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How organizations can deliver significant performance gains through strategic investment in marketing
In the new era of tight marketing budgets, no organization can continue to spend on marketing without knowing what's working and what's wasted. Data-driven marketing improves efficiency and effectiveness of marketing expenditures across the spectrum of marketing activities from branding and awareness, trail and loyalty, to new product launch and Internet marketing.. Based on new research from the Kellogg School of Management, this book is a clear and convincing guide to using a more…mehr
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How organizations can deliver significant performance gains through strategic investment in marketing
In the new era of tight marketing budgets, no organization can continue to spend on marketing without knowing what's working and what's wasted. Data-driven marketing improves efficiency and effectiveness of marketing expenditures across the spectrum of marketing activities from branding and awareness, trail and loyalty, to new product launch and Internet marketing.. Based on new research from the Kellogg School of Management, this book is a clear and convincing guide to using a more rigorous, data-driven strategic approach to deliver significant performance gains from your marketing.
Explains how to use data-driven marketing to deliver return on marketing investment (ROMI) in any organization
In-depth discussion of the fifteen key metrics every marketer should know
Based on original research from America's leading marketing business school, complemented by experience teaching ROMI to executives at Microsoft, DuPont, Nisan, Philips, Sony and many other firms
Uses data from a rigorous survey on strategic marketing performance management of 252 Fortune 1000 firms, capturing $53 billion of annual marketing spending
In-depth examples of how to apply the principles in small and large organizations
Free downloadable ROMI templates for all examples given in the book
With every department under the microscope looking for results, those who properly use data to optimize their marketing are going to come out on top every time.
In the new era of tight marketing budgets, no organization can continue to spend on marketing without knowing what's working and what's wasted. Data-driven marketing improves efficiency and effectiveness of marketing expenditures across the spectrum of marketing activities from branding and awareness, trail and loyalty, to new product launch and Internet marketing.. Based on new research from the Kellogg School of Management, this book is a clear and convincing guide to using a more rigorous, data-driven strategic approach to deliver significant performance gains from your marketing.
Explains how to use data-driven marketing to deliver return on marketing investment (ROMI) in any organization
In-depth discussion of the fifteen key metrics every marketer should know
Based on original research from America's leading marketing business school, complemented by experience teaching ROMI to executives at Microsoft, DuPont, Nisan, Philips, Sony and many other firms
Uses data from a rigorous survey on strategic marketing performance management of 252 Fortune 1000 firms, capturing $53 billion of annual marketing spending
In-depth examples of how to apply the principles in small and large organizations
Free downloadable ROMI templates for all examples given in the book
With every department under the microscope looking for results, those who properly use data to optimize their marketing are going to come out on top every time.
Produktdetails
- Produktdetails
- Verlag: Wiley & Sons
- Artikelnr. des Verlages: 14550454000
- 1. Auflage
- Seitenzahl: 304
- Erscheinungstermin: 19. Februar 2010
- Englisch
- Abmessung: 238mm x 164mm x 34mm
- Gewicht: 510g
- ISBN-13: 9780470504543
- ISBN-10: 0470504544
- Artikelnr.: 26368806
- Verlag: Wiley & Sons
- Artikelnr. des Verlages: 14550454000
- 1. Auflage
- Seitenzahl: 304
- Erscheinungstermin: 19. Februar 2010
- Englisch
- Abmessung: 238mm x 164mm x 34mm
- Gewicht: 510g
- ISBN-13: 9780470504543
- ISBN-10: 0470504544
- Artikelnr.: 26368806
MARK JEFFERY is the Director of Technology Initiatives and Senior Lecturer in the Center for Research in Technology and Innovation at the Kellogg School of Management. He has more than thirty publications in management, scientific, and technology journals, and has published twenty-four original case studies with Harvard Business School Publishing. At Kellogg, he directs multiple executive programs including Strategic Data-Driven Marketing and Driving Strategic Value from IT, and teaches in custom executive programs for many organizations including Microsoft and DuPont. He is also the Managing Partner of Agile Insights LLC, a marketing and technology consultancy (www.agileinsights.com).
