Bücher der Reihe Marketing-Management

Influencer Marketing - 3 Manuscripts in 1 Book, Including: Social Media Marketing, Content Marketing and Mobile Marketing. 1)SOCIAL MEDIA MARKETING:7 Easy Steps to Master Social Media Advertising, Influencer Marketing & Platform Audience Growth. YOU'LL LEARN:Understanding what social media marketing isWhy your business needs itHow to conduct market research the right way to yield the best results for your businessHow to market on platforms like Facebook, Instagram, and YouTubeWhy selecting the right niche market mattersHow to build an unforgettable business presence on social mediaAnd much more! 2)CONTENT MARKETING:7 Easy Steps to Master Content Strategy, Content Creation, Search Engine Optimization & Copywriting. YOU'LL LEARN:What content marketing is, how it began, and what it has achieved to date for companiesUnderstanding the value proposition of content marketingHow to approach your company's unique perspectives and approach to create content and ways to distinguish your content from your competitorsUnderstanding the different types of content and how they work best to pursue some goals rather than othersHow to set-up a road map to navigate your way to set up a content marketing planUseful facts to boost content recognition and gain quick wins, motivating you to see real-life and practical techniques further to improve the creation and marketing of your sales-driven contentDetails of the essential components, including your preferred business model, purposes and goals, audience personas or profiles, and the buyer's journeyDelivering the right sort of content that not only captivates your audience but also leads to salesThe right content channels for your contentThe seven-step process to help you understand the purpose of attracting finely defined audiences and building content that will lead to credibility, trust, and potential salesAnd much more! 3)MOBILE MARKETING:7 Easy Steps to Master Mobile Strategy, Mobile Advertising, App Marketing & Location Based Marketing. YOU'LL LEARN:The importance of mobile strategyStrategies for Push NotificationsThe importance A/B testingHow to understand the critical components of App Marketing FunnelsThe power of SMS marketingWhat Location-Based Marketing isHow social media plays into Mobile MarketingWhat QR codes areHow QR codes can transform the customer experienceAnd much more!

Advertising Strategy - 3 Manuscripts in 1 Book, Including: Marketing Strategy, Digital Marketing and Business Development. 1)MARKETING STRATEGY:7 Easy Steps to Master Marketing Fundamentals, Advertising Strategy, Marketing Management & Research. YOU'LL LEARN:How to understand the customerWays to navigate market analysisThe importance of the role that competition plays in strategyWhy distribution matters to your brand and consumersThe importance of the Marketing MixThe purpose of conducting financial analysisHow to review and assess your marketing strategyAnd much more! 2)DIGITAL MARKETING:7 Easy Steps to Master PPC Advertising, Affiliate Marketing, Email Marketing & Online Retargeting. YOU'LL LEARN:Why digital marketing is the way of the future?What is a digital story and why your business needs to be telling one?Why digital strategy is, by far, the VERY BEST approach that will turn your business vision into reality.What are some of the most important KPIs that you should be tracking and monitoring for your campaigns?What is email marketing automation and why you should be using it right now (if you haven't already started)?How do you understand your audience and figure out what your messaging should be?How to set the right kind of budget for your business and ensure you're getting the most bang for your buck.And much more! 3)BUSINESS DEVELOPMENT:7 Easy Steps to Master Growth Hacking, Lead Generation, Sales Funnels, Traffic & Viral Marketing. YOU'LL LEARN:· How to identify your target market· Understanding your customer base and competitors· How to identify the type of business you are running· Setting and prioritizing SMART goals· How to generate leads· Increasing website traffic· Using sales funnels to generate engaging leads· Understanding how viral marketing works· And much more!

