Behavioral Marketing

Delivering Personalized Experiences At Scale

Author: Dave Walters

Publisher: John Wiley & Sons

ISBN: 1119076579

Category: Business & Economics

Page: 256

View: 3371

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This book focuses on fixing marketers' highly inefficient processes and spotty results and describes how to be more “revenue predictable”. The book explains the key principles of behavioral marketing, which include: customer journey mapping, channel-level planning, data capture and hygiene, campaign creation, delivery best practices, and measurement/optimization. It will include up to 10 case studies across multiple industries highlighting the revenue growth and process efficiencies resulting from great behavioral-driven marketing.

Essentials of Research Design and Methodology

Author: Geoffrey R. Marczyk,David DeMatteo,David Festinger

Publisher: John Wiley & Sons

ISBN: 0470893532

Category: Psychology

Page: 304

View: 1289

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Master the essential skills for designing and conducting a successful research project Essentials of Research Design and Methodology contains practical information on how to design and conduct scientific research in the behavioral and social sciences. This accessible guide covers basic to advanced concepts in a clear, concrete, and readable style. The text offers students and practitioners in the behavioral sciences and related disciplines important insights into identifying research topics, variables, and methodological approaches. Data collection and assessment strategies, interpretation methods, and important ethical considerations also receive significant coverage in this user-friendly guide. Essentials of Research Design and Methodology is the only available resource to condense the wide-ranging topics of the field into a concise, accessible format for handy and quick reference. As part of the Essentials of Behavioral Science series, this book offers a thorough review of the most relevant topics in research design and methodology. Each concise chapter features numerous callout boxes highlighting key concepts, bulleted points, and extensive illustrative material, as well as "Test Yourself" questions that help you gauge and reinforce your grasp of the information covered.

Measuring the Digital World

Using Digital Analytics to Drive Better Digital Experiences

Author: Gary Angel

Publisher: FT Press

ISBN: 0134195132

Category: Computers

Page: 256

View: 5867

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This is the eBook of the printed book and may not include any media, website access codes, or print supplements that may come packaged with the bound book. The definitive guide to next generation digital measurement; Indispensable insight for building high-value digital experiences! Helps you capture the knowledge you need to deliver deep personalization at scale Reflects today’s latest insights into digital behavior and consumer psychology For every digital marketer, analyst, and executive who wants to improve performance To win at digital, you must capture the right data, quickly transform it into the right knowledge,and use them both to deliver deep personalization at scale. Conventional digital metrics simply aren’t up to the task. Now, Gary Angel shows how to reinvent digital measurement so it delivers all you need to create richer, more compelling digital experiences. Angel shows how to transform “raw facts” about digital behavior into meaningful knowledge about your visitors… what they were trying to accomplish…how well you helped them… how you can personalize and optimize their digital experiences from now on… how you can use measurement to provide deep personalization at scale.

Unconscious Branding

How Neuroscience Can Empower (and Inspire) Marketing

Author: Douglas Van Praet

Publisher: St. Martin's Press

ISBN: 1137042788

Category: Business & Economics

Page: 288

View: 7509

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For too long marketers have been asking the wrong question. If consumers make decisions unconsciously, why do we persist in asking them directly through traditional marketing research why they do what they do? They simply can't tell us because they don't really know. Before marketers develop strategies, they need to recognize that consumers have strategies too . . .human strategies, not consumer strategies. We need to go beyond asking why, and begin to ask how,behavior change occurs. Here, author DouglasVan Praet takes the most brilliant and revolutionary concepts from cognitive science and applies them to how we market, advertise, and consume in the modern digital age. Van Praet simplifies the most complex object in the known universe - the human brain - into seven codified actionable steps to behavior change. These steps are illustrated using real world examples from advertising, marketing, media and business to consciously unravel what brilliant marketers and ad practitioners have long done intuitively, deconstructing the real story behind some of the greatest marketing and business successes in recent history, such as Nike's "Just Do It" campaign; "Got Milk?"; Wendy's "Where's the Beef?" ;and the infamous Volkswagen "Punch Buggy" launch as well as their beloved "The Force" (Mini Darth Vader) Super Bowl commercial.

