Nigel F Piercy – författare

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24 produkter

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24 produkter

Strategic Customer Management
Strategizing the Sales Organization
AvNikala Lane,Nigel F Piercy
E-bok
PDF, Engelska, 2009
732 kr
Läs direkt efter köp
A revolution is taking place in the way companies organize and manage the ''front-end'' of their organization, where it meets its customers.Traditional concepts of sales management, account management, and customer service are being overtaken by initiatives like customer business development, the strategic sales organization, and strategic customer management. This book aims to provide insights into how this revolution is unfolding and to provide a framework for executives and management students to address the issues involved. The book focuses on the transformation of the traditional sales organization into a strategic forceleading the strategic customer management process in companies.Traditionally, the area of sales management has mainly been treated as a tactical, operational topic in the conventional marketing literature - simply part of the communications mix within the planned marketing programme. However, the emergence of major customers as dominant buyers in many sectors as a result of pressures towards consolidation and enhanced scale of operations, is changing the way in which sales issues are addressed in supplier organizations. The growth of new forms ofbuyer-seller relationship based on collaboration and partnering has encouraged organizations to reconsider the sales and account management operation as an important source of competitive differentiation in commoditized markets. Increasingly, sales is being perceived as a central part of business strategy andattention given to the challenges in better aligning sales processes with strategy. This has many implications for the design of the sales organization and its management strategy, which go far beyond the confines of conventional marketing views.
Strategic Customer Management
Strategizing the Sales Organization
AvNikala Lane,Nigel F Piercy
E-bok
Engelska, 2009
667 kr
Läs direkt efter köp
A revolution is taking place in the way companies organize and manage the ''front-end'' of their organization, where it meets its customers.Traditional concepts of sales management, account management, and customer service are being overtaken by initiatives like customer business development, the strategic sales organization, and strategic customer management. This book aims to provide insights into how this revolution is unfolding and to provide a framework for executives and management students to address the issues involved. The book focuses on the transformation of the traditional sales organization into a strategic forceleading the strategic customer management process in companies.Traditionally, the area of sales management has mainly been treated as a tactical, operational topic in the conventional marketing literature - simply part of the communications mix within the planned marketing programme. However, the emergence of major customers as dominant buyers in many sectors as a result of pressures towards consolidation and enhanced scale of operations, is changing the way in which sales issues are addressed in supplier organizations. The growth of new forms ofbuyer-seller relationship based on collaboration and partnering has encouraged organizations to reconsider the sales and account management operation as an important source of competitive differentiation in commoditized markets. Increasingly, sales is being perceived as a central part of business strategy andattention given to the challenges in better aligning sales processes with strategy. This has many implications for the design of the sales organization and its management strategy, which go far beyond the confines of conventional marketing views.
Oxford Handbook of Strategic Sales and Sales Management
AvNigel F. Piercy,Kenneth Le Meunier-FitzHughm. fl.
E-bok
PDF, Engelska, 2012
585 kr
Läs direkt efter köp
The Oxford Handbook of Strategic Sales and Sales Management is an unrivalled overview by leading academics in the field of sales and marketing management. Sales theory is experiencing a renaissance driven by a number of factors, including building profitable relationships, creating/delivering brand value, strategic customer management, sales and marketing relationships, global selling, and the change from transactional to customer relationship marketing. Escalating sales and selling costs require organisations to be more focused on results and highlight the shifting of resources from marketing to sales. Further the growth in customer power now requires a strategic sales response, and not just a tactical one. The positioning of sales within the organisation, the sales function and sales management are all discussed. The Handbook is not a general sales management text about managing a sales force, but will fill a gap in the existing literature through consolidating the current academic research in the sales area. The Handbook is structured around four key topics. The first section explores the strategic positioning of the sales function within the modern organisation. The second considers sales management and recent developments. The third section examines the sales relationship with the customer and highlights how sales is responding to the modern environment. Finally, the fourth section reviews the internal composition of sales within the organisation. The Handbook will provide a comprehensive introduction to the latest research in sales management, and is suitable for academics, professionals, and those taking professional qualifications in sales and marketing.
