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4. e 5. gamma : un'indagine sulle prospettive di consumo / ISMEA
| 4. e 5. gamma : un'indagine sulle prospettive di consumo / ISMEA |
| Pubbl/distr/stampa | Roma, : ISMEA, 1993 |
| Descrizione fisica | 38 carte ; 30 cm |
| Disciplina | 658.834 |
| Soggetto topico | Grandi magazzini - Clientela - Ricerche di mercato |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | ita |
| Altri titoli varianti | Quarta e quinta gamma |
| Record Nr. | UNISANNIO-NAP0964115 |
| Roma, : ISMEA, 1993 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. del Sannio | ||
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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.
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| Hoboken, New Jersey : , : Wiley, , 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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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-9910829063203321 |
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Tanner John F.
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| Hoboken, New Jersey : , : Wiley, , 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Arte di vendere, arte di investigare : come raggiungere la soddisfazione del cliente : giuda operativa per lo store manager / Giovanna Dezza e Gloria Narrante
| Arte di vendere, arte di investigare : come raggiungere la soddisfazione del cliente : giuda operativa per lo store manager / Giovanna Dezza e Gloria Narrante |
| Autore | Dezza, Giovanna |
| Pubbl/distr/stampa | Milano : FrancoAngeli, 2010 |
| Descrizione fisica | 103 p. : fig. ; 24 cm |
| Disciplina |
658.85
658.834 |
| Altri autori (Persone) | Narrante, Gloria |
| Collana | Manuali |
| Soggetto non controllato |
Commercio - Vendite - Aspetti psicologici
Consumatori - Comportamento - Aspetti psicologici |
| ISBN | 978-88-568-2485-8 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | ita |
| Record Nr. | UNINA-990009301710403321 |
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Dezza, Giovanna
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| Milano : FrancoAngeli, 2010 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Brand imitation [[electronic resource] /] / S.S. Kaptan, Sanjay Pandey
| Brand imitation [[electronic resource] /] / S.S. Kaptan, Sanjay Pandey |
| Autore | Kaptan S. S |
| Edizione | [Rev. ed.] |
| Pubbl/distr/stampa | Mumbai [India], : Himalaya Pub. House, 2010 |
| Descrizione fisica | 1 online resource (189 p.) |
| Disciplina | 658.834 |
| Altri autori (Persone) | PandeySanjay |
| Soggetto topico |
Brand choice
Brand loyalty |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-282-81199-1
9786612811999 1-4416-7466-7 93-5043-196-3 600-00-4001-6 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | COVER; CONTENTS; BRANDING; BRAND IMITATION; CONSUMER BEHAVIOUR AND BRAND IMITATION; LAWS GOVERNING IMITATION |
| Record Nr. | UNINA-9910459629403321 |
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Kaptan S. S
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| Mumbai [India], : Himalaya Pub. House, 2010 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Brand imitation [[electronic resource] /] / S.S. Kaptan, Sanjay Pandey
| Brand imitation [[electronic resource] /] / S.S. Kaptan, Sanjay Pandey |
| Autore | Kaptan S. S |
| Edizione | [Rev. ed.] |
| Pubbl/distr/stampa | Mumbai [India], : Himalaya Pub. House, 2010 |
| Descrizione fisica | 1 online resource (189 p.) |
| Disciplina | 658.834 |
| Altri autori (Persone) | PandeySanjay |
| Soggetto topico |
Brand choice
Brand loyalty |
| ISBN |
1-282-81199-1
9786612811999 1-4416-7466-7 93-5043-196-3 600-00-4001-6 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | COVER; CONTENTS; BRANDING; BRAND IMITATION; CONSUMER BEHAVIOUR AND BRAND IMITATION; LAWS GOVERNING IMITATION |
| Record Nr. | UNINA-9910785262703321 |
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Kaptan S. S
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| Mumbai [India], : Himalaya Pub. House, 2010 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Business and Consumer Analytics: New Ideas / / edited by Pablo Moscato, Natalie Jane de Vries
| Business and Consumer Analytics: New Ideas / / edited by Pablo Moscato, Natalie Jane de Vries |
| Edizione | [1st ed. 2019.] |
| Pubbl/distr/stampa | Cham : , : Springer International Publishing : , : Imprint : Springer, , 2019 |
| Descrizione fisica | 1 online resource (1,000 pages) |
| Disciplina |
658.834
658.8342 |
| Soggetto topico |
Computers
Management information systems Computer science—Mathematics Information Systems and Communication Service Business Information Systems Discrete Mathematics in Computer Science |
