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The “soul” centers our activities and inspirations. The body of marketing changes shape rapidly; however, we should not lose sight of its “soul”. This volume focuses on preserving the “soul” of marketing in a data-driven world where technology has proliferated amidst a myriad of global challenges. Featuring papers presented at the 2023 Academy of Marketing Science World Marketing Congress held in Canterbury, UK, this book explores ideas, theories and practices to tackle global and economic challenges in marketing and emphasize marketing's contribution to business and society at large, further strengthening the academic community.Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses, and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complementing the Academy's flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review.

Change is the only constant that marketers deal with on a regular basis. However, the recent pandemic brought about change for every individual on the planet. It not only brought about changes to technology, but it also reshaped the thinking of consumers and organizations through behavioral and cultural shifts in the market. This volume provides new insights and ideas in marketing research, theory, and practice as we continue to adapt to the new normal world post-pandemic. It provides success stories and regional case studies to offer marketers new ways in which to serve consumers and satisfy their needs. Featuring papers presented at the 2023 Academy of Marketing Science Annual Conference in New Orleans, LA, USA, this book discusses various areas of marketing, each serving as a pillar supporting the overall structure of contemporary marketing built with shared knowledge and aimed toward the future with informed optimism. Founded in 1971, the Academy of Marketing Science isan international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses, and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complementing the Academy's flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review.

Master's Thesis from the year 2018 in the subject Business economics - Trade and Distribution, grade: 1,7, The University of York, language: English, abstract: The paper will investigate the influence of RTAs on MNEs'supply chain configurations. To do so, the behaviour of German MNE's after the 2004 EU enlargement will be considered, and German MNE's'supply chain activities in the new EU member states before and after the countries'accessions will be compared. In contrast to previous research focusing on FDI and trade flows, this research, based on secondary data of the German Central Bank and the World Bank Group, relies on further indicators to capture the effects of supply chain configuration. Supply chain activities of German MNEs'in the Czech Republic, Latvia, Poland and Slovenia grew faster after 2004, while in Estonia a slower growth in supply chain activities post 2004 was noticeable. For the case of Cyprus, Hungary, Lithuania, Malta and Slovakia an overall positive development after 2004 was observable even though for single indicators a slower growth was detected. The results demonstrated that the EU accession increased German MNEs'supply chain activities in the new EU member countries, but country differences, based on locational characteristics the individual countries possess, exist.

This contributed volume focuses on the management and governance of international business networks (IBN). Specifically, the chapters refer to theoretical, conceptual, empirical, and case study papers from all areas in economics and management of IBN. These include cooperatives, franchising, retail chains, strategic alliances, public-private partnerships and new network forms in the digital economy. This book is ideal for researchers and strategists who are keen to improve their understanding of the latest developments in the field.

Fully grasp the core principles of logistics, distribution management and the supply chain, in addition to emerging trends and the latest technologies, with this definitive guide that offers clear and straightforward explanations.The Handbook provides practitioners and students with a complete, step-by-step overview of the many different aspects of setting up, managing and optimizing supply chains. Designed to offer a full appreciation of how supply chains are planned and operated, it is structured logically and delves into topics in more clarity and detail than disparate collections of research papers. Integrating both strategic and tactical insights, this textbook is underpinned throughout by real-world data and worked examples that bring the concepts to life. The seventh edition offers:Updates and solutions designed to meet the challenges faced by those studying and working in the sectorNew coverage of future supply chain related technologies, including artificial intelligence, data analytics, digital twins and autonomous mobile robots and how these can be used to optimize operations and increase productivityOnline resources including lecture slides (tables, images and formulae from the text), acronyms and abbreviations and infographics.Written by an author team with extensive practical experience in some of the most challenging environments across the world, this seminal text is an invaluable resource for both practitioners and students, providing a useful desk reference for topics across the wide ranging and vitally important fields of logistics and the supply chain.

Digitale Transformation ist kein Selbstzweck. Im Fokus dieses Prozesses müssen immer die Steigerung des Kundennutzens und die Effizienz der Leistungserzeugung stehen. Nur so kann die digitale Transformation in Unternehmen sinnvoll und von Erfolg gekrönt sein. Wie Transformationsexzellenz gelingt, zeigen die Autoren dieses Buches anhand des i4X®-Frameworks: In vier Schritten – Insight, Ignite, Innovate und Implement – erfolgt die systematische Umsetzung von digitalen Transformationsvorhaben. Das i4X®-Framework ist aus der unternehmerischen Praxis entstanden und wissenschaftlich fundiert. Zahlreiche Beispiele und Illustrationen erleichtern die Anwendung im Unternehmen, frei nach dem Motto der Autoren: Einfach machen! Extra: Einfach die SN More Media App kostenfrei herunterladen, einen Link mit dem Play-Button scannen und sofort Videos zum Buch auf Smartphone oder Tablet ausspielen.

The automotive aftermarket is a part of the global value network that involves manufacturing, trading, distributing and developing goods and services to global and local automotive markets. Sustainable mobility and automobiles, from passenger cars to heavy-duty vehicles, are existentially linked to transforming systems and multiple stakeholders across their life-cycles. Through diverse perspectives, this book reveals relevant trends and data, while shedding light on managerial aspects, circularity, institutions, operational linkages, and emerging challenges shaping future mobility. Further, it connects discussions on automotive aftermarket with global consumption of mobility, its sustainability, technology, sectoral knowledge, talent dynamics and relevant actors. The chapters offer global and interdisciplinary viewpoints, including theoretical and practical perspectives alike, of the under-researched automotive aftermarket. The sector represents a major source of revenues in the overall automotive industry contributing to functioning societies. The authors illustrate ongoing transformations of the global aftermarket addressing different challenges and opportunities posed by the globalization of markets and technological change. The book contributes to managerial understanding of the automotive aftermarket and its complexity.

This textbook discusses supply chain management and provides a comprehensive overview of all the key activities and issues of supply chain and logistics functions as an integrated discipline.Taking a comprehensive approach, it reviews end-to-end supply chain management from procurement to production to warehousing, distribution and customer service. It explores how each interface can be managed with the ultimate objective of providing superior customer experience to ensure satisfaction at the least cost while delivering incremental value in a competitive environment.This volume: Guides on designing effective development and management of the supply chain network, which is an invaluable source of sustainable, competitive advantage in today's turbulent global marketplace Examines the complexities and challenges of catering to the flexible and fluctuating customer demand, warehousing, channel distribution and transportation, global logistics value chain management, and performance management Discusses short practical cases to explain the decision-making process with respect to manufacturing decisions and inventory for efficient working capital management, both of which are critical for supply chain performance Explores performance management matrix, maturity models and so on This book will be useful to students, researchers and faculty from the fields of business management, supply chain and logistics management, and mechanical and civil engineering. It will also be an invaluable companion to consultants and business executives working in the field of supply chain and logistics.

