett, Russell Abratt and Michael Cant Copyright: 2010 Extent: 256pp Format: Soft cover E-BOOK AVAILABLE IN 2013 Description The third edition of the highly successful Sales Management focuses on the requirements of sales management in the twentyfirst century. It offers the latest on the role of information technology and incorporates environmental factors and their impact on sales management. Key topics are the globalisation of markets, the strategic role of sales, relationship management, sales management planning, forecasting market demand and sales budgeting. This edition includes chapters on personal selling and new challenges in global selling. It tackles the organisation of the sales effort through sales force planning, recruitment and selection. There are practical chapters on sales training and development, compensation and incentives and the role of information in sales management. Contents 1: Sales management in the 21 st century 2: The personal selling function 3: The personal selling process 4: Sales management planning 5: Forecasting market demand, sales forecasting and sales budgeting 6: Organising the sales effort 7: Sales force planning, recruitment and selection 8: Sales training and development 9: Salesperson compensation and incentives 10: The crucial role of information in sales management 11: Leading and motivating the sales force 12: Evaluation and control of the sales programme Marketing 21
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