Oxford Handbook of Strategic Sales and Sales Management
AvNigel F. Piercy,Kenneth Le Meunier-FitzHughm. fl.
E-bok
Engelska, 2012
585 kr
Läs direkt efter köp
The Oxford Handbook of Strategic Sales and Sales Management is an unrivalled overview by leading academics in the field of sales and marketing management. Sales theory is experiencing a renaissance driven by a number of factors, including building profitable relationships, creating/delivering brand value, strategic customer management, sales and marketing relationships, global selling, and the change from transactional to customer relationship marketing. Escalating sales and selling costs require organisations to be more focused on results and highlight the shifting of resources from marketing to sales. Further the growth in customer power now requires a strategic sales response, and not just a tactical one. The positioning of sales within the organisation, the sales function and sales management are all discussed. The Handbook is not a general sales management text about managing a sales force, but will fill a gap in the existing literature through consolidating the current academic research in the sales area. The Handbook is structured around four key topics. The first section explores the strategic positioning of the sales function within the modern organisation. The second considers sales management and recent developments. The third section examines the sales relationship with the customer and highlights how sales is responding to the modern environment. Finally, the fourth section reviews the internal composition of sales within the organisation. The Handbook will provide a comprehensive introduction to the latest research in sales management, and is suitable for academics, professionals, and those taking professional qualifications in sales and marketing.
Strategic Customer Management
Strategizing the Sales Organization
AvNigel F Piercy,Nikala Lane
Inbunden, Engelska, 2009
1 283 kr
Skickas inom 5-8 vardagar
A revolution is taking place in the way companies organize and manage the 'front-end' of their organization, where it meets its customers. Traditional concepts of sales management, account management, and customer service are being overtaken by initiatives like customer business development, the strategic sales organization, and strategic customer management. This book aims to provide insights into how this revolution is unfolding and to provide a framework for executives and management students to address the issues involved. The book focuses on the transformation of the traditional sales organization into a strategic force leading the strategic customer management process in companies.Traditionally, the area of sales management has mainly been treated as a tactical, operational topic in the conventional marketing literature - simply part of the communications mix within the planned marketing programme. However, the emergence of major customers as dominant buyers in many sectors as a result of pressures towards consolidation and enhanced scale of operations, is changing the way in which sales issues are addressed in supplier organizations. The growth of new forms of buyer-seller relationship based on collaboration and partnering has encouraged organizations to reconsider the sales and account management operation as an important source of competitive differentiation in commoditized markets. Increasingly, sales is being perceived as a central part of business strategy and attention given to the challenges in better aligning sales processes with strategy. This has many implications for the design of the sales organization and its management strategy, which go far beyond the confines of conventional marketing views.
The Oxford Handbook of Strategic Sales and Sales Management
AvKenneth Le Meunier-Fitzhugh,David W. Cravenm. fl.
Inbunden, Engelska, 2011
2 894 kr
Skickas inom 5-8 vardagar
The Oxford Handbook of Strategic Sales and Sales Management is an unrivalled overview by leading academics in the field of sales and marketing management. Sales theory is experiencing a renaissance driven by a number of factors, including building profitable relationships, creating/delivering brand value, strategic customer management, sales and marketing relationships, global selling, and the change from transactional to customer relationship marketing. Escalating sales and selling costs require organisations to be more focused on results and highlight the shifting of resources from marketing to sales. Further the growth in customer power now requires a strategic sales response, and not just a tactical one. The positioning of sales within the organisation, the sales function and sales management are all discussed. The Handbook is not a general sales management text about managing a sales force, but will fill a gap in the existing literature through consolidating the current academic research in the sales area. The Handbook is structured around four key topics. The first section explores the strategic positioning of the sales function within the modern organisation. The second considers sales management and recent developments. The third section examines the sales relationship with the customer and highlights how sales is responding to the modern environment. Finally, the fourth section reviews the internal composition of sales within the organisation. The Handbook will provide a comprehensive introduction to the latest research in sales management, and is suitable for academics, professionals, and those taking professional qualifications in sales and marketing.