DOWNLOADABLE ROMI RESOURCES. ACKNOWLEDGMENTS. INTRODUCTION. PART I Essentials 1. CHAPTER 1 The Marketing Divide: Why 80 Percent of Companies Don't Make Data
Driven Marketing Decisions
And Those Who Do Are the Leaders. The 15 Essential Marketing Metrics. Case Examples. Marketing Budgets: Key Differences between the Leaders and the Laggards. Using Marketing Metrics to Weather Difficult Economic Times. The First Step: Defining the Data
Driven Marketing Strategy. Chapter Insights. CHAPTER 2 Where Do You Start? Overcoming the Five Obstacles to Data
Driven Marketing. Overcome Obstacle 1: Getting Started
Focus on Collecting the Right Data and Create Momentum by Scoring an Easy Win. Overcome Obstacle 2: Causality
Conduct Small Experiments. Overcome Obstacle 3: Lack of Data
Strategies for Obtaining Customer Data. Overcome Obstacle 4: Resources and Tools
Build the Infrastructure for Data
Driven Marketing. Overcome Obstacle 5: People and Change
Create a Data
Driven Marketing Culture. A Road Map for Implementing Data
Driven Marketing. Chapter Insights. CHAPTER 3 The 10 Classical Marketing Metrics. Linking Marketing Activities to Metrics. A Balanced Scorecard for Marketing. Facing the B2B Measurement Challenge. Chapter Insights. PART II 15 METRICS TO RADICALLY IMPROVE MARKETING PERFORMANCE. CHAPTER 4 The Five Essential Nonfinancial Metrics: #1
Brand Awareness, #2
Test
Drive, #3
Churn, #4
Customer Satisfaction (CSAT), and #5
Take Rate. Shaping Perception: Metric #1
Brand Awareness. Comparative Marketing: Metric #2
Test
Drive. Loyalty Marketing: Metric #3
Churn. Customer Satisfaction: Metric #4
CSAT. Campaign Effectiveness: Metric #5
Take Rate. Chapter Insights . CHAPTER 5 Show Me the ROI! The Four Essential Financial Metrics: #6
Profit, #7
Net Present Value (NPV), #8
Internal Rate of Return (IRR), and #9
Payback. Metric #6: Profit. Finance for Marketing Managers: Metrics #7
NPV, #8
IRR, and #9
Payback Defined. Return on Marketing Investment (ROMI) Framework for Management Decisions. ROMI for Sports Sponsorship. ROMI for a New Product Launch. Stress
Test the Numbers: Sensitivity Analysis. Chapter Insights. CHAPTER 6 All Customers Are Not Equal: Metric #10
Customer Lifetime Value (CLTV). Metric #10
Customer Value Defined. The New Marketing Strategy: Value
Based Marketing. Balancing Short
and Long
Term Customer Profitability. Customer Life Cycle Management. Chapter Insights. CHAPTER 7 From Clicks to Value with Internet Marketing Metrics: #11
Cost per Click (CPC), #12
Transaction Conversion Rate (TCR), #13
Return on Ad Dollars Spent (ROA), #14
Bounce Rate, and #15
Word of Mouth (WOM). CPC versus CPM: Optimizing Metric #11
CPC Is the Google Innovation. Optimizing Sponsored Search: Metrics #12
TCR and #13
ROA. How Good Is Your Web Site? Metric #14
Bounce Rate. Changing the Internet Search Marketing Game with Attribution Modeling. Beyond SEM: Internet Display Advertising Impact. Hypertargeting Display Advertising in Social Media. Metric #15
Word of Mouth (WOM) Social Media Marketing Engagement. Chapter Insights. PART III THE NEXT LEVEL. CHAPTER 8 Agile Marketing: Using Near
Time Data to Improve Performance by a Factor of Five or More. If You Are Going to Fail, Fail Fast. Design for Measurement. Chapter Insights. CHAPTER 9 Wow, That Product Is Exactly What I Need! The Three Essential Approaches to Analytic Marketing. The First Essential Approach to Analytic Marketing: Propensity Modeling. The Second Essential Approach to Analytic Marketing: Market Basket Analysis. The Third Essential Approach to Analytic Marketing: Decision Trees. Timing Is Everything: Event
Driven Marketing Case Examples. The Business Case for Analytic Marketing. Chapter Insights. CHAPTER 10 What's It Going to Take? Infrastructure for Data
Driven Marketing. Which Data Do You Really Need?. Do You Need to Build a Ranch House or Empire State Building Infrastructure?. Requirement Complexity. Should You Forklift or Rearchitect Data in the Enterprise Data Warehouse?. What We Know Can and Will Go Wrong (If You Don't Watch Out!). Harrah's Entertainment: Creating the Data
Driven Marketing Infrastructure Portfolio. Chapter Insights. CHAPTER 11 Marketing Budgets, Technology, and Core Processes: Key Differences between the Leaders and the Laggards. Marketing Campaign Management: The State of the Industry. Research: Marketing Processes, Technology, and the Link to Firm Performance. B2B versus B2C Investment Portfolio Mixes: Leaders versus Laggards. Overcoming the Four Barriers to Professionalizing Marketing Processes. Upgrading Marketing Campaign Management Processes: A Three
Phased Approach. Lessons Learned from the Research: Complexity Requires Governance. The Creative X
Factor. Tying It All Together. Chapter Insights. APPENDIX FOR INSTRUCTORS How to Use This Book to Teach Data
Driven Marketing. NOTES. INDEX.
