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This text seeks to make a connection between customer behaviour principles and the elements of marketing strategy. It covers the behaviours of customers both in the household and the business market. It looks at three customer roles: user; payer; and buyer, addressing the concerns of all three roles. The book also approaches the established topics of culture and reference groups, demographics and psychographics, perceptions, learning, motivation, attitudes, decision-making, and post-choice experience. It also includes such managerial applications as segamentation as a response to customer differences, relationship marketing, and strategies for creating market values for the customer.
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Jagdish N. Sheth is the Charles H. Kellstadt Professor of Marketing in the Goizueta Business School and the founder of the Center for Relationship Marketing (CRM) at Emory University. Prior to his present position, he was the Robert E. Brooker Professor of Marketing at the University of Southern California and the founder of the Center for Telecommunications Management; the Walter H. Stellner Distinguished Professor of Marketing at the University of Illinois, and on the faculty of Columbia University, as well as the Massachusetts Institute of Technology. Dr. Sheth is nationally and internationally known for his scholarly contributions in Consumer Behavior, Marketing, Global Competition, and Strategic Thinking. Jag has published more than 200 books and research papers in different areas of marketing. His book The Theory of Buyer Behavior (1969) with John A. Howard is a classic in the field. He is also a co-author of Marketing Theory: Evolution and Evaluation (1988), Consumption Values and Market Choices (1991), Clients for Life (2000), ValueSpace: Winning the Battle for Market Leadership (2001), and The Rule of Three (2002). Professor Sheth has worked for numerous industries and companies in the United States, Europe, and Asia, both as an Advisor and as a Seminar Leader. His clients include AT&T, BellSouth, Comstream, Cox Communications, Ford, Motorola, Nortel, 3M, Whirlpool, and many more. He has offered more than 6,000 presentations in at least 20 countries.Review:
"The content is comprehensive, the style is accessible, the examples and illustrations are first class...marketing students should read Customer Behavior; it has a lot of salutary messages for marketing practitioners, marketing managers, and marketing strategists as well." 3/4Dr. Ted Johns, CIM Senior Examiner
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Book Description South-Western College Pub, 1998. Hardcover. Condition: New. Never used!. Seller Inventory # P11003098016X
Book Description South-Western College Pub, 1998. Condition: New. book. Seller Inventory # M003098016X
Book Description Condition: New. This is Brand NEW. Seller Inventory # Ahuja-19062018-7247
Book Description Dryden Pr, 1998. Hardcover. Condition: New. Seller Inventory # DADAX003098016X