Topic 3 of 13

Marketing & sales

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References

Listed A–Z by author surname, Harvard style. A source with a DOI links to https://doi.org/…; one without links to its page or says plainly that it has no DOI.

  1. Acharya, V.V. et al. (2011) Market failures and regulatory failures: lessons from past and present financial crises. Tokyo: Asian Development Bank Institute (ADBI Working Paper 264).No DOIadb.orgSource page
  2. Ali, O. et al. (2023) ‘The impact of technological innovation on marketing: individuals, organizations and environment: a systematic review’, Economic Research-Ekonomska Istraživanja, 36(3), 2210661 (article number).doi:10.1080/1331677x.2023.2210661Source page
  3. Ansari, A. and Mela, C.F. (2003) ‘E-customization’, Journal of Marketing Research, 40(2), pp. 131–145.doi:10.1509/jmkr.40.2.131.19224Source page
  4. Ansoff, H.I. (1957) ‘Strategies for diversification’, Harvard Business Review, 35(5), pp. 113–124.No DOISource page
  5. Ansoff, H.I. (1965) Corporate strategy: an analytic approach to business policy for growth and expansion. New York: McGraw-Hill.No DOISource page
  6. Arora, N. et al. (2008) ‘Putting one-to-one marketing to work: personalization, customization, and choice’, Marketing Letters, 19(3-4), pp. 305–321.doi:10.1007/s11002-008-9056-zSource page
  7. Berger, J. and Milkman, K.L. (2012) ‘What makes online content viral?’, Journal of Marketing Research, 49(2), pp. 192–205.doi:10.1509/jmr.10.0353Source page
  8. Campbell, C. and Farrell, J.R. (2020) ‘More than meets the eye: the functional components underlying influencer marketing’, Business Horizons, 63(4), pp. 469–479.doi:10.1016/j.bushor.2020.03.003Source page
  9. Chaffey, D. and Ellis-Chadwick, F. (2019) Digital marketing: strategy, implementation and practice. Harlow: Pearson.No DOISource page
  10. Cooper, R.G. (1990) ‘Stage-gate systems: a new tool for managing new products’, Business Horizons, 33(3), pp. 44–54.doi:10.1016/0007-6813(90)90040-iSource page
  11. Corsaro, D. and Maggioni, I. (2021) ‘Managing the sales transformation process in B2B: between human and digital’, Italian Journal of Marketing, 25(1-2), pp. 25–56.doi:10.1007/s43039-021-00025-wSource page
  12. Dorotic, M., Bijmolt, T.H.A. and Verhoef, P.C. (2012) ‘Loyalty programmes: current knowledge and research directions’, International Journal of Management Reviews, 14(3), pp. 217–237.doi:10.1111/j.1468-2370.2011.00314.xSource page
  13. Elkington, J. (1997) Cannibals with forks: the triple bottom line of 21st century business. Oxford: Capstone.No DOISource page
  14. Elkington, J. (2018) 25 years ago I coined the phrase ‘triple bottom line’. Here's why it's time to rethink it. Harvard Business Review.No DOIhbr.orgSource page
  15. Gupta, S. et al. (2006) ‘Modeling customer lifetime value’, Journal of Service Research, 9(2), pp. 139–155.doi:10.1177/1094670506293810Source page
  16. Harvard Business Review (2016) How to make the most of omnichannel retailing. Harvard Business Review.No DOIhbr.orgSource page
  17. Heath, J. (2006) ‘Business ethics without stakeholders’, Business Ethics Quarterly, 16(4), pp. 533–557.doi:10.5840/beq200616448Source page
  18. Heath, J. (2014) Morality, competition, and the firm: the market failures approach to business ethics. New York: Oxford University Press.doi:10.1093/acprof:osobl/9780199990481.001.0001Source page
  19. Herzberg, F. (1968) ‘One more time: how do you motivate employees?’, Harvard Business Review, 46(1), pp. 53–62.No DOIhbr.orgSource page
  20. Kannan, P.K. and Li, H. (2017) ‘Digital marketing: a framework, review and research agenda’, International Journal of Research in Marketing, 34(1), pp. 22–45.doi:10.1016/j.ijresmar.2016.11.006Source page