Im Rahmen einer Podcast-Reihe im Jahr 2021 wurde die Entstehung eines Brettspiels - Von der Idee zum fertigen Produkt betrachtet. Im Rahmen dieses Herausgeberbandes erfolgt nun eine schriftliche Dokumentation durch Expertinnen und Experten aus der Brettspielbranche. Einleitend erfolgt eine Darstellung der Branche und der Branchenstrukturen orientiert an den Netzwerkstrukturen moderner Wertschöpfung. Bekannte Autorinnen und Autoren erläutern Ihre Vorgehensweisen zur Entwicklung von Brettspiel-Ideen und deren Weiterleitung an die Redaktionen in Verlagen. Führende Experten aus verschiedensten Aufgabengebieten in Verlagen stellen Ihre Aufgabenbereiche vor und erläutern die Prozesse in der Entstehung von Brettspielen (Redaktion, Illustration, Grafik, Lokalisierung, Lizenzierung). Der Produktionsprozess wird ausgehend von der Kalkulation, über den Einkauf, unterschiedliche Materialkomponenten, die Produktionsstätten bis zu Qualitätssicherung und Produktsicherheit. Unterschiedliche Vertriebswege für Brettspiele werden ebenso betrachtet wie die Medien- und Kommunikationsarbeit in Verlagen. Es erfolgt eine Betrachtung der verschiedenen Mediensegmente, über die Inhalte mit Brettspiel-Bezug rezipiert werden, sowie eine Betrachtung der für die Branche relevanten Auszeichnungen. Der Betrachtung des Kulturguts Brettspiel aus verschiedenen Blickwinkeln ist die abschließende Sektion dieses Buches gewidmet. Das Handbuch ist nicht nur für Brancheninsider von Interesse, sondern auch für Brettspielfans, die einen tieferen Einblick in das Hobby gewinnen möchten.

Popular guide to the field, and comprehensive text presenting the most crucial tenets and concepts of supply chain management. In the newly updated fifth edition of Essentials of Supply Chain Management, supply chain veteran Michael Hugos delivers a contemporary discussion of supply chain operations. He explains the supply chain issues and pitfalls companies are most likely to face in the modern marketplace and shows how to address them using both traditional and novel strategies. The author describes supply chain innovation strategies based on his real-world experience and case studies and examples that have been proven to work in countries around the world. You'll learn about: The Supply Chain Operations Reference (SCOR) model, a globally relevant standard diagnostic tool for supply chain management Techniques to improve risk management and resilience across your organization's entire supply chain New issues in supply chain sustainability, as well as how the latest technologies are enabling real-time operating improvements up and down the supply chainPerfect for logistics and supply chain professionals and students, Essentials of Supply Chain Management will remain a must-read for practitioners, managers, executives, board members, and other business leaders in organizations of all types and sizes.

Agile Prinzipien und Frameworks wurden zwar für die Entwicklung komplexer Produkte geschaffen, doch sie lassen sich auch im Vertrieb gewinnbringend nutzen. Mit diesem Buch erhalten Geschäftsführer, Vertriebsleiter, Führungskräfte, Berater und Mitarbeiter aus Service und Vertrieb praxistaugliche Methoden, mit deren Hilfe sie ihren Vertrieb als Brücke zum Kunden beweglich und lösungsorientiert gestalten können. Denn nur durch flexible, schnelle und innovative Sales- und Servicebereiche lassen sich wechselfreudige Kunden halten und junge „Digital Natives“ gewinnen. Anhand zahlreicher Praxisbeispiele zeigt die Autorin, wie und wo Sie agile Methoden wie Scrum, Kanban, Design Thinking, Shopfloor, OKRs und viele mehr erfolgreich einsetzen. Mit konkreten Anleitungen und hilfreichen Tipps für eine nachhaltige Leistungssteigerung in Sales und Service und ein Umdenken im Sinne des Kunden. Die 2. Auflage wurde aktualisiert und unter anderen um Beiträge zu den Themen Agiler Sales-Prozess, themenzentrierte Einwand-Integration, OKR-Zyklus und Sales Board ergänzt.

This book chronicles the role of travel intermediaries: global distribution systems (GDS), travel management companies (TMC), and online travel agencies (OTA) in the distribution of travel products. The book covers the historical development of these intermediaries and explores their current state and future prospects. Almost six decades after the introduction of computerized reservations systems and four decades after the introduction of Global Distribution Systems that allowed travel agents to make automated airline bookings, the distribution of air products is amid a major transition. A fundamental change is pricing power, which shifts from the GDSs to the airlines for the indirect channel. These changes are driven by advancements in technology, market economics, and airline cost controls, leading to the emergence of new revenue models that will permanently alter the landscape of air distribution. As a result, travel intermediaries are experiencing the effects of these turbulenttimes and must adopt innovative approaches and initiatives to adapt and transform their business models rather than maintaining the status quo. In addition to the ongoing transformation, over the next decade, the advancements in emerging technologies like blockchain and decentralized digital identity will further revolutionize the distribution landscape across all sectors of the travel industry.

'Mastering eBook Distribution'is an indispensable guide for authors and publishers looking to navigate the complex world of digital publishing. This comprehensive book delves into the various eBook self-publishing companies and platforms available, providing valuable insights and strategies to help you make informed decisions and maximize your book's reach. In today's rapidly evolving publishing landscape, eBook distribution has become a crucial aspect of success for authors and publishers alike. With the rise of digital reading devices and online bookstores, the ability to effectively distribute your eBook across multiple platforms can significantly impact your visibility, readership, and overall success. This book takes a deep dive into the world of eBook self-publishing, exploring the features, benefits, and drawbacks of popular platforms such as Amazon Kindle Direct Publishing (KDP), Smashwords, Draft2Digital, Kobo Writing Life, Apple iBooks Author, Scribd, StreetLib, XinXii, Pothi, and Publicious. Each platform is thoroughly examined, providing you with a clear understanding of their unique offerings, royalty structures, distribution networks, and user interfaces. Whether you're a seasoned author or a newcomer to the world of digital publishing,'Mastering eBook Distribution'offers practical guidance and actionable steps to help you optimize your eBook distribution strategy. You'll learn how to format your manuscript for different platforms, navigate the submission process, and leverage promotional tools to boost your visibility and sales. The book also explores the importance of metadata, including book titles, descriptions, keywords, and categories, and how to craft compelling metadata that attracts readers and improves discoverability. You'll discover best practices for pricing your eBook, understanding royalty calculations, and maximizing your earnings potential across various platforms. In addition to the technical aspects of eBook distribution,'Mastering eBook Distribution'delves into the marketing and promotion strategies essential for success in the digital marketplace. You'll learn how to build an author platform, engage with readers, and leverage social media and email marketing to create buzz around your book. The book also discusses the importance of reviews, how to encourage reader feedback, and strategies for managing and responding to reviews effectively. Throughout the book, you'll find real-world examples, case studies, and insights from successful authors and industry experts who have mastered the art of eBook distribution. These valuable perspectives provide inspiration and practical advice to help you navigate the challenges and opportunities of the digital publishing landscape. Whether you're looking to self-publish your first book or expand your existing publishing efforts,'Mastering eBook Distribution'is an essential resource. With its comprehensive coverage of eBook self-publishing companies, platforms, and strategies, this book equips you with the knowledge and tools necessary to successfully distribute your eBook and reach a wider audience.