Driven Marketing Decisions
And Those Who Do Are the Leaders. The 15 Essential Marketing Metrics. Case Examples. Marketing Budgets: Key Differences between the Leaders and the Laggards. Using Marketing Metrics to Weather Difficult Economic Times. The First Step: Defining the Data
Driven Marketing Strategy. Chapter Insights. CHAPTER 2 Where Do You Start? Overcoming the Five Obstacles to Data
Driven Marketing. Overcome Obstacle 1: Getting Started
Focus on Collecting the Right Data and Create Momentum by Scoring an Easy Win. Overcome Obstacle 2: Causality
Conduct Small Experiments. Overcome Obstacle 3: Lack of Data
Strategies for Obtaining Customer Data. Overcome Obstacle 4: Resources and Tools
Build the Infrastructure for Data
Driven Marketing. Overcome Obstacle 5: People and Change
Create a Data
Driven Marketing Culture. A Road Map for Implementing Data
Driven Marketing. Chapter Insights. CHAPTER 3 The 10 Classical Marketing Metrics. Linking Marketing Activities to Metrics. A Balanced Scorecard for Marketing. Facing the B2B Measurement Challenge. Chapter Insights. PART II 15 METRICS TO RADICALLY IMPROVE MARKETING PERFORMANCE. CHAPTER 4 The Five Essential Nonfinancial Metrics: #1
Brand Awareness, #2
Test
Drive, #3
Churn, #4
Customer Satisfaction (CSAT), and #5
Take Rate. Shaping Perception: Metric #1
Brand Awareness. Comparative Marketing: Metric #2
Test
Drive. Loyalty Marketing: Metric #3
Churn. Customer Satisfaction: Metric #4
CSAT. Campaign Effectiveness: Metric #5
Take Rate. Chapter Insights . CHAPTER 5 Show Me the ROI! The Four Essential Financial Metrics: #6
Profit, #7
Net Present Value (NPV), #8
Internal Rate of Return (IRR), and #9
Payback. Metric #6: Profit. Finance for Marketing Managers: Metrics #7
NPV, #8
IRR, and #9
Payback Defined. Return on Marketing Investment (ROMI) Framework for Management Decisions. ROMI for Sports Sponsorship. ROMI for a New Product Launch. Stress
Test the Numbers: Sensitivity Analysis. Chapter Insights. CHAPTER 6 All Customers Are Not Equal: Metric #10
Customer Lifetime Value (CLTV). Metric #10
Customer Value Defined. The New Marketing Strategy: Value
Based Marketing. Balancing Short
and Long
Term Customer Profitability. Customer Life Cycle Management. Chapter Insights. CHAPTER 7 From Clicks to Value with Internet Marketing Metrics: #11
Cost per Click (CPC), #12
Transaction Conversion Rate (TCR), #13
Return on Ad Dollars Spent (ROA), #14
Bounce Rate, and #15
Word of Mouth (WOM). CPC versus CPM: Optimizing Metric #11
CPC Is the Google Innovation. Optimizing Sponsored Search: Metrics #12
TCR and #13
ROA. How Good Is Your Web Site? Metric #14
Bounce Rate. Changing the Internet Search Marketing Game with Attribution Modeling. Beyond SEM: Internet Display Advertising Impact. Hypertargeting Display Advertising in Social Media. Metric #15
Word of Mouth (WOM) Social Media Marketing Engagement. Chapter Insights. PART III THE NEXT LEVEL. CHAPTER 8 Agile Marketing: Using Near