The Oxford Handbook of Strategic Sales and Sales Management
AvDavid W. Cravens,Kenneth Le Meunier-FitzHughm. fl.
Häftad, Engelska, 2012
755 kr
Skickas inom 7-10 vardagar
The Oxford Handbook of Strategic Sales and Sales Management is an unrivalled overview by leading academics in the field of sales and marketing management. Sales theory is experiencing a renaissance driven by a number of factors, including building profitable relationships, creating/delivering brand value, strategic customer management, sales and marketing relationships, global selling, and the change from transactional to customer relationship marketing. Escalating sales and selling costs require organizations to be more focused on results and highlight the shifting of resources from marketing to sales. Further the growth in customer power now requires a strategic sales response, and not just a tactical one. The positioning of sales within the organization, the sales function, and sales management are all discussed. The Handbook fills a gap in the existing literature through consolidating the current academic research in the sales area. The Handbook is structured around four key topics. The first section explores the strategic positioning of the sales function within the modern organization. The second considers sales management and recent developments. The third section examines the sales relationship with the customer and highlights how sales is responding to the modern environment. Finally, the fourth section reviews the internal composition of sales within the organization. The Handbook will provide a comprehensive introduction to the latest research in sales management, and is suitable for academics, professionals, and those taking professional qualifications in sales and marketing.
Market-Led Strategic Change
Transforming the process of going to market
AvNigel F. Piercy
Inbunden, Engelska, 2016
3 404 kr
Skickas inom 10-15 vardagar
Market-Led Strategic Change, 5th edition, has been fully revised and updated to reflect the realities of 21st century business and the practical issues for managers in the process of going to market. The world of business has changed dramatically, with a more complex environment, more demanding customers and radical new ways of going to market. This textbook develops a value-based strategy examining the roles of market sensing, customer value, organizational change and digital marketing in the implementation of strategy.This much-anticipated new edition has been carefully updated, now with Nigel Piercy’s unique and clear-sighted views on the latest developments in marketing strategy, retaining Piercy’s insightful, witty and provocative style. The text is supported throughout with brand new case studies from globally recognised companies such as Uber and Volkswagen, and covering topical issues such as the legalisation of marijuana and reinventing the healthcare business. Lecturers are assisted with a newly expanded collection of support materials including PowerPoint slides for each chapter, suggested frameworks for using the case studies in teaching, and case studies from previous editions.If you're an ambitious marketing student or practitioner, whether you are new to strategic change through marketing or just want a different view, this is the book for you. Lecturers will find this engaging, funny, thought-provoking but always practical textbook is a sure way to get your students thinking and enthused.
Market-Led Strategic Change
Transforming the process of going to market
AvNigel F. Piercy
Häftad, Engelska, 2016
1 019 kr
Skickas inom 10-15 vardagar
Market-Led Strategic Change, 5th edition, has been fully revised and updated to reflect the realities of 21st century business and the practical issues for managers in the process of going to market. The world of business has changed dramatically, with a more complex environment, more demanding customers and radical new ways of going to market. This textbook develops a value-based strategy examining the roles of market sensing, customer value, organizational change and digital marketing in the implementation of strategy.This much-anticipated new edition has been carefully updated, now with Nigel Piercy’s unique and clear-sighted views on the latest developments in marketing strategy, retaining Piercy’s insightful, witty and provocative style. The text is supported throughout with brand new case studies from globally recognised companies such as Uber and Volkswagen, and covering topical issues such as the legalisation of marijuana and reinventing the healthcare business. Lecturers are assisted with a newly expanded collection of support materials including PowerPoint slides for each chapter, suggested frameworks for using the case studies in teaching, and case studies from previous editions.If you're an ambitious marketing student or practitioner, whether you are new to strategic change through marketing or just want a different view, this is the book for you. Lecturers will find this engaging, funny, thought-provoking but always practical textbook is a sure way to get your students thinking and enthused.
Tales from the Marketplace
AvNigel F. Piercy
Häftad, Engelska, 1999
1 390 kr
Skickas inom 5-8 vardagar
