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Analytics and dynamic customer strategy : big profits from big data / / John F. Tanner, Jr
| Analytics and dynamic customer strategy : big profits from big data / / John F. Tanner, Jr |
| Autore | Tanner John F. |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : Wiley, , 2014 |
| Descrizione fisica | 1 recurso electrónico (256 páginas) : ilustraciones |
| Disciplina |
658.8
658.834 |
| Soggetto topico |
Big data
Relaciones con los clientes Marketing relacional Datos masivos Libros electrónicos |
| ISBN |
1-118-91976-9
1-118-91978-5 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Cover; Title Page; Copyright; Contents; Foreword; Preface; Acknowledgments; Part One Big Data and Dynamic Customer Strategy; Chapter 1 Big Strategy for Big Data; Beyond the Hype; The Value of Accelerated Learning; Introducing Dynamic Customer Strategy; DCS Complements Design School; Barriers to Big Data and DCS; Summary; Notes; Chapter 2 Mapping Dynamic Customer Strategy; Theory as Strategy; Concepts; Relationships; Establishing Causality through Control; Conditions; Making the Model Operational; Target''s Behavioral Loyalty Model; Simple versus Complex Models; Summary; Notes
Chapter 3 Operationalizing StrategyConceptual to Operational; Operational Definitions; From Strategy to Action; Microsoft''s DCS and Fail-Fast Mentality; Experiments and Decisions; Managing Decision Risk; Using Big Data Effectively; Summary; Notes; Part Two Big Data Strategy; Chapter 4 Creating a Big Data Strategy; Avoiding Data Traps; An Airline Falls into a Data Trap; Creating the Data Strategy; Summary; Notes; Chapter 5 Big Data Acquisition; Measurement Quality; The Truth and Big Data; Acquiring Big Data; Making Good Choices; The Special Challenge of Salespeople; Summary; Notes Chapter 6 Streaming InsightThe Model Cycle; Applications of Statistical Models; Types of Data-Types of Analytics; Matching Data to Models; Summary; Chapter 7 Turning Models into Customers; Mac''s Avoids Mindless Discounting; Decision Mapping; Conversations and Big Data; Cascading Campaigns; Cascading Campaigns Accelerate Learning; Accelerating the Process with Multifactorial Experimental Design; Summary; Notes; Chapter 8 Big Data and Lots of Marketing Buzzwords; Customer Experience Management; Value and Performance; Performance, Value, and Propensity to Relate; Responsiveness Citibank MasterCard Responds at Market LevelTransparency; Community; Cabela''s Journey to Customer Experience; Summary; Notes; Chapter 9 Big Data Metrics for Big Performance; The Big Data of Metrics; Variation and Performance; Creating a Tolerance Range; Visualization; Creating the Right Metrics; Summary; Notes; Part Three Big Data Culture; Chapter 10 The Near-Simultaneous Adoption of Multiple Innovations; Building Absorptive Capacity; People, Process, and Tools; Managing the Change; Empowering Your Entrepreneurs; Konica-Minolta''s Awesome Results; One Result: Customer Knowledge Competence Global ImplementationNotes; Summary; Notes; Chapter 11 Leading (in) the Dynamic Customer Culture; Leadership, Big Data, and Dynamic Customer Strategy; Leadership and Culture; Movements; Exploiting Strategic Experimentation; Big Data, Big Decisions, Big Results; Afterword; Additional Readings; About the Author; Index; EULA |
| Record Nr. | UNINA-9910132337003321 |
Tanner John F.