Reputation Management - 3 Manuscripts in 1 Book, Including: Business Branding, Social Media Marketing and Content Marketing. 1)BUSINESS BRANDING:7 Easy Steps to Master Brand Management, Reputation Management, Business Communication & Storytelling. YOU'LL LEARN:Importance of brandingUnderstanding brand purpose with examplesActionable steps that will help you build a brand trusted by peopleIdentifying the audience for your brandTypes of competitors and tips on identifying themA comprehensive guide to market researchHow to formulate your mission statementChoosing the right brand nameMarketing strategies to spread the word about your brandInnovative ideas to make your brand stand outAnd much more! 2)SOCIAL MEDIA MARKETING:7 Easy Steps to Master Social Media Advertising, Influencer Marketing & Platform Audience Growth. YOU'LL LEARN:Understanding what social media marketing isWhy your business needs itHow to conduct market research the right way to yield the best results for your businessHow to market on platforms like Facebook, Instagram, and YouTubeWhy selecting the right niche market mattersHow to build an unforgettable business presence on social mediaAnd much more! 3)CONTENT MARKETING:7 Easy Steps to Master Content Strategy, Content Creation, Search Engine Optimization & Copywriting. YOU'LL LEARN:What content marketing is, how it began, and what it has achieved to date for companiesUnderstanding the value proposition of content marketingHow to approach your company's unique perspectives and approach to create content and ways to distinguish your content from your competitorsUnderstanding the different types of content and how they work best to pursue some goals rather than othersHow to set-up a road map to navigate your way to set up a content marketing planUseful facts to boost content recognition and gain quick wins, motivating you to see real-life and practical techniques further to improve the creation and marketing of your sales-driven contentDetails of the essential components, including your preferred business model, purposes and goals, audience personas or profiles, and the buyer's journeyDelivering the right sort of content that not only captivates your audience but also leads to salesThe right content channels for your contentThe seven-step process to help you understand the purpose of attracting finely defined audiences and building content that will lead to credibility, trust, and potential salesAnd much more!

Viral Marketing - 3 Manuscripts in 1 Book, Including: Digital Marketing, Social Media Marketing and Business Development. 1)DIGITAL MARKETING:7 Easy Steps to Master PPC Advertising, Affiliate Marketing, Email Marketing & Online Retargeting. YOU'LL LEARN:Why digital marketing is the way of the future?What is a digital story and why your business needs to be telling one?Why digital strategy is, by far, the VERY BEST approach that will turn your business vision into reality.What are some of the most important KPIs that you should be tracking and monitoring for your campaigns?What is email marketing automation and why you should be using it right now (if you haven't already started)?How do you understand your audience and figure out what your messaging should be?How to set the right kind of budget for your business and ensure you're getting the most bang for your buck.And much more! 2)SOCIAL MEDIA MARKETING:7 Easy Steps to Master Social Media Advertising, Influencer Marketing & Platform Audience Growth. YOU'LL LEARN:Understanding what social media marketing isWhy your business needs itHow to conduct market research the right way to yield the best results for your businessHow to market on platforms like Facebook, Instagram, and YouTubeWhy selecting the right niche market mattersHow to build an unforgettable business presence on social mediaAnd much more! 3)BUSINESS DEVELOPMENT:7 Easy Steps to Master Growth Hacking, Lead Generation, Sales Funnels, Traffic & Viral Marketing. YOU'LL LEARN:· How to identify your target market· Understanding your customer base and competitors· How to identify the type of business you are running· Setting and prioritizing SMART goals· How to generate leads· Increasing website traffic· Using sales funnels to generate engaging leads· Understanding how viral marketing works· And much more!

Mobile Advertising - 3 Manuscripts in 1 Book, Including: Mobile Marketing, Marketing Strategy and Digital Marketing. 1)MOBILE MARKETING:7 Easy Steps to Master Mobile Strategy, Mobile Advertising, App Marketing & Location Based Marketing. YOU'LL LEARN:The importance of mobile strategyStrategies for Push NotificationsThe importance A/B testingHow to understand the critical components of App Marketing FunnelsThe power of SMS marketingWhat Location-Based Marketing isHow social media plays into Mobile MarketingWhat QR codes areHow QR codes can transform the customer experienceAnd much more! 2)MARKETING STRATEGY:7 Easy Steps to Master Marketing Fundamentals, Advertising Strategy, Marketing Management & Research. YOU'LL LEARN:How to understand the customerWays to navigate market analysisThe importance of the role that competition plays in strategyWhy distribution matters to your brand and consumersThe importance of the Marketing MixThe purpose of conducting financial analysisHow to review and assess your marketing strategyAnd much more! 3)DIGITAL MARKETING:7 Easy Steps to Master PPC Advertising, Affiliate Marketing, Email Marketing & Online Retargeting. YOU'LL LEARN:Why digital marketing is the way of the future?What is a digital story and why your business needs to be telling one?Why digital strategy is, by far, the VERY BEST approach that will turn your business vision into reality.What are some of the most important KPIs that you should be tracking and monitoring for your campaigns?What is email marketing automation and why you should be using it right now (if you haven't already started)?How do you understand your audience and figure out what your messaging should be?How to set the right kind of budget for your business and ensure you're getting the most bang for your buck.And much more!