​Dieses Buch richtet sich an introvertierte Selbstständige, Solopreneure und Unternehmer und zeigt auf, wie sie Social Media auf die eigene, leise Art für Vertrieb und Marketing zu ihrem Vorteil nutzen können. Denn: Introvertierte Menschen haben zahlreiche verborgene Stärken, die ihnen besonders im Verkauf zugute kommen können. Diese gilt es zu entfalten!Die Autorin, selbst ein „leiser“ Mensch, räumt mit Mythen und Vorurteilen auf, präsentiert eine Vielzahl von praktischen Orientierungshilfen und Strategien für eine wirksame Positionierung auf Social Media. Am Beispiel der für Unternehmer wichtigsten Plattform LinkedIn zeigt sie auf, wie u. a. Social Selling, Social Listening, Content Marketing oder Personal Branding funktionieren – und mit welchen Kniffen sich introvertierte Menschen selbst aus dem Schneckenhaus locken.

Dieses Buch zeigt kompakt auf, warum es für Unternehmen jeder Größe unumgänglich geworden ist, direkte Beziehungen zu ihren Kunden aufzubauen – nicht zuletzt, weil Plattformen wie Amazon, Google und Meta den Zugang zu Konsumenten oligopolisiert haben. Mit der richtigen Direct-to-Consumer-Strategie (D2C) und einer strukturierten Herangehensweise kann jedes Unternehmen im direkten Kundengeschäft erfolgreich sein, und so wertvolle und nachhaltige Beziehungen zu seiner Zielgruppe aufbauen. Die Autoren führen in die Hintergründe, Strategien und Prozesse ein und beschreiben, wie Unternehmen D2C-Geschäftsmodelle zielführend aufbauen können. Sie erläutern das wichtige Zusammenspiel von Kundenbeziehungen und -daten und geben konkrete Handlungsempfehlungen, welche Hausaufgaben Unternehmen erledigen müssen, um langfristig unabhängig von großen Plattformen zu werden.

The most popular go-to-market models for international expansion and scaleup involve working with and through distributor partners in different go-to-market models. Such markets are often described as'partnership'or'distributor'markets and are prevalent in emerging markets. Such markets offer good opportunities for growth and expansion. The challenge for many companies operating internationally through distributors can be summarised as:'How to deliver and achieve a scalable critical mass within five years'. Success and scalability have eluded many seniors operating in distributor markets. The typical results experienced by so many company seniors often result in clusters of small value businesses that barely grow or make any impression on the numbers presented and agreed in the investment case. Such numbers are defined as'the critical mass'to be achieved. In short, many executives fail to deliver their agreed numbers over successive years. Anyone can be forgiven once for missing their numbers. But it becomes a habit when they fail to deliver their numbers over several years. In short, they could not find'the right way'to succeed. This book explains why so many executives failed so often and how to find'the right way'to succeed in international expansion and scale-ups. Amit Vaidya proposes that success is down to three key factors: 1. The design of the Go-to-Market Model. 2. Finding and selecting the best-fit distributor partner in that model. 3. Having the right talent to deliver the critical mass in international scale-up. He explains in detail: - The importance of both a quantitative and a qualitative assessment in selecting international markets for scaleup. - The different models available for international scaleup and their pros and cons including legal affiliates and local manufacturing options. - Why some models and people can deliver critical mass and others can't. - The distributor models that have the best chance to deliver a critical mass and why. - How to find good distributor partners. - The difference between wholesalers, distributors and distribution service providers and their ability to deliver a critical mass. - The key situations that should trigger a review of your distributor relationship. - How to find and pick good international business managers to lead the international scale-up. The content is entirely based on his experience and real life, not textbook theories. This makes the book rather unique in its offering and content. With this practical guide to designing the best international go-to-market models through distributors, readers will learn how to avoid the mistakes made so often by so many and will discover'the right way'to succeed. Read on......

Dieses Buch zeigt, wie Unternehmen das führende agile Framework „Scrum“ einsetzen können, um Agilität im Vertrieb zu erreichen, die Verkaufsleistung zu verbessern und typische Performanceprobleme in ihren Organisationen zu lösen. Viele Unternehmen wollen Vertrieb und Vertriebsmanagement agil gestalten, doch Top-Down-Ansätze und überstürzte Rollouts scheinen selten zu funktionieren. Erfahrung und die richtigen Werkzeuge sind gefragt. Das Buch gibt konkrete Handlungsanleitungen, Beispiele aus der Praxis und liefert nützliche Tools, um die notwendigen Veränderungen im Vertrieb Schritt für Schritt zukunftsfähig zu gestalten.

The Logistics and Supply Chain Toolkit provides practical tools and ideas to optimize the management of logistics and supply chain processes.The fourth edition is fully updated to feature the latest frameworks and topics, including robotics and blockchain in logistics and how to measure the return on investment for these technologies. It offers solutions and plans spanning across a variety of functions such as warehousing, logistics, supply chain management, inventory and outsourcing. General management, performance management and problem-solving tools are also included to provide a broader, transferable scope of tools for the reader.Each toolkit addresses key principles within its area of discipline, providing the reader with a precision approach to be used in complex and sensitive circumstances. The Logistics and Supply Chain Toolkit is an essential resource of practical tools and information for warehouse, inventory and transport managers and students to help them tackle the challenges of logistics and supply chain management. Online resources contain downloadable content, including supply chain audits and supply chain strategy decision charts.

Dieses Buch schlägt eine Brücke zwischen wissenschaftlicher Forschung zu Customer Centricity und ihrer praxisorientierten Anwendung. Das Interesse und die Begeisterung für Customer Centricity sind seit einigen Jahren ungebrochen, doch trotz reger Forschungstätigkeit und großem Interesse aus der Praxis scheitern viele Unternehmen nach wie vor an der Umsetzung. Zahlreiche Beitragsautor:innen betrachten in diesem Buch sowohl die Perspektive der Konsument:innen als auch der Unternehmen und integrieren zukunftsorientierte Ansätze wie Design Thinking, Augmented/Virtual Reality und CX-Plattformen. Die Leser:innen erhalten wissenschaftlich fundierte Handlungsempfehlungen für ein kundenzentriertes Unternehmen von praxiserfahrenen Expert:innen.Mit Beiträgen von:Prof. Dr. Laura-Maria AltendorferElaine BecraftProf. Dr. Thomas BolzProf. Dr. Benny BriesemeisterChristian FeddersenCharlotte FietzLivia FreudlTim GnanntProf. Dr. Stefan Godehardt-BestmannDr. Gregor ElbelProf. Dr. Katja GruppMatthias HackenbrachtProf. Dr. Cansu HattulaProf. Dr. Clare HindleyProf. Dr. Nicole KleinProf. Dr. Alexandra KühtePhilip MaloneyProf. Dr. Rico ManßProf. Dr. Astrid MühlböckProf. Dr. Bettina-Maria Müller Prof. Dr. Miriam O'SheaProf. Dr. Katharina RehfeldProf. Dr. Christian SchachtnerProf. Dr. Katrin E. ScheinProf. Dr. Uta ScheunertProf. Dr. Inga F. SchlömerProf. Dr. Benjamin Schulte Stephan SchusserMelanie StehrDr. Sascha TammTimo ThuencherNeal WesslingProf. Dr. Annegret Wittmann-Wurzer Prof. Dr. Nicola ZechProf. Dr. Matthias ZeisbergDr. Li Zeng