The Convenience Revolution

How to Deliver a Customer Service Experience that Disrupts the Competition and Creates Fierce Loyalty

Author: Shep Hyken

Publisher: Sound Wisdom

ISBN: 1640950532

Category: Business & Economics

Page: 214

View: 3780

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Convenience is King When you make it easier for customers to do business with you, they will reward you with their money, their loyalty, and their referrals. There’s a reason they call it a convenience store – because it’s convenient! When you have to pick up a gallon of milk, would you rather stop by a large supermarket or a 7-Eleven? Customers who shop at convenience stores know the selection is smaller and the prices are often higher...yet they still come in droves because of the ease of purchase. What about the minibar in your hotel room? That’s convenient too...but the convenience comes at a cost. Did you ever stop to think that the same $5.00 can of Coca-Cola in the hotel’s mini-fridge can be bought down the hall from the vending machine for just $1.25? Yet even with that can of Coke being four times more expensive, hotels are restocking minibars every day. Customers will pay for convenience. And they’ll choose to do more business over time with the people and companies that make their lives more convenient! Whether you’re trying to out-service a competitor or disrupt an entire industry, creating less friction and being more convenient for your customers should be your strategy. When you raise the convenience bar, you create the next level of amazing customer experience. This book shows you how to leverage convenience as a powerful way to differentiate yourself from your competition. You’ll learn six compelling strategies, supported by numerous examples and case studies that will fuel your plan to create a focus on convenience for your customers. The value proposition is both simple and profound: when you reduce friction and make it easier for customers to do business with you, they’ll reward you with their money, their loyalty, and their referrals. That’s the advantage of being a part of The Convenience Revolution.

Habit

The 95% of Behavior Marketers Ignore

Author: Neale Martin

Publisher: Pearson Education

ISBN: 0132703904

Category: Business & Economics

Page: 208

View: 681

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Habit begins with a revolutionary premise–95% of human behavior is controlled by the unconscious mind. This fact exposes the central flaw in marketing theory, market research, and a preponderance of business strategy–that customers are consciously aware of what they’re doing. Habit explains why 80% of new products fail, why billions of advertising dollars are wasted every year, and why even satisfied customers aren’t loyal. In Habit, Dr. Neale Martin persuasively contends that recent research from the brain sciences reveals that our brain evolved two minds–and marketing is focused on the wrong one. By explaining how the mind actually works, Martin shows how 50 years of marketing theory is deeply flawed, and how your customers’ habits thwart even your costliest marketing campaigns. Habit explains in practical terms how to work with both your customers’ executive and habitual minds to not only make sales but more importantly, create loyalty. You’ll discover how behavior actually rewires your customers' mind–and how to leverage this by refocusing on behavior, not on attitudes and beliefs. Martin offers a complete process for working with customers’ unconscious and conscious minds together, to become your customer’s habit, not just their choice. Using these techniques, you can finally achieve the twin holy grails of marketing: higher customer retention, and greater long-term profitability. Why focusing on customer satisfaction is a waste of time Prioritizing customer satisfaction ignores a crucial reality: 85% of customers who defect report being satisfied! How to establish a beachhead in your potential customer’s unconscious Teach new buying habits through cause and effect, reward and repetition Why you should keep your regular customers from thinking about you Learn how to keep repurchase behavior on permanent autopilot

Pricing: Segmentation and Analytics

Author: Tudor Bodea

Publisher: Business Expert Press

ISBN: 1606492586

Category: Business & Economics

Page: 160

View: 4711

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Pricing analytics uses historical sales data with mathematical optimization to set and update prices offered through various channels in order to maximize profit. With this outstanding contribution to this subject, you will learn just how to identify and exploit pricing opportunities in different business contexts. Each chapter looks at pricing from an economist's viewpoint beginning with the basic concept of pricing analytics and what type of data are needed to use this powerful science; the common assumptions regarding the customer population's willingness- to-pay are discussed along with the price-response functions that result from these assumptions; examples from several industries and organizations; dynamic pricing, with a special emphasis on the most common application--markdown pricing; the new field of customized pricing analytics, where a firm responds to a request-for-bids or request-for-proposals with a customized price response; and the relevant aspects of behavioral science to pricing. Additional examples include the asymmetry of joy/pain that customers feel in response to price decreases/increases.

