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Flux: What Marketing Managers Need to Navigate the New Environment

Edited by David Soberman and Dilip Soman
Foreword by Roger Martin

© 2012

The past decade has seen a number of developments that threaten the very fabric of how marketing activities have traditionally been conducted. On one hand, consumers are increasingly socially networked and value-conscious, with heightened expectations of how companies will react to their demands. Along with the challenges, however, come new opportunities: the growth of behavioural economics and the emergence of new data collection techniques, for instance, give marketers unprecedented access to previously hidden aspects of consumer behavior. Clearly, ‘business as usual’ is not an option for marketing managers who want their firms to stay in the game.

To help managers adapt to the rapidly changing business environment, Flux offers a collection of the very best thinking on key areas of marketing activity and decision-making. Each chapter is written by a leading expert in a specific ‘new’ marketing subject area, from managing brands to dealing with new media, and addresses substantive challenges in that area while providing steps for taking action. The book’s integrated approach makes it an excellent resource not only for marketing managers but any managers dealing with customers.

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Product Details

  • Imprint: Rotman-UTP Publishing
  • World Rights
  • Page Count: 344 pages
  • Illustrations: 20
  • Dimensions: 6.3in x 1.2in x 9.4in
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SKU# SP003233

  • PUBLISHED DEC 2012

    From: $28.57

    Regular Price: $43.95

    ISBN 9781442644038
  • PUBLISHED DEC 2012

    From: $28.57

    Regular Price: $43.95

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Quick Overview

The book’s integrated approach makes it an excellent resource not only for marketing managers but any managers dealing with customers.

Flux: What Marketing Managers Need to Navigate the New Environment

Edited by David Soberman and Dilip Soman
Foreword by Roger Martin

© 2012

The past decade has seen a number of developments that threaten the very fabric of how marketing activities have traditionally been conducted. On one hand, consumers are increasingly socially networked and value-conscious, with heightened expectations of how companies will react to their demands. Along with the challenges, however, come new opportunities: the growth of behavioural economics and the emergence of new data collection techniques, for instance, give marketers unprecedented access to previously hidden aspects of consumer behavior. Clearly, ‘business as usual’ is not an option for marketing managers who want their firms to stay in the game.

To help managers adapt to the rapidly changing business environment, Flux offers a collection of the very best thinking on key areas of marketing activity and decision-making. Each chapter is written by a leading expert in a specific ‘new’ marketing subject area, from managing brands to dealing with new media, and addresses substantive challenges in that area while providing steps for taking action. The book’s integrated approach makes it an excellent resource not only for marketing managers but any managers dealing with customers.

Continue Reading Read Less

Product Details

  • Imprint: Rotman-UTP Publishing
  • World Rights
  • Page Count: 344 pages
  • Illustrations: 20
  • Dimensions: 6.3in x 1.2in x 9.4in

  • Reviews

    ‘This excellent work draws on the expertise of 15 academic and business thought leaders, who offer a treasure chest of ideas on how to manage the marketing effort in an ever changing world… Highly recommended. Students at all levels, researchers, practitioners, general readers.’


    N.A Govoni
    CHOICE Magazine; vol 50:11:2013

    ‘Flux is an excellent compendium that comprehensively covers the theory and practice of branding and marketing, drawing on the lessons of the past as well as analysing how these functions should operate in the new world created by unprecedented global connectivity and access to information.’
    K.V. Kamath, Chairman, Infosys Ltd., and former Managing Director and CEO,  ICICI Bank

    ‘Flux is not just another marketing compendium. It is an original and comprehensive book that provides an expert view on the recent developments that are transforming marketing. For each topic, the theory is explained in simple terms, and the implications for managers are precisely highlighted. This makes it an effective companion for forward -looking marketers. And it is a pleasure to read!’
    John-Claude Larreche, Heineken Chaired Professor of Marketing, INSEAD

    ‘An excellent collection of insights, Flux is inspired by academic research that is grounded in theory, empirically tested, and informed by industry knowledge.  It provides an efficient way for decision makers to keep up with the latest research that is relevant to both corporations and not-for profit institutions.’
    Angela Lee, Mechthild Esser Nemmers Professor of Marketing, Kellogg School of Management, Northwestern University

    ‘This is a brilliantly put together book and a deep analysis of the transformation of marketing from a traditional brand-building model to one of comprehensive consumer engagement.  Written by some of the world’s leading scholars in marketing, it is an essential read for anyone interested in understanding the changing marketing landscape.’
    Ganesh Iyer, Edgar F. Kaiser Professor of Business Administration, Haas School of Business, University of California Berkeley

  • Author Information

    David Soberman is Canadian National Chair in Strategic Marketing and a professor in the Rotman School of Management at the University of Toronto.



    Dilip Soman is a professor, and Canada Research Chair in Behavioural Science and Economics at the Rotman School of Management, University of Toronto.

  • Table of contents

    FOREWORD

    INTRODUCTION: The Evolving Role of the Marketing Manager

    PART 1: The Changing Landscape

    Chapter 1: THE CHALLENGE OF TODAY’S MARKETING ENVIRONMENT
    David Soberman

    Chapter 2: LOSING CONTROL AND LOVING IT
    David Dunne

    Chapter 3: BRAND EXTENSION STRATEGY: AN INTEGRATIVE FRAMEWORK
    Sridhar Moorthy

    Chapter 4: WHAT MAKES THE INTERNET DIFFERENT?
    Avi Goldfarb

    PART 2: Understanding to Engage: Key Lessons from the Latest in the Psychology and Economics of Consumer Behavior

    Chapter 5: MEMORY, PERSUASION AND DECISION MAKING
    Andrew Mitchell

    Chapter 6: HEDONOMICS: WHY PEOPLE DO NOT BUY WHAT THEY ENJOY THE MOST
    Claire Tsai

    Chapter 7: MARKETING MANAGEMENT WHEN FACING FORWARD-LOOKING CONSUMERS
    Andrew Ching

    Chapter 8: STRATEGIC FORWARD-LOOKING MARKETING MANAGEMENT
    Ron Borkovsky

    Chapter 9: Just Imagine: The Role of Visualization in NEW PRODUCT EVALUATION
    Min Zhao

    Chapter 10: THE ROLE OF MORALITY IN CONSUMER DECISIONS
    Nina Mazar

    PART 3: Marketing Management to Engage

    Chapter 11: MANAGE CUSTOMER VALUE THROUGH INCENTIVES
    Mengze Shi

    Chapter 12: HANG ON: THE PSYCHOLOGY OF TIME AND IMPLICATIONS FOR DESIGNING QUEUES
    Dilip Soman

    Chapter 13: Brands as HUMANS: RELATIONSHIP NORMS AND ANTHROPOMORPHISM
    Pankaj Aggarwal

    Chapter 14: THE Psychology of Giving: Small Interventions That Make a DIFFERENCE
    Aparna Labroo

    Chapter 15: MANAGING BRANDS BY LEVERAGING ACADEMIC RESEARCH
    Delaine Hampton

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