Growth Hacking - 3 Manuscripts in 1 Book, Including: Business Development, Digital Marketing and Mobile Marketing. 1)BUSINESS DEVELOPMENT:7 Easy Steps to Master Growth Hacking, Lead Generation, Sales Funnels, Traffic & Viral Marketing. YOU'LL LEARN:· How to identify your target market· Understanding your customer base and competitors· How to identify the type of business you are running· Setting and prioritizing SMART goals· How to generate leads· Increasing website traffic· Using sales funnels to generate engaging leads· Understanding how viral marketing works· And much more! 2)DIGITAL MARKETING:7 Easy Steps to Master PPC Advertising, Affiliate Marketing, Email Marketing & Online Retargeting. YOU'LL LEARN:Why digital marketing is the way of the future?What is a digital story and why your business needs to be telling one?Why digital strategy is, by far, the VERY BEST approach that will turn your business vision into reality.What are some of the most important KPIs that you should be tracking and monitoring for your campaigns?What is email marketing automation and why you should be using it right now (if you haven't already started)?How do you understand your audience and figure out what your messaging should be?How to set the right kind of budget for your business and ensure you're getting the most bang for your buck.And much more! 3)MOBILE MARKETING:7 Easy Steps to Master Mobile Strategy, Mobile Advertising, App Marketing & Location Based Marketing. YOU'LL LEARN:The importance of mobile strategyStrategies for Push NotificationsThe importance A/B testingHow to understand the critical components of App Marketing FunnelsThe power of SMS marketingWhat Location-Based Marketing isHow social media plays into Mobile MarketingWhat QR codes areHow QR codes can transform the customer experienceAnd much more!

Online Marketing - 3 Manuscripts in 1 Book, Including: Digital Marketing, Social Media Marketing and Marketing Analytics. 1)DIGITAL MARKETING:7 Easy Steps to Master PPC Advertising, Affiliate Marketing, Email Marketing & Online Retargeting. YOU'LL LEARN:Why digital marketing is the way of the future?What is a digital story and why your business needs to be telling one?Why digital strategy is, by far, the VERY BEST approach that will turn your business vision into reality.What are some of the most important KPIs that you should be tracking and monitoring for your campaigns?What is email marketing automation and why you should be using it right now (if you haven't already started)?How do you understand your audience and figure out what your messaging should be?How to set the right kind of budget for your business and ensure you're getting the most bang for your buck.And much more! 2)SOCIAL MEDIA MARKETING:7 Easy Steps to Master Social Media Advertising, Influencer Marketing & Platform Audience Growth. YOU'LL LEARN:Understanding what social media marketing isWhy your business needs itHow to conduct market research the right way to yield the best results for your businessHow to market on platforms like Facebook, Instagram, and YouTubeWhy selecting the right niche market mattersHow to build an unforgettable business presence on social mediaAnd much more! 3)MARKETING ANALYTICS:7 Easy Steps to Master Marketing Metrics, Data Analysis, Consumer Insights & Forecasting Modeling. YOU'LL LEARN:How to determine stakeholdersWays to navigate data integrationThe importance of key performance indicatorsWays of implementing analyticsThe importance of data governanceThe purpose of conducting financial analysisThe role of ITHow to measure successWhat to look for with VendorsAnd much more!