Successful E-mail Marketing Strategies

From Hunting to Farming

Author: Arthur Middleton Hughes,Arthur Sweetser

Publisher: Racom Communication

ISBN: 9781933199160

Category: Business & Economics

Page: 395

View: 4300

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When it first came on the scene in the early to mid 1990s, e-mail marketing was the hottest, most productive marketing tool on the map. Then things changed. Too many marketers sent millions of e-mails (hunting) instead of building relationships with their subscribers (farming). The authors share their wisdom about how to make e-mail an effective tool for finding new customers and mining existing customers more profitably.

The Power of Cognitive Marketing: IBM Watson Marketing Insights

Author: Theresa Morelli,Colin Linsky,IBM Redbooks

Publisher: IBM Redbooks

ISBN: 0738456047

Category: Computers

Page: 22

View: 9812

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How do you keep the pulse of your customers today? Customers are leaving more clues than ever on what they want and need. However, the ability to get a singular view, observe trends and changes in behavior, and then respond proactively is not as simple as it seems. It can often feel like shooting at a moving target. IBM® Watson Marketing Insights provides marketing analysts with a dynamic view of customer behavior and the power of predictive insights without requiring analytics skills. Presented in an interactive visual format, marketers receive a daily feed of insights and prioritized recommendations that allow them to quickly and easily identify the most impactful areas for targeted marketing outreach. This IBM RedguideTM publication introduces the IBM Watson Marketing Insights solution and highlights the business value of the solution. It provides a high-level architecture and identifies key components of the architecture.

Numbers and the Making of Us

Counting and the Course of Human Cultures

Author: Caleb Everett

Publisher: Harvard University Press

ISBN: 0674504437

Category: Language Arts & Disciplines

Page: 312

View: 6322

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Number concepts are a human invention developed and refined over millennia. They allow us to grasp quantities precisely: recent research shows that most specific quantities are not perceived in the absence of a number system. Numbers are not innate or universal; yet without them, the world as we know it would not exist.

The Seven Pillars of Statistical Wisdom

Author: Stephen M. Stigler

Publisher: Harvard University Press

ISBN: 0674970217

Category: Social Science

Page: 240

View: 3367

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What gives statistics its unity as a science? Stephen Stigler sets forth the seven foundational ideas of statistics—a scientific discipline related to but distinct from mathematics and computer science and one which often seems counterintuitive. His original account will fascinate the interested layperson and engage the professional statistician.

One-to-One Personalization in the Age of Machine Learning

Harnessing Data to Power Great Customer Experiences

Author: Karl Wirth,Katie Sweet

Publisher: BookBaby

ISBN: 0999369423

Category: Business & Economics

Page: 146

View: 7685

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In a world cluttered with messages competing for people’s attention all of the time, marketers must surface relevant information if they want to capture the attention of their consumers or business buyers. And as consumers experience personalized experiences from other companies like Amazon, Netflix and Spotify, they grow to expect it from all the other companies they interact with, regardless of industry. One-to-one personalization is about tailoring an experience to a visitor or customer at the individual level. The experience could be on a website, mobile app, email, in-person, or any other channel where a person interacts with your brand or company. In contrast to a one-to-all experience (one that is the same for everyone) or a one-to-many experience (one that is targeted to a segment or group of people), a one-to-one experience is truly unique for each person. While marketers have dreamed of delivering one-to-one experiences for over 25 years, it has not been possible without machine learning. Machine learning can combine many different sources of data, draw insights about what that data says about an individual, and determine the most relevant experience to deliver — in a far more scalable way than has ever been possible in the past In One-to-One Personalization in the Age of Machine Learning, discover what one-to-one personalization is all about, how it has evolved and what the future entails. Learn how it's driven by machine learning, delivered across channels and powered by in-depth customer data. Get inspired by the potential for your business and gain insights on how to develop your own personalization strategy and program. Discover how to turn the one-to-one dream into a reality.