Sales processes in the business customer segment are increasingly taking place on a multi-person level. In order to ensure that technical experts and decision-makers can be adequately deployed in the selling center, sales associates usually carry out leadership tasks. The leadership of the selling center participants plays a crucial role when it comes to acting in a coordinated and professional manner towards the customer. However, this presupposes that a sales associate is accepted in the leadership role by all participants involved. This book examines the factors that generate acceptance of leadership within selling centers in order to enable and positively influence the cooperation of the selling center team.

The business case for sustainability is clear and organizations are responding to the imperative to act. But with 50-70% of the change needed involving the supply base, procurement and supply chain functions are critical to success.Sustainable Procurement explains how procurement and supply chain professionals can develop existing best practice approaches to make supply side sustainability a reality. Based around the OMEIA® Sustainable Procurement process, this book provides a step-by-step and highly practical methodology that embeds sustainable procurement into existing proven procurement approaches. It also provides crucial new tools that equip and enable those in this field to drive highly effective supply-side sustainability.By exploring the current landscape and the business case for sustainability, Sustainable Procurement makes sense of how we can translate good ambition into prioritised grass roots level change. Guidance is offered on how procurement can help redefine what an organisation does based upon what needs to change in its supply base. There are extensive resources to help determine hot spot risk areas, assess suppliers, and determine and prioritise where to direct our precious resources. It also provides new models for'sustainable value engineering'to help organisations transform what and how they buy. Written by leading procurement expert and best-selling author, Jonathan O'Brien, this practical guide outlines how to establish sustainable procurement as a key strategic enabler to reduce supply-side risk and drive action to respond to detrimental impacts in the supply base.

This is one of the first books to combine the current megatrend of digitalization and pricing as the most effective lever for increasing and sustaining profits. The book presents the basics of digital pricing as well as modeling methods and implementation examples. This structure helps in tackling the latest developments and challenges due to digitalization. Readers will gain a detailed insight into using innovative revenue and price models to generate a sustainable competitive advantage for their companies. The author uses his cross-industry experience to draw on several examples of innovative digital pricing approaches which can be applied in industrial sectors such as automotive, industrial goods and machinery, as well as service sectors like telecommunications, transportation and tourism.

This book shows how companies can - and must - adapt their sales strategies and processes to changing customer expectations in times of digital transformation and markets volatility. How can sales address, win and retain the modern customer, an intangible PHANTOM in the digital space?The digital world is characterized by eagerness, ease and enthusiasm. Nowadays, people have unlimited and instant access to manifold information and thus they believe to be knowledgeable, autonomous and independent. As customers, they actively elude traditional sales and marketing on their way to a buying decision - in B2C and B2B alike. To reach these modern customers, companies must synchronize their sales approaches with their customers'decision-making processes and rethink selling. In this context, the author offers a wealth of suggestions with examples and provocative theses. A stirring and inspiring book for anyone interested in state-of-the-art sales and marketing: sales management and staff or entrepreneurs and start-ups.

The market and demand for halal goods and services is ever increasing, and, with it, the importance of supply chain integrity also increases. Integrity, from the perspective of halal logistics service providers, is a prerequisite of halal compliance. This book provides a unique overview of halal supply chain integrity (HSCI) using examples from Malaysia country as a case. The book carefully addresses and simplifies the issues of integrity in halal logistics and supply chain. It gathers findings from studies on halal supply chain integrity conducted in Malaysia, a leading country in halal production, to shed light on current issues, developments and future trends on the theory and practice of halal in the logistics sector. The book discusses factors such as halal quality assurance, trust and commitment and halal assets specificity, in particular. This book will be a useful reference to research scholars and professionals who wish to understand halal logistics and supply chain management and also the importance of protecting integrity of halal services and products.

Dieses Buch gibt einen Einblick in zentrale Strategien, Erfolgsgeschichten und die Umsetzung von Nachhaltigkeit in einzelnen Unternehmensbereichen. Nachhaltigkeit wird für Konsument:innen immer wichtiger und für Marken ist es von zunehmender Bedeutung, Haltung zu zeigen – in Bezug auf sämtliche Nachhaltigkeitsdimensionen. Denn Marken können einen entscheidenden Teil zum Wandel beitragen, ihn sogar initiieren und lenken. Für Markenmanager:innen ergeben sich damit diverse Herausforderungen und Fragen, u. a. zur Wirtschaftlichkeit nachhaltiger Strategien, zu rechtlichen Aspekten, zur optimalen Positionierung oder zur Glaubwürdigkeit der Maßnahmen.Eine Vielzahl renommierter Expert:innen beleuchtet das Thema in diesem Buch aus unterschiedlichen Perspektiven und für verschiedene Branchen – ein Werk sowohl für Praktiker:innen, als auch für Lehrende und Wissenschaftler:innen, die wertvolle Insights gewinnen wollen.Mit Beiträgen von:Elisa AdamProf. Dr. Nicole BöhmerProf. Dr. Michael BürkerProf. Dr. Sylvia Chan-OlmstedtMichele DilengeJan Dreyer Prof. Dr. Nicole FabischProf. Dr. Christian FeddersenProf. Dr. Michael FretschnerProf. Dr. Eva Ghazari-ArndtProf. Dr. Kai-Michael GrieseProf. Dr. Sandra GronoverBastian HamacherNoa-Sophie JägerDennis KotzoldProf. Dr. Ralf T. KreutzerPhilip MaloneyProf. Dr. Daniel MichelisThomas OttoLavinia Celina Rahmawati Liselotte RingeisAnnette RitterFranziska ScharfeProf. Dr. Benjamin SchulteJule ThömingSina TrumAnn-Katrin VoitHelena Wisbert

Sales is a CEO's job, or at least it should be. But many entrepreneurs and managers come from other disciplines such as legal, production or product marketing – or they may have inherited the business. In most companies, a sales director is responsible for the operational management of the sales department. However, sales also need to be considered strategically, in terms of the business, the products or even the target market, for which many entrepreneurs or sales managers unfortunately lack the time or even the knowledge.In this book, experienced interim managers reveal the most important and necessary strategic methods and approaches to maintain and lead competitiveness for years to come. Readers will benefit from the first-hand insights of prominent and internationally experienced interim managers such as Ulvi Aydin, Uwe Brüggemann, Michael Eckardt, Ulrich Girrbach, Elmar Gorich, Ralf Komor, Peter Kuhle, Siegfried Lettmann, Thomas Mertens, Stephan Rohe, Rainer Simmoleit and Stefan Zeiss. Practitioners and MBA students in particular will benefit from these insights into what makes strategic sales management successful.