Marketing Metrics - 3 Manuscripts in 1 Book, Including: Marketing Analytics, Digital Marketing and Marketing Strategy. 1)MARKETING ANALYTICS:7 Easy Steps to Master Marketing Metrics, Data Analysis, Consumer Insights & Forecasting Modeling. YOU'LL LEARN:How to determine stakeholdersWays to navigate data integrationThe importance of key performance indicatorsWays of implementing analyticsThe importance of data governanceThe purpose of conducting financial analysisThe role of ITHow to measure successWhat to look for with VendorsAnd much more! 2)DIGITAL MARKETING:7 Easy Steps to Master PPC Advertising, Affiliate Marketing, Email Marketing & Online Retargeting. YOU'LL LEARN:Why digital marketing is the way of the future?What is a digital story and why your business needs to be telling one?Why digital strategy is, by far, the VERY BEST approach that will turn your business vision into reality.What are some of the most important KPIs that you should be tracking and monitoring for your campaigns?What is email marketing automation and why you should be using it right now (if you haven't already started)?How do you understand your audience and figure out what your messaging should be?How to set the right kind of budget for your business and ensure you're getting the most bang for your buck.And much more! 3)MARKETING STRATEGY:7 Easy Steps to Master Marketing Fundamentals, Advertising Strategy, Marketing Management & Research. YOU'LL LEARN:How to understand the customerWays to navigate market analysisThe importance of the role that competition plays in strategyWhy distribution matters to your brand and consumersThe importance of the Marketing MixThe purpose of conducting financial analysisHow to review and assess your marketing strategyAnd much more!

Brand Management - 3 Manuscripts in 1 Book, Including: Business Branding, Marketing Strategy and Business Development. 1)BUSINESS BRANDING:7 Easy Steps to Master Brand Management, Reputation Management, Business Communication & Storytelling. YOU'LL LEARN:Importance of brandingUnderstanding brand purpose with examplesActionable steps that will help you build a brand trusted by peopleIdentifying the audience for your brandTypes of competitors and tips on identifying themA comprehensive guide to market researchHow to formulate your mission statementChoosing the right brand nameMarketing strategies to spread the word about your brandInnovative ideas to make your brand stand outAnd much more! 2)MARKETING STRATEGY:7 Easy Steps to Master Marketing Fundamentals, Advertising Strategy, Marketing Management & Research. YOU'LL LEARN:How to understand the customerWays to navigate market analysisThe importance of the role that competition plays in strategyWhy distribution matters to your brand and consumersThe importance of the Marketing MixThe purpose of conducting financial analysisHow to review and assess your marketing strategyAnd much more! 3)BUSINESS DEVELOPMENT:7 Easy Steps to Master Growth Hacking, Lead Generation, Sales Funnels, Traffic & Viral Marketing. YOU'LL LEARN:· How to identify your target market· Understanding your customer base and competitors· How to identify the type of business you are running· Setting and prioritizing SMART goals· How to generate leads· Increasing website traffic· Using sales funnels to generate engaging leads· Understanding how viral marketing works· And much more!

MARKETING MANAGEMENT - 8 MANUSCRIPTS IN 1 BOOK, INCLUDING: 1)MARKETING STRATEGY:7 Easy Steps to Master Marketing Fundamentals, Advertising Strategy, Marketing Management & Research. 2)BUSINESS BRANDING:7 Easy Steps to Master Brand Management, Reputation Management, Business Communication & Storytelling. 3)DIGITAL MARKETING:7 Easy Steps to Master PPC Advertising, Affiliate Marketing, Email Marketing & Online Retargeting. 4)SOCIAL MEDIA MARKETING:7 Easy Steps to Master Social Media Advertising, Influencer Marketing & Platform Audience Growth. 5)MARKETING ANALYTICS:7 Easy Steps to Master Marketing Metrics, Data Analysis, Consumer Insights & Forecasting Modeling. 6)CONTENT MARKETING:7 Easy Steps to Master Content Strategy, Content Creation, Search Engine Optimization & Copywriting. 7)BUSINESS DEVELOPMENT:7 Easy Steps to Master Growth Hacking, Lead Generation, Sales Funnels, Traffic & Viral Marketing. 8)MOBILE MARKETING:7 Easy Steps to Master Mobile Strategy, Mobile Advertising, App Marketing & Location Based Marketing. START MARKETING MANAGEMENT TODAY!

