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Svend Hollensen, Marc Oliver Opresnik - Marketing

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Svend Hollensen, Marc Oliver Opresnik

Marketing

2010

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4.4 Communication Decisions S. 286-344

„… recipi-• ent, but less expensive than ‘personal selling’Kapitel_4.indd 276 03.08.2010 13:01:55 Uhr4.4 …” „… 4.4.8 Personal selling:Oral communication with potential buyers of a product with the intention of …” „… (IMC) is the coordination of advertising, sales promotion, personal selling, public relations, and …”

4.3 Distribution Decisions S. 248-286

„… entering a foreign market by selling products produced in the company’s home country. Export modes are the …” „… intensive distribution, and, if selling and distribution is direct, to reduce costs. Upmarket brands are …” „… 250maintenance, selling capabilities, attitudes, competitive products handled and growth …”

1.1 The Evolution of Relationship Marketing S. 15-21

„… gave rise to forceful selling and the development of marketing organisations that were willing to bear …” „… compound products, which gave rise to the systems selling approach. At the same time, some companies …” „… designates account managers and account teams that assess the customer’s needs and then husband the selling …”

Titelei/Inhaltsverzeichnis S. 1-14

„… : Fundamentals of Relationship Marketing Exhibit 1.1: Nila Halter – From a model to an entrepreneur – selling …” „… . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3084.4.9 Personal Selling …” „… . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3124.4.9.2 The Personal Selling Process …”

Case 4: Heinrich Deichmann GmbH S. 344-358

„… 03.08.2010 13:02:02 UhrCase 4 3311919: The company started selling factory made shoes.1930: The company …” „… company is the world’s third largest footwear brand. Selling under the store name, the company sources …” „… brand, after Nike and adidas. Selling under the store name, Deichmann sources footwear from …”

4.2 Pricing Decisions S. 226-248

„… procedure:=Contribution per unit Selling price – variable cost per unit? = = =? ?Fixed Cost 300.000Break Even Volume 30.000 …” „… its costs for producing, distributing, and selling the product and delivers a fair rate of return. A …” „… inelastic, the price may be set at a high level, with little loss of volume, unless competitors are selling …”

5.3 Ethical, Social and Environmental Aspects of Marketing Planning S. 401-420

„… people associate marketing activities, especially selling and advertising with dishonest …” „… restrictive arrangement whereby a producer prohibits distributors that market its products from selling the …” „… in advertising, selling, and dealing are much more acceptable than in others. How should foreign …”

5.2 Budgeting and Control S. 388-401

„… programs can be developed to enhance and sustain profitability (e.g., loyalty programs, cross-selling); how …” „… have begun to model other purchase behaviours, such as cross-selling, word-of-mouth behaviour, and …” „… indication of the percentage of the selling price that is a contribution to profit. It is not ultimately …”

1.5 Relationship Marketing as an Integrative Management Approach S. 31-36

„… Relationship Marketing18Exhibit 1.1Nila Halter – From a model to an entrepreneur – selling N´oats PorridgeThe …” „… is also selling the product by her own website www.noats.de, where private consumers can buy it …”

2.6 SWOT Analysis S. 96-110

„… all retailers selling online suffered fraud in the year and are apprehensive of the same in the future …” „… ‘competitive triangle’? 9. Explain the importance of a common European currency (the Euro) to firms selling …” „… . What is the buying centre in a company? Describe its functions and the implications for the selling …”

5.1 Organizing and Implementing the Marketing Plan S. 358-388

„… marketing mix, selling largely the same products and services and applying the same marketing approaches …” „… : How, where, when, etc. • Selling methods: Personal selling, mail-order, etc. The marketer must also …” „… wide product range selling in various and diverse markets, a matrix structure may be most feasible. The …”

5.4 Developing and Managing Customer Relationships S. 420-445

„… . Most business today use a mass-marketing approach designed to increase their market share by selling …” „… selling and marketing activities globally (i.e., loss of sales in a foreign market to local suppliers …” „… that customer minus the cost of attracting, selling, and servicing that customer, taking into account …”

Case 2: BMW Motorcycles S. 110-123

„… , ending Buell and selling MV Agusta, only purchased last year. Shipments of H-D motorcycles fell 27 …” „… ., McGraw-Hill, BerkshireJobber, D. and Lancaster, G. (2009) Selling and Sales Management, Pitman …”

2.4 Analyzing Buying Behaviour on the B2B Market S. 93-96

„… to influence as many of these stakeholders as possible and may involve multilevel selling by means of …”

Case 3: Royal Copenhagen A/S S. 180-185

„… Christmas plate, a mug or any other collectables from RC.When selling the expensive and prestigious …”

2.2 Assessing the External Marketing Situation S. 75-88

„… that a supplier in an overseas country receives for selling that product can alter. For example, if the …” „… and selling in a foreign market, and A can help B with R&D or production. 2.2.2.4 Relationships with …”

2.3 Analyzing Buying Behaviour on the B2C Market S. 88-93

„… multilevel selling by means of a sales team, rather than an individual salesperson (Corey, 1991).Although …”

1.3 Relationship Economics S. 22-28

„… where recognizable high front-end costs (i.e. cost of personal selling, direct and indirect costs of …”

Case 1: Nordex AG S. 48-57

„… Management, 14, pp. 273-291Churchill, H. L. (1942) How to Measure Brand Loyalty, Advertising and Selling. Vol …”

4.1 Product and Service Decisions S. 185-226

„… cross-selling: Hewlett-Packard sells printers as well as cartridges.Kapitel_4.indd 176 03.08.2010 13:01:30 …” „… service strategy is clearly related to the concepts of ‘bundling’ and ‘systems selling’. Bundling can be …” „… have been reductions in development times of more than half.Similarly, the time for marketing/selling …”