Die Coronapandemie hat das Einkaufsverhalten und damit den Handel wesentlich beeinflusst. Die Erwartungen der Kundinnen und Kunden an ein nahtloses Omni-Channel-Angebot und einen entsprechenden Service steigen, was die Unternehmen vor zunehmende Herausforderungen stellt. Die Autorinnen und Autoren erläutern in zwölf Beiträgen, wie Geschäftsprozesse und Systeme auf Basis neuer Technologien aus der Perspektive der Kundschaft intelligent integriert und wie damit verbundene technische und organisatorische Herausforderungen bewältigt werden können. Sie beschäftigen sich mit aktuellen Veränderungen im Kaufverhalten − ob allgemein oder speziell im Zuge der Coronapandemie. Hier stehen u. a. die Regionalisierung des Einkaufverhaltens und die Förderung eines nachhaltigen Konsums im Fokus. Einen weiteren Themenschwerpunkt stellt die Anwendung und Akzeptanz neuer Technologien dar, u. a. virtueller Welten, digitaler Sprachassistenten und App-basierter Orientierungshilfen. Zudemwerden Kundenanforderungen an den stationären Handel vor, während und nach der Coronapandemie erläutert.

​This book provides an updated overview of the recent progress in the theoretical study of third-degree price discrimination. It is a marketing tactic and is said to be present if the unit price is different across different groups of buyers. Its welfare evaluation is often difficult because it entails two countervailing effects: on one hand, it exploits surplus from consumers who have high willingness-to-pay, but on the other hand, it generates gains from trade from consumers who otherwise would not purchase the good. Recognizing this difficulty, we provide new insights on evaluation of third-degree price discrimination in consideration of network effects and vertical product differentiation. Our analysis is particularly useful for the industries related to information and communication technologies (ICT) because these two elements characterize them. Furthermore, we also study the welfare effects of third-degree price discrimination under imperfect competition other than monopoly.At first, it seems that it may complicate the analysis under monopoly. However, we argue that the main thrusts of analysis under monopoly carry over to the case of oligopoly. We also take into account behavioral aspects and their implications for studying third-degree price discrimination. Overall, this book is designed to provide implications for contemporary management and policy issues by advancing theoretical issues in industrial organization.

Dieses Buch befasst sich mit dem Total Revenue Management (TRM), einem aufkommenden Konzept im Revenue Management, das die bestehenden Prinzipien und Instrumente des Revenue Managements in alle Gewinnbereiche einbezieht. Es ist ein professioneller Leitfaden für denoptimalen und innovativen Einsatz von TRM, um Wettbewerbsvorteile zu erzielen. Der Leser erhält einen umfassenden Einblick in die Strategien, Instrumente und Prinzipien des TRM, einschließlich bestehender und neu entstehender Ertragsströme entlang der Wertschöpfungskette. Der Autor bietet eine transparente und ganzheitliche Erklärung von Preisstrategien, Segmentierungsmethoden und Vertriebsprinzipien, die die Umsetzung von TRM in Unternehmen ermöglichen.

Dieses Buch beschäftigt sich mit dem innovativen und prozessorientierten Einsatz von digitalen Technologien im Vertrieb und untersucht systematisch die Potenziale und Erfolgsfaktoren, aber auch die Risiken der Digitalisierung in Vertriebsorganisationen. Renommierte Expertinnen und Experten aus Wissenschaft und Praxis bereiten fundierte und aktuelle Erkenntnisse systematisch und verständlich auf. Der erste Teil des Buches beinhaltet grundsätzliche Aspekte und Entscheidungsfelder, um die Digitalisierung des eigenen Vertriebs voranzubringen. Der zweite Teil stellt mit Fokus auf spezifische Technologien die Frage, ob, wo und wie man diese im Vertrieb nutzen kann. Im dritten Teil geht es darum, Effektivität und/oder Effizienz des Vertriebs durch Digitalisierung zu erhöhen. Dieses Herausgeberwerk richtet sich an Praktiker in Vertrieb und Marketing, Lehrende, Forschende und Studierende, aber angesichts der immensen Bedeutung des Vertriebs für den Unternehmenserfolg auch an alleanderen Personenkreise, die mit der digitalen Transformation von Unternehmen befasst sind.Die erste Auflage dieses Buches gehört zu den downloadstärksten Büchern im deutschsprachigen E-Paket „Business and Economics“ von Springer. Die nun vorliegende 2. Auflage wurde vollständig überarbeitet und um zahlreiche neue Beiträge erweitert.„Vertrieb bedeutete immer schon Wandel. Doch noch nie gab es eine solche Dynamik, einen solchen Transformationsdruck wie heute. Um die vertrieblichen Potenziale neuer Technologien im Vertrieb effektiv und effizient nutzen zu können, müssen Unternehmen Ansätze entwickeln, die auf vertrieblichen Kernkompetenzen und -prozessen basieren. Nicht die Technologien selbst führen zum Erfolg, sondern die konsequente Anwendung im Rahmen einer übergeordneten Vertriebsstrategie. Das vorliegende Werk schafft Orientierung in stürmischen Zeiten.“ (Prof. Dr. Dr. h.c. mult. Hermann Simon)

This book describes how an optimal store design can contribute to the well-being of the customer and to differentiation from online retail. From an academic and practical perspective, with contributions from renowned academics and companies, it shows how a coherent store design can be created in harmony with the retail brand.The central challenge here is the conscious orchestration of the diverse sensory stimuli. How can the many sources of stimuli be controlled? Which shelf shape goes with which light, colour and sound? Dealing with the variety of stimuli in a store environment can quickly become complex and incongruence can have a decisive negative impact on the well-being of customers. A customer-centric store environment therefore focuses on the well-being of people. Renowned scientists and traders show the state of the science on these issues and give valuable suggestions for the trade. With best practice examples and valuable suggestions for practical implementation

This book examines key aspects of selling and the sale of goods and services in B2C and B2B. Renowned scholars and practitioners contributed their expertise with a wide range of articles about how to serve customers and the role of selling and sales. Their research results and practical experiences can be used as a basis for further research as well as implemented by small, medium-sized and globally operating companies. The 13 chapters are organized in four parts, starting with (I) value creation and selling services, followed by (II) business negotiations and sales in B2B, (III) using technology and innovation to increase sales and study consumers, and finishing with two chapters about sales competencies on the one hand and a critical piece about consumption on the other hand under (IV) selling more or consuming less?The European perspective adopted in the book provides both international researchers and entrepreneurs, as well as those already working in Europe, with a better understanding of the market and the dynamics in the consumer and business sectors.Excerpt from the contentThe meaning of value creation and value-in-use in selling servicesThe vital role of pricing, customer participation, and the responsibilities of front-line employeesHow to negotiate the sale in B2B and purchase of three distinct types of business servicesHow, why, and under which circumstances retailers are considering machine learning forecasting methods to increase salesProposal for an autonomous consumer business, which is about fully automating transactions between a seller and a buyerHow the Net Promoter Score works and why it can be both beneficial but also viewed skepticallyWhich specific competencies sales professionals must possess to succeed and sell well The downsides and threats of our economic system with a single-minded focus on thegrowth of sales or revenues