|
||
| Hoboken, New Jersey : , : Wiley, , 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Analytics and dynamic customer strategy : big profits from big data / / John F. Tanner, Jr
| Analytics and dynamic customer strategy : big profits from big data / / John F. Tanner, Jr |
| Autore | Tanner John F. |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : Wiley, , 2014 |
| Descrizione fisica | 1 recurso electrónico (256 páginas) : ilustraciones |
| Disciplina |
658.8
658.834 |
| Soggetto topico |
Big data
Relaciones con los clientes Marketing relacional Datos masivos Libros electrónicos |
| ISBN |
1-118-91976-9
1-118-91978-5 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Cover; Title Page; Copyright; Contents; Foreword; Preface; Acknowledgments; Part One Big Data and Dynamic Customer Strategy; Chapter 1 Big Strategy for Big Data; Beyond the Hype; The Value of Accelerated Learning; Introducing Dynamic Customer Strategy; DCS Complements Design School; Barriers to Big Data and DCS; Summary; Notes; Chapter 2 Mapping Dynamic Customer Strategy; Theory as Strategy; Concepts; Relationships; Establishing Causality through Control; Conditions; Making the Model Operational; Target''s Behavioral Loyalty Model; Simple versus Complex Models; Summary; Notes
Chapter 3 Operationalizing StrategyConceptual to Operational; Operational Definitions; From Strategy to Action; Microsoft''s DCS and Fail-Fast Mentality; Experiments and Decisions; Managing Decision Risk; Using Big Data Effectively; Summary; Notes; Part Two Big Data Strategy; Chapter 4 Creating a Big Data Strategy; Avoiding Data Traps; An Airline Falls into a Data Trap; Creating the Data Strategy; Summary; Notes; Chapter 5 Big Data Acquisition; Measurement Quality; The Truth and Big Data; Acquiring Big Data; Making Good Choices; The Special Challenge of Salespeople; Summary; Notes Chapter 6 Streaming InsightThe Model Cycle; Applications of Statistical Models; Types of Data-Types of Analytics; Matching Data to Models; Summary; Chapter 7 Turning Models into Customers; Mac''s Avoids Mindless Discounting; Decision Mapping; Conversations and Big Data; Cascading Campaigns; Cascading Campaigns Accelerate Learning; Accelerating the Process with Multifactorial Experimental Design; Summary; Notes; Chapter 8 Big Data and Lots of Marketing Buzzwords; Customer Experience Management; Value and Performance; Performance, Value, and Propensity to Relate; Responsiveness Citibank MasterCard Responds at Market LevelTransparency; Community; Cabela''s Journey to Customer Experience; Summary; Notes; Chapter 9 Big Data Metrics for Big Performance; The Big Data of Metrics; Variation and Performance; Creating a Tolerance Range; Visualization; Creating the Right Metrics; Summary; Notes; Part Three Big Data Culture; Chapter 10 The Near-Simultaneous Adoption of Multiple Innovations; Building Absorptive Capacity; People, Process, and Tools; Managing the Change; Empowering Your Entrepreneurs; Konica-Minolta''s Awesome Results; One Result: Customer Knowledge Competence Global ImplementationNotes; Summary; Notes; Chapter 11 Leading (in) the Dynamic Customer Culture; Leadership, Big Data, and Dynamic Customer Strategy; Leadership and Culture; Movements; Exploiting Strategic Experimentation; Big Data, Big Decisions, Big Results; Afterword; Additional Readings; About the Author; Index; EULA |
| Record Nr. | UNINA-9910829063203321 |
|
Tanner John F.
|
||
| Hoboken, New Jersey : , : Wiley, , 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Dynamic customer strategy : today's CRM / / John F. Tanner, Jr
| Dynamic customer strategy : today's CRM / / John F. Tanner, Jr |
| Autore | Tanner John F. |
| Edizione | [First edition.] |
| Pubbl/distr/stampa | New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2014 |
| Descrizione fisica | 1 online resource (168 p.) |
| Disciplina | 658.812 |
| Collana | Marketing strategy collection |
| Soggetto topico | Customer relations - Management |
| Soggetto genere / forma | Electronic books. |
| Soggetto non controllato |
big data
customer relationship management customer strategy omnichannel marketing multichannel marketing shopper journey path to purchase attribution modeling dynamic customer strategy integrated marketing management marketing automation |
| ISBN | 1-60649-697-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 1. Big data and dynamic customer strategy -- 2. The elements of dynamic customer strategy -- 3. Making sense of big data -- 4. Operationalizing strategy -- 5. Acquiring big (and little) data -- 6. Analytics for the rest of us -- 7. Turning models into customers -- 8. Of metrics and models -- 9. Making the case for big data solutions -- 10. Customer culture -- Notes -- References -- Index. |
| Record Nr. | UNINA-9910453416903321 |
|
Tanner John F.