Time Data to Improve Performance by a Factor of Five or More. If You Are Going to Fail, Fail Fast. Design for Measurement. Chapter Insights. CHAPTER 9 Wow, That Product Is Exactly What I Need! The Three Essential Approaches to Analytic Marketing. The First Essential Approach to Analytic Marketing: Propensity Modeling. The Second Essential Approach to Analytic Marketing: Market Basket Analysis. The Third Essential Approach to Analytic Marketing: Decision Trees. Timing Is Everything: Event
Driven Marketing Case Examples. The Business Case for Analytic Marketing. Chapter Insights. CHAPTER 10 What's It Going to Take? Infrastructure for Data
Driven Marketing. Which Data Do You Really Need?. Do You Need to Build a Ranch House or Empire State Building Infrastructure?. Requirement Complexity. Should You Forklift or Rearchitect Data in the Enterprise Data Warehouse?. What We Know Can and Will Go Wrong (If You Don't Watch Out!). Harrah's Entertainment: Creating the Data
Driven Marketing Infrastructure Portfolio. Chapter Insights. CHAPTER 11 Marketing Budgets, Technology, and Core Processes: Key Differences between the Leaders and the Laggards. Marketing Campaign Management: The State of the Industry. Research: Marketing Processes, Technology, and the Link to Firm Performance. B2B versus B2C Investment Portfolio Mixes: Leaders versus Laggards. Overcoming the Four Barriers to Professionalizing Marketing Processes. Upgrading Marketing Campaign Management Processes: A Three
Phased Approach. Lessons Learned from the Research: Complexity Requires Governance. The Creative X
Factor. Tying It All Together. Chapter Insights. APPENDIX FOR INSTRUCTORS How to Use This Book to Teach Data
Driven Marketing. NOTES. INDEX.
DOWNLOADABLE ROMI RESOURCES. ACKNOWLEDGMENTS. INTRODUCTION. PART I Essentials 1. CHAPTER 1 The Marketing Divide: Why 80 Percent of Companies Don't Make Data
Driven Marketing Decisions
And Those Who Do Are the Leaders. The 15 Essential Marketing Metrics. Case Examples. Marketing Budgets: Key Differences between the Leaders and the Laggards. Using Marketing Metrics to Weather Difficult Economic Times. The First Step: Defining the Data
Driven Marketing Strategy. Chapter Insights. CHAPTER 2 Where Do You Start? Overcoming the Five Obstacles to Data
Driven Marketing. Overcome Obstacle 1: Getting Started
Focus on Collecting the Right Data and Create Momentum by Scoring an Easy Win. Overcome Obstacle 2: Causality
Conduct Small Experiments. Overcome Obstacle 3: Lack of Data
Strategies for Obtaining Customer Data. Overcome Obstacle 4: Resources and Tools
Build the Infrastructure for Data
Driven Marketing. Overcome Obstacle 5: People and Change
Create a Data
Driven Marketing Culture. A Road Map for Implementing Data
Driven Marketing. Chapter Insights. CHAPTER 3 The 10 Classical Marketing Metrics. Linking Marketing Activities to Metrics. A Balanced Scorecard for Marketing. Facing the B2B Measurement Challenge. Chapter Insights. PART II 15 METRICS TO RADICALLY IMPROVE MARKETING PERFORMANCE. CHAPTER 4 The Five Essential Nonfinancial Metrics: #1
Brand Awareness, #2
Test
Drive, #3
Churn, #4
Customer Satisfaction (CSAT), and #5
Take Rate. Shaping Perception: Metric #1
Brand Awareness. Comparative Marketing: Metric #2
Test
Drive. Loyalty Marketing: Metric #3
Churn. Customer Satisfaction: Metric #4
CSAT. Campaign Effectiveness: Metric #5