Global disruption, new technologies and changing consumer habits are causing turmoil in the supply chain industry. This book shows businesses how to remain resilient in this dynamic new environment.The supply chain crisis of 2021 exposed the necessity of a sustainable supply chain. The Fourth Industrial Revolution has transformed our society and economy. The logistics and supply chain industry continues to be innovated by automation, blockchain and sustainability. Amid all this volatility, it is vital for businesses to not only protect their operations from disruption, but to rise to the challenge that these innovations pose to become game-changers in their sectors.Now in its second edition, Logistics and Supply Chain Innovation provides vital insight into the major trends transforming the supply chain and logistics industry. Featuring a new section on the role of technologies in reducing carbon emissions, case studies from companies such as Amazon, Alibaba, Maersk, UPS and DHL, as well as a full update of all existing content on crowd sourcing and shipping, on-demand delivery, autonomous vehicles and more, Logistics and Supply Chain Innovation is the essential guide to thriving in a rapidly developing logistics landscape. Online supporting resources include PowerPoints and sample case studies.

A Financial Times Best Book of the Year.A sweeping and original history of how economists across two centuries have thought about inequality, told through portraits of six key figures.“How do you see income distribution in your time, and how and why do you expect it to change?” That is the question Branko Milanovic imagines posing to six of history's most influential economists: François Quesnay, Adam Smith, David Ricardo, Karl Marx, Vilfredo Pareto, and Simon Kuznets. Probing their works in the context of their lives, he charts the evolution of thinking about inequality, showing just how much views have varied among ages and societies. Indeed, Milanovic argues, we cannot speak of “inequality” as a general concept: any analysis of it is inextricably linked to a particular time and place.Visions of Inequality takes us from Quesnay and the physiocrats, for whom social classes were prescribed by law, through the classic nineteenth-century treatises of Smith, Ricardo, and Marx, who saw class as a purely economic category driven by means of production. It shows how Pareto reconceived class as a matter of elites versus the rest of the population, while Kuznets saw inequality arising from the urban-rural divide. And it explains why inequality studies were eclipsed during the Cold War, before their remarkable resurgence as a central preoccupation in economics today.Meticulously extracting each author's view of income distribution from their often voluminous writings, Milanovic offers an invaluable genealogy of the discourse surrounding inequality. These intellectual portraits are infused not only with a deep understanding of economic theory but also with psychological nuance, reconstructing each thinker's outlook given what was knowable to them within their historical contexts and methodologies.

This edited volume presents state-of-the-art research that can leverage large-scale sensory data collected in grocery/retail stores where a single customer visit may generate nearly 10,000 data points. For decades, retail shelf space optimization has been confined to the analysis of product allocation decisions over a limited number of shelves, often taken in isolation. Such models incorporated interesting concepts relating to space and cross-space elasticity in the design of planograms. Although useful, these models have not addressed the bigger picture of planning store shelf space in a more holistic manner. It is important to note that the space planning analytics in the book are particularly important in an era where e-commerce is on the rise and brick-and-mortar retailing is declining and experiencing severe crises (the retail apocalypse).This is the first research-oriented book that examines novel problems in store space analytics, triggered by modern-day sensorytechnologies, customer trackers, and transactional tools (point-of-sales, etc.). In fact, such transformative technologies have prompted the development of new and exciting business practices, accompanied by the need for powerful data-driven models and analyses in retail shelf space and layout planning. The book will facilitate developing algorithms and decision tools that allow a better leverage of the data collected from these mediums.

This book helps salespeople decode jargon and doublespeak commonly heard during the selling process and offers tips on how to move beyond ambiguous terminology and close the deal. Sorted into sales, marketing and management sections, Sales on the Go breaks each area down into five easy Q & A segments that highlight the most common and easily misunderstood phrases, comments, statements, and questions that salespeople hear every day. What to do when you encounter these phrases is spelled out in a simple to find, and easy to follow format which makes this book appealing to everyone with a sales job, whether you're just starting out or have years of experience.

Diversität ist mittlerweile und auch zukünftig ein starkes Marketing- und Sales-Instrument. Diversität – im Sinne von Vielfalt – in Marketing und Vertrieb macht Marken und Menschen, Teams und Unternehmen deutlich produktiver, profitabler und auch innovativer. Vorrangig geht es um das Schaffen eines wertschätzenden und motivierenden Miteinanders im wirtschaftlichen Kontext durch die Inklusion von Mitarbeiter:innen verschiedenster Facetten. Im Zentrum steht, Ressentiments abzubauen und eine Gesellschaft und Wirtschaft zu schaffen, die gerade durch diese Inklusion über sich hinauswachsen kann und wird. Vor einem marktwirtschaftlichen Hintergrund sollen zum einen potenzielle Mitarbeiter:innen durch das Beachten und Wertschätzen deren vielfältiger Hintergründe und Lebensläufe gewonnen und gehalten werden. Zum anderen sollen Marketing- und Vertriebszielgruppen angesprochen werden, die sich bislang im Rahmen von Markenkommunikation nicht adäquat adressiert oder sogar ausgeschlossen fühlten. Die Ansprache, Anerkennung und Wertschätzung heterogener Zielgruppen stellt eine neuartige und zugleich zukunftsträchtige Option im Rahmen des Gewinnens und Bindens von (potenziellen) Kund:innen und Mitarbeiter:innen dar. Das Ziel dieses Buchs ist es daher, Einblicke in den bezüglich Inhalt und Tonalität zielgruppenadäquaten Umgang mit dem Thema Vielfalt im Rahmen von Marketing, PR, Kommunikation und Vertrieb zu geben.Die Bedeutung, Entwicklung und Berücksichtigung der Themen Diversität und insb. Gender werden in diesem Buch anhand von Best-Practice-Beispielen aus der Erfahrung und Perspektive von Agenturen, Beratungen und Unternehmen dargestellt.

In rapidly developing emergencies, it is vital for aid agencies to understand how to establish an agile supply chain that resists the chaos of a crisis and can cater to unknown needs. Now in its fourth edition, Humanitarian Logistics presents chapters from a wide range of academics and practitioners and offers cutting edge research into how complex problems such as distribution of the COVID-19 vaccine and provision of relief to victims of natural disasters can be solved. New chapters cover topics such as cash-based humanitarian logistics (HL) systems, sustainability in a HL context and providing logistics services for humanitarian relief.In recent years, a number of global crises have highlighted the critical role that logistics plays in humanitarian response. There is a vital need to understand how to conduct operations in confused and swiftly changing environments. This book is essential reading for anyone who needs to understand how to effectively manage supply networks during a rapidly developing emergency.

