Marketing Engineering : Computer-Assisted Marketing Analysis and Planning

Gary L. Lilien and Arvind Rangaswamy

ISBN 10: 032100194X / ISBN 13: 9780321001948

Published by Addison-Wesley Educational Publishers, Incorporated January 1998, 1998

About this Item

Very light shelf wear to cover. Lightly tanning pages. All Orders Shipped With Tracking And Delivery Confirmation Numbers.

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Bibliographic Details

• Title: Marketing Engineering : Computer-Assisted Marketing Analysis and Planning
• Publisher: Addison-Wesley Educational Publishers, Incorporated January 1998
• Publication Date: 1998
• Language: English
• ISBN 10: 032100194X
• ISBN 13: 9780321001948
• Binding: Hardcover
• Illustrator: Diagrams
• Condition: Like New
• Dust Jacket Condition: No Jacket
• Seller catalogs:
  • Business Hard Cover

About this title

Synopsis

Table Of Contents: I. THE BASICS. 1. Introduction. 2. Tools for Marketing Engineering: Market Response Models. II. DEVELOPING MARKET STRATEGIES. 3. Segmentation and Targeting. 4. Positioning. 5. Strategic Market Analysis: Conceptual Framework and Tools. 6. Models for Strategic Marketing Decision Making. III. DEVELOPING MARKETING PROGRAMS. 7. New Product Decisions. 8. Advertising and Communication Decisions. 9. Salesforce and Channel Decisions. 10. Price and Sales * Decisions. IV. CONCLUSIONS. 11. Marketing Engineering: A Look Back and a Look Ahead. Forewords & Introductions Several forces are transforming the structure and content of the marketing manager's job. As a profession, marketing is evolving. It is no longer based primarily on conceptual content. Marketing resembles design engineering—it consists of putting together data, models, analyses, and computer simulations to learn about the marketplace and to design effective marketing plans. While many view traditional marketing as art and some view it as science, the new marketing increasingly looks like engineering (that is, combining art and science to solve specific problems). Our purpose in writing this book is to help educate and train a new generation of marketing managers. Several key forces are changing the marketer's job: Pervasive high-powered personal computers on networks: During the 1980s marketing managers used personal computers mainly for such tasks as composing letters and presentations and doing simple spreadsheet analyses. Today many marketing managers have the equivalent of an early supercomputer on their desks. And that computer is networked to other PCs and to the company's mainframe on a local area network (LAN), and to external computers and databases all over the world through the Internet. This means that a marketing manager can access current data, reports, and expert opinions, and he or she can also combine and process that information in new ways to enhance decisio