Take Rate. Chapter Insights . CHAPTER 5 Show Me the ROI! The Four Essential Financial Metrics: #6
Profit, #7
Net Present Value (NPV), #8
Internal Rate of Return (IRR), and #9
Payback. Metric #6: Profit. Finance for Marketing Managers: Metrics #7
NPV, #8
IRR, and #9
Payback Defined. Return on Marketing Investment (ROMI) Framework for Management Decisions. ROMI for Sports Sponsorship. ROMI for a New Product Launch. Stress
Test the Numbers: Sensitivity Analysis. Chapter Insights. CHAPTER 6 All Customers Are Not Equal: Metric #10
Customer Lifetime Value (CLTV). Metric #10
Customer Value Defined. The New Marketing Strategy: Value
Based Marketing. Balancing Short
and Long
Term Customer Profitability. Customer Life Cycle Management. Chapter Insights. CHAPTER 7 From Clicks to Value with Internet Marketing Metrics: #11
Cost per Click (CPC), #12
Transaction Conversion Rate (TCR), #13
Return on Ad Dollars Spent (ROA), #14
Bounce Rate, and #15
Word of Mouth (WOM). CPC versus CPM: Optimizing Metric #11
CPC Is the Google Innovation. Optimizing Sponsored Search: Metrics #12
TCR and #13
ROA. How Good Is Your Web Site? Metric #14
Bounce Rate. Changing the Internet Search Marketing Game with Attribution Modeling. Beyond SEM: Internet Display Advertising Impact. Hypertargeting Display Advertising in Social Media. Metric #15
Word of Mouth (WOM) Social Media Marketing Engagement. Chapter Insights. PART III THE NEXT LEVEL. CHAPTER 8 Agile Marketing: Using Near
Time Data to Improve Performance by a Factor of Five or More. If You Are Going to Fail, Fail Fast. Design for Measurement. Chapter Insights. CHAPTER 9 Wow, That Product Is Exactly What I Need! The Three Essential Approaches to Analytic Marketing. The First Essential Approach to Analytic Marketing: Propensity Modeling. The Second Essential Approach to Analytic Marketing: Market Basket Analysis. The Third Essential Approach to Analytic Marketing: Decision Trees. Timing Is Everything: Event
Driven Marketing Case Examples. The Business Case for Analytic Marketing. Chapter Insights. CHAPTER 10 What's It Going to Take? Infrastructure for Data
Driven Marketing. Which Data Do You Really Need?. Do You Need to Build a Ranch House or Empire State Building Infrastructure?. Requirement Complexity. Should You Forklift or Rearchitect Data in the Enterprise Data Warehouse?. What We Know Can and Will Go Wrong (If You Don't Watch Out!). Harrah's Entertainment: Creating the Data
Driven Marketing Infrastructure Portfolio. Chapter Insights. CHAPTER 11 Marketing Budgets, Technology, and Core Processes: Key Differences between the Leaders and the Laggards. Marketing Campaign Management: The State of the Industry. Research: Marketing Processes, Technology, and the Link to Firm Performance. B2B versus B2C Investment Portfolio Mixes: Leaders versus Laggards. Overcoming the Four Barriers to Professionalizing Marketing Processes. Upgrading Marketing Campaign Management Processes: A Three
Phased Approach. Lessons Learned from the Research: Complexity Requires Governance. The Creative X
Factor. Tying It All Together. Chapter Insights. APPENDIX FOR INSTRUCTORS How to Use This Book to Teach Data
Driven Marketing. NOTES. INDEX.
