Value-based Marketing Strategy

Pricing and Costs for Relationship Marketing

Santiago Lopez

December 2014 / ISBN: 978-1-62273-020-9
Availability: In stock
$65 £50 €55

This book offers novel methods for developing Value-based marketing strategies aimed at increasing revenue and profits. The Value concept relates all the benefits offered by a product with its price and the effort required to obtain it. Global competition requires managing Value rather than individual products or brands. This fosters customer loyalty, and provides a solid basis for relationship marketing. The book takes a practical, step-by-step approach to explain: • How the forces of supply and demand interact with customer Value; • The relationships between benefits, quantities, prices and costs; • How to develop effective competitive strategies; • How to manage inventory and product mix efficiently; • How to apply the Value model to increase profitability, and solve major marketing problems. The book sets forth several new approaches for marketing and pricing decision-making: • The concept of Value integrates marketing, finance, economics and accounting, in order to link Value-based pricing with relationship marketing. • The law of supply and demand is restated with quantity as a function of Value instead of price; this makes it a more realistic and practical tool for understanding today´s highly competitive business environment. • The confrontation and complementation concepts provide useful tools for guiding marketers into new segments, and pricing products accordingly. They play a key role for devising win-win strategies, not only with customers, but also with competitors. • The Value Matrix is a practical tool for understanding the product´s positioning, analyzing its competition, setting prices and developing strategy. It aims at achieving an optimal balance between customer loyalty and product mix profitability. • The Value Life Cycle illustrates how Value acts as a force that constantly changes revenue, providing insight for developing strategies in each phase of the product´s life cycle. • Analogies with physics illustrate how policy constraints create resistance to sales velocity, thereby determining the rate at which a firm advances towards its financial and marketing goals. • The strategy for pricing business services applies Value to balance supply with demand; this leads to increased revenue. • The marketing approach set forth unifies product portfolio and inventory management with Value-based pricing for maximizing income. Clear explanations and accessible language make this book ideal for marketing professionals and non-specialists. Advanced readers may refer to the appendices, where the subjects are analyzed further and the mathematical foundations are laid out; numerous solved problems of pricing and costs are included.

Supply Chain Optimization under Uncertainty

Supply chain design for optimum performance

Barrie Michael Cole

December 2014 / ISBN: 978-1-62273-016-2
Availability: In stock
$90 £65 €75

Drawing on cutting-edge research, this book proposes a new 'Supply Chain Optimization under Uncertainty’, technology. Its application can bring many proven benefits to supply chain entities, any associated service providers, and, of course, the customers. The technology can provide the best design and operating solution for a Supply Chain Network (SCN) that is subject to any prevailing conditions of Operational Uncertainty (OU). A SCN is defined as a network of production facilities, distribution centers and retail sales outlets. OU is defined as any relevant combination of i) multiple process objectives e.g. a business needs to maximize operating profits and to minimize inventory levels, ii) fuzziness (<, <=, >, or >=) e.g. sales <= 1500 t/mth and iii) probability e.g. sale of fertilizer is dependent on probabilistic rainfall. Following this method always enables the determination of realistic optimum supply chain solutions, since the effects of any operational uncertainties are always provided for. The book is arranged in two parts. The first part covers the theory and recent research into supply chain optimization under uncertainty. The second part documents the application of the newly proposed technology to an agricultural fertilizer’s (NPK, South Africa) supply chain.

Generational Poverty

An Economic Look at the Culture of the Poor

Adam D. Vass Gal, Belmont University

November 2014 / ISBN: 978-1-62273-018-6
Availability: In stock
$35 £20 €25

Are the impoverished victims of circumstance or are they contributing to their situations through their own actions and principles? This perplexing question does not have a simple answer. "Generational Poverty: An Economic Look at the Culture of the Poor" examines both sides of the coin. Written by an economist, the book provides a unique perspective into the study of this emotionally-charged issue. It shows that economic analysis can shed light on some of the roots of persistent poverty and may point to its potential solution. Generational Poverty covers the author’s eye-opening experiences with a young man named Jermaine and his family, initiated through the Big Brothers Big Sisters (BBBS) program. As someone who cares for Jermaine and his family, it was nothing short of a surprise to see first-hand some of the obstacles Jermaine’s family are creating for themselves, while at the same time battling many of today’s social constructs. In the course of the program, the author learned a great deal about Jermaine’s life, culture, and the obstacles he faces. This work identifies impediments that Jermaine has experienced as well as common challenges faced in his community. In the words of the author: “Most of my research for this book is devoted to pinpointing these cultural issues and gathering varying opinions for each one. While I do detail each unique perspective, my goal is to align each argument to an economic fundamental. This creates a more consistent diagnosis that does not depend on a personal set of values. My hope is that future economists will continue to study this suffering portion of our population to determine the most effective way to remedy the continuingly increasing problem of poverty.”

Leonardo Da Vinci's Treatise of Painting

The Story of The World's Greatest Treatise on Painting - Its Origins, History, Content, And Influence.

Richard Shaw Pooler

July 2014 / ISBN: 978-1-62273-017-9
Availability: In stock
$55 £40 €50

This book traces the story of the world's greatest treatise on painting - Leonardo Da Vinci's "Treatise of Painting". It combines an extensive body of literature about the Treatise with original research to offer a unique perspective on: • Its origins, and history of how it survived the dispersal of manuscripts; • Its contents, their significance and how Leonardo developed his Renaissance Theory of Art; • The development of both the abridged and complete printed editions; • How the printed editions have influenced treatises and art history throughout Europe, the Eastern Mediterranean, and America from the Seventeenth to the Twentieth Centuries.

Sociology of Love

The Agapic Dimension of Societal Life

Gennaro Iorio, University of Salerno, Italy

June 2014 / ISBN: 978-1-62273-014-8
Availability: In stock
$25 £16 €20

This short book deals with a sociological concept: love-agape. It is an attempt to demonstrate that love-agape resists, indeed insists, as a fact that cannot be reduced or concealed. Its simple goal is to introduce agape into the vocabulary of sociological analysis by demonstrating its potential to demarcate and to interpret social phenomena. Love-agape is presented as a critical concept. On the one hand, love-agape denounces the risks linked to the needs of closed groups, often absolutist and fundamentalist. On the other hand, it represents a concrete reality, lying at the root of a particular type of sociality. A sociality that, rather unconventionally, recognizes differences and distances, but also characterizes their condition of being together, as community founded on the recognition and respect of subjectivity.

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