Every company wants to turn its customers into true and lifelong fans. In this book, Roman Becker and Gregor Daschmann, the discoverers of the Fan Principle and FANOMICS, demonstrate how this can be actually accomplished. They transfer the mechanisms of fan relationships from sports, music, and art to those between companies and customers. What turns a customer into a “fan” customer? How are these identified? And how can the Fan Rate be managed and even increased? This book provides answers to all these questions. Based on surveys and interviews with more than 100,000 respondents, it becomes clear that fans have the highest customer value and therefore contribute significantly to the economic success of a company. However, in order to win fan customers and increase these numbers, a complete rethinking of customer relationship management and a departure from the customary key performance indicators is necessary. Takingthis path is extremely worthwhile. Fan customers have an emotional connection to their provider and form a new, reliable “currency” - both as direct buyers and as active ambassadors.This a must-read for all business decision-makers who want to improve the quality of their customer relationships, while saving money and achieving more than just short-term success.From the contents:- Definition of fan customers and what “emotional customer loyalty” means- Distinct value of the fan customer as a value-added partner and ambassador- FANOMICS as a management program in customer relationship management- Concrete suggestions for implementing FANOMICS - Best practices and illustrative examples of tops and flops from the business world

After more than 40 years in the retail loyalty business Richard Beattie, founder and chairman of the world-leading, pioneering loyalty giant TCC, shares fifty essential lessons about shopper behaviour, delivering key insights into how to create successful customer loyalty programmes in an ever-changing retail landscape. Based on the many thousands of loyalty solutions that TCC has designed for its partners over the course of three decades as well as the company's extensive research into shopper behaviour, this book is an invaluable, in-depth resource for retail professionals at any level who are seeking to understand the past, present and future of loyalty and want to: discover how loyalty campaigns can drive increased revenue and growth design loyalty campaigns for their business and measure their success create deep and enduring emotional connections with customers be a force for positive change in the community keep up with retail trends and stay ahead of the competition. Discover the key components of successful loyalty campaigns and learn how this industry expert has helped numerous global retailers change shopper behaviour.

This book shows media salespeople the optimal sales process using a structured step-by-step guide: Using a sales navigator, it accompanies sellers from the media business through different roads and guides them from the start - the search for suitable customer potential - to the goal: closing the sale.The author points out all the construction sites and detours, such as objections or tactical price negotiations, but also shortcuts, such as recognizing early buying signals. After all, the sales process always follows a clear structure, and knowing this structure, practicing the appropriate techniques, and applying them again and again can lead to noticeably more sales.A compact and easy-to-read book, peppered with personal experience reports from sales and media professional Ricky McKenna, whose tips will help you achieve ambitious sales goals even in difficult economic times.

This book presents developments and future trends in e-commerce, which is shaped by customers'new digital communication and consumption patterns. Gerrit Heinemann sheds light on e-commerce business models, channel excellence as well as success factors such as digital time advantages and customer centricity. He analyzes the digital challenges and highlights the consequences and opportunities associated with online commerce. Recognized best practices illustrate how successful digital commerce works and what the'lessons learned'of the past years are. The 13th edition describes which new approaches will shape the future of online retail and which developments will remain long-term issues. While, for example, app and smartphone commerce, including mobile payment, continue to be long-running issues, the environmental issue is coming at online commerce with a concentrated charge. This means that people's growing need for more sustainability and consideration for the environment hasnow also arrived in e-commerce. This work is therefore devoted to sustainable e-commerce in the context of online logistics, which runs counter to the new trend towards quick commerce. The topics of climate neutrality and returns management are also increasingly coming into focus. In addition, current topics such as the marketplace theme and social commerce will be explored in greater depth. Furthermore, numerous new legal requirements are taken into account, which place increased obligations on marketplace operators in particular. The content - Meta-targeting and business ideas in online retailing - Business model of online trade - Forms of online trade - Business systems and benchmarks in e-commerce - Best practices and risks in online retailing

Geringe Motivation der Mitarbeiter, niedrige Erfolgsquoten – viele Unternehmen sind mit den Leistungen des Vertriebs nicht zufrieden. Dieses Buch zeigt, wie das Leistungslevel von international aufgestellten Vertriebsteams mithilfe von Result Framing deutlich verbessert werden kann – und das ohne zeit- und kostenintensive Trainings. Result Framing als Steuerungstool lässt sich mit einem Navigationssystem vergleichen: Vertriebsmitarbeiter werden mittels eines Handlungsrahmens, eines „Frame“ mit einheitlichen Tasks und Standards, auf dem kürzesten und effizientesten Weg zum Ziel geführt – dem Verkaufserfolg. In der Folge erhöht sich die Abschlussquote, wodurch Unternehmen mehr Planungssicherheit haben. Insbesondere Unternehmen mit heterogenen Vertriebsteams hilft dieser Handlungsrahmen, Vertriebsmitarbeiter auf einen einheitlichen Kurs zu bringen.Das Buch gliedert sich in drei Teile. Im ersten Teil erläutern die Autoren, warum und woran es in der Vertriebssteuerung, so wie siederzeit in international agierenden Unternehmen praktiziert wird, hapert. Im zweiten Teil stellen sie die Problemlösungen vor, die die Methodik des Result Framing bietet. Acht Result-Framing-Prinzipien sind als strategische Steuerungsinstrumente auf die einzelnen Denk- und Handlungsschritte in der professionellen Vertriebspraxis abgestimmt. Die Umsetzung des Result Framing in der Vertriebspraxis wird im dritten Teil des Buchs anhand von anschaulichen Beispielen beschrieben. Dabei analysieren die Autoren typische Fallstricken und identifizieren hilfreiche Treiber.Neu in der 3. Auflage: Wie Sie Big-Kunden, eine spezielle Form von Wachstumskunden, identifizieren und entwickeln. Das Buch richtet sich an Unternehmer sowie an Vorstände, Geschäftsführer, Vertriebs- und Verkaufsleiter in Unternehmen.

This is the third edition of a popular introductory guide to the function and future of the air cargo supply chain, an industry which responded with remarkable efficiency when faced with the challenges and impact of the COVID-19 pandemic. The book reviews the role and strategy of air cargo and its contribution to world trade and international economies. This industry, which accounts for more than 35% of the world's trade in value, will be even more vital in the coming years. Building on the success of previous editions, Air Cargo Management now puts the emphasis on basic functionality, economics and historical precedents, but most of all it focuses on how traditional legacy methods are being replaced by the adoption of technologies and cloud-based applications – new methods which are changing and streamlining the entire industry. The book reviews the supply chain process and the technology applications as well as the effects of the pandemic and the fundamental lack of cargo capacity hitherto supplied by passenger aircraft. It also explores the increased use of freighter aircraft and the need for faster and more efficient processing, particularly on the ground and in road transport. The third edition features new content on: Security and crime, including pharmaceutical counterfeiting and fraud The role of airports and road feeder services Typical air cargo products, including the heavy-lift sector Regulations and treaties Aircraft in use, historically and currently New technologies The book is illustrated with statistical evidence, examples and photographs and is enriched with comments from industry leaders and experienced professionals. The style and breadth of content are designed to be easily readable and should be of practical interest to anyone either currently working in the logistics, supply chain or transport industries, or contemplating a career in this sector.