Driven Marketing Decisions
And Those Who Do Are the Leaders. The 15 Essential Marketing Metrics. Case Examples. Marketing Budgets: Key Differences between the Leaders and the Laggards. Using Marketing Metrics to Weather Difficult Economic Times. The First Step: Defining the Data
Driven Marketing Strategy. Chapter Insights. CHAPTER 2 Where Do You Start? Overcoming the Five Obstacles to Data
Driven Marketing. Overcome Obstacle 1: Getting Started
Focus on Collecting the Right Data and Create Momentum by Scoring an Easy Win. Overcome Obstacle 2: Causality
Conduct Small Experiments. Overcome Obstacle 3: Lack of Data
Strategies for Obtaining Customer Data. Overcome Obstacle 4: Resources and Tools
Build the Infrastructure for Data
Driven Marketing. Overcome Obstacle 5: People and Change
Create a Data
Driven Marketing Culture. A Road Map for Implementing Data
Driven Marketing. Chapter Insights. CHAPTER 3 The 10 Classical Marketing Metrics. Linking Marketing Activities to Metrics. A Balanced Scorecard for Marketing. Facing the B2B Measurement Challenge. Chapter Insights. PART II 15 METRICS TO RADICALLY IMPROVE MARKETING PERFORMANCE. CHAPTER 4 The Five Essential Nonfinancial Metrics: #1
Brand Awareness, #2
Test
Drive, #3
Churn, #4
Customer Satisfaction (CSAT), and #5
Take Rate. Shaping Perception: Metric #1
Brand Awareness. Comparative Marketing: Metric #2
Test
Drive. Loyalty Marketing: Metric #3
Churn. Customer Satisfaction: Metric #4
CSAT. Campaign Effectiveness: Metric #5
Take Rate. Chapter Insights . CHAPTER 5 Show Me the ROI! The Four Essential Financial Metrics: #6
Profit, #7
Net Present Value (NPV), #8
Internal Rate of Return (IRR), and #9
Payback. Metric #6: Profit. Finance for Marketing Managers: Metrics #7
NPV, #8
IRR, and #9
Payback Defined. Return on Marketing Investment (ROMI) Framework for Management Decisions. ROMI for Sports Sponsorship. ROMI for a New Product Launch. Stress
Test the Numbers: Sensitivity Analysis. Chapter Insights. CHAPTER 6 All Customers Are Not Equal: Metric #10
Customer Lifetime Value (CLTV). Metric #10
Customer Value Defined. The New Marketing Strategy: Value
Based Marketing. Balancing Short
and Long
Term Customer Profitability. Customer Life Cycle Management. Chapter Insights. CHAPTER 7 From Clicks to Value with Internet Marketing Metrics: #11
Cost per Click (CPC), #12
Transaction Conversion Rate (TCR), #13
Return on Ad Dollars Spent (ROA), #14
Bounce Rate, and #15
Word of Mouth (WOM). CPC versus CPM: Optimizing Metric #11
CPC Is the Google Innovation. Optimizing Sponsored Search: Metrics #12
TCR and #13
ROA. How Good Is Your Web Site? Metric #14
Bounce Rate. Changing the Internet Search Marketing Game with Attribution Modeling. Beyond SEM: Internet Display Advertising Impact. Hypertargeting Display Advertising in Social Media. Metric #15
Word of Mouth (WOM) Social Media Marketing Engagement. Chapter Insights. PART III THE NEXT LEVEL. CHAPTER 8 Agile Marketing: Using Near
Time Data to Improve Performance by a Factor of Five or More. If You Are Going to Fail, Fail Fast. Design for Measurement. Chapter Insights. CHAPTER 9 Wow, That Product Is Exactly What I Need! The Three Essential Approaches to Analytic Marketing. The First Essential Approach to Analytic Marketing: Propensity Modeling. The Second Essential Approach to Analytic Marketing: Market Basket Analysis. The Third Essential Approach to Analytic Marketing: Decision Trees. Timing Is Everything: Event
Driven Marketing Case Examples. The Business Case for Analytic Marketing. Chapter Insights. CHAPTER 10 What's It Going to Take? Infrastructure for Data
Driven Marketing. Which Data Do You Really Need?. Do You Need to Build a Ranch House or Empire State Building Infrastructure?. Requirement Complexity. Should You Forklift or Rearchitect Data in the Enterprise Data Warehouse?. What We Know Can and Will Go Wrong (If You Don't Watch Out!). Harrah's Entertainment: Creating the Data
Driven Marketing Infrastructure Portfolio. Chapter Insights. CHAPTER 11 Marketing Budgets, Technology, and Core Processes: Key Differences between the Leaders and the Laggards. Marketing Campaign Management: The State of the Industry. Research: Marketing Processes, Technology, and the Link to Firm Performance. B2B versus B2C Investment Portfolio Mixes: Leaders versus Laggards. Overcoming the Four Barriers to Professionalizing Marketing Processes. Upgrading Marketing Campaign Management Processes: A Three
Phased Approach. Lessons Learned from the Research: Complexity Requires Governance. The Creative X
Factor. Tying It All Together. Chapter Insights. APPENDIX FOR INSTRUCTORS How to Use This Book to Teach Data
Driven Marketing. NOTES. INDEX.