Would you like to know how to brand your business and stand out in an already saturated market? Are you thinking about starting a new business but worrying that there are too many competitors? Are you defining your target audience and are unsure about coming up with a unique brand name and logo? Business Branding is the guide you need! We will teach you how to establish your business branding in 7 easy steps. This guide is designed to provide you with all the tools you need in a concise, easy to understand format that will answer all your burning questions and get you on your way to successful business branding. New entrepreneurs are often overwhelmed with all the different processes that they have to go through in order to build a brand. The solution to your problem is not that difficult. You will be taken through a progressive process where with each chapter, you are taken to the next elevated layer of branding your business. You will learn the art of storytelling to improve business communication, and you will also learn some basic things like designing logos and mission statements for your brand. Business Branding provides you some pointers and tips for navigating a branding strategy, it also asks you to think and consider how you currently are strategizing. It helps you to evaluate where you are and what you, as an individual, need to change to push it to the next level. In a comprehensive step-by-step reference format, each chapter corresponds to a specific element of business branding. The clear-cut organization makes it simple to follow along and refer back to areas you still feel confused about as you go. This guide is complete with coherent examples to help you distinguish between each element and log them into your long-term memory. YOU'LL LEARN:Importance of brandingUnderstanding brand purpose with examplesActionable steps that will help you build a brand trusted by peopleIdentifying the audience for your brandTypes of competitors and tips on identifying themA comprehensive guide to market researchHow to formulate your mission statementChoosing the right brand nameMarketing strategies to spread the word about your brandInnovative ideas to make your brand stand outAnd much more! To help you on this journey of achieving the goal of becoming a branding strategist, this guide goes through many actionable examples and strategies. As you press yourself to grow, you will find that there are so many experiences you have already had that will help formulate your ability to establish successful business branding. Let's get started!

Are you new to marketing or struggling to get started with developing a strategy? Would you like to know how to assess and evaluate where your brand stands with competition? Are you looking to define the right marketing mix and need to know what it takes to generate a successful marketing strategy? Marketing Strategy is the guide you need! We will teach you how to establish your marketing strategy in 7 easy steps. This guide is designed to provide you with all the tools you need in a concise, easy to understand format that will answer all your burning questions and get you on your way to establishing a successful marketing strategy. Developing a marketing strategy is essential for any brand. It provides the research and tools needed to connect with the audience the brand is looking to connect with. Ultimately it can also show how the business is growing and opportunities for future growth. Without marketing, a brand is simply not going to be seen or grow. Marketing provides the spark for amazing brands to flourish and be known within the industry. Marketing Strategy provides you some pointers and tips for navigating a marketing strategy, it also asks you to think and consider how you currently are strategizing. It helps you to evaluate where you are and what you, as an individual, need to change to push it to the next level. In a comprehensive step-by-step reference format, each chapter corresponds to a specific element of marketing strategy. The clear-cut organization makes it simple to follow along and refer back to areas you still feel confused about as you go. This guide is complete with coherent examples to help you distinguish between each element and log them into your long-term memory. YOU'LL LEARN:How to understand the customerWays to navigate market analysisThe importance of the role that competition plays in strategyWhy distribution matters to your brand and consumersThe importance of the Marketing MixThe purpose of conducting financial analysisHow to review and assess your marketing strategyAnd much more! To help you on this journey of achieving the goal of becoming a marketing strategist, this guide goes through many actionable examples and strategies. As you press yourself to grow, you will find that there are so many experiences you have already had that will help formulate your ability to establish a successful strategic marketing plan. Let's get started!