Tech SEO Guide provides a reference for everyone who works on the technical side of SEO. SEO has always had a technical component but over the last several years, the technical challenges are increasing as websites deliver richer and more engaging experiences. Those experiences can make it harder for Google to crawl a website and rank a website in search results. Given how important organic search rankings can be for a website's traffic, it is more important than ever to make sure the technical fundamentals are in place to support a website's SEO performance.SEO professionals includes marketers, developers, programmers, UX professionals, designers, and business executives because technical SEO impacts and overlaps with so many different areas of a business. Because the book addresses a wider audience, it provides technical details but also includes higher-level discussions about how search engines and robots work too. There are many different aspects of technical SEO and it is difficult to keep track of every detail, especially for people who only work on technical SEO matters on an occasional basis. Because of that, this guide book can be read all at once for those wanting to study technical SEO in detail or it can be read a paragraph at a time, allowing people to refer back to quickly jog their memory or review a complex topic. Each chapter walks through a different area of technical SEO, addressing specific scenarios and questions about that particular area. After discussing each section, the chapter will conclude with a summary of the important items to measure and monitor related to that section.What You Will LearnWhat factors to keep in mind as you begin a redesign of the websiteHow to evaluate technical factors to see if a technical configuration is causing traffic to dropHow to perform regular audits of a website to identify problems or areas of opportunityWho This Book is ForMarketers, developers, programmers, UX professionals, designers, and business executives

Contributing to research, knowledge, and discourse on humanitarian logistics and supply chains in Africa, Supply Networks in Developing Countries introduces a unique perspective on the developing world, and how their supply networks can be enhanced and optimized. The authors highlight the 4th Industrial Revolution, information technology, reverse logistics, supply chain modelling and block-chains, and how these can be the key to strengthening humanitarian logistics in developing countries. It discusses humanitarian supply chain management issues in relation to the increasing numbers of disasters and the complexity and magnitude of global emergency relief operations. By exploring the roles and responsibilities of major stakeholders including donors, relief agencies, NGOs, governments, academia and cooperate business, this book provides the skills and knowledge needed to manage supply chains in both unpredictable and dire environments.

This book shows how logistics service providers can develop viable strategies for sustainable growth and thus position themselves for the future. The logistics industry is changing rapidly, and in this one of the most fiercely competitive industries, predominantly stationary distribution organizations are helping to keep their own companies on track for success. However, the existence of these companies has never been more at risk than it is today, as most not only have outdated IT, but also a deficient distribution structure. Especially during the high rate increases of recent years, most companies fell far short of their earnings potential. In terms of volume, they are no longer growing at a sufficient rate or are even risking their continued existence.The author explains the new rules for success in the logistics industry using examples and shows step by step which trends the future will bring and which strategies must be used to meet these demands today. The book also makes clear how logistics companies can establish a lasting high-performance culture in their sales department and how they can succeed in winning over sales staff and retaining them in the long term.

Dieses Buch befasst sich mit dem B2B-Softwarekauf, den relevanten Buyer Personas, den kaufbezogenen digitalen Interaktionen und deren Knotenpunkten („Hubs“). Die Autorin präsentiert eigene Forschungserkenntnisse aus der Industrie und leitet daraus praxisnahe Konzepte und Inhalte ab.Mehr als zwei Drittel der Interaktionen im B2B-Kaufprozess werden heute digital und vorzugsweise autonom ausgeführt. Der späte Einstieg der Vertriebsbeauftragten in den Kaufprozess schwächt die Einfluss- und Erfolgschancen des persönlichen Vertriebs. Digitale Kundeninteraktionen gewinnen an hoher Bedeutung. Dutzende von Touchpoints und eine Vielfalt an Interaktionsoptionen – wie z. B. Beiträge in sozialen Medien und Fach-Communitys, Testversionen, YouTube-Videos, Webinare, Whitepapers, Kundenstimmen etc. – fließen in die B2B Buyer's Journey ein und überfordern Anbieter bei ihrem Versuch, die potenziellen Käufer online zu erreichen.Anna Selent identifiziert neun Digital Interaction Hubs (DIHs) im B2B-Kauf und -Verkaufsprozess, die einen innovativen Zugang zu den relevantesten Anbieter-Käufer-Interaktionen darstellen und die Komplexität reduzieren. Diese bilden das Grundgerüst für einen käuferadäquaten Online-Auftritt der Webseite des Anbieters und seiner digitalen Vertriebs- und Marketingaktivitäten auf externen Plattformen. Sie zeigt, wie Gestaltungs- und Handlungsempfehlungen dem Anbieter dabei helfen, die DIHs schrittweise auf- und auszubauen und optimal im Vertriebs- und Vermarktungsprozess der B2B-Angebote zur Kundengewinnung einzusetzen. Damit erreichen die Anbieter ihre potenziellen Käufer während des gesamten Kaufzyklus, und zwar unabhängig davon, wann und wie die einzelnen Buyer's Journeys von relevanten Buyer Personas verlaufen. Das Buch ist ein Leitfaden für den Aufbau oder Relaunch der Webseite mit konkreter inhaltlicher Ausgestaltung und vertrieblicher Schwerpunktsetzung. Marketing- und Vertriebsverantwortliche erhalten wertvolle Einsichten und Impulse zu den Themen der digitalen Kundeninteraktionen.„Eine Arbeit, die wirklich relevant ist für das Industriemarketing und die mit den Digital Interaction Hubs einen wesentlichen Schritt im ganzen Dschungel des digitalen Marketings weiterführt“. Prof. em. Dr. Christian Belz, Universität St.Gallen

Bachelor Thesis from the year 2021 in the subject Business economics - Trade and Distribution,, course: Bachelor of Business (Honours) in Global Supply Chain Management, language: English, abstract: This study aims to scrutinize the extent of the repercussions of Brexit coupled with the compounded effects of the COVID-19 pandemic on the Irish cheese sector, a segment profoundly intertwined with the UK market. The investigation sheds light on the challenges and upheavals faced by the sector amidst a time of political and health crises, with a particular focus on the immediate responses and adaptations of the stakeholders in this sector. In 2016, a majority of British citizens, through a referendum, decided to exit the EU single market — a move prophesied by many as a'lose-lose'situation for both the EU and the United Kingdom (UK). Especially impacted is the Republic of Ireland, which remained in the EU, owing to its historical connections, geographical proximity, and significant economic exposure to the UK market. This study narrows down its focus on the Irish cheese sector, which heavily relies on the UK market, being the primary export market for products such as cheese. Utilizing a cross-sectional survey methodology, quantitative data were gathered from stakeholders in the Irish cheese sector to pinpoint the impacts of Brexit and the COVID-19 pandemic on the market. An online questionnaire was disseminated to 15 respondents to garner deeper insights into the current market landscape.