| ISBN | 3-030-06222-8 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 1 Marketing meets Data Science: Bridging the gap -- 2 Consumer behaviour and marketing fundamentals for business data analytics -- 3 Introducing Clustering with a focus in Marketing and Consumer Analytics -- 4 An Introduction to Proximity Graphs -- 5 Clustering consumers and cluster-specific behavioural models -- 6 Frequent Itemset Mining -- 7 Business Network Analytics: From Graphs to Supernetworks -- 8 Centrality in networks: Finding the most important nodes -- 9 Overlapping communities in co-purchasing and social interaction graphs: a memetic approach -- 10 Taming a Graph Hairball: Local Exploration in a Global Context -- 11 Network-based models for social recommender systems -- 12 Using Network Alignment to Identify Consumer Behaviour Modeling Constructs -- 13 Memetic Algorithms for Business Analytics and Data Science: A Brief Survey -- 14 A Memetic Algorithm for the Team Orienteering Problem -- 15 A Memetic Algorithm for Competitive Facility Location Problems -- 15 Visualizing Products and Consumers: A Gestalt Theory inspired method -- 16 Visualizing Products and Consumers: A Gestalt Theory inspired method -- 17 An overview of Meta-Analytics: The Promise of Unifying Metaheuristics and Analytics -- 18 From Ensemble Learning to Meta-Analytics: A Review on Trends in Business Applications -- 19 Metaheuristics and Classifier Ensembles -- 20 A Multi-objective Meta-Analytic Method for Customer Churn Prediction -- 21 Hotel classification using meta-analytics: a case study with cohesive clustering -- 22 Fuzzy clustering in travel and tourism analytics -- 23 Towards Personalized Data-Driven Bundle Design with QoS Constraint -- 24 A fuzzy evaluation of tourism sustainability -- 25 New Ideas in ranking for Personalised Fashion Recommender Systems -- 26 Datasets for Business and Consumer Analytics -- . |
| Record Nr. | UNINA-9910337848103321 |
| Cham : , : Springer International Publishing : , : Imprint : Springer, , 2019 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Buyer personas : gain deep insight into your customers' buying decisions and win more business / / Jim Kraus and Adele Revella
| Buyer personas : gain deep insight into your customers' buying decisions and win more business / / Jim Kraus and Adele Revella |
| Autore | Kraus Jim (President of Buyer Persona Institute) |
| Edizione | [Revised and expanded [edition].] |
| Pubbl/distr/stampa | Newark : , : John Wiley & Sons, Incorporated, , 2024 |
| Descrizione fisica | 1 online resource (237 pages) |
| Disciplina | 658.834 |
| Altri autori (Persone) | RevellaAdele |
| Soggetto topico |
Consumer behavior
Marketing - Management |
| ISBN |
9781394308699
1394308698 9781394236343 1394236344 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Introduction: Listen First, Then Speak -- Understanding Your Buyer's Story -- More Than Just a Profile of Your Prospective Buyers -- Will This Approach Work for You? -- How the Book Is Organized and What's New -- Part I The Art and Science of Buyer Personas -- Chapter 1 Understanding Buying Decisions and the People Who Make Them -- Where Buyer Profiles Fall Short -- What a Family Vacation Can Teach Us About the Buying Decision -- Some Background -- My Mindset -- The Initial Search -- Evaluating Options -- The Decision -- How Lagoon Oasis Earned My Business -- Focus Your Buyer Personas on the Buying Decision -- High-consideration Buying Decisions -- Multiple Stages in the Buying Journey -- Types of Buying Insights Needed -- Next Steps -- Chapter 2 Focus on Insights That Guide Marketing and Sales Enablement -- A Unique Opportunity -- Why Interested Buyers Don't Buy -- What the Best Sellers Do to Overcome Buyer Indecision -- The Marketer's Opportunity and a Dilemma -- Buying Situation 1: Choosing the Best Option (No Customer Inaction Present) -- Buying Situation 2: Inability to Make a Decision -- Buying Situation 3: Preference for the Status Quo -- 5 Rings of Buying Insight Define Your Buyer Persona -- Buying Insight 1: Priority Initiatives -- Buying Insight 2: Success Factors -- Buying Insight 3: Perceived Barriers -- Buying Insight 4: Decision Criteria -- Buying Insight 5: Buyer's Journey -- Chapter 3 Decide How You Will Discover Buyer Persona Insights -- A Straightforward Approach to a Complex Question -- One-on-One Interviews -- Recent Buyers -- Is This Another Kind of Qualitative Research? -- Using Salespeople to Build Buyer Personas -- Survey Research Will Enhance Your Buyer Personas -- How Social Media Contributes to Buyer Personas -- How Does AI Fit In?.