Am Beispiel des internationalen Industriegutervertriebs untersucht Christian Schmitz, die Zusammenarbeit zwischen Herstellern und internationalen Vertriebspartnern. Im Mittelpunkt stehen die Konzeptualisierung und Operationalisierung des Konstrukts "e;Channel Member Satisfaction"e;. Der Autor analysiert, welche internen und externen Determinanten aus lokaler Sicht der Vertriebspartner die Qualitat der Zusammenarbeit bestimmen, und prasentiert Ansatze zur Vertriebsgestaltung, um die Zusammenarbeit zwischen Herstellern und ihren Vertriebspartnern zu verbessern.

Die Beziehung zwischen Hersteller und Handel in der Konsumguterindustrie steht im Mittelpunkt zahlreicher wissenschaftlicher Untersuchungen. Die haufig geausserte Empfehlung, kompetitives durch kooperatives Verhalten zu ersetzen, hat sich in der Praxis allerdings nicht durchgesetzt. Mit dem Aufkommen neuer Technologien vor wenigen Jahren keimte die Hoffnung, den fur viele Unternehmen ausweglosen "e;Wertvernichtungs-Wettbewerb"e; beizulegen. Mit EDI, EDIFACT und Scanning-Systemen gleichen sich die Informationsstrome zwischen Industrie und Handel zunehmend an. Auf der Grundlage standardisierter Datenstrome steigen die Chancen fur eine kooperative Zusammenarbeit zwischen Hersteller und Handel. Studien aus Nordamerika versprechen den Akteuren eine deutliche Produktivitatssteigerung, sofern sie die Zusammenarbeit in eine kooperative Richtung lenken. Die ursprunglich aus den USA stammende ECR-Initiative (Efficient Consumer Response) hat mittlerweile auch in Europa Einzug gehalten. Dementsprechend hoch fiel in der Vergangenheit das Interesse an diesem Thema aus, wobei mittlerweile Zweifel an der Vorteilhaftigkeit kooperativen Handels mangels nachvollziehbaren Beispielen aufkommen. Marc Schmickler knupft mit seiner Doktorarbeit an diesen Zweifeln an. Hauptziel seiner Dissertation ist es, in einer dynamischen Betrachtung den Prozess des Wandels durch ECR-Kooperationen systematisch zu begleiten, Aufgaben wahrend einzelner Kooperationsphasen zu strukturieren und auf mogliche Barrieren in der Realisierungsphase hinzuweisen. Die vielseitige Arbeit unterteilt sich in sieben Kapitel. Nach einer problemorientierten Einfuhrung im ersten Kapitel werden die begrifflichen Grundlagen zum "e;Efficient Consumer Response"e; im zweiten Kapitel vertiefend dargelegt. Im dritten Kapitel entwickelt Marc Schmickler einen wegweisenden strategischen Bezugsrahmen fur das Management von ECR-Kooperationen. Dabei erlautert er zunachst die Grundlagen des Kooperationsmanagements, unterbreitet innovative Vorschlage zur Kooperationsgestaltung und schliesslich zur Kooperationsfuhrung.

Frontmatter -- Vorwort -- Inhalt -- Zielsetzung und Aufbau des Buches -- I. Konzeptionell-theoretische Grundlagen des Handels-Marketing -- Einführung -- Paradigmatische Basis der marketingwissenschaftlichen Handelsforschung / Hasitschka, Werner -- Instrumentelle Besonderheiten des Handels-Marketing / Scheuch, Fritz -- Zur Emanzipation des Handels-Marketing vom Hersteller-Marketing / Tietz, Bruno -- Die Bedeutung funktioneller und institutioneller Aspekte des Handels-Marketing für Industrie und Gewerbe / Bratschitsch, Rudolf -- II. Informationsgrundlagen des Handels-Marketing -- Einführung -- Systematisierung von Instrumenten und Objektbereichen der Handelsforschung / Hruschka, Harald -- Kundenorientierte Handelsforschung / Falk, Bernd -- Betriebsorientierte Handelsforschung / Hruschka, Harald -- III. Handelsbetriebliche Marketing-Planung -- Einführung -- Ziele und Strategien im Handels-Marketing - Eine Anwendung des Verfahrens "Analytic Hierarchy Process (AHP)" / Haedrich, Günther / Kreilkamp, Edgar -- Die Sortimentspolitik als Instrument des Handels-Marketing / Marzen, Walter -- Handelsbetriebliche Distributionspolitik / Hasitschka, Werner -- Externe und interne Standortpolitik / Schiebel, Walter -- Strategische Grundlagen des Preis-Marketing im Einzelhandel / Diller, Hermann -- Kommunikationspolitik im Handel / Schwab, Renate -- Einfluß von interaktiven elektronischen Medien auf die künftigen Entwicklungen im Handel / Weinhold-Stünzi, Heinz -- Das Bildschirmtextsystem als Marketing-Instrument des Handels / Dichtl, Erwin / Weber, Manfred -- Gottfried Theuer zum 60. Geburtstag -- Autoren -- Stichwortverzeichnis -- Backmatter

