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The Agile Sales : Successfully shaping transformation in sales and service / / by Claudia Thonet
| The Agile Sales : Successfully shaping transformation in sales and service / / by Claudia Thonet |
| Autore | Thonet Claudia |
| Edizione | [1st ed. 2023.] |
| Pubbl/distr/stampa | Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer, , 2023 |
| Descrizione fisica | 1 online resource (254 pages) |
| Disciplina | 658.81 |
| Soggetto topico |
Sales management
Personal coaching Marketing Sales and Distribution Coaching |
| ISBN |
9783658382865
9783658382858 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Culture change in sales -- The new value chain -- Innovation at exploitative and explorative levels -- The agile cycle: from customer requirements to implementation in sales and service -- Architecture and roles -- Frameworks for sales: Open Space Agility Framewwork, Agile Networks, Design Thinking, Service Design Thinking, Teamcanvas, Scrum, Kanban, Shopflor, Delegations Borard -- Moderating Agile - Meeting occasions and designs in sales: Kick-off, Teamforming, Think New, Planning Meeting, Reviews, Shopfloor Meetings, OKR Meetings. |
| Record Nr. | UNINA-9910659478103321 |
Thonet Claudia
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| Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer, , 2023 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Demand Prediction in Retail : A Practical Guide to Leverage Data and Predictive Analytics / / by Maxime C. Cohen, Paul-Emile Gras, Arthur Pentecoste, Renyu Zhang
| Demand Prediction in Retail : A Practical Guide to Leverage Data and Predictive Analytics / / by Maxime C. Cohen, Paul-Emile Gras, Arthur Pentecoste, Renyu Zhang |
| Autore | Cohen Maxime C. |
| Edizione | [1st ed. 2022.] |
| Pubbl/distr/stampa | Cham : , : Springer International Publishing : , : Imprint : Springer, , 2022 |
| Descrizione fisica | 1 online resource (166 pages) |
| Disciplina | 658.7 |
| Collana | Springer Series in Supply Chain Management |
| Soggetto topico |
Sales management
Business logistics Production management Quantitative research Retail trade Data mining Sales and Distribution Supply Chain Management Operations Management Data Analysis and Big Data Trade and Retail Data Mining and Knowledge Discovery |
| ISBN | 3-030-85855-3 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 1. Introduction -- 2. Data Pre-Processing and Modeling Factors -- 3. Common Demand Prediction Methods -- 4. Tree-Based Methods -- 5. Clustering Techniques -- 6. Evaluation and Visualization -- 7. More Advanced Methods -- 8. Conclusion and Advanced Topics. |
| Record Nr. | UNINA-9910523751603321 |
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Cohen Maxime C.
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| Cham : , : Springer International Publishing : , : Imprint : Springer, , 2022 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Description and Analysis of Factors That Generate Acceptance of Leadership within Selling Centers [[electronic resource] /] / by Rico Schwarzkopf
| Description and Analysis of Factors That Generate Acceptance of Leadership within Selling Centers [[electronic resource] /] / by Rico Schwarzkopf |
| Autore | Schwarzkopf Rico |
| Edizione | [1st ed. 2024.] |
| Pubbl/distr/stampa | Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer Gabler, , 2024 |
| Descrizione fisica | 1 online resource (221 pages) |
| Disciplina |
658.4012
658.4092 |
| Soggetto topico |
Strategic planning
Leadership Sales management Business Strategy and Leadership Sales and Distribution |
| ISBN | 3-658-44144-5 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Introduction -- Theoretical Framework -- Qualitative Study -- Quantitative Study -- Critical Appraisal -- Conclusion -- Bibliography. |
| Record Nr. | UNINA-9910838279903321 |
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Schwarzkopf Rico
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| Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer Gabler, , 2024 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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FANOMICS® : Turn Customers into Fans and Profit from it / / by Roman Becker, Gregor Daschmann
| FANOMICS® : Turn Customers into Fans and Profit from it / / by Roman Becker, Gregor Daschmann |
| Autore | Becker Roman |
| Edizione | [1st ed. 2023.] |
| Pubbl/distr/stampa | Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer, , 2023 |
| Descrizione fisica | 1 online resource (322 pages) |
