Cross-Channel Cooperation, Tobias Kollmann; Matthias H?sel

Автор: Blakeman Rich
Название: The Hybrid Sales Channel: How to Ignite Growth by Bridging the Gap Between Direct and Indirect Sales
ISBN: 0071845321 ISBN-13(EAN): 9780071845328
Издательство: McGraw-Hill
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Цена: 41170.00 T
Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: Shows how to merge two methodologies to ignite new growth; drive more sales, better sales, and faster sales; speak to your core customer using the MHI Global Sales System (trade mark); remove competition and confusion between routes to market; prepare for territory level execution and larger market coverage; improve company alignment; and more.

Автор: Jochen Binder
Название: Online Channel Integration
ISBN: 3658045728 ISBN-13(EAN): 9783658045722
Издательство: Springer
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Цена: 46570.00 T
Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: Today, most firms employ online and offline distribution channels. Jochen Binder investigates how, why, and to what extent an integrated online channel increases customer value and leads to higher willingness to pay, customer loyalty and purchase intention in a firm`s online and offline stores.

Автор: Shareef
Название: Mobile Marketing Channel
ISBN: 3319312855 ISBN-13(EAN): 9783319312859
Издательство: Springer
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Цена: 46570.00 T
Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: This book attempts to address, explore, and conceptualize the epistemological paradigms of SMS as an alternative marketing channel or in combination with other existing traditional channels. It promotes a multichannel strategy in the light of synthesized marketing distribution, consumer behavior, and information and communication technology (ICT)-related behavioral theory to develop, establish, and launch a guiding theory and practice for this emerging area. Usage of mobile phones and hand-held wireless devices is growing and diffusing so quickly that 21st century marketing managers find a great potential for this wireless channel to be the most effective media for maintaining a consumer relationship that provides the highest quality service. The emergence of SMS-based direct marketing as a distinct channel or embedded with other channels is characterized by several issues, challenges, barriers, and limitations. This book examines and postulates the following interrelated issues related to wireless marketing (particularly the SMS-based marketing channel): (i) Consumer behavior for mobile phone SMS – perception, exposure, and attention; (ii) Consumer attitudes toward SMS-based marketing channels; (iii) The scope of SMS to meet consumer service output demands from an online channel; (iv) Consumer selection criteria for mobile phone SMS channel structure; (v) Mobile channel structure as an efficient and effective consumer interaction mode; and (vi) Consumer multichannel behavior. It is important to use the SMS-based mobile channel as a radical tool of interactive marketing and seamless service marketing, as there is the opportunity to maximize, until now, unutilized benefits of this efficient and popular direct marketing channel.

Автор: Antczak-barzan, Anna Sypniewska, Barbara A.
Название: Cross-cultural personal selling
ISBN: 3319555766 ISBN-13(EAN): 9783319555768
Издательство: Springer
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Цена: 51230.00 T
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Описание: Providing in-depth analysis, this book enables readers to understand the theoretical aspects of personal selling and explores the difficulties of selling services which are sensitive to cultural, age and gender differences, and to customers originating from diverse cultural zones.

Автор: Patrick Dahmen
Название: Multi-Channel Strategies for Retail Financial Services
ISBN: 382448191X ISBN-13(EAN): 9783824481910
Издательство: Springer
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Цена: 83850.00 T
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Описание: VII Foreword The retail financial services industry, especially the insurance industry, is undergoing fundamental changes. Prior to and in the aftermath of the deregulation of the insurance industry at the beginning of the 1990's, insurers have continued to focus more on stability and security rather than on efficiency and profitability. The capital market crisis, the deregulation, the gradual break-up of the traditionally integrated value chain coupled with the emergence of new players in the market as well technological advancements have all led to a fundamental shake-up of the financial services industry. Nevertheless, the cultural consequences of the regulated period are still visible today: in some insurance companies changes in the distribution of financial services can seldom be implemented without the acceptance of its tied agent channel, although experience from neighbouring industries, for example retail banking, clearly illustrates the necessity to align the distribution system with new trends in consumer behaviour, i. e., with the general wish for more convenient shopping opportunities anywhere, anytime and in any way. Financial services are characterised by a high degree of interactivity with the customer during the entire process of service delivery, while information asymmetries arise as a result of the dominance of credence and experience qualities. The product "financial services" therefore goes far beyond its core product, e. g. risk protection; it covers all other elements of the customer relationship process.