Frontmatter -- Geleitwort -- Vorwort -- Inhalt -- Verzeichnis der Abbildungen und Tabellen -- Abkürzungsverzeichnis -- 1. Verkaufsförderung im Kreuzfeuer -- 2. Verkaufsförderung im Marketing-Mix -- 3. Maßnahmen der Verkaufsförderung -- 4. Planung der Verkaufsförderung -- 5. Fallbeispiel - Verkaufsförderung für Dugena -- 6. Resümee und Prognose -- Literaturverzeichnis -- Sachregister

Der persönliche Verkauf ist ein Marketing-Instrument, das schon eingesetzt wurde, bevor überhaupt von Marketing die Rede war. Sowohl im Business-to-Business- als auch im Kon­ sumgüter-Bereich hat er für viele Branchen zentrale Bedeutung. Das zeigt sich nicht zuletzt an entsprechenden Budgets, die nicht selten innerhalb des Marketing-Budgets dominierend sind. Wenn man allerdings das Ausmaß der wissenschaftlichen Beschäftigung mit dem per­ sönlichen Verkauf mit anderen Teilgebieten des Marketing vergleicht, entsteht ein völlig an­ deres Bild: In der deutschsprachigen ebenso wie in der internationalen Marketing-Literatur, in wissenschaftlichen Zeitschriften ebenso wie in Lehrbüchern wird der persönlicher Verkauf eher am Rande behandelt. Woran mag diese Diskrepanz zwischen der großen Relevanz eines Fachgebiets und dem begrenzten wissenschaftlichen Interesse daran liegen? Sicher ist der persönliche Verkaufwe­ niger glamourös als etwa die Welt der Werbung und bietet weniger Entfaltungsmöglichkeit für methodische Brillanz als der Bereich der Marktforschung. Offenbar bereitet der Verkauf für die Anwendung des gängigen Forschungsinstrumentariums auch besondere Probleme. So sind die gängigen Befragungsmethoden auf Interaktionen zwischen Verkäufern und Kunden nur schlecht anwendbar. Auch die Rekrutierung von Auskunfts- oder Versuchspersonen be­ reitet mehr Schwierigkeiten als in weiten Gebieten der Konsumentenforschung.

Achim Sauer analysiert zentrale Aspekte des Management- und Entscheidungverhaltens während distributiver Transformationsprozesse. Im Mittelpunkt stehen sowohl Aspekte zur analytisch-planerischen Vorarbeit zu Veränderungen und zum integrativen Umgang mit den bestehenden Absatzsystemen als auch Fragen zur Rolle einer intensiven Markt- und Wettbewerbsorientierung. Er integriert ein breites Spektrum relevanter Dimensionen zu einem Gesamtmodell und untersucht unter Einbeziehung situativer Faktoren typische Verhaltensmuster auf ihr Erfolgspotenzial.

Markus Schweizer identifiziert im Zuge der Skalenentwicklung für Consumer Confusion die Auslöser für die Konfusion der Konsumenten und bestimmt die Reduktionsstrategien. Er stellt ein Positionierungs- und Profilierungskonzept vor, das die Entwicklung von Kundenorientierung und -begeisterung unterstützen soll.