The Rise of the Platform Marketer

Performance Marketing with Google, Facebook, and Twitter, Plus the Latest High-Growth Digital Advertising Platforms

Author: Craig Dempster,David S. Williams,John Lee

Publisher: John Wiley & Sons

ISBN: 1119059720

Category: Business & Economics

Page: 240

View: 8233

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Develop the skills and capabilities quickly becoming essential in the new marketing paradigm The Rise of the Platform Marketer helps you leverage the "always–on" consumer to deliver more personalized engagements across media, channels, and devices. By managing these interactions at scale throughout the customer lifecycle, you can optimize the value of your customers and segments through strategic use of Connected CRM (cCRM). This book shows you how to take advantage of the massive growth and proliferation of social and other digital media, with clear strategy for developing the new capabilities, tools, metrics, and processes essential in the age of platform marketing. Coverage includes identity management, audience management, consumer privacy and compliance, media and channel optimization, measurement and attribution, experience design, and integrated technology, plus a discussion on how the company as a whole must evolve to keep pace with marketing′s increasingly rapid evolution and capabilities. The expansion of digital platforms has created addressability opportunity through search, video, display, and social media, offering today′s foremost opportunity for competitive advantage. This book outlines the capabilities and perspective required to reap the rewards, helping you shift your strategy to align with the demands and expectations of the modern consumer. Develop the tools, metrics, and processes necessary to engage the modern consumer Gain a deep understanding of Connected Customer Relationship Management Leverage trends in technology and analytics to create targeted messages Adjust your company′s structure and operations to align with new capabilities The new era of marketing requires thorough understanding of cCRM, along with the knowledge and innovative forethought to thrive in the ever–expanding digital audience platform environment. The Rise of the Platform Marketer gives you an edge, and helps you clear a path to full implementation.

Decoding the New Consumer Mind

How and Why We Shop and Buy

Author: Kit Yarrow

Publisher: John Wiley & Sons

ISBN: 1118859588

Category: Business & Economics

Page: 224

View: 8001

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Take a glimpse into the mind of the modern consumer A decade of swift and stunning change has profoundly affected the psychology of how, when, and why we shop and buy. In Decoding the New Consumer Mind, award-winning consumer psychologist Kit Yarrow shares surprising insights about the new motivations and behaviors of shoppers, taking marketers where they need to be today: into the deeply psychological and often unconscious relationships that people have with products, retailers, marketing communications, and brands. Drawing on hundreds of consumer interviews and shop-alongs, Yarrow reveals the trends that define our transformed behavior. For example, when we shop we show greater emotionality, hunting for more intense experiences and seeking relief and distraction online. A profound sense of isolation and individualism shapes the way we express ourselves and connect with brands and retailers. Neurological research even suggests that our brains are rewired, altering what we crave, how we think, and where our attention goes. Decoding the New Consumer Mind provides marketers with practical ways to tap into this new consumer psychology, and Yarrow shows how to combine technology and innovation to enhance brand image; win love and loyalty through authenticity and integrity; put the consumer’s needs and preferences front and center; and deliver the most emotionally intense, yet uncomplicated, experience possible. Armed with Yarrow’s strategies, marketers will be able to connect more effectively with consumers—driving profit and success across the organization.

Meeting the Ethical Challenges of Leadership

Casting Light or Shadow

Author: Craig E. Johnson

Publisher: SAGE Publications

ISBN: 150632164X

Category: Business & Economics

Page: 552

View: 9326

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Ethics is at the heart of leadership. All leaders assume ethical burdens and must make every effort to make informed ethical decisions and foster ethical behavior among followers. The Sixth Edition of Meeting the Ethical Challenges of Leadership: Casting Light or Shadow explores the ethical demands of leadership and the dark side of leadership. Author Craig E. Johnson takes a multidisciplinary approach to leadership ethics, drawing from many fields of research to help readers make moral decisions, lead in a moral manner, and create an ethical culture. Packed with real-world case studies, examples, self-assessments, and applications, this fully-updated new edition is designed to increase students’ ethical competence and leadership abilities.

High Performance Python

Practical Performant Programming for Humans

Author: Micha Gorelick,Ian Ozsvald

Publisher: "O'Reilly Media, Inc."

ISBN: 1449361773

Category: Computers

Page: 370

View: 9653

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Your Python code may run correctly, but you need it to run faster. By exploring the fundamental theory behind design choices, this practical guide helps you gain a deeper understanding of Python’s implementation. You’ll learn how to locate performance bottlenecks and significantly speed up your code in high-data-volume programs. How can you take advantage of multi-core architectures or clusters? Or build a system that can scale up and down without losing reliability? Experienced Python programmers will learn concrete solutions to these and other issues, along with war stories from companies that use high performance Python for social media analytics, productionized machine learning, and other situations. Get a better grasp of numpy, Cython, and profilers Learn how Python abstracts the underlying computer architecture Use profiling to find bottlenecks in CPU time and memory usage Write efficient programs by choosing appropriate data structures Speed up matrix and vector computations Use tools to compile Python down to machine code Manage multiple I/O and computational operations concurrently Convert multiprocessing code to run on a local or remote cluster Solve large problems while using less RAM