Part II Interviewing for Buying Insights -- Chapter 4 Setting Up Your Buyer Persona Study -- Persuade Stakeholders That You Need Buying Insights, Not "Buyer Personas" -- Overcome the "We Know Our Buyers" Objection -- When You Don't Have Time for Buyer Persona Interviews -- How to Design Your Buyer Persona Study -- Study Design Question #1: What Buying Decision Will Be the Focus of Your Buyer Persona? -- Study Design Question #2: What Are the Key Characteristics of the Prospective Buyers You Are Targeting? -- Study Design Question #3: Which Buyers Should You Interview as Part of Your Study? -- Buyer Persona Case Study: Buying an MRI Machine -- An MRI Machine Is a High-consideration Buying Decision -- Designing the MRI Machine Buyer Persona Study -- Chapter 5 Gain Permission and Schedule Buyer Interviews -- Use Your Sales Database to Find Buyers to Interview -- Sometimes You Want to Avoid Your Internal Database -- Using Professional Recruiters to Set Interview Appointments -- Which Buyer Should You Interview? -- Interview Buyers Who Chose You as Well as Those Who Didn't -- Buyer Group 1 -- Buyer Group 2 -- Buyer Group 3 -- Buyer Group 4 -- Contacting Buyers to Request an Interview -- Making Initial Contact via Phone -- Following Up with E-mail -- Knowing When to Move On -- Chapter 6 Conduct Probing Buyer Interviews -- Who Should Conduct the Interview? -- Prepare for Your Buyer Interview -- Get It on the Record -- "Take Me Back to the Day . . ." -- Use Your Buyer's Words to Probe for Insight -- Go Slowly to Capture the Whole Story -- Ask Questions That Keep the Conversation Flowing -- Case Study: An Example Interview with Tim -- Look for Insight When Buyers Use Jargon -- Make Your Questions About Your Impact Count -- Probing on Who Influences the Decision -- Asking About the Perceived Value of Your Differentiators. When Features Affect Decisions, Look for Insight -- Be a Respectful Listener -- Part III Creating Your Buyer Persona -- Chapter 7 Mine Your Interviews for Buying Insights -- You Need Fewer Interviews Than You Think -- Steps for Developing Buying Insights from Your Interviews -- Step 1: Mark Up Your Interview Transcripts -- Step 2: Organize the Story Based on Buying Insights -- Step 3: Summarize the Main Point of Each Quotation -- Step 4: Select Buyer Quotes for Each Buying Insight -- Using AI to Mine Your Interviews for Insights -- Chapter 8 Communicate Buying Insights for Impact -- Presenting the 5 Rings of Buying Insight to Others -- Building the Buyer Profile -- Identify Top Themes That Will Resonate with Buyers -- Chapter 9 Conduct Survey Research to Enhance Buying Insights -- Ways to Enhance Your Buyer Persona with Survey Research -- Confirm the Accuracy and Validity of Your Buyer Persona -- Determine Which Buyer Expectations Are the Most Important -- Test Value Proposition and Market Messaging Concepts -- Identify and Understand Buyer Segments -- Who Should You Survey? -- Surveying Recent Buyers and Prospective Buyers -- Part IV Aligning Your Strategies to Win More Business -- Chapter 10 Decide What to Say to Buyers -- Will Your Current Approach Work? -- Hold a Messaging Strategy Workshop -- Ask for Pre-meeting Contributions -- Develop a Complete List of Capabilities That Matter -- The Moderator Is a Proxy for the Buyer -- Apply Two Filters to Identify Message Themes and Proof Points -- Evaluate Your Capabilities vs. the Competition's -- Assess the Relative Value of Your Capabilities to Buyers -- Bring in the Copywriters and Creative Teams -- Chapter 11 Adjust Strategies to Deliver the Knowledge and Experience Buyers Want -- Empathize with Buyers Through Priority Initiatives -- Build Buyer Trust and Confidence Through Success Factors. Differentiate Through Perceived Barriers -- Answer Important Buyer Questions Through Decision Criteria -- Design Marketing Activities to Enable Your Buyer's Journey -- Prioritize Assets That Align with the Buyer's Journey -- Changing the Conversation with Salespeople -- Share Insights, Not Buyer Personas -- Deliver Buying Insights Through Sales Playbooks -- Chapter 12 Start Small, with an Eye to the Future -- Where to Begin Your Buyer Persona Initiative -- How to Earn Your Stripes as a Strategic Resource -- Communicating Insights That Affect Other Teams -- Using Buyer Personas to Guide Strategic Planning -- Start Small and Make a Difference -- Acknowledgments -- About the Authors -- Index -- EULA. |
| Record Nr. | UNINA-9911020443503321 |
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Kraus Jim (President of Buyer Persona Institute)
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| Newark : , : John Wiley & Sons, Incorporated, , 2024 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Clienti al centro : reinventare il business nell'era della customer experience / Harley Manning, Kerry Bodine
| Clienti al centro : reinventare il business nell'era della customer experience / Harley Manning, Kerry Bodine |
| Autore | Manning, Harley |
| Pubbl/distr/stampa | Milano, : Hoepli, 2012 |
| Descrizione fisica | XI, 276 p. ; 24 cm |
| Disciplina | 658.834 |
| Altri autori (Persone) | Bodine, Kerry |
| ISBN | 978-88-203-5246-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | ita |
| Record Nr. | UNINA-9910493052403321 |
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Manning, Harley
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| Milano, : Hoepli, 2012 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Consumatore & mercato / Giampaolo Fabris
| Consumatore & mercato / Giampaolo Fabris |
| Autore | Fabris, Giampaolo |
| Pubbl/distr/stampa | Milano : Sperling & Kupfer, 1995 |
| Descrizione fisica | X, 304 p. ; 21 cm |
| Disciplina |
658.834
330 |
| Collana | E & M |
| Soggetto non controllato |
Consumo - Aspetti socio-culturali
Economia Marketing |
| ISBN | 88-200-1947-7 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | ita |
| Record Nr. | UNINA-990006872990403321 |
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Fabris, Giampaolo
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| Milano : Sperling & Kupfer, 1995 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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