3.2 Market Segmentation, Targeting and Positioning S. 149-180

„… the world. Its top selling markets are Germany, UK and Japan.In 2007 Women’s underwear accounted for …” „… includes Procter & Gamble selling Crest spinbrushes featuring favourite children’s characters. For adults …”

1.6 Fundamentals of Marketing Planning S. 36-48

„… focus upon what customers are buying rather than upon what the company is selling. This will assist in …”

Case 5: Alfred Ritter GmbH S. 445-460

„… ., Birkinshaw, J. and Toulan, O. (2001), ‘Can selling be Globalized? – The pitfalls of Global Account …”

2.1 Assessing the Internal Marketing Situation S. 57-75

„… business (e.g. in marketing, advertising and selling) through know-how. BCG estimated empirically that, in …”

3.1 Strategic Marketing Planning S. 123-149

„… ) or divesting (dropping or selling it). In a few cases it may be viable to find a small market segment …”

doi.org/10.15358/9783800648702

Heribert Gierl, Andrea Gröppel-Klein, Lutz Hildebrandt, Hans Mühlbacher, Henrik Sattler, Udo Wagner, Joachim Zentes - Marketing ZFP

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Marketing ZFP

Browse Volumes: Marketing ZFP

MAR Volume 28 (2006) Issue 4 ISSN Online: 0344-1369

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Alexander Haas Wie wirkt das kundenorientierte Verkaufen auf die Kundenzufriedenheit mit der Beratung? S. 236-246

„… Verkaufens im vorliegenden Beitrag mit Bezug zum Handel.Dieser besitzt in der Personal Selling-Forschung …” „… ausüben.Aus empirischer Sicht stützen zahlreiche Befunde ausder Personal Selling-Forschung, der …” „… ): Knowledge, Motivation,and Adaptive Behavior: A Framework for Improving SellingEffectiveness, in: Journal of …”

doi.org/10.15358/0344-1369-2006-4

WiSt - Wirtschaftswissenschaftliches Studium

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WiSt - Wirtschaftswissenschaftliches Studium

Browse Volumes: WiSt - Wirtschaftswissenschaftliches Studium

WIST Volume 45 (2016) Issue 1 ISSN Online: 0340-1650

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Ebru Sahin, Florian Kraus Vertreterstereotype im Direktvertrieb S. 4-9

„… educational campaign about the industry to consumers. There may be a role here for the Direct Selling …” „… Association, the Direct Selling Education Foundation, and/or other industry associations.” (Enis, 1992, S. 8 …” „… York 1999, S. 117–138. Albaum, G., Current Status and Future Directions for Research on Direct Selling …”

Goetz Greve Kontrolle von Online-Marketing-Aktivitäten S. 16-21

„… Up-Selling nicht berücksichtigt. Für eine Berücksichtigung und Segmentierung nach Neu- und Bestandskunden …”

doi.org/10.15358/0340-1650-2016-1

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WiSt - Wirtschaftswissenschaftliches Studium

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WIST Volume 46 (2017) Issue 6 ISSN Online: 0340-1650

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Ebru Sahin, Florian Kraus Umgangsmethoden mit Vertreterstereotypen im Direktvertrieb S. 4-8

„… selling. In this context, it is crucial for direct selling companies’ salespeople, to know methods to …” „… Role of Intercultural Disposition and Adaptive Selling in Developing Intercultural Communication …” „… Heerden, Personal Selling, Lansdowne 2004. Cerasoli, C.P., J.M. Nicklin, M.T. Ford, Intrinsic Motivation …”

doi.org/10.15358/0340-1650-2017-6

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Controlling

Browse Volumes: Controlling

CON Volume 27 (2015) Issue 11 ISSN Online: 0935-0381

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Maximilian Bode Value Selling mittels Lebenszykluskosten: Mehrwert schaffen und aneignen S. 650-657

„… Value Selling mittels Lebenszykluskosten: Mehrwert schaffen und aneignen Maximilian Bode Dr …” „… höherer Verkaufspreise vom Lieferanten wieder angeeignet werden kann. „Value Selling“, „Value-based …” „… Selling“ oder weniger gebräuchlich „wertbasiertes Verkaufen“ beschreibt die Philosophie sowie konkrete …”

Susanne Winkel, Burkhard Pedell Kundenwertorientierte Anreizsysteme S. 614-622

„… monetär Umsatz/Erlöse direkt monetär Kosten Cross-Selling-Wert Referenzwert …” „… Aktivitäten hinsichtlich Neukundengewinnung und Cross-Selling oder die Anzahl der Kundenbesuche. Die …” „… Art Umsatz CLV KDB Kundenzufriedenheit Information Kosten Cross-Selling Loyalität Referenz …”

Titelei/Inhaltsverzeichnis

„… Selling mittels Lebenszykluskosten: Mehrwert schaffen und aneignen Bode Textanalysen im Controlling …”

Burkhard Pedell Weiterentwicklung der Vertriebssteuerung - Nachschärfen bei einem Dauerthema S. 611-613

„… Value Selling mittels Lebenszykluskosten: Mehrwert schaffen und aneignen 650 Dr. Maximilian Bode …”

Marc André Micha, Joachim van Wahden, Korlin Bruhn, David Felsmann Erfolgreicher Aufbau und Betrieb von Cross-Channel-Projekten - neue, komplexe Herausforderungen für das Controlling S. 630-637

„… - & Up-Selling). Das Marketingbudget, welches online in die Akquise von Neukunden investiert wird, wird somit …” „… oder für erfolgreiches Up- oder Cross-Selling nach Abholung eines on- Erfolgreicher Aufbau und Betrieb …”

doi.org/10.15358/0935-0381-2015-11

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