Mastering Product Experience in SaaS

How to Deliver Personalized Product Experiences with a Product-Led Strategy

Author: Nick Bonfiglio,Mickey Alon,Myk Pono,Aptrinsic

Publisher: N.A

ISBN: 9780999474907

Category:

Page: N.A

View: 4399

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Your success as a Software-as-a-Service (SaaS) company is completely dependent on acquiring and keeping users in your product. But if you¿re using traditional marketing tactics, you¿re likely struggling to scale your business quickly. That¿s because conventional marketing techniques focus on engaging prospects and users outside of the product.

Marketers, Tear Down These Walls!

Liberating the Postmodern Consumer

Author: Michael Solomon

Publisher: BookBaby

ISBN: 1543923453

Category: Business & Economics

Page: N.A

View: 9189

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We change our identities faster than a chameleon changes color. On Monday, you may be a Hugo Boss suit-wearing salaryman who listens to Adele, reads The Wall Street Journal, quaffs a greasy burger for lunch, and tunes in to Fox News. Come Saturday, out come the tats from underneath the starched collar, you ditch the suit for a Kid Dangerous tee and Vans kicks, you down a tuna poké with a craft beer, and listen to Imagine Dragons while you check out the latest issue of High Times. Just what lifestyle category do you belong to? Good luck to the marketer who tries to describe you. Today’s postmodern consumer defies categorization – sometimes deliberately. S/he yearns to be liberated from cubicles, labels, “market segments,” and especially those confining walls that restrict him or her from expressing the unique self that’s constructed out of all the lifestyle “raw materials” that marketers of many stripes have to offer. The postmodern revolution requires marketers to revisit the walls they’ve erected over many years. That’s not an easy thing to do. Conventional marketing strategies are built upon predictability, stability and the comfort in knowing that we can “understand” our customer yesterday, today and tomorrow. We love to put people into categories, and often into super-neat dichotomies – and call it a day. Those walls used to be solid, and marketers relied upon them to build a structure that formed the basis of their traditional strategic worldview. But now many of these walls are crumbling – and fast. They are like safety hazards that threaten successful brands from thriving in the postmodern revolution. And, they obstruct our view of the marketing possibilities that lie beyond them. In this book, I’ll describe many familiar walls that form the bedrock of marketing strategy and thought today. Then I’ll demolish them. Here are the walls that no longer exist, in convenient alphabetical order: Arts vs. Crafts Black vs. White Body vs. Belongings Editorial vs. Commercial Elite vs. the masses Fake vs. Authentic Friend vs. Stranger High art vs. Low art Home vs. Office Humans vs. Computers In here vs. Out there Kids vs. Teens Male vs. Female Me vs. Them Me vs. We Offline vs. Online Old vs. Mature Owning vs. Leasing Parent vs. Friend Producer vs. Consumer Reality vs. Fantasy Reality vs. Mythology Retailers vs. Customers Sacred vs. Profane Service providers vs. Consumers Then vs. Now Us vs. Them Work vs. Play Young vs. Old

How to Wow

68 Effortless Ways to Make Every Customer Experience Amazing

Author: Adrian Swinscoe

Publisher: Pearson UK

ISBN: 1292116870

Category: Business & Economics

Page: 264

View: 3594

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Looking to improve your customer experience? These 68 strategies will show you how to stand out from your competitors, whatever your business. Full of practical tips, inspiring insights and interviews with a wide range of leaders and entrepreneurs, How to Wow reveals all you need to deliver a world-class customer experience. Covering both the customer and business side of the equation, you’ll learn how to attract new customers, design a leading customer experience and quickly resolve a wide range of problems, plus much more. Don’t let your business fall behind, look inside and take your customer experience to the next level. “Essential and powerful insights for everyone who aspires to map out and enhance the customer journey and drive growth.” Keith Lewis, COO, Matchtech Group plc “At last – a book that provides practical ways of delivering the superior experience that today’s customers demand.” Olivier Njamfa, Co-Founder and CEO of customer experience software company Eptica