'Tales from the Marketplace: Stories of Revolution, Reinvention and Renewal' is a highly innovative approach to building an understanding of the realities of market-led strategic change in companies. It provides an engaging, honest, and effective understanding of real market strategy in major organizations by focussing on the forces behind value-driven strategy.Nigel Piercy provides new and incisive insights into strategy and marketing through business "stories" that are contemporary and provocative. These new "stories" depict how major organizations have experienced revolution in their traditional markets - created by new types of competitors with new business models. The search for superior value is overtaking traditional brand and relationship strategies. The challenge to companies is reinvention and renewal and the alternative is obsolescence and decline. After all, did the major banks really expect to be competing with supermarkets, car companies, Virgin and internet-based companies to provide retail bank services?The book is based on the author's view that:· Business is exciting, turbulent and unpredictable - the "stories" we read and study should be too!· From Dell Computers and easyJet to Amazon.com and Skoda Cars, it is the most innovative companies that have most to teach us about reinvention and new business models· The inflexible analytical frameworks of the past no longer apply - "stories" of reinvention and renewal show the creative strategies developed by companies to cope with threats and exploit opportunities around them.'Tales from the Marketplace' is essential, timely and designed to be highly readable for managers. It also provides an innovative approach for undergraduate and MBA level teachers and students, and for participants on executive programmes in marketing and strategic management.
Management Implications of New Information Technology
AvNigel F. Piercy
Inbunden, Engelska, 2018
990 kr
Skickas inom 10-15 vardagar
This book, originally published in 1984, established the need for a strategic managerial response to the new technology, which relies on an understanding of the real effects of technology - on organisational structure, manageemnt style and employee relations. It assesses the impact of the new information technology on manufacturing systems, employment levels and types, industrial relations and finally on marketing and external relationships.
Management Implications of New Information Technology
AvNigel F. Piercy
Häftad, Engelska, 2020
311 kr
Skickas inom 10-15 vardagar
This book, originally published in 1984, established the need for a strategic managerial response to the new technology, which relies on an understanding of the real effects of technology - on organisational structure, manageemnt style and employee relations. It assesses the impact of the new information technology on manufacturing systems, employment levels and types, industrial relations and finally on marketing and external relationships.
Management Information Systems: The Technology Challenge
AvNigel F. Piercy
Inbunden, Engelska, 2018
2 056 kr
Skickas inom 10-15 vardagar
This book, originally published in 1984, established the need for a strategic managerial response to the new technology, which relies on an understanding of the real effects of technology - on organisational structure, manageemnt style and employee relations. It assesses the impact of the new information technology on manufacturing systems, employment levels and types, industrial relations and finally on marketing and external relationships.
Management Information Systems: The Technology Challenge
AvNigel F. Piercy
Häftad, Engelska, 2020
596 kr
Skickas inom 10-15 vardagar
This book, originally published in 1984, established the need for a strategic managerial response to the new technology, which relies on an understanding of the real effects of technology - on organisational structure, manageemnt style and employee relations. It assesses the impact of the new information technology on manufacturing systems, employment levels and types, industrial relations and finally on marketing and external relationships.
Market-Led Strategic Change
Transforming the process of going to market
AvNigel F. Piercy
E-bok
Engelska, 2016
1 212 kr
Läs direkt efter köp
Market-Led Strategic Change, 5th edition, has been fully revised and updated to reflect the realities of 21st century business and the practical issues for managers in the process of going to market. The world of business has changed dramatically, with a more complex environment, more demanding customers and radical new ways of going to market. This textbook develops a value-based strategy examining the roles of market sensing, customer value, organizational change and digital marketing in the implementation of strategy.
This much-anticipated new edition has been carefully updated, now with Nigel Piercy’s unique and clear-sighted views on the latest developments in marketing strategy, retaining Piercy’s insightful, witty and provocative style. The text is supported throughout with brand new case studies from globally recognised companies such as Uber and Volkswagen, and covering topical issues such as the legalisation of marijuana and reinventing the healthcare business. Lecturers are assisted with a newly expanded collection of support materials including PowerPoint slides for each chapter, suggested frameworks for using the case studies in teaching, and case studies from previous editions.
If you''re an ambitious marketing student or practitioner, whether you are new to strategic change through marketing or just want a different view, this is the book for you. Lecturers will find this engaging, funny, thought-provoking but always practical textbook is a sure way to get your students thinking and enthused.