| Disciplina | 658.812 |
| Altri autori (Persone) | DaschmannGregor |
| Collana | Future of Business and Finance |
| Soggetto topico |
Marketing
Sales management Management Sales and Distribution |
| ISBN | 3-658-41239-9 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Chapter 1 The Fan Principle: Fans and Fan Customers -- 1.1 What it is about -- 1.2 What is a fan? -- 1.3 From Fan Principle to FANOMICS: What is a Fan Customer? -- 1.4 The FANOMICS Basis: The Fan Indicator -- 1.5 The Fan Rate as a KPI -- 1.6 The Fan Portfolio -- 1.7 Bibliography -- Chapter 2 The value of fan customers -- 2.1 The fan as a growth driver -- 2.2 Fans and Market Penetration: Growth with existing customers in existing business -- 2.3 Fans and Market development: Growth through the acquisition of new customers in existing business -- 2.4 Fans and product development: Growth with existing customers through expansion of the product range -- 2.5 Fans and product diversification: Growth by attracting new customers for new products -- 2.6 Summary: The Fan Rate as the central growth factor -- 2.7 Increasing customer value through FANOMICS -- 2.8 Bibliography -- Chapter 3 FANOMICS - The Economics of the Fan Principle -- 3.1 Focus generates identification -- 3.2 Orchestration creates perceived uniqueness -- 3.3 Definition of FANOMICS -- 3.4 Example VI: ALDI South - the simple principle -- 3.5 Examples VII: Miele - Orchestration of performance and communication -- 3.6 FANOMICS: From development to implementation -- 3.7 Bibliography -- Chapter 4 How do I really turn customers into fans? -- 4.1 Positioning -- 4.2 Orchestration -- 4.3 Employees as Fan Makers -- 4.4 Customer value-based control -- 4.5 Bibliography -- Chapter 5 FANOMICS: More than controlling relationship quality -- 5.1 Customer value-based segmentation with the Fan Portfolio -- 5.2 FANOMICS as an instrument for efficient new customer acquisition -- 5.3 Dovetailing of NPS and FANOMICS to form "NPSplus Insights” -- 5.4 Bibliography -- Chapter 6 Success Factors of FANOMICS -- 6.1 Building awareness and acceptance -- 6.2 Validation of success effectiveness by measuring the customer value of Fans -- 6.3 Continuous measurement and goal systems for managing success -- 6.4 Bibliography. . |
| Record Nr. | UNINA-9910731464903321 |
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Becker Roman
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| Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer, , 2023 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Handbook of Market Research / / edited by Christian Homburg, Martin Klarmann, Arnd Vomberg
| Handbook of Market Research / / edited by Christian Homburg, Martin Klarmann, Arnd Vomberg |
| Edizione | [1st ed. 2022.] |
| Pubbl/distr/stampa | Cham : , : Springer International Publishing : , : Imprint : Springer, , 2022 |
| Descrizione fisica | 1 online resource (1108 pages) |
| Disciplina | 658.8 |
| Soggetto topico |
Marketing
Sales management Management Business Management science Sales and Distribution Business and Management |
| ISBN | 3-319-57413-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Data. Experiments in Market Research -- Field Experiments -- Design and Process of Survey Research -- Qualitative Market Research -- Challenges in Conducting International Market Research -- Dealing with Endogeneity: A Nontechnical Guide for Marketing Researchers -- Fusion Modeling -- Managing Data Quality -- Methods. Cluster Analysis -- Finite Mixture Models -- Factor Analysis -- Structural Equation Modeling -- Partial Least Squares Structural Equation Modeling -- Analysis of Variance -- Regression Analysis -- Multilevel Modeling -- Panel Data Analysis -- Logistic Regression and Discriminant Analysis -- Choice-based Conjoint Analysis -- Bayesian Models -- Automated text analysis -- Mediation Analysis in Experimental Research -- Exploiting Data from Quasi-Field Experiments -- Applications. Social Media Tracking -- Market Segmentation -- Measuring Customer Satisfaction and Customer Loyalty -- Assessing the Financial Impact of Brand Equity with Short Time-Series Data -- Measuring Sales Promotion Effectiveness -- Return on Media Models -- Preference Measurement -- Willingness to pay -- Modeling Customer Lifetime Value, Retention, and Churn. |
| Record Nr. | UNINA-9910512167503321 |
| Cham : , : Springer International Publishing : , : Imprint : Springer, , 2022 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Mehrstufige Eigenmarken : Eine empirische Analyse von Zielen, Erfolgsdeterminanten und Grenzen / / von Philipp Noormann
