Marketing Metrics: The Definitive Guide to Measuring Marketing PerformancePearson Education, 8. jan. 2010 - 432 sider Marketing Metrics: The Definitive Guide to Measuring Marketing Performance, Second Edition, is the definitive guide to today’s most valuable marketing metrics. In this thoroughly updated and significantly expanded book, four leading marketing researchers show exactly how to choose the right metrics for every challenge and expand their treatment of social marketing, web metrics, and brand equity. They also give readers new systems for organizing marketing metrics into models and dashboards that translate numbers into management insight.
The authors show how to use marketing dashboards to view market dynamics from multiple perspectives, maximize accuracy, and “triangulate” to optimal solutions. You’ll discover high-value metrics for virtually every facet of marketing: promotional strategy, advertising, and distribution; customer perceptions; market share; competitors’ power; margins and pricing; products and portfolios; customer profitability; sales forces and channels; and more. For every metric, the authors present real-world pros, cons, and tradeoffs--and help you understand what the numbers really mean.
This edition introduces essential new metrics ranging from Net Promoter to social media and brand equity measurement. Last, but not least, it shows how to build comprehensive models to support planning--and optimize every marketing decision you make:
· Understand the full spectrum of marketing metrics: pros, cons, nuances, and application · Quantify the profitability of products, customers, channels, and marketing initiatives · Measure everything from “bounce rates” to the growth of your web communities · Understand your true return on marketing investment--and enhance it
This award-winning book will show you how to apply the right metrics to all your marketing investments, get accurate answers, and use them to systematically improve ROI.
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... PORTFOLIO MANAGEMENT 109 5 CUSTOMER PROFITABILITY 153 6 SALES FORCE AND CHANNEL MANAGEMENT 181 7 PRICING STRATEGY 219 8 PROMOTION 263 9 ADVERTISING MEDIA. Acknowledgments ix About the Authors xi Foreword xiii. vii Contents.
... PROMOTION 263 9 ADVERTISING MEDIA AND WEB METRICS 287 10 MARKETING AND FINANCE 337 11 THE MARKETING METRICS X-RAY 357 12 SYSTEM OF METRICS 369 Appendix A SURVEY OF MANAGERS' USE OF METRICS 385 Bibliography 393 Endnotes 397 Index 405 ...
... promotional scenarios. Increasingly, marketers are held accountable for the financial ramifications of their decisions. Observers have noted this trend in graphic terms: “For years, corporate marketers have walked into budget meetings ...
... promotional strategy, advertising, and distribution, for example. Each chapter is composed of sections devoted to specific concepts and calculations. We must present these metrics in a sequence that will appear somewhat arbitrary. In ...
... Promotions The Trade Advertising Agency □ Chapter 8––Promotion: Temporary price promotions, coupons, rebates, and trade allowances. □ Chapter 9––Advertising Media and Web Metrics: The central measures of advertising coverage and ...
Indhold
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27 | |
3 MARGINS AND PROFITS | 65 |
4 PRODUCT AND PORTFOLIO MANAGEMENT | 109 |
5 CUSTOMER PROFITABILITY | 153 |
6 SALES FORCE AND CHANNEL MANAGEMENT | 181 |
7 PRICING STRATEGY | 219 |
8 PROMOTION | 263 |
10 MARKETING AND FINANCE | 337 |
11 THE MARKETING METRICS XRAY | 357 |
12 SYSTEM OF METRICS | 369 |
SURVEY OF MANAGERS USE OF METRICS | 385 |
Bibliography | 393 |
Endnotes | 397 |
Index | 405 |
9 ADVERTISING MEDIA AND WEB METRICS | 287 |