PART ONE: Discover Marketing Management Chapter 1: Marketing in Today's Business Milieu Chapter 2: Elements of Marketing Strategy, Planning, and Competition PART TWO: Use Information to Drive Marketing Decisions Chapter 3: Managing Marketing Information Chapter 4: Understand Customers: Business-to-Consumer Markets Chapter 5: Understand Business-to-Business Markets Chapter 6: Segmentation, Target Marketing, Positioning, and CRM PART THREE: Develop the Value Offering - The Product Experience Chapter 7: Product Strategy and New Product Development Chapter 8: Build the Brand Chapter 9: Service as the Core Offering PART FOUR: Price and Deliver the Value Offering Chapter 10: Manage Pricing Decisions Chapter 11: Manage Marketing Channels and Points of Customer Interface PART FIVE: Communicate the Value Offering to Customers Chapter 12: Promotion Strategy and New Media Chapter 13: Advertising, Sales Promotion, and Public Relations Chapter 14: Personal Selling and Direct Marketing PART SIX: Bring It All Together - Global and Performance Dimensions Chapter 15: Understand the Global Marketplace: Marketing Without Borders Chapter 16: The Marketing Dashboard: Metrics for Measuring Marketing Performance
Charles Harwood Professor of Marketing and Strategy in the Crummer Graduate School of Business at Rollins College, Winter Park, Florida. He earned his Ph.D. in marketing from Oklahoma State University. Greg's industry experience includes 13 years in selling and sales management, product management, and retailing with companies such as Warner Lambert, Mennen, and Target Stores. When he left Warner Lambert in 1986 to enter academe, he was the manager of the top-performing sales district in the United States. In addition, he has served as a consultant and trainer for a variety of organizations in both the private and public sectors, primarily in the areas of marketing planning, strategy development, and service quality. Mark W. Johnston is the Alan and Sandra Gerry Professor of Marketing and Ethics in the Roy E. Crummer Graduate School of Business at Rollins College in Winter Park, Florida. He earned his Ph.D. in Marketing in 1986 from Texas A&M University. Prior to receiving his doctorate, he worked in industry as a sales representative for a leading distributor of photographic equipment. His research has been published in a number of professional journals including Journal of Marketing Research, Journal of Applied Psychology, Journal of Business Ethics, Journal of Marketing Education, Journal of Personal Selling & Sales Management and many others. Mark is also an active member in the American Marketing Association and Academy of Marketing Science. Mark has been retained as a consultant for firms in a number of industries including personal health care, chemical, transportation, hospitality, and telecommunications. He has consulted on a wide range of issues involving strategic business development, sales force structure and performance, international market opportunities, and ethical decision-making. Mark also works with MBA students on consulting projects around the world for companies such as Tupperware, Disney, and Johnson & Johnson. He has conducted seminars globally on a range of topics including the strategic role of selling in the organization, developing an ethical framework for decision-making, improving business unit performance, and structuring an effective international marketing department. Mark continues to provide specialized seminars to top managers on strategic marketing issues. For more than two decades Mark has taught Marketing Management working with thousands of students. His hands-on, real world approach to marketing management has earned him a number of teaching awards.