| Mehrstufige Eigenmarken : Eine empirische Analyse von Zielen, Erfolgsdeterminanten und Grenzen / / von Philipp Noormann |
| Autore | Noormann Philipp |
| Edizione | [1st ed. 2017.] |
| Pubbl/distr/stampa | Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer Gabler, , 2017 |
| Descrizione fisica | 1 online resource (XIX, 302 S. 19 Abb.) |
| Disciplina | 658.8 |
| Collana | Kundenmanagement & Electronic Commerce |
| Soggetto topico |
Marketing
Sales management Sales and Distribution |
| ISBN | 3-658-16005-5 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | ger |
| Nota di contenuto | Status quo der Eigenmarkenforschung -- Studie I - Einflussfaktoren auf die Kaufbereitschaft von Konsumenten für Eigenmarken unterschiedlicher Stufen -- Studie II - Einfluss des kundenindividuellen Eigenmarkenanteils auf den Einzelhändlerumsatz. |
| Record Nr. | UNINA-9910136550803321 |
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Noormann Philipp
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| Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer Gabler, , 2017 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Multisensory Design of Retail Environments : Vision, Sound, and Scent / / by Marko Sarstedt, Monika Imschloss, Susanne Adler
| Multisensory Design of Retail Environments : Vision, Sound, and Scent / / by Marko Sarstedt, Monika Imschloss, Susanne Adler |
| Autore | Sarstedt Marko |
| Edizione | [1st ed. 2023.] |
| Pubbl/distr/stampa | Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer, , 2023 |
| Descrizione fisica | 1 online resource (82 pages) |
| Disciplina | 658.8 |
| Altri autori (Persone) |
ImschlossMonika
AdlerSusanne |
| Collana | Science meets Practice |
| Soggetto topico |
Marketing
Consumer behavior Sales management Business information services Consumer Behavior Sales and Distribution IT in Business |
| ISBN | 3-658-41242-9 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Chapter 1 Experience retail environments with (almost) all senses -- Chapter 2 Vision -- 2.1 Why visual stimuli? -- 2.2 The devil is in the details: How visual stimuli affect consumers -- 2.3 The whole is greater than the sum of its parts: How the visual context influences consumer behavior -- 2.4 Outlook on the use of augmented reality (AR) in the retail environment -- Chapter 3 Sound -- 3.1 Music influences consumer behavior, but there is nothing like the "right music" -- 3.2 Music influences the product choice: You buy what you hear -- 3.3 Music influences product perception: Feeling, tasting, and seeing what you hear -- 3.4 Music influences shopping and spending behavior -- 3.5 Recommendations for practice: Targeted vs. intuitive use of music -- 3.6 Acoustic stimuli at the point of sale: More than just background music -- 3.7 Outlook on music and sounds in online retail environments -- Chapter 4 Scent -- 4.1 Why ambient scents? -- 4.2 Scents act differently -- 4.3 The effect of warm and cool scents -- 4.4 Scents evoke specific associations -- 4.5 Ambient scents also have a long-term effect -- 4.6 Cultural preferences -- 4.7 The use of ambient scents raises ethical questions -- Chapter 5 The interaction of different sensory stimuli -- 5.1 Why combine different sensory stimuli? -- 5.2 How multisensory congruence elicits positive evaluations -- 5.3 How sensory perceptions influence one another (crossmodal correspondence) -- References. |
| Record Nr. | UNINA-9910743691303321 |
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Sarstedt Marko
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| Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer, , 2023 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Multisensory in Stationary Retail : Principles and Practice of Customer-Centered Store Design / / edited by Gunnar Mau, Markus Schweizer, Christoph Oriet
| Multisensory in Stationary Retail : Principles and Practice of Customer-Centered Store Design / / edited by Gunnar Mau, Markus Schweizer, Christoph Oriet |
| Autore | Mau Gunnar |
| Edizione | [1st ed. 2023.] |
| Pubbl/distr/stampa | Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer, , 2023 |
| Descrizione fisica | 1 online resource (480 pages) |
| Disciplina | 725.21 |
| Soggetto topico |
Marketing
Consumer behavior Industries Sales management Consumer Behavior Sales and Distribution |
| ISBN | 3-658-38227-9 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Introduction: Why multisensory technology? -- Perception of the environment -- Organisational anchoring -- Customer-centred implementation -- Best practices from the retail sector. |