  21. Kohavi, R., Tang, D. and Xu, Y. (2020) Trustworthy online controlled experiments: a practical guide to A/B testing. Cambridge University Press.doi:10.1017/9781108653985Source page
  22. Kotler, P. and Keller, K.L. (2016) Marketing management. Harlow: Pearson.No DOISource page
  23. Kotler, P. and Armstrong, G. (2018) Principles of marketing. Harlow: Pearson.No DOISource page
  24. Krowinska, A. et al. (2023) Digital content marketing: creating value in practice. Routledge.doi:10.4324/9781003346500Source page
  25. Lavidge, R.J. and Steiner, G.A. (1961) ‘A model for predictive measurements of advertising effectiveness’, Journal of Marketing, 25(6), pp. 59–62.doi:10.1177/002224296102500611Source page
  26. Lemon, K.N. and Verhoef, P.C. (2016) ‘Understanding customer experience throughout the customer journey’, Journal of Marketing, 80(6), pp. 69–96.doi:10.1509/jm.15.0420Source page
  27. Lipsey, R.G. and Lancaster, K. (1956) ‘The general theory of second best’, The Review of Economic Studies, 24(1), pp. 11–32.doi:10.2307/2296233Source page
  28. Lou, C. and Yuan, S. (2019) ‘Influencer marketing: how message value and credibility affect consumer trust of branded content on social media’, Journal of Interactive Advertising, 19(1), pp. 58–73.doi:10.1080/15252019.2018.1533501Source page
  29. McCarthy, D.M., Fader, P.S. and Hardie, B.G.S. (2017) ‘Valuing subscription-based businesses using publicly disclosed customer data’, Journal of Marketing, 81(1), pp. 17–35.doi:10.1509/jm.15.0519Source page
  30. Miller, K. (2020) The triple bottom line: what it is & why it's important. Harvard Business School Online, Business Insights blog, 8 December 2020 (updated 16 August 2023).No DOIonline.hbs.eduSource page
  31. Singh, J. et al. (2019) ‘Sales profession and professionals in the age of digitization and artificial intelligence technologies’, Journal of Personal Selling & Sales Management, 39(1), pp. 2–22.doi:10.1080/08853134.2018.1557525Source page
  32. Stokes, D. (2000) ‘Putting entrepreneurship into marketing: the processes of entrepreneurial marketing’, Journal of Research in Marketing and Entrepreneurship, 2(1), pp. 1–16.doi:10.1108/14715200080001536Source page
  33. Tam, K.Y. and Ho, S.Y. (2006) ‘Understanding the impact of web personalization on user information processing and decision outcomes’, MIS Quarterly, 30(4), pp. 865–890.doi:10.2307/25148757Source page
  34. Tarr, D.G. (2010) ‘The political, regulatory, and market failures that caused the US financial crisis: what are the lessons?’, Journal of Financial Economic Policy, 2(2), pp. 163–186.doi:10.1108/17576381011070210Source page
  35. Treacy, M. and Wiersema, F. (1993) ‘Customer intimacy and other value disciplines’, Harvard Business Review, 71(1), pp. 84–93.No DOIhbr.orgSource page
  36. Verhoef, P.C., Kannan, P.K. and Inman, J.J. (2015) ‘From multi-channel retailing to omni-channel retailing: introduction to the special issue on multi-channel retailing’, Journal of Retailing, 91(2), pp. 174–181.doi:10.1016/j.jretai.2015.02.005Source page
  37. Wedel, M. and Kannan, P.K. (2016) ‘Marketing analytics for data-rich environments’, Journal of Marketing, 80(6), pp. 97–121.doi:10.1509/jm.15.0413Source page
  38. Wengler, S., Hildmann, G. and Vossebein, U. (2021) ‘Digital transformation in sales as an evolving process’, Journal of Business & Industrial Marketing, 36(4), pp. 599–614.doi:10.1108/jbim-03-2020-0124Source page
  39. White, K., Habib, R. and Hardisty, D.J. (2019) ‘How to SHIFT consumer behaviors to be more sustainable: a literature review and guiding framework’, Journal of Marketing, 83(3), pp. 22–49.doi:10.1177/0022242919825649Source page
  40. Yesiloglu, S. and Costello, J. (2020) Influencer marketing: building brand communities and engagement. Routledge.doi:10.4324/9780429322501Source page
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