Market-Led Strategic Change
Transforming the process of going to market
AvNigel F. Piercy
E-bok
PDF, Engelska, 2016
1 209 kr
Läs direkt efter köp
Market-Led Strategic Change, 5th edition, has been fully revised and updated to reflect the realities of 21st century business and the practical issues for managers in the process of going to market. The world of business has changed dramatically, with a more complex environment, more demanding customers and radical new ways of going to market. This textbook develops a value-based strategy examining the roles of market sensing, customer value, organizational change and digital marketing in the implementation of strategy.
This much-anticipated new edition has been carefully updated, now with Nigel Piercy’s unique and clear-sighted views on the latest developments in marketing strategy, retaining Piercy’s insightful, witty and provocative style. The text is supported throughout with brand new case studies from globally recognised companies such as Uber and Volkswagen, and covering topical issues such as the legalisation of marijuana and reinventing the healthcare business. Lecturers are assisted with a newly expanded collection of support materials including PowerPoint slides for each chapter, suggested frameworks for using the case studies in teaching, and case studies from previous editions.
If you''re an ambitious marketing student or practitioner, whether you are new to strategic change through marketing or just want a different view, this is the book for you. Lecturers will find this engaging, funny, thought-provoking but always practical textbook is a sure way to get your students thinking and enthused.
Tales from the Marketplace
AvNigel F. Piercy
E-bok
Engelska, 2012
1 088 kr
Läs direkt efter köp
''Tales from the Marketplace: Stories of Revolution, Reinvention and Renewal'' is a highly innovative approach to building an understanding of the realities of market-led strategic change in companies. It provides an engaging, honest, and effective understanding of real market strategy in major organizations by focussing on the forces behind value-driven strategy.Nigel Piercy provides new and incisive insights into strategy and marketing through business "stories" that are contemporary and provocative. These new "stories" depict how major organizations have experienced revolution in their traditional markets - created by new types of competitors with new business models. The search for superior value is overtaking traditional brand and relationship strategies. The challenge to companies is reinvention and renewal and the alternative is obsolescence and decline. After all, did the major banks really expect to be competing with supermarkets, car companies, Virgin and internet-based companies to provide retail bank services?The book is based on the author''s view that:Â· Business is exciting, turbulent and unpredictable - the "stories" we read and study should be too!Â· From Dell Computers and easyJet to Amazon.com and Skoda Cars, it is the most innovative companies that have most to teach us about reinvention and new business modelsÂ· The inflexible analytical frameworks of the past no longer apply - "stories" of reinvention and renewal show the creative strategies developed by companies to cope with threats and exploit opportunities around them.''Tales from the Marketplace'' is essential, timely and designed to be highly readable for managers. It also provides an innovative approach for undergraduate and MBA level teachers and students, and for participants on executive programmes in marketing and strategic management.
Tales from the Marketplace
AvNigel F. Piercy
E-bok
PDF, Engelska, 2012
1 091 kr
Läs direkt efter köp
''Tales from the Marketplace: Stories of Revolution, Reinvention and Renewal'' is a highly innovative approach to building an understanding of the realities of market-led strategic change in companies. It provides an engaging, honest, and effective understanding of real market strategy in major organizations by focussing on the forces behind value-driven strategy.Nigel Piercy provides new and incisive insights into strategy and marketing through business "stories" that are contemporary and provocative. These new "stories" depict how major organizations have experienced revolution in their traditional markets - created by new types of competitors with new business models. The search for superior value is overtaking traditional brand and relationship strategies. The challenge to companies is reinvention and renewal and the alternative is obsolescence and decline. After all, did the major banks really expect to be competing with supermarkets, car companies, Virgin and internet-based companies to provide retail bank services?The book is based on the author''s view that:Â· Business is exciting, turbulent and unpredictable - the "stories" we read and study should be too!Â· From Dell Computers and easyJet to Amazon.com and Skoda Cars, it is the most innovative companies that have most to teach us about reinvention and new business modelsÂ· The inflexible analytical frameworks of the past no longer apply - "stories" of reinvention and renewal show the creative strategies developed by companies to cope with threats and exploit opportunities around them.''Tales from the Marketplace'' is essential, timely and designed to be highly readable for managers. It also provides an innovative approach for undergraduate and MBA level teachers and students, and for participants on executive programmes in marketing and strategic management.