| Record Nr. | UNINA-9910647787303321 |
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Mau Gunnar
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| Wiesbaden : , : Springer Fachmedien Wiesbaden : , : Imprint : Springer, , 2023 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Performance Excellence in Marketing, Sales and Pricing : Leveraging Change, Lean and Innovation Management / / by Marc Helmold
| Performance Excellence in Marketing, Sales and Pricing : Leveraging Change, Lean and Innovation Management / / by Marc Helmold |
| Autore | Helmold Marc |
| Edizione | [1st ed. 2022.] |
| Pubbl/distr/stampa | Cham : , : Springer International Publishing : , : Imprint : Springer, , 2022 |
| Descrizione fisica | 1 online resource (286 pages) |
| Disciplina | 658.8 |
| Collana | Management for Professionals |
| Soggetto topico |
Marketing
Sales management Strategic planning Leadership Sales and Distribution Business Strategy and Leadership |
| ISBN |
9783031100970
9783031100963 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Chapter 1: Marketing, Sales and Pricing: Introduction -- Chapter 2: Marketing Management as Part of the Corporate Strategy -- Chapter 3: Marketing Concepts -- Chapter 4: B2B and B2C Marketing -- Chapter 5: Sales Management -- Chapter 6: Economic Pricing, 3C-Pricing and Cost-Estimation Concepts -- Chapter 7: Value-based and Cost based Pricing Concepts -- Chapter 8: Service Marketing and Service Sales Management -- Chapter 9: Marketing-Mix -- Chapter 10: Market Segmentation, Targeting, Differentiation and Positioning -- Chapter 11: Direct and Indirect Marketing, Sales Promotion, and Public Relations -- Chapter 12: Selling Concepts -- Chapter 13: Pricing Strategies and Discount Policy -- Chapter 14: Sales Channels and Sales Partners -- Chapter 15: Innovation Management and New Product Launches -- Chapter 16: International Marketing and Sales -- Chapter 17: Market Research -- Chapter 18: Supply Chain Management and Distribution Channels -- Chapter 19: Promotion and Advertising Strategies -- Chapter 20: Lean Management and Pull as Part of the Marketing Strategy -- Chapter 21: Change Management for Marketing and Sales Activities -- Chapter 22: Artificial Intelligence (AI) and Cyber Tools in Marketing and Sales -- Chapter 23: Sales Management Negotiations -- Chapter 24: Outlook 2030 for Marketing and Sales. |
| Record Nr. | UNINA-9910592991803321 |
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Helmold Marc
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| Cham : , : Springer International Publishing : , : Imprint : Springer, , 2022 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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The Pricing Puzzle : How to Understand and Create Impactful Pricing for Your Products / / by Jan Y. Yang
| The Pricing Puzzle : How to Understand and Create Impactful Pricing for Your Products / / by Jan Y. Yang |
| Autore | Yang Jan Y |
| Edizione | [1st ed. 2020.] |
| Pubbl/distr/stampa | Cham : , : Springer International Publishing : , : Imprint : Springer, , 2020 |
| Descrizione fisica | 1 online resource (173 pages) |
| Disciplina | 658.816 |
| Soggetto topico |
Business
Management science Sales management Consumer behavior Strategic planning Leadership Business and Management Sales and Distribution Consumer Behavior Business Strategy and Leadership |
| ISBN | 3-030-50777-7 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Oh price - Prelude -- The Power of Choice -- The Color of Pricing -- Good Morning Coffee -- (In)dispensable Spicy Chicken Wings -- Grocery Box in Parts -- Random Thoughts Up in the Air -- Carpe Diem -- The Tale of the Midnight Diner -- The Burden of Fame -- A Pricing Perspective on Double Eleven -- The Premium Mass Product -- A Chilled Coke in Tehran -- We Love Dynamic Pricing -- The Conundrum of Price Cut -- Behind the Scenes of Price Elasticity -- Profit Phobia -- iPricing -- The Milky Solution to a Luxury Problem -- The Coffee Revolution -- The Woes of MUJI -- Why Do We Want Price Inceases -- The Moral of Pricing -- Price in Pieces -- The Pricing Stories Continue. |
| Record Nr. | UNINA-9910427043503321 |
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Yang Jan Y
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| Cham : , : Springer International Publishing : , : Imprint : Springer, , 2020 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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