Market-Based Management: Strategies for Growing Customer Value and Profitability

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9780131293724: Market-Based Management: Strategies for Growing Customer Value and Profitability

For MBA level Marketing Management and/or Marketing Strategy courses, or a capstone undergraduate marketing course. 

Strategic, applied, and performance-oriented.  While most textbooks in this area stress concepts and theory, Market-Based Management, 4e,  incorporates a more strategic and applied approach.  External performance metrics of a business are emphasized and actual measurement tools are provided.  Its streamlined organization makes it ideal for courses in which outside cases and readings will be assigned.

 

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Review:


"I think that the unique focus of this text on using analytical tools to help solve marketing problems is a major strength." ? Florida State University reviewer




"This textbook provides practice in quantitative approaches to marketing problems and focuses on integrating marketing tactics with strategies leading to financial performance." ? University of S. Florida-St. Petersburg reviewer




"I think the strengths of the book are the quantitative analysis tools/examples and its market/customer orientation." ? Auburn University Montgomery reviewer




"I continue to like the application problems. I think they are a strong feature of the text." ? Florida State University reviewer




"When I looked at MBM I was impressed with the analytical content.... A common reaction I get from [my MBA students] is surprise on learning that analyzing data for such topics as customer retention and using analysis to compare strategic options is what MBAs actually do for companies." ? Florida State University reviewer




"I like the market-oriented approach and the use of NMC throughout the text. It gives my math-scared students a perspective they usually don't see in marketing and makes them realize that they will deal with numbers in marketing. I also find the text quite readable." ? Central Washington University reviewer




"It filled the gap between basic marketing and a capstone course. It's emphasis on justifying marketing strategies based on market conditions and financial performance seems to be unique in the marketing management and strategy books currently available." ? University of Southern Florida-St. Petersburg reviewer




"I chose this book because of the customer/market orientation and the quantitative analysis and examples. I wanted to compliment the cases and other project that I use in class." ? Mount Mercy College reviewer




"I was looking for a text that was not encyclopedic with shallow coverage of a huge amount of material. Rather, I wanted a text that is narrow, deep and focused. It also provides excellent coverage of [marketing accountability and quantitative analysis]. No other text with which I am familiar comes close. Not all texts that ones adopts end up meeting ones expectations. Best's text certainly did for me." ? University of Connecticut reviewer




"One student in particular, who is an independent entrepreneur with his own computer hardware dealership, has said several times to me that the book "rocks" and that what it covers- particularly in the later chapters on offensive/defensive strategy chapters and marketing plan development- is exactly what he needs in terms of practical advice for his business. This is the kind of student endorsement one hopes to get." ? Temple University reviewer




"Using this text allows our students to leave the course with analytic tools that they can use." ? University of Connecticut reviewer




"I especially like the financial analysis components of each chapter. I put a lot of stress on these and feel that this is perhaps the major strength of the text." ? Ron Goldsmith, Florida State University




""What this textbook teaches about the profit impact of customer satisfaction is invaluable. What it teaches about Net Marketing Contribution is a revelation." ? Glenn Christensen, Brigham Young University




"Thanks, Roger, for bringing this book out! It's been a refreshing change from all the terminology-heavy, principles-like other texts that claim to be marketing management texts. Our students need concepts, models, and tools like you've offered that they can use in their decision-making processes." ? Douglas J. Lincoln, Boise State University and editor of the Journal of Marketing Education




"The concepts are interesting, very well explained, and provide useful conceptual and applied tools for the students. It fits very well with my focus on integrating theory with applied, hand-on tools for the students before they enter the market place." ? Torsten Ringberg, University of Wisconsin - Milwaukee


About the Author:

Dr. Roger J. Best is an Emeritus Professor of Marketing at the University of Oregon. He earned a Bachelor of Science in Electrical Engineering from California State Polytechnic University in 1968. Following graduation, he joined the General Electric Company where he worked in both engineering and product management. While at GE, he received a patent for a product he developed. Dr. Best completed his MBA at California State University, Hayward in 1972 and received his Ph.D. from the University of Oregon in 1975. He taught at the University of Arizona from 1975 to 1980 and the University of Oregon from 1980 to 2000.

Over the past twenty-five years, he has published over fifty articles and won numerous teaching awards. In 1998 he received the American Marketing Association Distinguished Teaching in Marketing award. In 1988, the Academy of Marketing Science voted an article on marketing productivity by Dr. Best and co-authors the outstanding Article of the Year. He is a co-author of Consumer Behavior: Implications for Marketing Strategy (8th ed.). Dr. Best has also developed the Marketing Excellence Survey (www.MESurvey.com), a benchmarking tool for assessing a manager's marketing knowledge and market attitudes based on a worldwide database of over 15,000 managers and MarkProf (www.MarkProf.com), an online marketing profitability tool to help marketing managers "mess the profit impact of marketing strategies.

Over the past twenty years, Dr. Roger J. Best has been active in working with a variety of companies in both marketing strategy consulting and management education. These companies include General Electric, Dow Chemical, Dow Corning, DuPont, Eastman Kodak, MediaOne, Lucas Industries, Tektronix, ESCO, Pacific Western Pipe, James Hardie industries, Sprint, and US West. Dr. Best has also taught many executive management education programs at INSEAD, in Fontainebleau, France.

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