|
||
| New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Dynamic customer strategy : today's CRM / / John F. Tanner, Jr
| Dynamic customer strategy : today's CRM / / John F. Tanner, Jr |
| Autore | Tanner John F. |
| Edizione | [First edition.] |
| Pubbl/distr/stampa | New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2014 |
| Descrizione fisica | 1 online resource (168 p.) |
| Disciplina | 658.812 |
| Collana | Marketing strategy collection |
| Soggetto topico |
Customer relations - Management
Relacions amb els clients - Direcció i administració |
| Soggetto non controllato |
big data
customer strategy omnichannel marketing multichannel marketing shopper journey path to purchase attribution modeling dynamic customer strategy integrated marketing management marketing automation |
| ISBN | 1-60649-697-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 1. Big data and dynamic customer strategy -- 2. The elements of dynamic customer strategy -- 3. Making sense of big data -- 4. Operationalizing strategy -- 5. Acquiring big (and little) data -- 6. Analytics for the rest of us -- 7. Turning models into customers -- 8. Of metrics and models -- 9. Making the case for big data solutions -- 10. Customer culture -- Notes -- References -- Index. |
| Record Nr. | UNINA-9910790728703321 |
|
Tanner John F.
|
||
| New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Dynamic customer strategy : today's CRM / / John F. Tanner, Jr
| Dynamic customer strategy : today's CRM / / John F. Tanner, Jr |
| Autore | Tanner John F. |
| Edizione | [First edition.] |
| Pubbl/distr/stampa | New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2014 |
| Descrizione fisica | 1 online resource (168 p.) |
| Disciplina | 658.812 |
| Collana | Marketing strategy collection |
| Soggetto topico |
Customer relations - Management
Relacions amb els clients - Direcció i administració |
| Soggetto non controllato |
big data
customer strategy omnichannel marketing multichannel marketing shopper journey path to purchase attribution modeling dynamic customer strategy integrated marketing management marketing automation |
| ISBN | 1-60649-697-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 1. Big data and dynamic customer strategy -- 2. The elements of dynamic customer strategy -- 3. Making sense of big data -- 4. Operationalizing strategy -- 5. Acquiring big (and little) data -- 6. Analytics for the rest of us -- 7. Turning models into customers -- 8. Of metrics and models -- 9. Making the case for big data solutions -- 10. Customer culture -- Notes -- References -- Index. |
| Record Nr. | UNINA-9910822741803321 |
|
Tanner John F.
|
||
| New York, New York (222 East 46th Street, New York, NY 10017) : , : Business Expert Press, , 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Sales management : shaping future sales leaders / / Jeff Tanner, Earl D. Honeycutt, Robert C. Erffmeyer
| Sales management : shaping future sales leaders / / Jeff Tanner, Earl D. Honeycutt, Robert C. Erffmeyer |
| Autore | Tanner John F. |
| Edizione | [First edition.] |
| Pubbl/distr/stampa | Harlow, England : , : Pearson, , [2014] |
| Descrizione fisica | 1 online resource (452 pages) : illustrations |
| Disciplina | 658.81 |
| Collana | Pearson custom library |
| Soggetto topico | Sales management |
| ISBN | 1-292-03662-1 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Cover -- Table of Contents -- 1. Introduction to Sales Management -- 2. The Sales Function and Multi-Sales Channels -- 3. Leadership and the Sales Executive -- 4. Ethics, the Law, and Sales Leadership -- 5. Business-to-Business (B2B) Sales and Customer Relationship Management -- 6. Leveraging Information Technologies -- 7. Designing and Organizing the Sales Force -- 8. Recruiting and Selecting the Right Salespeople -- 9. Training and Developing the Sales Force -- 10. Supervising, Managing, and Leading Salespeople Individually and In Teams -- 11. Setting Goals and Managing the Sales Force's Performance -- 12. Motivating and Rewarding Salespeople -- 13. Turning Customer Information into Sales Knowledge -- 14. Assessing the Performance of the Sales Force and the People Who Comprise It -- 15. Internal and External Cultural Forces That Affect a Firm's Sales Performance -- 16. The Plantation: Planning, Setting Goals, and Team Selling -- 17. TIP Financial Services Corporation: Managing a Field Sales Force -- 18. Wellco Distributors: Considering a Diversity Program -- 19. Pacific Medical Supply Company: Hiring, Motivating, and Retaining Good Salespeople -- 20. Southeastern Sales Associations: Evaluating and Coaching Salespeople to Improve Their Performance -- 21. Afgar Corporation: Managing Multi-channel Sales -- 22. Freedom Telecom: Setting New Sales Goals to Turn the Sales Force Around -- 23. The Sarasota Journal: Inevitable Chance and the Restructuring of the Sales Force -- 24. Concord and Associates: Evaluating a Sales Territory -- 25. Cannon Associates: Achieving Internal Alignment among Your Old and New Sales Force -- Index. |
| Record Nr. | UNINA-9910153115603321 |
|
Tanner John F.
|
||
| Harlow, England : , : Pearson, , [2014] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||