Tales from the Marketplace
AvNigel F. Piercy
Inbunden, Engelska, 2017
3 042 kr
Skickas inom 10-15 vardagar
'Tales from the Marketplace: Stories of Revolution, Reinvention and Renewal' is a highly innovative approach to building an understanding of the realities of market-led strategic change in companies. It provides an engaging, honest, and effective understanding of real market strategy in major organizations by focussing on the forces behind value-driven strategy. Nigel Piercy provides new and incisive insights into strategy and marketing through business "stories" that are contemporary and provocative. These new "stories" depict how major organizations have experienced revolution in their traditional markets - created by new types of competitors with new business models. The search for superior value is overtaking traditional brand and relationship strategies. The challenge to companies is reinvention and renewal and the alternative is obsolescence and decline. After all, did the major banks really expect to be competing with supermarkets, car companies, Virgin and internet-based companies to provide retail bank services?The book is based on the author's view that: Business is exciting, turbulent and unpredictable - the "stories" we read and study should be too! From Dell Computers and easyJet to Amazon.com and Skoda Cars, it is the most innovative companies that have most to teach us about reinvention and new business models The inflexible analytical frameworks of the past no longer apply - "stories" of reinvention and renewal show the creative strategies developed by companies to cope with threats and exploit opportunities around them.'Tales from the Marketplace' is essential, timely and designed to be highly readable for managers. It also provides an innovative approach for undergraduate and MBA level teachers and students, and for participants on executive programmes in marketing and strategic management.
Management Information Systems: The Technology Challenge
AvNigel F. Piercy
E-bok
Engelska, 2018
725 kr
Läs direkt efter köp
This book, originally published in 1984, established the need for a strategic managerial response to the new technology, which relies on an understanding of the real effects of technology - on organisational structure, manageemnt style and employee relations. It assesses the impact of the new information technology on manufacturing systems, employment levels and types, industrial relations and finally on marketing and external relationships.
Management Information Systems: The Technology Challenge
AvNigel F. Piercy
E-bok
PDF, Engelska, 2018
725 kr
Läs direkt efter köp
This book, originally published in 1984, established the need for a strategic managerial response to the new technology, which relies on an understanding of the real effects of technology - on organisational structure, manageemnt style and employee relations. It assesses the impact of the new information technology on manufacturing systems, employment levels and types, industrial relations and finally on marketing and external relationships.
Management Implications of New Information Technology
AvNigel F. Piercy
E-bok
Engelska, 2018
364 kr
Läs direkt efter köp
This book, originally published in 1984, established the need for a strategic managerial response to the new technology, which relies on an understanding of the real effects of technology - on organisational structure, manageemnt style and employee relations. It assesses the impact of the new information technology on manufacturing systems, employment levels and types, industrial relations and finally on marketing and external relationships.
Management Implications of New Information Technology
AvNigel F. Piercy
E-bok
PDF, Engelska, 2018
363 kr
Läs direkt efter köp
This book, originally published in 1984, established the need for a strategic managerial response to the new technology, which relies on an understanding of the real effects of technology - on organisational structure, manageemnt style and employee relations. It assesses the impact of the new information technology on manufacturing systems, employment levels and types, industrial relations and finally on marketing and external relationships.
Total Integrated Marketing
Breaking the Bounds of the Function
AvJames M. Hulbert,Noel Caponm. fl.
Häftad, Engelska, 2009
315 kr
Skickas inom 3-6 vardagar

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Nigel F Piercy – författare

Strategic Customer Management

Strategic Customer Management

Oxford Handbook of Strategic Sales and Sales Management

Oxford Handbook of Strategic Sales and Sales Management

Strategic Customer Management

The Oxford Handbook of Strategic Sales and Sales Management

The Oxford Handbook of Strategic Sales and Sales Management

Market-Led Strategic Change

Market-Led Strategic Change

Tales from the Marketplace

Management Implications of New Information Technology

Management Implications of New Information Technology

Management Information Systems: The Technology Challenge

Management Information Systems: The Technology Challenge

Market-Led Strategic Change

Market-Led Strategic Change

Tales from the Marketplace

Tales from the Marketplace

Tales from the Marketplace

Management Information Systems: The Technology Challenge

Management Information Systems: The Technology Challenge

Management Implications of New Information Technology

Management Implications of New Information Technology

Total Integrated Marketing

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